外贸英语阅读总复习--单选.pdf

Unit 11.The act of preparation implies that a negotiation is or isbeing seriously considered.A.in the way B.on the way C.in the while D.under way2.The preparation stage is the starting point in the negotiationand is undoubtedly the most important.A.progress B.proficiency C.proposal D.process33.P r e p a r a t i o n,takes place before the negotiation begins.A.of necessity B.at work C.from the start D.in fact4.It is almost a that the best prepared negotiator will win.A.test B.tenet C.terror D.target5.It is difficult to the importance of good preparation as ameans of achieving success in negotiation.A.value B.invest C.overstate D.signify6.A negotiation is usually initiated by one party a proposalwhich suggests joint action to another.A.subdividing B.submitting C.connecting D.clarifying7.With preparation set aside for the moment,the classic stages ofnegotiation b e c o me,reflecting and bargaining.A.interesting B.standing C.proposing D.positioning8.This might take the form of both parties sitting down and tentativelyexpressing their viewpoints and their understanding of the possibilitiesin a cooperative agreement.A.inherit B.inner C.inherent D.incapable9.As the matter progresses,each party,formally and informally,willits own position to the other so that a basis for discussioncan be established.A.give up B.get rid of C.practice D.present10.A very s t r a n g e has developed over time in the Westernworld.This convention assumes that it is the sellers responsibility tosubmit proposals to the buyer.A.confrontation B.convention C.consistence D.contact11.There is no logic in this convention,and one can onlysuppose that it developed as an outcome of the sellers desire to seizethe initiative.A.what so ever B.whenever C.which ever D.however12.The fact that it is the seller who submits the proposal at thebeginning of a negotiation provides the buyer with a slight advantage.A.invariably B.almost C.constantly D.comparably13.If a buyer operating in a competitive market seeks proposals fromseveral supplies for essentially the same product or service,then thatbuyer immediately has additional knowledge with which toeach individual supplier.A.displace B.confront C.dignify D.replace14.If the idea appears to have then both parties are likely todevelop it future.A.mask B.mark C.merits D.morality15.As the matter progresses,each party,formally and informally,willpresent its own position to the other a basis fordiscussion can be established.A.so that B.by which C.where D.whenUnit 21.Perhaps a meeting with a friend who works at a bank would someuseful information about future interest rates.A.cover B.cast C.uncover D.govern2.It is not enough to be doing extraodinary,critical activitiess;onesefforts must be and recognizedA.invisible B.visual C.visible D.visional3.Power comes in part from being able to do things for others thatobligate them to be helpful in return byA.reciprocity B.repetition C.resolution D.reconstruction4.They must find wys of gaining informal influence through their ownpersonal and their ability to make friendly relationship.A.attribution B.aspiration C.abundance D.attractiveness5.At the heart of these skills are very human that involve makingrelationships with many different people.A.qualification B.quotation C.qualities D.square6.The less forms of influence breed resistance and resentment,though they will probably enhance the power of someone.A.lasting B.legitimate C.formal D.consistent7.Managers seem to prefer to gather their data by talking directlywith others,which means that there are constant short conversationsgoing on.A.beforhand B.secondhand C.firsthand D.at hand8.Those who can help the organization achieve its goals by the mostdifficult problems are likely to acquire power.A.overtaking B.overcoming C.overtaxing D.overstaying9.To perform the information functions well,the manager needs to beable to judge who has the needed information and to it should becirculated.A.which B.that C.whether D.whom10.A person who performs tasks in a way that is already establishedand routinized will receive less power than a person who develops newmethods or procedures.A.correct B.cruel C.critical D.crystal11.Organizational work cannot be done without that ability,andmanagers need to understand it in order to the people andresources to accomplish what must be done.A.come about B.bring together C.bring about D.takeoff12.A higer-up who thinks a person shows promise might become a kindof“sponsor“who will look after the career,help createopportunities,and build reputation.A.ambitious B.aspirants C.experts D.professional13.Those who are ambitious do not like to be the second or thirdperson in a job.A.organizationally B.personally C.privately D.possibly14.Informal influence is often necessary for those with formal influenceif they want more than_ cooperation.A.willing B.desirable C.defendable D.grudging15.The research on managerial jobs reveals there is almost always anof work,especially since so much time must be spent interacting withothers.A.abandon B.abolition C.abundance D.abortionUnit 31.Advertising helps a great to a rising standard of living.A.fill B.finalize C.fine D.foster2.People would never get to hear the services and goods at all if itnot for advertising.A.is B.are C.were D.will be3.This is a very large figure although it for less than 2 percent oftotal consumers5 expenditure.A.counted B.accounted C.cost D.accorded4.In talking about advertising,one should not think o n l y acommercial on television.A,in fact B.in terms of C.as a matter of fact D.in accordancewith5.In the_ society in which we live,it is essential that we go out andsell what we have to offer.A.comparable B.comparative C.competitive D.common6.Advertising plays an important role in this respect,selling athome or in export markets.A.what B.which C.where D.whether7.It must not be thought that advertising tries to sell the consumersdo not want.A.what B.how C.when D.that8.Advertisers range in size small independent stores to hugemultinational firms.A.above B.over C.below D.from9.The work is by someone who takes responsibility for the entirecampaign or product.A.settled B.offended C.coordinated D.calculated10.The media,which sell time and space to carry the advertisers messageto the audience.A.taste B.tact C.target D.terrific1 l.Much advertising is merely and does not add to consumersknowledge of the market.A.persuasive B.possessive C.permissive D.promising12.The advertisements the products they are advertising.A.mistaken B.misunderstand C.mislead D.misrepresent13.The rules are also a standard for media owners to judge the ofany advertising they are asked to publish.A.access B.reality C.possibility D.acceptability14.The public is encouraged to help by reporting about advertisementsthey think have appeared.A.ought B.ought not C.ought not to D.ought to15.There is no doubt that a well-planned and cleverly advertisingcampaign can increase the demand for the product.A.presentation B.present C.presented D.presentingUnit 41.The money deposited in the bank is insured,so that even if the bankhad to business,the customer would get his money back.A.go along with B.go down to C.go out of D.get into2.The statement lists all the checks that the bank and all depositsthat the account holder made during the month.A.paid B.paying C.payment D.repaid3.The depositor can write orders against the balance in theaccount.A.within B.withstand C.without D.withdrawal4.When a depositor decides that he doesnt want the bank to pay a,but he has already written a check to that person,he may givethe bank a stop payment order.A.payer B.banker C,payee D,customer5.If he is depositing his money in a savings account,the customerreceives a savings that shows the amount of money he has inthe bank.A.passenger B.pass-by C.passbook D.passport6.Early withdrawals are often subject to interest penalties,which maythe interest earned at maturity.A.be less than B.beyond C.reduce D.exceed7.The important aspect is not the particular means or organizationalform,but the banks to supply the funds that are needed in thecommunity that it serves.A.inactive workB.active effortC.passive study D.interested operations8.Checking account customers pay the bank a service charge for thebookkeeping involved in the account.A.advertising B.administering C.adjusting D.admiring9.Saving deposits are interest-bearing deposits specific maturity.A.without B.for C.from D.under10.The new style of bank design retains some of these protective features,but the idea now is to make the bank seem like a friendly place ratherthan a fortress.A.forbidding B.fostering C.furthering D.fasting11.A commercial bank may require a weeks notice prior to withdrawal,but this restriction in the US is not in practice.A.appointed B.appreciated C.applied D.approached12.Banks also charge a depositor a fee when he is.A.overtaken B.overworked C.overdone D.overdrawn13.Demand deposits have no maturity and must be paid by commercialbanks when a instrument,generally in the form of a check or acredit card,is presented.A.negotiating B.neglecting C.nursing D.negotiable14.A depositor is overdrawn when he writes a check for more money thanthe in his account.A.amount B.possible sum C.balance D.demand15.This restriction in the US is not executed in practice because it is easyfor depositors to funds from saving accounts to demandaccounts on which checks may be written.A.sheet B.shift C.shock D.shortageUnit51.Wholesaling and retailing are not in any two countries of theworld.A.identified B.identification C.identical D.identifiable2.The marketer must analyze wholesaling and retailing structures inthose markets in which the firm has responsibility formanagement.A.allocation B.description C.depression D.distribution3.Small retailers offer limited services to manufactures who sellthem.A.through B.across C.past D.beyond4.Packaging is kept simply to convey the idea of value-for-money andreliable quality,makes the customer wonder whether shespaying more for the packet than the product inside.A.overstatement B.oversimplified C.over-packaging D.overactivity5.The retail structure also tends to vary the nations level ofeconomic development.A.in B.with C.from D.above6.A major of channel structure is whether the product isintended for the consumer or industrial market.A.determination B.diversification C.dominant D.domestic7.The firm that must distribute through large numbers of small retailersin a foreign market will find it a different challenge from thedistribution task in the_ market.A.abroad B.aboard C.dominant D.domestic8.This is because shops have spent a great deal of time and moneythe psychology of the shopper.A.searching B.search C.researching D.research9.The developing countries tend to have smaller,morewholesaling.A.fractured B.fractional C.fragmented D.fragile10.Since those households are numerous and geographically,andsince the purchase a small volume at a given time,middlemen mustbe employed to market products to them.A.depressed B.displayed C.dispersed D.disorganized11.Because wholesaling benefits from economies of scale,dealing withsmall wholesaling means less service and a g r e a t e r for theproducer.A.bureauB.burstC.burden D.bush12.A good supermarket environment is one in which you feel relaxed andcomfortable.Consequently lighting is designed to be,but notenough to send you to sleep.A.relaxing B.relaxed C.reacting D.refunding13.Wholesaling patterns in world markets are d iv e rs e,th e culturesand economies in which they are found.A.refreshing B.refueling C.reflecting D.refusing14.Small store size means less room for display.This applies not only toshelf space,but also to point-of-purchase displays_ which nospaces may be available.A.behind B.for C.among D.in15.As much thought goes into the design of a packet into is actuallygoing inside it.A.when B.what C.how D.whereUnit 61.New human resource management systems and skills will be requiredto select and train such employees and to win t hei r andcommitment.A.Self-conceit B.self-discipline C.self-importance D.self-image2.The post of head of human-resource management is usually aspecialized job,off at the edge of the c o r p o r a t e.A.ClassB.classification C.hierarchyD.status3.The challenge of intellectual or human capital lies in the factthat such workers must be managed differently than were those ofprevious generations.A.Enforcing B.intruding C.excluding D.fostering4.Organizations today must grapple with revolutionary trends;product and technological change.A.Accelerating B.affecting C.labeling D.enabling5.The center of gravity in employment is moving fast fromand clerical workers to knowledge workers.A.Mature B.Remarkable C.manual D.momentary6.The need for extensive retraining generates costs and createsthat limit the speed with which new equipment can beemployed.A.Bottom lines B.boulders C.bottlenecks D.brain drains7.Jobs today demand a level of expertise far that required ofmost workers many years ago,so that human capital is quicklyreplacing machines as the basis for most firms success.A.Within B.except C.below D.beyond8.Human-resource management is not seen as central to thecompetitive survival of the firm in the United States.A.Critically B.appreciatively C.naturally D.traditionally9.The characteristic of companies today and tomorrow,saymany experts,is the growing emphasis on human capital.A.Displacing B.distinguishing C.displaying D.disgusting10.While American firms often talk about the amounts spent on trainingtheir work forces,in fact they invest in the skills of theiremployees than do the Japanese or German firms.A.More B.less C.further D.fewer11.Manufacturing-intensive jobs in the steel,auto,rubber,and textileindustries are by what one expert calls knowledge-intensivehigh tech manufacturing.A.To have been replaced B.being changed C.compensated D.beingreplaced12.The lack of importance human-resource management canbe seen in the corporation hierarchy.A.Separated into B.attached to C.close to D.poured into13.Creating new products,new services,new ways of turning out goodsmore cheaply-has become the mos t of corporationseverywhere.A.Spur B.urgent concern C.urge D.desire14.Companies are relying more on employees creativity and skills,thusplacing more stress on the employees5.A.Labour B.brain powerC.healthD personality15.I f American workers take much longer to learn how to operate a newdigital controlled manufacturing stations than workers in Germany,theeffective cost of those stations is in Germany than it is inthe United States.A.Higher B.upper C.lower D.formerUnit 71.The chance of loss under a life insurance contract is greater the secondyear of the c o n tra c t,th e company is concerned,than it was the firstyear.A.as well as B.as far as C.as a matter of fact D.as long as2.Accident and health insurance is a form of insurance to protectagainst these economic losses.A.divided B.despised C.disconnected D.devised3.Many insurers will postpone a decision on a life insuranceapplication you and your doctor can determine