BEC高级真题集TEXT1

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1、Text1Reading1hourPARTONEQuestions1-8Lookatthestatementsbelowandatthefivereportsaboutcompaniesontheoppositepagefromanarticlegivingadvicetoself-employedconsultantsaboutnegotiatingfeesfortheirservices.Whichbook(A,B,C,DorE)doseeachstatement1referto?Foreachstatement!-8,makeoneletter(A,B,C,DorE)onyourAnsw

2、erSheet.Youwillneedtousesomeoftheselettersmorethanonce.Example:0Lackofself-confidencewillputyouatadisadvantageinanegotiation.0ABCDE1. Thiscompanyhasbeeninvolvedindiversifyingitsbusinessact6ivities.Althoughthiscompanyisdoingwell,ithasanumberofinternaldifficultiestodealwithThiscompanyhasreducedtheprof

3、itsitmakesonindividualitemsOnestatisticisalessaccurateguidetothiscompanyperformaneethananotherTheconditionswhichhavehelpedthiscompanyarelikelytobelessfavourableinthefutureThiscompanysharepricehasbeenextremelyvolatileoverthelasttwelvemonthsThiscompanyislikelytobethesubjectofatakeoverbidinthenearfutur

4、eThiscompanyperformaneeexemplifiesawidelyheldbeliefAChemicalCompanyMastersonsinterimpre-taxprofitsgrowthof20%wassomewhatinflatedasaresultoftheincomereceivedfromthedisposalofseveralofthecompanyssubsidiaries.Theunderlying8%riseinoperatingprofitsisamorerealisticgaugeofthecompanytrueprogress.However,Mas

5、tersonsimpendingmergerwithBentleyandKnightanditsappointmentofanewchiefexecutiveshouldmeanthatthecompanywillbeabletosustaingrowthfortheforeseeablefut5ure.Thesharepricehasvariedlittleduringthecourseoftheyearandnowstandsat6.75BHotelGroupDuringthepastyeartheBowdenHotelGrouphasacquired77newproperties,thu

6、sdoublinginsize.lastweekthegroupreportedpre-taxprofitsof88millioninthefirstsixmonthsoftheyear,aheadofexpectationsandhelpedbyastrongperformancefromitsLondon-basedhotelsandnewlyexpandedUSbusiness.However.Thereisstillsomewaytogo.Integrationofthenewacquisitionsisstillnotcompleteand,whilethesharepricehas

7、risenrecently,majorproblemswithintegrationhaveyettobesolved.CHigh-techCompanyThistimelastyearashareinUsertechwasworthjustover1.sixmonthsagoitwasworth40.todayitispricedatunder8.ifproofwereneed,hereisanillustrationofhowmuchofalotterythetechnologymarketcanbe.Butsometechnologycompaniesarefightingbackand

8、Usertechisoneofthem.WhathasrenewedexcitementinthecompanyistheopeningofitsnewAmericanofficesinDallasanditsambitiousplanstoexpanditsuserbaseinbothNorthandLatinAmerica.DBuildingCompanyRentonssharepricehasrisengraduallyoverthepastyearfrom2.4to3.8.Thecompanyhasbeensuccessfulinchoosingprimelocationforitsb

9、uildingsandhasbenefitedfromthebuoyantdemandforhousing.Whilstthisdemandisexpectedtoslowdownsomewhatduringthenextyear,investorsareencouragedbythecompanysdecisiontomoveintobuildingsupermarkets.WorkhasalreadybegunontwositesinLondon,andthecompanyisexpectedtosignacontractwithinthenextmonthforbuildingfourl

10、argesupermarketsinScotland.EPotteryManufacturerMiltonDisheshasbeenthroughashake-upoverthepastyear.Thegroup,whichhasbeencuttingmarginsandimprovingmarketing,maypostasmallprofitthisyear.ThemanymembersoftheMiltonfamily,whobetweenthemown58percentofthebusiness,havebeenwatchingthesharepricerisesteadilyands

11、everalarelookingtosell.TraderivalRuskinhasboughtupjustover17percentofthesharesandcouldwellbespurredintofurtheractionbythesignsofarecoveryatthefirm.PARTTWOQuestions9T4Readthetextaboutcareer-planningservices.Choosethebestsentencefromtheoppositepagetofilleachofthegaps.Foreachgap914,markoneletter(A-H)on

12、yourAnswerSheet.Donotuseanylettermorethanonce.Thereisanexampleatthebeginning.(0)YourCareerPathCanLeadYouAnywhereWeusedtobeadvisedtoplanourcareers.Weweretoldtomakeaplanduringthelaterstagesofoureducationandcontinuewithitthroughourworkinglives.(O)somepeoplestillseecareersinthisway.However,topursueasing

13、leoptionforlifehasalwaysbeenunrealistic.Planningforasinglecareerassumesthatwesetoutwithafullunderstandingofourlikesanddislikesandtheemploymentopportunitiesopentous.(9)Formostpeoplethisdegreeofcertaintyaboutthefuturedoesnotexist.Ourinitialchoiceofcareerpathandemployerisoftenbasedoninadequateknowledge

14、andfalseperceptions.Butwithageandexperienee,wedevelopnewinterestsandaptitudesandourprioritiesalter.Thestructureoftheemploymentmarketand,indeedofemploymentitself,issubjecttochangeasbothnewtechnologiesandnewworksystemsareintroduced(10)Wemustfacetheuncertaintiesofaportfoliocareer.Itisclearfromtherecent

15、pastthatwecannotforeseethechangeswhichwillaffectourworkinglives.Thepaceofchangeisaccelerating,asaresultofwhichtraditionalcareerplanswillbeofverylimiteduse.(11)Theywillneedupdatingtoreflectchangesinourowninterestsaswellasintheexternalworkenvironment.Flexibleworkersalreadyaccountforabouthalftheworkfor

16、ce.(12)Wearelikelytofaceperiodsascontractworkers,self-employedfreelances,consultants,tempsorpart-timers.Manyemployersencouragestafftowriteapersonaldevelopmentdevelopment(PDP)(13)Althoughsomepeopleuseitonlytoreviewtheskillsneededfortheirjob,aPDPcouldbethenucleusofwidercareerplanettingoutalternativeIo

17、ng-termlearningneedsandaplanofself-development.AreportissuedbytheInstituteofEmploymentStudiesadvisespeopletoenhancetheiremployabilitybymovingfromtraditionaltechnicalskillstowardstheattainmentofarangeoftransferableskills.(14)Instead,specialschemesshouldbeestablishedtoencouragepeopletoexaminetheireffe

18、ctivenessandtoconsiderawiderrangeofneeds.0ABCDEFGHAThisdualeffectmeansthattherelationshipbetweenemployersandworkershasevolvedtosuchandextentthatwecannoIongerexpectaIong-termrelationshipwithoneemployer.B. Itcarriesanimplicitassumptionthatweourselves,andthejobsweenter,willchangelittleduringourworkingl

19、ives.C. Thisgrowthsuggeststhatacareerplanshouldnotbeexpressedonlyintermsoffull-timeemploymentbutshouldmakeprovisionforthepossibilityofbecomingoneofthe.Dthisisasummaryofonepersonallearningneedsandanactionplantomeetthem.EConsequently,theymustnowaccommodateanumberofobjectivesandenableustoprepareforeach

20、onacontingencybasis.FHowever,itwarnsthatemployersoftenidentifytrainingneedsthroughformalappraisals,whichtaketoonarrowaviewofdevelopment.G.Suchafreelaneeofconsultantwouldbeconstantlyindemand.HWewereexpectedtoworktowardsthatonecleargoalandtoconsideracareerchangeasabadthing.PARTTHREEQuestions15-20Readt

21、hefollowingarticleonnegotiatingtechniquesandthequestionontheoppositepage.Foreachquestion15-20,markoneletter(A,B,CorD)onyourAnswerSheetfortheansweryouchoose.TheNegotiatingTable:Youcannegotiatevirtuallyanything.Projects,resources,expectationsanddeadlinesarealloutcomesofnegotiation.Somepeoplenegotiated

22、ealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbycompaniestonegotiateontheirbehalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeing

23、tooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim.Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleatthe

24、endsayingyes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.Itisamisconception

25、thatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovertlyexpensiveorsuccessfulwillmakeyoumoreapproachable.P

26、eoplewillgenerallyfeelmorecomfortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersoni

27、ssaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying-putafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutaketh

28、emseriously.Inevitablysomedealswillnotsucceed.Generallythelongerthenegotiationsgoon,thebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentandenergieshavegonetowaste.However,jointventurecanmeanjointriskandsometimes,ifthisbecomestoogreat,neitherpartymaybepreparedtoseethedealthrough.Moreco

29、mmonisacorporatecultureclashbetweencompanies,whichcanputpaidtoanydeal.Evenhavingagreedadeal,thingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolved,everythinggetssloweddownastheyargueaboutsmalldetails.DeCohenthinksthatchildrenarethemastersofnegotiation.Theirgoalsaretotallyselfish.Theyunderstandt

30、hedecision-makingprocesswithinfamiliesperfectly.IfMumrefusestheirrequest,theywilltroopalongtoDadandpressurehim.Ifalelsefails,theywilltrythegrandparents,usingsomeemotionalblackmail.Theycanalsobeverysingle-mindedandhaveaninexhaustiblesupplyofenergyforthecausetheyarepursuing.Sotherearelessontobelearned

31、fromwatchingandlisteningtochildren.DrCohentreatsnegotiationasagameinordertoAputpeopleateaseBremaindetachedCbecompetitiveDimpressrivalsManypeoplesay“no”toasuggestioninthebeginningtoAconvincetheotherpartyoftheirpointofviewBshowtheyarenotreallyinterestedCindicatetheywishtotaketheeasyoptionDprotecttheir

32、companyssituationDrCohensaysthatwhenyouaretryingtonegotiateyoushouldAadaptyourstyletothepeopleyouaretalkingtoBmaketheothersidefeelsuperiortoyouCdressinawaytomakeyoufeelcomfortable.DtrytomaketheothersidelikeyouAccordingtoDrCohen,understandingtheotherpersonwillhelpyoutoAgaintheirfriendshipBspeedupthen

33、egotiationsCplanyournextmove.DconvincethemofyourpointofviewDealssometimesfailbecauseAnegotiationshavegoneontoolongBthecompaniesoperateindifferentwaysConepartyrisksmorethantheother.DthelawyersworktooslowlyDrCohenmentionschildrensnegotiationtechniquestoshowthatyoushouldAbepreparedtotryeveryrouteBtryno

34、ttomakepeoplefeelguiltyCbecarefulnottoexhaustyourselfDcontrolthedecision-makingprocess.PARTFOURQuestions21-30Readthearticlebelowaboutthemethodssomecompaniesarenowusingforrecruitment.Choosethecorrectwordtofilleachgapfrom(A,B,CorD)ontheoppositepage.Foreachquestion21-30,markoneletter(A,B,CorD)onyourAns

35、werSheet.Thereisanexampleatthebeginning,(0)TheScientificApproachtoRecruitmentWhenit(0)toselectingcandidatesthroughinterview,moreoftenthannotthedecisionismadewithinthefirstfiveminutesofameeting.Yetemployersliketo(21)themselvesthattheyarebeingexceptionallythoroughintheirselectionprocesses.Intodaycompe

36、titivemarketplace,the(22)ofstaffinmanyorganizationsisfundamentaltothecompanysuccessand,asaresult,recruitersuseallmeansattheirdisposalto(23)thebestinthefield.Onemethodinparticularthathas(24)inpopularityistesting,eitherpsychometrictesting,whichattemptstodefinepsychologicalcharacteristics,orabilityapti

37、tudetesting(25)anorganizationwithanextrawayofestablishingacandidatesuitabilityforarole.It(26)companiestoaddvaluebyidentifyingkeyelementsofapositionandthentestingcandidatestoascertaintheirabilityagainstthoseidentifiedelements.Theemploymentofpsychometricorabilitytestingasone(27)oftherecruitmentprocess

38、mayhavesomemerit,butinrealitythereisnoreal(28),scientificorotherwise,ofthepotentialfutureperformanceofanyindividual.Theanswertothisproblemisexperienceininterviewtechniquesandstrongdefinitionoftheelementsofeachpositiontobe(29)asthewholerecruitmentprocessisbasedonfewrealcertainties,theinstinctivedecis

39、ionsthatmanyemployersmake,basedonaCTandthefirstfiveminutesofameeting,areprobablynolessvalidthananyothertoolemployedinthe(30)ofrecruitment.Example:AhaveBdecideCdoDmake21.AsuggestBconvinceCadviseDbelieve22.AworthBcreditCqualityDdistinction23.AsecureBreliesCattainDachieve24.AliftedBenlargedCexpandedDri

40、sen25.AprovidesBoffersCcontributesDgives26.AletsBenablesCagreesDadmits27.AportionBmemberCshareDcomponent28.AextentBsizeCamountDmeasure29.AoccupiedBmetCfilledDappointed30AbusinessBtopicCpointDaffairQuestions31-40PARTFIVEQuestions31-40Readthearticlebelowaboutaveryexpensivenewperfume.Foreachquestion31-

41、40,writeonewordinCAPITALLETTERSonyourAnswerSheet.Thereisanexampleatthebeginning,(0)Sweetsmellofexcess-forjus47.874abottleThemarketingsaysitisthe“ultimatesymbolofindulgenceandtrulyimpeccabletaste”.Anewscent,namedV1,has(0)launchedforChristmas-retailingatjust47.874.Themakersareproudlypromotingit(31),th

42、e“worldsmostexpensiveperfume”andareconfidentofsellingthelimitededitionof173bottles-(32)itshouldbeexactly173bottlesisnotmadeclearinthepublicityfortheproduct.Althoughcarefullypricedatjustunderthe50.000mark,thisperfumeisclearly(33)somethingforanyonewhoconsiders30toomuchtopayforabottleofeau-de-toilette.

43、Those(34)arepotentialcustomerswillcertainlybereassuredtolearnthatacasecoveredinrubiesanddiamondsisincludedfree(35)charge.Purchasersareassuredoffurthersavings,withunlimitedscentrefillsguaranteedindefinitely-atnoextracost.ThefragranceistheideaofArfaqHussain,a27-year-oldclothesdesignerwhofirstmadeaname

44、(36)himselfwithanair-conditionedjackethewasaskedtomakebythesingerMichaelJackson(37)far,MrJacksonistheonlypersonto(38)placedanorder-hewantstwo,accordingtoMrHussain.MrHussainisunconcernedathavingnopreviousexperienceofperfumery.“Itsso(39)morethanaperfumeitsapieceofjewellery,too.“explainedMrHussain.Heat

45、temptedtodescribethe47.874sensation.“itisdelicate,fragrantandquiteunique.Whenyouopenthelid,ittakesyoutotallyaway.Itsjust(40)beingsurroundedbythousandsofwildflowersandroses.PARTSIXQuestions41-52Readthetextbelowaboutteam-basedpayInmostofthelines41-52thereisoneextraword.Itiseithergrammaticallyincorrect

46、ofdoesnotfitinwiththesenseofthetext.Somelines,however,arecorrect.Ifalineiscorrect,writeCORRECTonyourAnswerSheet.Ifthereisanextrawordintheline,writetheextrawordinCAPITALLETTERSonyourAnswerSheet.Theexercisebeginswithtwoexamples,(0)and(00).Team-BasedPay0Team-basedpayschemesthathavebeencatchingtheeyeofm

47、odernemployers.42 00Supporterssaythattheyencouragegroupendeavourandimprove41organizationalperformance.Butsalespeople,typicallythemostself-motivatedofworkers,theyhavetraditionallybeenrewardedaccordingtoindividualperformance.Soareteam-basedschemessuitable?Thekeyissueiswhetherteam-basedpayismorebeingin

48、linewiththeorganizationsobjectivesthanpaywhichbasedonindividualachievement.Introducingateampayschemecanbecomplex.Thebiggestproblemisfordefiningtheteaminthefirstplace.AnotheristhatteampayschemeswontworkiftheactionsOfoneindividualmakenoimpactonthoseofanother.Youshouldneedatrueteam.43 likeafootballteam

49、.Whereallthemembersareinterdependent.WhensalesstaffcanbelessreceptivetoteampayschemesbecausepersonalmotivationcanbeanimportantboosttoperformanceWhattheyneedistheirencouragementtoperceivethatthewidertermofthecompanyoverall:production,administrationanddispatchallaffecteachother.Writing1hour10minutesPa

50、rtoneQuestion1ThegraphsbelowshowtheperformanceofaEuropeancountrysmanufacturingandagriculturalSectorsintermsofexportsandimportsbetween1991and2001.Usingtheinformationfromthegraphs,writeashortreportdescribingthegeneralmovementsinexports,importsandtheresultingbalanceoftradeWrite120-140wordsParttwo:Write

51、ananswertoONEofthequestions2-4inthispart.Writeyouranswerin200-250words.Question2:TheManagingDirectorofyourcompanyororganizationhasannouncedthatreportsonperformancearetobeproducedbyalldepartments.YourHearofDepartmenthasaskedyoutoproducethereportaboutyourdepartmentfortheManagingDirector.Writethereport

52、fortheManagingDirector,explaining:AWhataspectsofyourdepartmentfunctionmosteffectivelyBWhichaspectismostinneedofimprovementCHowthisimprovementcouldbeachievedQuestion3Youworkforanemploymentagency.Thefollowingispartofaletteryouhavereceivedfromacustomer:Thetemporaryadministrativeassistantyousentuswastot

53、allyunacceptable.IcertainlywillnotbeusingyouragencyagainwhenIneedtemporarystaff.Writealettertothecustomer:AapologisingforhavingsenttheunsatisfactorytemporaryworkerBgivingreasonsforwhathappenedCexplainingwhywhathappenedwasexceptionalDofferingsomesortofcompensationtothecustomerQuestion4YourManagingDir

54、ectorhasdecidedthatthecompanyswebsiteshouldbeimprovedandhasaskedyoutoconsiderwaysofgoingaboutthis.WriteaproposalfortheManagingDirector:ASunmarisingthestrengthsandweaknessesthecurrentwebsiteBsuggestingnewservicesandinformationtobeprovidedthroughthewebsiteCexplainingthebenefitstheimprovementswouldbrin

55、g.ListeningPartone:Question1-12YouwillhearaconsultantgivingatalktoagroupofUKbusinesspeopleaboutexportingtotheUnitedArabEmirates(UAE)Asyoulisten,forquestions1-pletethenotes,usinguptothreewordsoranumber.Afteryouhavelistenedonce,replaytherecording.ThebusinessMasterClassArrangementsforparticipantsTheeve

56、ntwilltakeplaceoverSeminarorganizedbyThetitleofthelastsessionwillbeTousetheNewCityHotelcarpark,delegatesmustobtainaDrSangalliDrSangallihasadvisedmanyThenameofhisconsultancyisHeistheauthorofInEurope,heisthebest-knownTheBusinessMasterClasstobecomemoretoestablishnewTwooutcomesofsession:designyourowntak

57、eawaydocumentscontainingactualParttwoQuestions13-22Youwillherefivedifferentbusinesspeopletalkingabouttripstheyhaverecentlybeenon.1314151617AtosupervisestafftrainingBtoholdjobinterviewsCtointroducenewpolicyDtovisitpossiblenewpremisesEtoobserveworkingpracticesFtomeetanewmanagerGtosignanewcontractHtode

58、alwithacomplaintTasktwo-problemForquestion18-22,matchtheextractswiththeproblem,listedA-HForeachextract,choosetheproblemdescribedwriteoneletter(A-H)nexttothenumberoftheextract1819202122AIforgotadocumentBMyhotelwasnoisyCIwaslateformeeting.DIdidntunderstandsomefigures.ETheserviceatmyhotelwasbad.FIhadso

59、mewronginformationGIdidnthaveaninterpreter.HIexperiencedcomputerproblems.PARTTHREEQuestion23-30.YouwillhearpartofaconversationbetweenamanagementconsultantandtheHumanResourcesmanagerofJenkins,acompanywhichmanufactureschildrensclothing.23 WhatissaidabouttheownershipofJenkins?Athefounderhassoldthecompa

60、nytosomeoneelse.BJenkinshasmergedwithanothercompanyCTherehasbeennochangeofownership.24 WhatdoestheHumanResourcesmanagerseeasthemainexternalthreattoJenkins?ATheirretailersarebecominglesswillingtopaytheirprices.BConsumersarebuyingmoretop-of-the-rangechildrensclothes.CMoreandmorecompaniesareproducingch

61、ildrensclothes.TheHumanResourcesmanagerseesthecompanysmainstrengthasthefactthatAIthasseverallong-termcontractsBitmakesproductsofhighqualityCitsdistributionsystemisefficientTheHumanResourcesmanagerbelievesthatJenkinsmainweaknessatpresentisthatAthemachineryisinadequateforcurrentrequirementsBthemanagem

62、entstyleisoutoflinewithmoderndemandsCtherelationbetweenmanagementandworkersarepoor.25 AccordingtotheHumanResourcesmanager,whydomanymachinistschoosetoleave?ATheythinkthattheycangetbetterpaidworkelsewhere.BTheyfeelthattoomuchisexpectedofthemCTheylackconfidenceinthecompanyfuture28Whenworkingtoproduceab

63、atchofclothesAeachteamisresponsibleforaparticularoperationBeachmemberoftheteamproducesacompleteitemCeachpersoncarriesoutonepartoftheproductionprocess29.Whatchangehasbeenmadetorangeofgoods?AAsmallernumberofitemsisproducedBEachitemisnowmadeinsmallerquantities.CFewernewstylesareintroducedeachyear.30Wha

64、tissaidaboutthemachinists?AMoreoftheirworkisfallingbelowtherequiredstandard.BSomeofthemareearninglessthantheyusedto.CTheyhavetospendlongerlearningtooperatenewmachines.ThatistheendoftheListeningtest.YounowhavetenminutestotransferyouranswersSpeaking16minutesPartone:Inthispart,theinterlocutorasksquesti

65、ononanumberofwork-relatedandnon-workrelatedsubjectstoeachcandidateinturn.Youhavetogiveinformationaboutyourselfandexpresspersonalopinions.ParttwoThecandidatechoosesonetopicandspeaksaboutitforapproximatelyoneminute.Oneminutespreparationtimeisallowed.ACustomerrelations:theimportanceofmakingcustomersfeelvaluedBcompanygrowth:theimportancetoacompanyofcontrollingexpansionCMarketing: