单选题Sales Strategies .Vary with Product Life Cycles One of the most important concepts in sales management and marketing is that of tile product life cycle. This is a historical record of the life of a product, showing the stage in its life the product has reached at a particular time. By identifying the stage that a product is in or may be heading towards, companies can formulate better marketing plans. All products have 'lives' in as much as they are created, sell with varying profitability over a period of time, and then become obsolete and are replaced or simply no longer produced. A product's sales position and profitability can be expected to fluctuate over time and so, at each successive stage in the product's cycle, it is necessary to adopt different tactics. The two main features of the product life cycle are unit sales and unit profit. The unit sales figures usually jump on introduction, as a response to heavy advertising and promotion, as customers buy the product experimentally. This is generally followed by a leveling off while it is evaluated -- the length of this period depending on the use to which the product is put. Then, unit sales rise steadily through the growth phase to the maturity phase, when the product is widely accepted, and so on to saturation level. By this time, competitors will have entered the market with their own version and, from this point, the sales team will have to work even harder to win all additional sales. Eventually, the product's sales decline as better versions enter the market and competition becomes too strong. In retrospect, most firms know what happened to their products from launch to withdrawal. They can compile this information from the records of unit sales. Unfortunately, unit sales are not the complete story as it is unit profit that is the decisive factor, although this is not always recorded accurately. It is this figure that sales management has to monitor, though, to ensure an effective marketing strategy and to produce effective profits. At launch, the product is costed accurately on the basis of production costs plus selling costs. Initially these remain fairly stable, but, when the product is proving successful, competitors will bring out their own 'copy-cat' products. With a competitor in the field, the original firm has to respond in order to maintain its market position. It can run special sales promotions, improve deliveries, make more frequent sales calls and so on. Often the extra expenditure is not accurately charged to the product and the result is that, long before unit sales are noticeably falling, the unit profit has already fallen. The product life cycle, then, presents a picture of what happened in the product's 'lifetime', so how can this be used as all ongoing aid to management decision- making? Every sales manager has a chart on which the progress of sales is plotted and this can be used as a guide to the stage of development each product is currently in. An essential management skill is being able to interpret sales results and draw in the stages as they occur. Deciding where each stage begins and ends can be a random exercise, though usually the stages are based on where the rate of sales growth or decline becomes pronounced.

单选题A It''s the space where commodities traders turn into couch potatoes and kids spend every waking moment from the terrible twos to the terrifying teens. Whatever you want to call it—the living room, the family room, the playroom—it''s now the most wired room in the house, even more so, surprisingly, than the home office. So it''s about time you got some R&R (Rest and Relaxation) payback from all that technology. B Despite many changes in the past few decades, we''re essentially doing the same things in the family room we''ve always done. These include watching TV and movies, listening to music, and communicating with friends. But now we''ve gone hi-tech. The capabilities and quality of the devices we use today have improved dramatically, and there''s much more to come. Parts of your future living room are currently well-defined and developed, but hooking them all up into a cohesive whole is still like piecing together a jigsaw puzzle. C In recent years, TVs have become bigger and more beautiful. But we''re still paying a high price for the size and beauty. Take, for example, Toshiba''s 65-inch Theater Wide HD Projection TV, which is big enough to make you feel like you''re really in a movie theater. As it costs almost $ 8, 500, you could practically hire some actors to perform in your living room for less. But you''re paying for the size and picture quality of a projection TV, as well as future-proofing support for digital High-Definition TV. D The great thing about life in the 21" century is how much easier when you get home. In Tokyo the folds at Panasonic have built a mockup of what they call "the house of the future". In the future, it''s gonna be video mail and starts when you do a fingerprint analysis to let the computer know you''re home. Sensors then note your presence, turn on the lights and set each room''s temperature to your preference, or fire up the 500-channel, 50-inch plasma TV, which can store a hundred hours of TV programs in the main home computer. 0. Rooms temperature will be set at your preferred level when you come home. (D)

单选题·Read the article below about credit in business.·Choose the best word to fill each gap, from A, B, C or D.·For each question 19-33, mark one letter(A, B, C or D)on your Answer Sheet. {{B}}Catching out the Dishonest Candidate{{/B}}Most personnel managers agree that job interviews are one of the least objective recruitment methods. But the advantages of testing are not going to change the attraction of the interview to employers. The appeal of the interview has everything to do with the{{U}} (19) {{/U}}factor. Most people believe they are a{{U}} (20) {{/U}}judge of character and trust their instinctive feelings. We might use some kind of test to aid the{{U}} (21) {{/U}}process, but we usually pick a candidate who interviews will, has good{{U}} (22) {{/U}}and an impressive work record.But{{U}} (23) {{/U}}the candidate lies or is less than completely honest 'This can be a serious problem for employers',{{U}} (24) {{/U}}Alan Conrad, Chief Executive at Optimus Recruitment. 'The most difficult liars to find out those who{{U}} (25) {{/U}}half-truths rather than complete lies.' Research{{U}} (26) {{/U}}that up to 75 per cent of curriculum vitaes are deliberately inaccurate. The most common practice is{{U}} (27) {{/U}}Interviewers should therefore concentrate on areas of{{U}} (28) {{/U}}such as gaps between periods of employment and job{{U}} (29) {{/U}}that seem strange. 'Focusing on these areas will force candidates to tell the truth or become increasingly{{U}} (30) {{/U}}This is usually when people signal their{{U}} (31) {{/U}}by their body language. Sweat on the upper lip, false smiles and nervous hand movements all{{U}} (32) {{/U}}discomfort.'Conrad does not suggest an aggressive police-style interview technique, but insists that{{U}} (33) {{/U}}inspection of a curriculum vitae is absolutely essential. Only by asking the right questions can you confirm the suitability of the candidate or put pressure on those who are being less than completely honest.

单选题Robots at Work The newspaper production process has come a long way from the old days when the paper was written, edited, typeset and ultimately printed in one building with the journalists working on the upper floors and the printing (19) going on the ground floor. These days the editors, sub-editors and journalists who put the paper together are (20) to find themselves in a totally different building or maybe even in a different city. This is the (21) which now prevails in Sydney. The daily paper is complied at the editorial headquarters, known as the pre-press centre, in the heart of the city but printed far away in the suburbs at the printing centre. Her human beings are in the (22) as much of the work is done by automated machines controlled by computers. (23) the finished newspaper has been created for the next morning's edition, all the pages are (24) electronically from pre-press centre to the printing centre. The system of transmission is an update on the sophisticated page facsimile system already in use on many (25) newspapers. An image-setter at the printing centre delivers the pages as films. Each page (26) less than one minute to produce, although for color pages four versions are used, one each for black, cyan, magenta and yellow. The pages are then processed into photographic negatives and the film is used to produce aluminum printing plates (27) for the presses. A procession of automated vehicles is busy at the new printing centre where the Sydney morning Herald is printed each day. With (28) flashing and warning horns honking, the robots look for all the world like enthusiastic machines from a science-fiction movie, as they follow their random paths around the (29) busily getting on with their jobs. Automation of this kind is now (30) in all modern newspaper plants. The robots can (31) unauthorized personnel and alert (32) staff immediately if they find an intruder and not surprisingly, tall tales are already being told about the machines starting to take on (33) of their own.

单选题Dear Client, Future Offices is advising businesses to plan as far ahead as possible to ensure guaranteed staff cover during holiday periods. There is now a (19) shortage of skilled secretarial and administrative stall' and this is (20) to get worse over the next twelve months. Businesses which require staff with experience of specialist computer applications are the most at (21) . You are advised to (22) our agency well before the staff are actually needed to be certain of filling gaps with adequately (23) personnel. If you don't, it's almost (24) that you will be left without the skills needed to (25) your office running smoothly. Tile (26) for the shortage of secretarial staff appears to be a combination of two (27) . There has been an (28) in demand for secretarial services over the last few years, and at the same time there has been a (29) of students deciding to choose secretarial studies. Office Angels Agency would (30) to emphasize that business should not underestimate the difficulty of (31) experienced temporary staff. It is also necessary to make the (32) that businesses should be prepared for the tact that they may have to pay mere for this kind of (33) in the future.

单选题1stApril 20—Dear Mr. Jones, I am pleased to confirm our ability to meet your requirements for the HDC Graphics Workstation. Considering your special needs, I suggest that you place your order for the agreed equipment as soon as possible. The (19) time for hardware for example is 6 weeks from receipt of order to (20) . Thus, an order placed with us tomorrow will (21) delivery to your site by the week commencing Monday, May 15th. All orders must be accompanied by a (22) of 20% of the total amount shown on the attached (23) . The (24) amount should be paid no later than one week following delivery. Please note that (25) charges have not been included, and a separate invoice covering these charges will be (26) at the time of delivery. As I (27) you on the phone, this particular hardware runs the (28) version of EUCLID-IS, 2.2b. However, it is not expected that this software will be (29) in this country until next month. We have every (30) in the suitability of our hardware for such software. Moreover, you can be assured of our (31) to solve any minor difficulties through our experienced customer service team. As I informed you, the equipment carries a one-year (32) . During this period, we undertake to send one of our staff to carry out repairs on site within a period of 12 hours. For your future (33) , however, we also operate an insurance scheme, covering the equipment against breakdowns for a small additional cost.SincerelyJackie Lee

单选题A Everybody in the US seems to be thinking about Halloween just now. For most people, it centers around their children and the annual trick-or-treat festivities. However, for a growing number of Americans, Halloween is also celebrated at the office. That''s a good thing for the business as well as the employees. Here is a plan that you can start today that will let you and your employees reap the benefits of Halloween at the Office. B You can use Halloween at the Office to build morale and teamwork. At the same time it can help you spot creative and participative talents among your employees. Your people have a little fun in the office, which builds morale. Groups of employees work together on fun projects, which helps build teamwork. Employees from different departments share a common activity, which improves communication and inter-departmental cooperation. You get to identify the people in your organization with hidden talents, skills like creativity, team leadership, and cooperation, in a non-hierarchical setting. C Even if you haven''t yet started, it''s not too late. Find, or appoint, a volunteer to coordinate the activities. Human Resources and Communications are good places to find this type of individual, but it can be anyone. Decide what the event will include, when and where it will take place, and set a budget for the event. Then get the word out. Use whatever employee communications methods you have to announce the Halloween at the Office event. D Halloween Party: Usually this works best at lunch time. Set it up in the company cafeteria or lunch room if you have one. Get facilities to put up decorations, which you can purchase. Make sure everything is fireproof. The party can be as simple or as extensive as time and your budget allow, from a buffet lunch to punch and cookies. Having a party increases the time that employees from different departments will interact and provides a venue for judging a costume contest if you have one. 0. A Halloween party is a good method to make employees together. (D)

单选题People from different cultures sometimes do things that make each other uncomfortable, sometimes without realizing it Most Americans 16 out of the country and have very 17 experience with foreigners. But they are usually spontaneous, friendly and open, and enjoy 18 new people, having guests and bringing people together formally or informally. They tend to use first names 19 most situations and speak freely about themselves. So if your American hosts do something that 20 you uncomfortable, try to let them know how you feel. Most people will 21 your honesty and try not to take you uncomfortable again. And you"ll all 22 something about another culture! Many travelers find 23 easier to meet people in the U.S. than in other countries. They may just come up and introduce themselves or even invite you over 24 they really know you. Sometimes Americans are said to be 25 . Perhaps it seems so, but they are probably just 26 a good time. Just like anywhere else, it takes time to become real friends 27 people in the U.S.. If and when you 28 American friends, they will probably 29 introducing you to their friends and family, and if they seem proud 30 you, it"s probably because they are. Relax and enjoy it!

单选题You will hear Desmond Butler, owner of Klikset, talking about how he created a successful toy company. For each question(23-30), mark one letter(A, B or C)for the correct answer. After you have listened once, replay the recording.

单选题The expert claims that the new systems can ... a. deal with repetitive noise. b. eliminate noise completely. c. deal with one-off noise.

单选题WhatdoesSophiesayabouttheNottinghamcentre'sproblems;?A.Shedoesn'tknowwhathascausedthem.B.Shehadn'texpectedNottinghamtohaveproblems.C.Shedoesn'tthinktheywillcontinueforlong.

单选题·For each question 13-18, mark one letter (A, B, C or D) on your Answer Sheet, for the answer you choose. {{B}}Common Stock and Preferred Stock{{/B}} A public corporation issues certificates of ownership, called common stock, that may be traded on stock exchanges. Anyone can buy and sell shares of common stock. Owners of stock are referred to as shareholders and stockholders. Common stockholders are accorded certain rights by the corporate charter. In the United States, these rights vary from state to state, but in general the articles of incorporation spell out voting rights and rights to receive profits. Common stockholders are the voting owners of a corporation. They are usually entitled to one vote per share. They may vote on numerous decisions affecting the corporation (including a derision to sell or merge with another corporation) and elect a board of directors, who, in turn, hire managers to run the business. A majority shareholder is one who owns over 50 percent of the outstanding (issued) shares in a corporation and, thus, can call the shots. All other shareholders are minority shareholders. In large corporations no single person or organization owns anywhere near a majority interest. In large, publicly owned corporations a shareholder with as little as 10 percent of the shares may control the corporation effectively. If things go badly, a coalition of so called dissident shareholders may gather enough votes to replace the existing board of directors; the new hoard may fire the existing management and bring in their own management team. Although common stock represents ownership in a company, it does not guarantee the owners a specific rate of return. As owners, the stockholders receive profits after all expenses, including debts and taxes, have been paid. They receive profits from the business in the form of dividend payments, which represent a percent-age of profits. Not all after-tax profits are paid to the stockholders in dividends. Directors usually deride quarterly how much, if any, of the profits they wish to distribute to the owners. The profits are either distributed to the owners in dividends or they are reinvested back into the company in the form of retained earnings. If the company decides to keep the profits, the company may become more valuable and the price of the stock usually goes up. Some investors prefer profits in the way of dividends while others speculate for an increase in the price of stock. If a company goes broken, common stockholders get last claim on whatever is left over. Corporations may also issue preferred stock to investors. Preferred stock usually has no vote in the election of the bard of directors, but does get preference in the distribution of the company's earnings. It offers investors a different type of security and may be issued only after common stock has been issued. The term "preferred" applies to two conditions. First, preferred stockholders gain preferential treatment in the matter of dividends; that is, they receive a fixed rate of dividends prior to the payment of dividends on common shares. Second, if the company goes out of business or liquidates, pregerred stockholders are closer to the front of the line than common stockholders! when distributing the company's assets. Dividends to preferred stock may be cumulative or noncumulative. Cumulative preferred stock maintains its claim to dividends even if the company decides not to pay them. For instance, if the company had a bad year in 1994, they might decide not to pay dividends. But if they had a good year in 1995. noncumulative preferred stock dividends do not accumulate. If dividends are not declared, noncumulative owners lose their claim to the profit of that period. In short, common stock usually has more control through voting privileges, greater chance for high returns, and more risk, whereas preferred stock usually has less control, fixed returns, less risk, and less chance for big gains.

单选题· Read the article below about business and customers and the questions on the opposite page.· For each question 13-18, mark one letter (A, B, C or D)on your Answer Sheet for the answer you choose. {{B}} Focus on Your Customer{{/B}} If you think of the most successful companies around the world -- GM, Wal-Mart, IBM, etc. -- they all have one thing in common: loyal customers. It can cost ten to twenty times as much to acquire a customer as to retain one, so it's easy to understand why customer relationship management is such a hot concept. But, while everyone understands CRM is a good thing, putting a CRM strategy together isn't easy. The place to start? A customer-driven business model. A customer-driven business model is the most prudent method of ensuring customer loyalty because it fosters a better relationship with new and existing customers. Others such as market, price, cost or e-commerce-driven business models may generate profits, but fall short of sustaining a loyal customer base. At the heart of customer-driven business model is a clear understanding of the customer -- not just customer trends (although this is useful information, too), but the buying habits and history of every one of your customers. This 360-degree view provides analytics from multiple channels (direct, web, fax, E-mail, call center, sales/marketing) and consolidates into a common repository. Monitoring buying habits and tracking market dynamics lets you more effectively market new and existing products and services. If you think this is a daunting task, you aren't alone. Because most enterprises don't have a consolidated view of their customers, obtaining customer profit and cost information is often a Herculean effort. Implementing a CRM solution is usually a huge project with a high probability of failure. Some analysts suggest most businesses underestimate the cost of a CRM Implementation by 40～75 percent. In fact, a successful CRM will interface with ERP systems to provide integration with all customer interactions such as order processing, billing. Also, CRM strategies must include commitment and sponsorship from senior management, as it should be deemed a strategic investment that is implemented incrementally and evolutionary. Understanding critical success factors, such as those listed in the "Key to CRM Success" sidebar, mitigates the risks. First, start with a cultural change that focuses on a customer-centric business strategy. Make sure your organization is well aware of the high cost of customer attrition and is focused on improving retention, increasing loyalty. Understanding and broadcasting the cost of acquiring new customers versus fostering existing relationships. Second, focus on an enterprise view of the customer that encompasses all customer data, such as communication history, purchasing behaviors, channel preferences, demographics, etc. Understand your customers' preferred channels and determine if there's some way to optimize them. Adopt a flexible architecture that will expand with your business -- this is true with any IT project. Never deploy a strategic, costly solution using the big-bang approach. Always take an incremental, evolutionary, or iterative approach. The impact to your organization can be significant, thus, proceed slowly and ensure the returns on investment measures are in place.

单选题·Read the article about People Express.·Choose the best word to fill each blank, from A, B, C or D.·For each question 19—33 mark one letter (A, B, C or D )on your Answer Sheet.·There is an example at the beginning. {{B}}People Express{{/B}}People Express, founded in April 1981, grew rapidly on the basis of low fares and no-frills service. It soon became a leading airline and{{U}} (19) {{/U}}changed the industry as firms constantly engaged in price wars to lure passengers. Then, People Express' bubble{{U}} (20) {{/U}}because it overexpanded, consumer complaints mounted and other airlines matched its fares on popular routes. In 1986, People Express{{U}} (21) {{/U}}hundreds of millions of dollars and was forced to sell out to Texas Air, the owner of Continental and Eastern Airlines.In early 1987, Texas Air{{U}} (22) {{/U}}People Express into its Continental division and industry observers believed{{U}} (23) {{/U}}the costly fare wars would be ended. They could not have been more wrong. To stimulate business for its{{U}} (24) {{/U}}Continental Airlines, Texas Air instituted a new low fare category{{U}} (25) {{/U}}MaxSaver. The fare offered prices that were up to 40 per cent lower than "supersaver" rates offered{{U}} (26) {{/U}}all airlines. For example, the round-trip MaxSaver fare from New York to Houston was $79. The MaxSaver fares were immediately matched by all major airlines, {{U}}(27) {{/U}}feared losing business.While MaxSaver rates were low, they also had restrictions. Tickets could not be{{U}} (28) {{/U}}or flight times modified after purchase. Passengers would have to stay over either a Saturday or Sunday, Reservations had to be made at least two days{{U}} (29) {{/U}}and there were limited seats available. Three weeks after MaxSaver rates were{{U}} (30) {{/U}}American Airlines announced plans to raise its discount fares and require 30-day{{U}} (31) {{/U}}purchasing for its lowest fares. It felt it could not continue at the rates in effect. However, just 10 days{{U}} (32) {{/U}}American Airlines had to revise its plan. Texas Air refused to abandon the MaxSaver fare; it even extended the program into the busy summer sea son. Competitors went along and the price war raged on, {{U}}(33) {{/U}}an executive's comment that "nobody's cost structure can survive MaxSavers."

单选题Why is a tax holiday an investment incentive?