BEC中级口试历年真题PART2及答案汇总真题二Whatis important when entertaining clients?•types of activities•CostFirstly,we must chooseappropriate types of activities to entertain different clients. Differentclients have different tastes interests and hobbies. In order t o make them feelsatisfied and comfortable we must choose the activities they prefer and areinterested in. For example if you find your client has a taste f or art or musicthen take him or her to a concert. If he or she is a sports fan take him or herto the sports event.Secondly, Cost isnot always the essential thing. How much we spend is d epending on thenature/characteristics of the transaction or the size of the de al. Butsometimes we should consider the profit issue. If the company is expec ting tomake big gain/profits out of a specific client, it should at least put inp roportional investment to entertain/please its clients. The ideal plan wouldbe spending as little money as possible to get the deal done. But you must not offend your clients. You should make them feel being welcomed.Whatis important when choosing retail premises to rent?•Locationof site (transportation)•Lengthof contract•Demandfor products or services•Laborcosts•Competition•Localworkforce availableFirstly, locationof site is very important. You need to consider whether it’s convenient andeasy for raw material supply and transporting out the produ cts, whether it’seasy to get access to the electricity, water, gas and other su pporting energy,whether it’s convenient for staff to go to work.Secondly, lengthof contract is also important. Longer contract would cove r issues in moredetails. The contract should cover certain matter, which are li kely to happen,such as, assignment, service charges.What isimportant when deciding on packaging for products？•Image•production processThe packaging ofour products is in fact a kind of advertisement for our products. So when wedecide on packaging for products we must first conside r if the packaging canreflect the image of our products. It must best represe nt the quality of ourproducts through its design and layout which can attract our customers to buyour products. The packaging should show the distinctive features of our productsso that every customer can have a better understanding of our products afterjust taking a look at our products. Andwe should make sure that the customers can identify our products immediatelythrough the packaging.Besides, the productionprocess decides the physical characters of your pr oducts. Forexample, what they are made of, metal glass or wood? Because of thesecharacters you have to select different kind of packaging. For example beingfragile your products made of glass should be packaged in a soft contai nerwhich can stand the impact of collision. Your wood products should be ke pt inthe anti-wet and anti-mold packaging. As for metal products anti-wet an danti-rust packaging is necessary. Appropriate packaging can ensure the quali ty ofyour products during the delivery.Whatis important when packaging?•image•production process•convenienceFirst of all, whenpackaging, it’s very important to choose the color, shape and design thatconvey the high-quality image to our customers. With special appearance, ithelps make the product distinct from others and attract cons umers’attention.Second, productionprocess is also important, the product will be handled for many times duringits production process, so the packaging material we u se should be strongenough to resist any damage.(we should also consider the transit process sothat the package we design will protect the product against spoilage.Apart from thistwo aspects, it’s also of great importance to offer consu mers convenience. Packagingshould be designed in such as way to make it e asier for customers to open thecontainer and use the product.What isimportant when selecting staff for promotion?•Attitude to work•Current performance•Personal qualitiesAttitude to work工作态度: The staff who hold a positive attitude toward work should bepromoted. If a person likes his job, he will devote his heart a nd soul into thejob and try every effort to accomplish the task. Moreover, his hard-workingmight well influence the other staff and set a good example for them. Thecompany needs such kind of spirit.Currentperformance (Quality of performance / work-related qualities)专业素质: You know, all staff are looking forward to promotion. The one whogets the chance should be the best one among all staff. Otherwise other staffwon’t be convinced. Current performance can just tell all staff what he or shehas done and can also tell the staff the reason for promotion. Then everybodywill try his/her best to work hand and make some achievements.Personal qualities人品:Relevant personal qualities are important as well, su ch as loyalty to thecompany, responsibility and so on, since these qualities ca n establishcredibility and integrity among colleagues. The selecting staff should be as acontributor to the company and as a person of high personal standing with acapacity for leadership.Communicationskills，Cooperation skillsWhat is importantwhen considering a career change?•Further study or training•Opportunities for future promotion•Salary•Location•Company reputationFirstly, furtherstudy or training cannot be neglected, since training can ke ep their skillscurrent and up-dated, thus making them more competitive throu ghout their lives.Secondly, future promotionnormally provides an increase in pay and stat us and brings you a sense ofcareer achievement.Thirdly, Salary isnot the most important thing in the world. I do think so.But without money, we’llbe in difficulties. When we can’t support our fami lies, we will naturallyconsider career change.Location must betaken into account, especially for one who is married and has children. If thenew job means relocation, moving to a strange city, it can be a great threat toone’s family life, and various problems will arise, such as children’s education,etc. Besides, people have to consider whether the cli mate, food and the culturethere fit them or not.What is importantwhen planning an advertising campaign?•Market research•Selecting appropriate mediaMarket research:It enables you to know what is popular in the market and what prices customerscan accept. All the above are very crucial for you todecide when, where andwhom you can give your advertisement.Selectingappropriate media: For example, if your new product aims to re ach young people,it is a wise choice to put an advertisement on either TV or Internet, for theyoung are used to getting news there. Or it will be a waste of money.Pricing: Aftercarrying out market research, we can know what the most r ational price of a newproduct is.What is importantwhen choosing transport for business trip?•Convenience•Cost-effectiveness•ComfortFirstly,Convenience transport can help to make your trip easy, efficient and free fromfatigue.Secondly, It isadvisable not to choose a transport whose cost is beyond your budget, sinceexpensive transport can even stop you from meeting your targets. You shouldnever allow this kind of cost to ruin your whole business.Finally, Comfortmeans being physically relaxed and contented, free from worries andunhappiness. With comfortable transport, you can arrive well rested and readyfor your work. This is vital for the success of your business.Whatis important when exporting goods or services for the first time?•Cultural differences•Professional adviceWhen exportinggoods or services for the first time ,it is very important t o consider culturaldifferences. Cultural differs from country to country. People in differentcountries have different tastes and needs for goods or services. In order tocater to the tastes and needs of people in foreign countries, a com pany shouldtake cultural differences into consideration when exporting goods or servicesfor the first time. Otherwise, the goods or services won’t sell well.Professionaladvice is also important. Since the company has never done i nternationalbusiness before, it may lack experience of exporting goods or ser vices. If thecompany seeks professional advice, it may avoid marketing disaste rs which maylead to big losses. In addition, it’s also important for the comp any to locatea good exporting firm which can provide great assistance in selli ng goods orservices to foreign countries.What’simportant when dealingwith complaints from clients?•Offering an apology•suggest a solution to the problemOffering anapology is the very basic level. When the clients think that th ey have receivedunfair treatments, the first thing that the company should do is to calm themdown and try to keep the client. An apology is the first step and a usefulmethod to maintain control of the situation. Offering an apolog y is animportant gesture to show that the hosting company is fully aware of thesituation and would like to take the potential responsibility for its mistakes.The complaining clients would feel that their complaints are being paidattenti on and may therefore be happy to proceed to the transaction with thehosting company.It is necessary tosuggest a solution to the problem as well.The clients wantto enter into the transaction in a good mood and with a reliable andtrustworthy business partner. Apart from an apology, the client w ould want tohave the problems and misunderstanding solved before their co mmunication movesto the next level. If the hosting company failed or refused to suggest asolution, its sincerity of entering into the transaction would be put intodoubt.What is importantwhen setting prices for new products?•Production costs•Competitors’prices•Demand•QualityThe first thing wemust take into account is Production costs when setting prices for newproducts. Prices should cover the costs, such as insurance, raw materials, rentand equipment. Otherwise, the company will make a loss.Competitors’prices: If we sell our products at a lower price than our co mpetitors, we canseize a large market share quickly. Then, large sales volume can help ourcompany reduce production costs and achieve higher profits.Demand需求:When demand is strong, we can set high prices. When dem and is weak, we can setlower price. Firms must estimate the quantities of a p roduct that consumerswill demand and then set the price for the new produc t.Quality质量:If the new products are of better quality and can perform m ore functions thancompetitors’, then the prices can be high.Whatis important when aiming to reduce staff turnover?•Financial incentives•career structure•Pleasingwork environment•flexible working hours•trainingFirstly, financialincentives are important. Staff want some sort of recogniti on for the job thatthey do. Correct Financial incentives plan will arouse their enthusiasm.Otherwise, they would feel being ignored (neglect/overlook).Secondly, careerstructure is also important. Employees will remain with th eir employer ifcareer opportunities are presented. Career plans for those who what to upwardin the company undoubtedly improve morale and boost enga gement. (This can leadto some motivational values and enhance employees’fulfillment.)Thirdly, creatinga pleasing workplace is very important when aim to retai n good staff. Apleasing workplace includes everything from having the right t ools available toprovide basic comfort, such as proper lighting and noise cont rol, etc.On top of that,flexible working hours should be also taken into account.It allows the staff acertain degree of freedom, which is essential for the balan ce of life and work.Besides, trainingcannot be neglected, since training can keep their skills c urrent and up-dated,thus making them more competitive throughout their liv es.真题四What is important whenPlanning a presentation？•Audience•Equipment neededFirstly，Youneed to know who is going to be the target audience. Wheth er the audience knowanything about the topic of your presentation, What the y are interested in,and Why they come to your presentation.Once you have f ound out something about the target audience, you need to keepin mind their interests and needs so as to make your presentation interestingand meanin gful for the target audience.Secondly, you needto decide what kind of equipment will be needed for the presentation, e.g.over-head projector; clear transparencies; computer; micr ophone, acoustic forthe venue where the presentation will take place. Also,Yo u need to make surethat the equipment needed will be available on the day when the presentationwill take place. what’s more, you need to check that al l the equipment is ingood condition and works well.What is important whenselecting an interpreter for a meeting with foreig n clients•Experience•ReliabilityFirstly, you needto select an interpreter who is experienced in interpreting for such meetings,the interpreter should have a wide knowledge about business management andfamiliar with the special terms and jargons for commer cial negotiations,finance, law, etc. in addition, a background knowledge about the target countryis also important too.Secondly, theinterpreter for a meeting with foreign clients should be relia ble in thefollowing aspects: being punctual for the meetings,keeping informati on learnedat the meetings confidential and interpreting accurately what is bei ngdiscussedWhat is important whenintroducing a new product range onto the market•Timing•advance publicityFirstly ,theintroduction should be made at an appropriate time, i.e. when the market ismatured for having this new product range, in other words, there will beprospective customers to buy the products. If there are any competitors who areplanning to introduce similar products onto the market, then it is necessarythat the introduction should be made ahead of their introduction s o as to grabas much market share as possible.Secondly, advancepublicity is important in that it will pave the way for the introduction, i.e.to make it known to the general public. There are differentways to implementadvance publicity.-- to have a newsconference to declare the introduction--to advertise onTV/radio, in newspaper/magazines--to deliversamples of the new product (delivery can be made in the stre ets, insupermarkets, to people’s homes etc.)What is important when aimingto improve career prospects (职业规划)?When aiming toimprove career prospects, I would take three factors into account, a goodreading habit, a good command of foreign languages, a furt her education andorganic frame of the worldTo start with, agood reading habit can enrich your knowledge. When you are reading businessarticles, the latest business events will give you a clue of what to do on yourown opinions.Secondly, foreignlanguage learning is becoming increasingly（有意识的替换more and more）popular in companies because it guaranteeseffective commu nication with overseas business partners.Thirdly, furthereducation helps you to step forward. With more training, y our proficiency willbe improved. Last but not least, an organic knowledge syst em also plays animportant part in the career development. A broadened hori zon(开阔眼界) would enhance your professional skills.What is important when aimingto improve career prospects?•Reading business articles•Learning a foreign language•TrainingFirstly, readingbusiness articles is very important when trying to improve career prospects.This is a good way for you to keep up with the latest devel opment in relatedfield which may give you a clue of what to do next.Secondly, learninga foreign language is also important. For instance if yo u are good at speakingEnglish ,that would add weight to the improvement of career prospects since theglobalization economy and the wide-spread interna tional corporation all needsthe bridge of a common language ,and English is one of the most widely usedlanguages.Thirdly, trainingis another factor to consider. By doing so , you get acces s to a range ofskills to meet different sorts of needs from different jobs.What is important whendeciding how to transport goods?•Destination•Speed•delivery and loading of the goods•priceWhen you aredeciding how to transport goods, the destination of the de livery is the primeelement to be consideredFor the sake of (为了)convenience, various means of transportation should be adopted with regard todifferent distance of the delivery.Furthermore, wecan not overlook speed（论点2）. A more prompt deliver y means a fasterturnover（此处意为流通量，注意它的其他两种意思：营业额及turno ver rate员工的离职率）.On the other hand,delivery and loading of the goods should not be negl ected. If the goods are nottaken care of, there could be damages either in tr ansit or during the loadingand unloading process or by other reasons. If the percentage of the damagedportion is too high and the goods are in a bad c ondition, the company cansuffer from a huge loss.And now it comesto the last point: price. Other things being equal, as lo ng as the transportcompany can handle the items properly(可以用专业术语“野蛮装卸”rough handling表示),we would definitely choose the one that grants u s the best offer.What is important whenpurchasing new machinery?•the level of automation•the level of automation•quality•safetyFirstly, Whenpurchasing new machinery for production line(生产线), the le vel of automation should beconsidered first. Just imagine how much labor it will save if the whole processis computerized and fully automatic, that is exac tly the reason why we buy newmachineries: to save labor and raiseefficiency.Secondly,, weshould be aware of the maintenance requirement of the ma chineries we bought. Itshould be stated crystal clear in the payment terms w hether it is theresponsibility of the buyer or the seller to get the maintenance covered（意为“负责”）.Furthermore, qualityshould be viewed before the purchaseFinally, if I werein charge of the purchase, my interest will be towards sa fety. The visual ofsome worker getting caught in the blade（刀片）of the mac hinery is horrifying. If we don’ttake this seriously, this image will not be a h ypothetical casewhat is important whenselecting a retail sales assistant?•previous experiences•appearance•some basic skills and qualitiesWhen selecting aretail sales assistant, several factors should be taken int o consideration.Firstly, I think if the candidate has some previous experiences, he or she mayget a priority or privilege（优先权，特权）for the position, bec ause as many otheremployers, I attach great importance to it for that matter.Secondly, I wouldpay attention to the personal appearances of the applic ants. A good appearancecan make the publicity of the company better and e asier, and the clients andcustomers will have deep impression of a decent, ne atly dressed salesassistant.Thirdly, somebasic skills and qualities are necessary, such as communicati on skills andanalysis skills. And also, to keep contact with our customers is ve ry important（论点4）. It can help us to improve our achievements and makes ure we have sustainable resources for the future development.补充词汇：sales manager 销售经理sales promotion 促销sales potential 销售潜力selling profit 销售利润What is important whencontacting clients by telephone?•calling at the right time•listen carefully•positive and enthusiasticWhen contactingclients by telephone, we have to cover the whole range of business master in alimited time, so we have to be very brief and efficient in every minuteavailable (论点1：在已给出的提示中：calling at the right time比较难拓展，需尽量扯到我们熟悉的或常识性的话题，即说话要简洁、有效). As a matter of fact, we talk all day,but how to talk is obviously a somewhat neglected ar t.To be specific,you should make sure that you that you call your clients a t the right time,because it is impropriate, impolite and very annoying to distu rb your clientswhen they are in the middle of something. To put it in anothe r way, the perfecttiming is the key point.Secondly, whencontacting clients by telephone you should listen carefully, because one of thebest ways to show your respects to your clients is to bec ome a good listenerThirdly, you needto have a positive attitude and to let your clients feel t hat you are positiveand enthusiastic. Also, you can keep a harmonious circum stance between you andthe clients. Of course, there are otherdetails that you should pay attention to (论点4), such as do not hang up first. Weoften say t hat the details determine whether you will succeed or fail(细节决定成功还是失败). Note that the details can help a lot to solve theproblems effectively.What is important whenmanaging change?•clear objective•technology and qualified personnel.In thisinformation age, the capacity to manage change is becoming incre asinglyimportant. Consequently, more and more managers begin to put this is sue in thespotlight）.In my perspective,when managing change, several factors should be take n into consideration. Thefirst one is to set a clear objective, because it is the blueprint （蓝图）of a company’s future development. Without the guide ofa clearobjective, one will get lost in the business jungle.The second factoris communication skill. An effective communication can promote cooperation, andcommunication is usually considered as an inevitabl e（不可避免的）way to effective management.The third one is technologyand qualified personnel. They are the core co mpetitiveness of enterprises andthey are the software and hardware that drive the enterprise to work in a fullspeed (全速进行）. Without them, it is hard to keep pace with the time.The last but notthe least, creativity is also important (论点4). Even a single innovative idea may becapable of helping an enterprise to take the lion’sshare in the market.What is important whenconsidering setting up a staff canteen?•employees' opinions.•CostWith respect tosetting up staff canteens, I suggest that we should be aw are of the following four factors.First of all, Ithink we should listen to the employees' opinions. If most of the employeesagree to setting up a canteen and the company can afford th e expenditure. Ithink the company should not refuse to setting up a canteen. Facilitatingemployees will finally benefit the company. To consider their opini ons is torespect their interests.Secondly, It isnecessary for the company to consider the expenditure of s etting up a newcanteen. Because the company needs profit to sustain itself r un. The companycan also strive for investment from others. Make sure setting up the canteen isbeneficial to employees and companyWhat is important whenworking as a teacher ?•sharingexpertise•decidingresponsibilities•monitorthe studentsWhen working as ateacher, the prime concern is sharing expertise. The n eed of the studentsshould receive careful consideration. Through systematic tr aining and teaching,the students should be able to resort to （依靠，求助于~~ ~）the professional skill of the teacher forreasonable solution of whatever pr oblem they may come across in workingexperience.Secondly, theteacher is expected to decide the responsibilities of his/her fellowman. Inthis case, it is better to tackle with（与do with, deal with, cope with同义）the whole thing in an organic way rather than on a piecemeal（七零八碎的）basis. In other words, the person on the teaching position should becrystal clear（又一次碰到，意为完全明白，十分清楚）of the strength and weak ness of everystudent and assign them to the right positions based on this ju dgment. Giventhis premise, the whole team can work in an efficient way.Another crucialissue is how to monitor the students. Here we should ado pt a flexible policy. It takes wisdom to let thestudents know that their behavi our will be noticed by the supervisor and simultaneously to invoke the creati ve spiritout of them（论点4）. Inthis way, we can improve the behaviour patt ern of the students and make fulluse of their potentialities.What is important whennegotiating a contract with a customer?•customer’needs•available budgetIf I amnegotiating a contract with a customer, I will firstly take the custo mer’needsinto consideration. The reason is very simple: it is the basis of the undergoing negotiation; we are sitting around the negotiating table because weneed something from each other. It is our common desire to conclude the business.On the other hand,the success of the negotiation depends on the availab le budget. Without financialsupport, all the rounds of discussing and bargaining won’t make any sense. Thatis why it is an international practice（国际惯例）to consider about the budget first andreasonable design of the contract com es after that.Besides the abovementioned points, long-term cooperation is also an ess ential element（谈判中既要考虑到short-term profits, 又要考虑到long-term relatio nship）. Although the well-being of our own party isthe main concern of us, we should insure that the prices we offered are veryfavourable (favorable pric e优惠价格), or we may even make some readjustment inour offer if the custo mer insists. The drive behind these behaviours is thatsustainable profit and wi n-win outcome will make sure the contract can be heldgood for a long term. That is why we ought to make it our permanent principle（不变的原则）to h onor the contract and maintain commercial integrity.。
