READING 1 hour 剑桥 BEC 真题集中级 第三辑 Test 4PART ONEQuestions 1-7• Look at the statements below and the advice given by fourmarket experts to aholiday company on the opposite page.• Which expert ’s advice (A, B, C or D ) does each statement (1-7) refer to?• For each statement (1-7), mark one letter (A, B, C or D ) onyour Answer Sheet.• You will need to use some of these letters more than once.1 SunTours runs a risk by selling similar holidays tocustomers in different income brackets.2 It is worth offering holidays at a discount to increase thenumber of bookings.3 SunTours needs to reflect on its marketing methods if itwants to boost repeat custom.4 It would be a good idea to sell holidays to locationswhich other promoters have ignored.5 SunTours has been disadvantaged by its approach in the past.6 In certain locations, SunTours may be able to negotiate morefavourable contracts.7 There is an alternative to discount holidays that would bemore satisfactory forSunT ours’ customers.Four market experts offer advice to Sun Tours, themiddle-market tour operatorARobert WorthMarketing to a wider audience could lead to more people buying direct from SunTours rather than going through travel agents, and the consequent reduction in agents’commissions might boost company profits. Towards the end of the season, reducing the cost of holidays would attract last-minute customers, thus avoiding any possible loss on unfilled accommodation and flights. The company could also increase profits by selling more specialised holidays here in Britain, perhaps by offering breaks at historic sites and coastal destinations.B Steven WorrelWhether it’s worth discounting surplus holidays is an arguable point, as it not only cuts into profits, but also results in budget-conscious holidaymakers being put next to SunT ours’more affluent customers, thus damaging the brand. lt may seem attractive at first because of tight margins, but SunTours should think twice before taking up this option. Currently, SunTours is planning to sell higher-margin holidays to previously ‘un marketed’ destinations for which demand is greater than supply. It is likely that accommodation providers in these emerging holiday destinations will be more flexible when it comes to setting terms. The firm should go ahead with this policy.C Ursula CapalboGood risk management and higher sales can guarantee higher profits. Although SunTours has always been averse to planning, the company would in fact benefit from a risk model that forecasts the impact of discounting on cash flow and profitability l throughout the year. SunTours would then be able to change direction when things go wrong, as they inevitably do from time to time. Diversification can increase rather than spread risk, so caution is needed as the company enters regions where facilities for tourists are not yet fully developed. Targeting customers nearing retirement age, whose disposable income and leisuretime are increasing, would be ideal.D Gillian WilmotSunTours knows that good relationships with customers is the key to success in the travel business. With this in mind, the company should consider that brochure mailings, unlike electronic communications, can attract customers and maximise year-round opportunity. They encourage summer tourists to take another break and can even be used to send a thank-you letter to returning customers. Selling holidays at a reduced price is definitely not a sensible option. A better choice would be value-added promotions which can improve profitability and build on SunTours customers' desire for high-quality service.PART TWOQuestions 8-12• Read the article below about the importance of human resource(HR) management.• Choose the best sentence from the opposite page to fill each of the gaps.• For each gap (8-12), mark one letter (A-G ) on your Answer Sheet. • Do not use any letter more than once.• There is an example at the beginning, (0).Human resourcemamagementIt is nearly a century since the car manufacturer Henry Ford sai d, ‘You can destroy my factories and offices, but give me my people and I will build the business right back up again.’(0) G But a few business theorists are beginning to argue that managing people wellcan add more to the bottom line than anything else.Mike Manzotti, a leading American author in this area, has strong views about the growing importance of human resources intoday ’s business world.(8) . A company withhigh staff commitment, for example,has an asset that its rivals findhard to copy. Research in Britain wouldappear to support this notion. Arecent business school survey intothe performance of eightmultinationals found that peoplemanagement could be the mostdecisive factor in a company ’sperformance.Another study indicated the same thing in medium-sized manufacturing firms. (9) . After all, how can an organisation evaluate the commitment of its staff?For this reason, the researcherGeorge Hessenberg argues that a scientific approach is needed. He feels that when HR professionals suggest changing anorganisation ’scompensation structure orbeing more selective in recruiting, they are asking for things that require resources.(10) .Some new approaches areemerging that attempt to do justthat, including the scheme devisedby consultants Couze jordan. Thescheme, which covers communication,recruitment, and use of resources,predicts that significantimprovements in these areasachieve an increase in shareholdervalue of up to 30 per cent.Another programme, launchedbyjames Lesten an independenthuman resources expert, approachesthe problem from a perspectivethat is designed to appeal to awide range of managers.(11) . Both, heargues, involve appropriatedecisions being made about theallocation of resources within aparticular budget.Lester ’s expertise enableshim to carry out anorganisational audit for hisclients to identify which areas ofHR are in most need of improvement.This is because there is no pointin businesses spending largeamounts without knowing if theinvestment is worthwhile.(12) . Lester ’sadvice, however, is forcompanies to think twice beforehiring people, since it isvital they assess whether they are getting value for money.Example: 0 A B C D E F GA But the findings are inconclusive because of thedifficulty of collecting reliable evidence.B He argues that the role of a skilled, motivated andflexible workforce has become more significant as traditional sources of competitive advantage diminish.C For example, a common mistake is to spend a fortune onrecruitment to cover up for deficiencies in training.D However, most leading experts in the field believe thatthere is sufficient evidence to support this model of workplace dynamics.E He compares the positive use of human resources toeffective fund management, as this is something that senior executives can relate to.F He believes, however, that the only way they willgain approval for these potentially expensive initiatives is to have some data that demonstrates positive financial benefits.G In the light of this statement, it is odd that peoplemanagement has taken so many years to move up the agenda.PART THREEQuestions 13-18·Read the article below about common problems affecting mergers, and thequestions on the opposite page.· For each question (13-18), mark one letter (A, B, C or D) on your Answer Sheet.Achieving a successfulmergerHowever attractive the figures may look on paper, in the long run the success or failure of a merger depends on the human factor. When the agreement has been signed and the accountants have departed, the real problems may only just be beginning. lf there is a culture clash between the two companies in the way their people work, then all the efforts of the financiers and lawyers to strike a deal may have been in vain.According to Chris Bolton of KS Management Consultants, 70% of mergers fail to live up to their promise of shareholder value, not through any failure in economic terms but because the integration of people is unsuccessful. Corporates, he explains, concentrate theirefforts before a merger on legal, technical and financial matters. They employ a range of experts to obtain the most favourable contract possible. But even atway to avoid this is to work with focus groups to see how employees view the existing culture of their organisation. Inone example, where two global organisations in the food sector were planning to merge, focus groups discovered that the companies displayed very different profiles. One was sales-focused, knew exactly what it wanted to achieve and pushed initiatives through. The other got involved in lengthy discussions, trying out options methodically and making contingency plans. The first responded quickly to changes inthe marketplace; the second took longer, but the option it eventually chose was usually the correct one. Neither company’s approach would have worked for the other.The answer is not to adopt one company’s approach, or even totry to incorporate every aspect of boththese early stages, people issues must be taken into consideration. The strengths and weaknesses of both organisations should be assessed and, if it is a merger of equals, then careful thought should be given to which personnel, from which side, should take on the key roles.This was the issue in 2001 when the proposed merger between two pharmaceutical companies promised to create one of the largest players in the industry. For both companies the merger was intended to reverse falling market share and shareholder value. However, although the companie s’ skill bases were compatible, the chief executives of the two companies could not agree which of them was to head up the new organisation. This illustrates the need to compromise if a merger is to take place.But even in mergers that do go ahead, there can be culture clashes. One organisations, but to create atotally new culture. This meanstaking the best from both sidesand making a new organization thateveryone can accept. Or almosteveryone. Inevitably there will bethose who cannot adapt to adifferent culture. Research intothe impact of mergers has foundthat companies with differingmanagement styles are the onesthat need to work hardest atcreating a new culture.Another tool that can help toget the right cultural mix isintercultural analysis. Thisinvolves carrying out researchthat looks at the culture of acompany and the business cultureof the country in which it isbased. It identifies how people,money and time are managed in acompany, and investigates thebusiness customs of the countryand how its politics, economicsand history impact on the waybusiness is done.13 According to the text, mergers can encounter problems whenA contracts are signed too quickly.B experts cannot predictaccurate figures. C conflictingattitudes cannot be resolved. Dstaff are opposed to the terms ofthe deal.14 According to Chris Bolton, what do manyorganisations do in preparation for a merger?A ensure their interests are representedB give reassurances to shareholdersC consider the effect of a merger on employeesD analyse the varying strengths of their staff15 The proposed merger of two pharmaceutical groups failedbecauseA major shareholders were opposed.B there was a fall in the demand for their products.C there were problems combining their areas of expertise.D an issue of personal rivalry could not be resolved.16 According to the text, focus groups can help companies toA develop new initiatives.B adopt contingency plans.C be decisive and react rapidly.D evaluate how well matched they are.17 Creating a new culture in a newly mergedorganisation means thatA management styles become more flexible.B there is more chance of the merger working.C staff will find it more difficult to adapt to the changes.D successful elements of the original organisations are lost.18 According to the text, interculturalanalysis will showA what kind of benefits a merger can lead to.B how the national context affects the way a company is run.C how long it will take for a company culture to develop.D what changes companies should make before a merger takesplace.PART FOURQuestions 19-33•Read the article below about a bank with areputation for excellence.• Choose the best word to fill each gap from A, B, C or D onthe opposite page.• For each question (19-33), mark one letter (A, B, C or D) on your Answer Sheet.•There is an example at thebeginning, (0).The bank withideasWith several hundred years of history behind it, the APL Bank has few problems in (0) B businesses that it is a reputable and secure (19) of a range of banking services. Now, it is demonstrating to business customers that it is flexible and responsive enough to (20) their changing needs in the 21st century.Based in London, APL offers banking services to businesses throughout the UK via its branch (21) . Most customer service provision is (22) out by personal account managers based in local branches, together with (23) staff at companyheadquarters.An important (24) for APL has been to make it easy for customers to (25) ............ business with the bank. They can contact their account manager by direct line or email; if the manager is on holiday, a carefully chosen colleague becomes the‘account contact' and (26) with the customer duringthe manager’s (27) . In addition, for those who want (28) to their bank at any time of day or night there is now a 24-hourphone-based service.In order to remain competitive and build customer loyalty, thebank guarantees to turn around urgent loan (29) within 24hours. This focus on the customer has also been a driving (30) in APL’s recruitment and development policy. For example, newlyinducted staff (31) a ‘custo mer service review' to findout what it is like to be on the other side of the desk, asking toborrow money.Together, these (32) in banking have achievedexcellent results. The customer (33) is growing fast,and last year the bank gained 36,000 new business accounts.1ABCD giver 2 AB reachC meetD assist 2 A system B web C grid D network 2 A taken B C D put2 A aid B C D backing 2 A B CD scheme 2 A do B run C make D have 2 A copes B C D deals2 AB C D retirement 2 A access B C D opening 2 AB CD orders 3 A power B C force D pressure 3 A take B go C set D put up3 ABC D modernisations 33A sourceB baseC centreD foundationPART FIVE Questions 34-45• Read the text below about expenses claims.• In most of the lines (34-45) there is one extra word. It is either grammatically incorrect or does not fit in with the meaning of the text. Some lines, however, are correct.• If a line is correct, write CORRECT on your Answer Sheet.• If there is an extra word in the line, write the extra word in CAPITAL LETTERSOVERDealing With Expenses吉林工商学院教案（首页）0 Most companies use forms or spreadsheets to process travel and entertainment0 expenses claims. As a result, it can be difficult to control over spending across the34 organisation, and unfortunately when data often needs to beprocessed again and entered35 into the firm’s other such accounting systems. One solution is an automatedexpenses36 management system. But if there are various measures you can implement to make37 your existing procedures more efficient. Firstly, tryensure that all expenses claims are38 independently been authorised. Who approves seniorm anagers’ claims, forexample?39 Don’t waste time for reviewing all expenses claims; only look in detail at a sample,but40egularlyupdatethefirm’sexpensespo|icy,andquerywithallclaimsthatfallout sideit.You41 should also avoid duplicating effort; if line managerscheck expenses, there is little point42 in the accounts department are doing so. You could tryto cut down on cash advances and43 corporate credit cards; making staff to use their own credit cards encourages them44 to submit claims on time. It is also a good idea to identifyand remind staff who do not45 submit or approve claims promptly. Finally, aim to recharge every expenses tocustomers where your business model allows.WRITING 45 minutesPART ONE• Your department needs to employ some temporary staff.• Write an email to the Human Resources Manager:• saying how many staff you need and giving the date you want them to start• explaining why you need them• stating what skills they should have.PART TWO• You are the manager of Arvon Industrial Park and you have just received the letter below from FNT Ltd, a potential customer.• Look at the information below, on which you have already made some handwrittenn example of service offeredArvon IndustrialParkUnits between 1000 m 2 and3000 m 2Short or long-term rental contractsCompetitive pricesContactArvonIP@ for further informationExplain benefits of long-term rental吉林工商学院教案（首页）LISTENING 40 minutes (including10 minutes’ transfer time)PART ONEQuestions 1-12• You will hear three telephone conversations or messages.• Write one or two words or a number in the numbered spaces on the notes or forms below.• After you have listened once, replay each recording.Conversation One(Questions 1-4)• Look at the note below.• You will hear a woman discussing production problems with her boss..MEETINGNOTESCost of (1) have increased.Some of our (2) have sighed exclusive contracts with suppliers.No time to discuss problems at (3) meeting.Product quality problems due to lack of suitably trained (4)Conversation Two(Questions 1-4)• Look at the notes below.•You will hear a woman phoning her company’s legal department about employment contracts.Phone Message for SimonSmithEmma Paynton has a query about contracts for new(5) ........................................................ .She needs t o know the maximum length allowed for a(6) .............................................................. .. .Also. if(7) ..........................................................isrequired, can she include it in the hourly rate?Could you check a contract from a new(8) .................................................... ?Conversation Three(Questions 9-12)• Look at the notes below.•You will hear two colleagues discussing what to include in their company’snewsletter.NEXT MONTH'SNEWSLETTERWhat to include:Decision to introduce (9) forall staff.Positive feedback on the new models shown at (10)las t month.Board are coming to final decision on the (11) of G and Q.N.B. Need to reassure staff that no (12) will be necessary.PART TWOQuestions 13-22Section One(Questions 13-17)• You will hear five short recordings.•For each recording, decide what opinion the speaker has about the company they work for.• Write one letter (A-H) next to the number of the recording.• Do not use any letter more than once.• After you have listened once, replay the recordings.13 A The after-sales service is poor.B The company brochure should be updated.14 C More money should beinvested in research and development.15D Employment contracts should be standardised.16 E A member of staff should be dismissed.F Some new trainees should be recruited.17G The company insurance provision is not sufficient.H Product delivery agreements need to beclearer.Section Two(Questions 18-22)• You will hear another five recordings.• For each recording, decide what the speaker is trying to do.• Write one letter (A-H) next to the number of the recording.• Do not use any letter more than once.• After you have listened once, replay the recordings.18 A to place a repeat orderB to query aninvoice19 C to accept a quotationD to confirm an appointment20E to enquire about a change21 F to ask for a refundG to book a conference venue22H to arrange a demonstrationPART ThreeQuestions 23-30•You will hear an insurance salesman, Dan, talking to a friend, Helen, about the appraisal interview he has just had.• For each question (23-30), mark one letter (A, B or C) for the correct answer.• After you have listened once, replay the recording.23 What does Dan say about his appraisal interview?A He learned more from it than he had expected.B His line manager now understands him better than before.C He got a clearer idea of his future direction in the company.24 Dan took a step down to his present job because heA found management too difficult.B wanted to spend less time at work.C missed the contact with customers.25 What reaction from other people to his change of job does he mention?A Some employees from his previous company moved with him.B His present colleagues are suspicious of his motives.C Some people assume that he wants to change jobs again.26 According to Dan, one of his strengths is hisA knowledge of insurance.B computer skills.C ability to memorise details.27 According to Dan, a disadvantage of working with customers is having toA stay patient with people who are slow to make decisions.B seem friendly towards people that he doesn’t like.C make complex policies easy to understand.28 Dan’s line manager has agreed to change Dan’sA work base.B basic salary.C working hours.29 Dan’s idea for developing sales is toA allow sales reps to visit any part of the country.B reward customers for giving leads to new business.C increase the amount of advertising.30 In Dan’s opinion, his line manager is good atA motivating her staff.B managing her time.C listening to her staff.You now have 10 minutes to transfer your answers to your Answer Sheet.SPEAKING 14minutesSAMPLE SPEAKING TASKSPARTONEIn this part, the interlocutor asks questions to each ofthe candidates in turn. You have to give information aboutyourself and express personal opinions. PART TWOIn this part of the test, you are asked to give a short talk on e business topic. You haveto choose one of the topics from the three below and then talk for about one minute. You have one minute to prepare your ideas.A: What is important when . . . ?Aiming to keep good staff• Promotion opportunities• Salaries••B: What is important when…?Organising a conference• Conference speakers• Facilities at conference centre••C: What is important when . . . ?Producing amarketing plan• Identifying target customers• Setting a budget••PARTTHREEIn this part of the test, you are given a discussion topic. You have 30 seconds to look at the task prompt, an example of which is below, and then about three minutes to discuss the topic with your partner. After that, the examiner will ask you more questions related to the topic.For two candidates吉林工商学院教案（首页）Sales Managers ConferenceYour company is organising a conference for the sales managers working in its offices around the world. You have been asked to help plan the conference.Discuss the situation together, and decide:• what information you will need to send to the sales managers before the conference• what activities you could organise to help people to get to know each other better.For threecandidatesSales Managers ConferenceYour company is organising a conference for the sales managers working in its ofiices around the world. You have been asked to help plan the conference.Discuss the situation together, and decide:• what information you will need to send to the sales managers before the conference• what activities you could organise to help people to get to know each other better• whether to invite a guest speaker to give a talk.Follow-on questions• Do you think a company benefits from holding conferences for its employees? (Why? / Why not?)• Do you think you would enjoy going to a conference? (Why? / Why not?)• How important is location to the success of a conference? (Why? / Why not?)• Could it be a problem if several managers in a company are away at conferences at the same time? (Why? /Why not?)• Should a company stop sending staff to conferences if it is having financialdifficulties? (Why? / Why not?)•Apart from having conferences, what other ways can companies encourage teamwork among their employees? (Why?)KEYTest 4 ReadingPart11B 2A 3D 4B 5C 6B 7DPart28B 9A 10F 11E 12C Part3剑桥BEC 真题集中级第三辑Test 41 3 C14 A15 D16 D17 B18 B1 9 C220 C221 D222 C223 B2P34 WHEN38 BEEN41 CORRECT 35 SUCH39 FOR42 ARE45 EVERY36 IF40WITH43 TO37TRYTest 4WritingPart 1Sample AAs you know, we always have increasing number of orders before Christmas. I need t0 hire 3 people for two weeks for packaging. I d0n’t require any specific skills. I need them by the end of the next week at latest.Regards.AnjaVinogradovaBand 5All the content points are covered and there is evidence of a wide range of vocabulary and good language control. The email is clear and concise and the register is appropriate.Samp吉林工商学院教案（首页）le BTo: Human ResourcesManagerFrom:Cao HuiAs the company’s expanding sales, you know it is not enough for 5 people in our department. We need 10 temporary staff to finish the more and more deal in our department. I wish the new staff has the “o ffice", "0rac le”skills and basic English skills. We prefer to the exercise people. If they can come to work by the next month, it is very find.Thankyou.Band 2Whilst all the content points have been addressed, the message is not clearly conveyed吉林工商学院教案（首页）due to the frequent errors which distract the reader. At times, the register of the email is not entirely appropriate.Part 2Sample CDearSirsWith reference to your letter dated 18 October 2004 concerning rental for a new factory unit suitable.I am writing to inform you that our company, Arvon Industrial Park will meet your need. Firstly, our park is located immediately to the high way. The transportations here are very convenient. There is also a railway station around. Secondly, our industrial park offers 24-hours security services and auto fire-resistant system. Thirdly, we have enough parking places for staff parking, which can accommodate 300 cars. Furthermore, our electricity facilities were improved last year. Now we can offer whole day electricity supply. Finally I would like to tell you that if you have long-term rental with us, we will provide you with 10 percent discount for the first two year s’ rental.I do hope we can be your supplier in the future, please contact us at our earliest convenience.YoursfaithfullyBand 4The letter addresses all the content points and these are expanded upon appropriately. The register and format are consistently appropriate and the content is well organised. Good language control is demonstrated, and a wide range of vocabulary and grammar structures is used.Sample DThank you for your interest in renting a unit atour Industrial Park.I am sure, that Arvon Industrial Park is the right choice for you as it’s very close to the airport and the city centre. The railway station is also nearby. The access to the Motorway is only 200m away.。
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