2025年精通BEC商务英语阅读通关宝典

商务英语阅读试卷（课程代码）

54391.Translate the following words or expressions.A.Translate the following into Chinese.monopoly financial

1.C.P・I.consumer priceindex

2.

3.par valueinstitutionproduction

4.IPO initialpublic offering

5.

6.income fundsline

7.GNP grossnational product

8.

9.C.I.F.cost,insurance andfreight

10.board ofdirectors

11.registered capital

12.F.O B

13.circulating fund

14.Clean Bill

15.public relations

16.red chips

17.bank account

18.government bond

19.GDP grossdomestic product

20.bill of exchange

21.premium

22.commission.

23.durable goods

24.savings bond

25.stock exchange

27.market share

26.mutual fund

28.product mix

30.income statement

29.Letters ofCredit L/C

31.retailer

33.tangible product

32.stock market

34.product line

36.installment

35.current assets

37.H shares

39.common shares

38.inventory

40.preference shares

42.bearer bond

41.net asset

43.stock certificate

45.policy holder

44.promissory note

46.insurance policy

48.publicity

47.middleman

49.mass selling

50.target returnB・Translate the following intoEnglish.

51.信用证

52.营销组合

53.风险资本

54.一般股索赔资产直销保险单....

55.

56.

57.

58.

59.促销

60.购置力

61.有限责任企业

62.预算固定资产证券交易所汇率物流

63.

64.

65.

66.红利

67.佣金

68.折旧

69.客户服务

70.面值市场细分流动资产公共关系

71.

72.

73.

74.净收入协议优先股人寿保险

75.

76.

77.

78.

79.

80.有限责任

81.保险

82.净资产

83.退货

84.集装箱

85.汇票

86.期初存货

87.股东

88.离岸价

89.电汇

90.债券持有者电话销售垄断定价盈亏平衡点

91.

92.

93.

94.购置力投资经纪人营销组合利率

95.

96.

97.

98.

99.收入保险

100.保险费IL Choose the best answer to fill in the blanks.

1.The buyingof productson whichwe have been pre-sole throughadvertising iscalledA.rational buyingB.emotional buyingC.reflex buyingD.impulse buying

2.Which of the followingis NOTa common form of payment inforeign businesstransactionsA.Cheque B.Cash C.Bank transferD.A sightbill

3.A cleanbill is.A.a spotlessbillB.a billthat is not accompanied by shipping documentsC.an unusedbillD.an invalidbill

4.If competitorsget together to raiseor lowerprices,this actis____________.C.the rulingof removingthe restrictioncant be applicable to all banksD.the oldrestrictions will be helpfulto set up apowerful domesticbase

29.What is the author，s attitude towards the current banking lawsA.Tolerant anddisapproved.B.Concerned anddissatisfied.C.Understandable and indifferent.D.Supportive and admirable.

30.The mainidea of the passageis that.A.despite manybank failures,the natureof banking has not really changedso muchB.thecurrentbankinglawmust beuseful totodays banksC.center bankscurrently have too muchpower ascompared with the regionalbanksD.banks have been forced to takeneedless anddangerous risksdue to the restrictionsPassageSeven（约束）It iseasier tonegotiate initialsalary requirementbecause onceyou areinside,the organizationalconstraints influencewage increases.One thing,however,is certain:your chancesof gettingthe raiseyou feelyou deserve are lessif youdont atleast ask for it.Men tend toask for more,and theyget more,and thisholds truewith otherresources,not justpay increases.Consider Bethsstory:（＜、隔间）I did not getwhat Iwanted whenI didnot ask for it.We hadcubicle1offices andwindow offices.I satin the cubicles withseveralmale colleagues.One byone theywere movedinto windowoffices,while Iremained in thecubicles,several maleswho werehired aftermealso wentto offices.One in particular toldme hewas nextin linefor anoffice andthat ithad beenpart ofhis negotiationsfor the job.I guessthey thoughtme contentto stayin thecubicles sinceI didnot voicemy opinioneither way.It would be niceif weall receivedautomatic payincreases equalto ourmerit,but niceisnt aquality attributedto most organizations.If youfeelyou deservea significantraise inpay,youll probablyhave to ask for it.（筹码）Performance isyour bestbargaining chipwhen you are seekinga raise.You must be able to demonstratethat youdeservearaise.（Timing is also a good bargaining chip.If you can giveyour bosssomething heor sheneeds a new clientor asizable contract,for）example just before merit pay decisionsare beingmade,you aremore likely to getthe raiseyou want.Use information as abargainingchiptoo.Find out what you are worthon theopen market.What willsomeone elsepay for your servicesGointo the negotiations prepared to placeyour chipson thetable at the appropriatetime andpreparedto use communicationstyle toguidethe directionof theinteraction.

31.According to the passage,before takinga job,a personshould.A.demonstrate hiscapability B.give his boss a good impressionC.askfor as muchmoney ashe canD.askfor the salaryhe hopesto get

32.What can be inferredfrom BethsstoryA.Prejudice againstwomen still exists in some organizations.B.If people want what they deserve,they have to askfor it.C.People shouldnot becontent with what they have got.D.People should be carefulwhen negotiatingfor a job.

33.We canlearn from the passage that.A.unfairness existsin salaryincreasesB.most people are overworkedand underpaidC.one shouldavoid overstatingone，s performanceD.mostorganizationsgive theirstaff automaticpay raises

34.To get a payraise,a personshould.A.advertise himselfon the job marketB.persuade hisboss to sign a long-term contractC.try toget insideinformation about the organizationD.do somethingto impresshisbossjustbeforemeritpaydecisions

35.To besuccessful innegotiations,one must.A.meet hisboss at the appropriatetimeB.arrive at thenegotiationtable punctuallyC.be good at influencingthe outcomeof theinteractionD.be familiar withwhatthe bosslikes anddislikesPassage EightMichael,a typicalAmerican,stays homeon workdays.He plugsinto his personal computerterminal in order toconnect with the office.Afterwork,he putson hisheadphones,watches amovie onhis homevideo recorder,or playsbaseball on the computer.On manydays,Michael doesnttalk to any other human beings,and hedoesnt see any peopleexcept theones ontelevision.Michael isimaginary,buthis lifestyle is very possible.The inventionsof moderntechnology seemto becutting usoff fromcontact withour fellowhuman beings.The world of businessis onearea in which technologyis isolatingus.Experts say,for example,that many people willsoon be able to work athome.With accessto a large centralcomputer,employees such as officeclerks,insurance agents,and accountantscould dotheir jobsatdisplay terminalsin their own homes.They wouldnever have to actuallysee the people theyredealing with.In addition,the wayemployeesare paidwill change.Workers9salaries will be automaticallypaid into their bankaccounts,making paperchecksunnecessary.No workerswill standin lineto receivetheir payor cashtheir checks.Personal bankingwill change,too.Customers willdealwith machinesto putinortake outmoney from their accounts.Another areathat technologyis changingis entertainment.Music,for instance,was oncea groupexperience.People listenedto music atconcert hallsor insmall socialgatherings.For many people now,however musicis an individual experience.Walking alongthe streetorsitting in their livingrooms,they wearheadphones to build awall ofmusic around them.Movie entertainmentis changing,too.Movies used to besocial events.Now,fewer peopleare goingout to see amovie.Many moreare choosingto waitfor afilm to appearon televisionor areborrowing videotapesto watch at home.Instead oflaughing with others,viewers watchmovies in their ownlivingrooms.

36.After work,Michael likesto.A.listen tomusicatthe concerthall B.watchamovie in his livingroomC.run aprogram onhis computerinhisoffice D.play baseballwith hisworkmates

37.Which of the followingis NOTmentioned in the passageA.Clerks willable towork at home.B.One canplay baseballon thecomputer.C.One canlisten tomusic withoutdisturbing others.D.One canborrow booksfrom librariesat home.

38.The sentenceMichael isimaginary,but his lifestyleis verypossible“means.A.Michael is a personfull ofimagination andhe can make his dreams cometrueB.Michael is not areal personbut thelifestyle doesexistC.Michael has ambitions buthe can t makehisdreamscome trueD.Michael is a personfull ofimagination andhislifestyleis commonnowadays

39.What willthe author most probablydiscuss after the lastparagraphA.Games andsports.B.Personal banking.C.Music andfilms.D.International business

40.What is the mainidea of the passageA.We mayno longerneed tocommunicate withotherhuman beings.B.Modern technologyseems to be separatinghumanbeings.C.We mayno longerneed towork in the office.D.Modern technologymakes itpossible forus towork andentertain ourselvesat home.Passage NineConsumers are beingconfused andmisled by the hodge-podge（大杂炫）of environmentalclaims made by household products,according to a“green labeling“study published by ConsumersInternational Friday.Among thereport smore outrageous（令人无法容忍的）findings,a Germanfertilizer describeditself as“earthworm friendlyv,a brandof floursaid it was“non-polluting“and aBritish toiletpaper claimedto beenvironmentally friendlier.The studywas writtenand researchedby Britains NationalConsumer Council（NCC）for lobbygroup ConsumerInternational.It wasfunded by the Germanand Dutchgovernments and the EuropeanCommission.“While many good anduseful claimsare beingmade,it is clear there is along way to goin ensuringshoppers are adequatelyinformed about the environmentalimpact of products theybuy,“said ConsumersInternational directorAnna Fielder.The1O-country studysurveyed product packaging inBritain,Western Europe,Scandinavia and the United States.It foundthatproducts soldin Germanyand the United Kingdommade the most environmentalclaims on average.The reportfocused onclaims made by specificproducts,such asdetergent洗涤齐ll insectsprays andby somegardenproducts.It didnot testthe claims,but comparedthem tolabeling guidelines set by the International StandardsOrganization ISOin September,

1999.Researchers documentedclaims ofenvironmental friendlinessmade by about2,000products andfound manytoo vagueor toomisleadingto meet ISO standards.“Many productshad specially-designed labelsto make them seemenvironmentally friendly,but in fact many of thesesymbolsmean nothing,“said reportresearcher PhilipPage.“Laundry detergentsmade the most number of claimswith

158.Household cleaners were secondwith145separate claims,while paintswere thirdon ourlist with

73.The highnumbers showhow veryconfusing itmust befor consumersto sortthe true from the misleading.”he said.The ISOlabeling standardsban vagueor misleadingclaims onproductpackaging,because termssuch as^environmentallyfriendly”and“non-polluting”cannot beverified.What we are nowpushing foris to have multinationalcorporationsmeet thestandards set by theISO.said Page.

41.According to the passage,the NCCfound itoutrageous thatA.all the products surveyedclaim tomeetISOstandardsB.the claims made by products are often unclearor deceivingC.consumers would believe manyof the manufactures9claimsD.few productsactually proveto beenvironment friendly

42.As indicatedin this passage,with so many goodclaims,the consumersA.are becomingmore cautiousabout the products they are going to buyB.are stillnot willing to pay more forproducts withgreen labelingC.are becomingmore awareof the effects different products haveon theenvironmentD.still do not know the exactimpact of differentproductson theenvironment

43.Study wascarried outby BritainsNCC toA.find outhow manyclaimsmadebyproductsfail tomeet environmentalstandardsB.inform the consumers of the environmentalimpact of the products they buyC.examine claimsmadebyproducts againstISO standardsD.revise theguidelinessetby theInternationalStandardsOrganization

44.What isone of the consequencescaused by the manyclaims ofhousehold productsA.They are likely tolead toserious environmentalproblemsB.Consumers findit difficult to tellthetruefrom thefalseC.They couldarouse widespreadanger amongconsumerD.Consumers will be temptedto buyproductsthey dont need

45.It can be inferredfrom the passage that the lobbygroup ConsumerInternational wantsto.A.make productlabeling satisfyISO requirementsB.see allhouseholdproductsmeet environmentalstandardsC.warn consumers of thedanger ofso-called greenproductsD.verify theefforts ofnon-polluting productsPassageTenThe WorldTrade OrganizationWTO,founded onJanuary1,1995,aims to encourage international trade to flow asfreelyas possible,making sure that trade agreements are respected andthat any disputes can be settled.In thefive yearssince itsfounding,the WTOhas becomewell known as one of the world，s mostpowerful economicorganizations,taking itsplace alongsidethe WorldBank andInternational MonetaryFund.The system of globalrules for international trade,however,dates backhalf acentury to1948when theGeneral AgreementonTariffs（关税）and Trade（GATT）was formedafter WorldWar II.As timewent by,it becameclear that the GATThad twomajor drawbacks一the limitedareas oftrade itcovered,and thelackof an effective system to settle disputes.After seven years oftrade talksending in1994,the so-called Uruguay Round（乌拉圭回合谈判）finally gavebirthto theWTO,complete with an effective systemto settle disputes and to form newrules coveringtrade in services andintellectual property.Even afterseven years of talks and with22,500pages of agreements reachedproblems remained,especially in thedifficult-to-deal-with areas of agricultureand services.

46.What is the purpose of theWTOA.To encourageinternationaltradetoflowfreely.B.To make sure thattradeagreementsarerespected.C.To settleanydisputes.D.All of the above

47.According to the passage,the GATTstopped working.A.in1948B.in1994A.it cansettledisputesin moreareasofinternational tradeB.it enablesits memberstosignagreements moreeasily agricultureandC.it dealswith problemsinservicesmore effectivelyservice anditpays moreattention tointellectual propertyD.C.after WorldWar IIended D.during thesevenyearsof the UruguayRoundtalk

48.The WTOis betterthan theGATT in that.

49.The worddrawbacks”in Para.4meansA.weak pointsB.strong pointsC.improvements D.changes

50.According to the last two paragraphs,which of the following statements is trueA.The WTOis the world，s mostpowerful economicorganizationB.The GATTwas foundedin Uruguayin1995C.The WTOhas aneffectivesystemtosettledisputes and toformnew rulesD.All thecountries in the worldare membernations of the WTOPassageElevenGET YOURDEGREE ATHOME!Have youever wonderedwhat aDegree mightbe worthto yourjob or career Itmeans a lot Americanswith anAssociate Degreeaveragenearly$10,000more inyearly earningsthan those with justa HighSchool Diploma.Harcourt LearningDirect offersyou away toget aSpecialized AssociateDegree in11of today s growingfields-withouthaving togo tocollege fulltime.With Harcourt,you studyat homein yourspare time,so youdon thave to giveup yourpresent jobwhile youtrain for a betterone.Choose fromexciting majorslike BusinessManagement,Accounting,DressmakingDesign,Bookkeeping,Photography,Computer Science,Engineering,and more!Your trainingincludes everything you need!Books,lessons,learning aids-even professional-quality tools and equipm6nt-everythingyouneed tomaster your trainingand moveahead to a newcareer is included in the lowtuition（学费）price youpay.Your educationis nationallyrecognized!Nearly2,000American companies-including General Electric,IBM,Mobil.General Motors,Ford,and manyothers-have usedourtraining for their employees.If companieslike theserecognize thevalue of ourtraining,you can be surethatemployers in your areawill,too!Earn yourdegree in as littleas twoyears!Get acareer diplomain justsix months!The careerof yourdreams iscloser thanyou think!Even ifyou haveno experiencebefore,you canget valuablejob skillsintodayshottest fields!Step-by-step lessonsmake learningeasy.Prepare forpromotions,pay raises,even starta business ofyour own!Send todayfor FREEinformation aboutHarcourt at-home training!Simply fillinyourname and address on the coupon（登t己表）above.Then,write in the nameand number of theone programyoure mostinterested in,and mailit today.We11rush youfree information about howyou can take advantageofthe opportunitiesin thefield youve chosen.Act today!Mail coupontoday!or call the numberbelow1-800-372-1589Call anytime,24hours aday,7days aweek,www.harcourt-1earning.comE-mail:

51.What kind of people will probablyanswer this advertisementA.College studentspreparing towork insome bigcompanies.B.College studentspreparing tostudy for a degree.C.High school graduates preparingto have at hometraining.D.High schoolgraduates preparingfor collegeentrance examinations.

52.Which majoris NOTmentioned in the advertisementA.Photography B.Physiology C.Accounting D.Bookkeeping

53.People cangeta specialized AssociateDegree by.A.doing full-time learningat schoolB.working insome bigfamous companiesC.studying in their sparetime D.studying abroadfor twoyears

54.Harcourt traininghas NOT been used by forits employees.A.General MotorsB.Harvard UniversityC.GeneralElectric D.Mobil

55.How canyou contactHarcourt LearningDirectA.By sendingane-mail.B.By visitingthe officeon weekdays.C.By making a callon weekdaysonly.D.By sendinga letternot laterthan today.Passage TwelveInterestin pursuinginternational careershas soaredin recent years,enhanced bychronic（长期的）personnel shortagesthat are causingcompanies tosearch beyondtheir homeborders fortalent.Professionals seekcareer experienceoutside of their homecountries for a varietyof reasons.They mayfeel theneed torecharge theirbatterieswith a new challenge.They maywant aposition withmore responsibilitythat encouragescreativity andinitiative.Or they maywish toexpose theirchildren to another culture,and theopportunity tolearn a second language.（）When applyingfor a job,one usuallyhas tosubmit aresume orcurriculum vitaeCV.The twoterms generallymean the same thing:a one-or two-page documentdescribing oneseducational qualifications and professionalexperience.However,guidelines forpreparing aresumeare constantlychanging.The bestadvice is to find outwhat is appropriateregarding the corporate culture,the countryculture,and theculture of the personmaking the hiring decision.The challengewill be to embracetwo ormore culturesin onedocument.Thefollowing listis agood placeto start.•Educational requirementsdiffer fromcountry tocountry.In almostevery case of cross-border*job hunting,just statingthe title of yourdegreewill not bean adequatedescription.Provide thereader withdetails aboutyour studiesand anyrelated experience,tl•Pay attentionto theresume formatyou use-chronological orreverse-chronological order.Chronological ordermeans listingyour oldestworkexperience first.Reverse-chronological ordermeans listingyour currentormostrecent experiencefirst.Most countrieshavepreferences aboutwhich formatis mostacceptable.If youfind nospecific guidelines,the generalpreference isfor thereverse-chronological format.H（收件人）•If you are submittingyour resumein English,findoutif the recipient usesBritish Englishor AmericanEnglish because thereare variationsbetween thetwo versions.For example,university educationis oftenreferred to as tertiaryeducation*in the UnitedKingdom,but thisterm is almost neverused in the UnitedStates.A readerwho isunfamiliar with these variationsmay assumethat yourresumecontains errors.

56.Companies arehiring moreforeign employeesbecause.A.they havedifficulty findingqualified personnelat homeB.they findforeign employeesare usually more talentedC.they needoriginal ideasfrom employeeshired overseasD.they want to expand their businessbeyond homeborders

57.The authorbelieves that anindividualwho appliestoworkoverseas.A.is usuallycreative andfull ofinitiativeB.aims toimprove hisforeign languageskillsC.seeks eitherhis ownor hischildren，s developmentD.is dissatisfiedwith his own lifeathome

58.When it comes toresume writing,it isbest to.A.knowthe employers personallikes anddislikesB.follow appropriateguidelines forjob huntingC.learn about the company，s hiringprocessD.take culturalfactors into consideration

59.When writingabout qualifications,applicants are advised to.A.provide a detailed description of theirstudy andwork experiencesB.give thetitleof the university degree they have earnedat homeC.highlight theirkeen interestin pursuinga cross-border careerD.stress theiracademic potentialto impressthe decisionmaker

60.According to the authorslast pieceof advice,the applicantsshould be aware ofA.therecipient，s preferencewith regard to the formatB.the differenteducational systemsin theUS and the UKC.the differencesbetween thevarieties ofEnglishD.the distinctivefeatures ofAmerican and British culturesPassageThirteenThe biggestsafety threatfacing airlinestoday may notbe a terroristwith agun,but theman with the portablecomputerin businessclass.In the last15years,pilots havereported wellover100incidents thatcould have been caused byelectromagnetic interference.The source of thisinterference remainsunconfirmed,but increasingly,experts arepointingthe blameat portableelectronic devicessuch asportable computers,radio andcassette playersand mobiletelephones.RTCA,an organizationwhich advisesthe aviation（航空）industry,has recommendedthat allairlines ban（严禁）such devicesfrom beingused during“critical”stages oflight,particularly takeoff andlanding.Some expertshavegone further,calling for a total ban duringall flights.Currently,rules onusing thesedevices areleft upto individualairlines.And althoughsome airlinesprohibit passengersfrom usingsuch equipmentduring take-off andlanding,most arereluctant to enforce a totalban,given thatmany passengerswant towork duringflights.The difficultyis predictinghow electromagnetic fields mightaffect anaircrafts computers.Experts know thatportable devicesemit radiationwhich affectsthose wavelengthswhich aircraftuse fornavigation andcommunication.But,because they have not been ableto reproduce these effects in alaboratory,they haveno wayof knowingwhether theinterferencemight bedangerous or not.The factthat aircraftmay bevulnerable（易受损的）to interferenceraises therisk thatterrorists mayuse radiosystemin order to damagenavigation equipment.As worrying,though,is thepassenger who can thear theinstructionsto turnoff hisradio because the musics tooloud.

61.The passageis mainlyabout.A.effective safety measures for air flightB.anewregulation for all airlinesC.the defectsof electronic devices D.a possiblecause of aircraft crashes

62.What issaid about the over100aircraft incidentsin the past15yearsA.They weresuspected tohave resultedfrom electromagnetic interference.B.They may have beencaused by the damageto theradio systems.C.They may have takenplace duringtake-off andlanding.D.They wereproved tohave beencaused by the passengersportablecomputers.

63.Few airlineswant toimpose a totalbanon theirpassengers usingelectronic devicesbecauseA.they haveother effectivesafetymeasuresto fallback onB.they dont believethere issuchadanger asradio interferenceC.the harmfuleffect of electromagneticinterferenceis yetto beprovedD.most passengersrefuse to take aplane whichbans the use ofradio andcassette players

64.Why is it difficultto predictthe possibleeffects ofelectromagneticfieldson an airplane，s computersA.Because expertslack adequateequipment to do suchresearch.B.Because it is extremelydangerous toconduct suchresearch on anairplane.C.Because itremains amystery whatwavelengths areliable to be interferedwith.D.Because researchscientists have not beento producethe sameeffectsinlabs.

65.It can be inferredfrom the passage that the author.A.regards itas unreasonableto exercisea totalban duringflightB.isin favor ofprohibiting passengersuse ofelectronicdevicescompletelyC.has overestimatedthe clangerofelectromagneticinterferenceD.hasn，t formedhis ownopinion on this problemPassageFourteenThere seemsnever tohave beena civilizationwithout toys,but whenand how they developedis unknown.They probablycameabout justto fivechildren somethingto do.In theancient world,as is today,most boys played with some kinds of toysand mostgirls with another.In societieswheresocial roles are rigidlydetermined,boys patterntheir play after the activities of their fathersand girlsafterthe tasksof their mothers.This istrue becauseboys andgirls arebeing prepared,even inplay,to step into the rolesand responsibilities of theadult world.What isremarkable about the historyof toysis notso muchhow theychanged over the centuriesbut howmuch theyhaveremained the same.The changeshavebeenmostly interms of craftsmanship,mechanics,and technology.It is theuniversality of toys withregardto their developmentin allpart of the worldand theirpersistence to the presentthatis amazing.In Egypt,the Americas,China,Japan and among theArctic（北极的）peoples,generally the same kinds of toysappeared.Variations dependedon localcustoms and ways oflife becausetoys imitatetheir surroundings.Nearly everycivilizationhad dolls,little weapons,toy soldiers,tiny animalsand vehicles.Because toyscan begenerally regarded as a kind of art form,they havenotbeensubject totechnological leapsthatcharacterize inventionsfor adultuse.The progressfrom thewheel to the oxcartto the automobile is a direct line ofascent（进步）.The progressfrom a rattle（拨浪鼓）usedby a babyin3000BC toone usedby aninfant today,however,is notcharacterized byinventiveness.Each rattleis the product of the artistictastes of the timesand subjectto thelimitationsof availablematerials.

66.The reasonwhy thetoys most boysplaywith aredifferent fromthose thatgirls playwith is that.A.they likechallenging activitiesB.their socialrolesarerigidly determinedC.mostboyswould like to followtheir fathers,professionsD.boys liketo playwith theirfathers whilegirls with theirmothers

67.One aspectof“the universalityoftoys”lies in the factthat.A.the basiccharacteristics oftoys are the samethe worldoverB.technological advanceshave greatlyimproved thedurability oftoysC.the improvementofcraftsmanshipin makingtoys depends on theefforts ofuniversitiesD.the explorationof theuniverse hasled to the creation of newkinds oftoys

68.Which of the followingis the authors viewon thehistorical developmentof toysA.Toys areplaying an increasingly importantrole inshaping achild scharacter.B.The craftsmanshipin toy-making hasremained essentiallyunchanged.C.Toys haveremained basicallythe sameall throughthe centuries.D.The toyindustry haswitnessed greatleaps intechnology inrecent years.

69.Regarded as a kind of artform,toys.A.reflect thepace ofsocial progressB.follow adirectlineof ascentC.also appealgreatly to adults D.are notcharacterized bytechnological progress

70.The authorused theexample of arattleto showthat.A.even a simple toycan mirror the artistictastes of the timeB.in toy-making there is acontinuity in the use of materialsC.even thesimplest toyscan reflectthe progressof technologyD.it oftentakes along timeto introducenew technologyinto toy-makingPassage FifteenSelling skills can be veryuseful to you inyour personallife.For example,have youever wantedto usesomeone elsescarYou had touse selling skills to persuadethe ownerto letyou useit.When you apply for ajob,you shouldreallybe trying to persuadetheemployerthat youwillbegood employee.If yourun for an electedoffice in an organization,you arereally tryingto sellyourself toothers.You aretryingtoconvince peoplethat youhave goodideas andwill providethe type ofleadership neededby thatorganization.Selling involvespersuading othersto acceptyour ideasoryouradvice.Sellingskillsare alsoimportant in most jobs.Business managerswant tohire peoplewho arecreative,who workwell withothers,and whocontribute to the success of theirbusiness.In theworldof business,selling is a veryimportant function.Business ownersuse selling skills togain acceptancefrom customersand employees about storepolicies andprocedures.Successful salespeopleuseselling skillsto assist customers in makingwise buying decisions.What IsSellingSelling involvesthe artof communicatingeffectively with people一simply explaininghow a product or service will benefitthe customer.Customers will not purchase a product or serviceuntil they are convincedthat theywill benefitfromowning thatproduct or service.The salespersonneeds toexplain,advise,and generallyhelp the customer.In fact,his most important jobis toassist the customer in makinga wise buying decision.The wordselling isdefined as:

1.assisting the customer,and

2.helping thecustomer make a wisebuyingdecision.Assisting theCustomerBusiness inAmerica todayis verycompetitive.In ourfree enterprisesystem,there are many businesses that sellsimilarproducts and services.For example,youcan purchaseapair ofjeans froma departmentstore,a women sormen，s apparelshop,a specialtystore,oradiscount store.Because customerscan purchase the sameproductor service frommorethan onebusiness,it is important thatbusinesses providepolite,friendly service to customers.If customersdo notreceivepolite andcapable helpfrom salespeopleat a business,theymay decide to purchase fromanother business.Salespeople make sure theyprovide thehelp customersexpect.Helping theCustomer Makea WiseBuying DecisionThe mostimportantresponsibility of any salespersonis to help customersmake wisebuying decisions.Customers have madewise buyingdecisions when they receivebenefits from the products or servicesthey havepurchased.These benefitsarecalled buyerbenefits.A buyerbenefit is the gainor personalbenefit customersreceive from the products or servicestheypurchase.The salesperson，s jobis to makesurehis customerspurchasethe productsor services which will mostbenefitthem.The Importanceof SellingSelling is important to our economy,to business,and to the Americanpeople.In orderto understandits importance,youneed to be familiarwithsomebasic factsabout eachsegment of the Americaneconomy.The economyof ourcountry isdivided intothree phases:production,marketing,and consumption.Production refers to thephysicalcreationof goods and services.Farming,mining,fishing,lumbering,and manufacturingmake upthe productionphase ofour economy.Thousands of goods and services areproduced each year.These goods and services,however,donot sellthemselves.After goods and serviceshavebeenproduced,they must be madeavailable to consumers forpurchase.Marketing is the processthrough whichgoods and services flowfrom theproducer to theconsumer.Wholesalers andretailersmake upthe marketingphaseofoureconomy.Selling is the mostimportant marketingfunction performedby retailand wholesalebusinesses.Wholesalers buyfrom producersand sell toretailers.Retailers buyfrom producersand wholesalersandsell to consumers.Consumersare the usersofgoods and servicesin oursociety.The processof usinggoods and services iscalledconsumption.What contributiondoes sellingmake tooureconomyThe roleof sellingin oursociety is to identify and provide the goodsand services that will satisfythe needs and wantsof theconsumer.Manufacturers,wholesalers,and retailersall dependoncustomers topurchase products and services.When a businesss salesdecline,the companyusually reducesthe numberof its employees.The jobsof the many peoplewho produceand providegoods andservices,therefore,depend onsuccessfulsalespeople.When customerspurchase productsandservices,they helpcreate employmentin manufacturing,wholesaling,and retailing.Full employmentin ourcountrycreates additionalpurchasing powerfor ourconsumers.Selling,therefore,assists inmaintaining the high standardof living enjoyedin ourcountry.What contributiondoes sellingmake toa businessThe roleof business in societyis to provide thetypes of productsand serviceswhich consumersneed andwant.It is thejobof the salesperson,as the business，s representative,tosatisfy thecustomers，needsand wants.Salespeople,and themanner in which theytreat customers,can reallydeterminethe success or failure of mostbusinesses.What contributiondoes sellingmake to the Americanconsumer Salespeopleare oftenthe onlycontact acustomer haswitha business.Salespeople representthe businessto thecustomer.They shouldoffer sincere,honest,friendly,andcourteous serviceto customers.The salesperson，s jobis to makesurethecustomerbenefitsfrom purchasinga productor service.Salespeople cansave customerstime andmoney byproviding product information,showing how a productorservicewillbenefitthecustomer,and makingsure customerspurchasethe productsand asserviceswhichwill best meettheir needsandwants,the

71.The mainidea offirstparagraph is.A the importance of sellingskills in managinga company.the importance of sellingskills injob-huntingB theimportanceofsellingskillsin onespersonallife.theimportanceofsellingskillsinborrowing

72.Selling isdefined in this article

73.Business inAmerica todayis verycompetitive,becauseA.there aretoo manykinds ofgoodsB.there are not manycustomersC.there aretoo manysimilar kindsofgoodsor servicesD.there aretoo many businesses

74.The threephases of the Americaneconomy are

75.Which of the followingis NOT trueA.Salespeople representa businessto thecustomer.B.Salespeople mustoffer satisfactoryservicetocustomers.C.Salespeople shouldhelp customersbuy the products thatwillbestbenefit customers.D.The successor failureof salespeoplehas littleto dowith the successorfailureof a business in mostcases.Passage SixteenOverthepastdecade,American companies have triedhard to find waysto discouragesenior managersfrom featheringtheir own nestsattheexpense of their shareholder.The threemost popularreforms havebeen recruitingmore outsidedirectorsin ordertomakeboards more independent,linking bosses，pay tovarious performancemeasures,and givingbossesshare options,so that theyhavethe samelong-term interestsas theirshareholders.These reformshavebeenwidely adoptedby Americaslarger companies,and surveyssuggest thatmany morecompaniesare thinkingof followingtheir lead.But havethey doneanygoodThree paperspresented atthe annualmeeting oftheAcademy ofManagement inBoston thisweek suggestnot.As is usually the case withboardroom tinkering,theconsequences havediffered fromthose intended.Start with those independentboards.On theface ofit,dismissing thebosss friendsfrom theboard andreplacingthem withoutsiders looksa perfectwaytomake senior managers moreaccountable.But that is not the conclusionofa studyby Professor James Westphal.Instead,he foundthat bosseswith aboardroom fullof outsidersspend much oftheir timebuilding alliances,doing personalfavors and generally pleasingthe outsiders.All toooften,these seductionssucceed.Mr.Westphal foundthat,toaremarkable degree,“independent”boards pursuestrategiesthat arelikelytofavor senior managers rather than shareholders.Such companiesdiversify theirbusiness,increase the pay ofexecutives andweaken thelink betweenpay andperformance.To assessthe impactof performance-related pay,Mr.Westphal askedthe bossesof103companies withsales ofover$1billion whatmeasurements wereused todetermine theirpay.The measurementsvaried widely,ranging fromsales toearningsper share.But theresearcher，s bigdiscovery was that bossesattend to measures that affect their own incomesandignore orplay downother factorsthat affecta companysoverall success.In short,bosses arequick toturn everyimaginablesystemof corporate governmentto theiradvantage-which is probably whythey are the peoplewho areputin charge of things.Here isparadox for the managementtheorists:any bosswhocan not beata systemdesigned to keephim under control isprobably notworth havingnot beata systemdesigned tokeep himundercontrolisprobably notworth having.

76.What is the purpose of thelarge companiesin recruitingoutsiders andputting themon theboard ofdirectorsA.To diversifythe businessof the corporation.B.To enhancethe cooperationbetween thesenior managersand theboard directors.C.To protectthe interestsof the shareholders.D.To introduceeffective reformsin businessmanagement.

77.What doesProfessorJamesWestphal sstudy suggestA.With aboardroom fullof outsiders,seniormanagerswork moreconscientiously.B.Outside boarddirectors tend to be moreindependent.C.Boardroom reformshave failedto achievethe desiredresult.D.Cooperation betweenseniormanagersand boarddirectors sufferedfrom thereforms.

78.The word“seduction”in the fourth paragraphprobably means“”A.efforts toconquer B.exertions tounderstandC.endeavors toincrease profitsD.attempts towin over

79.Which of the following statements is trueA.Corporate executivesin generalare worththehighpay theyreceive.B.The incomeof corporateexecutives isproportional to the growthof corporateprofits.C.Corporate executivestendto take advantageof theirposition toenrich themselves.D.The performance ofcorporateexecutives affectstheirowninterests more than those of the shareholders.

80.How doesthe author feelabout theefforts tocontrol seniorexecutivesA.approving..B.optimistic.C.positive.D.doubtfulIV.Read the following passagesand finishthe exercisesof eachone.A.Mark the following statementstrue Tor falseF according to the passage.Passage OneA.price discriminationB.deceptive pricingC.resale pricemaintenance D.price fixing

5.Which of the followingbelongs toMarketing Mix”A.Labor forceB.Machines C.Materials D.Promotion

6.What doyou thinkis thestrength of publicityA.Being flexibleB.Avoiding mediacostsC.Saving preparationtime D.Reaching alarger number of audiences

7.Which of the following can NOTbeafeature of a bondA、It has a certaindenomination.B、It has a prefixed interest rate.C、It involveshigh risk.D、It has a prefixedmaturity date.

1.

1.Which of the followingisalegal tenderA.IOU chequesB、U.S.dollars C、Lumps ofsilver D、Bank deposits

9.If youadvertise a product,your mainpurposeofdoing sois to___________.A.earn moremoney for the advertisingagencyB.promote sales of thatproductC.compete withother firmsthat producethe samekindof productD.introduce thatproducer to the public

10.What doyou thinkis thestrength of personal sellingA.High efficiencyB.Great flexibilityA.documentary B.irrevocable C.dishonored D.confirmedA one which the importer is ashamed of.one whichtheimporterfails to pay on the due date drawerB one whichthe failsto payexporter failsto clear.onewhichthe

12.A dishonouredbill is.

13.In termsof safeness,a mortgage bond adebenture bond,A.isthe same asB.is saferthan C.involves morerisk thanD.is not as safeas

14.What is an insurance policyA.A governmentlaw oninsurance.B.A writtencontract between the insurerand theinsured.C.A pieceof paperwith the insurer ssignature onit.D.A setof rulesto regulatethe insurancemarket.

15.What canwe sayfor certain about transportation and physical distributionA.Transportation isthe samething asphysical distribution.B.Transportation is not asimportant asphysical distribution.C.Transportation isone of the componentsof physical distribution system.D.The termtransportation iswidely used to meanphysicaldistribution.

16.Customer relationsshould beresponsible for all of the followingEXCEPT.A.the quality ofproductorserviceB.customer inquiriesand complaintsC.finding newresources for the companyD.attracting newcustomers

17.What isthe majorfeature of a global marketing strategyA.Uniformity B.Flexibility C.Localization D.Diversity

18.What ismeant by“consideration“in a contractA.An itemof considerablevalue given tothe other party.B.An itemof value given tothe other party.C.Money inexchange ofgoods.D.Careful thinkingbefore signinga contract.

19.Which of the followingis NOTtrueA.Packaging meansmore than the boxes,wrappings and other materialsthat goroundthephysical product.B.Packaging canchange thequalityof aproduct.C.Packaging canchange aproductin the mindsof consumers.D.Packaging canhelp toopen largermarkets.If sustainablecompetitive advantagedependsonwork-force skills,American firms have aproblem.Human-resource managementis not traditionallyseen ascentral tothe competitivesurvival of the firmin UnitedStates.Skill acquisitionisconsidered anindividual responsibility.Labour issimply anotherfactor ofproduction to be hired-rented atthe lowestpossiblecost-much asone buysraw materialsor equipment.The lackof importanceattached tohuman-resource managementcan be seen in the corporate hierarchy.In an American firmthechief financialofficer isalmost alwayssecond incommand.The postof headof human-resource managementis usuallyaspecialized job,off atthe edgeof thecorporatehierarchy.The executivewho holdsit isnever consultedon majorstrategicdecisions andhas nochance to move upto ChiefExecutive OfficerCEO.By wayof contrast,in Japanthehead of human-resource managementis central-usually the second mostimportant executive,after theCEO,in the firmshierarchy.While American firms oftentalk aboutthe vastamounts spenton trainingtheir workforces,infactthey investless intheskills of their employeesthan doeither Japaneseor Germanfirms.The moneythey doinvest is also morehighlyconcentrated onprofessional and managerial employees.And thelimited investmentsthat aremade in training workersare also muchmore narrowlyfocused on the specificskills necessary to dothe nextjob ratherthan on the basic backgroundskills thatmake itpossible toabsorb newtechnologies.As aresult,problems emergewhen newbreakthrough technologiesarrive.If Americanworkers,for example,take muchlongerto learnhow tooperate newflexible manufacturingstations thanworkers inGermany as theydo,the effectivecostof thosestations islower inGermany thanit isin the UnitedStates.More timeis requiredbefore equipmentis upandrunning atcapacity,and theneed forextensive retraininggenerates costs and createsbottlenecks thatlimit thespeedwith whichnew equipmentcan beemployed.The resultisaslower paceof technologicalchange.And in the endtheskills of the population affect thewages of the tophalf.If thebottom halfcan，t effectivelystaff the processesthat haveto beoperated,the managementand professionaljobs thatgo with these processeswill disappear.

1.The management of humanresources in American companiessees thegaining ofskills as their employeesownbusiness.

2.The headofhuman-resource managementin anAmericanfirmis directlyunder thechief financialexecutivesin the firms.

3.The moneymost American firms putintrainingmainly goesto workerswho lackbasicbackgroundskills

4.According tothe passages,the decisivefactor inmaintaining a firms competitiveadvantage istherational compositionof professionalandmanagerialemployees

5.According tothe passage,the human-resource managementstrategies ofAmerican firmsaffect theircompetitivecapacity.Passage TwoTheobject of market researchis to“mange”sales:first tomake possible,then tomake thempracticable,and,finally,to ensurethey areprofitable.Many peoplemake funof market research.To beginwith,it oftenseems toreveal theobvious,such as thecasewhere abakerychain spent5,000pounds discoveringthat peopleprefer freshto stalebread.At othertimes,itcomesup withinformationwhich isprobablynottrue.On oneoccasion,the BritishMarket ResearchBureau discoveredthat one infive rugbyplayers wasfemale.Such investigationscan,meanwhile,be very expensive;it is not unusualfor anenquiryto costtens ofthousands ofpounds.How ismarket researchdone Why is itoften unreliableand expensiveAtthe beginning,any pieceofmarketresearch must be carefullyplanned.The first stage is to definethe problem.Forexample,isitthecustomerwho is not buying,or theshopkeeper Arelow salesusedby a firm s inefficiencyratherthan byfaulty productdesign Atthis point,it isimportant toget asmany viewsas possible,and toexamine allsalesrecords thoroughly.Simply goingthrough all the paperworkat this stage couldtrace追踪；查出the sourceof the problem.After thishas beendone一and assumingthat thesource of the problemhas notbeen revealed一the organizationcan moveto“external”research:looking atvarious materialspublishedbygovernment bodies,trade associationsand soon,toseewhat thesereveal aboutconsumer habitsand trends.However,most peopleassociate theterm marketresearch”with survey调查work,and this is wherethe majorexpenseslie.Why isthis kindof researchso timeconsuming andexpensive Basically,because itinvolves severalstages,eachof whichcantakequite awhile.The firststage is to decide on asample,since it is obviouslynot practicableto surveyall possibleconsumersof a particularproductorservice.This isthe businessof statisticians记录学家.There area numberofdifferentkindsofsample:random,area,quota.Following this,a questionnaire调查表must bedevised and there aremany problemsinmakingsurethatthis isclearand that the questionsarelikelyto elicit弓I出helpful responses.Before the questionnaire is given to all thesample,it triedout on a smallgroup.This iscalled a,pilot”survey.The responsesare usedto revisethequestionnaire.

6.Market researchaims tobring about and promotesales.

7.The discoverymadeby the BritishMarket ResearchBureau istrust-worthy.

8.Market researchis carriedout in the form of surveywork only.

9.The questionsin questionnairesshould beso designedas toelicit expectedresponses.

10.Enquiring samplecustomers isthe laststage inmarketresearch.Passage Three跨国企业The riseof multinationalcorporations,globalmarketing,new communicationstechnologies,and shrinkingcultural differences空前的have ledtoanunparalleled increase in globalpublic relationsor PR.Surprisingly,since modernPR waslargely anAmerican invention,theU.S.leader shipin public relations is being threatenedby PRefforts inother countries.Ten years ago,for example,the worldstop fivepublic relations agencies wereAmerican owned.In1991,only onewas.The Britishinparticularare becomingmore sophisticatedand creative.A recentsurvey foundthat more than halfof allBritish企业的companies includePR as part of their corporateplanning activities,compared toabout one-third ofU.S.companies.It maynotbe longbefore Londonreplaces New York as the capital of PR.WhyisAmerica laggingbehind in the globalPR raceFirst,Americans as a wholetendto be fairlyprovincial and take more of aninterest inlocalaffairs.Knowledge ofworld geography,for example,has never been strongin thiscountry.Secondly,Americans lagbehind their对手European andAsian counterpartsin knowingasecond language.Less than5percent ofBurson MarshallsU.S.employees knowtwo languages.Ogilvy andMather hasaboutthe same percentage.Conversely,some Europeanfirmshavehalf ormoreof theiremployees fluentin asecondlanguage.Finally,people involved in PRabroad tendtokeepa closereye oninternational affairs.In thefinancialPR area,for instance,most Americansread theWall StreetJournal.Overseas,their counterpartsread theJournal as well as theFinancial Timesof Londonand TheEconomist,Publications notoften readinthiscountry.Perhaps thePR industry might takea lesson from Ted Turner of CNN CableNews Network.Turner recentlyannounced thatthe word“foreign wouldno longerbe usedon CNNnews broadcasts.According toTurner,global communicationshavemade the nationsof theworld so interdependentthat there isno longer anysuch thingas foreign.

11.According tothe passage,U.S.leadership inpublic relationsisbeingthreatened because of increasedefforts ofothercountries inpublic relations.

12.London couldsoon replaceNewYorkas thecenter ofPR becausefour of the worldstop publicrelationsagenciesareBritish owned.

13.Comparatively,there aremore U.S.employees knowtwolanguages.

14.We learnfrom thethird paragraphthat employeesin the American PRindustry are notassophisticated as theirEuropean counterparts.

15.The PRindustrymighttake thelessonfromTedTurnerofCNNthat Peopleworking inPR should bemorefluent inforeignlanguages.Passage FourInrecentyears,Israeli consumershave grownmore demandingas theyve becomewealthier andmore worldly-wise.Foreigntravel isa nationalpassion;this summeralone,onein10citizens willgo abroad.Exposed tohigher standardsofservice elsewhere,Israelis arereturning homeexpecting thesame.Americanfirmshave alsobegun arrivingin largenumbers.Chains such as KFC,McDonald sand PizzaHut are setting anew standardof customer service,using strictemployeetraining andconstant monitoringto ensurethe friendlinessof frontlinestaff.Even theAmerican habitoftelling departingcustomers to“Have anice day“has caughton allover Israel.Nobody wakesup inthe morningandsays,Let sbe nicer,“says ItsikCohen,director of a consulting firm.Nothing happenswithout competition.”Privatization私有化,orthethreat ofit,isamotivation as well.Monopolies垄断者that untilrecently havebeenfree totake theircustomers forgranted nowfear whatMichael Perry,a marketingprofessor,calls“the revengeful报复的consumer.When the government openedup competitionwith Bezaq,the phonecompany,its international branch lost40%of itsmarket share,even whileoffering competitiverates.Says Perry,uPeople wantedrevenge for all theyearsofbadservice.The electriccompany,whose monopolymay beshort-lived,has suddenlystopped requiringusers towait half aday for a repairman.Now,appointments arescheduled tothe half-hour.The gracelessEl Al Airlines,which isalready atauction拍卖,has retrainedits employeesto emphasizeservice andis boastingaboutthe results in an adcampaign withtheslogan,“You canfeel the change inthe air.For the first time,praise outnumberscomplaints oncustomer surveysheets.

16.It may be inferredfrom the passage thatcustomer servicein Israelis nowimproving.

17.In the authors view,higher servicestandards areimpossible in Israel if theres nocompetition amongcompanies.

18.If someoneinIsraeltoday needsa repairmanin caseof apower failure,the appointmenttakes onlyhalfaday tomake.

19.The serviceoffered byits competitorswas muchbetter isthe reasonwhy Bezaqsinternationalbranchlost40%of itsmarketshare.

20.The example of ElAlAirlinesshows that agoodslogan has the greatestpotential forimproving service.B.Passage OneStepsin EnteringBusiness in China16Foreign manufacturing business in China fallsinto one of thethree categories:foreign equity jointventures,foreign cooperative joints ventures,and solely owned foreign investment enterprises.To theseforeigninvestments isadded directinvestment inbonds orshares.Sellingisdone througha joint venture partnerwhose businesslicenseallows saleswithin China.Sourcing in China involvesa contractagreement witha Chinesepartner in orderto guaranteequality controland productavailability.2Direct investment in China may besupplying equityfor joint venture projects,buying stocksin a joint stocklimitedcompany,and buyingbonds that are floatedfor largeinfrastructure projects,for example.The rate of return on bondinvestmentcan bebetween15percent and17percent for a15-year period;however,the investmentis notreturned.3The firststep in entering China for businessis to identify ones owncompany sneeds.China is not the right environmentforevery kindof foreign business.Foreign companiesalso needtoidentify goals:1to sellto China;2to buyfrom China;3to manufacturein Chinafor exportonly;4to manufacturefor domesticmarkets.4The nextstep,if thegoal isbuying,selling,or forminga joint venture,istoidentifya partner.The choiceofa partner is extremelyimportant andcan beaccomplished inseveral ways.Chinese consulatesand embassiescan offerinformationabout potentialpartners.Consulting firms in Chinaand abroadcan alsoidentify potentialpartners.Chinesegovernment commissionsthat approveforeign investment,such asthe Shanghai Foreign Investment Commission,can providelistsof partners.Delegates from China maytravel toa foreignfirmshead officeand initiatetalks about partnership.57The thirdstep istofindout aboutthese potentialpartners,usually byhaving ones ownrepresentativesmeet withthe Chinesein China.Good researchisimportant.Key factorsaretheChinese company s experiencewithforeign joint ventures andcapability inthe business.Foreign firmsdo notusually havemore than one partnerforeach project.6The fourth step involvesthree majordocuments.The firstisa Letter of Intent thatestablishes the agreement reachedbetween partners towork togetherto accomplishthe goalsof bothsides inthis partnership.This isrecommended forthelinkage betweenforeign buyersfromChinawithanimport-export agentthatwilloversee the buying,aswellasfor joint venture partnersfor marketing and manufacturing.When thepartners plana jointventure companythey willnexthave Articles of Associationora Charter drawnup,detailing howthe newcompany entitywillbestructured.Thisleads toa jointventure contract.It mayhave appendicesthat specifyother specificcontract agreements,such asintellectualproperty rights,patent rights,and exportnumbers.The documentationis oftenprepared for foreigncompanies byforeign lawfirms operatingin China.7The fifthstep in a jointventure isa feasibilitystudy.This document,approximately20pages long,follows a specificformat andis reallyajointjustification study,signed byboth partners.The feasibilitystudy must be performedby a Chinese-approved organization,usually aconsulting firmin China.In somecases,an environmentalimpact studyispart ofthis step.8The finalstep isapproval resultinginthe business license.Businesses mustoperate strictlywithin thescope specifiedinthe businesslicense.It isrenewed everyyear.9Within eachindustry there are specificrequirements for the businesslicense aswell.Of course,once authorityis givenfor thejointventure toexist,the company has toimplement theapprovals.This usuallyresults infurther negotiationsbetweenpartners.10Chinese law.China slegal system is slowlybeginning todevelop,but isstill inthe earlystages.8The newCompany Law,effective July1,1994,isthefirst ofits kindsince theestablishment of the People sRepublic of China in

1949.Previously,foreign investorshad torely onvague rulescited byofficials andon hearsayfrom other foreignfirms experiences,now theycan basetheir decisionsonthislaw,adopted atthe FifthSessionof theStanding Committeeof the8th NationalPeoplesCongress.The CompanyLaw governsall limited liability andjointstock companies,including thosewith foreigninvestment.11Accounting.Accounting practicesare notuniversal in China;the kindof organization——equityjointventure,cooperative jointventure or solelyownedforeigninvestmententerprise一will determinehow accountsare kept.Foreign-investment manufacturing firms are not subjectto importduty if their productsare exported.Duty-free havensexistto encouragemanufacture—for—export byforeign-investment enterprises.12Marketing.Marketing insideChina isvery difficultfor foreignfirms unlessthey arejointventurepartners of Chinesefirms alreadyinvolved indomestic marketing.Distribution channelsusually coincidewiththe governmentaladministrative regions.Transportation andtelecommunication infrastructures limit development also.Nevertheless,the marketis soenormous that even oneregion isenough tosustain abusiness.Consumer demand for commoditiesandservices isgreat.9Manufacturers cansell withvery littlepromotion,but atthesametime namerecognition isveryimportant for the appealto statusthat isa characteristicofChineseculture.Billboard advertisingis effective,along withtelevision commercials.13Financing.10Financing offoreign businessin Chinamay takeseveral forms.Wholly foreigninvestment enterprisesusually export toa subsidiary or trading company in another country.The total investmentinjointventuresis registeredcapitalequity pluscirculating fundsdebt.Debt-equity ratiosare publishedand conformto levelssetbyChina.The equityoften comes from theforeign partnerand workingcapital from the BankofChina.In largeprojects,companiescan gopublic.Some enterprisesin Chinafloat bonds;in1993convertible bondsappeared,convertible intocommon shares.One successfulexample isthe Shanghai Pinkerton Float Glass Plant.14Equity jointventure operationsallow eitherpartner tobring anythinginto Chinawithout duty.Labor is not equity;when the contract isbeing negotiated,each sideinflates itscontribution.In acooperativejointventure,only thingsusedspecifically forproduction areduty free.B.Answer the following questions according to your understanding of thepassage:

1.Which of the followingistrueconcerning a foreign manufacturingbusinessinChinaA.A contactagreement witha Chinesepartnerisneeded.B.Quality controland productavailability mattera lotto its success.C.Selling can be donefreely bothinChinaandinothercountries.D.Both A andB.

2.From Para.4,we know.A.Chinese consulatesand embassiescan appointa partnerfor aforeign company.B.Only consultingfirmsinChina havethe right tohelpfind apartner.C.The Chinesegovernment grantsrights onlytotheShanghaiForeignInvestmentCommissionto approveforeign investmentinChina.D.Delegates fromChinamaystay homeor goabroad tohold talksaboutpartnership.

3.Three majordocuments involvedinthefourthstepare.A.a Letterof Intent,Articles ofAssociation anda CharterB.aLetterofIntent,a Charteranda contractC.ArticlesofAssociation,aCharteranda contractD.documents ofintellectualpropertyrights,patent rightsand exportnumbers

4.What doestheauthormainly discussin Para.J3A.ShanghaiPinkertonFloatGlassPlant.B.Wholly foreigninvestment enterprisesusuallyexporttoasubsidiaryortradingcompanyin anothercountry.C.Some enterprisesinChinafloat bonds.D.Financing offoreignbusinessinChinamay takedifferent forms.

5.According tothepassage,which of the followingis NOTtrueA.Six stepsare necessaryinenteringbusinessinChina.B.Foreign investmentmanufacturingfirmsare freeof importduty if their productsare exported.C.Marketing inChina willbe easierforforeignfirms ifthey arejointventurepartners ofChinese firmsalreadyinvolved indomestic marketing.D.Accounting practicesfor equityjointventureand cooperativejointventurearethesame.C・Translate theunderlined sentencesinto Chinese

678910.D.Answer the following questionsaccording to your understandingof thepassage:

11.What doyou thinkaforeignmanufacturingbusinessshould dofirst when it wantsto enterChinafor business

12.What doyou thinkarethedifficulties aforeign enterprisemay befaced withwhenitoperates inChinaPassage TwoIntroductionto CompaniesTheGeneral Natureof Companies18A company isa form of business organizationwhich isowned by all those who investin it.These investorsare knownas shareholders asthey ownor“hold a share of the company.The sizeof theirshare of the companywill dependuponthe amount of moneytheyhaveinvested in it.The totalinvestment byall ofthe shareholdersis known asthe sharecapitaiof the company.Thus,unlike asole trader,where oneperson ownsthe business,orapartnership,where a small numberof peopleownabusiness,a company maybe ownedby severalhundred oreven severalthousand shareholders.Obviously,all of these peoplecannot beinvolvedinrunning the company.Instead,the shareholdersappoint directorstorunthe companyon theirbehalf.If thedirectors runthe companyefficiently andmakeaprofit,the shareholderswillreceive a dividend eachyear asa returnon their investment.Characteristics ofCompaniesThe characteristicsof companiesdiffer inseveral respectsfrom bothsole tradersand partnerships.The followingareamong themore importantdifferences.Separate LegalEntity19A uniquefeature of a company is that,no matterhow manyindividuals havebought shares in it,it istreated initsdealings withthe outsideworld asif it was a person inits ownright.It issaid to bea separatelegalentity.Justas thelaw cancreate thisseparate legalperson,so alsocan iteliminate it,but itsexistence canonly beterminatedby usingthe properlegal procedures.Thus,the identityoftheshareholders in alargeconcern may be changingdaily asshares arebought and sold bydifferentpeople.On theother hand,asmall private company mayhavethesameshareholders from the dateit isincorporatedthe dayit legallycame into being,until thedate whenliquidation iscompleted thecessation ofthe company,oftenknown alsoas“winding up“or beinguwound up.A primeexampleofits identityasaseparate legal entity is thatit maysue itsown shareholders,orin turn besued by them.Limited LiabilityMostcompanies are“limited”companies.This means that anyshareholder who has paidfor theshares whichhe hasboughtcannot be forcedto pay moremoney into the companyif,for example,it ismaking lossesor hasgone intoliquidation.20Thus,the maximumamount of money anyshareholder canlose byinvesting in a company isthe amount hehasinvested.Unlike insole tradersor partnershipsa shareholder in a limitedcompany cannot be forcedto sellhis house,car,etc.to pay the debts ofthe business.If a shareholder has not paidin fullfor theshares he has agreed to buy,he can be forcedto pay the balanceowingon theshares.Once hehas paidthat amounthe cannot beforcedto payany furtheramount.Thus,his1lability islimited tothe amounthehasagreedto pay buthasnotyet paid.This is known aslimitedliability and thecompanyis known asa limited company.It isimportanttonote thatit istheliability oftheshareholdersthat islimited notthe liabilityofthecompany.21Companies canincur debtswellbeyond whatthey areableto pay and therefore theirliabilities canexceed theirassets.There are,as willbe seenlater,some companies,knownasunlimited companies,inwhichthe liabilityoftheshareholdersis notlimited.Limited liabilityand the ability to raise largeamounts offinance arethe principalreasons whylimited companies arethe mostcommon form of business organization.Public Companiesand PrivateCompaniesBroadly speaking,there aretwo classesof company,the publiccompanyand the privatecompany.Public companiesare alsoknownas PLCs,that is,public limited companies.A private companymaynot haveless thantwo,ormore than fifty,shareholders excludingemployees andex-employees andmaynot offerits shares tothe general public.Once somesomeone haspurchased shares in a private companythe righttotransfer thosesharestosomeone elseis severelyrestricted.A PLCisa company whichfulfils thefollowing conditions:•It must be ableto issueshare capitalof atleast30,000;•It must have atlest seven shareholders.There isno maximum.•Its namemust endwiththewords“public limited company”,the abbreviation“plc”.A private companyis usually,but not always,smaller than a public company.The sharesthat aredealt inon the Stock Exchangeare all of publiclimitedcompanies.This does not meanthat allpubliccompanies,shares are traded on the StockExchange,as,for variousreasons,some publiccompanieshaveeither chosennotto,ornotbeen allowedto,have theirshare tradedthere.The onesthat aretraded in are knownas quotedcompaniesor listedcompanies meaningthatthe price ofsharesinthem isquoted orlisted by theStockExchange.Quoted companieshaveto complywith StockExchange rulesand regulations.Share Capitaland DividendsA shareholderinalimited company obtainshis rewardfor investinginthe form of a shareofthe profits,knownasa dividend.22The directors decide howmuchoftheprofitsisto be retainedinthecompany andused forexpansion.Out oftheprofits remainingthey proposethe paymentof a certain amount of dividend.The shareholderscannot propose a dividendfor themselves higherthan thatalready proposedby thedirectors.They can,however,propose thata lesserdividendshould be paid,although this action isvery rare.If thedirectors proposethat nodividend be paid,then theshareholdersare powerlessto alterthe decision.The decisionby thedirectors astothe amount proposed as dividendsisavery complexone.Such mattersastheeffectof taxation,the availabilityof bankbalances topaythe dividends,the possibilityof take-over bidsandsoon willallbe takeninto account.Dividends areusually expressedasapercentage ofthesharecapital.A dividend of10%in CompanyA on500,000CommonShares of£1each willamount to£50,000,oradividendof6%in CompanyBon200,000Common Sharesof£2eachwill amountto£24,

000.Ashareholderhaving100sharesineach firmwould receive£10from CompanyAand£12fromCompany B.B.Answer thefollowing questionsaccording to your understandingofthepassage:

13.A mostsignificant difference between a public companyandasmallprivate company liesin that.A.a publiccompanyhasmore shareholdersthanaprivate companyB.theshareholders of a publiccompanycan secureadividendeachyearwhereas theshareholders of a privatecompanydoes notC.the identityoftheshareholdersof apubliccompanymay be changingdaily whereas the identityoftheshareholdersof aprivatecompanyalmost remainsthe sameD.apubliccompanyistreated asaseparate legalentitywhereas aprivatecompanyis not

14.Which ofthe followingstatements istrueA.Unlike asole traderor partnershipa shareholderinanunlimited companycan forcedto sellhis houseor cartopay the debtsofthe business.B.Like asole traderor partnershipashareholderinalimitedcompanyalso facestheriskof beingforcedto sellhis houseorcartopaythedebtsofthebusiness.C.The liabilitiesof alimitedcompanycannot exceedits assets.D.The liabilityofashareholder ofalimitedcompanyislimited towhat hehas investedinit.

15.Which ofthefollowingstatementsisNOTtrueA.The numberofaprivatecompany sshareholdersmaynotexceed fifty.B.A PLCmusthaveat leasesevenshareholders.C.A PLCis alwayslarger thanaprivatecompany.D.Listed companiesare thosewhose sharesaretradedon StockExchange.

16.The shareholdersofaPLC havetherighttodoall ofthefollowingEXCEPT.A.attend generalmeetings ofthe companyB.vote fordirectors ata generalmeeting ofthe companyC.propose adividend forthemselves higherthan thatalready proposedby theboardD.proposeadividend lessthan thatalready proposedby theboard

17.When thedirectorsdecidethe amountproposedasdividends,theyhavetotakeintoconsiderationallthefollowingEXCEPT.A.theeffectof taxationB.whether theyhave enoughmoney on the accounttopaythe dividendsC.the numberofthecompany,s shareholdersD.whether theyhave enoughreserves possiblyto be usedtotake oversome othercompany throughStock ExchangeC.Translate theunderlined sentencesinto Chinese

1819202122.D.Answer thefollowing questionsaccording toyour understandingofthepassage:

23.What arethe majordifferences amongcompanies,sole tradersand partnershipsaccording toour passage

24.Why domost companies nowadaysadopt theformoflimited companiesPassageThreeContracts1One legalagreement fundamentalto manykindsofbusinesses isthe contract.30We canbroadly definea contractasan exchange of promisesenforceable bylaw.Few peoplerealize howmanybusinessesand personaltransactions involvecontracts.Contracts areso fundamentalto businesspractice thateven5,000yearsagothe Egyptiansand Mesopotamiansknewand enforcedthem.The contracts with whichyou areprobably familiar-insurance policies,leases,and installmentbuyingagreements-are only a fewofthemany forms.They arevisible andrecognizable as contracts becauseoftheirlegaljargon.But a contract canbe formedwithout evenan exchangeof spokenwords.Conditions forContracts24The lawof contractsdeals largelywith identifying the exchangesthat canbe classifiedascontracts.In theUnitedStates allofthefollowing conditionsmust bemet fora promise tobe considered a valid andbinding contract.25An offermust be made.One partymust proposethat agreementbe enteredinto byboth parties.31Each personor groupofpersons formingacontractis referredtoasa party.The offercanbeoral orwritten:A salespersontelephonesor writesa prospectiveclient,telling theclient heor shecanpurchasematerials ata certain price.Or itcan beintheformofan act:the telephonecompany offerstoprovideservice bytheactof placinga payphone ona streetcorner.In anycase,the offermust bespecific enough tomakeclear theintention ofthe offeringparty.26An advertisementisnotconsidered an offer.The placementof merchandiseina store window,therefore,isnotconsideredby contractuallaw as an offerto sellthat merchandise.But whena storeplaces merchandiseon theshelf andmarksit witha pricetag,thisis considered alegal offer.2732Acceptance ofthe offermust bevoluntary.Don Corleone,the Godfatherof filmand novel,frequentlymade people“an offerthey couldnt refuse”.Luckily forhim,he didnot dependon thelaw toenforce thepromisesgained bythese offers,foranability torefuse isa prerequisitefora valid contract.The courtswill notupholda contractif eitherthe offerortheacceptance wasobtained throughwhat istermed duressor undueinfluence”.28This ruleis referredtoasthe principleof mutualacceptance.A counterofferimplies rejectionoftheoffer.If,forexample,someone offeredto sellyouacar for$1,000but yourefused topaymorethan$880,there wouldbe nocontract.But ifthe sellerhanded youthe keysafter yourcounteroffer,thisactwouldbeconsidered voluntaryacceptance,anda contractwouldbe made.29Both partiesmust giveconsideration.A promisebinds legallyonly wheneach partygives somethingof valuetotheother.Thisitem of value,or consideration,maybemoney,goods,services orthe forbearancegive upofalegal right.The centralideabehind thisrequirement isthat bargainingshould takeplace andthat each party shouldget somethingfor givingsomething.30The relativevalue of eachpartys considerationdoesnotmatter tothe courts.If peoplemake whatseems tobeabadbargain,that istheir affair.Consideration is legally sufficientwhen bothparties receivewhattheythought wassufficientwhen makingtheagreement.In afamous1888Maryland decisionDevecmon v.Shaw aman hadpromised thatifhis nephewtook atrip toEurope,he wouldfully reimbursehim forexpenses.The uncleattempted toavoid payment,but thecourt ruledinfavor ofthenephew.The nephewwas underno previousobligation tomakethetrip.By givinguphis legalrighttostay athome,he gavesufficient consideration.Thus,even thoughthe bargainwas verymuch tothenephews advantage,thecontractwas legal.31Both partiesmust becompetent.33The lawgives tocertain classesof peopleonly alimited capacityto enterintocontracts.These areminors,the insane,and the intoxicated.In moststates,people soclassified can make agreementsonlyforthenecessities oflife:food,clothing,shelter,and medicalcare.32If a store sellsa mentallyincompetent mana TVset oncredit,the installmentpurchase agreementisnotavalidcontractand thestore mustbear anylosses incurred.A hospitalthat givesthis sameperson emergencytreatment oncredit,however,is entitledto payment.33There islittle variationamong stateson thematter of contractswiththe drunkor insane,but minorsareaspecialcategory.The ageof majorityis establishedby state law.In moststates it is eighteen;insome,it istwenty-one.In addition,many stateshave adoptedthe UniformMinor StudentCapacity toBorrow Act.This lawallows a lender toenforce an educationalloan madetoaminor,provided thatthe lenderpossesses astatement indicatingthatthe borrowerhas beenaccepted forenrollment ataspecificschool.34The contract mustbelegal.The lawwillnotenforceapromise that involves anillegal act.Some illegalsituations areobvious.A gangstercannot get helpform the courts toenforceacontract todeliver illegaldrugs ata prearrangedprice.Less obviousisthecaseofthemanwho signsa promissorynote torepay agambling debt:the noteisnotanenforceable contractif state law prohibitsgambling.Even ona loan thatisotherwise legal,ifthe lender asksmoreinterest thanstatelawallows,the courtswill allowhim to collect only the principal,notthe interest.35The contractmustbein properform.Although manycontracts canbemadeorally,by anact,or bya casuallywritten document,in certainsituations thelaw requires thataprescribed formbe allowedforapromise tobeconsideredavalidcontract.The statuteof fraudsrequiresthatthe transferof personalproperty worthmorethan$500be put into writing.Thewritten form is alsorequired for all real property contracts and forcontracts thatcannot befulfilled within oneyear,such as instalIment-purchase agreements.34When thelaw requiresa writtendocument,any changeintheagreementmust alsobe written.36A contractneed notbe long;alltheelements ofacontractcanbecontained inasimpledocument.B.Answer thefollowing questionsaccording toyour understandingofthepassage:

25.The passagemainly talksaboutA.the historyofthecontractB.the definitionofthecontractC.the conditionsforthecontractD.the kindsofcontracts

26.What ismeant by“consideration“inacontractA.An itemof valuegiventotheotherparty.B.An itemof considerablevaluegiventotheotherparty.C.Careful thinkingbefore signingacontract.D.Money inexchangeofgoods.

27.We caninfer from the text,canmakeagreements for morethanfood,clothing,shelter,and medicalcarein moststates oftheUnitedStates.A.the minorsB.the deaf-mutesC.the insaneD.theintoxicated

28.On aloanthatislegal,the courtswill allowalendertocollectonly hisprincipal when.A.thereisno fixedinterest rateB.thelenderdemands aninterest morethanthe statelawallowsC.the interest rate isvery lowD.theborrowercantpaytheinterest

29.We learnfrom thesixth conditionthat.A.any changesmade inan agreementmustbewrittenB.contracts ofany personalproperty transfermustbewrittenC.alongcontractmustbe writtenD.forall realproperty contractsandcontracts thatwill extendover ayear,written formis required.C.Translate theunderlined sentencesinto Chinese

3031323334.D.Answer thefollowing questionsaccording toyour understandingofthepassage:

35.In whatforms cananofferbemade

36.According tothe text,in whatsituations mustacontractbe writtenPassageFourStocks andBonds142Some peopleare contentto limittheirinvestmentprograms tosuch safeinvestments assavings accountsandsavings bonds.They takecomfort inknowing thatwhile thereturn fromsuch investmentsmaybesmall,it issteadyand sure.Other peopleseek investmentsthat involvehigher risks.They understandthattheamountof money aninvestmentreturns isfrequently relatedtotheamountofrisk itinvolves.Because theywant to obtain thegreatest possiblereturnon eachdollar invested,they arewillingtotake certainchances.Still anothergroup ofpeoplewantboth thecomfortof safeinvestments and the greaterdollar returnof high-risk investments.Accordingly,they prefera programthat hasa balance ofboth safeand high-risk investments.2For thatlasttwogroups,the mostpopular typesof high-risk investmentsare thosethatinvolvesecurities.43Securities,which isa generalterm forstocks and bonds,are soldby governmentsand corporationsinorderto raiselargeamounts of money.3There arethree waysinwhichbusinessesthatneed a great deal ofmoney foralong periodof timecan obtainthatmoney.They cango toa bankand applyforalong-term loan.They canuse theprofits ofthebusiness.Or theycansell stocks andbonds.But banks are oftenreluctanttolend largeamounts forperiods longerthanoneor twoyears.And profitsare ordinarilynot largeenough tofinance anythingveryexpensive.Therefore wheneverbusinesses orgovernmentsneed financingfor majorprojects orfor growththey mustraise the money throughthesaleof securities.Bonds4A bond is likea promissorynot,except thatit is issued eitherbyabusiness orbyagovernment unitsuch asa city,country,or state.When youbuy a bond,you arereally lendingmoney tothegovernmentorbusinessfrom whichyou buyit.In return,you receivefrom theseller awritten promisetopayyouadefinite sum ofmoney,plus interest,ata futuredate.5There aretwo typesof bonds.44Government bondsare issuedby stateand localgovernments tohelp payfor improvementssuch as streets,schools,and publicbuildings.Corporate bondsare issuedby businessestoraisemoneyforexpansionand growth.Features ofBonds6Bonds areusually issuedin$1,000denominations.The denominationisthesumofmoney thatthe bondrepresents.This sumis printedonthe bond.45The interest rate is set atthe timea bond isissued.It remainsthesameuntilthe bondmatures.The maturitydate ofa bond isalsofixed.Bonds maybe issuedfor suchperiods as10,20,or30years.7Suppose youbought a$1,000bond at6percent interestfor20years.Each yearyou would receive$60in interest6percent of$1,

000.The interestwould probablybe paidtoyouin twopayments,$30every sixmonths.After20years,the bondwould mature,and youwouldreceive$1,000-the priceyou paidwhen youfirst boughtthe bond.8Bonds maybe eitherregistered orbearer bonds.A registered bond isa bondthathasthe nameoftheowner recordedwiththe issuer ofthe bond.Interest ismailed directlytothe person registeredastheowner.A bearer bondisabondwhoseowner ispresumed tothepersonwhohaspossession ofthe bond.Bearer bondsarenotregistered.When interestpaymentsare due ona bearer bond,its possessorclips acoupon fromthe bond and sendsthe coupontothe issuer for payment.9Bonds arealso classifiedaccording tothetypeof securitythat backsthem up.A mortgagebondis backed bythe issuerspledge ofbuildings,land,and equipmentas security.A debenture bondis backed onlybytheissuers promisetopay whentheinterest andprincipalare due.Stocks10As abondholder you areacreditor of,or lenderto,abusiness firm or government unit.As a stockholder,however,youareone ofthe ownersofa corporation.Stock representsashareof ownershipinacorporation.A stockholdermayown oneshare ormany shares ofacorporation,s stock,and eachshare maycost severaldollars orseveral hundreddollars.11Upon purchaseofastock,astockholderreceives astock certificate,a printedform thatstates the numberofsharesa personowns inacorporation.You canbuy eithercommon orpreferred stock.12Common stockis stock that permitsowners tovote fordirectors atthe annualmeeting ofthe corporationand to shareany profitsor losses.Holders of common stockshare indirectlyinthe management ofthe corporationby votingforthe directors,who inturn appointsthepeoplewho managethe corporation.Although thereis greaterrisk inowningcommon stockthan inowning preferred stock orbonds,thereisalso thechance ofa greaterreturnonyour investment.Dividends forcommon stockaresetbythedirectors ofthe corporationaccording totheamountof profit.If profitsarehigh,dividends forcommon stockcanbemuch higherthan forpreferred stock.If profitsare low,dividends maynotbepaidto holdersofcommon stock.46For thisreason the price ofsharesofcommon stockchanges morerapidlythan theprice ofpreferred stock.13Preferred stockis stockwith first claim onthe corporations earnings and assets afterthe claims of bondholders.Preferred stockholdersdonothave votingrights inthe corporation.Preferred stock dividends areusually setwhenthe stockis firstsold andremain thesame thereafter.This meansthat ifthedividendissetat$6per share,preferredstockholders willusually receivethis sameamount eachyear.Preferred

20.To bea wisecustomer,we mustevaluate andchoose to buy what isA.theprice;the cheapestB.theproductquality;of topqualityC.the totalproduct offer;ofthe best valueto usI,the after-sale service;provided withthe bestafter-sale service

21.Themostmajor functionofmoneyis.A.astoreofvalueB.the unitof accountC.the mediumof exchange D.a standardof deferredpayment

22.___points tothe advantagesoftheadvertiser sproduct overcompeting products.A Primary-demand advertisingB Comparative advertisingC]Direct-action advertisingD、Institutional advertising

23.When aperson insuressomething,the writtenagreement betweentheinsurerand theinsured iscalledA..insurance policy B.claim C.liability D.auto insurance

24.A isbacked onlybytheinsurer spromisetopaywhentheinterestand principalare due.A、bearerbondB、debenture bondC、mortgagebondD、corporate bond

25.is stockwith firstclaim onthecorporationsearningsandassetsaftertheclaimsofbondholders.A、Preferred stockB、Stock exchangeC、Common stockD、Stock certificatesA.

26.sI inghf torbe iilg lntrad Be.,international moneyorders C.bill ofexchangeD.telegraphed transferisNOT consideredasanaction thatcould hurtcompetition andconsumers.

27.A.Price fixingB.Deceptive pricing

28.C.Resale pricemaintenance D.Setting targetreturnMarketers cancommunicate withlarge A.personal numbersof potentialcustomers atthesametime by.leafletsselling B.direct selling

29.A dishonoredbill C.mass sellingD.sendingis.A、one thatisnotaccompaniedbyshippingdocuments.B、one thatisnotpaid onthe duedate,C、one thatmustbepaid at

30.sight.D、one thatcannotbecancelled.We canget informationabouta company sassets andliabilities fromA^an insurance policyB、an income statement C、abalance sheetD、a bill ofexchangeof apromotestheuseparticular brandamong competingproducts.A.ComparativeadvertisingB.Brand advertisingisthe fastestmethod ofsending moneyabroad.C.Primary-demand advertisingD.Institutional advertising

32.will payapersonmoney whenhe/she isunable towork.A.Income insuranceB.Health careinsurance C.Auto insuranceD.Life insurance

33.If theapples ina fruitstore lookvery luscious,and youbuy adozen which actually isout ofyour expectation,wecan saythis actionisakindof.A、reflex buyingB、impulse buyingC、neither impulsebuying norreflex buyingD、installment buying

34.In abill ofexchange,if it is saying“30days aftersight”,that meansthe billcanbepaidA.immediatelyB.within30days afterit isdrawn.regardless thedateuMarketing Mix”C.within30days afterit ispresented D.

35.Which ofthefollowingdoes NOTbelong toA.Placement B.Product C.Point-of-sale D.Promotion

36.As a,youareone ofthe ownersofa company.A.stockholder B.bondholder C.vendor D.creditor

37.The isreached whenthe moneyfromthe salesofproduct equalsthe totalcostsandexpenses involvedin producing and marketing it.A、equilibrium priceB、balance sheetC^price fixingD、break-even point

38.The sharecapitalofacompanyis.A、themoneyyou sharewithothersB、issued eitherbyabusinessorbyagovernmentC、stockthatpermit ownerstoshareany profitsor lossesD thetotalinvestmentfrom alloftheshareholders

39.Whichof thefollowingcan NOTberegarded as real propertystockdividends mustbepaidbefore commonstockdividendscanbepaid.Since thedividend remainsthesamefrom yeartoyear,preferredstockisusuallymore stableinpricethan commonstock.14Bonds area moresecure investmentthan stockbecause abondholder has firstclaim onthe assets ofacorporation.This meansthatacorporation mustfirst payinterest tobondholders.Then stockholdersarepaid theirinterest.It alsomeansthatif acorporation goesbankrupt,the bondholdershave firstclaimontheassets.Should acompany fail,its net assets aredivided firstamong the bondholders,then amongthe preferred stockholders,and finallyamong the common stockholders.、B Answer thefollowing questionsaccording toyour understandingofthepassage:

37.According tothe text,which ofthefollowingisconsideredthe safestprogram ofinvestmentA.Stocks B.Savings accountsC.Corporate bondsD.Government bonds

38.Which ofthefollowingcanNOTbeafeature ofa bondA.It hasacertaindenomination.B.It involveshigh risk.C.It hasa prefixedduedate.D.It hasa prefixedinterestrate.

39.The essentialdifference betweena registeredbond anda bearerbond liesinthat.A.the formerisbackedbytheissuer sreal estate whereas the latter isnotB.the latterisbackedbytheissuer,srealestatewhereasthe formeris notC.the formerhasafixedinterestrate whereasthelatterdoes notD.theissuerofaregisteredbondhasthebondholder sname recordedwhereastheissuerofa bearerbonddoes not

40.In termsof safeness,a mortgagebondadebenturebond.A.isthesame asB.isnotas safeasC.is saferthanD.involves morerisk than

41.When acorporation goesbankrupt orfails,the sequenceof claimon itsassets ornet assetsshould beA.the bondholders,the preferredstockholders,andthe common stockholdersB.thebondholders,the commonstockholders,andthe preferred stockholdersC.hepreferredstockholders,thecommonstockholders andthe bondholdersD.thecommonstockholders,thepreferredstockholders andthe bondholdersC.Translate theunderlined sentencesinto Chinese

4243444546.D.Answer thefollowing questionsaccording toyour understandingofthepassage:

47.How canbusinesses getagreatdealofmoney thatthey needforalong time

48.What isthe essentialdifference betweenholding stocksand holdingbondsPassage Five154The varietyof smallermarket segmentswithin theconsumer andbusiness marketis enormous,andthefirmthat isgoodattarget marketingwill havea valuableedge overits competitors.But identifyingthe marketis onlypart ofthetask.The otherbasic element in anytotal marketing program isthe marketing mix.255The marketing mix c皿be definedastheblend ofproduct,price,pDomotion,and placementoe distributionthatsatisfies the demands ofthe chosenmarket segment.The fourPs haveto fitclosely together.And,asweshallsee,the keyto effectivemarketing istheability to adjusteach ofthefourfactors inresponse tothedemandsofthe targetmarket.Product3A businesspersonsfirstmarketing decisionconcerns theproductsor services thatwill attractcustomersinthe targetmarket.56The keyistodetermine consumersneeds aedwants andtranslate them into desirableproductsandservices.Rising crimerates,for example,have createda targetmarket amongsmall businessesforagrowing numberof securityservices.Similarly,the rapidincreaseinthenumberof workingwomen hasinspired clothingmanufacturers toincludemore high-priced ladiessuits intheir overallproduct mix:many womenhave discoveredthey needto udressforsuccess“just the way mendo.4Changing conditionsrequire thecontinuous reevaluationofproductlines.At ProcterGamble,alert executivessawrising detergentcosts asa threatto continuedhigh-volume usageoftheir products inthe homeand addedto theirlistof productsa numberof cloth-substitute paperproducts,including Pampersdisposable babydiapers.Pampers nowoutsellPG sTide detergent.In addition,PG hasresponded tothe risingcosts ofraw materials,such ascoconutoil,by reformulatingbar soapsandotherproducts withmuch lessexpensive oils.In thesteel industry,increasedimports haveconvinced U・S.Steel,Armco,and NationalSteel,among others,to beginentirely newbusinesses inchemicals,insurance,and banking.5After pickingtheproducts tobedeveloped businesspeoplemake other marketing decisions about eachone.These includeselectinga brandname,designing apackage andestablishing aproduct guarantee.Price6Having madethe basicdecisions abouttheproductline,the marketingmanager mustdecide howthecompanyshould priceits products.Perhaps apolicy based on low prices willincrease profitstothegreatest possibleamount.Supermarketshave usedthis tacticsuccessfully ontwo levels.Most offerunbranded,so-called genericproductsatthelowest priceand offer theirown brand,usually ata slighthigher price,in additiontothehighest-price commercialbrands.57Onthe otherhand,the desirabilityof someproducts dependsonahigh-quality image,whichahigh pricehelps toconfer.Curtis Mathesbrand televisionsare advertisedas“the mostexpensive televisionset inAmerica.And worthit,“andcome witha four-year limitedwarranty.Promotion7Very oftenthe mostimportant decisiona marketingmanager makesis howthe manufacturershould informprospectivecustomers aboutits products.This involvespromotion,which includesthesalesapproach.Some marketingstrategists,like thoseat AvonProducts,maydecideto emphasizedirect sellingand spendmost oftheir promotiondollars totrainand paysalespeople.Others,like producersof soapand headacheremedies,promote theirproducts throughadvertising,primarily ontelevision.Department storesalso spendheavily onadvertising,but theychoose newspapersasthemosteffective medium.The alternativesaremanyandthechoice maydetermine thesuccessofa marketingeffort.Placement8The fourthelementinthe marketingmix isplacement ordistribution:howthemanufacturer getsitsproductsto thecustomers.Transportation isthe majorfactor here,but placementalso entailsdecisionsaboutdistribution outlets.Tupperware,for example,distributes directlytotheconsumer through its partyapproach.Most apparelcompanies,onthe otherhand,selltoretailers,who resellto consumers.Some manufacturersemploy multipleplacement systems.Thusthe WhirlpoolCorp,sells theWhirlpool brandof appliancesto dealersfor distributionto salesoutlets andit alsomakesthe Kenmorebrand,which itships directlyto Sears,Roebuckfe Co.Sears itselfsells throughits storesandby catalog.Hart SchaffnerMarx makessuits andsportswear forindependent retailersbut alsomakes themavailableto consumersthroughitsown retailstores,including WallachsandBaskin.In short,there aremany ways of distributinggoods.The RightCombination9Finding the best mixofproduct,price,promotion,and placementhas becomeanincreasinglycomplex taskfor mostbusinesses.58Marketing directorshave foundthateventhemostsubtle changes-intheshape orcolor ofpackaging,for instance,orthe way theproduct isdisplayed inastore-can havea decisiveimpact onaproductssuccess,quite apartfrom its actual quality.In effect,you mayhave builta bettermousetrap,but unlessyou packageit well,setupgood distribution,target youradvertising appropriately,andoffer agoodwarrant,theworldwon tnecessarilytake notice.B.Mark thefollowingstatementstrue Tor falseF accordingtothepassage.

49.A marketercares fortheproductsor servicesfirst inhis/hermarketingdecision.

50.A totalmarketingprogramrefers toidentifyingthe market.

51.PG reducedthe outputof Pampersdisposable babydiapers becauseofthehigh-volume usageof detergent.

52.Marketers maysuccessfully increaseprofits bysetting policiesonthebasis oflowprice.

53.Corporations caneither directly or indirectlydistribute theirproductstocustomers.C.Translate theunderlined sentencesintoChinese

5455565758.D.Answerthefollowingquestionsaccordingtoyourunderstandingofthepassage:

59.How dosupermarkets successfullyusethelow-price policy

60.What salesapproaches canbeusedby manufacturersto promotetheirproducts商务英语阅读参照答案（课程代码）5439L Translate thefollowingwords orexpressions.B.Translate thefollowing intoChinese.

1.消费（者）物价指数

2.垄断

3.票面价值

4.新股票上市；股票初次发行（任答对一种都给满分）

5.金融机构

6.收益型基金

7.国民生产总值

8.生产线

9.到岸价

10.董事会

12.离岸价

11.注册资本

13.流动资金

14.光票

15.公共关系

16.红筹股

17.银行帐户

18.政府债券

19.国内生产总值

20.汇票

21.保险费

22.佣金

23.耐用品

24.储蓄债券

25.证券交易所/股票交易所

26.（共同）基金

27.市场份额

28.产品组合

29.信用证

30.损益表/收入表

31.零售商

32.股市/股票市场

33.有形产品33产品线

35.流动资产

36.分期付款

37.H股

38.存货/库存

39.一般股-

40.优先股4L净资产

42.无记名债券

43.股权证

44.本票

45.投保人

46.保险单

47.中间商

48.推广

49.大众推销

50.目的收益（定价法）B.Translatethefollowing intoEnglish.

51.letters ofcredit

52.marketingmix

53.venture capital

54.commonstocks

55.claim

56.assets

57.direct selling

58.insurancepolicy,

59.promotion

61.limitedliabilitycompany

60.purchasing power

62.budget

63.fixed assets65rate ofexchange/exchange rate

66.physicaldistribution/logistics.commission

68.depreciate/depreciation

69.customerservice

64.stock exchange

70.dividend

71.face value/par value/denomination

72.market segment/market segmentation73current assets/floating assets

74.publicrelations

75.net income76contract

77.preferred sharesstocks/preference sharesstockslimited liability-ies

78.life insurance

79.bonds80return s

81.insurance

82.netassets83beginning inventory

84.container

85.billofexchange86F.

0.B/free onboard

87.shareholders/stockholders88bondholder

89.T T/telegraphic transfer90pricing

91.telemarketing

92.monopoly

9394.break-even point

95.purchasing power

96.investment broker

97.marketingmix

98.interestrate/rateofinterest

99.income insurance

100.premiumII.Choosethebestanswertofillintheblanks.

1.-

5.C B B D D

6.-

10.B C B CAB B B

11.-

15.B B BB C

16.D D C ADD B C21,-

25.C BABA-

20.DBA B C CA B C C

26.B AB

31.-

35.B-

30.BC D D

41.-

45.AHI.In thispart,there arethree readingpassages followedby5questions orunfinished statementseach.For eachof themthere arefouranswers markedA,B,C andD.You should decide onthebestone accordingtoyourunderstanding.

1.-

5.AB D D C

6.-

10.D BC C A

11.-

15.BC D BC

16.-

20.CD B cD

21.-

25.C B D C B

26.-

30.c BCB D

31.-

35.DB A DC

36.-

40.BDB AB

41.-

45.BDB ADBA AC

46.-

50.C

51.-

55.CBc BA

56.-

60.A CD Ac

61.-

65.D AcD

66.-

70.BAC ABD

71.C

72.helping thecustomer,and helpinghim makeawisebuyingdecision.

73.C

74.production,marketingandconsumption

75.D

76.-

80.C CDCDIV.Read thefollowing passagesand finishthe exercisesof eachone.40%A.Mark thefollowingstatementstrue Tor falseF accordingtothepassage.I.-

5.T F F F T

6.-

10.T F FF TII.-

15.T FFT F

16.-

20.T TFFFB.

1.-5,DDBDD

6.中国国内的外商制造业归为三类中外股权合资企业，中外合作经营企业和外商独资企业

7.第三步是积极理解潜在合作伙伴，一般是派遣代表去中国与中方会面

8.这部新协议法，于1994年7月1日生效，是1949年建国以来该类法律当中的第一部

9.即便宣传促销很少，但生产商仍能卖出产品，但同步，产品的著名度对于其的市场地位的树立是很重要的，这是中国文化的一大特色

10.外商在中国融资展现出儿种形式

11.The firststep inentering Chinafor businessistoidentify onesowncompanysneeds.Foreign companiesalsoneed toidentifygoals:1to sellto China;2to buyfromChina;3to manufactureinChinafor exportonly;4to manufacturefor domesticmarkets.

12.Distribution channelsusually coincidewiththegovernmental administrativeregions.Transportation andtelecommunicationinfrastructureslimitdevelopmentalso.

13.-

17.CDCCC

18.企业是一种商业组织形式，被所有投资者所拥有

19.企业的一种独一无二的特点是，无论有多少个人买进股份，在与外界打交道时，其总是被视为拥有自主权利的实体

20.因此，任何一种股东投资在一家企业，所能损失掉的资金最大数额就是他已经投入的资金数量

21.企业所承担的债务会比其所可以支付的要多，这样它们的负债就会超过资产

22.董事来决定该保留多少利润在企业，以便用于规模的扩大

23.Compared withsole tradersand partnerships,companiesareseparatelegalentities andmostcompanieshave limitedliability.

24.Limited liabilityandtheability toraise largeamounts offinance arethe principalreasons whylimited companiesarethemostcommonformofbusinessorganization.

25.-

29.CABBD

30.我们可以把协议大体定义为由法律强制实行的承诺的互换

31.制定协议的每一种人或一组人被称为“方/当事人/参与人”

32.双方必须自愿接受要约/发盘（对要约的接受必须是自愿的）

33.法律只予以某种人群有限的权力/能力/资格

34.当法律规定合约成文，合约中若有任何改动也需以书面形式论述（当法律规定合约是书面形式时，合约上的任何改动也必须以书面形式进行）

35.An offercanbeoral orwritten,oritcanbeintheformofanact.

36.The transferofpersonalproperty worthmorethan$500should beputintowriting.The writtenformisalso requiredforallrealpropertycontractsand forcontracts thatcannotbefulfilled withinone year.

37.-

41.BBDCA

42.有人（仅）满足于进行某些安全性的投资，如储蓄帐户和储蓄债券等

43.有价证券是股票和债券的总称/一般术语，是政府和企业为筹集大量资金而发行的

44.政府债券是由国家政府/州政府和地方政府发行的，用于（筹集资金以）支付改善街道、学校和公共建筑等的费用

45.债券在发行时就已经设定其利率

46.因此，一般股的价格比优先股的价格变化更迅速

47.They cango toa bankand applyforalong-term loan,usetheprofits ofthebusiness,or sellstocksandbonds

48.As abondholder youareacreditor of,or lenderto,abusinessfirm orgovernment unit.As astockholder,however,youareoneofthe ownersofacorporation.

49.-

53.TFFTT

54.在消费者和营销市场中，较小市场细分的种类繁多，而一种擅长进行目的市场营销的企业会比其竞争对手更具有有价值的优势

55.营销组合可以定义为产品、价格、促销和分销（这四要素）的组合，而这组合能满足所选市场细分的需求

56.关键在于要确定消费者的需求，并把其转化为受欢迎的产品和服务

57.另首先，某些产品的受欢迎程度取决于一种高品质的形象，而高价格可以协助树立这种形象

58.营销主管发现虽然是最细微的变化一一如包装的形状或颜色，或者产品在商店的展示方式一一都会对产品（销售）的成败起决定性作用，更不用说它的实际品质了

59.On twolevels:one isto offerunbranded/generic products,andtheother isto offertheirownband.

60.There arethree approachesmentioned,which aredirect selling,advertising onTV andadvertising onnewspapers.考试必看本资料由广州自考网搜集整顿，更多自考资料请登录.下载自考一次通过的秘诀！ccA、Farm landB、Buildings onland C、The computeronalecture deskD Treesinagarden

40.The isan accountingstatement thatsummarizes acompanysrevenues,cost ofgoods sold,expenses,and netprofit orloss overa periodof time.A.balancesheetB.incomestatementC.premium statementD.insurancepolicy

41.Another factorthat affectsthepriceof bondsisthecredit ratingof companyorgovernmentunit issuingthebond.A.rating giventoanindividual orbusinessfirmasacredit risk,based onpast recordsof debtrepayment,financialstatus,etc.B.rating giventoacompany asto itssales powerC.assessment ofacompanys productionD.assessment ofacompanys moneydeposited inthe bank.

42.When interestpayments aredueonabearerbond,its possessorclips acoupon fromthebondand sendsthe coupontothe issuerforpayment.A.a certificateor ticketentitling theholder toa specifiedright,as reducedpurchase priceB.a detachableprinted statementonabond,specifying theinterest dueatagiven timeC.apartofaprinted advertisementas foruse inordering goods,samples,or literatureD.aformsurrendered inordertoobtain anarticle,service,or accommodation

43.Since ourreceipts donotalwaysmatch outexpenditures,we generallykeep somemoney ina checkingaccount balance.A.payroll B.payment C.income D.property

44.Several attemptsto unionizethe workforce havebeen defeatedby marginsas highas3to

1.A.edge orborder B.blank spaceonapageC.differencebetweenthebuyingand sellingD.difference intheamountof votes

45.Buyers ofthese goodsusually provideprospective supplierswithadescriptionoftheproductorserviceand requestthatbids orprice quotationsbe submitted.A.services B.orders C.products D.offers ofprices

46.Of thefollowing,are normallyNOT consideredakindof securities.A.mutual fundshares B.registered bondsC.common stocksD.savings accounts

47.istheprotection againsteconomic lossprovided bysharing therisk withothers.A.Financial lossB.Insurance C.Premium D.Stock

48.are usedbytheconsumer orhousehold thatbuys themand comeinaready-to-use formthat callsfor nofurther industrialorcommercial processing.A.Consumer goodsB.Convenience goodsC.Shopping goodsD.Durable goods

49.The normsand expectations abouttheway peopledo thingsinaspecific countryare.A.customs B.values C.modes ofconduct D.states ofexistence

50.referstopromotion activitiesthat stimulateinterest,trial orpurchase byfinal customersor othersinthechannel.A.Advertising B.Sales promotionC.Publicity D.Mass sellingIII.In thispart,there aresome readingpassages followedby5questions orunfinished statementseach.For eachof themtherearefouranswers markedA,B,C andD.You shoulddecideonthebestone accordingtoyourunderstanding.Passage OneBillGates,the billionaireMicrosoft chairmanwithout asingle earneduniversitydegree,is byhis successraising newdoubtsaboutthe worth ofthebusinessworldsfavorite academictitle:the MBAMaster ofBusiness Administration.The MBA,a20th-century product,always hasborne themark oflowly commerceand greed贪婪onthetree-lined campusesruledby purerdisciplines suchas philosophyand literature.But evenwiththerecession apparentlycutting intothehiringofbusinessschoolgraduates,about79,000peopleareexpectedto receiveMBAs in

1993.This isnearly16times thenumberofbusiness graduatesin1960,a testimony（宣言）tothe widespreadassumption thatthe MBAis vitalfor youngmen andwomen whowanttorun companiessome day.“If youare goingintothecorporate worldit isstill adisadvantage nottohaveone,“said DonaldMorrison,professorof marketingand managementscience.But inthelastfive yearsorso,when someonesays,Should Iattempt togetan MBA,the answera lotmore is:It depends.”The successof BillGates andother non-MBAs,suchasthe lateSam Waltonof Wal-Mart StoresInc.,has helpedinspireself-conscious debateson businessschool campusesover theworth ofabusinessdegree andwhether managementskillscan betaught.The HarvardBusiness Reviewprinted alively,fictional exchangeof lettersto dramatizecomplaints aboutbusinessdegree holders.The articlecalled MBAhires^extremely disappointing^and saiduMBAs wanttomoveup toofast,they don,t understandpoliticsand people,and theyaren,t ableto functionaspartofateam untiltheir thirdyear.But bythen,theyre outlooking forother jobs.”The problem,most participantsinthedebate acknowledge,isthatthe MBAhas acquiredan aura（光环）of futurerichesand powerfar beyonditsactualimportance andusefulness.Enrollment in business schoolsexploded inthe1970sand1980sandcreated theassumption thatno onewho pursueda businesscareercould dowithout one.The growthwas fueledbyabacklash（反7中）against theanti-business valuesofthe1960sandbythewomensmovement.Business peoplewho havehired orworked withMBAs saythosewiththe degreesoften knowhow toanalyze systemsbut arenotso skillfulat motivatingpeople.They dontgetalot of groundinginthepeople sideofthebusiness,“saidJames Shaffer,vice-president andprincipal ofthe TowersPer-fin managementconsultingfirm.

1.According toParagraph2,what isthegeneralattitudetowardsbusiness oncampuses dominatedby purerdisciplinesA.ScornfulB.Appreciative.C.Envious.D.Realistic.

2.It seemsthatthecontroversy（争辩）overthevalue ofMBA degreeshas beenfueled mainlyby.A.the complaintsfrom variousemployersB.thesuccessof manynon-MBAsC.the criticismfromthescientists ofpurer disciplinesD.the poorperformance ofMBAs atwork

3.What isthe majorweakness ofMBA holdersaccordingtoThe HarvardBusiness ReviewA.They areusually serf-centered.B.They areaggressive andgreedy.C.They keepcomplaining abouttheir jobs.D.They arenot goodat dealingwithpeople.

4.From thepassage weknowthatmost MBAs.A.can climbthecorporateladder fairlyquicklyB.quit theirjobs oncetheyarefamiliarwiththeir workmatesC.receive salariesthat donot matchtheir professionaltrainingD.cherish unrealisticexpectationsabouttheir future

5.What isthepassagemainly aboutA.Why thereisanincreased enrollmentin MBA programs.B.The necessityof reformingMBAprogramsinbusinessschools.C.Doubts abouttheworthof holdingan MBAdegree.D.A debateheld recentlyon universitycampuses.Passage TwoTherelationship betweenthe homeandmarketeconomies hadgone throughtwo distinctstages.Early industrializationbeganthe processof transferringsome production processes e.g.cloth-making,sewing andcanning foodsfromthe hometo the marketplace.Although the home economycould stillproducethesegoods,the processes were laboriousand themarketeconomy wasusuallymoreefficient.Soon themore importantsecond stagewas evident-the marketplacebeganproducing goods andservicesthat hadneverbeenproduced bythe home economy,andthe home economy was unabletoproduce theme.g.electricity andelectrical appliances,theautomobile,advanced education,sophisticated medicalcare.In thesecond stage,thequestionof whetherthe homeeconomywasless efficient inproducingthese new goodsandservices was irrelevant;ifthe family wereto enjoythese fruits of industrialization,they wouldhavetobeobtained inthe marketplace.The traditionalwaysoftaking careoftheseneeds inthe homesuchasin nursingthesick,became unacceptableand,inmostserious cases,probably lesssuccessful.Just asthe appearance of theautomobilemadetheuseofthe horsedrawn carriageillegal andthen impractical,andtheappearanceoftelevisionchanged theradio froma sourceof entertainmenttoasourceofbackground music,so mostofthefruitsofeconomicgrowth didnot increase the optionsavailable tothe homeeconomy toeither producethe goodsorservicesor purchasetheminthe market.Growth brought with it increased varietyin consumergoods,but notincreased flexibilityforthe homeeconomy inobtaining thesegoods andservices.Instead,economic growthbroughtwithitincreasedconsumerreliance onthe marketplace.In orderto consumethese new goods andservices,the familyhadto enter the marketplaceas wageearners andconsumers.The neoclassical新古典主义的model thatviews the family asdeciding whethertoproduce goodsandservicesdirectlyortopurchasetheminthe marketplaceis basically a model ofthefirststage.It cannotaccurately beapplied tothesecondand currentstage.

6.The reasonwhy many productionprocesseswere takenover bythe marketplacewasthat.A.it wasa necessarystepintheprocessof industrializationB.they dependedon electricityavailable onlytothe market economyC.itwastroublesome toproduce suchgoods inthe homeD.the marketplacewas moreefficient withrespect tothese processes

7.It canbeseenfromthepassage thatinthesecond stage.A.some traditionalgoodsandservices werenot successfulwhen providedbythe home economyB.themarketeconomy providednewgoodsandservicesnever produced bythehome economyC.producing traditionalfoods athome becamesocially neverproduced bythehomeeconomyD.whether newgoodsandservices wereproducedbythehomeeconomy becameirrelevant

8.During thesecond stage,ifthefamily wantedtoconsumenewgoodsandservices,they hadtoenterthemarketplace.A.as wageearnersB.both asmanufacturers andconsumersC.both asworkers andpurchasersD.as customers

9.Economic growthdidnotmake itmore flexibleforthehomeeconomy toobtainthe newgoodsandservices becauseA.thefamilywas notefficientinproductionB.itwasillegal forthehomeeconomytoproduce themC.it couldnot supplythem byitselfD.themarketfor thesegoodsandserviceswaslimited

10.The neoclassicalmodel isbasicallyamodelofthefirststage,because atthisstage_______________.A.The familycould relyeither onthehomeeconomy orthemarketplacefortheneeded goodsandservices.B.manyproductionprocesseswerebeing transferredtothemarketplaceC.consumers reliedmore andmore onthemarketeconomyD.thefamilycould decidehow totransfer productionprocesses tothemarketplacePassage ThreeAsisknowntoall,the organizationand managementof wagesand salariesare verycomplicated.Generally speaking,the AccountDepartmentis responsiblefor calculationsofpay,while the Personnel Departmentis interested in discussionswiththeemployeesaboutpay.If afirm wantsto adopt anewwage andsalary structure,it isessential thatthefirmshoulddecideonamethod ofjob evaluationandwaysofmeasuring the performanceofits employees.In ordertobesuccessful,that new pay structurewill needagreement betweenTradeUnions andemployers.In jobevaluation,allofthe requirementsof each job aredefined inadetailedjob description.Each ofthose requirementsisgivena value,generally in“points”,which areadded togethertogiveatotalvalue fbrthejob.For middleand highermanagement,aspecialmethod isusedto evaluatemanagers ontheir knowledgeofthejob,their responsibility,and theirabilitytosolve problems.Because ofthedifficulty inmeasuring managementwork,however,job gradesfor managersareoftendecided withoutreference toan evaluationsystem basedon points.In attemptingto designa paysystem,thePersonnelDepartment shouldcompare thevalue of eachjobwiththoseinthejob market.It shouldalsoconsider economicfactors suchasthe cost ofliving andthe laborsupply.It isnecessary thatpayment forajobshould varywith anydistinctions inthewaythat jobis performed.Where itis simpletomeasurethework done,asinthe workdone withthe hands,monetary encouragementschemes areoften chosen;for indirect workers,wheremeasurement isdifficult,methods of additional payments are employed.

11.If acompany wantsits new pay structuretobesuccessful,itisnecessaryto.A.give theworkers extrapay toencourage themB.share thesame opinionbetweentheTrade UnionandtheemployersC.consult someproblems associatedwith payD.adoptaspecial wayto evaluatethe performanceofitsemployees

12.The methodsofadditionalpaymentsareadopted forindirectworkersbecause.A.they donthaveahigher payB.thefirmhasnt enoughfundC.the measurementoftheir work isvery difficultD.theirworkis lessimportant thanthat ofother workers

13.What shouldafirmconsider indesigning anewpaysystemA.The valueofeachjob alone.B.The methodof calculatingthepay.C.The requirementsofeachjob.D.The laborsupply andthecostofliving.

14.It canbe inferredfromthepassage that.A.onlytheAccounts Departmentis involvedinthemanagementofsalariesB.different jobperformances should be givendifferent paymentsC.an evaluationsystembasedonpointsisusuallyusedtomeasure managementworkD.evaluating managementwork makesno differencefromotherwork

15.The mainpurposeofthispassageisto.A.explain howtheperformanceofajob canbe measuredin pointsB.describe theresponsibilitiesofvarious departmentsC.tell readershowafirm cansucceed inadopting anewpaysystemD.tell readershow difficultthemanagementwork isPassageFourThe so-called Americanizationphenomenon seemstobea consequenceoftherecent globalizationin our world.If wefindAmerican productsworldwide,itisalso increasinglycommon tofind Asianproducts intheUnitedStates.Going toany countryin Asianowadays,wearegoingtoseealotoftheAmericanicons（图标）everywhere.A fewyearsago whenI wasin Ho-Chi—Min City,formerly knownas Saigon,I wascompletely astonishedatthenumberofbillboardsadvertising productsfrom multinationalcompanies,manyofthem American.It isunforgettable forme一the visionofthe spectacularCoca-Cola billboardonaHo-Chi-Min Street.Living intheUnitedSlates now,1am discoveringmany Asianproducts inAmerica,from foodto movies.In oneday inSanFrancisco,or Seattle,or Houston,we canbuy Sisheidocosmetics fromJapan atthe GalleriaMall,have sushi（寿司）and sas///，（生鱼片）inoneofthemany Japaneserestaurants inthe city,go tothe cinemaand enjoythe beautifulAmerican-Chinese movieCrouching Tiger,Hidden Dragon,andtakehome springrolls from oneofthemanyChineserestaurants intown.I understandthatagreat manypeople wouldliketohold hackthe globalizationprocess intheworldbecause theythinkthey arelosing theirown culture,but itisverydifficulttostop thisprocess.We canonly trytobecritical andchoose whatisbest forus tohave ortobuy.However,manypeoplethink thatyoung peoplearenotfree tochoose whentheyareconstantly exposedto attractiveadvertisementsthatarespecially madeto capturethe youthmarket.Peaceful protestscould bearranged justto helppeople to thinkaboutthesituation,but thetendency inourworldisthatwe wantglobalization,but wedon，t wanttolose ourown culture.

16.The Americanizationphenomenon ismore possibletobetheresultof.B.the influenceoftheWest onthe EastA.the influenceof AmericanizationontheworldD.American productsworldwide impressedbyC.the globalizationintheworldA.The wonderfulAmerican-Chinese movie,high B.The deliciousJapanese foodinAmericancities.C.The qualityof Asianproducts,can learnD.The fantasticadvertisement foranAmericanproduct.

18.We fromthepassagethat oneofthe consequences ofglobalization thatmanypeopleworry aboutisspreadof culturefromonecountry toanother B.the prevalencedestruction ofcultural identitiesA.theof Americanculture D.the resistanceto globalizationworldwideC.the

17.What wastheauthorinthepassage particularlyA.Disapproving.B.Pessimistic.C.Critical.D.Indifferent,

20.Young people today can，treallychoosewhatthey shouldbuy becausethey.suitable forthem manyA.are influencedby Americanculture Bdon，t knowwhatisare powerfuladvertisements.C.are criticalabout everythingintheworld facedwith too

19.What attitudeshould wehave towardsthe globalizationprocessPassage FivePresentpension structuresnolongerwork.They wereestablished ina more youthful periodwith relativelyfew olderpeoplewho wereoften poorand ill,andgenerallyspent onlya shorttime inretirement.In richcountries today,older peopleareoften well-off andin goodhealth,and arespending around20years inretirement.Therefore thereistheneedfor reform.This surveyhas presentedthe argumentsformore private funding andforfairer pensions.Such changeswill createmotivesfor individualstotakechargeoftheirownretirement needsratherthanleaving thetask tothe state.This,inturn,will makethe provisionofpublicpensions moreaffordable.Even so,the statewill continueto playa leadingrole in pensions.At aminimum,governments mustoffera safety net,probably intheformofadefined benefitfinanced throughtaxation,for peoplewho forsome reasonhavenotbeenable toprovide forthemselves andwho wouldotherwise bemiserable inold age.More broadly,thereisa usefor thestateto offera slimmed-down pay-as-you-go pensionsystem,although asfar aspossible thisshouldbeorganized alongdefined-contributions lines.Such provisionwidens therange ofassets toinclude humancapital becausethe effectivereturncomesfromtotal wages,and offersasafein lowreturn.Governments alsohaveto create a suitable framework for effective private pensions.Administrative（彳亍政的）expenseshave tobe tightlycontrolled,and appropriatetax motiveshavetobe offeredtoencourage voluntary pension saving.Where the state providesa generoussafety net,private-pension savingmayhavetobemade mandatory（强制的），otherwise manypeoplewillnot bother.So muchforthedeveloped countries,but whatofthemoreyouthfulpopulations ofthe restoftheworld In1994,the WorldBankcame downheavily infavorofmore fundingin privateaccounts.It thoughtthe statesrole shouldbetoprovidea smallishfirst pillarwiththelimited taskof providingprotection against old-age poverty,andtocommand aprivately-funded secondpillar toprovidethebulk of pensions.

21.More private fundingandfairer pensions.A.can urgepeopletosave moreprivate pensionsB.maybefinanced throughtaxC.can lessenthe burdenofthestate D.can providemore publicpensions

22.To createa properframeworkforeffectiveprivate pensions,thegovernmentshould.A.increasetheincome toencourage voluntarypensionsavingB.encouragevoluntarypension savingC.make gooduseofadministrative costsD.not commandpeopletosave private-pensions

23.According tothe WorldBank,we canlearn that.A.thestateshould providethe majorityof pensionsB.thestateshould providemore protectionagainstold-age povertyC.therolethatthestate playsin pensionsis smallD.privatefundingshould providethe majorityofpensions

24.What canwe inferfromthepassageA.Thestate shouldprovide protectionforallthe oldpeople.B.Thestate hastocreateasuitableframework torestrict theprivatepensions.C.The stateshould protectthosewhocant supportthemselves.D.Thestate willplayasecondary roleinpensionsdue tomoreprivatepensions.

25.It canbe inferredfromthepassage theauthor isprobably.A.an officialengaged inreformation ofpension structuresB.a sociologistdevoting himselftotheresearch ofsocial pensionstructuresC.an economistmastering pensionstructures indeveloped countriesD.a politicianinterestedinolder peoplePassageSixThe SupremeCourts recentdecision allowingregional interstatebanks hasdone awaywith onerestriction inAmericas bankingoperation,although manyothers stillremain.Although the ruling doesnot applyto verylarge money-center banks,itisa moveinaliberalizingdirection thatcould inthe endpush Congressinto framinga sensiblelegal andregulatory systemthat allowsbanks toplan theirfuturebeyond thenext courtcase.（遗赠物）The restrictivelaws thatthecourtsare interpretingare mainlya/egacy ofthe bankfailures ofthe19301s.The currenthigh rate一of bankfailure higherthan atany timesince theGreat Depression-has madelegislators afraidto removethe restrictions.While their（旦怯）legislative timidityis understandable,itisalso mistaken.One reasonsomanyAmerican banksare gettinginto troubleisprecisely thatthe oldrestrictions makeit hardforthemtobuilda domesticbase largeand strongenoughtosupport theiractivities intodaystelecommunicating round-the-clock,around-the-world financialmarkets.In tryingto escapefrom theserestrictions,banksaretaking enormous,and whatshouldbeunnecessary,risks.For instance,would alargebank bebuying small,failed savingsbanks atinflated pricesif federallaw andstates regulationspermitted thatbank toexplain insteadthroughthe acquisitionof financiallyhealthy banksintheregion Ofcourse not.The solutionisclear.American bankswillbesounderwhen theyarenotgeographically limited.The houseof Representativesbanking committeehas shownpartofthewayforward byrecommending common-sensible,though limited,legislation fora five-year transitionto nationwide banking.This wouldgive regionalbanks timeto grouptogethertoformcounterweights tothe bigmoney-center banks.Without thisbreathing spacethe bigmoney-center banksmight soonextend acrossthecountry todevelop.But anysuch legislationshouldberegardedasonlyaway stationontheroad towardsa completeexamination ofAmericanssuitable bankinglegislation.

26.The restrictivebanking lawsofthe1930*8are stillonthebook because.A.the bankfailures ofthe1930swerecaused byrestrictive courtsB.bankinghasnot changedduring thepast50yearsC.legislators believebanking problemssimilar tothoseofthe DepressionstillexisttodayD.the bankingsystemistoo restrictive,but noalternatives havebeen suggested

27.According totheauthor,thechangetoanationwidebankingsystem shouldbe.A.postponed untiltheconsequencescanbeevaluatedB.gradual sothat regionalbanks havea chanceto competewith largerbanksC.immediate becausewe cantafford anymore bankfailuresD.much fasterto overcomelegislative fear

28.It canbe inferredfromthepassagethat.A.many restrictionsin bankingoperation havebeen cancelledB.therulingof removingthe restrictioncanmakethe banksplan theirfuture freely。