商务交际英语2考试样题.docx

商务交际英语2考试样题.docx

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商务交际英语2考试样题

湖南广播电视大学开放教育期末考试

商务交际英语

（2）考试样题（开卷）

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I.MULTIPLECHOICES（10小题，每小题1分，共10分）

Choosetheletterindicatingthebestchoicetocompleteeachsentenceoranswereachquestion.Yourjudgmentshouldbebasedonyourunderstandingofthecoursebook.

1.The_________inaninstructionwarnreadersaboutpossibleinjuryorotherdangers.

A.specialskillsB.cautionsC.timeframe

2.Howdoesaprocessdescriptionfunction?

A.Itdescribeswhatanobjectislike.

B.Itexplainshowsomethingworks.

C.Itexplainshowtoperformaprocess.

3.Graphicaidsprovidea（n）________representationofwords.

A.audioB.verbalC.visual

4.A________isusedtoshowhowthepartsofawholearedistributed.

A.piechartB.linegraphC.map

5.Aservicecultureisacombinationof________policiesandattitudesthatpenetrateacompany.

A.customer-focusedB.technology-focusedC.capital-focused

6.Choosethemostappropriateresponsetothiscustomerinquiry:

“Whatwastheprofitmarginonthatproject?

Ineedtheinformationformymonthlyreport.”

A.WhywouldItellyou?

Youarenotmycustomer.

B.I’mnotsurebutitmightbeabout48percent.

C.Idon’tknow,butIcanfindoutforyou.I’llcallyouinafewminutes.

7.________iswhatyoudomostfrequentlyinthedailylife.

A.IntensivelisteningB.CasuallisteningC.Activelistening

8.Activeparticipationinmeetingsmeansthat________.

A.youshouldkeepthemeetingundercontrol

B.youarepartiallyresponsibleforthemeeting

C.youmustnotmakeanyimportantdecisions

9.WhichofthefollowingisNOTapopularmeetingtime?

A.Earlyinthemorning.B.Rightafterlunch.C.Lateintheevening.

10.Useageneralresumeif________.

A.youareapplyingforavarietyofjobs

B.you’vegotoneparticularjobinmind

C.you’vetargetedononeortwocompanies

II.TRUE/FALSE（10小题，每小题1分，共10分）

WriteaTinthespaceprovidedifthestatementistrue.WriteanFinthespaceifthestatementisfalse.Yourjudgmentshouldbebasedonyourunderstandingofthecoursebook.

11.Unfamiliartermsmaydiscouragepeoplefromreadingtheinstructions.

12.Indescribingaprocess,begineachstepwithaverb.

13.Adrawingisusedtoemphasizedetailsofanideaorprocedure.

14.Youneedtopaymoreattentiontoexternalcustomersthaninternalones.

15.Thepitchofyourvoiceisitshighnessorlowness.

16.Nonverbalsymbolsexistonlyinoralcommunication.

17.Thesocialzoneiscommonformostbusinessmeetingsorsocialgatherings.

18.Tomemorizeaspeechmeanstoreaditfromawrittencopyofthespeech.

19.Whenschedulingameeting,considerthetravelneedsoftheparticipants.

20.Thereisnoneedtodoresearchonspecificorganizationsinjobsearches.

III.QUESTIONSANDSHORTANSWERS（5小题，每小题2分，共10分）

21.WhatisanRFP?

Whatdoesacompanyuseitfor?

22.ListatleastTWOwaystofostertrustwithacustomer.

23.ListatleastTWOexamplesofnonverbalsymbols.

24.Whatdoesaneffectivemeetingneed?

25.ListatleastFOURsectionscontainedinaresume.

IV.READINGCOMPREHENSION（10小题，每小题2分，共20分）

Readthefollowingtwopassagesandanswerthequestions.

PassageOne

BenjaminContrerasworksintheshippingdepartmentofalargepublisher.Whencustomersreturndamagedbooks,thedamageoftenisnotobvioustotheclerkswhounpackthem.Theysometimesplacethesebooksbackonthewarehouseshelves.Thedamagedbooksarethenshippedoutagaintothenextcustomerwhoordersthem.Thatcustomerfindsthedamage,returnsthemagain,andusuallycomplainsabouttheinconvenience.

Benjaminthinksthecompanycouldavoidshippingoutdamagedbooksbycreatinglabelsthatidentifythebooksasdamaged.Thecompanycouldsendthenewlabelstocustomerswhowanttoreturndamagedbooks.Whenthedamagedbooksarrivedbackatthewarehousewiththenewlabels,theclerkswouldknowtogivethecustomercreditforthereturnandthendestroythebooks.

Benjamin’ssupervisor,KarenHorner,likesthisideaandhasthenewlabelsmade.SheasksBenjamintowritealettertocustomers,explaininghowtousethelabels.Karendecidesthathealsoshouldwriteacompletesetofinstructionsforreturningbooks.Thiswouldpreventcustomersfromshippingbythewrongmethod,sendingthebookstothewrongaddress,andsoon.ShealsoasksBenjamintowriteadescriptionofthereturnprocessforstaffinotherdepartmentsbecausetheyoftenaskquestionsaboutit.

Benjaminhasreadmanysetsofinstructionsandassumesthatadescriptionofaprocesswouldbeverysimilar.Hethinksheprobablycouldjustgiveotherstaffmembersacopyoftheinstructionshewritesforthecustomers.Benjaminisconcernedaboutthecustomers’reactiontotheinstructions.Heoftentalkswiththemonthephoneandknowstheyareverybusyandtendtobeimpatient.Theymaynotreadtheinstructions;somemaybeannoyedatevenreceivingthem.

26.WhichdepartmentdoesBenjaminworkin?

A.Salesdepartment.B.Shippingdepartment.C.Accountingdepartment.

27.AccordingtoBenjamin,iftherearelabelsthat________,thecompanycanavoidshippingoutdamagedbooks.

A.tellthebooksaredamaged

B.showthebooksarenewC.offercustomersdiscounts

28.Benjaminisaskedto________.

A.designthelabelsB.destroythebooksC.writeaninstruction

29.Benjaminiscustomers’reactionstotheinstruction.

A.surprisedatB.angrywithC.concernedabout

30.WhichofthefollowingwritingsisappliedbyBenjamin?

A.Objectdescription.B.Processdescription.C.Mechanismdescription.

PassageTwo

Fromtimetotime,whateverouroccupationsare,weneedtopersuadeotherstoseethingsourway.Oftenwehavetousepersuasiontofavorablyinfluencecustomers,suppliersandshareholders.Althoughpersuasionisaskillvaluableinanyjob,fewpeoplereceiveanyrelevanttraining-exceptprofessionalsalespeople.Selling,adirtywordtomanypeople,istheartofpersuasion.Everyonecanbenefitfromlearningthebasictechniquesofselling.

Customersdonotmakebuyingdecisionsunlesstheyrecognizeaneedwhichthesalespersoncansatisfy.Youneedtobeabletoasktherightquestionsinawaywhichisrelevanttoyourcustomers'interests.Ifyoucandoso,thecustomerwillanswerfullyandhonestly,becausehecanseeabenefitindoingso.Onceacustomeracknowledgesaneed,heismorewillingtolistentothebenefitsoftheproduct.Hewillnotnecessarilybeinterestedintheproductitself,butinwhatitcandotosatisfyhisneed.

Generallyspeaking,salespeopleemployfiveskills.First,theyaskquestionsandreallylistentotherepliessotheycanidentifythecustomer’sneedsexactly.Second,theydescribethosebenefitsoftheproductwhichmeetthatcustomer’sneeds.Third,theyuseevidencetosupportanyclaimsmade.Fourth,theyovercomeobjections.Finally,theyclosethesale.Thesetechniquescanbeusedpositivelybyusall,atworkandinourdailylives.

31.Accordingtothepassage,howcanwefavorablyinfluenceothers?

A.Byconsideringthingsintheirways.

B.Bypersuadingtheminfavorofus.

C.Bylisteningtothemeffectively.

32.Accordingtothepassage,whichofthefollowingstatementsistrue?

A.Persuasionisusefulonlyinmarketingandsales.

B.Everyonecanbesuccessfulinselling.

C.Manypeoplehavebadfeelingstotheword,selling.

33.Accordingtothepassage,customersdecidetobuyaproductwhen_______.

A.theyrealizetheproductisanecessitytothem

B.theirfriendsandrelativeshavethesameproduct

C.theyhaveenoughmoneytobuytheproduct

34.Ifasalespersonshowsyousomestatisticstoprovehisproductispopular,heisusingtheskill_____mentionedinthelastparagraph.

A.secondB.thirdC.fourth

35.Theauthor’sattitudetosellingis________.

A.positiveB.negativeC.indifferent

V.TRANSLATION（4段短文，每段5分，共20分）

TranslatethefollowingpassagesintoChinese.

36.Toorganizeapersuasivemessage,followthesesteps:

（1）gainthereader’sattention,

（2）showthereaderthatheorshehasaneed,（3）explainyoursolutiontothatneed,（4）presentthesupportinginformationand（5）endbyaskingforaspecificaction.

37.Agraphicaidprovidesavisualrepresentationofthewordsinyourmessage.Becausemostpeoplerememberwhattheyseemuchlongerandbetterthanwhattheyhear,graphicaidsareimportantforyoutoknowhowtouseasyouworktoimproveyourcommunicationskills.

38.Thinkoftheintroductionasatransitionfromthegreetingtothetopicoftheconversation.Anintroductionmaybedirectorindirect.

39.‘It’snotwhatyousay,buthowyousayitthatcounts.’Paralanguageinvolvesthenonverbalsymbolsthataccompanyaverbalmessageandrevealthedifferencebetweenwhatissaidandhowitissaid.

VI.WRITING（30分）

40.Createatablethatarrangesintorowsandcolumnstheinformationintheparagraphbelow.Includeatitleforthetableaswellaslabelsatthetopofeachcolumn.（10分）

TheUniversityhasseteightcoursesatLevelOnefromMondaytoFriday:

twoforMonday,InternationalTradefrom9:

00to11:

00andFoundationstoInternationalFinancefrom15:

00to17:

00;twoforTuesday,EconomicLawfrom9:

00to11:

00andHistoryofEconomyfrom15:

00to17:

00;oneforWednesday,ComparisonbetweenWesternandChineseCulturesfrom9:

00to11:

00;twoforThursday,EnglishReadingfrom9:

00to11:

00,andInternationalPoliticsfrom15:

00to