剑桥商务英语中级模拟57Word下载.docx
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Whetherthegroupyouoverseeiscalledemployees,associates,co-workers,teammatesoranythingelse,whattheyarelookingforissomeoneinwhomtheycanplacetheirtrust.Someonetheyknowisworkingforthegreatergood--forthemandfortheorganization.They'
relookingforsomeonenotonlythattheycan--butthattheywantto--follow.
D
Becauseitisonlywhenyouhavefollowers--peoplewhohaveplacedtheirtrustinyou--thatyouknowyouhavemovedintothatleadershiprole.Andthewayyouseeitisthatyourorganizationistranscendingallpreviousquality,productivity,innovationandrevenueachievements.You'
reoperatingatsuchahighlevelofefficiencythatyou'
regivingbudgetbacktothecorporation---andyou'
restillbeatingyourgoals.
1、Theauthor'
sattitudetowardsthedifferencebetweenamanagerandaleader.
2、Someonethegroupwanttofollow.
3、Differencebetweenamanagerandaleader.
4、Thequalificationsofbeingaleader.
5、Theleadermustbeapersonwhoworksfortheemployeesandtheorganization.
6、Onlywhenyouhavefollowerscanyoubealeader.
7、Underyourleading,theorganizationhasgotgreatachievements.
PARTTWO
Readthearticlebelowaboutknowingthecustomers.
Choosethebestsentencefromtheoppositepagetofilleachofthegaps.
Foreachgap8--12,markoneletter（A--G.onyourAnswerSheet.
Donotuseanylettermorethanonce.
KNOWINGTHECUSTOMERS
Whencorrelatedwiththesalespeople'
sactualperformance,thedifferencesintheirknowledgeoftheircustomersemergedastheprimarycharacteristicofsuperiorsalesperformance.Morespecifically,theresearchersuncoveredfivekeyareaswherethebestsalespeopleexcelled.
First,thetopsalespeoplewereabletoprovidemuchricherdescriptionsofeachtypeofcustomers.Theygavebetteridentifyingcharacteristics,providedmoredetailedinformation,andhadabetterunderstandingofeachcustomer'
suniqueneeds.
8
Second,thebettersalespeopletendedtocategorizetheircustomersbasedonthelatter'
sbuyingneeds,ratherthancategorizingthemwithmoresuperficialidentifierslikethecustomer'
sappearanceordemographics.
9
Third,
10
Thatis,theywereabletolookatseveraldifferentcustomerinteractions,identifycommonbehaviorsortraits,andapplythoseobservationstosimilartypesofcustomers.
Fourth,thetopsalespeoplehadagreaternumberofdiscretesellingstepsintheirownsalesprocesses.Wherealowperformermayhaveexecutedonlyafewsellingtasksduringeachsale,thehighperformerssawtheneedformanymoreactivitiestosuccessfullyclosethedeal.
11
Finally,andperhapsmostdisturbingly,thebestsalespeoplehadabandonedagreateramountoftheirprevioussalestrainingthantheirlesssuccessfulpeers.
12
A
themoreeffectivesalespeoplewerebetterat"
abstraction"
than
theirlower-performingpeers.
B
Onecaninfertheextrasellingstepswereinresponsetotheactualbuyingneedsoftheircustomers.
C
Basically,thebestsalespeopleknewmoreabouttheircustomersthantheirlower-performingcolleagues.
D
Morespecifically,theresearchersuncoveredfivekeyareaswherethebestsalespeopleexcelled.
E
Soinadditiontotheirabilitytomorefullydescribetheircustomers,thebestsalespeoplealsogavedescriptionslargelyderivedfromtheircustomers'
perspective--nottheirown.
F
Theyhaddevelopedtheirownapproachestosellingmorecloselyalignedwiththeircustomers'
needs.
G
Incontrast,thelesssuccessfulsalespeopleweredutifullydoingmoreofwhattheyhadbeeninstructedtodo,buttheyweregettinglessinreturn.
PARTTHREE
Readthearticlebelowaboutpricesystem,andthequestionsontheoppositepage.
Foreachquestion13--18,markoneletter（A,B,C,orD.onyourAnswerSheetfortheansweryouchoose.
PRICESYSTEM
Pricesdeterminehowresourcesaretobeused.Theyarealsothemeansbywhichproductsandservicesthatareinlimitedsupplyarerationedamongbuyers.ThepricesystemoftheUnitedStatesisaverycomplexnetworkcomposedofthepricesofalltheproductsboughtandsoldintheeconomyaswellasthoseofamyriadofservices,includinglabor,professionaltransportation,andpublicutilityservices.Theinterrelationshipsofallthesepricesmakeupthe"
system"
ofprices.Thepriceofanyparticularproductorserviceislinkedtoabroad,complicatedsystemofpricesinwhicheverythingseemstosupplytothetransaction,guaranteesontheproductorservice,deliveryterms,returnprivileges,andotherfactors.Inotherwords,bothbuyerandsellerdependmoreorlessuponeverythingelse.Ifoneweretoaskrandomlyselectedindividualstodefine"
price"
manywouldreplythatpriceisanamountofmoneypaidbythebuyertothesellerofaproductofserviceor,inotherwords,thatpriceisthemoneyvalueofaproductofserviceasagreeduponinamarkettransaction.
Thisdefinitionis,ofcourse,validasfarasitgoes.Foracompleteunderstandingofapriceinanyparticulartransaction,muchmorethantheamountofmoneyinvolvedmustbeknown.Boththebuyerandthesellershouldbefamiliarwithnotonlythemoneyamount,butwiththeamountandqualityoftheproductorservicetobeexchanged,thetimeandplaceatwhichtheexchangewilltakeplaceandpaymentwillbemade,theformofmoneytobeused,thecredittermsanddiscountsthatshouldbefullyawareofallthefactorsthatcomprisethetotal"
package"
beingexchangedfortheasked--foramountofmoneyinorderthattheymayevaluateagivenprice.
13、Whatisthemainideaofthepassage?
A.TheInherentWeaknessesofthePriceSystem.
B.TheComplexitiesofthePriceSystem.
C.CreditTermsinTransactions.
D.ResourceAllocationandthePublicSector,
14、Accordingtothepassage,thepricesystemisrelatedprimarilyto______.
A.laborandeducation
B.transportationandinsurance
C.utilitiesandrepairs
D.productsandservices
15、Accordingtothepassage,whichofthefollowingisNOTafactorinthecompleteunderstandingofprice?
A.Instructionsthatcomewithaproduct.
B.Thequantityofaproduct.
C.Thequalityofaproduct.
D.Guaranteesthatcoveraproduct.
16、Accordingtothepassage,whichofthefollowingisNOTtrueaboutthedefinitionofprice?
A.Pricesystemisacomplicatednetwork.
B.Pricereferstothequantityandqualityoftheproduct.
C.Priceisanamountofmoneypaidbythebuyertotheseller.
D.Besidesmoney,manyotherfactorsareinvolvedinthepricesystem.
17、Inthelastsentenceofthepassage,"
they"
refersto______.
A.returnprivileges
B.allthefactors
C.buyerandseller
D.money
18、Theparagraphfollowingthepassagemostlikelydiscusses______.
A.unusualwaystoadvertiseproducts
B.typesofpaymentplansforservice
C.theoriesabouthowproductsaffectdifferentlevelsofsociety
D.howcertainelementsofaprice"
influenceitsmarketvalue
PARTFOUR
Readthearticlebelowaboutadvertisement.
ChoosethebestwordorphrasetofilleachgapfromA,B,C,orDontheoppositepage.
Foreachquestion19--33,markoneletter（A,B,C,orD.onyourAnswerSheet.
Advertisement
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19
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20
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FidelityEmergingMarketsFundissupposedtohelpyou
23
onthispromising
24
.
ThekeytorealsuccessinEmergingMarketsis
25
andresources,ofFidelitiesforemoststrengths.Astheworld'
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26
investmentmanagementorganization,wecandrawupona（n）
27
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Thislocalpresencemeanswecanapplyahands-on
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30
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sleadingnamesin
31
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So
32
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19、A.ripe
B.crude
C.raw
D.fresh
20、A.intensive
B.extensive
C.extraordinary
D.unusual
21、A.encouraged
B.backed
C.discouraged
D.taken
22、A.growing
B.improving
C.developing
D.increasing
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