工商导论习题

工商导论题型如下：一、Translating（共25题，每小题目1分，共25分）二、Scrambled Sentences（共9题，每小题目1分，共9分）三、Multiple Choices（共20题，每小题目1分，共20分）四、T or F（共20题，每小题目1分，共20分）五、Matching（共12题，每小题目1分，共12分）六、Questions and Answers（共2题，每小题目7分，共14分）♦♦ 1. The sole proprietorship is less popular than the other forms of business ownership. F ♦ 2. Many small firms prefer the proprietorship while large companies prefer the corporation. T♦ 3. In a sole proprietorship, death of the owner may force an end to the business.T♦ 4. Usually there are no provisions found in a partnership. F♦ 5. Franchising is a major part of retail merchandising The franchisor supplies important training, management know-how, and supervision to franchisees.T♦ 6. Owners of a corporation are personally liable for all the debts. F♦7. Limited partners are not allowed to exercise managerial authority. T♦8. It is difficult for a corporation to sell its stock in the ownership. F♦9. Regardless of the size of the corporation, the stockholders are the owners. T1. The rights and duties of a are regulated by a legal agreement entered into by the co-owners.a. sole proprietorshipb. partnershipc. corporationd. franchising2. The company that sells the franchise is the .a. franchiseeb. ownerc. employeed. franchisor3. will be voting on the proposed merger of the company next week.a. Employeeb. Shareholdersc. Mergersd. Staff4. The massive losses have prevented the company from declaring a this year.a. dividendb. profitc. shared. gain5. An asset is something a company possesses, which is not material but something else such as a good reputation.a. tangibleb. feasiblec. infeasibled. intangible6. Your employer's liability covers accidents that you have your way to work but not your way home.a. on, onb. in, inc. on, ind. in, on7. Those young people have considerable in marketing.a. expertb. experimentc. expertised. experienced8. As a separate legal entity, a corporation can sue and be sued in own name.a. theirb. thosec. itsd. his9. Some franchise agreements allow the franchisees very freedom to exercise their own ingenuity.a. fewb. littlec. littled. much♦ 1. The marketing process is the performance of business activities that directs the flow of goods or services from the producer to the consumer or user to satisfy their needs and wants. T♦ 2. The guiding principle of the marketing concept is that the basic objective of the firm is to make the maximum profit. F♦ 3. Utility refers to the power of a good or service to satisfy a human want. T♦ 4. Marketing strategy consists of (1) identifying the market segment, and (2) determining the market mix, which includes product, price, distribution, and promotion. T ♦ 5. The product life cycle consists of five stages: planning, introduction, growth, maturity, and decline. F♦ 6. Firms employ different pricing strategies when marketing their products and services.T ♦7. Physical distribution fulfills two main objectives: (1) specialization of labor and (2) geographical location. T♦8. What people buy is not usually affected by where they live and work. F♦9. Collecting and analyzing data to identify a market for the goods or services is not very important in the process of marketing. F♦10. Market segmentation is to divide a market into segments according to customers' needs, wants and interest. T♦ 1. The company will balance the benefits the costs of medical insurance for all the employees.♦ a. by b. for c. against d. with♦ 2. To succeed in marketing, we must have a clear idea of .♦ a. what the customers need♦ b. what the customers want♦ c. what causes them to buy♦ d. all of the above♦ 3. We have got to be a bit more in the way that we approach this task.♦ a. systematic b. system♦ c. systematical d. systematically♦ 4. Sara came down from London for the meeting and Elizabeth flew in from Sydney, and when the meeting had finished, they returned to their homes.♦ a. respect b. respectively♦ c. respected d. respective♦ 5. Sentimentality seems to be a of all the writers of that period.♦ a. character b. characteristic♦ c. characteristical d. icharacteristically♦ 6. The aim of teaching reform is to transform exam-oriented education into education.♦ a. career-oriented b. market-oriented♦ c. quality-oriented d. study-oriented♦7. The contract that I must give a month's notice if I leave my job.♦ a. specifies b. specific♦ c. specified d. is specified♦8. The new tax policy would force these companies to energy-saving measures. ♦ a. make b. adopt♦ c. bring d. get♦9. The financial department will integrate all the department reports one annual statement.♦ a. to b. into c. on d. by♦10. Some people debate whether the majority of today's firms actually practice the concept.♦ a. marked b. marketed♦ c. marketing d. market♦ 1. Commercialization is the final step in the new-product development. T♦ 2. It is possible that brand names can become generic terms. T♦ 3. A change in price level typically causes a change in the amount of the product demand. T♦ 4. Markup must be high for products with a stock turnover and low for products with a low turnover. F♦ 5. A product with little distinctiveness should use a "skim the cream" policy. F♦♦ 6. A brand gives identity to a product. T♦7. A trademark gives a product legal protection from infringement by other companies. T ♦8. Magazines, milk, cigarettes, and a candy bar are all considered shopping goods. F♦9. It is not unusual for a firm to suffer a loss during the introductory stage of a product's life cycle. T♦10. A convenience good to one person can be a specialty good to another person. T2003 by The McGraw-Hill Companies, Inc. All rights reserved by Xiaoping Zhang. All rights reserved in hopes of building sales volume quickly.2003 by The McGraw-Hill Companies, Inc. All rights reserved F2003 by The McGraw-Hill Companies, Inc. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reserved2003 by The McGraw-Hill Companies, Inc. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reserved2003 by The McGraw-Hill Companies, Inc. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reserved2003 by The McGraw-Hill Companies, Inc. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reserved2003 by The McGraw-Hill Companies, Inc. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reserved2003 by The McGraw-Hill Companies, Inc. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reservedby Xiaoping Zhang. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reserved2003 by The McGraw-Hill Companies, Inc. All rights reservedby Xiaoping Zhang. All rights reservedby Xiaoping Zhang. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reserved2003 by The McGraw-Hill Companies, Inc. All rights reservedby Xiaoping Zhang. All rights reservedby Xiaoping Zhang. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reserved2003 by The McGraw-Hill Companies, Inc. All rights reservedby Xiaoping Zhang. All rights reservedby Xiaoping Zhang. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reservedby Xiaoping Zhang. All rights reserved 2003 by The McGraw-Hill Companies, Inc. All rights reserved。

第一章教学单元教案设计第一章教学单元讲稿Fundamentals of Business 工商导论一，本课内容：Chapter 1 Setting up a Business课程名称：工商导论二，分析思路：1) Part One 引入Warm-up DiscussionDo you know these companies?2) Part Two 要点解析Company types:1, Sole Proprietorship2, Partnership3, Limited Liability company4, joint-stock enterprise5, Mergers & Acquisitions6, Franchise3)Part Three 师生互动1, Can you name some business giants in the Automobile Industry, Electrical Appliance, IT Industry, Mobil phone?2, which form of business ownership do you want to choose if you want to start your business upon graduation?4)Part Four 课程小结三，课程导入：Warm-up DiscussionDo you know these companies?四，教授内容一)Sole Proprietorship (个体企业)1.definitionAn organization that is owned, and usually managed, by a person or family is called sole proprietorship. It is the oldest, most common, and simplest form of business organization.Eg: neighborhood news-stand, barber house2.Sole Proprietorship - Key Attributes●Creation (minimum requirements) - No Formalities for creating a sole proprietorship.●Profits / Losses / Distributions - Owner may use all profits and losses for business.●Liability - Owner faces unlimited personal liability.●Capital / Financing - All capital obtained from owner or through loans based onowner's creditworthiness.●Management and Control - Owner manages and controls the company.●Reporting Requirements - None.3.Advantages and disadvantagesAdvantages: Can make decisions quicklyKeeps all the rewardsEasy to set upPrivacy of business affairsDisadvantages: Limited sources of financeUnlimited liability, i.e. can lose personal assetsLimited managerial skillsNo one to share workload and ideas二)Partnership (合伙制)1.DefinitionA partnership is the relationship existing between two or more persons who join to carryon a trade or business. Each person contributes money, property, labor or skill, and expects to share in the profits and losses of the business.E.g. "Big Four" accountancy firms (“四大”会计师事务所)PriceWaterhouse Coopers 普华永道会计师事务所KPMG（毕马威）是世界上最大的专业服务机构之一。

最新工商企业经营习题及答案1-9工商企业经营管理习题及答案1-9第一章现代企业概述自测题题型单选题27题多选题20题是非题18题总计 65题一.单选题:1. （）特征表明，企业是国民经济的细胞核微观经济的基础，是创造社会财富、满足人们物质文化需要的最基本的经济单位，是构成社会生产力的基础。

A. 盈利性B. 经济性C. 社会性D. 法定性2. 用以区别企业与事业单位、公益部门和政府机关等组织的最明显标志是（）。

A. 盈利性B. 经济性C. 社会性D. 法定性3. 技术密集型企业又称为（）企业。

A. 知识密集型B. 劳动密集型C. 资金密集型D. 产品密集型4. （）企业是指拥有较多中、高级科技专家，综合运用先进科学技术成果的企业。

A. 管理密集型B. 劳动密集型C. 技术密集型D. 知识密集型5. 企业中技术装备程度较低，用人较多，产品成本中劳动消耗所占比重较多，这种企业属于（）。

A. 管理密集型B. 劳动密集型C. 技术密集型D. 知识密集型6. 以一个或若干个实力雄厚的大企业为核心，以资本、产品、技术、契约等多种要素为纽带，把多个企业单位联结在一起而形成的具有多层次结构的经济组织是（）。

A. 企业集团B. 多厂企业C. 大型企业D. 特大型企业7. 按照专业化、联合化以及经济合理化原则，将相互有依赖关系的若干个分散的工厂组织起来，实行统一经营管理的经济组织是（）。

A. 企业集团B. 企业联合体C. 多厂企业D. 大型企业8. 决定企业组织形式最根本的因素是（）。

A. 资金来源B. 运用资金、决策行为C. 分配利润、承担风险D. 降低成本9. 企业组织形式中的本质内容是（）。

A. 资金来源B. 运用资金、决策行为C. 分配利润、承担风险D. 降低成本10. 律师事务所、会计师事务所、诊疗所等组织由于其组织规模与特质等方面的特点，决定它们常采用的企业组织形式是（）。

A. 个体企业B. 合伙制企业C. 合作制企业D. 无限责任公司11. 劳动者自愿、自助、自治的组织形式是（），一般适用于城乡小型工商企业以及各种服务性企业。

2011年1月高等教育自学考试福建省统一命题考试工商导论试卷（课程代码 07971）一、单项选择题(本大题共20小题，每小题l分，共20分)在每小题列出的四个备选项中只有一个是符合题目要求的。

请将其代码填写在题后的括号内。

错选、多选或未选均不得分。

1．商务活动向正规化、法制化方向过渡在企业商务管理发展中属于【】A．第二阶段 B．第二阶段 C．第三阶段 D．第四阶段2．在公司基本产品和服务不变情况下，细化基本产品的特殊功能，以适应细化了的目标顾客的商务管理模式属于【】A．“克隆”现有模式 B．在新的业务领域内复制旧有的模式C．利用核心优势发展新模式 D．深化改进现有模式3．在商务管理模式的各层次中，导致盈利空间和机会实现的是【】A．浅层次的要素数量的变化 B．浅层次的要素间联系方式的变化C．深层次的机制的变化 D．深层次的正确的公司决策4．企业作为独立的商品生产经营者存在的前提是【】A．独立核算 B．自负盈亏 C．自主经营 D．盈利性5．从大企业扩展方向上看，收购或者兼并与业务有关的供应商或经销商属于【】A．横向扩展 B．纵向扩展 C．多元化扩展 D．外向型扩展6．如果某企业年采购零件10000件，每件采购成本为500元，损坏、呆账、保管等储存费用等于采购成本的10％，单位订货成本为2500元，则EOQ为【】A．800件 B．1000件 C．2000件 D．2150件7．在各种销售手段中广告策略的主要因素一个是广告创意，另一个是【】A．确定广告目标 B．编制广告预算 C．选择广告媒体 D．广告评估8．作为企业CRM战略的目标，建立客户忠诚属于【】A．重要目标 B．一般目标 C．根本目标 D．长远目标9．物品从供应地向接收地的实体流动过程被称为【】A．运输 B．配送 C．搬运 D．物流10．以盈利为目的，面向社会提供仓储服务的仓库属于【】A．租赁仓库 B．营业仓库 C．公共仓库 D．自用仓库11．为提高作业效率，相同品种的物品应放在同一地方存储、保管，这种方式在仓储原则中属于【】A．回转对应原则 B．类似性原则 C．网络化保管原则 D．同一性原则12．企业的商誉在无形资产类别中属于【】A．综合类无形资产 B．关系类无形资产C．契约类无形资产 D．知识产权类无形资产13．同一商标所有人在同一种或者同类商品上注册的若干个近似的商标属于【】A．防御商标 B．联合商标 C．生产商标 D．销售商标14．下列各选项中，属于谈判地点设在我方企业所在地的缺点的是【】A．接待工作繁杂 B．临时需要查找材料不方便C．各项费用支出高 D．请示领导不方便15．使商务交易有效的两个基本环节是【】A．询价和结构 B．发价和还价 C．发价和接收 D．还价和接收16．下列各选项中，不属于要约的特征的是【】A．必须是特定人的意思表示 B．必须是以缔结合同为目的的意思表示C．必须是对相对人发出的行为 D．必须具备合同的全部条款17．当事人对已经发生法律效力，但尚未履行或尚未完全履行的合同提前终止所达成的协议属于【】A．合同无效 B．合同解除 C．合同终止 D．合同变更18．下列各选项中，与商务冲突第二阶段相对应的冲突表现是【】A．潜在对立 B．冲突已向 C．冲突行为 D．冲突结果19．下列各项中，不属于商业机会价值的影响因素的是【】A．市场需求规模 B．利润率 C．市场心理预期 D．发展潜力20．企业盈利变动、订单减少所引起的盈利下降属于【】A．销售风险 B．经济风险 C．财务风险 D．经营风险二、多项选择题(本大题共5小题，每小题2分，共10分)在每小题的五个备选项中至少有两个是符合题目要求的。

Chapter l Forms of Business OrganizationMultiple Choice1．All of the following are considered disadvantages of sole proprietorships except：a) the owner has unlimited liability b) limited skillsc) simple to establish d) limited funds2．In (an)_________partnership, all of the partners have unlimited liability，a) unlimited b) unrestricted c) general d) nominal3．A_________ is a business that has one owner．a) sole proprietorship b) partnership c) corporation d) limited partnership4．Which of the following is the advantage of a sole proprietorship?a) unlimited liability b) complete control c) limited skills d) limited funds5．The board of directors of a corporation is elected by itsa) workers b) labor union c) stockholders d) creditors6 Jim has an idea for a new business．He wants to get started as soon as possible with a minimum amount of expense．He also wants to be his own boss，and wants to keep all of the profits he expects to earn for himself. These goals suggest that Jim would favor setting up his firm as a：__.a) public corporation b) sole proprietorshipc) limited liability company d) general partnership7．The responsibility of appointing the president and other key officers of a corporation belongs to the corporation’s:a) employees b) labor union c) board of directors d) creditors8 Stockholders of a corporation pay personal income taxes on the _____ they receive when the corporation distributes some of its eanings.a) interest b) dividends c) revenue d) retained eamings9. A major advantage of franchise arrangements is that they：a) are very inexpensive to set up b) a11ow thefranchisee to keep all of the profitc) give the franchisee total control over how the business is rund) offer the franchisee a proven management styleFill in Blanks：1．The advantages of sole propnetorships are many fold．They are_______________________, _________________ easy to keep operational and financial secrecy, _________ and exclusive use of profits. 2．Besides advantages，sole proprietorships have some disadvantages，such as_________________, limited access to capital, _________________ and unshared loss．3．People who take part in the management of thefirm and therefore take unlimited 1iability are regarded as_______________________.4．The major disadvantages of a partnership are unlimitedliability_________________，_________________ and _________________________.5．A________________ is treated like a private person under the law．It can receive，own and transfer property，enter into contracts．sue and be sued．A corporation is a______________.6．_____________ are owners of the business,because they hold shares which represent the ownership of the company.7．Each corporation must pay a fee to get a license which is also called_____________________.8．People tend to set up a corporation because it is easy to_________, has______ liability, seperated ownership and management and so on．9．Franchising is a licensing agreement by which a business_________allows___________to sell and use its product, service or method in retum for a royalty from the latter．10．Proven management style and name recognition are advantages of a special form of a business called______．True/False1．An advantage of a parttnership over a sole proprietorship is that more than one owner can contribute funds to the firm．2．A sole proprietorship is the form of business ownership best suited to raising large amounts of funds．3．When stockholders of a corporation sell their stocks for more than theypaid for the stocks，the difference is the stockholders’dividend．4．Sharing profits and less contro1of the business ownership are two common disadvantages of franchising．5．When entrepreneurs establish a business，they must first decide on the form of business ownership．6．People become owners of a corporation by purchasing its stock．7．Owners of a corporation can earn a return on their investment either by receiving dividends or by selling the stock．Chapter 2 MarketingMultiple Choices：1．——is one of the functions of marketing．A Marketing researchB Sole proprietorshipC Compact replicaD Chronic shortage2. The following are considered to be the functions of marketing except：A．essence of marketing B．storage C．acquiring D. transportation3. The marketing mix contains the following except：A．channels ofdistribution B．promotion C．place D．utility 4. The 4Ps stands for：A．Product，Price，Psychographic，Place B．Product—use variables，Price．Promotion．PlaceC．Product , Price，Promotion，Place D．Product，Problem ofContinuity，Promotion，Place5. When identifying market segments，marketers 1ook at some variables，the most common being:A. geographic Variables，demographic Variables，psychographic Variables．pricing VariablesB．geographic Variables，demographic Variables．psychographic Variables．Product-use Variables．C. risk taking Variables．geographic Variables，product—use variables．grading VariablesD．distributing Variables，placing Variables．demographic Variables．psychographic Variables6. The process of accumulating and analyzing market data in order to make better decisions is called：A．market segmentation B．target marketing C．marketing mix strategies D．marketing—research7. A group of individuals with similar traits will may purchase particular products is a：A．common market segments B. product market C. target market D．consumer market mixFill in Blanks：1. ______________ represents a group of people who have similar needs and wants and are believed to have interest in the same products．2. ____________ means collecting and analyzing data to identify a market and to answer questions of the number and the location of potential customers and so on·3．Dividing a market into segments according to customers’needs，wants and interest is called__________.4．Markets may be segmented based on______________, _________________, _______________，and ___________ variables．5. The marketers must develop a comprehensive plan covering the following major areas such as__________, price, _______ and channels of distribution，four of which are usually called the marketing mix．6. Marketing functions can be grouped into_____ functions (buying and selling), _____________functions (transportation and storage)，and facilitation functions(standardization and financing)True/False1．In order to make more profits，marketers should try to zero in on al l the segments of market to satisfy al l the needs and wants of a11 people．2．The Chinese managers realized that the key to a lasting success，in a market economy，lies in either production or selling．3．The concept of finding the needs of the consumers and satisfying them is the essence of marketing．4．In practice，marketing functions can be grouped into exchange functions like buying and selling.5. Marketing functions can be grouped into distribution functions like standardization，financing and risk taking.Chapter 3 Product and PricingMultiple Choice1．Products that are widely available to consumers，purchased frequently，and easily accessible are：a) shopping products．b) specialty products．c) convenience products．d) commodity products．2．All of the following are phases in the product 1ife cycle except：a) promotion b) introduction．c) decline d) maturity．3．When consumers compare the quality，and prices of competing goods before making the purchase decision，the goods are considered to be：a) shopping products b)specialty products c)convenience productsd)product 1ine commodities．4. The phase in the product life cycle in which sales are at their highest level is the：a) maturity phase． b ) introduction phase．c) growth phase．d) decline phase．5．Milk，newspapers．soda．and chewing gum are examplesa) shopping products．b)specialty products．c) convenience products．d)commodity products．6．Sales of the product of_______ during the growth phase of the productlife cycle．a)decrease rapidly b)remain unchanged c) increase rapidly d) decrease slowly7．In satisfying the consumer, the ultimate goal is to develop a product that isa) higher priced b) copyrighted c) patented d) superior to others．8．Which of the following are goods that consumers would make an extra effort to purchase?a) shopping products b)specialty products c) convenience products d) product mix commodities9．Which of the following is most likely to be a convenience good?a)a Mercedes sports utility vehicle b)a new Haire washing machinec)a gallon of milk d)a pair of Nike basketball shoes 10．The first step in creating a new product is to develop a(n)a) production plan b) market test c) idea d)screeningl1．Which of the following describes a pricing strategy where firms charge a high initial price assuming there is no competitive product in the marketa) price skimming b) penetration pricing c)loss—leader pricing d)odd pricing12. In setting objectives of pricing，firms should have adopt an optimized approach．The pricing objectives should be except——．a)profit-oriented b)sales-oriented c) follow-the-leader d) product-orientedFill in blanks：1. Products generally fall into two categories：_____________________ and _________________.2. Consumer products can be classified into some subcategories．They are_____________, ______________ and ______________.3. New product development involves the following stages：___________,screenmg,__________ testing and______________.4.________ is a strategy that a new product is priced low to attract customers and penetrate the market quickly．5. Odd pricing strategy is also called___________,which makes prices appear more acceptable to customers．6. In order to attract customers，a store can offer a few items which are priced at or under cost．Such a strategy is called____________.7. ____________ can simplify buyers’purchase decisions and speed up stock turnover．In this way, stores usually group their goods into classes and reduce the number of prices．8. ______________are items that are used by companies for production purposes or further assmbly．9. ____________ is a tool used to make decisions whether or not to launcha new product．10. Products like milk newspapers，soda and chewing gum which can be bought conveniently are called______________.11. In the phase of ________________during a product life cycle，sales volume is a peak and begins to decline．12. __________ are considered by specific consumers to be special，meaning consumers would make an effort to purchase them．13. ProductS such as plastic and steel are examples of proucts for___________markets．14. The_________is the typical set of phases that products experience over their life．True/False1.Firms regularly consider the prices of competitiors when determiningthe prices of their own products.2.A Roles watch and a Jaguar automobole are considered specialtyproducts.3.Cameras, clothes, and hosehold items are examples of products thatexist in industrial market.4.Firms that spend money on research and development expect thebenefits received to exceed the expenses incurred.5.Managers typically attempt to set a price that will maximize a firm’svalue.exoenses lncurrea．Chapter 4 Channels of DistributionMultiple Choice：1．The _________ is the path a product takes from the producer the customer.a) marketing mix b) retail corridor c)distribution channeld)chain of distribution；tt,tches buyers and sellers without becoming an2. A(n) _____________is a marketing intermediary that matches buyers and sellers without becoming an owner of the goods involved·a). retailer b). wholesaler c).agent d). exchange router3.____________are marketing intermediaries that distribute the products directly to customers’a) retailer b) wholesalers．c) rack jobbers·d) privateers4. A decision that determines the manner by which a firm’s products are made accessible to its customers is called a(n)：a). promotional decision·b)advertising decision·c)distribution decision· d)exchange decisionn·5．When manufacturers deals directly with their customers without using marketing intermediaries, they are aa)direct channel·b)one-level channel c)two-level channel d)three-level channel6．An advantage of a direct channel is that the producer can：a) eliminate some employees. b) avoid making sales on creditc) focus mainly on production, without having to worry about product promotiond) have full control over the price of its products.7．Mail-order clothing firm is an example ofa)direct channel b)one-level channel c)two-level channeld)three-level channel8. Wholesalers use their sales expertise when selling products toa)producers b)retailers c)employees d)managers 9．A one-level channel of distribution involves the use of onea)distribution center b) marketing intermediaryc) warehouse．d) mode of transportation．10. ________________ are a popular mode of transportation for goods because they can reach a variety of locations quickly and can make several stops in a local area·a) Trucks b) Railroad carriers c) Airlines d) Pipelinel 1．A__________ is an intermediary that purchases products from amanufacturer and sells them to a retailer.a) retailer b) manufacturer’s agent c) chain distributor d) wholesaler12．The optimal channel of distribution is dependent on：a)the recent performance of the firm b)product characteristics c)advertising d)promotionl 3．The modes of transportation can include the following except：a)rail b)pipeline c)water d)retailerFill in Blanks：1. A payment is made to someone for providing a service or goods．Such a payment is called____________ which is usually a percentage of the total value of the service or goods·2.The movement of goods to the places where they can be sold is cal led______________.3.__________________ are routes through which goods are moved from producers to end-users．4. ____________ purchase goods and then sell them to buyers for resale.5. ____________ are those who sell merchandise directly to the ultimate consumer．6. A _______________ or a(n) is a person or an organization that buys goods from the producer and sells them to the customer for a profit．7.The value of middleman can be time utility, ___________, ownershiputility,_____________________, and _____________________.8. Modes of transportation can include____________, truck, ______________water and__________9．Once goods are produced，most of them do not go to the end users directly．Rather they are distributed to the buyers through various channels such as______________ and _______________.10. Marketing intermediaries, called_______________, match buyers and sellers of products without becoming the owner．11．Some products have__________________ channels, where two middlemen participate.True/False1．Railroads are often cheaper than trucks for transporting goods over long distances．2．Wholesalers may maintain sufficient inventory so that retailers can order small amounts on a frequent basis．3．The first step in developing a system for distributing products is the selection of the proper form of transportation．4．When manufacturers sell to customers without using marketing intermediaries，they are using a one-level channel of distribution．5．One thing that distinguishes agents as they match buyers and sellers of products，is that agents become owners of the products．6．When the wholesaler purchases the products from the manufacturer andsells them to retailers on credit, the retailer normally bears the credit risk．Chapter 5 PromotionMultiple Choice1．Which of the following terms describes the combination of promotion methods that a firm uses to increase the acceptance of its products?a) public relations b) advertising media c) promotional life cycle d) promotion mix2．All of the following are methods of promotion except：a) personal selling．b) sales promotion．c) marketing．d) public relations．3. Effective promotion should：a ) decrease the need for advertising and personal salespeople．b) increase demand for the product and the value of the firm．c) increase sales volume and decrease production costs，．d) maximize the number of employees involved in the marketing effort．4. Which of the following methods of advertising sends catalogs to the homes of potential consumers?a) telemarketing b) computer online services c) specialty ads d) direct mail5．To close a sale while the product’s advantages are still in the minds of potential customers, salespeople may offer：a)incentives to purchase．b) advertising literature．c) publicity on the product．d) personal advice．6．A11 of the following are steps involved in personal selling except：a) identify the target market．b) contact potential customers．c) conduct production quality control d) answer customer questions．7. To create or maintain a favorable public image, firms will use:：a) personal salespeople．b) public legal services．c) public relations．d) industry standards．8．The promotion mix for a firm includes the following except fora) target marketing b) personal selling c) sales promotiond) public relations9 Which of the following describes a non-personal sales presentation intended to influence a large number of consumers?a) publicity b)production c) public relations d) advertisingl 0. Al l of the following are advertising media except：a) newspapers．b) magazines．c) radio．d) telemarketing．1 1．All of the following are means of advertising except：a) telemarketing．b) government publications．c) Internet．d) outdoor adsl 2．A technique that uses a personal presentation to influence a consumer’s demand for a product is：a)target market identification．b)personal selling．c) personal website promotion．d)personal display promotion．13. When a salesperson demonstrates the use of products and tell buyers about the advantages，thesalesperson is：a) making a sales present b) answering questions．c) identifying the target market．d) closing the sale．1 4．When Seabee Boat company gives a free fishing rod to any buyer purchasing a new boat, the company is offering a(n)：a) sample．b) promotion．c) premium d) loss leaderl 5．A brief written announcement about a firm provided by that firm to the media is called a(n)：a) advertisement．b) sales promotion．c) special event marketing．d) new release．True／False1. Public relations are the actions taken by a firm with the goal of creating a favorable public image．2. Advertising a restaurant on the side of a bus is an example of transportation ads．3. If a firm’s product is properly produced，priced，and distributed，it doesnot need to be promoted·4. If a firm's target market is made of a wide variety of customers throughout a specific region，it would likely use advertising to promote its product．5. The most effective type of advertising is newspaper advertising．Fill in Blanks1．The combination of the promotional tools is called the_______________ 2．There are two types of advertising：____________ advertising and _______advertising．The former focuses on individual products while the latter is used to create a positive image for an organization.3. ___________ provides the most direct way for firms to help prospective customers satisfy their needs and wants through face-to-face communication with the firms’ sales representatives.4. ____________is the first step involved in personal selling in order to find out prospective customers who are mostly to buy the promoted products or service．5. Do further research to determine which prospects have the authority and the financial capacity to buy is a step taken in personal selling, which is called ___________.6. The combination of the promotional tools is called the promotion mix which includes___________, sales promotion．public relations，publicity．and word of mouth.7. Personal selling provides face-to-face communication with prospective customers．The selling process can be broken into 7 steps such as _________, quality, approach, make presentation，handle objections, ____________ and follow up．8. _____________ is a personal sales presentation used to influence one or more consumers·9. ______________ is a form of advertising that provides visual effects and can be used to promote products nation wide．10. Firms usually create or maintain their positive public images by the tool called_____________.Chapter 6 ManagementMultiple Choice1．All ofthe following are managerial functions except：a) planning b) organizing c) controlling d)·financing．2. The function of management that represents the preparation of the firm for future business conditions is：a)organizing．b)leading．c) controlling．d)planning．3. Jim has just been promoted to a management position for the First National Bank. His boss has asked him to focus on identifying problems in the operations of the bank and to take steps to correct them. Jim’s activities illustrate the _________of management.a) planning b) organizing c) learning d) controlling4．Which of the following management functions involves the monitoring and evaluation of the activities of employees?a) planning b) organizing c) learning d) controlling5．Which of the following is not one of the managerial skills?a) technical skills b) mission skills c) conceptual skills d)human skills 6．Managers utilize——to understand the relationships between the various tasks of a firm.a) conceptual skills b) technical skills c) communication skills d) interpersonal skills 。

C hapt er 1 Set ti ng U p a B usi n ess1.In which field will you set up your business?With the development of the science and technology, many traditional goods have been displaced by electrical apparatus. Almostly we do anything by using electricity, such as electric cookers, cellphones, computers and air conditioners.We strongly realize it when there's something wrong with electricity. So I want to set up my business ,building a supermarket, in the field of electrical appliance and electronic goods.2. Will your business be a sole proprietorship, a partnership, or a corporation ?My business will be a sole proprietorship. The advantages of sole proprietorships are many fold. The following are their major appeals.First of all, it 's simple to establish. Just pay a small fee, get the necessary state and local licenses or permits.Secondly, it's more freer in decision-making. As a sole proprietor ,I can make my own decisions on business policies and operations, such as the type of goods or services I want to offer at the price I feel appropriate.Thirdly, it 's easy to keep operational and financial secrecy. I do'nt have to report to shareholders or board directors.Fourthly, it 's less tax burden. The tax rates for sole proprietors are often only half of those for corporations.Last but not least, it's exclusive use of I work hard and make a small fortune, I can take all the profits and don't have to share them with anyone else.Chapter 2 Marketing: An Overview1.How would your business offer advantages over competitive firms?The advantages of my business are many fold. The following are the major appeals.a. Guaranteed authentic goods of high quality and reasonable price. Theelectrical appliance and goods we offer are of high quality and reasonable price. Any second-hand goods or copycat cellphones cannot be found in my sell guaranteed authentic good.b. Some promotional activities .We can offer some kinds of free gifts whenconsumers buy my goods. If they consume a certain amount of money, they can register for membership cards.c. Better after-sale service. We will offer better after-sale service free ofcharge to ensure the satisfaction of my consumers.2. Does your business have factors which could make your revenue lower or expenses higher than what you expect?a. Low reputation of a new brand. My business as a new comer to this fieldlacks high reputation and brand effect, there are not many consumers at first.b. Some copycat electronic goods of cheeper price and poor quality in othercompetitive firms. These goods will attract consumers a lot at very lowprice at first,my business will be in a poor situation which makes myrevenue lower .Chapter 3 Products and Pricing1. How is the products you plan to offer is different from those offered by your competitors?a. G uaranteed authentic goods of high quality and reasonable price. The electrical appliance and goods we offer are of high quality and reasonable price.Any second-hand goods or copycat cellphones cannot be found in my sell guaranteed authentic good.after-sale service. We will offer better after-sale service free of charge to ensure the satisfaction of my consumers.2. How will the pricing of your products be determined compared with those of competitive products?First, marketing research .Collecting and analyzing the price of competitive products to identify consumers'purchasing power and buying abilities. Then decide the price that the customers can accept.Also we can set the price the same as those of competitive products, besides we will offer some little gifts free of charge to attract more customers.3. Could the unique features of your product be protected from competitors?The unique features of my products could be protected from competitors .The electrical appliance and goods we offer are of high quality and reasonable price. Any second-hand goods or copycat cellphones cannot be found in mysell guaranteed authentic good. Also we will offer better after-sale service freeof charge to ensure the satisfaction of my consumers. The unique features of my products could be protected from competitors .Chapter 4 Channels of Distribution1.How will your business distribute the products to the customers?a. Virtual stores. We'll also represent my goods on the Internet by setting upvirtual stores. My consumers can make inquiries, check specifications,compare prices, place orders and make payment, all through the Internet, thus making my goods shopping much efficient than the traditional modes. b. Direct selling. Home appliances and electrical goods can be sold directly,which involves selling to consumers in their homes or workplaces. Thisapproach can fully demonstrate the features of the products and enabledirect and one-to-one consultation to prospective buyers.c. Multilevel marketing. MLM has been popular around the would in selling awide variety of products. Hundreds of downliners ,the commissions can be quite sizable.d. Supermarkets are large stores featuring low prices, self-service and fastmoving merchandise such as groceries.2. Could your products be distributed more efficiently and at lower costs?My products could be distributed more efficiently and at lower costs. We'll represent my goods on the Internet by setting up virtual stores. My consumers can make inquiries, check specifications, compare prices, place orders and makepayment, all through the Internet, thus making my goods shopping much efficient than the traditional modes.And home appliances and electrical goods can be sold directly, which involves selling to consumers in their homes or workplaces. This approach can fully demonstrate the features of the products and enable direct and one-to-one consultation to prospective buyers.Also consumers can buy my goods in my my products could be distributed more efficiently and at lower costs.3. Whether the cost of distribution of your products will be affected substantially if price of utilities or transportation go up by a big margin.The cost of distribution of your products will be affected substantially if price of utilities or transportation go up by a big margin. The numerous functions the utilities or transportation perform, physical distribution accounts for almost 30% of the total costs of marketing, if price of utilities or transportation go up by a big margin, the cost of distribution of your products will be affected substantially .Chapter 5 Promotion1. Describe the promotional mix for your products.Advertising :product advertising and institutional advertising.a. Internet .We'll represent my goods on the Internet by setting up virtualstores. My consumers can make inquiries, check specifications, compareprices, place orders and make payment, all through the Internet, thus makingmy goods shopping much efficient than the traditional modes.b. Newspapers and television. Put my good'sinformation on thenewspapers .ADs in the newspapers can be clipped and saved,also they arelow in cost and can be prepared and placed within minimum time.Televisions can reach a vast captive audience of all types with colorful andeye-catching.c. Outdoor sales promotion. Billboards,posters ,trade show publicity andelectric displays are the major forms of outdoor advertising.2. Estimate the amount of money that will be allocated for promotion during the first year.We will spend 30% of the money on advertisements on the newspapersInternet and televisions. Then 40% of the money will be payed for the sales-promotion, especially outdoor promotion, such as billboards,posters ,trade show publicity and electric displays, to increase customer awareness and the sales of a firm's product or service. All of the sales promotion can reach a vast captive audience of all types with colorful and eye-catching.Chapter 6 Money and Banking1.I think plastic money is really money. Money is a key element in economic and business activities and has been the theme of many witty remarks.To us, money is nothing but the currency of a country. To economists, money is a subject for study and, for something to be money; it must at least have thefollowing characteristics: portability, divisibility, stability, durability andacceptability.First of all, money must be light in weight and easy to carry.Second, it must be easily divisible into smaller parts with a fixed value for eachunit.Third, money must be stable in value, and this is best understood in times ofinflation.Fourth, money must be able to stand the wear and tear of repeatedtransactions during its life in circulation.Last, for money of a country to function at all, it must be made legal tender forthat country by its government and be acceptable to the public. As plasticmoney has all the characteristics of money, though it can be caller' s not made of pap really money.2. Easy to carry and convenient.Credit card has "VISA" or "MasterCard" logo, in a foreign country can bedirectly brush calorie of consumption, and a cash or cash will first exchange; Inaddition, by credit card booking the ticket and hotel, telephone or Internetshopping and rent a car and so on is also very convenient, and might not havethe cash benefits -- becausecredit card in addition to direct the brush has a"preliminary license" function; And there is no no change in embarrassment.Safe, Clean and healthy.As we all know that cash flow is bigger and bigger, coin of bacteria is one can imagine, but in addition to their credit card is a few cashier touched - even if the credit card dirty, still can clean disinfection.Facilitate financialCredit card bill in the future we will receive a paper or electronic mail forms of consumption detailed bill, from the bill, we can clear their own in last month's consumption and expenditure.3. Blind consumptionBrush card not like cash that a piece of a money flower out, a brush, nothing feeling, a few Numbers, lead to blind consumption, spend money like water Stolen brushCredit card basically the default password is free credit card consumption, it can easily be lost or stolen in when others stolen brush, cause needless trouble or loss; But in fact the credit card is also by the password can apply for credit card consumption - this is about to see how you manage your credit card.Easy to lose. It is just a small card, and sometimes even if you lost it, you still can ' t find the fact after a long time.4. With an increases market share, Hongya cannot only squeezeout the rivals, but also consolidate its own position.1. After increasing modes of payment, the customers of Hongya increased rapidly. Nowadays, people prefer to carry credit cards instead of much money.Since Hongya started accepting different modes of payment, customers believe that their level is high and they attract more purchasers. Especially Hongya accepts buying on credit for the regular customers. So they gained more market share.2. Yes. The new modes of payment have potential risks. They sold commodities on credit. It is possible for them not to collect the account payable from their customers. Some customers may not pay back the money when they are not satisfied with the service or quality of goods. When customers make open account. Hongya should know about their credit and also make them do some promises.3. I do not think it will be widely adopted in China. First of all, there are some areas which is not developed enough to use credit. There is not enough equipment and some people even do not have all kinds of cards.Chapter 7 Financingmoney , Ralph can not buy a much needed pick-up and his financial plan was destroyed. He can not improve the store' s delivery as planed.the bank does not change its decision, Ralph can borrow from his friends or family members. He can also transfer his other expenditures. He can even buy the pock-up through a open account. Take his equipment as collateral to solve the problem.up his own manufacturing facilities is more advantages.Now that their business has enlarged and they also have enough capital to set up their ownmanufacturing factory. They can do it by themselves. It not only makes profits but also produce commodities that meet their demands. No other people know more their garments of their own brands than themselves.other investors fu'nds as equity is more beneficial to Hongya. Hongya need not pay back the money and the investors also decrease the liabilities and risks of Hongya. If Hongya use bank loans as debts. It must pay back in the line of credit and also pay back the interests.are two types of loans; secures and unsecured. Hongya can put upcollateral to make secures loan. We know that Hongya has had amount assets.Hongya can also make revolving credit agreements.Another option is short term fund raising. This type of loan is at a low interest rate.Chapter 8 Accounting1.I think clients should be punished if they make late payment. But I do notbelieve the seller can do in this way. First of all, he earns money from his clients. If clients are not satisfied with his behavior. They will choose other partners. For his own sake, he can not do that. If he really takes this measure, there may be more clients not make the payment.In order to make a win-win condition, he should not take this measure. Itdepends. Clients with long-term relationship should not be punished for late payment by carelessnessfor the sake of the continual business trade in the future. But clients who make late payments for many times should be punished according to what have been stipulated in the contracts.is a good way to en courage clie nts to make early p ayme nt. This can motivatedie nts to make p ayme nts as soon as p ossible, con seque ntly, pro videsamplespace for the company ' s future development with collected capital.can give some p refere ntial p olicies to clie nts if they make early p ayme nt.Forexa mp le, we can make a p refere ntial p rice or give them commodities free ofcharge as a reward to en courageearly p ayme nt. To en sure an early p ayment, strict and clear sti pu latio n in the con tract, such as the maturity date of LCand clauses on claims for breach of con tract, is esse ntial. I n additi on,maintaining good relati on shi p with clie nts in daily life can also facilitate aprompt p ayme nt.Hon gya Bala nee sheetLIABILITIES AND OWNER ' EQUIT Y(RMB) Curre nt liabilities Less: Accumu. De preciation (1,210,000) StockASSETS(RMB)Current assetsCash 1,100,000 Accts &no tes p ayable 1,115,000Acct &no tes receivable 830,000 Accrued wages378,000 Inven tories 2,000,000 In come taxes due1,387,710 Total current assets 3,930,000 Total curre nt liabilities2,880,710 Fixed assets Lon g-term Liabilities1,000,000 Furniture 6,420,000 Total lo ng-term liabilities 1,000,000Less: Accumu. Dep reciatio n 6,050,000 Total liabilities 3,880,710Facilities6,050,000 Own er equity11,709,280+ 5,280,000/2=3355000 (2)1 nven tory turno ver 二 cost of goods sole / Average inven tory=30,166,000/ 3,355,000=10 turnsCurre nt ratio = curre nt asset /curre nt liabilities=3,930,000/2,880,710=Quick ratio= curre nt assets-i nven torie / curre nt liabilities=3,930,000-2,000,000/2,880,710= timesR1=负债 liabilities /资产 assets=3,880,71/11,709,280=Gross p rofit margi n= gross p rofits/ net sales=15,686,00/45,852,300 =%Net profit margi n=net in come / net sales=6,775,29/45,852,300=%Retu rn on owners ' inv estme nt=Net in /totel owner equiiy=6,775,290/11,709,280=%In other words, it takes Hongya days (365/55) on average to collect itsreceivables.3. Judgi ng from these figures, we may see that the inven tory and acco untsreceivable turnovers are pretty high, indicating a good and smooth operation in the firm. Net profit margin is comparatively lower.Chapter 9 The Securities Market1. The appropriate investment goal for the six clients should be makingTotal expen ses7,523,000 Net in come before taxes8,163,000 Less in come taxes1,387,710 Netin come 6,775,290(1) Average inven tory=Begi nning inven tory + Ending inven tory /2=1,430,000certain amount profits with the least risk, for I can see from their cases that theoriginal principal is of vital importance for their normal life, consequently, in myopinion, the optimal investment portfolio should be least risky.2. If I were Simon, the portfolio would be suggested asfollows,35-year-old divorced woman: Concerning the two teen sons who may need a lot of money in their growth, I suggest two types of securities in the portfolio —bonds and common stock with almost equal proportion.The couple: Bonds would be more appealing for they have fixedincome and may not want to risk a lot, since this kind of investment provide very steady income and have the least risk.The 19-year-old university freshman: He has no other economical sourcesowing to the lack of parents and has to rely on this sum of money for a long period until he graduates and finds a job to support himself. So I suggest bonds and preferred stock in his portfolio, for both of them are of high safety and steady single woman: She has not got married yet and thus have too less worries than the other five people.Chapter 10 Risk Management and Insurance.The major types of risk faced by Global Info are natural disasters, such as earthquake, typhoon and storms. Besides, fire, theft, explosion and other artificial disasters are also big risk.. Insurance can be purchased to protect the company from damage or loss of theirproperty. To be more specific, fire insurance cover losses suffered by fire and it can adda rider to the policy, extending the coverage for losses such as windstorms, explosion,riot and fire..It should have bought fire insurance and business interruption insurance.There may be a lot of electronic equipments in Global Info for online adviceapplications, thus it is susceptible to fire caused by such kind of facilities.The company should appropriate a certain portion of money to insure it againstpotential risks for the sake of avoidance of catastrophic losses.1. Risk means uncertainty about the future and is unavoidable to all businesses.The possibility of risk, how ever small it may seem, indeed exist and can removedt be thoroughly. So from this sense we may see that the indispensability of insurance.However, due to the fact that the premium exceeded all the compensation andHongya has always done a good job in disaster-prevention measures, the company canbuy less insurance in the future, deducting unnecessary insurances and readjust the structure of insurance concerning the accidents in recent years, or it can buy more cost-saving insurance with its own reality considered.2. It can buy group life insurance, which covers all individuals in a business firm. In addition, it can also set up relative training sessions to the staff that will frequently go outon business, informing them of self-protective methods and strengthening their awarenessof safety.Purchase general liability, which protects policyholders against financial risks involving personal, professional, product.。

工商管理初级资格考试一试题试卷分数：姓名：单位名称：准考据号：身份证号：（综合知识查核，总分100分，包含单项选择题、多项选择题和判断题；考试时间90分钟）一、单项选择题(单项选择题： (共60题，每题分，共30分))1、() 是公司内在的实质，即构成公司活动能量大小的各样因素及其有机联合所产生的能力。

A经营体制B文化素质C人员素质D公司素质2、() 标记着公司的真实形成。

A手工生产B大机器生产C公司管理权与经营权分别D 工厂制度的成立3、() 是全部直接或间接地为公司经济活动所需要并能构成生产经营资源的，拥有必定开发性、利用性、选择性的天然或人造资源。

A公司资源B公司因素C公司管理D公司环境、公司制度是以()为基础。

A政企分开B有限责任制度C公司制D产权制度、()是解决工商公司增效问题的职能.A组织职能B指挥职能C控制职能D协调职能、()是安全生产的中心A安全文化B安全法制C安全责任D安全投入、大部分公司采纳的公司部门区分方法是()A产品部门化B职能部门化C地区部门化D综合部门化、公司改革的内部驱动因素有()A技术B经济C社会D组织职能的转变、()是最常有的生产过程空间组织形式。

A工艺专业化部署B对象专业化部署C混淆式部署D固定部署10、依照马克思主义看法，公司的形成是()A陪伴人类社会产生的B由于交易花费比市场低C社会分工发展的结果D 社会利润的需要11、“事事有条件负责”是指()A一致指挥的原则B分工与协作原则C精简的原则D权责平等的原则12、制造商和中间商品牌是按() 进行分类A辐射地区B使用主题C生命周期D市场所位13、() 是市场营销首要任务。

A选择目标市场B剖析市场时机C发现市场时机D拟订营销策略14、产品或商品自主销售是() 的内容。

A调理体制或产销体制B 动力体制C拘束体制或均衡拘束体制D 发展体制或技术进步体制15、只好短时使用，不利于屡次或长久使用的是()A人员促销B广告C营业推行D公共关系16、技术简单，工艺整体性高的公司组织构造是()A集权与分权并存B分权C集权D无特定要求17、经纪人是()A供给商B代理中间商C商人中间商D协助商18、花费者信贷状况属于()A经济环境B人口环境C自然环境D科学技术环境19、() 是品牌诚信的基本要求A著名度B产品线多少C公司规模大小D产质量量信誉20、依照分工与专业化发展的次序，第二种是()A产品专业化B部门专业化C零零件专业化D工艺专业化21、矩阵型的长处是()A增强了纵向和横向联系B构造简单、责权分明C减少了各级领导者负担D最高领导者能够挣脱平时事务22、分销渠道和营销渠道的差异在于分销渠道不包含()A商人中间商B供给商和协助商C代理中间商D生产者和花费者23、量少品种多，专业化度低的产品生产合用()A成批生产种类B单件生产种类C大量生产种类D生产线生产24、“顾客需要什么，我们生产什么”是指()A生产看法B产品看法C销售看法D市场营销看法25、顾客希望或默认的属性或条件是()A中心层B形式层C延长层D希望层26、《产质量量法》不合用的产品是()A啤酒B小轿车C电视机D赠予产品27、公司组织改革的基来源因是()A组织自己发展过程的阻碍B 外面环境压力C组织自己发展过程的矛盾矛盾D领导者和职工的推进力28、“自己事，自己做”是()A打扫B整改C整理D洁净29、() 是公司经营总目标的构成部分，是公司管理者对证量的指导思想和承诺。

2011年11月商务英语专业工商导论模拟练习Part One（20%)I ．Multiple Choice(1％X20 =20％）Direcnions:In this part, there are items 1-20. For each item, there are fourchoices marked A,B，C and D. Choose the best one end write your answers on the Answer Sheet.I ．A(n）＿is an association of two or more persons to carry on as co-owners of a business for profit.A. sole proprietorshipB. partnershipC. corporationD. franchising2. Colombia, Brazil and China’s Yunnan Province have a(n)＿in growing cof-fee beams, because in terms of climate those areas are more favourable for growing coffee beans than other parts of the world.A. absolute advantageB. comparative advantageC: definite advantage D. indefinite advantage3. Based on the findings of the job analysis，a(n)＿lists the objectives,respon-sibilities,main tasks of the job，the conditions under which the job is to be done，and its relationship to other jobs.A. job descriptionB. job specificationC. job forecastingD. job scouting4. Which of the following does NOT belong to Non-Tariff Barriers?A. quotasB. state monopolyC. revenueD. import license system5.＿is the cheapest mode of transportation, particularly suitable for low-cost bulk cargoes such as coal, ore，grain, timber and construction materials.A. RailB. WaterC. TruckD. Pipeline6.A＿is a business that has one owner.A. partnershipB. CorporationC. franchisingD. sole proprietorship7. Which of the following ere goods that consumers would make an extra effort to purchase?A．Shopping products B. specialty productsC. convenience productsD. product mix commodities8. Shipwaith Paper Products produces a variety of goods which are sold to whole sal ers. The wholesalers then distribute the products m a wide variety of office supply stares and discount stores that sell to the final customers. The distribution channelused for Ship waith’s products is an example of a＿.A. network and node distribution systemB. one-level channel distribution systemC. two-level channel distribution systemD. direct-level channel distribution system9. The risk of relying on a single key employee can be reduced by＿A. purchasing key person insuranceB. narrowing the job descriptionC. task specializationD. automating tasks10. According to its attributes，property can be classified into three types. They are the following EXCEPT for＿．A. tangible real propertyB. tangible personal propertyC. intangible personal propertyD. inventory11. A(n）＿is a tax a government imposes on imported goods.A. tariffB. quotaC. excise taxD. exchange rate12. Which of the following is NOT one of the managerial skills?A. technical skillsB. mission skillsC. conceptual skillsD. human skills13. When the employees are haired，it is important to train and develop them until they are qualified for the jobs. The methods can include the following EXCEPT ＿.A. orientationB. on-the-job methodC. off-the-job methodD. performance appraisal14. According to the Herzberg study, managers can motivate employees to be more productive by ＿A. increasing their responsibilitiesB. increasing their salariesC. providing a safe work environmentD. creating job security15. The programs that determine the specific tasks a computer will perform at any given time are called ＿A. hardwareB. softwareC. virtual realityD. megahertz16. One of the following terms is NOT included in the types of economic system. It is＿.A. capitalismB. socialismC. mixed economyD. equalitarianism17. A major advantage of railroads as a mode of transporting goods is that they＿.A. can reach almost my location quicklyB.. are very inexpensive when transporting goods short distanceC. are often the least expensive way of transporting heavy items long distancesD are the only way to transport gas anJoil safely over long distances18. The composition of debt versus equity financing is known as＿．A. retained earningsB. revenueC. working capitalD. capital structure19. The following are regarded as intellectual properties protected by laws EXCEPT for ＿.A. trademarkB. copyrightC. patentD. stock20. The management function that coordinates a firm’s employees and other resources in order to achieveth e organization’s goals is＿A. planningB. organizingC. leadingD. controllingPart Two（60%）Ⅱ．Gap-Filling(1％x10＝10%）Directions：Complete statements 21-25.,filling in each gap with a proper word or phrase:21.＿insurance covers losses resulting from damage to other people or oth-er people’s property.＿insurance protect businesses from riskinvolving the damage and loss to their own property.22. Liabilities are what a firm owes to others. Liabilities are those that can be cleared within one year while＿liabilities are those that cannot be paid off within one year.23. Fed can use such instruments as＿,discount rates and＿tocontrol the money supply.24.＿pricing strategy is also called＿pricing, which makes prices appear more acceptable or contain positive indication to customers.25. Besides advantages, sole proprietorships have some disadvantages, such as＿，limited access to capital, ＿and unshared loss.Ⅲ. T/F Questions (1％x10＝10％）Directions：Read statements 26-35. Decide whether they are tune or false by writing "T" for true and "F" for false.26. Brokers work as manufacturers’ sales representatives on a relatively permanent basis, while agents work as go betweens for sellers and buyers on a deal-by-deal basis.27. For money of a country to function at all，it must be made legal tender for that country by its government and be acceptable to the public.28. Countries with advantages in producing one type of goods will trade for goods they have disadvantages in producing.29. Liability losses are those losses to property due to fire, theft, or weather conditions.30. The market for dealings with stocks and bonds is collectively called the securities market.31．Large firms may obtain funds by issuing dividends, which are long-term debt securities（IOUs) purchased by investors.32. Lost or stolen traveler’s checks can usually be replaced if you promptly inform the issuing company of the serial numbers of the lost checks.33. While middlemen add cost, they add value as well.34. Milk, newspapers，soda, and chewing gum are examples of shopping products.35. Owners of a corporation can earn a return on their investment either by receiving dividends or by selling the stock.Ⅳ. Fundamentals of business(1％x25＝25％）sole proprietorship 商个体，个体户partnership 商合伙，合伙公司shareholder 股东financing 筹集的资金，融资marketing 营销channels of distribution 分销渠道，销售渠道market segmentation 市场细分product life cycle 产品生命周期pricing 定价wholesaler 批发商promotion mix 促销组合product advertising 产品广告checking account 支票帐户credit card 信用卡debit card 借记卡Fed 美联储copyright 版权motivate 激励，激发owner＇s equity 所有者权益gross profit margin 毛利润率net profit margin 净利润率current assets 流动资产fixed assets 固定资产premium 保险费creditor 债权人V. Clone ( 1％x25 =25％）Directions: Read the following passage and fill in blanks(41-65）with appropriate words from the list at the end of the passage．Note that there are more words in the list than the blanks in the passage，Investment in one country (41）＿individuals organizations (42)＿Another is an important aspect of international business. Investment may be. for(43）＿in the form of securities or direct capital in the form of productive facilities. Colonialism and（44)＿have often been described in terms of powerful nations exploiting the（45）＿and natural resources of weaker，less-developed Countries. While some exploitation (46）＿till remain，most developing as well as（47）＿nations now substantially control the types，(48）＿and owner-ship terms of investments（49）＿by foreigners. Much of the (50) ＿private investment is now made by multinational（51）＿（MNCs)．Technical distinctions in（52）＿such global corporations are sometimes made to reflect（53）＿multinational investments（54）＿operations are made exclusively by an executive（55）＿from one nation or by(56) ＿of different national investment leaders. Clearly; these multinational organizations (57) ____ major role in world trade and investments (58)__of their demonstrated management skills，（59）＿,financial resources，and related advantages.（MNCs), nevertheless，must (60)＿frequently governmental and other(61）＿who contend that such far-flung companies are able to (62)____ or avoid national regulation by virtue of their ability to（63)＿new(and at times old) investments from one country to another. Some governments have adopted exacting（64）＿which Macs must follow in their countries the most common of which requires a majority or significant (65）＿of domestic as opposed to foreign ownership.VI. Traaslation (5% x2=10％）Directions Translate sentences into English.66.张伟达和陈浩建立了自己的合伙企业，启动资本为7万元69宏雅可使用长期贷款和短期贷款相结合的资金组合形式。

工商管理一、名词解释1、企业的效率边界：若随着企业规模的扩大，在企业内部组织一笔交易的成本等于公开市场上完成这笔交易所需成本或等于由另一企业来组织这笔交易的成本，企业的扩张就达到了他的实际停止点。

这一点就是市场机制和企业组织的分界点，也称为企业的效率边界。

2、创业机会：是指当前服务于市场的企业留下的市场缺口，它意味着消费者能得到更好的产品和服务的可能性。

3、企业管理：就是由企业经理人员或经理机构对企业的经济活动过程进行计划、组织、领导、控制和创新，以提高经济效益，实现盈利这一目的的活动的总称。

4、企业文化：在一定的客观环境影响下，企业在长时间的生产经营活动实践中，由领导者倡导、为员工所认同的企业的经营宗旨、价值观念、行为准则及与之相对应的行为方式、物质表现的总称。

5、企业微观环境是指对企业外部所处的直接经济环境的分析。

是对某一特定企业构成影响的那些环境因素。

它能够直接地给企业提供更为有用的情报信息。

6、企业战略：在竞争环境中，企业为求得长期生存和发展的目标，而选择企业达到这个目标的途径，并依据它对企业重要资源进行优化组合，以对目前与将来的经营活动进行总体的谋划并制定相应的对策。

7、资本运营是以生产要素资本化、证券化为基础，以资本流动为前提，以产权(股权)为工具，通过科学的扩张性资本运作及收缩性资本运作，相机调整资本及资产配置，使资本在运动中和分散风险中不断增值，从而实现公司价值最大化的—系列运作活动。

8、生产运作管理是指为实现企业的经营目标，有效地利用生产资源，对生产过程进行组织、计划和控制，生产出满足社会需要、市场需求的产品或提供服务的管理活动的总称。

9、人力资源就是社会全部人口中具有一定智力劳动与体力劳动能力，并能以合法劳动创造财富，推动社会向前发展的那部分人口的总称，又称之为劳动力资源。

从狭义上说，也就是从企业的角度来说，所谓人力资源就是指能够为企业直接或者间接创造价值的人才，这主要指企业已经从社会获得的各种人才，也包括对企业有吸引力的各种潜在人才。

福建师范大学外国语学院商务英语本科段《工商导论》期考试题（B）班级：_____ 学号：________ 姓名： _________ 成绩：_______一、单项选择题（本人题共10小题，每小题2分，共20分）在每小题列出的四个备选项中只有一个是符合题目要求的，请将其代码填在题后的括号内。

错选、多选或未选均无分。

1.领导者具备的感知和发现环境屮商务机会和商务风险的能力，理解事物与事物之间关联并找出关键影响因素的能力，以及权衡不同商务策略的优劣及驾驭的能力，指的是（）。

A.技术性技能B.人际关系技能C.概念性技能D.策略性技能2.在公司基本产品和服务不变情况下，细化基本产品的特殊功能，以适应细化了的口标顾客，满足他们的个性化需求，借以抵御价格战带来的压力。

这是商务管理模式类别屮的（）A.深化改进现有模式B. “克隆”现有模式C.在新的业务领域内复制旧有的模式D.利用核心优势发展新模式3・作为国家纽织经济的形式，规定了国家与企业、企业与企业、企业与各经济部门的关系,并通过一定的管理手段和方法，调控或影响社会经济流动的范围、内容和方式的商务活动经济环境要素是（）A.社会经济结构B.社会发展水平C.经济体制D.经济政策4.企业社会化生产目标中首要的日标是（）A.社会贡献目标B.市场日标C.发展目标D.利益目标5.其策略要点在于收购或兼并与业务有关的原料供应企业，或自己产品的分销企业。

目的在于确保原料充足和价格合理，有利于审场拓销，可以稳定企业业务，有利于进行计划与协调工作。

这是大型企业扩展的方向中的（）A.横向扩展B.纵向扩展C.多元化扩展D.服务型6.指某产业或行业内众多有相近产品厂家集屮一起通过某种形武，如展销会、交易会、新产品发布会等向市场推介产品的活动。

这是促销活动屮的（）A.消费推广B.交易推广C.产业推广D.营业推广7.儿家企业拥有不同的关键资源，为了彼此的利益进行战略联盟，相互交换资源，形成互补以创造竞争优势。