商务英语翻译试卷第3套 答案及参考译文

第三章市场营销学习目标：1、了解市场营销的定义2、了解市场营销的组合策略3、掌握市场细分和市场定位的方法课文一市场营销概述大约十年以前，如果你问IBM的高层管理人员他们是做什么的，他们可能会回答：“我们销售电脑的硬件和软件。

”由于缺乏市场远见，以产品为中心的IBM 公司没有注重客户的需求。

因此，当客户需求改变的时候，IBM却没有进行相应的调整，公司的业绩也大幅度下滑。

到90年代初期，大企业的市场份额和蓝筹股价急剧下跌。

在这段经济低靡的时期，IBM进行了一场具有重大意义的改革：所有的高层管理人员在与重要客户面谈之后，将客户的问题和要求上报给公司。

其实，在计算机市场，客户不但要从公司购买电脑的硬件和软件，更重要的是他们需要购买到能解决大量信息技术问题的方案。

现在，如果你要IBM的管理人员给他们的业务下个定义，他们会告诉你：“我们为客户的任何问题提供解决方案。

”大公司营销策略的转变取得了巨大的成功。

那么，什么是市场营销呢？市场营销的定义美国市场营销协会将市场营销的定义为：计划和执行观念，商品和服务的构思，定价、促销和分销以便产生满足个人、组织和社会目标的交易的过程。

IBM的营销经理们如果想要取得好的销售成绩，他们必须要明白客户的需要就是他们的目标。

如果不遵循这一原则，他们生产出来的产品将一无是处，也无人问津。

“找到客户的需求并且尽力满足”就是市场营销的主旨，换句话说，就是要“找到一个市场，并为其服务。

”市场营销组合策略一旦确定了客户的需求，营销人员就应该尽力满足这些要求，有四点需要注意，第一，要求生产出合适的产品，这是物质基础。

要使产品能尽量接近客户的要求，企业就要通过改变现有产品类型、改进产品的特点和包装或用另一种方法来描述这个产品等方式生产出“量体裁衣”型的产品。

第二点是关于交付货物的整个体系：生产者必须及时将货物运至消费者可以购买到的地方。

第三点就是消费者可以通过广告被告知这个商品的用途，营销人员应该与客户沟通，并说服他们购买。

《商务英语翻译》试卷（第3套）Ⅰ、Multiple Choice (20 points, 2 points for each)1.The documentary credit offers a unique and universally used method of achieving a commerciallyacceptable compromise by providing for payment to be made against documents that represent the goods and make possible the transfer of rights to those goods.A.跟单信用证提供了一种独特的、全世界通用的方式，即凭代表货物的单据付款，从而使货权的转移成为可能。

这是一种商业上可以折衷的方法。

B.跟单信用证提供了一种独特的、全世界通用的方法，即凭代表货物的单据付款，从而使货权的转移成为可能。

这是一种商业上可以接受的折衷方式。

C.跟单信用证提供了一种独特的、全世界通用的，一种商业上可以接受的折衷方式，凭代表货物的单据付款，而使货权的转移成为可能。

D.跟单信用证提供了一种独特的、全世界通用的，商业上可以接受的折衷方法，凭代表货物的单据付款，从而使货权的转移成为可能。

2. A developing economy with an impressive development plan requires large imports of capital goods,technology, raw materials and other inputs and consumer goods to carry out the plan effectively.A.为了有效地实施其发展计划，一个具有宏伟发展计划的发展中国家可能需要对资本货物、技术、原材料和消费品及其它产品加以大量进口。

商务英语翻译试卷第3套I. Multiple Choice (20 points, 2 points for each) 1. The documentary credit offers a unique and universally used method of achieving a commercially acceptable compromise by providing for payment to be made against documents that represent the goods and make possible the transfer of rights to those goods.A. 跟单信用证提供了一种独特的、全世界通用的方式，即凭代表货物的单据付款，从而使货权的转移成为可能。

这是一种商业上可以折衷的方法。

B. 跟单信用证提供了一种独特的、全世界通用的方法，即凭代表货物的单据付款，从而使货权的转移成为可能。

这是一种商业上可以接受的折衷方式。

C. 跟单信用证提供了一种独特的、全世界通用的，一种商业上可以接受的折衷方式，凭代表货物的单据付款，而使货权的转移成为可能。

D. 跟单信用证提供了一种独特的、全世界通用的，商业上可以接受的折衷方法，凭代表货物的单据付款，从而使货权的转移成为可能。

2. A developing economy with an impressive development plan requires large imports of capital goods, technology, raw materials and other inputs and consumer goods to carry out the plan effectively. A. 为了有效地实施其发展计划，一个具有宏伟发展计划的发展中国家可能需要对资本货物、技术、原材料和消费品及其它产品加以大量进口。

这是我根据文库里的一份资料单独整理出来的BEC第三辑TEST3，可能又不完整及缺漏之处，望大家能够理解。

谢谢! PART 11 This businessman has successfully targeted a different group of consumers.2 With careful forward planning, this businessman is helping the company survive a difficult period.3 The company is now more open to change because of this businessman's way of thinking.4 This businessman has made and implemented certain decisions despite opposition to them.5 This businessman has achieved some success by misleading people about his intentions.6 The abilities of this businessman were previously doubted by the company that employs him.7 This businessman is admired for his ability to manage a number of business interests.'Businessman of the Year' AwardA :James King: Chief Executive of Fentons FinanceKing was nominated for the quality of his leadership, with the judges claiming that the Fentons Finance boss is almost revered by his team. He is credited with reinventing Fentons Finance - revitalising its culture of inflexibility, removing outdated pre-merger barriers and playing a brilliant tactical game. He led everyone to believe he was opposed to large mergers and then jumped on the Westcombe Bank opportunity at just the right moment. History will be the judge, but for now the markets consider King to be a star.B Keith Nash: Chief Executive of Hamley's SupermarketsNash took over as CEO when Hamley's systems and distribution were out of date and the brand badly needed freshening up. He began refocusing the brand at the higher quality end of the food market and launched several own-brand initiatives for the health conscious. As a result, the share price has gone up nearly 80 per cent. This should be extremely satisfying for Nash, who had left the retailer in 1986, disappointed after failing to secure the top job.C Jorge Marquez: Chairman of the Kenwick GroupMarquez was a popular choice for his achievements at Kenwick. The judges say he has been courageous in pushing through the appointment of controversial or inexperienced chief executives to companies within the group, and then sponsoring them as they transformed their businesses. He operates as a 'virtual' chairman, without a permanent office in any one company. He phones his CEOs regularly, and several of them have acknowledged the vital contribution he makes to their effectiveness. Everyone is impressed at how he also finds the time to be chairman of two other large companies.D Richard Jenkins: Finance Director of Centron AdvertisingLabouring in the shadow of a high-profile boss can sometimes draw attention away from the finance director, and the judges considered it was high time Jenkins got that attention. The CEO may be the public face of Centron, but Jenkins is the one who makes it run smoothly. Behind the scenes, he is constantly demonstrating that budgets and forecasts are what is needed to make a company successful, particularly now that the advertising market has been hit by recession. It is largely thanks to him that Centron is in much better shape than its rivals.Part 2(这个可能分段有错误)Setting up an appraisal schemeAppraisals can be a wonderful opportunity for your staff to focus on their jobs and make plans to develop their unused potential. (0) ..........So, if you have decided that an appraisal scheme should be set up in your company, you need to establish some formal procedures and make some decisions before you begin. Even if your company already has a scheme, you need to consider what you want to achieve and how you are going to do this.First of all, you need to decide on your key objectives and the real purpose of your scheme.(8).............A scheme should never be introduced at a time of redundancies, or simply for profit or competitive edge, because this will create fear and alienate staff. The next step is to decide how the scheme can most successfully be managed. It is essential that all senior staff are committed to the process and willing to make a positive contribution.The person given responsibility for designing the scheme and the appraisal forms needs to have knowledge of all roles within the organisation. He or she must also be aware of employees' potential needs. (9).............It should be someone who is trusted and whom staff will turn to if they are concerned about their appointed appraiser or the appraisal interview. The design of the scheme should indicate who will be appraising whom. This needs great tact and sensitivity. First, remember that no manager can effectively appraise more than seven or eight people. It is equally important to remember that, if significant numbers of staff are appraised by someone they dislike, or by a person whose values they do not share, the success of your scheme may be threatened.(10) ............. So bear this in mind from the beginning and, if necessary, establish an appeals procedure.Having decided on your policy and who will appraise which members of staff, you need to communicate this in the simplest possible way. Avoid lengthy documents - few people will read them. (11).............Most organisations choose a person's line manager to be the appraiser. This can be seen as an opportunity or a threat, so be ready to consider alternatives if necessary.Once you have established the appraisal process, make sure that appraisal interviews take place at a convenient time, and ideally on neutral ground. It should be borne in mind that some appraisals may involve the disclosure of confidential information. (12) .............These will show the decisions that were taken during the interview and will also indicate any new performance targets that have been agreed.A It is important to select a manager who can deal effectively with any suspicions staff may have about appraisals.B Such a measure can also reduce insecurity and unite staff in recognising the positive elements of appraisal.C Having even one staff member in such a position may affect how others respond to the process.D Ideally, this should be to provide a supportive framework that aids staff development.E Simply make sure that staff know who will appraise them and why, and what form the interview will take.F It is therefore important to decide who will have access to written records of the appraisal.G They can also be a means of getting the best out of staff, both as individuals, and as team members.PART 3(这个可能分段也有错误)SHEER GENIUS - OR A W ASTE OF TIME?Encourage your original thinkers and live with their strange habits, says Alan Worthin. If one of your research staff announced that he had worked out a way to propel a vehicle on a cushion of air, would you tell him to concentrate on something practical, or suggest taking it further? If a member of your development team asked if she could come in late because she had her best ideas at 3 am would you insist that she is in the office at 9 am like everyone else?Current business wisdom is that companies need creative, innovative people to beat competitors. The reality is that companies have always needed new ideas to survive and progress, but in the past they weren't particularly good at encouraging the people who produced them.Original thinkers don't always fit easily into the framework of an organisation. However, the advice from managing director, John Serrano is, 'Get rid of the dull people and encourage the unusual ones'. Essentially, he believes that companies need to learn how to manage their original thinkers in order to ensure that the business profits from their contribution. He also says, 'Original thinkers often find it difficult to drive change within the organisation, so they resign, feeling angry and disappointed. It is essential to avoid this.''You can't recognise original thinkers by the way they look,' says Ian Freeman. An apparently ordinary exterior can conceal a very creative thinker.' His consultancy, IBT Personnel, has devised a structured way to identify original thinkers. 'We define employees as champions, free-wheelers, bystanders and weak links, and most original thinkers come into the category of free-wheelers. They may miss deadlines if they become involved in something more interesting. They are passionate and highly motivated but have li ttle or no understanding of business directions and systems.'Headhunter George Solomon also thinks original thinkers have their disadvantages. 'They may have a bad influence within an organisation, especially given the current management trend for working in teams. The original thinkers themselves may be unaware of any problem, but having them around can be disruptive to colleagues. who have to be allowed to point out when they are being driven crazy by the original thinkers' behaviour.' Yet, in his opinion, the 'dream team' in any creative organisation consists of a balanced mixture of original thinkers and more practical, .realistic people.So, having identified your original thinkers, how do you handle them? One well-known computer games company has a very inventive approach. 'We encourage our games designers by creating an informal working environment,' says director Lorna Marsh. 'A company cannot punish risk-takers if it wants to encourage creativity. Management has to provide support, coaching and advice - and take the risk that new ideas may not work. Our people have flexible working hours and often make no clear distinction between their jobs and their home lives.'Original thinkers may fit into the culture of 21st century organisations, but more traditionalorganisations may have to change their approach. Business psychologist Jean Row believes that the first step is to check that original thinkers are worth the effort. 'Are the benefits they bring worth the confusion they cause? If so, give them what they want, allow plenty of space, but set clear limits. Give them extremely demanding targets. If they fail to meet them, then the game is up.But if they succeed, your organisation stands only to gain.'13 It is important for a company to encourage original thinkers because_____A this allows it to promote innovative products.B this enables it to stay ahead of its rivals.C they are very flexible about their working hours.D their talents are ideally suited to the market.14 John Serrano thinks that original thinkers should be_____A helped to develop better people management skills.B asked to manage change within the organisation.C supported so they can perform well for the company.D encouraged to follow company procedures.15 What does Ian Freeman say about original thinkers?A They are unenthusiastic and poorly motivated.B Their work standards are impossibly high.C Their abilities are hard to recognise.D They lack awareness of commercial processes.16 What problems can be observed when there are original thinkers in the workforce?A They may have a negative effect on other workers.B They dislike the concept of teamwork.C They rush tasks through to completion.D They cannot work with less creative colleagues.17 In what way is the games company's approach to original thinkers special?A It allows them to work from home whenever they wish.B It uses different forms of disciplinary action for them.C It promotes a relaxed atmosphere in the workplace.D It encourages them to reduce the risks that they take.18 A traditional organisation wishing to employ original thinkers needs to _____A provide them with projects they are interested in.B assess whether their contribution makes up for any problems.C have a flexible approach if goals are not always achieved.D be prepared to handle any negative feedback from colleagues.PART 4Who Benefits Most from Company Training?According to recent research, the better educated and the higher up the socio.economic scale you are, the more likely you are to be offered workplace training. And, incidentally, the more likely you are to then turn (19) the offer, pleading family and personal commitments or (20) of work. Less qualified staff, on the other hand, are offered fewer training opportunities, but are more eager to (21) them up. In fact, people with few or no educational qualifications are three times morelikely to accept training when it is offered.In the majority of companies, more (22) are allocated to management training than to other areas. Employers (23) their better qualified staff as more important to the business, so they pay them accordingly and invest more in them in (24) of training. This is (25) by the fact that organisations are dependent on properly (26) managers making the right decisions. But this (27) may mean that companies are (28) other parts of the workforce down.The researchers found a growing demand for training among the lower-skilled.Unfortunately this demand is not being (29)by employers, even though there are strong indications that companies would benefit from doing so. They also discovered that, despite the substantial (30) between the training provided for managers and that offered to other staff, there was still widespread endorsement of training.For the purposes of the research, training was defined as any (31) of planned instruction or tuition provided by an employer with the aim of helping employees do their work better. It therefore included a wide variety of approaches. On-the-job and classroom training (32) to be used equally by employers. But learning on the job, which involved observing a certain procedure and then practising it, was easily the most popular method for all categories of employee. While many felt that learning from colleagues was best,very few (33) the internet as an effective way to train.19 A back B over C down D off20 A force B pressure C strain D load21 A pick B keep C take D put22 A means B reserves C finances D resources23 A imagine B regard C suppose D know24 A requirements B specifications C states D terms25 A allowed B approved C justified D accepted26 A understanding B intelligent C informed D knowledgeable27 A stress B emphasis C weight D strength28 A letting B cutting C breaking D setting29 A reached B achieved C gained D met30 A space B gap C hole D room31 A frame B structure C form D order32 A showed B appeared C demonstrated D presented33 A rated B thought C marked D believedPART 5 没有找到答案PART 1 答案《‘Businessman of the Year' Award》年度企业家奖。

2024年英语三级笔译（CATTI3）实务真题及参考译文1.英译汉（原文）The last vestiges of Covid Restrictions have finally been removed, and international tourism is exploding—more than 900 million eager tourists took to the skies in 2022, doubling the number from 2021.But as world travel recovers from the pandemic, the rise in tourism is, among other things, overwhelming foreign infrastructure, disrupting local residents and diminishing the overall tourist experience.Although tourism still boosts the economies of hotspot cities, municipal authorities are concerned about the impact over tourism has on their communities and cultural heritage sites and have thus started taking matters into their own hands to mitigate overcrowding.To counter the downsides of overtourism, the travel industry can utilize tech-based tools that combat the root causes of tourist congestion and actively encourage travel to lesser-known places, thereby satisfying tourists without burdening the local residents.According to one study, when tourist numbers exceed a city’s carrying capacity, residents’ perception of their home as a good place to live begins to deteriorate, increasing feelings of resentment toward tourists during peak seasons.Amsterdam, with its picturesque canals, stunning brick architecture and leisurely bicycle paths, is just one of several cities reeling from the effects of overtourism; more than 20 million tourists are anticipated to visit the city this year alone.To curb the flow of visitors without destabilizing the tourism market, the city introduced a cap on overnight guests and is proposing further measures that include relocating some popular tourist attractions to outside the city center—or even removing them altogether.To give the city more “breathing space”, the mayor of Dubrovnik（杜布罗夫尼克，克罗地亚城市）shut down 80% of its souvenir stalls and restricted cruise ship and tour bus operations. City officials in Barcelona instituted taxes for overnight tourists and barred entry to certain food markets. And in Venice, officials banned the development of new hotels and installed turnstiles along popular routes to redirect tourist traffic.To thrive with resident communities, the tourism industry must cultivate a new approach that better serves local interests when promoting destinations and trip options.Marketing trips through the use of thoughtful ad campaigns and tech tools that inspire tourists to venture away from conventional hotspots and explore lesser-known attractions could lead to a more even distribution of travelers across various destinations.To that end, dispersing tourists should be a top business goal for travel providers rather than focusing only on the high-traffic destinations. This not only enables travelers to genuinely experience diverse cultures but also provides vital support torural-located businesses, restaurants and cultural establishments, which stand to gain the most from tourist dollars.In order to empower travelers to visit new or unfamiliar destinations, the industry should consider leveraging tech-based tools to convince them. Airbnb（爱彼迎公司）, for example, rolled out flexible search features in 2021 that divert bookings away from destinations at times when overtourism occurs, encouraging tourists to make accommodations in alternative cities or towns.With tourists overrunning major destinations, the tourism industry and local municipalities must find some middle ground. Heavily visited cities will otherwise be forced to impose further tourist restrictions, putting an entire revenue stream at risk.1.英译汉（译文）新冠疫情最后剩余的限制终于被解除，国际旅游业也因此迎来了爆发式增长——2022年，有超过9亿热切的游客乘飞机出行，人数是2021年的两倍。

商务英语翻译试题（三）Ⅰ词汇测试题：（2题，每题10分，共20分）1．该组有10个商务英语英文词或词组，下面均有英文词或词组来进行解释。

请将正确的选项标出，要求英英转换意义准确，符合商务英语规范。

（10分）(1) creditA. a kind of moneyB. a method of paying at a later timeC. currencyD. charge or service(2) assignA. to take or move outB. to put sth in a particular orderC. to choose or give a particular job to sb.D. to decide how sth will be made(3) to performA. to project a programB. to contribute a fundC. to do an action or piece of workD. to cater for(4) to withholdA. to offer something for a decisionB. to have a particular right to doC. to put something in a particular orderD. to refuse to give or to keep back(5) to scheduleA. to take on responsibilityB. to trust in someoneC. to bring in a consultantD. to list or state details(6) reimbursementA. to chargeB. to pay back esp. moneyC. to claim for damagesD. to ask for(7) qualifyA. to make sth. BetterB. to cause sb. to have the legal right to have or do sth.C. to choose sb. officially for a jobD. to pay for the damage(8) put forwardA. to arrange for somethingB. to come on somethingC. to put on an eventD. to suggest an idea for consideration(9) to boostA. to take back or to removeB. to refuse to giveC. to become less in number or smallerD. to improve or increase(10) to comply withA. to comfortB. to contractC. act in accordance withD. to cash on delivery2. 该组有10个商务英语英文词或词组，下面均有汉语词或词组来进行解释，请将正确项选出，要求英汉转换意义准确，符合商务英语规范。

新编商务英语第三册wordstudy参考答案第一篇：新编商务英语第三册word study参考答案Unit 3 Word study 1.bid a.The valuable vase will go to the person who bid the highest price for it.那个贵重的花瓶被出价最高的那个人买走了。

b.We offered 200 pounds at the auction for that painting, but another man bid against us.在拍卖行我们出200磅买那幅画，但是另一个男人和我们竞价。

c.Our firm is bidding for the contract for the construction of the new expressway.我们公司正在投标争取建设新高速公路的合同。

d.A number of companies have submitted bids to buy the supermarket chain.许多公司投标购买这家超市连锁店。

2.signala.Both companies have signaled their willingness to establisha long-term partnership.两家公司表达了想建立长期合作关系的愿望。

b.The policeman signaled that the traffic should move forward slowly.警察示意车流应该慢行。

c.The opinion poll is a clear signal to the President that the voters do not support his foreign policy.民意测验向总统发出了一个明确的信息，选民不支持他的外交政策。

3.implementa.We decided to implement the committee’s suggestions in full.我们决定完全执行委员会的建议。

商务英语阅读第三版王艳艳课文翻译1. —__________________?— Sure, no problem. First, go see Cindy and tell her where you're going and when. [单选题] *A. Will the company reimburse everythingB. Will I use the card for everythingC. Can you fill me in(正确答案)2. — What does the customer's complaint say?— _________________. [单选题] *A. He says he will write us a thank-you letterB. He says he hasn't gotten back the monitor for repairs.(正确答案)C. He wants to know whether we could give him a discount3. — Could you be so kind as to turn down that rock “n” roll? I'm preparing for tomorrow's meeting report.— ______________. [单选题] *A. It's none of you businessB. No, I don't think soC. Sure. Sorry to disturb you(正确答案)4. — I had a really good weekend at the seaside.—____________. [单选题] *A. Oh, that's very nice of youB. Oh, I'm glad to hear that(正确答案)C. It's a pleasure5. — Thanks for inviting me, John, but I've already made other plans.—________Maybe another time. [单选题] *A. I hope you enjoy it.B. That's good.C. Oh! I'm sorry to hear that.(正确答案)6. —I'm really fed up with Larry!—________ [单选题] *A. I'm sorry to hear that.B. Really?C. Hey, what's up?(正确答案)7. — I thought that if I could get your support first, it might make getting approval easier. — _________ . [单选题] *A. We will need another four thousand dollars to cover the costB. Well, you've got my support on this(正确答案)C. You only need a budget increase for the first order8. —Aunt Cindy, do you shop online often?—________. [单选题] *A. No, I don't think so.B. That's a good idea.C. Yes. It's very convenient and the price is often lower than in store.(正确答案)9. —Okay, what is the decision?—As you know, we have been a privately held, family-owned company for over 120 years,_____. [单选题] *A. and I think it definitely has a bright futureB. but it may be time to consider some major changes(正确答案)C. but the company faces tough competition10. —You mean... like becoming a publicly-traded company?—That's right. ______________ . [单选题] *A. It's something we should give serious consideration to(正确答案)B. It will still be a privately held companyC. It will become a privately held company11. —I'll be away on a business trip. Would you mind signing for my express delivery?—________________. [单选题] *A. have no timeB. I'd rather notC. I'd be happy to(正确答案)12. — What is the distance between the new building and your office?— _________________. [单选题] *A. It is near to the bus stopB. It is about 15 kilometers(正确答案)C. It is very close13. —______________—Yes, I think so./Yes, business Class [单选题] *A. When do you plan to leave?B. Where shall I make hotel reservation?C. Will you fly business class?(正确答案)14. — They want to make sure you're paying taxes on the money you make.— ________ . [单选题] *A. We're paying alright(正确答案)B. At least, our records for money in are very completeC. That's something you can improve by talking to human resources15. —Are there any disadvantages to shopping online?—___________. But I think this problem will be solved soon. [单选题] *A. It makes life easyB. It takes some time for the stuff you buy online to arrive(正确答案)C. The stuffs you buy online arrives quickly.16. —We've done very well so far but if we want to see serious growth ______________.—Yeah...maybe. But I have my doubts. [单选题] *A. it might be time to stick to original business modelB. it might be time not to change company modelC. it might be time to ditch our old business model and go public(正确答案)17. —Have you ever tried shopping online?—No, never. ____________, especially for clothes and shoes. [单选题] *A. I prefer to actually see and touch what I'm buying before I pay for it(正确答案)B. I prefer not to actually see and touch what I'm buying before I pay for itC. I would rather surf online and I pay for it immediately18. —________________ , but I still have the feeling that it's not safe enough.—I couldn't agree more. That's why I only do street shopping. [单选题] *A. Paying online is much unsafe than beforeB. Paying online is less safer than beforeC. Paying online is much safer than before(正确答案)19. —Hello, Sir,___—I'd like to order a pizza. [单选题] *A. What do you do?B. How are you?C. What can I help?(正确答案)20. —__________________?— I expect to depart for Frankfurt on Sunday, September 1st, any time after 13:00 pm. [单选题] *A. How would you like to goB. Where shall I make hotel reservationC. When do you plan to leave(正确答案)21. — How would you like to go?—__________________. [单选题] *A. I'll get in touch with the railroadB. I'd like to fly to Frankfurt for a stay of two days(正确答案)C. I expect to depart for Frankfurt on Sunday, September 1st22. — How do you calculate the fee if we ask you to move the office furniture?— _________________. [单选题] *A. We can give you a 10% discountB. Sorry, we are not available these daysC. The cost depends on the floor to move to, the distance between two places and the amount of the furniture to move(正确答案)23. — How is the weather in Autumn?—_______ [单选题] *A. It is cool and windy.(正确答案)B. I like autumn.C. Yes, it is.24. —Amy, do you shop online often?— ______________. [单选题] *A. No, I don't think soB. That's a good ideaC. Yes. It's very convenient and the price is often lower than in store(正确答案)25. —Hello, this is Lucas Bowen. I'd like to order some machines.—___________. When do you need them?[单选题] *A. Sorry, I am busyB. No problem(正确答案)C. No, you can do it online26. ---Morning Maggie. Could you talk briefly about your career development？---__________. [单选题] *A.Good morning, Mr. Marx. I’m going to do a brief about my latest work and performance.B.Sure, Mr. Marx. Thanks for giving me this opportunity. I started as a clerk in this company...(正确答案)C.Sorry, Mr. Marx, but I don’t like my boss at all. I think he is too serious and critical.27. ---Good morning. __________?---Good morning! I need a check to send to my publisher in New York. [单选题] *A.What can I do for you, Madam(正确答案)B.What do you want to buy, MadamC.Why do you come here, Madam28. ---What are they? __________?--- It’s a secret. But I’ll give you some hints, anyway. [单选题] *A.Is it a secret?B.Can I have an idea about them?(正确答案)C.Why do you keep it a secret?29. ---Thanks for inviting me, John, but I’ve already made other plans. --- __________. Maybe another time. [单选题] *A. I hope you enjoy it.B. That’s good.C. Oh! I’m sorry to hear that.(正确答案)30. ---I had a really good weekend at the seaside. --- ____________________. [单选题] *A. Oh, that's very nice of you.B. Oh, I'm glad to hear that.(正确答案)C. It's a pleasure.31. —Will you go to join the club?—（） *A. Yes, I want to make friends.(正确答案)B. Yes, I want to join the art club.(正确答案)C. I will join the music club.(正确答案)D. Yes, I will.(正确答案)32. —Do you know Tom?—（） *A. Yes, he is our monitor.(正确答案)B. Yes, he is cool.(正确答案)C. Of course, he is handsome.(正确答案)D. Sure, he studies very well.(正确答案)33. —I’m really sorry to have kept you waiting.—（） *A. It doesn’t matter.(正确答案)B. That’s OK, let’s go into the park.(正确答案)C. OK, let’s go.D. Well, be on time next time.34. —There are so many people in your house. What are you doing? —（） *A. We are having a party.(正确答案)B. There is a meeting in my house.(正确答案)C. They are all my neighbors, we are just chatting.(正确答案)D. I am the host.35. —What do you usually do in your spare time?—（） *A. We usually play football.(正确答案)B. I often surf the internet.(正确答案)C. I always read books in the library.(正确答案)D. I usually go shopping with my friends.(正确答案)36. —I wonder if I could use your phone.—（） *A. Sorry, I’m busy.B. Sorry, it doesn’t work.(正确答案)C. No, I can’t.D. Sure ,here you are .(正确答案)37. —Sorry to trouble you, sir. I’m looking for the hospital. —Well,（） *A.I’m not sure,but I think it’s over there.(正确答案)B. let me think.C.Walk down this street to the end.(正确答案)D.let me have a look.38. —I can’t finish reading the book within this week. —（） *A. It doesn’t matter,you can renew it .(正确答案)B. B. Take it over .C. You’d better not .D. Take your time.(正确答案)39. —Can I borrow your color pencil?—（） *A. Sorry, I don’t have any .(正确答案)B.No, it’s mine.C.Yes,here you are.(正确答案)D.I have one.40. —May I take your order now?—（） . *A. No, I’m in trouble now.B. Yes, I’d like a dish of chicken.(正确答案)C. Yes, we obey orders .D.Sorry, please wait a moment.(正确答案)41. Writing.Suppose you were not satisfied with your present conditions or environment of your work, now you are asked to write to your boss about your complaints and suggestions for the development of the company you work for. (English word limit:150~250). [填空题] *_________________________________。

第三章市场营销学习目标：1、了解市场营销的定义2、了解市场营销的组合策略3、掌握市场细分和市场定位的方法课文一市场营销概述大约十年以前，如果你问IBM的高层管理人员他们是做什么的，他们可能会回答：“我们销售电脑的硬件和软件。

”由于缺乏市场远见，以产品为中心的IBM公司没有注重客户的需求。

因此，当客户需求改变的时候，IBM却没有进行相应的调整，公司的业绩也大幅度下滑。

到90年代初期，大企业的市场份额和蓝筹股价急剧下跌。

在这段经济低靡的时期，IBM 进行了一场具有重大意义的改革：所有的高层管理人员在与重要客户面谈之后，将客户的问题和要求上报给公司。

其实，在计算机市场，客户不但要从公司购买电脑的硬件和软件，更重要的是他们需要购买到能解决大量信息技术问题的方案。

现在，如果你要IBM的管理人员给他们的业务下个定义，他们会告诉你：“我们为客户的任何问题提供解决方案。

”大公司营销策略的转变取得了巨大的成功。

那么，什么是市场营销呢？市场营销的定义美国市场营销协会将市场营销的定义为：计划和执行观念，商品和服务的构思，定价、促销和分销以便产生满足个人、组织和社会目标的交易的过程。

IBM的营销经理们如果想要取得好的销售成绩，他们必须要明白客户的需要就是他们的目标。

如果不遵循这一原则，他们生产出来的产品将一无是处，也无人问津。

“找到客户的需求并且尽力满足”就是市场营销的主旨，换句话说，就是要“找到一个市场，并为其服务。

”市场营销组合策略一旦确定了客户的需求，营销人员就应该尽力满足这些要求，有四点需要注意，第一，要求生产出合适的产品，这是物质基础。

要使产品能尽量接近客户的要求，企业就要通过改变现有产品类型、改进产品的特点和包装或用另一种方法来描述这个产品等方式生产出“量体裁衣”型的产品。

第二点是关于交付货物的整个体系：生产者必须及时将货物运至消费者可以购买到的地方。

第三点就是消费者可以通过广告被告知这个商品的用途，营销人员应该与客户沟通，并说服他们购买。

Section 1: English-Chinese Translation (50 points)Translate the following passage into Chinese.Guidebook company Lonely Planet has revealed its 18th annual“Best in Travel” list.The 2023 edition is in a slightly different format than it has been in years past. Rather than a simple list, the destinations are split up into five categories – eat, learn, journey, unwind and connect. “This year, we really wanted to try something new and we wanted to reflect the way that we saw travelers looking for travel, which was about the destination, but also about the experience,” explains Nitya Chambers, executive editor and senior vice president of content at Lonely Planet.Lonely Planet reaches out to its wide network of contributors around the world and asks them to nominate destinations they believe should be on the list. From there, editors at Lonely Planet HQ begin to ask more questions, work their sources and narrow down the options until it is released in November.That might mean taking a chance on a new country, like Malta or Guyana, that all your friends haven’t been to yet. It might mean choosing a less-visited place in a favorite destination, like Marseille rather than Paris or Fukuoka instead of Tokyo. All four spots are among the 30 destinations of the 2023 list. It’s no surprise that Peru appears as one of the picks under the “eat” section of Lonely Planet’s list –as it has been racking up the recognition for years on the World’s 50 Best Restaurants list. However, its South American sibling Montevideo – another “eat” entry – is not as high profile. Street food lovers should head to Kuala Lumpur. The capital is a perfect location for an introduction to food from all over Malaysia, like Penang-style curries and fish maw soup.As the world opened up after long Covid restrictions, many travelers felt the urge to connect or reconnect with others. Sydney, in this context, makes Lonely Planet’s “connect” list. The Australian city is known for its friendly inhabitants, as well as for its beautiful beaches, top-notch food scene and a pretty cool opera house. People with African heritage may want to head to Ghana for their own sense of connection. The country observed a Year of Return in 2019, which brought people from all over the diaspora to Ghana with fellowship and community. Just because the pass of the year doesn’t mean the loss of the sense of connection. The country,observed a Year of Return in 2019, which brought people from all over the diaspora to Ghana for fellowship and community. Just because the year passed doesn’t mean that the sense of connection has gone: Ghana wants to hit a goal of eight million tourists per year.The pandemic spurred another powerful desire, too:the stress of working from home while homeschooling the kids over Zoom means many travelers just want to take a long break. Island destinations, like Jamaica and Dominica in the Caribbean, are just the place to unwind, according to Lonely Planet. The former is high on Chambers’ personal list for 2023. “There’s just an opportunity with our kids in the summer (to) spend some more time, go immerse and have the experience of living somewhere where you can really feel changed and transformed by being part of another place.Malta – another “unwind” destination – is a lesser-known gem with the climateof Italy and the landscape of the Middle East. And in Asia, the Indonesian archipelago of Raja Ampat might be one of the last paradises left on Earth. It is loved for eco-tourism and is home to a massively successful coral restoration project. LP designated six “journey” spots, places for most travel-lovers. It’s no surprise that the central Asian kingdom of Bhutan made the cut.【参考译文】：旅行指南出版商《孤独星球》(LonelyPlanet) 连续第18年发布年度“世界最佳旅行目的地”(BestinTravel) 榜单。

体验商务英语综合教程3 第二版双语对照版Unit1 Made in Europe 欧洲制造Almost every fashion label outside the top super-luxury brands is either already manufacturing in Asia or 5 thinking of it. Coach, the US leather goods maker, is a classic example. Over the past five years, it has lifted all its gross margins by manufacturing solely in low-cost markets. In March 2002 it closed its factory in Lares, Puerto Rico, its last company-owned plant, and outsources all its products.除了顶级奢侈品牌外几乎所有的时尚品牌都已经在亚洲生产，或者正在考虑这么做。

美国的皮革商品制造商蔻驰（Coach）就是一个经典的例子。

在过去的五年中，它通过仅在低成本市场生产来提升毛利率。

在2002年的3月，它关闭了在波多黎各拉雷斯的最后一间公司所属工厂，将所有产品全部外包。

Burberry has many Asian licensing arrangements. In 2000 it decided to renew Sanyo's Japanese licence for ten years. This means that almost half of Burberry's sales at retail value will continue to be produced under license in Asia. At the same time however, Japanese consumers prefer the group's European-made products.巴宝莉（Burberry）在亚洲持有许多许可授权安排。

商务英语阅读教程3unit8课后翻译答案第一篇：商务英语阅读教程3unit8课后翻译答案UNIT 8TEXT A当人们刚开始在美国定居的年代，全国的零售形式的小贩背着商品到处兜售，18世纪末和19世纪初，在一些城市和主要定居点出现了普遍商店，以满足众多顾客和他们的不同需求如果商品在传统商店出售，零售商必须保证商店位置合适，安全方便，配备停车场，如果可能的话，还要有便捷的公共交通3顾客光顾零售商店的原因有很多，大多为了满足某样需求，有些顾客光顾商店是因为他是商店的忠实顾客，或者是为了通过购物经历来找人派遣孤独第二篇：商务英语阅读教程3unit7课后翻译答案UNIT 7TEXT A资不抵债和不良信贷率已接近历史记录，全国范围约6%的人不能按时偿还月供，自从FRED搜集数据以来第一次出现私房屋主的债务超过房子价格的情况。

大约九百万的私房屋主处于负资产，并且抵押贷款远高于房屋的市场价。

2最近一些年，逐渐扩大的贸易逆差拖累了美国输出的增长，现在贸易使美国经济逐渐走出了困境，在2007年的头几个月，出口增加和进口减少的结合使每年的GDP增长率增加了近1个百分点，但整体经济只增长了0.6个百分点3最关键的问题在于即使其他经济陷入衰退，是否出口仍能保持该水平，这取决于美国的低迷时期对削弱世界其他区域的增长有多大的影响，以及次贷危机对全球经济的影响有多深第三篇：商务英语写作课后翻译答案All staff and their family members are welcome.欢迎各位员工及家人参与。

The board of directors will be conducting a meeting at 3p.m.on Friday , August 4 in room 1131.董事会将于8月4日星期五下午3点在1131室召开会议。

There has been a change in our clinic service policy which we would like to bring to your attention.我们的门诊政策有所变动，希望大家注意。

2021年下半年英语三级笔译（CATTI 3) 实务考试真题及参考译文Section 1: English-Chinese Translation (50 points)Translate the following passage into Chinese.Some airlines have advised passengers not to lean back in economy class, which has triggered off a debate. Some think that airlines should lock their economy seats from reclining (后倾) permanently and should immediately stop using the phrase "sit back, relax and enjoy the flight". That's an invitation to lean back all the way. But others think that it is the God-given right of passengers to recline. If you click around the internet for a while, you will find that this debate is far from settled.There are several arguments against reclining. First, reclining your airline seat is unacceptable because we're literally out of space. There's no space to recline. Airlines are trying to squeeze more passengers on a plane to make more money. Before airline deregulation, many economy class seats had a generous 36 inches of "pitch", a rough measure of legroom. Today, some seats have as little as 28 inches.Second, it is a moral issue. If you recline your airplane seat, you'll probably end up in someone's lap. A frequent air traveler says, "what do you do if the person in front of you reclines all the way? What if you turn around to discover that a 6-foot-4 passenger seated behind you? Do you eat your meal in your lap while the tray table cuts into your stomach or do you reclines well and crush the legs of the person behind you?" Another traveler says, "seat reclining is one of the most irritating, inconvenient, self-indulgent habits. "You'll invade another passenger's personal space, which might lead to an unfriendly confrontation. So it is rude to recline, and it is wrong. Most folks would rather sacrifice the 2 inches of reclining backward not to have someone siting in their lap for the distance of a fight." I wish all airlines would eliminate the recline function," says a retired Air Force inspector.But if there is no room to recline your airplane seat, and it's wrong, why do so many airlines still allow it? Because if they didn't, it would be an admission that they no longer care about your comfort. Airlines are stacking you into a plane like cargo.Furthermore, the airline industry loves the seat reclining argument because it divides us. And while we're arguing about 2 inches of personal space, they are busy collecting more money from passengers and slowly removing even more room. Whether you think reclining your airline seat is wrong or not, let's agree on one thing: Greedy airlines got us to this point. Fighting over the scraps of space won't fix it. If we ever needed thoughtful government regulation, maybe it is now.Reclining an airline seat is still allowed on most flights. Here's how to deal with someone who leans into your airspace. Ask them to lean forward. Timing and tone are important here.The moment someone leans back, gently tap the person on the shoulder and politely ask them if it would be possible not to recline their seat, or get a flight attendant involved. Some leaner are clever and wait for you to go to the restroom before leaning. Then they feign sleep,which makes you reluctant to bother them. You can always ask a fight attendant for help.【参考译文】：一些航空公司建议经济舱的旅客不要将座椅靠背后倾，由此引发了一场争论。

实用商务英语翻译第三版课后答案1、79．–Great party, Yes? ---Oh, Jimmy. It’s you!（C）, we last met more than 30 years ago. [单选题] *A. What’s moreB. That’s to sayC. Believe it or not (正确答案)D. In other words2、The storybook is very ______. I’m very ______ in reading it. （）[单选题] *A. interesting; interested(正确答案)B. interested; interestingC. interested; interestedD. interesting; interesting3、76．AC Milan has confirmed that the England star David Beckham （）the team soon. [单选题] *A. has rejoinedB. was going to rejoinC. rejoinedD. is to rejoin(正确答案)4、Don’t forget _______ those books when you are free. [单选题] *A. to read(正确答案)B. readingC. readD. to reading5、______this story, and you will realize that not everything can be bought with money. [单选题] *A. ReadingB. ReadC. To readD.Being read(正确答案)6、35．Everyone in China ______ Mid-Autumn Day. [单选题] *A．likes(正确答案)B．likeC．is likingD．are like7、The reason I didn't attend the lecture was simply _____ I got a bad cold that day. [单选题] *A. becauseB. asC. that(正确答案)D. for8、18．Monica wants to be a _______. She is good at sports and she loves teaching others. [单选题] *A．coach(正确答案)B．secretaryC．architectD．waiter9、Patrick bought her two handbags as gifts,but _____ of them was her style. [单选题] *A. eitherB. noneC. neither(正确答案)D. all10、The scenery is so beautiful. Let’s _______. [单选题] *A. take photos(正确答案)B. take mapsC. take busD. take exams11、7．—I've got some ________.—Great! I'd like to write with it. [单选题] * A．funB．chalk(正确答案)C．waterD．time12、She serves as a secretary in a university. [单选题] *A. 为…服务B. 担任…职务(正确答案)C. 竞争…服务D. 申请…职务13、42．—________ meat do you want?—Half a kilo. [单选题] * A．How much(正确答案)B．How manyC．WhatD．Which14、98．There is a post office ______ the fruit shop and the hospital. [单选题] *A．atB．withC．between(正确答案)D．among15、The huntsman caught only a（）of the deer before it ran into the woods. [单选题] *A. gazeB. glareC. glimpse(正确答案)D. stare16、As I know, his salary as a doctor is much higher_____. [单选题] *A. than that of a teacher(正确答案)B. than a teacherC. to that of a teacherD. to a teacher17、55．There is a ________ on in the bookshop. Let's go to buy some books. [单选题] *A．movieB．matchC．sale(正确答案)D．concert18、Mary _______ a small gift yesterday, but she didn’t _______ it. [单选题] *A. accepted; receiveB. received; accept(正确答案)C. receives; acceptedD. accepts; received19、Where have you _______ these days? [单选题] *A. been(正确答案)B. beC. isD. are20、Our teacher was very happy because _______ failed the exam. [单选题] *A. somebodyB. anybodyC. nobody(正确答案)D. everybody21、Do you know what（）the change in his attitude? [单选题] *A. got throughB. brought about(正确答案)C. turned intoD. resulted from22、21 In a few years' time, there ________ thousands of trees on the hill. [单选题] * A．will haveB．will be(正确答案)C．are haveD．have23、Can you _______ this form? [单选题] *A. fillB. fill in(正确答案)C. fill toD. fill with24、You needn’t _______ me. I’m old enough to take care of myself. [单选题] *A. worry about(正确答案)B. write downC. put awayD. wake up25、He used to get up at six in the morning,（)? [单选题] *A. used heB. did heC. didnt he (正确答案)D. should he26、Marie is a _______ girl.She always smiles and says hello to others. [单选题] *A. shyB. friendly(正确答案)C. healthyD. crazy27、John is fond of playing _____ basketball and Jack is keen on playing _____ piano. [单选题] * A．/…the(正确答案)B．the…/C．/…/D．the…the28、Nick got out of bed and _______ a shower. [单选题] *A. practicedB. took(正确答案)C. didD. made29、_____he was seriously ill, I wouldn’t have told him the truth. [单选题] *A.If I knewB.Had I known(正确答案)C.Did I knowD.Were I known30、Tony wants _______ a job as a language teacher in China. [单选题] *A. findB. findingC. to find(正确答案)D. to be found。

Unit11. After months of researching Northwestern on the Web and grilling friends, teachers and advisers who had gone there, Maxine pinned her hopes on getting accepted.经过数月在网上搜索并研究NW大学和仔细询问到访过NW大学的朋友、老师和顾问，Maxine 最终希望自己能被NW大学录取。

2. For students like Maxine who are applying to college for next fall, that dream is turning out to be frustratingly unobtainable. It turns out the odds of getting into a selective college have never been worse.对于像Maxine一样正在申请秋季入学的学生来说，他们会沮丧地发现这一梦想难以实现。

考入一所名校的机会从未如此渺茫。

3. But admissions directors are already worrying about the shrinking pool of future applicants, especially the sliver of those who can afford to foot the $40,000 annual tab.---但是招生主管们已经开始担忧申请者数量缩减的问题，尤其是为数不多的每年有能力支付4万美元的那部分申请者。

4. Those who left private schools in the 1980s and 1990s can expect to earn 35% more in life than the average product of a state school, they found, around half of which can be attributed to education, not background.20世纪80年代和90年代中期的私立学校毕业生能够期望一生的收入比国立中学的普通毕业生多35%，他们发现这其中大约一半可以归因于他们所受的教育，而非背景。

2022年上半年英语三级笔译（CATTI 3) 实务考试真题及参考译文Section 1: English-Chinese Translation (50 points)Translate the following passage into Chinese.China launched an unmanned module(核心舱)on Thursday (containing what will become living quarters for three crew on a permanent space station)that it plans to complete by the end of 2022. The module, named "Tianhe", or“Harmony of the Heavens", which will have a lifespan of at least 10 years, was launched on the Long March 5B, China's largest carrier rocket, at 11: 23 am. (0323 GMT) from the Wenchang Space Launch Center on the southern is land of Hainan.Tianhe is one of three main components of what would be China's first self-developed space station, rivaling the only other station in service—the International Space Station (ISS). The ISS is backed by the United States, Russia, Europe, Japan and Canada. It has hosted scientists from over a dozen nations but China has been banned from sending any of its astronauts there. Yet, the fate of the ISS, though in orbit for more than two decades, is now uncertain. The project is set to expire in 2024 without funding from its partners. Russia said this month that it would quit the project from 2025.The Tianhe launch was the first of 11 missions which it will take to construct and outfit the space station with everything it needs in order to host its initial crew. Unlike the International Space Station which can hold six comfortably and up to eight if needed, China's space station will initially be capable of supporting up to three astronauts at once. That number could change dramatically in the future if China decides to further build out the station, add new modules, and new living areas.In the later missions China will launch two other core modules, four manned spacecraft and four cargo spacecraft. At least 12 astronauts of both genders are training to fly to and live in the station, including veterans of previous flights and newcomers. When completed by late 2022, Tianhe is expected to weigh about 66 tons. After years of successful rocket and commercial satellite launches, China put its first astronaut into space in October 2003. It was only the third country to independentlydo so after the former Soviet Union and the United States.Since that Shenzhou-5 mission, China has sent other astronauts into orbit, placed crews on the original Tiangong Station and conducted a space walk. The launch of as pace lab Tiangong-1in 2011 and Tiangong-2 in2016 helped China test the program's space rendezvous and docking capabilities.China plans another mission in 2024 to bring back lunar samples and to land people on the moon and possibly build a scientific base there. No timeline has been proposed for such projects. China aims to become a major space power by 2030. It has ramped its space program with visits to the moon, the launch of an uncrewed probe to Mars and the construction of its own space station. The Chinese space agency has been moving fast in its aim to catch up to the U. S. and Russia in the new space race.【参考译文】：中国计划于2022年底建成一个永久性太空站/空间站。