填空题BPART ONE/B·Look at the sentences below and five paragraphs.·Which view (A, B, C, D or E) does each statement 1 - 8 refer to?·For each sentence 1-8, mark one letter (A, B, C, D or E)on your Answer Sheet.·You will need to use some of these letters more than once. BAThe Speech of the Paper Presenters/BThe presentation of academic papers is the most fundamental form of communication at international academic conferences and the core activity of a simulated international academic conference as well. Well require that, on the platform, the students should be able to adjust themselves to the. optimal state, control their voice, volume, speed and intonation, adapt themselves to the situation and ex- press themselves freely. Skills of opening are introduced to them such as direct opening, thanking and praising, background introduction, and humorous expressions, in order to attract attention. They are also taught the approaches to logical development, topic shitting illustrating facts, displaying concrete examples, emphasizing key points, dealing with long sentences, repairing slip of the tongue, etc.BBOn-the-spot Preparations /BOn-the-spot preparations relatively simple, which mainly refers to the arrangement of the conference room one or two hours before the conference, including hanging the logo, posting the papers (or abstracts), preparing drinks (for the breaks), adjusting the projector, arranging the seats of the guests, ensuring the recording and photographing, etc.BCCanberra/BCanberra, with a population of 286,000, is the regional capital of the Australinal Capital Territory (A. C. T.). The A.C.T was created especially as home for the national capital in 1911 to prevent jealousy between the various states (former colonies) of the country. It is located in south-east Australia and surrounded on all sides by New South Wales (originally the prison colony established by the British in 1788). All the major government administrative offices, the Australian National University, and the national museums are sited in Canberra. About 60% of the work force is employed by the government, with a small electronics industry providing most of the other jobs available. Originally a small town, the purpose-built capital shows urban planning at its best, with elegant public buildings and landscapes gardens.BDAlgarve/BWhatever kind of holiday you want, you'll find it in the Algarve, the garden coast of Portugal. But what the Algarve does, and better than most places, is the villa holiday. With your chosen companions-there are villas catering for from four to eight people - you for a package that includes transfers from Faro Airport to the villa, a fully-stocked fridge on arrival, maid service, arid a fabulous villa with its own swimming pool are feeling really lazy, or simply want to try Portuguese cuisine without the worry of which restaurant to choose, a cook. The best villas are usually those located on a hillside overlooking the sea, although there are some very attractive ones that are almost on the beach.BE/BThe ideal size for a team is between 5 and 8 members. Larger that this and agreements are more difficult to reach. Each member of the team must have a clear picture of the goals of that particular team and be committed to, and responsible for, the other members of his or her team. it is essential that teams should act together and develop the team 'spirit' rather than working individually. Training should take place together, along with group discussions, debate and decision-making based on the various situations that team is being trained to respond to.

填空题Recruitment is faster than other advertising sectors in terms of exploiting creative potential.

填空题carry

填空题turnover. What's more, the company is still recovering from the sudden

填空题The Development of the Shoe Industry From 1900 until 1940s, approximately 400 shoe manufacturers were operating in New England; by 1985, only 10 percent remained. Despite the market pressures, Murrayhill remained profitable and had even diversified its distribution channels by establishing direct mail cataloging in the late 1970s. Murrayhill survived by producing a premium-quality product that was difficult to duplicate and that appealed to a narrow market segment willing to pay high prices for Murrayhill quality. As fashion became a more important component of men's shoe purchasing behavior and casual styles became more popular, the company broadened its product line to include several fashionable and light-weight styles that retained the famous Murrayhill quality. (9) In 1985, the men's premium shoe market was considered to include brands with a price range of $ 75 or higher. Murrayhill, Inc. Hohnston & Murphy, E.T. Wright & Company, Alien Edmonds, and Florsheim were the major domestic manufacturers producing premium shoes. Measuring market share within the industry was difficult because so many of the manufacturers were private companies, like Murrayhill. (10) Alien Edmonds, headquartered in Wisconsin, relied primarily on nonproprietary retail outlets for its distribution. Its advertising was sizable, with expenditures in $1 million to $2 million range. (11) .Alien Edmonds also operated a small direct mail catalog business, the majority of whose costs were handled by Edmonds's retail accounts. E.T. Wright & Company, headquartered in Massachusetts, operated an extensive direct mail business and, like Murrayhill, relied on non-proprietary distribution. (12) Florsheim's product line covered several price points, including those in the premium market. Florsheim was, by far, the strongest competitor, with an estimated market share of 18 percent and both non-proprietary retail distribution channels. Hanover, a medium priced shoe manufacturer, also was noted for its direct distribution system. (13) .Imports accounted for a 50 percent share of the total men's shoe market. Bally, the strongest competitor, was the leading imported brand in this market before 1975 and maintained a market share of close to 25 percent at that time. By 1985, other imported brands included Baker Benjes, Cole Ham, Ferragamo, Bruno Magli, and Church's. (14) .Most of the imported brands were lighter in weight and designed to appeal to more fashion-conscious consumers. A The continued labor intensity of shoe manufacturing made the industry vulnerable to lowe-priced imports. B In addition, these companies were not always in direct competition because distribution channels differed. C Despite the market pressures, Murrayhill remained profitable and had even diversified its distribution channels by establishing direct mail cataloging in the late 1970s. D Johnston & Murrayhill, on the other hand, operated proprietary retail outlets and experimented in the mail order business for both men's and ladies' premium shoes. E Most of this was spent promoting brand name awareness to consumers. F The company owned over 100 proprietary retail stores, operated a successful mail order business, and produced private label footwear for J.C. Penney&Sears, Roebuck department stores. G The imported products differed from the domestic premium brands, however. H Nonetheless, Murrayhill faced several strong domestic competitors and unrelenting price competition from imports.

填空题CUSTOMER SERVICE Customer service has become such as an important competitive differentiator that it really is no longer solely the responsibility of41. a small group of individuals staffing around a complaints desk.42. Customer service is included every employee's responsibility, and it43. should be a proactive rather than resulting a reactive strategy, Excellent44. service wins and keeps up customers. Service means extras - in terms45. of product, care and information -customised to meet for the similar46. needs of a group of customers. It has become so relatively complex47. and inclusive, extending from order planning to postsales service,48. that a cross-functional team of staff and managers is often one needed49. for service delivery. Some more things haven't changed. The three50. 'F's of service still apply. It has yet to be fast, flexible, and come51. from the first person the client contacted. However by today, the first52. person may be a computer, and fast now means instantaneous. Flexibility remains key to survival.

填空题An insurance p______ is a contract taken out to protect someone against risks.

填空题Can you send me details of the range of goods available? He wondered ______

填空题· As you listen, for questions 1-12, complete the notes, using up to three words or a number. Expanding Distribution Channels 1. Retail and ______ is one kind of distribution channels. 2. Many retailers are constantly targeting on ______. 3. Better pricing and ______ can offset cost and turn a tidy profit. 4. The wholesalers buy ______ and often have transportation networks in place. 5. Attending ______ related to your product category helps to find reps for wholesalers. Direct Distribution 6. Direct mail pieces include flyers, postcards, brochures and ______. 7. Internet sales are booming because more users gaining ______ Internet access. 8. eBay and Amazon provide quick self-signup options and ______ are not necessary. Global Distribution 9. China, India and the ______ have nearly 45 percent of world population combined. 10. Patience and dedication are needed to solve ______. 11. One can find help through international ______ and trade partners. 12. On the website export, gov one can find resources which support ______.

填空题A．consumer B．direct production C．commerce D．raw materials E．making F．demand (noun) G．barter H．building I．is concerned with J．preserving

填空题Reshaping competencies may not bring great benefit to the corporation immediately.

填空题I would like to talk ______ you about her application.

填空题{{B}}PART ONE{{/B}} ·You will hear a business presentation about High-Impact Viral Marketing Strategies. ·As you listen, for questions 1—12, complete the notes, using up to three words or a number. ·You will hear the recording twice. HIGH-IMPACT VIRAL MARKETING STRATEGIES NOTES {{B}} Business Presentation{{/B}} 1. The term "viral marketing" has been discussed on the Internet for the past {{B}} Definition{{/B}} 2. Viral marketing includes allowing people to give away and use your free product or service in order to______ 3. The idea behind viral marketing is that you include your ad with the {{B}}High impact viral marketing strategies: {{/B}} Allow people 4. to reprint your articles on ______ 5. to use any of your freebies as ______ 6. to use your online discussion board for their own web site, at the top of which, include______ 7. to sign up for a free web site on 8. to add their link to your free ______ 9. to provide their web site with your ______ 10. to give away your 11. to give away your free web design graphics, fonts, ______ 12. to place an advertisement in your ______

填空题{{B}}PART ONE{{/B}} ·You will hear a speech at the Sustainable Business in East Asia Conference. ·As you listen, for questions 1—12, complete the notes, using up to three words or a number. ·You will hear the recording twice. Sustainable Business in East Asia Conference NOTES {{B}}Speaker's experience:{{/B}} 1. There used to have a race called Cross Harbour ______. 2. The race required jumping off on Kowloon side and swimming to ______. 3. About two decades ago, it was ______. 4. The people made great efforts to clean up our ______. 5. Take a ride on the ______. 6. Now the harbour doesn't ______. {{B}}Hong Kong experience:{{/B}} 7. Some of Hong Kong's successful companies have been progressively taking on the idea of ______. 8. The private sector has funded two important ______. 9. They promote sustainable development and ______. 10. Sustainable business involves using resources in a ______. 11. It is being aware of long-term ______. 12. Our private sector has vision and ______.

填空题______

填空题During the 1980s, most U. S. department stores stopped carrying furniture because turnover was too slow and costs were too high. That created an opportunity for smaller, limited-line stores specidlizing in bedding, upholstery, or casual dining.Now the Ikea (pronounced I- KEY-ah) retail chain is, in turn, shaking up these traditional home-furnishings retailers. When Ikea opened its first U. S. store in 1985, it had already developed a low-cost, low- service strategy that was successful in Sweden (where it started) and other parts of Europe. (9) . It's difficult for small retailers to compete with Ikea's low prices or the 12,000-item selection it offers in each of its 200,000-square-foot stores. (10) .But Ikea uses a clever store layout that helps consumers get information and make purchase decisions without costly help from salespeople. A couch, for instance, is displayed both in a real life setting and in a group with other couches so people can compare and make purchase decisions. A 200-page catalog—mailed to consumers who live within an hour's drive of the store—detail prices and specifications. Shoppers wheel the boxes of assemble-it-yourself furniture to the cash register themselves. The store doesn't offer delivery either. (11) Ikea does offer some services. For example, it starts a children's playroom--because parents shop better when they don't have their kids in tow. (12) . (13) .But because Ikea's sales are so large, it designs its own quality furniture its customers will buy, and then contracts with a producer to make it. This also reduces distribution costs because the furniture is designed in a way it can be shipped disassembled. As an Ikea manager explains, "If we offered more services, out prices would go up. Our customers understand our strategy, which requires each of us to do a little in order to save a lot. They value our low prices." He seems to be correct, and Ikea sales will probably continue to grow as it opens new stores in Europe and the United States. However, Ikea may need to adapt its strategy—including its service level—to consumer differences and evolving competition. (14) .Some U. S. consumers, for example, complain that they have to wait in a long Ikea line only to find that a product is not in stock, and that there's no waiting list for the next shipment. A To keep costs low, service is Spartan. B Though successful, it still has room for improvement. C The two most important features of the mass-merchandising format are great variety of merchandise and low cost. D But most consumers can carry the "knock-down" furniture home in car. E Most furniture retailers buy producer's product lines at big wholesale furniture markets. F The same mass-merchandising format is proving very popular with price-conscious consumers in the United States. G And a restaurant at the store offers consumers low-cost meals and a place to think over big purchase decisions. H That created an opportunity for smaller, limited-line stores specidlizing in bedding, upholstery, or casual dining.

填空题A People enjoy doing business with people they like, according to Katherine Grice, a senior associate at Impact Factory, a communications training company. "Take time to ask about children, partners, clients, holidays and so forth. Rapport is like the WD40 of business-it smoothes the way." If you want to call the shots at work, try to establish a close rapport with your fellows first since ... Building rapport in your workplace is essential because people like to say "yes" to those they like and a solid, long-term foundation is more effective than a spritz of quick-fix charm. B Trakey Richards, a senior consultant at PTP, a training company, believes that most people want to be liked but would be better off being respected= "People assume that being popular means being more influential, but respect is more important. Most people think about how other people see them and adapt their message, their delivery and their body language to making other people think well of them. rather than concentrating on the message on the table." He also thinks that one will build leadership while building respect and trust. C The degree to which you listen to other people will have a significant effect on your power to influence people, Brian Leggett, Professor of Managing People in Organisations at IESE business school, said in his book Developing Your Persuasive Edge. "Without listening to our audience, it is difficult to match our message with their needs," he wrote. According to Brian Leggett, "Listen not just to what is being said, but to what is not being said. Listening will help a person to discover what motivates people; then he or she can then use this information." D The way you look and act makes a big difference, according to Professor Johnson. "Delivery is very much tied up with non-verbal communication and style. There is no one style that is appropriate for all occasions. " It is possible to adapt your style to suit particular circumstances, but it is not always a good idea. "If you are not working from a principle-centred set of beliefs, style-change can be dangerous. For it emphasises uncertainty." E Guide. do not dictate or manipulate. Show people where you want them to go, but let them work out the path themselves, Kevin Carroll, the author of The Red Rubber Ball at Work, said. "Never be heavy-handed You are directing people, but then you have to ... allow them enough freedom to figure out their own process. If you abuse your influence, it might work for a period but it will be short-lived because people will resent the way that you are doing it," he said.