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1、国家开放大学学位英语考试复习-商务英语3阅读（含答案）-正文内容开始- Unit 1 Passage 1 In business, you have to deal in person with all kinds of people. When talking to people within your company who dont speak your language, you may have to use English; these people may be colleagues or co-workers who may work with you in your own
2、department, in another part of the building or in another branch. And you may also have to deal with people from outside the organization:?clients, suppliers, visitors and members of the public. Moreover, these people may be friends or strangers people of your own age, or people who are younger or o
3、lder than you. The relationship you have with a person determines the kind of language you use. For example, its not appropriate to say “Hi, how are you!” when meeting the Managing Director of a large company or to say “Good morning, its a great pleasure to meet you.” when being introduced to a pers
4、on youll be working closely with in the same team. People usually form an impression of you from the way you speak and behave. People in different countries have different ideas of what sounds friendly, polite or sincere and of what sounds rude or unfriendly! Good manners in your culture may be cons
5、idered bad manners in another. Sometimes your body language, gestures and expressions may tell people more about you than the words you use. 1. The topic of the passage is _. A. self-image in business situation B. the importance of appropriate choice of language C. dealing with people in business D.
6、 the importance of building relationships with your workmates 2. The language you use when talking with people in business is decided by _. A. your relationship with the particular person B. yourself C. your boss D. the company your are working for 3. People usually form an impression of you from _.
7、 A. your way of doing jobs B. your language and manners C. your facial expressions D. the ideas you presented 4. Good manners in your culture may be considered bad manners in another. Good manners in this statement mean _. A. to behave appropriately B. to behave lovely C. to behave aggressively D. t
8、o behave according to your own culture 5. The message of the article is that _. A. dealing with people successful in business is not easy B. clients with different cultural background is most challenging C. language plays a very important role in setting up business relationship D. your behavior usu
9、ally helps a lot in forming an impression CABAA Unit 2 Passage 2 Junior Achievement is an international movement to educate young people about business and?economics for the purpose of helping them prepare to succeed in the world?economy.?The organization is the largest of its kind. Junior Achieveme
10、nt has gone through different stages in its development.?It was started by two business leaders, Horace Moses and Theodore Vail, and?Senator Murray Crane in 1919 in Springfield, Massachusetts. The organization started with a small number of children aged ten to twelve. For more than 50 years, Junior
11、 Achievement programs met after school as a group of business clubs. But in 1975, Junior Achievement began to offer classes during school hours. Many more young people joined the organization once it began to teach business skills as part of the school day. In 2022, Junior Achievement Worldwide was
12、formed. The Junior Achievement programs teach about businesses, how they are organized, and how products are made and sold.?The programs also teach about the American and world economies and business operations. Young people can learn how?entrepreneurship works by operating their own companies. For
13、instance, the students develop a product and sell shares in their company. They use the money to buy the materials they need to make their product, which they then sell. Finally, they return the?pro?ts?to the people who bought shares in the company. Its reported that in the United States alone, ther
14、e are more than 22, 000 places that hold Junior Achievement?events currently. According to Junior Achievement, about 287, 000?volunteers support its programs around the world. 1. Junior Achievement aims to _. A. carry out education in the world B. help the young be successful in economy internationa
15、lly C. educate young people for international businesses D. develop business and economy worldwide 2. The phrase gone through in paragraph 2 means_. A. experienced a particular process B. been officially accepted C. used up money and supply D. been examined carefully 3. _ is Not true about the start
16、ing of Junior Achievement. A. Three persons started it in Massachusetts. B. There were mainly teenagers in the organization when it was started. C. Junior Achievement started to provide classes after school from 1975. D. Junior Achievement Worldwide was formed in the early 21st century. 4. The Junio
17、r Achievement programs dont provide teaching on_. A. the operations of entrepreneurs B. relationships and cultures among different businesses C. how businesses are organized D. how products are manufactured and sold 5. We can infer from the passage that _. A. the purpose of Junior Achievement is to
18、train better employees for businesses. B. Junior Achievement developed quickly in its first 50 years. C. Children over 12 are not allowed to join the organization. D. The Junior Achievement programs are popular now in the United States. BACBD Passage 3 Three Effective Management Styles Being an effe
19、ctive manager means knowing when to use the right management style. Some styles, for instance, are more people-?oriented, while others tend to focus on a?project or product.?The management style you select will depend on your peoples skills and knowledge,?available resources (like time and money),?d
20、esired results, and, of course, the task before you.?The common management styles can be summarized into three?categories. The participatory style is the first of its kind. Here, it is critical to give each employee an entire task to complete. If thats not possible, make sure the?individual knows an
21、d understands his or her part as it relates to the project or task. When people in your team know where they fit in the big picture, theyre more likely to be motivated to complete the task.? Following that, we have the directing style. Sometimes a situation will call for a direct style of management
22、.?Perhaps a tight?deadline looms, or the project?involves numerous employees and requires a?top-down?management approach.?Here, a manager answers five questions for the employees: What? Where? How? Why? and When? Let employees know what they need to do, how theyre going to do it, and when the questi
23、ons must be dealt with. The last one is the teamwork style. If you want to speed up a project and choose the best?process for completing that project, managing by teamwork is the way to go.?When you motivate people to?pool their knowledge, the results may?exceed your?expectations. Often, teams can?t
24、ackle problems more quickly than what you can?accomplish on your own. The?give-and-take can create a process that you can repeat in other projects.? 1. Being an effective manager lies in knowing the right_. A. knowledge B. skills C. tasks D. management styles 2. Which of the following is NOT mention
25、ed as a focus of different management styles? A. People. B. Project. C. Customers. D. Products. 3. Which of the following cant be inferred from the passage? A. The management style is likely to change because the change of desired results. B. The management style is likely to change because the mana
26、ger has been changed. C. The management style is likely to change because the change of resources. D. The management style is likely to change because the change of tasks. 4. When people in your team know where they fit in the big picture, they are more likely to be _ to complete the task. A. inspir
27、ed B. frustrated C. reluctant D. objective 5. What is the best title for this passage? A. How To Be an Effective manager B. How To Motivate Your Employees C. Three Effective Management Styles D. Three Categories of Effective Managers DCBAC Unit 4 Passage 4 Hard Sell vs. Soft Sell Hard sell and soft
28、sell are important business terms and useful strategies for sales staff to know and understand. Both of them can work. The effect depends on the type of customers and the type of products. Hard sell is a kind of more direct and forceful. The sales person just keeps explaining how good the product is
29、, why people should buy it and even how the prices might increase if the customer walks off. Soft sell is a different approach. The sales person tries to build trust with consumers. He doesnt put pressure on them to buy things, just recommending a product and letting the consumers make their own dec
30、isions. An example of soft sell is to distribute free samples to which customers often respond favorably. Businesses can use free samples to build rapport and engage customers in products or services. Recommending products between friends is a little bit like doing soft selling. People dont really c
31、are if someone else buys the product. They are just giving their honest opinions and trying to be helpful. Humor in advertising is also used to attract the customers attention and get them interested in the products or services. Customers often resist hard sales tactics, thus making soft-selling muc
32、h more effective for success. 1. Whats the topic and main idea of the passage? A. Selling Strategy- Sales Staff. B. Sales Staff - What Sales Staff Should Know C. Selling Strategy - Hard Sell and Soft Sell Strategies D. Factors of Sales - Customers and Products 2. _ is NOT the example of soft sales m
33、entioned in the passage. A. distributing free samples to customer B. recommending products among friends C. putting pressure on customers D. letting customers make their own decisions 3. The word resist in the last paragraph means _. A. to stop to believe in B. to become interested in C. to be confu
34、sed with D. to refuse to accept 4. Making humorous advertisements is one of the approaches companies use to _. A. reduce selling costs B. draw peoples attention on their products C. avoid the shortage of sales staff D. show and explain their products 5. According to the passage the author indicates
35、that _. A. soft sell is preferred by business companies B. hard sell is rarely resisted by customers C. soft sell is expensive D. hard sell and soft sell are of same effectiveness in sales CCDBA Unit 5 Passage 5 Secret of Sales You dont have to be a special kind of person to sell a product. Although
36、 successful salespeople often have special talents an outgoing personality, the skills they employ are used by us all: we build and maintain relationships with different kinds of people, we listen to and take note of what they tell us and dont just enjoy the sound of our own voices, and we explain t
37、hings to them or discuss ideas with them. Keeping salespeople “on the road” is much more expensive than employing them to work in the office because much of their time is spent in traveling. Telephone selling may use this time more productively, but a face-to-face meeting is much more effective. Exp
38、ort companies often have a separate export sales force, whose travel and accommodation expenses may be very high. So serving overseas customers may often be done by phone, fax, letter or email without so many personal visits. Many firms employ an overseas agent who is responsible for selling their p
39、roducts in another country. A sales department consists of many people who are based in different parts of the country or the world, and who dont have day-to-day contact or chances for communicating with each other. For this reason, firms hold regular sales conferences where their entire sales force
40、 can meet, receive information and ask questions about new products and receive training. 1. What does maintain mean in the first paragraph? A. Cheer up. B. Give up. C. Keep up. D. Stand up. 2. Keeping salespeople “on the road” costs more because _. A. they have to build new relationships B. they ha
41、ve to explain things to clients and discuss ideas with them C. they have to listen and take note while exchanging ideas with clients D. they have to take time to travel 3. According to the passage, _ is more effective in saving time. A. Telephone meeting B. Face-to-face meeting C. Sales conference D
42、. E-mail communication 4. Which of the following statements about the export companies is NOT true? A. Their sales force usually has high expense on travel and accommodation. B. Phone, fax, letter, personal visit or email are often used by them to serve customers. C. They employ overseas agents to s
43、ell their products in other countries. D. They usually have a separate sales force. 5. Companies hold regular sales conferences because_. A. they would like to show special sales talents to their employees B. they hope to maintain good relationship among their employees C. they need to publish infor
44、mation for the entire sales force D. they need to provide chances for communication among salespersons who are in different areas CDBBD Unit 6 Passage 6 Since World War II, with the development of management science, there has been an increasing interest in supply chain management. Supply chain is d
45、efined as a network composed of factories, suppliers, retailers, customers etc. They supply to each other raw materials, components, products and services. Undoubtedly, information plays an important role in supply chain management because it provides the facts that managers use to make decisions. Without information, a manager will not know what consumers want, how much inventory is in stock and when more products sh