填空题BPART ONE/B·Look at these sentences and the four paragraphs.·Which dip A, B, C or D does each sentence 1-7 refer to?·For each sentence 1-7, mark one letter (A, B, C or D) on your Answer Sheet.·You will need to use some of the letters more than once. BA/BGet as much information about the client as possible—annual reports company periodicals, publicity. Sometimes there is a point of contact, i.e. someone who is involved in drafting the request for proposals and who can answer technical questions about the form and content of your proposal. Call the person—they may reveal some information that, can give you a competitive edge or at least a more customised approach to solving the prospective client's problem. Sometimes they ever, have a checklist of items they look for in each proposal and will be prepared to tell you about it if you ask.BB/BProposals are evaluated by a wide range of readers, from top management to technical evaluators to budget analysers. These readers will focus on different sections of a proposal, perhaps missing out whole segments, All readers, however, should be able to evaluate the first section of a proposal, which is a summary of the document. The length can vary greatly—it may sometimes be only one paragraph but in a very formal report it may run to several pages.BC/BThe worst thing you can de is offer value judgements which the client can refute. You want to seem serious, fair, objective and factual. Only after you build a foundation of fact can you offer a few judgements. Otherwise, you are likely to invite the reader to take issue with you. The facts are your findings and should be labelled as such: opinions are conclusions and should be labelled that way. If you use adjectives like 'powerful', 'wide-ranging', 'significant', etc., make sure you support them with details.BD/BIn proposal writing there is a tendency to rely on standard formats, i.e. static, standard sentences, paragraphs or pages that seem to fit all situations and do not change from proposal to proposal. No-company sees itself as being like any other and so the last thing you want is for a prospective client to believe you are just recycling old solutions. You must try to create (the ideas to fit the needs of the particular client and try not to copy old ideas because you cannot be bothered to generate new ones).

填空题Marketing Segmentation A Market segmentation means dividing a market for goods or services into distinct subdivisions. It takes a vague undistinguished group of consumers and uncovers those who have similar needs, those who make purchases or use products or services in the same. A market segment is a subgroup of people sharing similar consumer characteristics. And because each segment shares the same attitudes and behaviors, they generally respond the same to a given marketing strategy. B Markets can be divided in many ways. Small segments are sometimes called niche or specialty markets. One broad distinction is between industrial (business) and consumer markets. Despite overlaps in approach, the segmentation processes for these two separate markets can be quite distinct. Market also involves helping to choose which segments to focus on, or designing an appropriate set of ways to approach each market segment, or planning ways and methods to address the competition. C After identifying similar groups among customers and potential customers, the next goal of market segmentation is to prioritise which groups to address so as to best maximize market results. And then, to craft appropriate marketing strategies that satisfy the different consumers' preferences of each segment. D The process of market segmentation is to study, define, attract, serve and hold segment or segments of the market which the company can most effectively and profitably address. Since the needs of customers, and how they decide between to choose one product or service over another, are shared by similar individuals in a segment, companies can use that to find groups of consumers that share those similar buying habits and criteria and study them in depth and address and satisfy them better. In that way the company can determine which groups of customers it can best and most profitably serve and which of its products and services can outstrip the competition in dominating that target market.

填空题· Which businessman (A, B, C or D) does each statement (1-7) refer to?· For each statement (1-7), mark one letter (A, B, C or D) on your Answer Sheet.· You will need to use some of these letters more than once.{{B}}A James King: Chief Executive of Fentons Finance{{/B}}King was nominated for the quality of his leadership, with the judges claiming that the Fentons Finance boss is almost revered by his team. He is credited with reinventing Fentons Finance - revitalising its culture of inflexibility, removing outdated pre-merger barriers and playing a brilliant tactical game. He led everyone to believe he was opposed to large mergers and then jumped on the Westcombe Bank opportunity at just the right moment. History will be the judge, but for now the markets consider King to be a star.{{B}}B Keith Nash: Chief Executive of Hamley's Supermarkets{{/B}}Nash took over as CEO when Hamley's systems and distribution were out of date and the brand badly needed freshening up. He began refocusing the brand at the higher quality end of the food market and launched several own-brand initiatives for the health conscious. As a result, the share price has gone up nearly 80 per cent. This should be extremely satisfying for Nash, who had left the retailer in 1986, disappointed after failing to secure the top job.{{B}}C Jorge Marquez: Chairman of the Kenwick Group{{/B}}Marquez was a popular choice for his achievements at Kenwick. The judges say he has been courageous in pushing through the appointment of controversial or inexperienced chief executives to companies within the group, and then sponsoring them as they transformed their businesses. He operates as a 'virtual' chairman, without a permanent office in any one company. He phones his CEOs regularly, and several of them have acknowledged the vital contribution he makes to their effectiveness. Everyone is impressed at how he also finds the time to be chairman of two other large companies.{{B}}D Richard Jenkins: Finance Director of Centron Advertising{{/B}}Labouring in the shadow of a high-profile boss can sometimes draw attention away from the finance director, and the judges considered it was high time Jenkins got that attention. The CEO may be the public face of Centron, but Jenkins is the one who makes it run smoothly. Behind the scenes, he is constantly demonstrating that budgets and forecasts are what is needed to make a company successful, particularly now that the advertising market has been hit by recession. It is largely thanks to him that Centron is in much better shape than its rivals.

填空题From the conversation, we know that he was born in (1) , India.2. He started school in England when he is (2) years old.3. He studied (3) languages.4. He have written (4) books all together.

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填空题 Notes Vacancy at Sandridge Centre for (5) .......................... must know a lot about (6) .......................... must have carried out (7) .......................... (8) .......................... knowledge would be a plus

填空题BINFORMATION FOR CANDIDATES/B· There are forty-five questions on this question paper.· You must write all your answers on the Answer Sheet.BPART ONE/B· Look at the statements below and the information about flights on the opposite page.· Which flight (A, B, C or D) does each statement 1-7 refer to?· For each statement 1-7, mark one letter ( A, B, C or D) on your Answer Sheet.· You will need to use some of these letters mom than once. BAQuatas/BQuatas now has more flights around Australia timed to suit your business. Thanks to the flexibility of Australia's largest fleet of aircraft, we have introduced more early morning flights to get you to your destination. And more evening flights to take you home again. So whenever you need to do business within Australia, or across the world, choose the airline that now has more business flights than ever before.BBUnited Airlines/BUnited Airlines is the only one airline that flies direct from Sydney Harbour to the Golden Gate. We fly direct to San Francisco every Wednesday, Friday and Saturday. This is in addition to our daily Los Angeles services. With United, San Francisco is now the golden gate to over 200 cities throughout America. So come fly the airline that's uniting the world. Come fly the friendly skies.BCFlying Swissair/BRun a critical eye over the Swissair timetable for Europe, and you'll find it's a masterpiece of structure and content. Drawing on a palette of some 50 cities, it also presents the unique choice of three different perspectives: reasonably priced Economy Class, comfortable Business Class and luxurious First Class. All of them inspire more and more discerning travelers to discover the pleasures of flying Swissair.BDCanadian flights/BOur direct flights from Beijing will have you in North America in just 10 hours via the Vancouver Gateway. Then it's your choice: transit directly to the major cities of America and Canada in time to conduct the same day's business, or stop over and enjoy a beautiful autumn day in Vancouver (including 3-stax hotel accommodation, three meals, half day guided tour and airport transfer). Either way, Canadian brings you closer to where you want to be.

填空题The Coaching Industry: A Work in Progress There's no question that future leaders will need constant coaching and the coaching industry badly needs someone to define the profession. Four experts give their comments on a survey about coaching industry. A Ram Charan As the survey results demonstrate, what we think of coaching today is generally a service to middle managers provided by entrepreneurs with a background in consulting, psychology or human resources. This kind of coaching became popular over the past five years because companies faced a shortage of talent and were concerned about turnover among key employees. Firms wanted to signal their commitment to developing their high—potential executives, so they hired coaches. The kind of coaches I am talking about will do more than influence behaviour; they will be an essential part of the leader's learning process, providing knowledge, opinions and judgment in critical areas. B David B. Peterson In the survey, only 3% of the coaches said they were hired primarily to address non-work issues, yet more than three-quarters of the coaches reported having gotten into personal territories at some time. It underscores the fact that for most executives, work and life cannot be kept entirely separate. Many of them feel some strain on their personal lives. Not surprisingly, therefore, the more coaches can tap into a leader's motivation to improve his or her home life, the greater and more lasting the impact of the coaching is likely to be at work. C Michael Maccoby The survey shows more than half of the coaches think their clients do not become overly dependent, which is, in my view, unrealistic. Coaches have an economic incentive to ignore the problem of dependency, creating a potential conflict of interest. It's natural for them to want to expand their business, but the best coaches, like the best therapists, put their clients' interests first. What this means for the companies is that before they hire a coach, they should ask him how he handles dependency in relationships. D Anthony M. Grant According to the majority of coaches in our survey, coaching differs dramatically from therapy. However, the notion that candidates for coaching are mentally robust flies in the face of academic research. I'm not suggesting most executives who engage in coaching have mental health disorders. But some might, and coaching those who have unrecognised mental health problems can be counterproductive and even dangerous. Firms should require that coaches have some training in mental health issues——for example, an understanding of when to refer client to professional therapists for help.

填空题Ethics and Mission Statement As business emerged from the profit-oriented in 1980s, values and social responsibilities were being emphasized on corporate mission statements. 1 Because greed was out, and ethics were in. Business and their employees 2 became actively engaged in less activities that contributed to their communities. 3 To spell out their goals, companies were increasingly developed codes of ethics. 4 Mission statements that were written because they required consensus and 5 commitment. Not everyone who, however, agreed with the trend toward the 6 strong social stances of some public corporations. Respected economist Milton 7 Friedman contended, "Many Few trends could so thoroughly undermine the very 8 foundation of our free society as the acceptance by corporate officials of a social 9 responsibility other than to make as much more money for their stockholders as 10 possible. The CEO of Levi Strauss & Co. expressed another one viewpoint about 11 mission statement, saying that "our compliance-based program sent to a 12 disturbing message to our people — WE DON"T RESPECT YOUR INTELLIGENCE OR TRUST YOU".

填空题BPART ONE/B·Look at the statements below and the company news reports on the opposite page.·Which news report (A, B, C or D) does each statement 1-7 refer to?·For each sentence 1-7, mark one letter (A, B, C, or D) on your Answer Sheet.·You will need to use some of the letters more than once. A. Walger, the bus maker, has entered into a joint venture with IMCO Bus Corporation to participate in coachbuilding operations in Mexico. The two companies have just announced the ＄70 million acquisition of Mexican Coachworks, the largest bus and coach builder in Mexico, with 2,400 employees and three factories. Walger retains a 60% interest in the coachbuilding venture. Analysts have expressed surprise, given the current exchange rate.B. Jetline Airports has said that it spent ￡2.1 million on its failed attempt to dispose of its duty-free retail division. The chief executive said the company's six-month search for a buyer ran up heavy consultancy expenses which left half-year pre-tax profits at ￡4.5 million. It also emerged that the Director of Finance received a ￡500,000 settlement when he left the company.C. GRD, the manufacturing giant, plans to cut 1,500 jobs at its Portland factory over the next five years after union refusal to increase productivity. A company representative said that although they have invested more than ＄42 million in the new plant and improved technology, the trade unions are still unwilling to increase output. As a result, GRD have been forced to downsize the Portland plant.D. Maybrooke, the Scottish department store, reported a fall in trading profits in the first half of the year from ￡545,000 to ￡462,000, on sales which were down two per cent. They blame the disappointing first half on the strength of the pound, which hit the company's tourist business, as well as an increase in traffic and parking problems in the city centre, and the growth of out-of-town shopping centres.

填空题A ILT Consultants ￡19,000 + benefitsHere's an exciting opportunity to combine your presentation skills and organisational abilities, working for a team of systems analysts. You will need to have a good eye for detail as the role involves large amounts of proof reading and checking. The job also involves client liaison at all levels, as well as an element of research.BJohn Guild ＆ Son ￡17,500 + benefitsCity finance house seeks a mature person to work for the Secretariat. The post involves: looking after customers' financial assets such as property and possessions; database work; accounting; and organisational responsibilities. The bulk of the workload is highly confidential. A good level and range of PC experience will secure you an interview.CHooper's ￡17,000Join this household name and play a key part in supporting their Regional Operations Director and Marketing team. This is a newly-created position within a well-established firm and there is plenty of opportunity for you to develop your role. You will need to be self-motivated with the ability to prioritise, Some Windows experience essential.DITC Investment Consultants ￡18,000 +This is an opening for a bright, part-qualified assistant to work in an investment company's busy personnel department. You will need to have one year's experience of interviewing job applicants, and the confidence to handle appraisals and disciplinary actions. Further training will be offered for the right candidate. Keyboard skills are desirable as you will manage all personal correspondence.

填空题{{B}}PART FOUR{{/B}}{{B}}· Read the advice below on writing a CV.· Choose the best word to fill each gap, from A, B, C or D on the opposite page.· For each question 19-33, mark one letter (A, B, C or D) on your Answer Sheet.{{/B}} {{B}}Guidelines for Writing Your CV{{/B}} {{I}}{{B}}A well-produced CV can make all the difference when applying for a job.{{/B}}{{/I}}It can take a reader just 30 seconds to reach a decision about a CV. So when writing a CV, you should remember you have just half a minute to{{U}} (19) {{/U}}the reader's interest, leave a clear{{U}} (20) {{/U}}of professionalism and indicate the likely{{U}} (21) {{/U}}to an employer of hiring you. To prepare a CV which is{{U}} (22) {{/U}}will take time and possibly several drafts. Layout, presentation and a choice of words which demonstrate both responsibility and achievement are vital{{U}} (23) {{/U}}of any CV. No matter how well your career background and skills{{U}} (24) {{/U}}the needs of an employer, your efforts could{{U}} (25) {{/U}}if you make it difficult for the reader to take in the relevant information. As your message must register quickly, make the reader's task an easy one.{{U}} (26) {{/U}}that the print is well spaced and that the key information is displayed clearly. The{{U}} (27) {{/U}}of the CV is to generate interviews. Visually, you want your CV to have a positive effect, but it is also necessary for it to{{U}} (28) {{/U}}the reader that you are worth meeting. The style in which you present your CV is a{{U}} (29) {{/U}}of personal choice, but it is important that you use words which{{U}} (30) {{/U}}an active and successful career. People sometimes make the mistake of{{U}} (31) {{/U}}a CV as a rewrite of their job description, which results in unnecessary jargon and detail. In addition, issues such as salary and (32) for leaving previous employers should not be{{U}} (33) {{/U}}; they are best discussed at the first interview stage.

填空题A. Walger, the bus maker, has entered into a joint venture with IMCO Bus Corporation to participate in coachbuilding operations in Mexico. The two companies have just announced the ＄70 million acquisition of Mexican Coachworks, the largest bus and coach builder in Mexico, with 2,400 employees and three factories. Walger retains a 60% interest in the coachbuilding venture. Analysts have expressed surprise, given the current exchange rate.B. Jetline Airports has said that it spent ￡2.1 million on its failed attempt to dispose of its duty-free retail division. The chief executive said the company's six-month search for a buyer ran up heavy consultancy expenses which left half-year pre-tax profits at ￡4.5 million. It also emerged that the Director of Finance received a ￡500,000 settlement when he left the company.C. GRD, the manufacturing giant, plans to cut 1,500 jobs at its Portland factory over the next five years after union refusal to increase productivity. A company representative said that although they have invested more than ＄42 million in the new plant and improved technology, the trade unions are still unwilling to increase output. As a result, GRD have been forced to downsize the Portland plant.D. Maybrooke, the Scottish department store, reported a fall in trading profits in the first half of the year from ￡545,000 to ￡462,000, on sales which were down two per cent. They blame the disappointing first half on the strength of the pound, which hit the company's tourist business, as well as an increase in traffic and parking problems in the city centre, and the growth of out-of-town shopping centres.

填空题 IT Department Message Time: 10:30 a. m.Tom,Dave Proctor from (9)______ Department called—he has someone who might be suitable for the (10)______ job.Can you go over there and take a departmental (11)______ with you?The candidate will wait for up to (12)______

填空题 Read this article and then answer the questions below. Games people play at meetings DO YOU ever feel as though you spend all your time in meet- ings? Henry Mintzberg, in his book The Nature of Managerial Work, found that in large organisations managers spent 22 per cent of their time at their desk, 6 per cent on the telephone, 3 per cent on other activities, but a whopping 69 per cent in meetings. There is a widely-held but mis- taken belief that meetings are for "solving problems" and "'making decisions". For a start, the number of people attending a meeting tends to be inversely pro- portional to their collective abil- ity to reach conclusions and make decisions. And these are the least important elements. Instead hours are devoted to side issues, playing elaborate games with one another. It seems, therefore, that meetings serve some purpose other than just making decisions. All meetings have one thing in common: role-playing. The most formal role is that of chairman. He (and it is usually a he) sets the agenda, and a good chairman will keep the meeting running on time and to the point. Sadly, the other, informal, role-players are often able to gain the upper hand. Chief is the "constant talker", who just loves to hear his or her own voice. Then there are the "can't do" types who want to maintain the status quo. Since they have often been in the organisation for a long time. they fi'equently quote historical experience as a ploy to block change: "lt won't work, we tried that in 1984 and it was a disaster." A more subtle version of the "'can't do" type, the "yes, but... ", has emerged recently. They have learnt about the need to sound positive, but they still can't bear to have things change. Another whole sub-set of charac- ters arc people who love meet- ings and want them to continue until 5.30pro or beyond. Irrelewmt issues are their special- ity. They need to call or attend meetings, either to avoid work, or to justify their lack of perfur- mance, or simply because they do not have enough to do. Then there are the "counter- dependents", those who usually disagree with everything that is said, particularly if it comes from the chairman or through consen- sus from the group. These people need to fight authority in what- ever form. Meetings can also provide attenders with a sense of identifi- cation of their status and power. In this casc, managers arrange meetings as a means of commu- nicating to others the boundaries of their exclusive club who is "in", and who is not. A popular game is pinching someone else's suggestions. This is where someone, usually junior or female, makes an interesting suggestion early in the meeting which is not picked up. Much later, the game is played, usually by some more senior figure who propounds thc idea as his own. The suggestion is of course iden- tified with the player rather than the initiator. Because so many meetings end in confusion and without a decision, another more commu- nal game is played at the end of meetings, called rcaching a false consensus. Since it is important for the chairman to appear successful in problem-solving and making u decision, the group reaches a false consensus. Everyone is happy, having spent their time productively. The reality is that the decision is so ambiguous that it is never acted upon, or, if it is, there is continu- ing conflict, for which another meeting is necessary. In the end, meetings provide the opportunity fur social intcr- course, to engage in battle in front of our bosses, to avoid unpleasant or unsatisfying work. to highlight our social status and identity. They are, in fact, a necessary though not necessarily productive psychological side- show. Perhaps it is our civiliscd way of moderating, if not pre- venting, change. Decide whether these statements are true (√) or false (×), according to the article.

填空题A creative entrepreneurship in a downturn B the best way to publicize your products C meeting customers' expectations D the importance of the latest newsletter E offering expert advice F stars' impacts G getting things done H the newsletter sharing a story about two menA creative entrepreneurship in a downturn B the best way to publicize your products C meeting customers' expectations D the importance of the latest newsletter E offering expert advice F stars' impacts G getting things done H the newsletter sharing a story about two men

填空题Southern Region Electricity Telephone Message For: Paul Scott Date: 19/8/2008 Message: John Hausmann rang from (5) . He would like last month's (6) for the Southeast. Please (7) to him, because he needs to get it as soon as possible: it is essential that he receives it (8) .

填空题 Staff appraisalsGood preparation for staff appraisals can pay dividends in terms of staff loyalty and satisfactionMany managers, particularly those running smaller companies, feel they are too busy to give their employees appraisals, and many staff clearly dread them. (0) G .They provide the opportunity for the manager to have one-to-one discussions with an employee and find out about any concerns, as well as identifying training needs and discovering career aspirations. They can make a staff member feel valued and so build loyalty.The annual appraisal can either be a rewarding or painful experience. According to research carried out among 500 employees, the standard office appraisal is far from perfect. (8) The possible outcome for the company is even worse; up to a quarter of employees will look for a new job within two weeks of a bad appraisal and 40% within a month.The quality of the appraisal lies with how the boss decides to carry it out. When it is done well, employees are able to use the feedback they receive to improve their performance. (9) So how should a constructive appraisal be carried out? According to Andrew Gillingham, a consultant trainer, appraisals can be manager -led. with the appraiser preparing a document and sharing it with the employee. Establishing training needs and motivating the employee towards bigger and better things are part of this process. (10) .In both cases, Gillingham believes that the effectiveness of the appraisal discussion can determine the performance of the company.Gillingham believes that anyone who thinks it's just the employee who doesn't like the appraisal experience has got it wrong. Too many managers regard appraisals as a waste of time. (11) Managing people is a difficult matter, and without the necessary training, many managers try to avoid the uncomfortable issues that often need to be discussed at appraisals.Gillingham believes that calling the process an appraisal may be unhelpful. (12) In either 'case, it is important to ensure that the meeting is successful and results in better quality management. Gillingham firmly believes that the main thing is to emphasise an open communications ethos in the workplace that gives staff a chance to talk about issues and feel valued.A. Alternatively, managers may want the employees themselves to evaluate their work performance.B. In larger companies, the people likely to do something with this information will be found in the HR department.C. Problems such as rushing through the appraisal and being appraised by a manager who doesn't understand the employee's role were common concerns.D. Arguably, 'performance review' is more appropriate since it helps create correct expectations from the meeting and indicates what will happen.E. This is mainly because they have not been shown how to carry out appraisals properly.F. But all too often, the format of the appraisal doesn't allow this.G. But this can be avoided and, given a more positive attitude from participants, appraisals can prove enormously useful for all involve