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歷年BEC商務(wù)英語高級考試真題解析
商務(wù)英語BEC是劍橋大學(xué)商務(wù)英語證書考試，英文全稱Business English Certificates，1993年進(jìn)入中國，素有“外企通行證”的美譽(yù)。下面是小編整理的歷年BEC商務(wù)英語高級考試真題解析，歡迎閱讀！
歷年BEC商務(wù)英語高級考試真題解析 1
The Negotiating Table
You can negotiate virtually anything. Projects, resources, expectations and deadlines are all outcomes of negotiation. Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers, called in by companies to negotiate on their??behalf . He approaches the art of negotiation as a game because, as he is usually negotiating for somebody else, he says this helps him drain the emotional content from his conversation. He is working in a competitive field and needs to avoid being too adversarial. Whether he succeeds or not, it is important to him to make a good impression so that people will recommend him.
The starting point for any deal, he believes, is to identify exactly what you want from each other. More often than not, one party will be trying to persuade the other round to their point of view. Negotiation requires two people at the end saying ‘yes”. This can be a problem because one of them usually begins by saying “no”. However, although this can make talks more difficult, this is often just a starting point in the negotiation game. Top management may well reject the idea initially because it is the safer option but they would not be there if they were not interested.
It is a misconception that skilled negotiators are smooth operators in smart suits. Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you. Pitch your look to suit your customer. You do not need to make them feel better than you but, For example, dressing in a style that is not overtly expensive or successful will make you more approachable. People will generally feel more comfortable with somebody who appears to be like them rather than superior to them. They may not like you but they will feel they can trust you.
Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other side. Ask questions rather than give answers and take an interest in what the other person is saying, even if you think what they are saying is silly. You do not need to become their best friends but being too clever will alienate them. A lot of deals are made on impressions. Do not rush what you are saying---put a few hesitations in , do not try to blind them with your verbal dexterity. Also, you should repeat back to them what they have said to show you take them seriously.
Inevitably some deals will not succeed. Generally the longer the negotiations go on, the better chance they have because people do not want to think their investment and energies have gone to waste. However , joint venture can mean joint risk and sometimes , if this becomes too great , neither party may be prepared to see the deal through . More common is a corporate culture clash between companies, which can put paid to any deal. Even having agreed a deal, things may not be tied up quickly because when the lawyers get involved, everything gets slowed down as they argue about small details.
De Cohen thinks that children are the masters of negotiation. Their goals are totally selfish. They understand the decision-making process within families perfectly. If Mum refuses their request , they will troop along to Dad and pressure him. If al else fails, they will try the grandparents, using some emotional blackmail. They can also be very single-minded and have an inexhaustible supply of energy for the cause they are pursuing. So there are lesson to be learned from watching and listening to children.
15 Dr Cohen treats negotiation as a game in order to
A put people at ease
B remain detached
C be competitive
D impress rivals
16 Many people say “no” to a suggestion in the beginning to
A convince the other party of their point of view
B show they are not really interested
C indicate they wish to take the easy option
D protect their company’s situation
17 Dr Cohen says that when you are trying to negotiate you should
A adapt your style to the people you are talking to
B make the other side feel superior to you
C dress in a way to make you feel comfortable.
D try to make the other side like you
18 According to Dr Cohen, understanding the other person will help you to
A gain their friendship
B speed up the negotiations
C plan your next move.
Dconvince them of your point of view
19 Deals sometimes fail because
A negotiations have gone on too long
B the companies operate in different ways
C one party risks more than the other.
D the lawyers work too slowly
20 Dr Cohen mentions children’s negotiation techniques to show that you should
A be prepared to try every route
B try not to make people feel guilty
C be careful not to exhaust yourself
D control the decision-making process.
關(guān)于negotiating techniques的文章。 傳統(tǒng)的閱讀題型，相對比較容易。
15題，答案很明顯：he says this helps him drain the emotional content from his conversation。幫助他抽離他的談話中的感情成分。要想選對，只需要知道選項(xiàng)B中detached的含義：not reacting to or becoming involved in something in an emotional way
16題，這題貌似只能采取排除法。因?yàn)閹讉�(gè)選項(xiàng)和原文的對應(yīng)都不是太明顯。問為什么很多人在一開始要對一個(gè)建議說“不”。答案是第二段的.最后一句：Top management may well reject the idea initially because it is the safer option but they would not be there if they were not interested.。最高管理層在一開始可能會(huì)拒絕這個(gè)建議，因?yàn)檫@樣是一個(gè)更安全的選擇。但是如果他們真的不感興趣的話，他們就不會(huì)在那里(談判)了。A在這段文字中沒有提到，B不對，他們肯定是感興趣的，C也不對沒有提到，原文說的是safer option。選D，之所以會(huì)拒絕，因?yàn)閺木S護(hù)公司利益的角度，這樣是一個(gè)safer option。
17題，答案也很明顯：Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you.這里的兩個(gè)詞組可以解釋下：
dress down: to wear clothes that are more informal than the ones you would usually wear relate to :to feel that you understand someones problem, situation etc
所以這個(gè)句子意思是穿的不那么正式，這樣可以讓另一方接近你。也就是A說的是你的風(fēng)格適應(yīng)你的談判對象。C不對，不是make you feel comfortable，而是make others feel comfortable。D也不對，可能會(huì)誤選，不是讓別人喜歡你，like太夸張了，只是容易接近。
18題，答案在第四段的第一句話：Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other side.。走進(jìn)另一方的世界，就是原文說的understanding the other person，目的是為了sell your proposal，也就是讓對方接受你的建議，選D。
19題，談判失敗的原因，答案是第五段的這么一句：More common is a corporate culture clash between companies, which can put paid to any deal。公司文化沖突導(dǎo)致的。文化沖突，就是兩個(gè)公司在運(yùn)作、理念等等上的不一致，選C：兩個(gè)公司以不同的方式運(yùn)作。
20題，為什么要借鑒小孩子的辦法，原文最后一段提到小孩子的辦法就是，爸爸不行找媽媽，媽媽不行就在感情上敲詐爺爺奶奶。此路不通就換另一條，就是A說的嘗試每一條路線。B沒有提到，C不對，原文說小孩子有inexhaustible supply of energy。D也沒有提到。
歷年BEC商務(wù)英語高級考試真題解析 2
The secret of success in electronic commerce lies in placing a new emphasis on a well-established area. That area is customer service, which is now the only point of (19) between a business and the buying public.
There are a number of factors in a real-world shop that (20) peoples perceptions of a business: these (21)the location and the appearance of the premises,the quality and the pricing of the merchandise or services’and the behaviour of the staff.
However, if a company is trying to make a good impression with online customers,most of these factors do not (22) a part. In the (23) of these factors, the way customers are (24) when they have a reason to call has a fundamental effect on a companys ability to retain them as customers. Even more than regular telephone or in-person customers, web customers are impatient，easily frustrated and always conscious that they have other places where they can (25) their business.Preventing them from doing that means meeting them on their own(26)and providing them with what they want.
This necessity, in(27)，means that companies that sell over the net must get back-end functions right. Imposing(28) requirements on customers will not work; a business that (29) on customers emailing for assistance instead of using the phone, for example, will lose repeat custom.
If the phone is used, it must be answered (30), and the staff should look for ways of helping even the most awkward customers(31)，as is more usual,trying to find some(32) to blame the customer for any problem.
An important，final point is that it is vital that all addresses，web links and phone numbers work properly and efficiently. This ought to (33) without saying.Experience，however, shows that it does not.
19、A relationship B association C. meeting D contact
20、A force B determine C decide D fix
21、A enclose B consist C include D contain
22、A get B run C play D have
23、A absence B lack C need D scarcity
24、A cared B treated C dealt D considered
25、A deliver B bring C move D take
26、A policies B standards C terms D conditions
27、A turn B sequence C line D order
28、A dense B rigid C deep D solid
29、A demands B insists C expects D instructs
30、A punctually B precisely C promptly D presently
31、A apart from B other than C except for D rather than
32、A case B excuse C fault D purpose
33、A do B make C go D come
答案解析：
我個(gè)人認(rèn)為，完形填空這種題型屬于BEC閱讀里相對不容易把握的。其他幾個(gè)部分多參照原文就能找到答案，而完形填空的答案有的時(shí)候靠分析是得不出結(jié)果的，因?yàn)闀?huì)考到一些固定用法，而且是商務(wù)英語里的固定用法。固定用法一時(shí)半會(huì)是無法積累的。要想做好BEC里的完形填空，一是要掌握一定的.解題技巧(比如排除法和猜題)，二是要培養(yǎng)商務(wù)英語的感覺。感覺的培養(yǎng)也有兩種途徑，一個(gè)是多讀原版商業(yè)英語文章，另一個(gè)就是把歷年BEC真題里的完形填空原文填上空缺的單詞反復(fù)朗讀。
這篇名為《電子商務(wù)成功秘訣》的文章主要分析了從事電子商務(wù)必須考慮的幾個(gè)factor。重點(diǎn)考慮的是如何服務(wù)客戶，不是在線的，而是電話。
19題首先考的就是一個(gè)固定的商務(wù)英語用法。Point of contact,接觸點(diǎn)。商業(yè)詞典的解釋：Person or a department serving as the coordinator or focal point of an activity or program.英文WIKI的解釋：A point of contact (POC, also single point of contact or SPOC) is the identification of, and means of communication with, person(s) and organizations(s) associated with the resource(s).
26題，on ones own terms,根據(jù)某人自己的主張。聯(lián)系此句上下文，是說電子商務(wù)的客戶不好伺候，得按照他們的意思來提供他們想要的。所以后面的28題應(yīng)該選擇rigid，僵硬的。意思是不能把一些僵硬的要求強(qiáng)加在客戶的身上。
27題，in turn相應(yīng)的;in sequence按順序，依次;in line成一直線;in order整齊，秩序井然。
31題，后面的as is more usual是插入語，在這里完全可以忽略不計(jì)，聯(lián)系整個(gè)句子的意思。是說員工應(yīng)該想辦法對付哪怕是最難對付的客戶，而不是找借口去指責(zé)客戶。所以應(yīng)選rather than (而不是)。apart from相當(dāng)于except for，除了…外(都),other than相當(dāng)于except，除…以外。
32題，理解了上下文，應(yīng)該選excuse。與fault相關(guān)的短語是find fault with
33題，go without saying固定用法，不言而喻的意思。
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