单选题Which of the following is not a guideline for designing a motivational compensation system?

单选题According to the first paragraph, what the main advantage does undifferentiated marketing have?

单选题Why did Volvo sell its car division according to Volvo company's claim?

单选题·Read the article below about how to deal with employees with trade secrets.·Choose the best word to fill each gap from A, B, C or D on the opposite page.·For each question 21-30, mark one letter (A, B, C or D ) on your Answer Sheet. {{B}}What if You're on the Receiving End?{{/B}}For most employers, the principal concern is the employee who takes trade secrets to a new job -- but what about the employer who unwittingly hires someone who has stolen trade secrets? An employer is going to be liable if he knew or he should have known that this employee was {{U}}(21) {{/U}} with trade secrets. Thus, it's important to do an entrance interview {{U}}(22) {{/U}} on trade secrets, ask him outright if he signed a nondisclosure agreement. If so, review it. Show the employee the {{U}}(23) {{/U}} provisions of the Economic Espionage Act and have him sign a statement {{U}}(24) {{/U}} that he understand what the potential liability is and he's not bringing any trade secrets with him.There's a "very fine line" between hiring an employee for "general knowledge, skills and experience" and hiring an employee to gain {{U}}(25) {{/U}} to a competitor's trade secrets. But, if the {{U}}(26) {{/U}} employer has not specified to the worker what information is secret and what information is not, you will be well insulated if you have the worker sign a one-page form in which he or she agrees not to {{U}}(27) {{/U}} company policy against disclosing or using the trade secret of former employer.But once an employer is on {{U}}(28) {{/U}} that an employee is using someone else's trade secrets, the employer must {{U}}(29) {{/U}} action: even then, the employer may not be able to avoid liability entirely.Firing an offending employee as soon as the misappropriation is discovered may not {{U}}(30) {{/U}} the employer of liability, but it goes a long way toward showing a judge or jury that the company limited the damage to the extent that they could.

单选题Is Gold A Good Investment? Gold is probably the favorite (21) ... for hoarding by both governments and individuals a round the world, and it has been for centuries. Should you buy some gold, perhaps in the (22) ... of a few gold coins? Is gold a good investment? Because gold earns no interest or dividends, it immediately suffers in comparison with such (23) ... as savings accounts, bonds, stocks, and rental property. In this respect it is similar to diamonds, stamps, rare coins, and art objects. Because it yields no current income, the (24) ... of buying gold thus depends entirely on the prospect for future price appreciation. If gold can be expected to rise in price by more than 5 to 10 percent annually, which is (25) ... what one can earn in a savings account or over the long run in bonds or stocks, then it is worth considering seriously as an investment. The price of gold, just like the price of other commodities, is determined in the free market by supply and demand. And in this case, supply and demand factors make the price of gold highly volatile. (26) ... respect to supply, new production adds to the existing stockpile at the rate of only about 2% a year. This means that the overwhelming element on the supply side is not the amount of current ore production but uncertainty as to how much holders of the existing stock pile might decide to unload. (27) sales by large holders are always a threat to break the price. When consumer prices threaten to rise rapidly and/or international tensions increase, the private demand for gold (28) ... But when inflation subsides and/or international tensions ease, demand often vanishes overnight. This sort of demand typically fluctuates erratically on short notice, and rather small changes in supply or demand can produce (29) ... price swings. Thus gold is a highly (30) ... investment. Large gains can occasionally be made, but on the basis of the historical record over the past hundred years large losses are just as likely.

单选题All of the following describe the products or services provided by successful firms except ______ A．obsolete. B．reasonably priced. C．adequate quality. D．desired by customers. E．customer satisfying.

单选题 · For questions 23-30, mark one letter A, B or C for the correct answer.

单选题 The ability to negotiate successfully, to reach agreements with other people or parties, is a key skill in any business. This negotiation could be with a buyer or seller and it almost always involves an element of compromise. But, when entering negotiations, you should always keep in mind that it is almost impossible to negotiate and make agreements successfully if you think you can't afford to 'lose' or walk away from what is on offer. This will result in your avoiding asking for anything more than what you think the other side will give without a dispute. You become a passive observer, with the other side dictating the terms.In most negotiations one side has more to offer than the other and proper planning can help minimise the effects of this imbalance. Decide on set limits for what you can offer before negotiations begin. There are always advantages you can offer the other side, and you clearly have benefits they want or need or they would not be negotiating with you. In fact, the buyer or seller often wants you more than you think, so it is to your advantage to try and see things from their point of view. The better you know their real needs or wants - not just the ones they have told you - the more successful you will be, and the less likely you are to fall into the trap of giving them more than you really need to.But it is also true that a concession they really need or will value from you won't cost you as much as it benefits them, and yet may still leave you with everything you want. If you know the other side must reach agreement on a deal by a certain date for financial reasons, your willingness to comply with that date could be worth a great deal of money to them, without costing you much, if anything at all. It is up to you to find out what the other side really needs.Untrained negotiators often allow their feelings to become too involved and they may take each rejection of a proposal as personal rejection. So they become angry with the other person, or blame them for failing to reach an agreement. While it is important to be yourself and, on occasion, not be afraid to express how you honestly feel, it is important to judge carefully when to do this. It is particularly important to maintain a polite and friendly personal relationship when you are facing a difficult negotiation, but keeping negative personal feelings out of negotiation doesn't mean hiding your personality.Think carefully about your negotiation schedule. Take breaks, particularly during times when you cannot agree over a particular point. But if you have to continue the negotiation on another day, make it soon, and keep the momentum of the negotiations. As long as you are still talking and meeting, you build rapport with the other party; learn more about what they need and ensure that your company is the one most likely to make the deal. This may require both patience and perseverance - but patience pays!To 'win' a negotiation then, means that neither side should feel that they have 'lost'. You should know what you can offer the other side and know exactly what they want. If you have done everything you can and the deal remains outside the limits you have defined for yourself beforehand, then walk away from it. Either way, you're a winner!

单选题· Read the following article about 'Go-Fast', a cost-saying programme introduced by the car manufacturer General Motors, and the questions on the opposite page.· For each question (15-20), mark one letter (A, B, C or D) on your Answer Sheet. Somewhere today, a group of staff from General Motors will meet as part of the 'Go-Fast' programme, and hammer out a new initiative to cut costs and bureaucracy. They may focus only on wiper-blades, or staff appraisal, or showroom design. But by this afternoon, there should be an outline savings plan, which will, when implemented, be measured carefully for signs of success. The aim is to transform GM from a lumbering leviathan into the corporate equivalent of a sports car. The intention is not just to be big - GM is one of the biggest car manufacturers in the world - but to be fast, particularly in its responsiveness to the market. The success of the programme is reflected in the large number of suggestions being introduced - far more than in the old days, when every change had to come from senior managers focusing on the 'big picture'. The progress made has trans- formed investor perceptions of GM. Before the Go-Fast programme was introduced, the conventional wisdom was that GM's market share was in permanent free fall and its organisation incapable of doing anything about it. Now, the decline has been turned around, and the senior managers' change of approach has led to the company being energised with a winning spirit that has unlocked long-dormant capabilities. That it took a firm of consultants to help devise the programme is perhaps a sad reflection of the danger of corporate thinking becoming inflexible. The shareholders' support of GM's strategy to become more outward-looking and innovative is some- thing of a luxury, though in the long run success would convince even the most sceptical shareholders. The strategy includes beating down on costs and extracting maximum synergies from GM's numerous alliance partners, such as its tooling suppliers, and exchanging ideas and management tools with other corporations of widely differing sizes, sectors and nationalities. Having such input is one thing, but its value would be undermined without a coherent mechanism to put ideas into practice, and this is where the consultants proved invaluable. In the car industry, however, there was plenty of scepticism about the programme when it was first announced, with many convinced that only much smaller organisations stood a reasonable chance of making such a transformation, particularly when it involved changes to the company culture. Surprisingly, perhaps, this fear was not shared by the consultants who helped senior management to design the programme and, crucially, effect a change in leader- ship skills; rather, they were more concerned about the impact that pockets of opposition within GM might have. The results of the scheme so far give rise to cautious optimism. No aspect of GM's work can hide from scrutiny, and initial fears of a lack of 'joined-up thinking' about the impact of one change on other areas soon dissipated, as the 'leadership panels' responsible for approving and implementing changes took a broader view. But while internal management has improved dramatically, many analysts are sceptical that the initiatives can outweigh GM's mountainous pension obligations. The company is still suffering the effects of poor decisions in the past, such as the choice of certain alliance partnerships, and a major change of strategy might be necessary to recover from these. If this were to take place, the company's core car manufacturing would need to be much more firmly rooted than it is at present, to ensure it didn't suffer from lack of focus. However, the architects of the scheme are confident that GM will be far more outward-looking and innovative in the near future.

单选题{{B}}How to approach Listening Test Part Three{{/B}} · In this part of the Listening Test you listen to a long conversation or interview and answer eight questions. · Before you listen, read the questions. Think what the recording will be about. · Note all possible answers as you listen for the first time. Do not make an immediate decision. Do not worry if you do not know the answers. You will hear the recording a second time. · Listen for overall meaning. Do not choose an answer just because you hear the same words in the recording as in the question. · Decide on your final answer only after you have listened for the second time. · You will hear a discussion between Clive, the owner of a bicycle accessories business, and Rose, a business advisor. · For each question 23 - 30, mark one letter A, B or C for the correct answer · You will hear the recording twice.

单选题What is created by both a competent first offer/demand and "primacy" in a courtroom trial? A . The perception of others. B. A reactive mode. C. A confrontational event. D. A psychological advantage.

单选题MORTGAGE:PTICELESS ADVICE Advisers work for banks，building societies．estate agents，mortgage and insurance brokers and also as independent mortgage advisers．Some gain further qualifications to become a financial adviser，who can (21) a sizeable pay rise． Common (22) is as a customer service adviser in a bank or as an insurance technician or mortgage administrator in a brokerage firm， (23) to mortgage advice as you gain qualifications (24) by the Financial Services Authority(FSA)． Required qualifications (25) mortgage advisers include the Chartered Insurance Institute(CII) (26) in mortgage advice and the School of Finance certificate in mortgage advice and practice．It is possible to study for these by distance learning．This is a career that requires advisers to (27) up to date with new financial products and regulations．CII and the ifs School of Finance offer courses and formal (28) professional development schemes． "There are (29) highs and lows with this job but the highs far outweigh the lows．You have to be able to take frustration and then move on and find the answers．What you really must have is an understanding of the wider economy and tile industry．Outside of that you have to be a great listener and be able to (30) with your clients and you must be a people person．New clients are buying you as much as the service．"said Paul Newman，senior mortgage and protection consultant at independent mortgage adviser John Charcol's head office in Chancery Lane，London．

单选题Thedisadvantageofsomebusinesscardsisthatthey

单选题·Reed the following article about personal selling.·For each question 15- 20, mark one letter (A, B, C or. D) on your Answer Sheet for the answer you choose. {{B}}Personal Selling{{/B}}Personal selling is a process of informing potential buyers about and persuading them to purchase a product. It is the most flexible of all promotional methods because it allows marketers to communicate specific information that might trigger a purchase. Of all the promotional activities, only personal selling can zero in on a prospect and attempt to persuade the prospect to make a purchase. Although personal selling has a lot of advantages, it is one of the most costly forms of promotion. A sales mil on an industrial customers in the U.S. can cost as much as $ 200or $ 300. Many products require personal selling in order for the company to achieve sales results. A company must employ effective salespeople to describe a product's advantages and benefits to compete with the sales forces of competing firms. Professional salespeople are professional communicators. They know their companies, their products, competitors, customers, and themselves. Many factors affect a marketer's selection of the type of salesperson to employ. The product's complexity, the type of market, and the general nature of distribution in a particular industry are all important considerations. Three distinct salespersons are order takers, creative salespersons, and support salespersons.Order takers are salespeople who execute sales for customers who have already decided to buy the product from a particular organization. Their major role is to make sure that suppliers are adequate and there are no problems in the purchase. Inside order takers are located in sales offices and receive orders by mail or telephone. Outside order takers many engage in some important sales functions for the corn- party by encouraging customers to increase the size o[ their orders or reminding them to purchase certain products. In many firms, order takers generate the majority of sales.Creative salespersons are involved in informing and persuading a prospect to buy a product. The creative salesperson tries to increase the firm's sales by finding new customers and encouraging old customers to purchase. A key role of the creative salesperson is to find new prospects and convert them into customers. Products such as automobiles, insurance, furniture, and appliances require the skill of creative salespeople to maintain sales levels.Support salespersons facilitate and assist in the selling function but usually do not take orders. They are used in markets where educating the customer, building good will, and providing service are important for supporting the overall sales volume of the company. Technical salespersons, for example, are support salespersons who provide engineering and other types of technical assistance. They help with product application, specific system design, and provide technical information about how a product will function best under particular environments or situations. Technical salespersons are often used for computers, machinery and equipment, and steel and chemicals.{{B}}Prospecting.{{/B}} The first step in personal selling is to identify potential buyers of the product that is being sold. This can be done by examining directories or trade lists that identify people who use various types of products. The salesperson concentrates his or her efforts on prospects who have needs and wants, financial ability, and authority to purchase the product.{{B}}Approaching.{{/B}} The salesperson finds and analyzes information about prospects' needs and desires for products. The information helps the .salesperson approach the potential customer. There are different types of approaches. Using a referral, the salesperson explains to the prospect that an acquaintance or some other person has indicated that the prospect might be interested in the product. Using cold canvassing, the salesperson calls on potential customers without any prior notice or referral.{{B}}Presenting.{{/B}} After making the approach, the salesperson must make a presentation to get the prospect's attention and to persuade the prospect to buy the product. In making the presentation, it is important for the salesperson to use stimulating methods. Demonstrating the product and using visual aids such as a videotape or slides can assist greatly in the presentation. The salesperson should demonstrate what the product can do and the benefits associated with it.{{B}}Handling objections.{{/B}} Objections are reasons mentioned by the prospect for not buying the product. One of the best ways for a salesperson to handle an objection is to try to anticipate and counter it before it is expressed. Doing this is risky, however, because the salesperson may bring up an objection that the prospect had not thought of. At any rate, objections should be dealt with immediately when they arise. A good salesperson does not dodge objections but find out what the objections are and tries to deal with them. A successful sale may depend on how well the salesperson handles objections. {{B}}Closing. {{/B}}Closing is asking the prospect to buy the product. It is an important step in personal selling because a customer may actually be reluctant to volunteer to purchase a product. Prospects usually need some encouragement or persuasion to make a purchase decision. This is the salesperson's last spurt and determines whether the sale will be consummated. A trial close involves asking questions that assume the customer is going to buy the product, its purpose is to get answers to identify objections. The trial close indicates what decision is going to be made. Trial closing questions relate to matters such as delivery dates and model colors.{{B}}Following up.{{/B}} A good salesperson follows up on a successful sale to make sure the customer is satisfied with the purchase. The salesperson may check to see whether the product was delivered on time and whether the buyer got exactly what he or she wanted. Waiters and waitresses often ask "How was your dinner?" This is a follow-up question to make sure that customers are leaving satisfied. Only a satisfied customer will return; therefore, the follow-up is necessary for the salesperson to have repeat business. The follow-up helps develop rapport with the buyer and ensure an ongoing relationship.

单选题 Market researchMarket research has become more and more important in recent years. In some organisations, in fact, managers will not initiate any activity without market research to back. them up.The first thing to be said about market research is that it is not an (21) to management decision-making. No form of market research, no matter how deep, complicated and detailed, can ever be seen as a substitute for creative decision-making by professional managers (22) its very best, all it can do is (23) some doubt and clarify the nature of the problem. It may even be seen as a tool which can improve the (24) of decisions but it is not in itself a decision-making mechanism.Market research, in (25) with a number of other approaches in marketing, suffers from the frequent complaint that it is not really accurate. Market research results can never be completely accurate because they (26) with a dynamic, ever-changing marketplace. It is vital that this is understood by everyone with an interest in the results. There is, therefore, an ongoing need for creativity and imagination when (27) market research results and when making any (28) to apply them in the marketplace.Lastly, it should always be remembered that market research is not an end in itself but simply a (29) by which some degree of risk can be removed from marketplace activity. If no activity (30) from the research, then the entire exercise has been completely pointless.

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单选题 ·Read the following article about French bank and answer the questions. ·For each question (15-20), mark one letter (A, B, C or D) on your Answer Sheet. If you want to buy a property in France, whether it is a permanent house or a holiday apartment, it is important to open a French bank account. Although it is possible to pay on traveller's cheques, Eurocheques and credit cards issued by British banks, the fees for these services can be expensive. The simplest way to pay regular bills, such as electricity, gas, or telephone, particularly when you are not in residence, is by direct debit from your French account. To open a current account, you will need to show your passport and birth certificate and to provide your address in your native country. You will be issued with a cheque book within weeks of opening the account. In France it is illegal to be overdrawn. All accounts must be operated in credit. However, there are no bank charges. Note that cheques take longer to clear in France than in Britain, and can only be stopped if stolen or lost. The easiest way to transfer money from a British bank to a French one is by bank transfer: simply provide your British bank with the name, address and number of your French bank account. The procedure takes about a week and costs between ￡25 and ￡40 for each transaction depending on your British bank. Alternatively, you can transfer money via a French bank in London. You can also send a sterling cheque (allow at least 12 days for the cheque to be cleared). Eurocheques or traveller's cheques. Finally, it is a good idea to make friends with your French bank manager.His help can prove invaluable.

单选题According to the third paragraph, which of the following is NOT a perceived advantage of alliances?

单选题What business document provides proof of payment for a business transaction?