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?

单选题Business and the environmentThese days in business, people have to face many challenging questions when designing , and implementing new projects in undeveloped areas of the countryside. One issue which has to be faced is whether it is possible to introduce new technology without destroying the local environment.Economic (21) and environmental conservation are often seen as natural enemies. It is unfortunate that in the past this has often been true, and it has been necessary to choose between (22) the project or protecting the environment. However, by taking environmental considerations (23) at an early stage in a project, companies can significantly reduce any impact on local plants and animals.For example, in southern Africa, a company called CEL was asked to put up 410 km of a power transmission line without disturbing the rare birds which inhabit that area. The project was carried out with (24) disturbance last summer. What may surprise many business people is the fact that this consideration for local wildlife did not in any way (25) down the project. Indeed, the necessary advance planning (26) with local knowledge and advanced technology, (27) that the project was actually completed ahead of schedule. CEL was contracted to finish the job by October and (28) to do so two months earlier.CEL is one of those companies which is (29) to the principle of environmental conservation. Many other companies have yet to be (30) of the importance of balancing the needs of people with those of the environment. However, it may be the only realistic way forward.

单选题What does a new firm think about when it considers entering the market with a new product?

单选题 In recent years many countries of the world{{U}} {{U}} 1 {{/U}} {{/U}}with the problem of how to make their workers more productive. Some experts claim the answer is to make jobs more{{U}} {{U}} 2 {{/U}} {{/U}}. But do more varied jobs lead to greater productivity? There is evidence to suggest that while variety certainly makes the workers' life more enjoyable, it does not actually make him work harder. As far as increasing productivity is{{U}} {{U}} 3 {{/U}} {{/U}}, the variety is no an important factor.Other experts feel that giving the worker freedom to do his job in his own way is important and there is no doubt that this is true. The problem is that this kind of freedom cannot easily be given in the modern factory with its complicated{{U}} {{U}} 4 {{/U}} {{/U}}which must be used in a fixed way, Thus while freedom of choice may be important, there is usually very little that{{U}} {{U}} 5 {{/U}} {{/U}}to create it. Another important{{U}} {{U}} 6 {{/U}} {{/U}}is how much each worker contributes to the product be is making. In most factories the worker sees only one small part of the product. Some car factories are now experimenting with having many small production lines rather than one large one, so that each worker contributes more to the production of the cars on his line It would seam that not only is the{{U}} {{U}} 7 {{/U}} {{/U}}of workers' contribution an important factor,{{U}} {{U}} 8 {{/U}} {{/U}}, but it is also one we can do something about.To what extent does more money lead to greater productivity? The workers themselves certainly think this is important. But perhaps they want more money only because the work they do is so boring. Money just lets them enjoy their spare time more. A similar argument may explain{{U}} {{U}} 9 {{/U}} {{/U}}for shorter working hours. Perhaps if we succeed in making their jobs more interesting, they will neither want more money, nor will shorter{{U}} {{U}} 10 {{/U}} {{/U}}hours be so important to them.

单选题What was the result of businesses having surplus capacity?

单选题Two or more persons sharing a particular work schedule is called ______

单选题 · 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.

单选题Marthastartedherbusinessbecause

单选题As in many other areas of human activity during the twentieth century, a number of specialized fields in accounting have evolved as a result of technological advances and accelerated economic growth. The most important accounting fields are described briefly as follows. Financial accounting is concerned with the recording of transactions for a business enterprise or other economic unit and the periodic preparation of various reports from such records. The reports, which may be for general purposes or for a special purpose, provide useful information for managers, owners, creditors, governmental agencies, and the general public. Of particular importance to financial accountants are the rules of accounting, and generally accepted accounting principles. Corporate enterprises must employ such principles in preparing their annual re ports on profitability and financial status for their stockholders and the investing public. Auditing is a field of activity involving an independent review of the accounting records. In conducting an audit, public accountants examine the records supporting the financial reports of an enterprise and give an opinion regarding their fairness and reliability. An important element of "fairness and reliability" is adherence to generally accepted accounting principles. In addition to retaining public accountants for a period audit, many corporations have their own permanent staff of internal auditors. Their principle responsibility is to determine if the various operating divisions are following management's policies and procedures. Cost accounting emphasizes the de termination and the control of costs. It is concerned primarily with the costs of manufacturing processes and of manufactured products. In addition, one of the most important duties of the cost accountants is to gather and explain cost data, both actual and prospective. Management uses these data in controlling current operations and in planning for the future. Management accounting uses both historical and estimated data in assisting management in daily operations and in planning future operations. It deals with specific problems that confront enterprise managers at various organizational levels. The management accountant is frequently concerned with identifying alternative courses of action and then helping to select the best one. In recent years, public accountants have realized that their training and experience uniquely quality them to advise management personnel on policies and administration. Tax accounting is another important area. Accountants specialized in this field, must be familiar with the tax statutes affecting their employer or clients and also must keep up to date on administrative regulations and court decisions on tax cases.