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1、商务英语3形考作业参考答案（注意：选答案时看正确内容不要只看abed选项）作业一一、选择题Morning, Maggie. Could you talk briefly about your career development?正确答案是： Thanks for giving me this opportunity. I started as a clerk in the*一 Why did you choose our company?正确答案是： Sorry, I didnt catch that. Would you say it again?一 Can you show me the
2、 schedule?正确答案是： Sure, a tight schedule as usual一 You need to pay a visit to our important customers from Chamberlain Automation Systems Company in Washington.正确答案是： Sorry, can you repeat the name of the company?一 But what do you want me to do there?正确答案是： You have to give a presentation on what our
3、 products are.一 Morning, Maggie. Could you talk briefly about your career development?正确答案是： Thanks for giving me this opportunity. I started as a clerk in the- Why did you choose our company?need it.Jenny: Fine. What do I have to do?Clerk: Do you have any form of ID?Jenny: Will my passport do?Clerk
4、: Sure. （正确答案是：A）Jenny: No problem. . . It s done.Clerk: And could you give me your signature here?Jenny: Sorry?（正确答案是:B）Clerk: Please sign your name in the blank space below.Jenny: I see. Now here you are.Clerk: Thank you. It will take a few days for your check book to arrive.（正确答案是：E）You can infor
5、m your embassy of your account number so that your money can be transferred directly.Jenny: Thank you very much.作业三一、选择题Our new type of treadmill release next month.正确答案是：is due forSo I have a number of other up my sleeve, as well.正确答案是： tricksBusinesses can use free samples to build rapport and cus
6、tomers products or services.正确答案是： engage-inMoreover, reservations by credit card four weeks guarantee availability of the room size required.正确答案是：in advanceWe sell insurance cover, the you pay will depend on the cover you require.正确答案是：charge your price be competitive and date of shipment acceptab
7、le, we intend to place a large order with you.正确答案是：ShouldAn example of soft sell is to distribute free samples customers often respond favorably.正确答案是： to whichThe newly-designed ad brought about a higher click through rate by the end of next month.正确答案是： will haveWe will have flown for 13 hours by
8、 the time we to New York. 正确答案是：getShe is the CEO of Roston Sport Accessories I told you. 正确答案是： about whom 二、阅读判断题The marketing mix consists of the four Ps : providing the customer with the right product at the right price, presented in the most attractive promotion and available in the easiest pla
9、ce. The product is not just an assembled set of components: it is something customers buy to satisfy a need they feel they have. The image and the design of the product are as important as its specifications. Then the product must be priced so that it competes effectively with rival products in the
10、same market. In addition, the product should be presented to customers through advertising (e. g. TV commercials, newspaper advertisements or posters), packing (e. g. design, labels, materials), publicity, public relation and personal selling. Finally, the product must be available to customers thro
11、ugh the most cost effective channels of distribution. A consumer product must be offered to end-users in suitable retail outlets, or available on hire purchase or by mail order.1. The author of the article intends to explain to us what the marketing mix is.正确答案是：TCustomerssatisfaction matters greatl
12、y to a product. 正确答案是：T2. The price of a product must be exactly the same as rival products in the same market.正确答案是：FTo make your product known to the public, advertising is the only consideration you need to take into account.正确答案是：FA product can reach customers, according to the text, through ret
13、ail outlets, hire purchase, mail order and online sales.正确答案是：F三、阅读理解题Hard sell and soft 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.A hard sell is a kind o
14、f more direct and forceful sales tactics. The sales person just keeps explaining how good the product is, why people should buy it and even how the prices might increase if the consumer walks off.A soft sell is a different approach. The sales person tries to build trust with consumers. He doesn t pu
15、t pressure on them to buy things, just recommending a product and letting the consumers make their own decisions.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 serv
16、ices. Recommending products between friends is a little bit like doing soft selling. People dont really care 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 consumers attention and get them interes
17、ted in the products or services. Customers often resist hard sales tactics, thus making soft-selling much more effective for success.1. Whats the topic and main idea of the passage?正确答案是：C. Selling Strategy - Hard Sell and Soft Sell Strategies 2. Customers often hard sales tactics, thus making soft-
18、sellingmore effective for success.正确答案是： A. resistExamples of soft sell mentioned in the passage include . 正确答案是：B. recommending products among friends3. Making humorous advertisements is one of the approaches companies use to .正确答案是：B. arouse peoples interestsAccording to the passage,.正确答案是：C. soft
19、 sell is preferred by business companies 作业四一、选择题Hello! ?一 Hello, this is Michael from Tianjin Vanguard Trading Inc. 正确答案是：Who is that?I think a bus stop advertisement is a very wise chance to promote our products. 正确答案是： You said it.What kind of music are you going to have in the background?一 Light
20、 ones.正确答案是： It makes the audience feel comfortable.一 What is your opinion for promotion of our products?正确答案是： Why don t we try the online ads for our products?一 May I suggest the sales start on or about October 1?正确答案是： Great. We can start to prepare for the big event.We will an order with your co
21、mpany for digital cameras. 正确答案是：placeThey are talking about how to make use of advertising to the products.正确答案是： promoteThey have signed the to export textiles.正确答案是： contractWe usually keep a large supply stock.正确答案是：inToo many debts in a company easily bankruptcy.正确答案是： result in二、阅读判断题There are
22、 eight traditional functions of marketing:Buying: A marketer focuses on buyers needs and desires in order to decide what products to make available. Understanding buyers behavior is of great importance.Selling: Marketers usually view selling as a persuasive activity that is completed through promoti
23、on. Selling includes personal selling, advertising, and other selling methods. It is probably the function of marketing that we most often see in our daily life.Transporting: Transporting is physically moving the product from the seller to the buyer. Marketers focus on transporting costs and service
24、s.Storing: Like transporting, storing is an aspect of the physical distribution of products. Storing includes warehousing activities. Warehouses hold products for long periods sometimes in order to create time utility.Grading: Grading involves sorting products according to size and quality. This mak
25、es buying and selling easier because it reduces the need for inspection and sampling.Financing: For many products, such as automobiles, fridges and new homes, the purchase is facilitated when the marketer provides credit that makes the purchasing of the product possible.Marketing research: Through r
26、esearch, marketers may find out the need for new products and services. By gathering information on a regular basis, they can better plan, carry out and control marketing activities.Risk taking: It involves bearing the uncertainties that are part of the marketing process. Most marketing decisions re
27、sult in either success or failure that is associated with risk.1. It is very important to understand buyers behavior. （正确答案是：T）Marketers usually use different selling methods. （正确答案是：）2. Marketers ignore transporting costs and services. （正确答案是：F） 4. Both transporting and storing are the aspects of t
28、he physical distribution of products. （正确答案是：T）5. Marketers provide credit that makes the purchasing of automobiles, fridges and new homes possible. （正确答案是：T）三、翻译题Based on that, we 11 decide whether to run full-page ads.正确答案是：A.以此为基础，我们再决定是否运作整版广告。1. A sales department consists of many people who ar
29、e based in different parts of the country or the world.正确答案是：C.销售部由很多工作在全国乃至世界各地的人员组成。2. I look forward to hearing from you by return.正确答案是：A.期待能得到您的回信。3. Although successful salespeople often have special talents and an outgoing personality, the skills they employ are used by us all.正确答案是：B.虽然成功人士通
30、常拥有特殊天赋和开朗性格，但是他们运用的 技能也被我们所用。4. Export companies often have a separate export sales force, whose travel and accommodation expenses may be very high.正确答案是：C.出口公司通常拥有专门的出口营销人员，其差旅费可能会很高。作业五一、选择题 一Does modern logistics mean transportation and delivery?一. Modern logistics is more about effective and ef
31、ficient flow of materials and information.正确答案是：No, its not the whole storyHello, this is Steven Smith. Nice to hear your voice again.一Hi, Mr. Smith.正确答案是： I would like to know about the coverage of your freight forwarding business.一We offer special services such as personal belongings, express, hol
32、iday pick-up and delivery services and so on.正确答案是： What kind of special services do you offer? Dont hesitate to click on our website when you need us.一. Thank you.正确答案是： Sure, I willGood morning. Far East Logistics Company.一Good morning. This is Maggie Bonner. I would like to know more about your p
33、roducts.正确答案是：May I help you?The manager asked me I could finish my work before theweekend.正确答案是： whetherThat is the reason weve lost so many customers.正确答案是：whyYou can get the goods to your door so quickly nowadays.正确答案是： deliveredThe total cost in logistics in China is still higher than in many ot
34、her industrialized countries.正确答案是： thatWe work closely every large airline like Air China, AirFrance and American Airlines.正确答案是： with 二、阅读理解题The Importance of Information in the Supply ChainInformation is important because it provides the facts that supply chain managers use to make decisions. Wit
35、hout information, a manger will not know what customers want, how much inventory is in stock and when more products should be produced and shipped. In short, without information, a manager can only make decisions blindly.Managers must understand how information is gathered and analyzed. This is wher
36、e information technology comes into play. Information technology serves as the eyes and ears of management in a supply chain, capturing and delivering the information necessary to make a good decision. For instance, an IT system at a personal computer manufacturer may help a manager analyze the info
37、rmation and recommend an action. The manager can use the remaining chips first, then look at demand forecast, anddetermine whether to order more chips.There are four reasons why timely and accurate information has become more important for effective logistics system design and operations.First, cust
38、omers recognize information about order status, product availability, delivery schedule, and shipment tracking as necessary elements of total customer service. Then, managers realize that information can be used to reduce human resource requirements. What s more, information increases flexibility wi
39、th regard to how, when, and where resources may be used to gain strategic advantage. And finally, enhanced information transfer and exchange capability using the Internet is changing relationships between buyers and sellers and refining channelrelationships. example, after a commercial transaction i
40、s done, logistics will carry out the transfer of goods from the seller to the buyer for the lowest cost and in the most effective manner. During the transfer process, logistics facilities, equipment (carriers), administration of information and standardization are needed.1. Informationis so importan
41、t that .正确答案是：B.managers can only make decisions blindly without it2. Information2. Informationtechnology.正确答案是：A.could be used to gather and deliver information to makedecisions3. Information4. Informationcan正确答案是：C.help to refine channel relationships5. If you are a manager, you willuse informatio
42、n to .正确答案是：A. order more chips6. The main point of this passageis about.正确答案是：B. the importance ofinformation三、阅读判断题Functions of LogisticsLogistics is the physical flow process of goods from the point oforigin to the point of consumption concerning transportation, warehousingand storage, loading an
43、d unloading, goods handling, packing,distribution processing delivery and information management. ForLogistics has three major functions. Firstly, it creates time value. The same goods can be valued differently at different times. Goods are often in stagnation during the transfer process, which is c
44、alled the storage of logistics. Secondly, it creates location value. The same goods can be valued differently at different locations. The value added during the transfer process is the location value of logistics. Thirdly, it creates distribution processing value. Sometimes the distribution processi
45、ng changes the packages of the goods. That is, during this stage, it cuts large packages of goods into smaller parts, which creates added value for goods.1. Logistics is the physical flow process of goods from the seller to the buyer.正确答案是：TAdministration of information and standardization are neede
46、d during the transfer process.正确答案是：T2. Storage creates the location value for goods.正确答案是：FThe same goods can be valued differently at different times and locations. 正确答案是：T3. Large packages of goods should always be cut into smaller parts to create added value. 正确答案是：F四、翻译题1. After a commercial tr
47、ansaction is done, logistics will carry out the transfer of goods from the seller to the buyer for the lowest cost and in the most effective manner.正确答案是：B.在完成商业交易后，物流将以最低成本和最有效的方式将商品 正确答案是： Sorry, I didnt catch that. Would you say it again? Can you show me the schedule?正确答案是： Sure, a tight schedule
48、 as usual You need to pay a visit to our important customers from Chamberlain Automation Systems Company in Washington.正确答案是： Sorry, can you repeat the name of the company? But what do you want me to do there?正确答案是： You have to give a presentation on what our products are.You are the right person for the job that your application the advertisement.正确答案是： relates-* to*I was devising sales strategies and targets for the West Region.正确答案是：responsible forI led and a sales team of 20 people.正确答案是： motivatedGood manners may