国际商务英语等级考试（中级）试卷2011.12

国际商务英语等级考试（中级）试卷11.12

Ⅰ．Listening: 20%（听力，20分） Section A

Directions: Listen carefully and fill in the blanks with the words or phrases you’ve heard.

The conduct of negotiation on sales of goods is around the main of the

contract. The buyer shall discuss with several foreign companies simultaneously or separately in business. Due to the status differences of the two parties, generally the seller shall discuss the export business on the of analyzing the relation between supply and demand in international market, making proper strategic objective, to achieve the results. No matter in what situation, the goal of the negotiators is to provide/get the right product in the

right place at the right time at the right price. For the exporter, he must make sure that he gets for the product, and for the importer, he must be assured that what he will get is exactly what he orders. Section B

Directions: Listen to the tape and translate the sentences into Chinese. 1. 2 3 4 5 .Section C

Directions: In this part, you will hear 5 short conversations between two speakers. At the end of each conversation, there will be a question about what was said. After you hear a conversation and question about it, read the four choices on your paper and decide which is the correct answer to the question you have heard.

（ ）1．A. Boss and employee. B. Interviewer and applicant.

C. Lawyer and client. D. Doctor and patient.

（ ）2．A. By air. B. By bus.

C. By train. D. By sea.

（ ）3．A. To look for David Lewis. B. To give David Lewis a report.

C. To speak to David Lewis. D. To give David Lewis a message.

（ ）4．A. To quit her job. B. To work harder.

C. To talk to her boss. D. To sue her boss.

（ ）5．A. Two days. B. Three days.

C. Four days. D. Five days.

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II．Reading & Comprehension: 40%（阅读与理解，40分） Section A

Directions: There are ten incomplete sentences in this section. For each sentence there are four choices marked A, B, C and D. Choose the ONE that best completes the sentence. Then write down the right answer in the brackets for each sentence. This section totals 10 points, one point for each sentence.

（ ）1．Thank you for the order of February 2 for 28,800 raincoats.

A. captioned B. captioning C. to caption D. caption

（ ）2． stipulated in our Sales Confirmation No. 593, each bicycle is enclosed in

a corrugated cardboard pack.

A. Since B. As C. For D. Because （ ）3．Although we have the quantity stock, it is too late for us to ship 80% of

your order in March.

A. from B. for C. in D. at （ ）4．You now wish to advance the date of shipment one month.

A. by B. to C. for D. at

（ ）5．As we usually place substantial orders, we would like to a quantity

discount.

A. be allowed B. allow C. allowing D. have allowed

（ ）6．We are now enclosing our spring catalogue and price list _______ CIF Shanghai.

A. quoted B. to quote C. having quoted D. quoting

（ ）7．Checks are run to ensure that the expiry date, date and place for presentation of

documents and the latest date for shipment are all ___________.

A. accepted B. accepting C. to accept D. acceptable

（ ）8．We can only assume that an oversight has been made in making the order. A. down B. out C. for D. up

（ ）9．There are too many examples in aviation and other of what has

happened to companies that have tried to do that.

国际商务英语等级考试（中级）试卷 第 2 页 （共 10 页）

A. sections B. sectors C. segments D. components

（ ）10．If a company wishes to enter the Chinese market, it usually looks for a local

who will cooperate in setting up a joint venture.

A. man B. talent C. manager D. partner

Section B

Directions: There are ten blanks in the following letter. You are required to choose the best one from the given four choices marked A, B, C, and D. Then write down the correct answer in the brackets. This section totals 10 points, one point for each blank. Dear Mr. Wong We thank you very much for your 1 of Aug 3. After careful consideration on your request, however, we have come to the conclusion that we cannot but 2 the said order. In order to 3 the specifications for your order we would have to 4 a large amount of special equipment at our plant, and this would not be possible before January next year without interrupting our normal 5 . This is something we cannot afford to do as we will be heavily 6 to orders for the rest of the year. We 7 not being able to 8 your order, but hope that you will understand our 9 . Please let us have any other inquiries of yours, as we shall be only too pleased to meet your 10 which are within our reach. Sincerely yours （ ）1．A. offer B. order C. enquiry D. quotation （ ）2．A. cancel B. decline C. accept D. return （ ）3．A. buy B. recover C. make D. meet （ ）4．A. install B. produce C. deliver D. ship （ ）5．A. delivery B. production C. shipment D. product （ ）6．A. committed B. promised C. commented D. advised （ ）7．A. refer B. regret C. are sorry D. apologize （ ）8．A. accept B. buy C. supply D. deliver

国际商务英语等级考试（中级）试卷 第 3 页 （共 10 页）

（ ）9．A. condition B. standing C. situation D. problem （ ）10．A. requirements B. demands C. satisfaction D. orders

Section C

Directions: There are two passages in this section. Each passage is followed by some questions or unfinished statements. For each of them there are four choices marked A, B, C and D. You should decide on the best choice. Then write down the correct answer in the brackets for each question or statement. This section totals 20 points, two points for each question. Passage One

The impact of e-commerce is happening in phases. In its first phase (1994-1997), e-commerce was about presence: making sure that everybody had a web site, meeting the demand that every company, large or small, get out there and have at least something on the Internet. People weren't quite sure why they were doing it, but they knew that they had to have an online presence. The second phase (1997-2000) of e-commerce was about transactions buying and selling over digital media. The focus in this phase was on order flow and gross revenue. Some of that was the matching of buyers and sellers who never would have found each other in the past. Some of it was simply taking transactions that would have been done through paper purchase orders and saying that this business was done on the Internet, although the meaning of that change was quite insignificant. But in this phase, the announcements were all about order flow at any cost: why-sell-it-when-you-can-give-it-away business models. As a result, many of the first movers in this phase such as Value America, are either gasping, have gasped their last breath, or are flailing about in a sea of red ink.

Today, e-commerce is entering the third phase (2000-?), with a focus on how the Internet can impact profitability. And profitability is not about increasing gross revenues but rather increasing gross margins. We call this phase e-business, and it includes all the applications and processes enabling a company to service a business transaction. Thus, e-business is not just about e-commerce transactions or about buying and selling over the Web: it's the overall strategy of redefining old business models, with the aid of technology, to maximize customer value and profits. To paraphrase Business Week: “Forget B2B and B2C, E-business is about P2P-path to profitability.\

( ) 1．Between 1994 and 1997, companies built their web sites mainly because they . A. wanted to find more customers B. had no other things to do

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C. wanted to show their existence on Internet D. felt the Internet was quite interesting

( ) 2．In the second phase of e-commerce, companies were satisfied that they . A. have built their own web sites on Internet B. have taken some transactions through Internet C. took transactions through paper purchase orders D. take transactions through paper purchase orders

( ) 3．What does “the first movers\ A. The first motivations for the companies to take e-commerce.

B. The earliest transformation of transactions from paper orders to e-commerce. C. The first companies that have failed in the field of e-commerce. D. The earliest companies that get involved in e-commerce. ( ) 4．The earliest e-commerce began in the year of .

A. 1994 B. 1997 C. 1999 D. 2000 ( ) 5．What does the last sentence in the passage most probably mean? A. B2B and B2C are no longer suitable e-business models. B. The aim of taking e-business is to earn more profit. C. E-business is by no means a good way of getting profit. D. P2P is the most suitable e-business model. Passage Two

Walk into a street market anywhere from Manila to Manchester, and someone will be selling T-shirts branded with the distinctive CK logo of Calvin Klein, the New York fashion designer.

If the price is very low, the T-shirts are probably fakes. Calvin Klein, like most other internationally-known fashion designers, has, for a long time, had problems with counterfeits selling poor quality merchandise bearing his brand name. Now he is doing something about it. “As the Calvin Klein brand has become well-known, we’ve seen a big increase in counterfeit activity,” says Gabriella Forte, chief executive of Calvin Klein, “the better-known the brand name, the more people want to rip it off.”

In the past Calvin Klein took a relatively passive approach to the counterfeit problem. The company has now got tougher by establishing a network of employees and external specialists to uncover copyright abuse.

The move began with a general change in corporate strategy whereby Calvin Klein has aggressively expanded its interests outside North America. Calvin Klein has been one of the leading fashion designers in the North America market since the mid-1970s. Now Calvin Klein is

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