Unit 1 Job Interview

Quiz for Unit 1

1、You’d better finish your self-introduction within _________.
    A、1 to 2 minutes
    B、3 to 5 minutes
    C、5 to 7 minutes
    D、7 to 10 minutes

2、What are the basic elements in a resume?
    A、one’s personal information, educational background, job intention, relevant skills and qualifications, relevant experiences, achievements and rewards and so on
    B、one’s personal information, educational background, relevant skills and qualifications
    C、one’s name, age, gender, telephone
    D、one’s relevant skills and qualifications, relevant experiences, relevant achievements and rewards and so on

3、Which of the following should NOT be highlighted in your self-introduction?
    A、your personal achievements
    B、your abilities
    C、your hobbies
    D、your relevant experiences

4、In the mode of “STAR”, the letter “S” stands for ________.
    A、Situation
    B、Success
    C、Study
    D、Standard

5、When you are asked “why do you apply for this post?” in the job interview, the interviewer is actually asking about ________.
    A、your anti-stress ability
    B、your self-awareness
    C、your team spirit
    D、your career planning

6、Which of the following should you do in the job interview?
    A、We should wear heavy make-up to make ourselves even more attractive.
    B、We should know about the company or post applied as much as possible.
    C、We should go together with our parents or our friends to help ourselves calm down.
    D、We should try to be friendly enough to ask the interviewer some personal questions.

7、How to describe our relevant skills, qualifications, experiences, achievements and rewards in the resume?
    A、Try to use as many words as possible
    B、Try to describe them in detail
    C、Try to use some specific statistics to support
    D、Try to use some empty words to support

8、In the mode of “STAR”, the letter “A” stands for ________.
    A、Actions
    B、Achievements
    C、Abilities
    D、Activities

9、Which of the following is NOT a frequently-asked question in the job interview?
    A、Why do you apply for this post?
    B、How does your boss evaluate you?
    C、Would you please talk about your strengths and weaknesses?
    D、What are your hobbies?

10、When making a resume, you can put your job intention _________.
    A、at the beginning of a resume
    B、in the middle of a resume
    C、at the end of a resume
    D、anywhere in the resume

11、We can apply for different positions with the same resume.

12、In your self-introduction you should introduce your own achievements instead of your team achievements.

13、During the job interview, we can ask the interviewer directly our future salary or promotion since we are really interested in it.

14、As for the length of a resume, the longer the better.

15、Don’t speak with too much facial expression and too many gestures in the job interview.

Unit 2 Jobs and Responsibilities

Quiz for Unit 2

1、If the ownership of the companies is not open to the public, we call them _______.
    A、A. closely held companies
    B、B. publicly held companies
    C、C. private company
    D、D. multinational companies

2、Which of the following statements is not the advantage of working for a state-owned company?
    A、A. has an edge in terms of stability, management, and career prospects
    B、B. is much easier to get a job
    C、C. is more decent, and would have a better career
    D、D. competition is so fierce that it’s difficult to stand out

3、Which of the following competencies are not included in the “4Cs” of core competencies?
    A、A. critical thinking competence
    B、B. creative competence
    C、C. cultural competence
    D、D. communicative competence

4、The functions of personnel department may exclude _______.
    A、A. looks after the welfare of the employees
    B、B. hires new employees
    C、C. trains new staff
    D、D. looks for new customers

5、Which of the following statement is not correct for a CEO of a publicly held company?
    A、A. is in charge of the entire management organization within a company
    B、B. is the highest-ranking executive in a company
    C、C. is responsible for the board of directors
    D、D. is the authority of the company

6、Which of the following statement is not correct for a publicly held company?
    A、A. The shareholders’ meeting is the authority of the company.
    B、B. It may set up a board of directors, which shall be composed of 5-19 persons.
    C、C. It may set up a board of supervisors, which shall be composed of at least 3 persons.
    D、D. A CEO leads the board of directors.

7、Which of the following statement is not correct for a company structure?
    A、A. A company structure chart will show the jobs, listed by job title, the reporting structure, and company management.
    B、B. The third level of a company structure chart is the top management for the organization.
    C、C. The second level is the middle managers for the organization and they are all roughly equal in power.
    D、D. The departments are vertical under their department head, but horizontal with other divisions in the company.

8、Some companies are ‘not-for-profit’ which provide much required services to those in need, and derive from the following organizations except _______.
    A、A. charities
    B、B. health-care, or social service
    C、C. Fortune 500
    D、D. educational, or environmental sector

9、The following statements are usually related to language competence except _______.
    A、A. speaks and writes clearly and effectively
    B、B. listens to others, correctly interprets messages from others and responds appropriately
    C、C. asks questions to clarify, and exhibits interest in having two-way communication
    D、D. makes better decisions and judgments in complex situations

10、The followings are responsibilities of a sale manager except _______.
    A、A. researches sales statistics
    B、B. is responsible for the board of directors
    C、C. oversees all marketing, advertising and promotional activities
    D、D. evaluates customer research, market conditions, competitor data

11、The classification of company is based on the different types of ownership of the company, and also the aims and objectives of the owners.

12、Most of the influential top revenue enterprises belong to the type of closely held company.

13、Within a business, an organizational structure allows people to know exactly who is in charge of whom and what any given person’s responsibilities are.

14、A job title can either describe the level of the position, or the responsibilities of the position.

15、5. A company structure chart will show the jobs, listed by job title, the reporting structure, and company management.

Unit 3 On the Phone

Quiz for Unit 3

1、A business call should be made ____________.
    A、A. during the holidays
    B、B. during the working hours
    C、C. during the rest time
    D、D. during the dinner time

2、We should not say “________” when we answer the phone.
    A、A. Who is speaking, please?
    B、B. Where are you calling from?
    C、C. Who are you?
    D、D. Who's that?

3、If the one you want is not available on the phone, you can take a message by leaving some basic information except ________.
    A、A. the name
    B、B. the company you are from
    C、C. the purpose of the call
    D、D. the company you call

4、If there is something wrong with the phone or telephone line when you make a call, you can use the following expressions except _____.
    A、A. The phone is in order.
    B、B. She has changed her telephone number
    C、C. I've tried to get through several times but it's always engaged.
    D、D. Sorry, we were cut off.

5、If you ask for someone during a business call, you can use the following expressions except _______.
    A、A. Could I speak to someone in the Sales Department, please?
    B、B. Is someboby in?
    C、C. Hello, is Jack in the office?
    D、D. Please connect me with the Export Department.

6、When introducing yourself, you should not say: “__________.”
    A、A. This is Ken.
    B、B. Ken speaking.
    C、C. Hello, this is Paul Smith from Sparkle International.
    D、D. I am ....

7、At the beginning of a business call, you should introduce yourself by _______.
    A、A. saying “Hello, this is xxx from xxx company speaking.”
    B、B. saying “Hello, I am xxx from xxx company speaking. ”
    C、C. waiting to be asked.
    D、D. Just speaking out your name.

8、During the business call, if you are not so sure about the information, you can say the following sentences except ________
    A、A. “I believe I am right.”
    B、B. “I didn't catch your name. Would you please spell it?”
    C、C. “Could you spell that, please?”
    D、D. “I'd like you to repeat that number, please.”

9、You can end a business call by using the following expressions except _______.
    A、A. Sorry, I must ring off now. I've got a call on the other line.
    B、B. I look forward to meeting you/ hearing from you soon.
    C、C. I think that's all, bye then.
    D、D. The phone is out of order.

10、When making preparations for a business call, which of the following is not right?
    A、A. Review written material first.
    B、B. Make a list of all the possible questions and answers.
    C、C. Be clear about what information you need.
    D、D. Pick up the phone immediately in case that you forget.

11、A business call should not be longer than 1 minute.

12、During the business call we should stick to the subject and do not allow the conversation to drag out with meaningless chatter.

13、When you feel necessary to make a business call, pick up your phone immediately in case that you forget.

14、You should try to speak as loud as possible on the phone so as to make yourself heard clearly.

15、In business calls if the person you want is not available, try to leave a message as detailed as possible.

Assignment 1

1、Task One: Job Interview Jack, a biology science teacher education major graduating in two months, is applying for the position of biology teacher at Nanjing Foreign Language School. Make up a 3-5 minute interview dialogue between Jack and the headmaster (3-5 minutes). Task Two: Jobs and responsibilities Student A and Student B are friends. They haven’t seen each other for years. One day, they come across each other on the road and talk about their jobs. Student A is a clerk in an insurance company while Student B is a personnel Manager. Imagine what they will say and make up a dialogue (3-5 minutes). Task Three: On the phone Make up a telephone conversation (2-3 minutes) according to the situation below. Student A: You want to speak to Ms. Black of G&B Company. Ms. Black isn’t in the office, so you leave the following information: Your name: Andrew Jackson Cell phone number:13770952336 Why you are calling: the changing conditions of your contract with G&B How you can be contacted: You can be reached up to 4 o’clock at the above number. If Ms. Black calls after 4 o’clock, she should call 85600000 Student B: You are a receptionist at G&B Company. Student A would like to speak to Ms. Black, but she is out of the office. Take a message and make sure you get the following information: Name and telephone number---ask Student A to spell the surname Message that Student A would like to leave for Ms. Black. When Ms. Black can call Student A at the given telephone number.

Unit 4 At a Meeting

Quiz for Unit 4

1、The following is a checklist of major elements essential for meeting effectiveness except _______.
    A、A. purpose and participant
    B、B. structure、agenda、location and time
    C、C. responsibilities and confirmation
    D、D. minutes and refreshments

2、A minute is a summarized or condensed _____ of what has taken place in meeting.
    A、A. writing
    B、B. record
    C、C. notebook
    D、D. time

3、A well-planned agenda, posted ground rules, using a bin and ______ are the four most important keys to running the effective meetings.
    A、A. a minute
    B、B. a summary
    C、C. an introduction
    D、D. the meeting leader

4、The _____ is responsible for seeing that the planning gets done, not necessarily for doing it.
    A、A. stuff
    B、B. coworker
    C、C. leader
    D、D. participant

5、There are some of the drawbacks of meetings except ________.
    A、A. More time is required than if one person makes the decisions.
    B、B. There’s more talk (sometimes irrelevant and repetitive).
    C、C. There’s more group pressure.
    D、D. There’re more discussions.

6、_____ may record review of the past activities, new decisions and polices, and provide the decision-making process.
    A、A. A minute
    B、B. An agenda
    C、C. A recorder
    D、D. A summary

7、_____ is a written record to be kept for future reference.
    A、A. A summary
    B、B. An agenda
    C、C. A recorder
    D、D. A minute

8、A meeting minute includes the following elements except ________.
    A、A. the name of the organization
    B、B. the place, date and time of the meeting
    C、C. the name of the person presiding
    D、D. all the details

9、During the meeting, what should a chairperson first do?
    A、A. He should first present the purpose of the meeting.
    B、B. He should first focus on the main issues.
    C、C. He should first make a summary at the end of the meeting.
    D、D. He should first give every attendee a chance to contribute.

10、The following are why meetings are held except _______.
    A、A. Information is available to more people.
    B、B. Decision can be made faster.
    C、C. Meetings can lead to more imaginative and informed decisions.
    D、D. Different and unexpected ideas can be contributed.

11、Contact can be as simple as sending everyone a friendly reminder through office e-mail, phone calls, or a post card reminder through the mail.

12、As a chairperson, before holding a meeting, you needn’t decide who should attend and what the purpose of the meeting is.

13、It is ok that you begin a meeting five to seven minutes after it was scheduled.

14、It is not necessary to stick to the agenda during the meeting.

15、A well-planned agenda, posted ground rules, and using a bin can help meeting run effectively.

Unit 5 Travel and Visit

Quiz for unit 5

1、The first step in planning a business trip is to ____________.
    A、A. get ready for your luggage
    B、B. make a detailed appointment schedule
    C、C. make sure that the trip is necessary
    D、D. make most of your itinerary

2、If there is no flight or ticket available in your request, you can ask for other choices by saying “_______”.
    A、A. Do you have more tickets?
    B、B. (Are there) any alternatives?
    C、C. Can you arrange a new flight?
    D、D. I’m sorry to hear that.

3、Four aspects are usually considered by the travelers when choosing a hotel: atmosphere, location, services and ______.
    A、A. architecture
    B、B. scale
    C、C. reputation
    D、D. facilities

4、While receiving visitors, a receptionist should first find out _________.
    A、A. what the visitor's name is
    B、B. which company the visitor works for
    C、C. whether the visitor has an appointment
    D、D. what the visitor’s purpose of coming

5、The receptionist should keep a register which includes date, time, name and ________.
    A、A. title
    B、B. the firm the visitor works for
    C、C. purpose of the visit
    D、D. age

6、First impressions can help to do the following things except ___________.
    A、A. build a friendly relationship
    B、B. set a positive tone for the entire business experience
    C、C. guarantee the success of the business
    D、D. establish a good image of your company

7、Which topic is traditionally taboo when talking to strangers?
    A、A. Hobby
    B、B. Weather
    C、C. Current affairs
    D、D. politics

8、Many corporate guests like to eat in their hotel rooms so they can ________.
    A、A. save money
    B、B. watch TV while they eat
    C、C. do more work
    D、D. have a good rest

9、The business center at the hotel ________.
    A、A. is a self-service facility for copying and faxing
    B、B. provides basic secretarial services such as photocopying and typing
    C、C. recruits temporary secretaries during conferences
    D、D. is a place for guests to talk and rest

10、If you really need to go on a business trip, consider the following to plan an efficient trip, except _______.
    A、A. Use a different means of communication
    B、B. Maximize your itinerary
    C、C. Make a checklist of business and personal items you’ll need
    D、D. Copy your schedule

11、Before you start your business trip, to make a smart planning is very essential.

12、All the countries have the same stipulations on the items to be declared.

13、While checking in, you can’t have any special requirements for the room.

14、While receiving visitors, the receptionist should introduce the executive to the visitor first.

15、While having small talk with the visitor, remember to choose safe topics for your talk.

Unit 6 Company Presentation

Quiz for unit 6

1、In the first place, the speaker should do the__________in the company presentation.
    A、A. greeting and self- introduction
    B、B. naming
    C、C. advertising
    D、D. Press Conference

2、This sentence Good morning and thank you for making the effort to be here with us today. Please allow me to briefly introduce myself. My name is.... is the sample for presenter to do________in the company presentation.
    A、A. advertising
    B、B. promotion
    C、C. greeting and self-introduction
    D、D. after-sales service

3、To be effective, the speaker’s message must be passed to the listeners which means__________.
    A、A. a written paper should be given to the listeners
    B、B. it must be heard and correctly understood
    C、C. the listener could ask the speaker some questions
    D、D. the speaker should do the presentation if necessary

4、About how to Deliver information, some factors should come into your consideration: image, audience features, nonlinguistic techniques, linguistic techniques and ________.
    A、A. clothes
    B、B. voice
    C、C. technical support
    D、D. make-up

5、For the Use of language, attention the following points: vocabulary, grammar, pronunciation, fluency and ________.
    A、A. number of words
    B、B. speed
    C、C. volume of voice
    D、D. pause

6、In the very beginning, a brief introduction is always given. It should include at least four pieces of information: what you’re going to talk about; how long you’ll take; _____________; whether you’d welcome questions during your talk, or only at the end.
    A、A. what your main parts or sections will be;
    B、B. your purpose;
    C、C. your stuff member;
    D、D. your target audience.

7、When describing graphs and trends, the line graphs, bar graphs, _________are the most favorable options.
    A、A. table
    B、B. pie graphs
    C、C. verbs
    D、D. numbers

8、Which of the following can help to encourage the audience’s attention?
    A、A. Well-organized information
    B、B. Asking questions
    C、C. Clear explanation
    D、D. Effective use of language

9、The following items should be included in the body of a company presentation EXCEPT ________.
    A、A. Question and answer
    B、B. Key personnel
    C、C. Facilities
    D、D. Capability

10、The following tips can help you to avoid being nervous before giving a presentation EXCEPT _________.
    A、A. Prepare beforehand
    B、B. Control negative thoughts
    C、C. Do some exercises
    D、D. Keep everything in your mind

11、A company presentation refers to a spontaneous speech given to the target consumer for marketing purposes on behalf of listener’s own company.

12、The basic elements in a company presentation could make sure it is an effective presentation.

13、The speaker should be responsible for the content and clarity in a company presentation.

14、Body language and eye contact are called nonlinguistic techniques.

15、Company history, location and key personnel can’t be omitted in the company presentation.

Assignment 2

1、Task One: The Sales Manager is calling a monthly meeting (5-8 mins) to see whether the new product promotion strategy is effective and decide if the promotion is to be carried on. Write the script of the meeting. Requirements: 1. Allocate the roles (one chairman and the other three department managers) and role play the meeting. 2. Follow the meeting procedure 2.1. Ensure all participants get the agenda 2.2 Get the meeting started (greet the participants and announce the meeting started, announce the objective of the meeting) 2.3. Review the past meeting (e.g: go over the report from the last meeting) 2.4. Begin the meeting (e.g: go through today’s agenda, ) 2.5. Discuss items (move on from one item to another, ask for opinions, express agreement and disagreement……,reach consensus) 2.6. Finish the meeting (summarize the main points, confirm individual responsibility and assignment, schedule time for the next meeting, close the meeting) 2.7. One group member takes the meeting minute Task Two: Make up three dialogs between Judy and the three visitors according to the register. (5-8mins) (see the attached register 登记表见附件) Requirements: 1. Follow the basic procedure of receiving a visitor. 2. Pay special attention to business etiquette Task Three: Choose a company and write a 5-8-minute company presentation to some visitors. You may include the history and ownership, major line of business, location and subsidiaries, staff and employee size, mission and vision, performance (market share, annual turnover, sales, production capacity, etc.) and other profile of the company. Requirements: 1. Follow the framework of a company presentation 2. Keep the audience’s interest in mind

Unit 7 Product Presentation

Quiz for unit 7

1、A good product presentation can motivate the customers to _______ your product.
    A、A. remember
    B、B. appreciate
    C、C. buy
    D、D. enjoy

2、A product presentation is made to the sales staff to help them ________.
    A、A. get familiar with the new product
    B、B. sell more new product
    C、C. advertise the new product
    D、D. attract more investment

3、A product presentation may include the following information EXCEPT _______.
    A、A. appearance
    B、B. price
    C、C. brand
    D、D. functions

4、At the beginning of a product presentation, the presenter should state the _______ to help the audience get a general ideal of the presentation.
    A、A. objective
    B、B. outline
    C、C. summary
    D、D. features

5、Before a product presentation, the presenter should have a clear idea about the _______ of the presentation.
    A、A. effect
    B、B. audience
    C、C. structure
    D、D. objective

6、Understanding the customers’ _______ is important to a successful product presentation.
    A、A. needs
    B、B. advice
    C、C. psychology
    D、D. age

7、How to keep a product presentation short?
    A、A. Avoid repetition
    B、B. Cut out 30% after preparation
    C、C. Cancel the central idea
    D、D. Don’t use examples

8、What should be avoided when giving a product presentation?
    A、A. Smile
    B、B. Repetition
    C、C. Technical terms
    D、D. Slides

9、Which of the following is NOT the way to keep a presentation “real”?
    A、A. Using anecdotes or stories
    B、B. Relating the topic to the audience
    C、C. Explain how important the topic is
    D、D. Looking at the audience

10、Which can help to attract the audience’s attention when giving a product presentation?
    A、A. Using repetition
    B、B. Using pictures and visual aids
    C、C. Connecting the audience with the topic
    D、D. Keeping the presentation short

11、Usually a formal product presentation includes 6 parts: introduction, outline, body, summary, conclusion and question & answer session.

12、A good product presentation should be given from the point of view of the buyers.

13、When giving a product presentation, the presenter usually introduces such information as outlook, size, weight, material, features functions, price, guarantee and warranty.

14、It is unnecessary to have practice before giving a product presentation.

15、When giving a product presentation, eye contact may help to attract the audience’s attention.

Unit 8 Company Performance

Quiz for unit 8

1、Which of the following statement related to the three elements in a balance sheet is not true?
    A、A. Assets refer to the resources controlled by the firm
    B、B. Liabilities refer to the amounts owed to lenders and other creditors
    C、C. Owner’s equity refers to the residual interest in the net assets of an entity that remains after deducting its liabilities
    D、D. Liabilities= Assets + Owners’ equity

2、The following statements are usually related to the features of a good business presentation except ______.
    A、A. It can help a professional, or a business stand out from the competition,
    B、B. It can connect with new clients
    C、C. It can make an impression on industry leaders
    D、D. It can help the company grow as quickly as their competitors.

3、For every business, which of the following is not included in the three important financial statements?
    A、A. Balance Sheet
    B、B. Income Statement
    C、C. Cash Flow Statement
    D、D. Chairman’s Statement

4、Suppose you are the manager of a Chinese company preparing for an interview with a foreign reporter about the company’s business performance, select the items that you would not like to cover in the interview.
    A、A. market share
    B、B. total output
    C、C. profit
    D、D. employee benefits

5、________________measures the profitability of the company during the year. It shows the difference between revenues and expenses.
    A、A. Balance Sheet
    B、B. Income Statement
    C、C. Cash Flow Statement
    D、D. Chairman’s Statement

6、_________________is a record of the actual changes in cash compared to the income statement. It shows you where the cash was brought in and where the cash was disbursed.
    A、A . Balance Sheet
    B、B. Income Statement
    C、C. Cash Flow Statement
    D、D. Chairman’s Statement

7、________________are outflows from delivering or producing goods or services that constitute the entity’s ongoing major or central operations.
    A、A. Expenses
    B、B. Revenues
    C、C. Other income
    D、D. Liabilities

8、_________________create revenues, expenses, gains and losses.
    A、A. Investing activities
    B、B. Operating activities
    C、C. Financing activities
    D、D. None of the above

9、_________________ increase and decrease long-term assets.
    A、A. Investing activities
    B、B. Operating activities
    C、C. Financing activities
    D、D. None of the above

10、Which of the following statement does not describe changes and trends of the company performance?
    A、A. A sharp increase of the prices of raw materials led to considerable drop in sales.
    B、B. The year of 2018 witnessed a 15% decline in our company output.
    C、C. In 2017, the net profit of the company is RMB 108 million.
    D、D. We have been experiencing moderate growth in the past few years.

11、For publicly held companies, periodic financial reports are required by law.

12、When an investor understands the income and expense components of the income statement, he or she can appreciate what makes a company profitable.

13、Expenses are outflows of economic resources including cost of goods sold, selling, general and administrative expenses, tax expense, interest expense, etc.

14、Cash Flow Statement is a record of the actual changes in cash compared to the income statement. It shows the firm’s cash inflows and outflows from operations as well as its investments and financing activities.

15、Before you deliver a speech to introduce business performance, you should know your material, statistical documents of your company.

Unit 9 Advertising

Quiz for unit 9

1、Print publications such as magazines, books, newspapers and ________ (such as annuals) offer a variety of advertising opportunities.
    A、A. leaflets
    B、B. flyers
    C、C. posters
    D、D. Special Issue publications

2、AIDA is an acronym that stands for Attention, Interest, Desire and_______.
    A、A. Action
    B、B. Aim
    C、C. Achievement
    D、D. Ability

3、Unlike television, _____presents the additional disadvantage of limiting advertisers to audio-only advertising.
    A、A. leaflets
    B、B. flyers
    C、C. posters
    D、D. radio

4、The fastest growing media outlet for advertising is the ______.
    A、A. Internet
    B、B. TV
    C、C. posters
    D、D. Special Issue publications

5、______are often smaller than outdoor billboards and are designed to attract the attention of foot traffic. For example, smaller signage in airports, train terminals and large commercial office space fit this category.
    A、A. Outdoor Posters
    B、B. Indoor billboards
    C、C. Indoor internet
    D、D. flyers

6、Because it is a mass medium capable of being seen by nearly anyone, _____lacks the ability to deliver an advertisement to highly targeted customers compared to other media outlets.
    A、A. radio
    B、B. Internet
    C、C. television
    D、D. poster

7、A company can advertise in a variety of ways, depending on ________and the size and type of audience it wishes to target.
    A、A. how much it wishes to spend
    B、B. how big it is
    C、C. how many subsidiaries it has
    D、D. how fun it is

8、AIDA is an acronym that stands for Attention, Interest, _____ and Action.
    A、A. Discipline
    B、B. Desire
    C、C. Deed
    D、D. Defeat

9、To evaluate media efficiency, planners shoud consider the following factors EXCEPT _________.
    A、A. The required coverage in a target audience
    B、B. The relative cost of the media advertising
    C、C. The options of the media
    D、D. The media environment

10、Advertising should have the following functions EXCEPT _______.
    A、A. information function
    B、B. entertainment function
    C、C. demand creating function
    D、D. persuasive funciton

11、Advertising works best when it’s developed to meet one goal at a time.

12、Handheld devices, such as cellphones, smartphones, portable computers and other wireless devices, make up the growing mobile device market.

13、Advertising cannot serve as a reminder to consumers.

14、Advertisement cannot differentiate the product from its competitors.

15、Good advertisement can induce consumers to try the product.

Unit 10 Marketing

Quiz for unit 10

1、_____________ is arranging for a product to occupy a clear, distinctive, and desirable place relative to competing products in the minds of target consumers.
    A、A. Marketing
    B、B. Sales
    C、C. Market positioning
    D、D. Market research

2、This section gives a whole picture about ______________involving market segmentation, market targeting and market positioning. ( B)
    A、A. Marketing Plan
    B、B. Marketing management process
    C、C. Market research
    D、D. Market procedure

3、____________is defined by many marketers as “putting the right product in the right place, at the right price and right time.”
    A、A. Marketing
    B、B. Sales
    C、C. 4Ps
    D、D. Advertising

4、Distribution channel is a way of selling a company's product either directly or via _________.
    A、A. managers
    B、B. customers
    C、C. transportation
    D、D. distributors

5、Michael Dell was a strong believer in the power of advertising and frequently stressed its importance in the company’s __________.
    A、A. presentation
    B、B. strategy
    C、C. profile
    D、D. history

6、Marketing shows how to reach to the customers and build long lasting relationship while sales just means selling is the _______ result of marketing.
    A、A. ultimate
    B、B. first
    C、C. last
    D、D. satisfactory

7、Marketing is _______ sales.
    A、A. just
    B、B. only
    C、C. more than
    D、D. above

8、Segmentation means breaking the heterogeneous market into smaller, __________ markets.
    A、A. distinctive
    B、B. different
    C、C. similar
    D、D. homogeneous

9、Marketing planning involves designing activities relating to marketing __________ and the changing marketing environment.
    A、A. trends
    B、B. objectives
    C、C. circle
    D、D. focus

10、Marketing plan is a written document that acts as a(n) _________ of marketing objectives for the marketing manager.
    A、A. summary
    B、B. introduction
    C、C. guidebook
    D、D. reflection

11、Marketing is equal to selling products.

12、Product, price, place and production are called Marketing Mix.

13、Promotion only means one marketing strategy in the supermarket and department store.

14、Appropriate marketing activities could promote sales.

15、Marketing and sales both employ the pull strategy to attract consumers.

Unit 11 Trade Fairs

Quiz for unit 11

1、Advertising and _____ are an indispensable part of participation planning.
    A、A. stand personnel
    B、B. registration
    C、C. schedule
    D、D. publicity

2、Usually, trade fairs can only be attended by _____ and members of the press.
    A、A. company representatives
    B、B. the public
    C、C. customers
    D、D. everyone

3、For many companies, exhibiting at the right trade fairs offers a unique opportunity to expand their business ideas, increase_____ and attract more customers.
    A、A. services
    B、B. brand awareness
    C、C. products
    D、D. products and services

4、It will be quite enough, if you just _____ me a line about things like the discount in the course of the next two weeks.
    A、A. give
    B、B. write
    C、C. drop
    D、D. drip

5、In order to _____business, we are prepared to cut down our price by 5%.
    A、A. finish
    B、B. deal
    C、C. make
    D、D. conclude

6、The key to finding the best fairs lies in finding the ones that pulls in the most _____ for your industry.
    A、A. decision makers
    B、B. customers
    C、C. producers
    D、D. regular customers

7、Another route to finding the best fairs is to contact _____.
    A、A. customers
    B、B. past attendees
    C、C. regular customers
    D、D. producers

8、If you are a seller at a trade fair, qualify the lead by asking _____ questions.
    A、A. general
    B、B. special
    C、C. specific
    D、D. common

9、If your quotation is competitive, we intend to _____300 sets Butterfly Brand Sewing Machines.
    A、A. book your order for
    B、B. book an order with you for
    C、C. firm an order for
    D、D. confirm your order for

10、It is necessary to _____ the specification ____ the requirements.
    A、A. confirm, to
    B、B. conform, with
    C、C. conform, to
    D、D. confirm, with

11、Exhibitors always sell more products at trade fairs than sales calls.

12、It takes a comparatively short time to reach the customers at trade fairs.

13、The most valuable thing a trade fair provides is more profits.

14、Before sending your booth staffers, you need to first consider the weather of the place where the trade show is held.

15、An indication of the space required is not usually necessary for registration.

Assignment Three

1、Choose one task from the following three, and prepare a presentation according to the given situation. Grading criteria: 1. Content 50’ (the presentation is communicative, coherent and complete) 2. Language 50’ (the language is accurate with the use of expressions learned in each unit) Task one: Prepare a 3-5 minute presentation to introduce your university to a group of foreign visitors. Visit your school website for information. Follow the framework. 1. introduction (greeting and self-introduction, objectives) 2. outline (My presentation is in three parts. first…, second…,third….length of the presentation, whether you welcome questions during the talk or only at the end) 3. body (let’s start with…, let’s move on to…, ) 4. summary (to sum up) 5. conclusion (thank you for……) 6 . Q&A session Task two: The following graph shows a company’s sales over a 12-month period. Write a report of the sales with reference to the graph. (见附件) Follow the general steps: 1. Greet the audience. Make a brief self-introduction to the audience if needed. State the objective of your presentation. 2. Draw the audience attention to the graph. 3. Give a brief overview of the graph. 4. Describe the graph in details, which include: time, figures, trends and changes, speed and degree of the changes, reasonable explanation of the changes. Give suggestions when needed. 5. End the report and express gratitude. Task three: On behalf of your company, you are going to exhibit your company’s products (household items) at China Import and Export Fair. To ensure the success of the exhibition, you are required to make a three-minute presentation on the plan for the trade fair. Your presentation should include the following: 1. specific objectives at the trade fair 2. arrangements 2.1 pre-show arrangements 2.2 at-show arrangements 2.3 post-show arrangements

Unit 12 Making Inquiries

Quiz for unit 12

1、Expressions such as “Reference price”, “subject to our final confirmation”, “subject to unsold” can be found in a _______ offer.
    A、A. firm
    B、B. non-firm
    C、C. fixed
    D、D. non-fixed

2、_____ receipt of your instructions we will send the goods.
    A、A. In
    B、B. Upon
    C、C. As
    D、D. From

3、Our company mainly trade _____ cotton piece goods.
    A、A. at
    B、B. with
    C、C. upon
    D、D. in

4、It is our hope to promote, _____joint efforts, both trade and friendship to our mutual advantage
    A、A. with
    B、B. by
    C、C. in
    D、D. upon

5、We shall appreciate _____ this matter your serious consideration.
    A、A. you to give
    B、B. your giving
    C、C. you give
    D、D. your give

6、_____ now exceeds _____ on our market.
    A、A. Supplies, demands
    B、B. Supply, demand
    C、C. Supplying, demand
    D、D. Supply, demands

7、Please quote us your lowest _____ for walnuts.
    A、A. quotation
    B、B. price
    C、C. quotations
    D、D. supply

8、We can _____ you 250 metric tons of Groundnuts at $1,800 net per M/T C&F EMP for shipment in October.
    A、A. offer
    B、B. quote
    C、C. accept
    D、D. require

9、We believe this new products of ours will appeal _____ your customers.
    A、A. by
    B、B. with
    C、C. to
    D、D. in

10、In reply to your letter of August 15, we are giving you an offer _____.
    A、A. as follow
    B、B. as followings
    C、C. as follows
    D、D. as followed

11、In international trade, an inquiry is usually made by a prospective buyer without engagement.

12、FOB is a trade term requiring the seller to deliver the goods to a named port designated by the buyer.

13、CIF is a trade term requiring the seller to arrange the carriage of goods by sea to a port of destination, and provide the buyer with documents necessary to obtain the goods from the seller.

14、In FAS, the seller fulfills his/her obligations to deliver when the goods have passed over the ship’s rail.

15、Usually there are two kinds of offers. One is firm offer, the other is non-firm offer.

Unit 13 Placing an Order

Quiz for unit 13

1、When buyers are not so familiar with the new products or not so convinced by the reputation of the seller, they will make an initial attempt by ordering a small quantity of certain products, which is known as ___________.
    A、A) a firm offer
    B、B) a non-firm offer
    C、C) a further order D) a trial order
    D、C) a further order D) a trial order

2、__________ is a definite promise to sell goods at the stated prices, usually within a stated period of time.
    A、A) A firm offer
    B、B) A non-firm offer
    C、C) A further order
    D、D) A trial order

3、__________ is not binding upon the sellers, and can be changed or withdrawn by the seller.
    A、A) A firm offer
    B、B) A non-firm offer
    C、C) A further order
    D、D) A trial order

4、A contract that has been agreed upon and signed is ________ in a court of law.
    A、A) arbitrary
    B、B) disputable
    C、C) enforceable
    D、D) vague

5、______ is an agreement that creates an obligation, which is binding, legally enforceable between two or more competent parties.
    A、A) A firm offer
    B、B) A non-firm offer
    C、C) An inquiry
    D、D) A contract

6、In business letters, _____________ is below the complimentary close.
    A、A) the heading
    B、B) salutation
    C、C) the handwritten signature
    D、D) the body

7、Which of the following is not a phrase in the negotiation process? ______
    A、A)making clear the objective
    B、B)presenting one’s proposition
    C、C)bargain and compromising
    D、D) delivering the goods

8、When writing a business letter, we should be _____________.
    A、A) brief and to the point
    B、B) lengthy and explicit
    C、C) lengthy and implicit
    D、D) brief and implicit

9、In business letters, “yours sincerely” belongs to ____________.
    A、A) salutation
    B、B) body
    C、C) complimentary close
    D、D) heading

10、Generally speaking, ___________ will follow if the initial order or the trial order is satisfactory to both parties.
    A、A) further orders
    B、B) disputes
    C、C)arbitration
    D、D) litigation

11、In the general trading process, the seller makes an inquiry with which the buyer makes an offer.

12、Generally speaking, further orders will follow if the initial order or the trial order is satisfactory to both parties.

13、When writing business letters, we must emphasize one or two important things and make our main idea clear.

14、Negotiation is often conducted by putting forward a position and making concessions to achieve an agreement.

15、During a business negotiation, we should never compromise in any area.

Unit 14 Terms of Payment

Quiz for unit 14

1、In payment in advance method, the entire risk is put on_______.
    A、A) the buyer
    B、B) the seller
    C、C) the opening bank
    D、D) the advising bank

2、Under payment in advance, the importer makes ________ to the supplier before the shipment of goods is done.
    A、A) full payment
    B、B) partial payment
    C、C) no payment
    D、D) most payment

3、Which payment does not offer the seller any protection in case of non-payment?
    A、A) payment in advance
    B、B) L/C
    C、C) open account payment
    D、D) documentary collection

4、In _______, the sale transaction is settled by the bank through an exchange of documents
    A、A) payment in advance
    B、B) open account payment
    C、C) documentary collection
    D、D) L/C

5、In ___________, the buyer’s bank undertakes to pay the seller when the terms and conditions have been met.
    A、A) payment in advance
    B、B) open account payment
    C、C) documentary collection
    D、D) L/C

6、In order for the payment to occur, ______ has to present the necessary shipping documents confirming the delivery of goods within a given time frame.
    A、A) the buyer
    B、B) the seller
    C、C) the issuing bank
    D、D) the advising bank

7、In L/C transaction, ______ forwards the L/C to the ________ in the seller’s country.
    A、A) issuing bank …… advising bank
    B、B) issuing bank …… buyer
    C、C) advising bank …… seller
    D、D) advising bank…… issuing bank

8、In the end of L/C transaction, ________ debits the buyer’s account and releases the relevant documents so that the buyer can claim the goods from the carrier.
    A、A) the advising bank
    B、B) the issuing bank
    C、C) both the advising bank and the issuing bank
    D、D) neither the advising bank nor the issuing bank

9、If payment of export trade is made by letter of credit, ________ , on receiving the relevant L/C, should first of all make a thorough examination to see whether the clauses set in the L/C are in full conformity with the terms stated in the sales contract.
    A、A) the buyer
    B、B) the issuing bank
    C、C) the advising bank
    D、D) the seller

10、When checking the L/C, the seller needs to focus on the following provisions except__________.
    A、A) the shipment date
    B、B) the price terms
    C、C) insurance clause
    D、D) the document against payment

11、Payment in advance does not involve any commercial bank and is therefore expensive.

12、Open account payment takes place when either the importer has a strong credit history or is well-known to the seller.

13、Collection can be divided into D/P and D/D.

14、Remittance and collection belong to commercial credit, and letter of credit belongs to banker’s credit.

15、In L/C transactions, the banker is responsible for paying money and tendering documents on behalf of both sides.

Unit 15 Delivery

Quiz for unit 15

1、Which of the following factors will not influence the determination of delivery time?
    A、A. time of establishment of the L/C
    B、B. supply of raw materials
    C、C. terms of payment
    D、D. amount of orders to fulfill

2、Which type of transportation is appropriate for perishable or seasonal goods?
    A、A. air transport
    B、B. marine transport
    C、C. rail transport
    D、D. road transport

3、Normally, the L/C should reach the seller at least ______ days before the date of shipment.
    A、A. 10
    B、B. 15
    C、C. 20
    D、D. 30

4、Which of the following is the synonym of “advance” in the phrase “advance the delivery”?
    A、A. put forward
    B、B. bring forward
    C、C. take forward
    D、D. lift forward

5、In deciding the date for shipment, considerations must be given to the following except _______.
    A、A. production time
    B、B. types of goods
    C、C. transportation
    D、D. price of goods

6、Which of the following ports of destination is specific?
    A、A. Port of Long Beach
    B、B. European Main port
    C、C. China port
    D、D. One port out of London / Hamburg / Rotterdam as the port of destination

7、Which of the following words is wrong in spelling?
    A、A. documentation
    B、B. consignment
    C、C. formality
    D、D. avalability

8、From the statement “shipment during March to June in four equal monthly lots”, we can see the shipment _______.
    A、A. is transshipment
    B、B. will be delivered in March
    C、C. is partial shipment
    D、D. will arrive in June

9、The first procedure involved in the process of delivery is _________.
    A、A. negotiating the stipulations about delivery
    B、B. ensuring the production of goods
    C、C. transporting the goods to the port of shipment
    D、D. delivering the goods at the port of destination

10、The following are the ways of stipulating the Date of Delivery EXCEPT ________.
    A、A. State a definite time
    B、B. State a definite period of time
    C、C. State the goods will be shipped immediately
    D、D. State the goods will be shipped without a definite date

11、Quality of goods is one of the factors that influence the determination of delivery time.

12、Once the date is agreed, the parties are obliged to fulfill their obligations before the agreed time, or they might face claims.

13、The port of destination is usually proposed and determined by the seller.

14、The port of shipment should be close to where the goods are manufactured.

15、If transshipment is allowed, it should also be indicated who pays the cost of transshipment.

Unit 16 Claims and Settlements

Quiz for uint 16

1、Claims may be filed when ______ breaks the contract and causes losses to the other party in business
    A、A a buyer
    B、B a seller
    C、C one party
    D、D a shipping company

2、Which of the following is NOT the reason for a claim?
    A、A Poor quality
    B、B Late delivery
    C、C Damaged goods
    D、D Dissatisfaction

3、Which of the following is NOT the way to make a claim more effective?
    A、A Politely explain the problem
    B、B Talk about the impact of the problem
    C、C Request an immediate reply
    D、D Ask for solutions

4、Which of the following statement is NOT to refer to the impact of the problem when making a claim?
    A、A We found the quality is not in conformity with what was stated in the contract.
    B、B We shall now be faced with canceling of the order from our customers.
    C、C What this means is that our customers are angry with us.
    D、D Our customers are waiting for the complete order.

5、In the opening part of a claim letter, you can begin a letter by ________ for the need to complain and describing the problem.
    A、A responding
    B、B regretting
    C、C relying
    D、D retrospecting

6、Which of the following statement is true about writing claim letters?
    A、A A claim can be made within 60 days after the arrival of the goods.
    B、B A long letter with much detail of the problem should be written.
    C、C A claim letter should make a specific request for solutions to the problem.
    D、D Active voice should be used as much as possible.

7、Passive voice should be used in a claim letter to _________.
    A、A make the claim more convincing
    B、B help explain the problem more clearly
    C、C avoid confrontation and offensiveness
    D、D make the receiver of the letter happy

8、Which of the following is NOT the right guideline for handling claims?
    A、A Reply to customer’s complaint as soon as possible
    B、B Make a specific request
    C、C Take a positive attitude
    D、D Give realistic and fair solutions

9、When receiving a claim, the receiver should first ________.
    A、A make an apology for the inconvenience caused
    B、B investigate the problem to find out the cause
    C、C promise to give the compensation
    D、D refuse the claim politely

10、In which case can’t a claim be refused by the seller?
    A、A The buyer is impolite.
    B、B There is no reliable evidence.
    C、C The damage is caused in transit.
    D、D The damage is within the insurance coverage.

11、Claims are always filed by the buyer against the seller.

12、You need to state the problem and specific reasons for being dissatisfied and ask for explanation when making a claim.

13、Passive voice is preferred when writing an adjustment letter.

14、You should never be angry or accuse the customer when handling a claim.

15、A claim can be refused when there is no reliable evidence provided.

商务英语视听说期末试卷

商务英语视听说期末试卷

1、The basic elements in a resume include _______?
    A、A. one’s personal information, educational background, job intention, relevant skills and qualifications, relevant experiences, achievements and rewards and so on
    B、B. one’s personal information, educational background, relevant skills and qualifications
    C、C. one’s name, age, gender, telephone
    D、D. one’s relevant skills and qualifications, relevant experiences, relevant achievements and rewards and so on

2、We should not highlight _________ in our self-introduction.
    A、A. our relevant experiences
    B、B. our hobbies
    C、C. our abilities
    D、D. our personal achievements

3、In the job interview, the interviewer may want to know more about _______ by asking “why do you apply for this post?”
    A、A. your self-awareness
    B、B. your anti-stress ability
    C、C. your career planning
    D、D. your team spirit

4、We can describe our most successful experience with the mode of “STAR”, in which the letter “A” stands for _______.
    A、A. Actions
    B、B. Achievements
    C、C. Abilities
    D、D. Activities

5、In a resume, you should describe your relevant skills, qualifications, experiences, achievements and rewards with __________.
    A、A. as many details as possible
    B、B. as many words as possible
    C、C. some empty words to support
    D、D. some specific statistics to support

6、Which of the following statements is not the advantage of working for a state-owned company?
    A、A. has an edge in terms of stability, management, and career prospects
    B、B. is much easier to get a job
    C、C. is more decent, and would have a better career
    D、D. competition is so fierce that it’s difficult to stand out

7、Which of the following competencies are not included in the “4Cs” of core competencies?
    A、A. critical thinking competence
    B、B. creative competence
    C、C. cultural competence
    D、D. communicative competence

8、The functions of personnel department may exclude .
    A、A. looks after the welfare of the employees
    B、B. hires new employees
    C、C. trains new staff
    D、D. looks for new customers

9、The following statements are usually related to language competence except .
    A、A. speaks and writes clearly and effectively
    B、B. listens to others, correctly interprets messages from others and responds appropriately
    C、C. asks questions to clarify, and exhibits interest in having two-way communication
    D、D. makes better decisions and judgments in complex situations

10、The followings are responsibilities of a sale manager except .
    A、A. researching sales statistics
    B、B. being responsible for the board of directors
    C、C. overseeing all marketing, advertising and promotional activities
    D、D. evaluating customer research, market conditions, competitor data

11、The following statements are usually related to collaborative competence except _________.
    A、A. working collaboratively with colleagues to achieve organizational goals.
    B、B. placing team agenda before personal agenda.
    C、C. showing respect for and understanding of diverse points of view.
    D、D. not being willing to learn from others

12、College students often lack skills that are valued by employers which constitute the important parts of core competencies except _______.
    A、A. critical thinking
    B、B. conflict resolution.
    C、C. commitment
    D、D. creativity

13、A business call should be made ___________.
    A、A. during the holidays
    B、B. during the working hours
    C、C. during the rest time
    D、D. during the dinner time

14、We should not say “________” when we answer the phone.
    A、A. Who is speaking, please?
    B、B. Where are you calling from?
    C、C. Who are you?
    D、D. Who's that?

15、If you ask for someone during a business call, you can use the following expressions except __________.
    A、A. Could I speak to someone in the Sales Department, please?
    B、B. Is someboby in?
    C、C. Hello, is Jack in the office?
    D、D. Please connect me with the Export Department.

16、At the beginning of a business call, you should introduce yourself by _____.
    A、A. saying “Hello, this is xxx from xxx company speaking.”
    B、B. saying “Hello, I am xxx from xxx company speaking. ”
    C、C. waiting to be asked.
    D、D. Just speaking out your name.

17、During the business call, if you are not so sure about the information, you can say the following sentences except _________.
    A、A. “I believe I am right.”
    B、B. “I didn't catch your name. Would you please spell it?”
    C、C. “Could you spell that, please?”
    D、D. “I'd like you to repeat that number, please.”

18、When making preparations for a business call, which of the following is not right? _________.
    A、A. Review written material first.
    B、B. Make a list of all the possible questions and answers.
    C、C. Be clear about what information you need.
    D、D. Pick up the phone immediately in case that you forget.

19、In a business call, if the person you want is not in, you should _______
    A、A. leave a call back number
    B、B. find out when he / she is available
    C、C. ring off the phone
    D、D. ask more about his / her schedule

20、The following is a checklist of major elements essential for meeting effectiveness except _______.
    A、A. purpose and participant
    B、B. structure、agenda、location and time
    C、C. responsibilities and confirmation
    D、D. minutes and refreshments

21、A well-planned agenda, posted ground rules, using a bin and ______ are the four most important keys to running the effective meetings.
    A、A. a minute
    B、B. a summary
    C、C. an introduction
    D、D. the meeting leader

22、There are some of the drawbacks of meetings except ________.
    A、A. More time is required than if one person makes the decisions.
    B、B. There’s more talk (sometimes irrelevant and repetitive).
    C、C. There’s more group pressure.
    D、D. There’re more discussions.

23、_____ is a written record to be kept for future reference.
    A、A. A summary
    B、B. An agenda
    C、C. A recorder
    D、D. A minute

24、During the meeting, what should a chairperson first do?
    A、A. He should first present the purpose of the meeting.
    B、B. He should first focus on the main issues.
    C、C. He should first make a summary at the end of the meeting.
    D、D. He should first give every attendee a chance to contribute.

25、A meeting minute includes the following elements except _______.
    A、A. the name of the organization
    B、B. the place, date and time of the meeting
    C、C. the name of the person presiding
    D、D. all the details

26、If there is no flight or ticket available in your request, you can ask for other choices by saying“_______”.
    A、A. Do you have more tickets?
    B、B. (Are there) any alternatives?
    C、C. Can you arrange a new flight?
    D、D. I’m sorry to hear that.

27、Four aspects are usually considered by the travelers when choosing a hotel: atmosphere, location, services and ______.
    A、A. architecture
    B、B. scale
    C、C. reputation
    D、D. facilities

28、While receiving visitors, a receptionist should first find out _________.
    A、A. what the visitor's name is
    B、B. which company the visitor works for
    C、C. whether the visitor has an appointment
    D、D. what the visitor’s purpose of coming

29、The receptionist should keep a register which includes date, time, name and ________.
    A、A. title
    B、B. the firm the visitor works for
    C、C. purpose of the visit
    D、D. age

30、Which topic is traditionally taboo when talking to strangers?
    A、A. Hobby
    B、B. Weather
    C、C. Current affairs
    D、D. Politics

31、If you really need to go on a business trip, consider the following to plan an efficient trip, except _______.
    A、A. Use a different means of communication
    B、B. Maximize your itinerary
    C、C. Make a checklist of business and personal items you’ll need
    D、D. Copy your schedule

32、Which of following is not something you may experience when going through customs?
    A、A. Being asked several questions.
    B、B. Paying for security check.
    C、C. Accepting routine check.
    D、D. Making a declaration.

33、In the first place, the speaker should do the__________in the company presentation.
    A、A. greeting and self- introduction
    B、B. naming
    C、C. advertising
    D、D. Press Conference

34、A good product presentation can motivate the customers to _______ your product.
    A、A. remember
    B、B. appreciate
    C、C. buy
    D、D. enjoy

35、At the beginning of a product presentation, the presenter should state the _______ to help the audience get a general ideal of the presentation.
    A、A objective
    B、B outline
    C、C summary
    D、D features

36、Understanding the customers’ _______ is important to a successful product presentation.
    A、A needs
    B、B advice
    C、C psychology
    D、D age

37、What should be avoided when giving a product presentation?
    A、A Smile
    B、B Repetition
    C、C Technical terms
    D、D Slides

38、Which of the following is NOT the way to keep a presentation “real”?
    A、A Using anecdotes or stories
    B、B Relating the topic to the audience
    C、C Explain how important the topic is
    D、D Looking at the audience

39、Before a product presentation, the presenter should have a clear idea about the _______ of the presentation.
    A、A effect
    B、B audience
    C、C. structure
    D、D objective

40、1. For every business, which of the following is not included in the three important financial statements?
    A、A. Balance Sheet
    B、B. Income Statement
    C、C. Cash Flow Statement
    D、D. Chairman’s Statement

41、1. Suppose you are the manager of a Chinese company preparing for an interview with a foreign reporter about the company’s business performance, select the items that you would not like to cover in the interview.
    A、A. market share
    B、B. total output
    C、C. profit
    D、D. employee benefits

42、___________measures the profitability of the company during the year. It shows the difference between revenues and expenses.
    A、A. Balance Sheet
    B、B. Income Statement
    C、C. Cash Flow Statement
    D、D. Chairman’s Statement

43、______________is a record of the actual changes in cash compared to the income statement. It shows you where the cash was brought in and where the cash was disbursed.
    A、A . Balance Sheet
    B、B. Income Statement
    C、C. Cash Flow Statement
    D、D. Chairman’s Statement

44、________________create revenues, expenses, gains and losses.
    A、A. Investing activities
    B、B. Operating activities
    C、C. Financing activities
    D、D. None of the above

45、___________ increase and decrease long-term assets.
    A、A. Investing activities
    B、B. Operating activities
    C、C. Financing activities
    D、D. None of the above

46、__________increase and decrease long-term liabilities and equity, including borrowing money and paying off loans.
    A、A. Investing activities
    B、B. Operating activities
    C、C. Financing activities
    D、D. None of the above

47、For many companies, exhibiting at the right trade fairs offers a unique opportunity to expand their business ideas, increase_____ and attract more customers.
    A、A. services
    B、B. brand awareness
    C、C. products
    D、D. products and services

48、Another route to finding the best fairs is to contact _____.
    A、A. customers
    B、B. past attendees
    C、C. regular customers
    D、D. producers

49、If your quotation is competitive, we intend to _____300 sets Butterfly Brand Sewing Machines.
    A、A. book your order for
    B、B. book an order with you for
    C、C. firm an order for
    D、D. confirm your order for

50、It is necessary to _____ the specification ____ the requirements.
    A、A. confirm, to
    B、B. conform, with
    C、C. conform, to
    D、D. confirm, with

51、Expressions such as “Reference price”, “subject to our final confirmation”, “subject to unsold” can be found in a _______ offer.
    A、A. firm
    B、B. non-firm
    C、C. fixed
    D、D. non-fixed

52、It is our hope to promote, _____joint efforts, both trade and friendship to our mutual advantage.
    A、A. with
    B、B. by
    C、C. in
    D、D. upon

53、We shall appreciate _____ this matter your serious consideration.
    A、A. you to give
    B、B. your giving
    C、C. you give
    D、D. your give

54、We can _____ you 250 metric tons of Groundnuts at $1,800 net per M/T C&F EMP for shipment in October.
    A、A. offer
    B、B. quote
    C、C. accept
    D、D. require

55、In reply to your letter of August 15, we are giving you an offer _____.
    A、A. as follow
    B、B. as followings
    C、C. as follows
    D、D. as followe

56、When buyers are not so familiar with the new products or not so convinced by the reputation of the seller, they will make an initial attempt by ordering a small quantity of certain products, which is known as ________.
    A、A) a firm offer
    B、B) a non-firm offer
    C、C) a further order
    D、D) a trial order

57、______ is a definite promise to sell goods at the stated prices, usually within a stated period of time.
    A、A) A firm offer
    B、B) A non-firm offer
    C、C) A further order
    D、D) A trial order

58、______ is not binding upon the sellers, and can be changed or withdrawn by the seller.
    A、A) A firm offer
    B、B) A non-firm offer
    C、C) A further order
    D、D) A trial order

59、A contract that has been agreed upon and signed is ______ in a court of law.
    A、A) arbitrary
    B、B) disputable
    C、C) enforceable
    D、D) vague

60、Which of the following is not a phrase in the negotiation process? ______
    A、A) making clear the objective
    B、B) presenting one’s proposition
    C、C) bargain and compromising
    D、D) delivering the goods

61、When writing a business letter, we should be ____________.
    A、A) brief and to the point
    B、B) lengthy and explicit
    C、C) lengthy and implicit
    D、D) brief and implicit

62、Generally speaking, _______ will follow if the initial order or the trial order is satisfactory to both parties.
    A、A) further orders
    B、B) disputes
    C、C)arbitration
    D、D) litigation

63、In payment in advance method, the entire risk is put on_____.
    A、A) the buyer
    B、B) the seller
    C、C) the opening bank
    D、D) the advising bank

64、Under payment in advance, the importer makes _______ to the supplier before the shipment of goods is done.
    A、A) full payment
    B、B) partial payment
    C、C) no payment
    D、D) most payment

65、In ________, the buyer’s bank undertakes to pay the seller when the terms and conditions have been met.
    A、A) payment in advance
    B、B) open account payment
    C、C) documentary collection
    D、D) L/C

66、If payment of export trade is made by letter of credit, _______ , on receiving the relevant L/C, should first of all make a thorough examination to see whether the clauses set in the L/C are in full conformity with the terms stated in the sales contract.
    A、A) the buyer
    B、B) the issuing bank
    C、C) the advising bank
    D、D) the seller

67、Which of the following factors will not influence the determination of delivery time?
    A、A. time of establishment of the L/C
    B、B. supply of raw materials
    C、C. terms of payment
    D、D. amount of orders to fulfill

68、Which type of transportation is appropriate for perishable or seasonal goods?
    A、A. air transport
    B、B. marine transport
    C、C. rail transport
    D、D. road transport

69、In deciding the date for shipment, considerations must be given to the following except _______.
    A、A. production time
    B、B. types of goods
    C、C. transportation
    D、D. price of goods

70、The first procedure involved in the process of delivery is _________.
    A、A. negotiating the stipulations about delivery
    B、B. ensuring the production of goods
    C、C. transporting the goods to the port of shipment
    D、D. delivering the goods at the port of destination

71、At the beginning of a product presentation, the presenter should state the _______ to help the audience get a general ideal of the presentation.
    A、A objective
    B、B outline
    C、C summary
    D、D features

72、Before a product presentation, the presenter should have a clear idea about the _______ of the presentation.
    A、A effect
    B、B audience
    C、C. structure
    D、D objective

73、Understanding the customers’ _______ is important to a successful product presentation.
    A、A needs
    B、B advice
    C、C psychology
    D、D age

74、What should be avoided when giving a product presentation?
    A、A Smile
    B、B Repetition
    C、C Technical terms
    D、D Slides

75、Which can help to attract the audience’s attention when giving a product presentation?
    A、A Using repetition
    B、B Using pictures and visual aids
    C、C Connecting the audience with the topic
    D、D Keeping the presentation short

76、__________is defined by many marketers as “putting the right product in the right place, at the right price and right time.”
    A、A. Marketing
    B、B. Sales
    C、C. 4Ps
    D、D. Advertising

77、Distribution channel is a way of selling a company's product either directly or via _________.
    A、A. managers
    B、B. customers
    C、C. transportation
    D、D. distributors

78、Marketing shows how to reach to the customers and build long lasting relationship while sales just means selling is the _______ result of marketing.
    A、A. ultimate
    B、B. first
    C、C. last
    D、D. satisfactory

79、Marketing is _______ sales.
    A、A. just
    B、B. only
    C、C. more than
    D、D. above

80、Marketing planning involves designing activities relating to marketing __________ and the changing marketing environment.
    A、A. trends
    B、B. objectives
    C、C. circle
    D、D. focus

81、Marketing plan is a written document that acts as a(n) _________ of marketing objectives for the marketing manager.
    A、A. summary
    B、B. introduction
    C、C. guidebook
    D、D. reflection

82、_________is a projected profit and loss statement (P&L) that forecasts the expected financial outcomes from the plan.
    A、A. Marketing budget
    B、B. Marketing research plan
    C、C. Financial report
    D、D. Research and development report

83、AIDA is an acronym that stands for Attention, Interest, Desire and_______.
    A、A. Action
    B、B. Aim
    C、C. Achievement
    D、D. Ability

84、Unlike television, _____presents the additional disadvantage of limiting advertisers to audio-only advertising.
    A、A. leaflets
    B、B. flyers
    C、C. posters
    D、D. radio

85、The fastest growing media outlet for advertising is the ______.
    A、A. Internet
    B、B. TV
    C、C. posters
    D、D. Special Issue publications

86、Because it is a mass medium capable of being seen by nearly anyone, _____lacks the ability to deliver an advertisement to highly targeted customers compared to other media outlets.
    A、A. radio
    B、B. Internet
    C、C. television
    D、D. poster

87、A company can advertise in a variety of ways, depending on ________and the size and type of audience it wishes to target.
    A、A. how much it wishes to spend
    B、B. how big it is
    C、C. how many subsidiaries it has
    D、D. how fun it is

88、In educational background in a resume, we should introduce our experience in education in recent years, such as ________________.
    A、A. our university
    B、B. our major
    C、C. our hobbies
    D、D. our relevant curriculum

89、In the mode of “STAR”, the letter “T” is used to emphasize____________.
    A、A. one’s organizational goals
    B、B. one’s personal goals
    C、B. one’s organizational results
    D、D. one’s personal results

90、The essential features of publicly held companies include .
    A、A. the ownership of the companies is open to the public.
    B、B. the shares of the companies cannot be purchased or sold by any member of the public.
    C、C. the periodic financial reports of the companies are required by law.
    D、D. the stocks and shares of the companies are freely traded on a stock exchange or in over the counter markets.

91、According to the current classification by SAIC (国家工商总局), the four categories of foreign direct investment in China include .
    A、A. Sino-Foreign Equity Joint Ventur
    B、B. Sino-Foreign Co-operative Joint Venture
    C、C. Wholly Foreign Owned Enterprises
    D、D. Foreign-Funded Companies Limited by Shares

92、Cultural competence refers to .
    A、A. Works effectively with people from all backgrounds.
    B、B. Treats all people with dignity and respect.
    C、C. Is not willing to learn from others.
    D、D. Does not discriminate against any individual or group

93、When making a business call, you should___________.
    A、A. Be friendly and polite.
    B、B. try to put forward “yes” or “no” questions.
    C、C. Be aware of the pitch of your voice.
    D、D. Follow the so-called "3-minute principle".

94、It is very natural that you have to put the caller on hold, then still try to be polite and say:_________________.
    A、A. I'm afraid Mr.X is out at the moment.
    B、B. Could you hold the line, please?
    C、C. Hold on, please. I'll connect you.
    D、D. Just a moment, please.

95、There are a variety of agenda styles but essentially they should contain the following elements: _______.
    A、A. title
    B、B. time
    C、C. date
    D、D. location

96、Why do business people have meetings?
    A、A. There’s more group pressure.
    B、B. Information is available to more people.
    C、C. Different and unexpected ideas can be contributed.
    D、D. Meetings can lead to more imaginative and informed decisions.

97、If a business trip is not necessary, it can be replaced by the following alternatives: _________ .
    A、A. Use a different means of communication.
    B、B. Wait for a more convenient time.
    C、C. Maximize your itinerary.
    D、D. Ask the other party to come to you.

98、Making a positive and honest declaration at customs can help _______.
    A、A. speed up your customs clearance effectively
    B、B. free from security check
    C、C. avoid the relevant penalties for inadvertent violations
    D、D. get some reward

99、When a visitor's request for a meeting cannot be satisfied, the receptionist should ________.
    A、A. see the visitor out
    B、B. apologize
    C、C. make some suggestions
    D、D. explain why

100、In the following, which are not included as the basic elements of a company presentation?
    A、A. greeting and self- introduction
    B、B. Q & A session
    C、C. news conference
    D、D. after-sales meeting

101、A product presentation may be given to _________.
    A、A. customers
    B、B. management
    C、C. sales staff
    D、D. investors

102、When giving a product presentation, what non-verbal communication skills can be used?
    A、A. eye contact
    B、B. smile
    C、C. moving around
    D、D. confident voice

103、There are three Elements in balance sheet, namely .
    A、A. assets
    B、B. liabilities
    C、C. owner’s equity
    D、D. income

104、Income Statement, also known as the “Profit and Loss Statement (P&L)”, is a record of the company’s profitability. It shows of a firm over a period of time.
    A、A. liabilities
    B、B. revenues
    C、C. expenses
    D、D. net income

105、General guidelines for trade fair participation include _____, etc.
    A、A. Setting objectives
    B、B. Getting information
    C、C. Schedule
    D、D. Selection of exhibits

106、Budget planning is part of the careful preparation for trade fair participation, and the costs may include _____, etc.
    A、A. stand rental
    B、B. energy supply
    C、C. stand construction
    D、D. transport

107、The process of participation in a trade fair breaks down into the following phases:___.
    A、A. preparation
    B、B. stand operations
    C、C. follow-up
    D、D. furnishing and design

108、The basic procedure of an inquiry includes _____.
    A、A. Inquiry
    B、B. Offer
    C、C. Counter offer
    D、D. Acceptance

109、Inquiries can be classified into_____.
    A、A. general inquiries
    B、B. special inquiries.
    C、C. specific inquiries
    D、D. complete inquiries

110、Negotiation is a dialogue intended to _________.
    A、A) resolve disputes
    B、B) produce an agreement upon courses of action
    C、C) bargain for individual or collective advantage
    D、D) craft outcomes to satisfy various interests.

111、___________ are successful negotiation tips.
    A、A) Communicate clearly
    B、B) Respect the other person
    C、C) Seek solution from a variety of sources
    D、D) Never compromise

112、A formal order usually contains .
    A、A) name and article number
    B、B) quality and specifications
    C、C) unit price and total amount
    D、D) terms of payment

113、What are the possible reasons for the delays in delivery?
    A、A. Shortage of raw material
    B、B. Late arrival of the carrying vessel
    C、C. Problem with suppliers
    D、D. Late arrival of buyer’s L/C

114、What is the appropriate attitude for the seller toward complaints of delivery problems?
    A、A. Neglecting responsibilities
    B、B. Apologetic
    C、C. Explain the reasons for the problem
    D、D. Take immediate actions to make up

115、A claim can be settled in the following ways:_________.
    A、A. Making a refund
    B、B. compensating for the losses
    C、C. Giving a discount
    D、D. replacing the faulty goods

116、It is important to provide __________ when making a claim.
    A、A proof
    B、B location
    C、C evidence
    D、D date

117、In the body part of an adjustment letter, the writer should _________.
    A、A explain the causes of the problem
    B、B express regret over the troubles caused
    C、C state what measures will be taken to solve the problem
    D、D explain the reasons for the refusal

118、Promotion decisions involve________.
    A、A. Promotion Strategy
    B、B. Advertising
    C、C. Public Relations and Publicity
    D、D. Marketing communication budget

119、Marketing Management process involves___________.
    A、A. Sales
    B、B. Market segmentation
    C、C. Market targeting
    D、D. Market positioning

120、SWOT analysis including _____, _______, _______ and ______ could anticipate important developments that can have an impact, either positive or negative, on the firm.
    A、A. Strengths
    B、B. Weaknesses
    C、C. Opportunities
    D、D. Threats

121、Different positions call for different resumes.

122、When making a brief self-introduction in a job interview, we should introduce our team achievements instead of our own achievements.

123、You had better speak with as many gestures as possible in the job interview.

124、You should ask about the result of your interview immediately to show that you are really interested in this job.

125、During the business call we should stick to the subject and do not allow the conversation to drag out with meaningless chatter.

126、You should try to speak as loud as possible on the phone so as to make yourself heard clearly.

127、In business calls if the person you want is not available, try to leave a message as detailed as possible.

128、As a chairperson, before holding a meeting, you should also decide who should attend and what the purpose of the meeting is.

129、It is not polite of you to begin a meeting five to seven minutes after it was scheduled.

130、It is necessary to stick to the agenda during the meeting.

131、We should have the same views during the meeting.

132、You needn’t use a consistent format when taking minutes.

133、All the countries have the same stipulations on the items to be declared.

134、While checking in, you can’t have any special requirements for the room.

135、While receiving visitors, the receptionist should introduce the executive to the visitor first.

136、While having small talk with the visitor, remember to choose safe topics for your talk.

137、The speaker should be responsible for the content and clarity in a company presentation.

138、Company history, location and key personnel can’t be omitted in the company presentation.

139、A good product presentation should be given from the point of view of the buyers.

140、When giving a product presentation, the presenter usually introduces such information as outlook, size, weight, material, features functions, price, guarantee and warranty.

141、It is unnecessary to have practice before giving a product presentation.

142、When giving a product presentation, eye contact may help to attract the audience’s attention.

143、For publicly held companies, periodic financial reports are required by law.

144、Expenses are outflows of economic resources including cost of goods sold, selling, general and administrative expenses, tax expense, interest expense, etc.

145、Cash Flow Statement is a record of the actual changes in cash compared to the income statement. It shows the firm’s cash inflows and outflows from operations as well as its investments and financing activities.

146、In international trade, an inquiry is usually made by a prospective buyer without engagement.

147、FOB is a trade term requiring the seller to deliver the goods to a named port designated by the buyer.

148、CIF is a trade term requiring the seller to arrange the carriage of goods by sea to a port of destination, and provide the buyer with documents necessary to obtain the goods from the seller.

149、Usually there are two kinds of offers. One is firm offer, the other is non-firm offer.

150、It takes a comparatively long time to reach the customers at trade fairs.

151、Before sending your booth staffers, you need to consider the weather of the place where the trade show is held first.

152、The most valuable thing a trade fair provides is more profits.

153、In the general trading process, the seller makes an inquiry with which the buyer makes an offer.

154、Generally speaking, further orders will follow if the initial order or the trial order is satisfactory to both parties.

155、Negotiation is often conducted by putting forward a position and making concessions to achieve an agreement.

156、During a business negotiation, we should never compromise in any area.

157、Payment in advance does not involve any commercial bank and is therefore expensive.

158、Open account payment takes place when either the importer has a strong credit history or is well-known to the seller.

159、Remittance and collection belong to commercial credit, and letter of credit belongs to banker’s credit.

160、In L/C transactions, the banker is responsible for paying money and tendering documents on behalf of both sides.

161、Quality of goods is one of the factors that influence the determination of delivery time.

162、Clear stipulation of shipment clause is an important condition for the smooth execution of the contract.

163、The port of destination is usually proposed and determined by the seller.

164、If transshipment is allowed, it should also be indicated who pays the cost of transshipment.

165、Claims are always filed by the buyer against the seller.

166、You need to state the problem and specific reasons for being dissatisfied and ask for explanation when making a claim.

167、You should never be angry or accuse the customer when handling a claim.

168、A claim can be refused when there is no reliable evidence provided

169、Marketing is equal to selling products.

170、Marketing Mix consists of four elements:product, price, place and promotion.

171、Appropriate marketing activities could promote sales.

172、Marketing employs the pull strategy in longer term while sales adopt push way in short term.

173、Advertising works best when it’s developed to meet one goal at a time.

174、Handheld devices, such as cellphones, smartphones, portable computers and other wireless devices, make up the growing mobile device market.

175、Indoor billboards are large structures located near transportation points intending to attract the interest of people traveling on roads or public transportation.

176、Advertising cannot serve as a reminder to consumers.

177、Advertisement cannot differentiate the product from its competitors.

178、business etiquette

179、counter offer

180、firm offer

181、withdraw payment

182、annual report

183、non-firm offer

184、FOB (free on board)

185、make inquiries

186、members of the board

187、customer complaints

188、meeting agenda

189、gross profit

190、net profit

191、financial report

192、meeting minutes

193、delivery delay

194、confirm an order

195、trial order

196、sign a contract

197、trade fair

198、long-distance shipment

199、market share

200、balance sheet

商务英语视听说期末试卷

商务英语视听说期末试卷

1、The basic elements in a resume include _______?
    A、A. one’s personal information, educational background, job intention, relevant skills and qualifications, relevant experiences, achievements and rewards and so on
    B、B. one’s personal information, educational background, relevant skills and qualifications
    C、C. one’s name, age, gender, telephone
    D、D. one’s relevant skills and qualifications, relevant experiences, relevant achievements and rewards and so on

2、We should not highlight _________ in our self-introduction.
    A、A. our relevant experiences
    B、B. our hobbies
    C、C. our abilities
    D、D. our personal achievements

3、In the job interview, the interviewer may want to know more about _______ by asking “why do you apply for this post?”
    A、A. your self-awareness
    B、B. your anti-stress ability
    C、C. your career planning
    D、D. your team spirit

4、We can describe our most successful experience with the mode of “STAR”, in which the letter “A” stands for _______.
    A、A. Actions
    B、B. Achievements
    C、C. Abilities
    D、D. Activities

5、In a resume, you should describe your relevant skills, qualifications, experiences, achievements and rewards with __________.
    A、A. as many details as possible
    B、B. as many words as possible
    C、C. some empty words to support
    D、D. some specific statistics to support

6、Which of the following statements is not the advantage of working for a state-owned company?
    A、A. has an edge in terms of stability, management, and career prospects
    B、B. is much easier to get a job
    C、C. is more decent, and would have a better career
    D、D. competition is so fierce that it’s difficult to stand out

7、Which of the following competencies are not included in the “4Cs” of core competencies?
    A、A. critical thinking competence
    B、B. creative competence
    C、C. cultural competence
    D、D. communicative competence

8、The functions of personnel department may exclude .
    A、A. looks after the welfare of the employees
    B、B. hires new employees
    C、C. trains new staff
    D、D. looks for new customers

9、The following statements are usually related to language competence except .
    A、A. speaks and writes clearly and effectively
    B、B. listens to others, correctly interprets messages from others and responds appropriately
    C、C. asks questions to clarify, and exhibits interest in having two-way communication
    D、D. makes better decisions and judgments in complex situations

10、The followings are responsibilities of a sale manager except .
    A、A. researching sales statistics
    B、B. being responsible for the board of directors
    C、C. overseeing all marketing, advertising and promotional activities
    D、D. evaluating customer research, market conditions, competitor data

11、The following statements are usually related to collaborative competence except _________.
    A、A. working collaboratively with colleagues to achieve organizational goals.
    B、B. placing team agenda before personal agenda.
    C、C. showing respect for and understanding of diverse points of view.
    D、D. not being willing to learn from others

12、College students often lack skills that are valued by employers which constitute the important parts of core competencies except _______.
    A、A. critical thinking
    B、B. conflict resolution.
    C、C. commitment
    D、D. creativity

13、A business call should be made ___________.
    A、A. during the holidays
    B、B. during the working hours
    C、C. during the rest time
    D、D. during the dinner time

14、We should not say “________” when we answer the phone.
    A、A. Who is speaking, please?
    B、B. Where are you calling from?
    C、C. Who are you?
    D、D. Who's that?

15、If you ask for someone during a business call, you can use the following expressions except __________.
    A、A. Could I speak to someone in the Sales Department, please?
    B、B. Is someboby in?
    C、C. Hello, is Jack in the office?
    D、D. Please connect me with the Export Department.

16、At the beginning of a business call, you should introduce yourself by _____.
    A、A. saying “Hello, this is xxx from xxx company speaking.”
    B、B. saying “Hello, I am xxx from xxx company speaking. ”
    C、C. waiting to be asked.
    D、D. Just speaking out your name.

17、During the business call, if you are not so sure about the information, you can say the following sentences except _________.
    A、A. “I believe I am right.”
    B、B. “I didn't catch your name. Would you please spell it?”
    C、C. “Could you spell that, please?”
    D、D. “I'd like you to repeat that number, please.”

18、When making preparations for a business call, which of the following is not right? _________.
    A、A. Review written material first.
    B、B. Make a list of all the possible questions and answers.
    C、C. Be clear about what information you need.
    D、D. Pick up the phone immediately in case that you forget.

19、In a business call, if the person you want is not in, you should _______
    A、A. leave a call back number
    B、B. find out when he / she is available
    C、C. ring off the phone
    D、D. ask more about his / her schedule

20、The following is a checklist of major elements essential for meeting effectiveness except _______.
    A、A. purpose and participant
    B、B. structure、agenda、location and time
    C、C. responsibilities and confirmation
    D、D. minutes and refreshments

21、A well-planned agenda, posted ground rules, using a bin and ______ are the four most important keys to running the effective meetings.
    A、A. a minute
    B、B. a summary
    C、C. an introduction
    D、D. the meeting leader

22、There are some of the drawbacks of meetings except ________.
    A、A. More time is required than if one person makes the decisions.
    B、B. There’s more talk (sometimes irrelevant and repetitive).
    C、C. There’s more group pressure.
    D、D. There’re more discussions.

23、_____ is a written record to be kept for future reference.
    A、A. A summary
    B、B. An agenda
    C、C. A recorder
    D、D. A minute

24、During the meeting, what should a chairperson first do?
    A、A. He should first present the purpose of the meeting.
    B、B. He should first focus on the main issues.
    C、C. He should first make a summary at the end of the meeting.
    D、D. He should first give every attendee a chance to contribute.

25、A meeting minute includes the following elements except _______.
    A、A. the name of the organization
    B、B. the place, date and time of the meeting
    C、C. the name of the person presiding
    D、D. all the details

26、If there is no flight or ticket available in your request, you can ask for other choices by saying“_______”.
    A、A. Do you have more tickets?
    B、B. (Are there) any alternatives?
    C、C. Can you arrange a new flight?
    D、D. I’m sorry to hear that.

27、Four aspects are usually considered by the travelers when choosing a hotel: atmosphere, location, services and ______.
    A、A. architecture
    B、B. scale
    C、C. reputation
    D、D. facilities

28、While receiving visitors, a receptionist should first find out _________.
    A、A. what the visitor's name is
    B、B. which company the visitor works for
    C、C. whether the visitor has an appointment
    D、D. what the visitor’s purpose of coming

29、The receptionist should keep a register which includes date, time, name and ________.
    A、A. title
    B、B. the firm the visitor works for
    C、C. purpose of the visit
    D、D. age

30、Which topic is traditionally taboo when talking to strangers?
    A、A. Hobby
    B、B. Weather
    C、C. Current affairs
    D、D. Politics

31、If you really need to go on a business trip, consider the following to plan an efficient trip, except _______.
    A、A. Use a different means of communication
    B、B. Maximize your itinerary
    C、C. Make a checklist of business and personal items you’ll need
    D、D. Copy your schedule

32、Which of following is not something you may experience when going through customs?
    A、A. Being asked several questions.
    B、B. Paying for security check.
    C、C. Accepting routine check.
    D、D. Making a declaration.

33、In the first place, the speaker should do the__________in the company presentation.
    A、A. greeting and self- introduction
    B、B. naming
    C、C. advertising
    D、D. Press Conference

34、A good product presentation can motivate the customers to _______ your product.
    A、A. remember
    B、B. appreciate
    C、C. buy
    D、D. enjoy

35、At the beginning of a product presentation, the presenter should state the _______ to help the audience get a general ideal of the presentation.
    A、A objective
    B、B outline
    C、C summary
    D、D features

36、Understanding the customers’ _______ is important to a successful product presentation.
    A、A needs
    B、B advice
    C、C psychology
    D、D age

37、What should be avoided when giving a product presentation?
    A、A Smile
    B、B Repetition
    C、C Technical terms
    D、D Slides

38、Which of the following is NOT the way to keep a presentation “real”?
    A、A Using anecdotes or stories
    B、B Relating the topic to the audience
    C、C Explain how important the topic is
    D、D Looking at the audience

39、Before a product presentation, the presenter should have a clear idea about the _______ of the presentation.
    A、A effect
    B、B audience
    C、C. structure
    D、D objective

40、1. For every business, which of the following is not included in the three important financial statements?
    A、A. Balance Sheet
    B、B. Income Statement
    C、C. Cash Flow Statement
    D、D. Chairman’s Statement

41、1. Suppose you are the manager of a Chinese company preparing for an interview with a foreign reporter about the company’s business performance, select the items that you would not like to cover in the interview.
    A、A. market share
    B、B. total output
    C、C. profit
    D、D. employee benefits

42、___________measures the profitability of the company during the year. It shows the difference between revenues and expenses.
    A、A. Balance Sheet
    B、B. Income Statement
    C、C. Cash Flow Statement
    D、D. Chairman’s Statement

43、______________is a record of the actual changes in cash compared to the income statement. It shows you where the cash was brought in and where the cash was disbursed.
    A、A . Balance Sheet
    B、B. Income Statement
    C、C. Cash Flow Statement
    D、D. Chairman’s Statement

44、________________create revenues, expenses, gains and losses.
    A、A. Investing activities
    B、B. Operating activities
    C、C. Financing activities
    D、D. None of the above

45、___________ increase and decrease long-term assets.
    A、A. Investing activities
    B、B. Operating activities
    C、C. Financing activities
    D、D. None of the above

46、__________increase and decrease long-term liabilities and equity, including borrowing money and paying off loans.
    A、A. Investing activities
    B、B. Operating activities
    C、C. Financing activities
    D、D. None of the above

47、For many companies, exhibiting at the right trade fairs offers a unique opportunity to expand their business ideas, increase_____ and attract more customers.
    A、A. services
    B、B. brand awareness
    C、C. products
    D、D. products and services

48、Another route to finding the best fairs is to contact _____.
    A、A. customers
    B、B. past attendees
    C、C. regular customers
    D、D. producers

49、If your quotation is competitive, we intend to _____300 sets Butterfly Brand Sewing Machines.
    A、A. book your order for
    B、B. book an order with you for
    C、C. firm an order for
    D、D. confirm your order for

50、It is necessary to _____ the specification ____ the requirements.
    A、A. confirm, to
    B、B. conform, with
    C、C. conform, to
    D、D. confirm, with

51、Expressions such as “Reference price”, “subject to our final confirmation”, “subject to unsold” can be found in a _______ offer.
    A、A. firm
    B、B. non-firm
    C、C. fixed
    D、D. non-fixed

52、It is our hope to promote, _____joint efforts, both trade and friendship to our mutual advantage.
    A、A. with
    B、B. by
    C、C. in
    D、D. upon

53、We shall appreciate _____ this matter your serious consideration.
    A、A. you to give
    B、B. your giving
    C、C. you give
    D、D. your give

54、We can _____ you 250 metric tons of Groundnuts at $1,800 net per M/T C&F EMP for shipment in October.
    A、A. offer
    B、B. quote
    C、C. accept
    D、D. require

55、In reply to your letter of August 15, we are giving you an offer _____.
    A、A. as follow
    B、B. as followings
    C、C. as follows
    D、D. as followe

56、When buyers are not so familiar with the new products or not so convinced by the reputation of the seller, they will make an initial attempt by ordering a small quantity of certain products, which is known as ________.
    A、A) a firm offer
    B、B) a non-firm offer
    C、C) a further order
    D、D) a trial order

57、______ is a definite promise to sell goods at the stated prices, usually within a stated period of time.
    A、A) A firm offer
    B、B) A non-firm offer
    C、C) A further order
    D、D) A trial order

58、______ is not binding upon the sellers, and can be changed or withdrawn by the seller.
    A、A) A firm offer
    B、B) A non-firm offer
    C、C) A further order
    D、D) A trial order

59、A contract that has been agreed upon and signed is ______ in a court of law.
    A、A) arbitrary
    B、B) disputable
    C、C) enforceable
    D、D) vague

60、Which of the following is not a phrase in the negotiation process? ______
    A、A) making clear the objective
    B、B) presenting one’s proposition
    C、C) bargain and compromising
    D、D) delivering the goods

61、When writing a business letter, we should be ____________.
    A、A) brief and to the point
    B、B) lengthy and explicit
    C、C) lengthy and implicit
    D、D) brief and implicit

62、Generally speaking, _______ will follow if the initial order or the trial order is satisfactory to both parties.
    A、A) further orders
    B、B) disputes
    C、C)arbitration
    D、D) litigation

63、In payment in advance method, the entire risk is put on_____.
    A、A) the buyer
    B、B) the seller
    C、C) the opening bank
    D、D) the advising bank

64、Under payment in advance, the importer makes _______ to the supplier before the shipment of goods is done.
    A、A) full payment
    B、B) partial payment
    C、C) no payment
    D、D) most payment

65、In ________, the buyer’s bank undertakes to pay the seller when the terms and conditions have been met.
    A、A) payment in advance
    B、B) open account payment
    C、C) documentary collection
    D、D) L/C

66、If payment of export trade is made by letter of credit, _______ , on receiving the relevant L/C, should first of all make a thorough examination to see whether the clauses set in the L/C are in full conformity with the terms stated in the sales contract.
    A、A) the buyer
    B、B) the issuing bank
    C、C) the advising bank
    D、D) the seller

67、Which of the following factors will not influence the determination of delivery time?
    A、A. time of establishment of the L/C
    B、B. supply of raw materials
    C、C. terms of payment
    D、D. amount of orders to fulfill

68、Which type of transportation is appropriate for perishable or seasonal goods?
    A、A. air transport
    B、B. marine transport
    C、C. rail transport
    D、D. road transport

69、In deciding the date for shipment, considerations must be given to the following except _______.
    A、A. production time
    B、B. types of goods
    C、C. transportation
    D、D. price of goods

70、The first procedure involved in the process of delivery is _________.
    A、A. negotiating the stipulations about delivery
    B、B. ensuring the production of goods
    C、C. transporting the goods to the port of shipment
    D、D. delivering the goods at the port of destination

71、At the beginning of a product presentation, the presenter should state the _______ to help the audience get a general ideal of the presentation.
    A、A objective
    B、B outline
    C、C summary
    D、D features

72、Before a product presentation, the presenter should have a clear idea about the _______ of the presentation.
    A、A effect
    B、B audience
    C、C. structure
    D、D objective

73、Understanding the customers’ _______ is important to a successful product presentation.
    A、A needs
    B、B advice
    C、C psychology
    D、D age

74、What should be avoided when giving a product presentation?
    A、A Smile
    B、B Repetition
    C、C Technical terms
    D、D Slides

75、Which can help to attract the audience’s attention when giving a product presentation?
    A、A Using repetition
    B、B Using pictures and visual aids
    C、C Connecting the audience with the topic
    D、D Keeping the presentation short

76、__________is defined by many marketers as “putting the right product in the right place, at the right price and right time.”
    A、A. Marketing
    B、B. Sales
    C、C. 4Ps
    D、D. Advertising

77、Distribution channel is a way of selling a company's product either directly or via _________.
    A、A. managers
    B、B. customers
    C、C. transportation
    D、D. distributors

78、Marketing shows how to reach to the customers and build long lasting relationship while sales just means selling is the _______ result of marketing.
    A、A. ultimate
    B、B. first
    C、C. last
    D、D. satisfactory

79、Marketing is _______ sales.
    A、A. just
    B、B. only
    C、C. more than
    D、D. above

80、Marketing planning involves designing activities relating to marketing __________ and the changing marketing environment.
    A、A. trends
    B、B. objectives
    C、C. circle
    D、D. focus

81、Marketing plan is a written document that acts as a(n) _________ of marketing objectives for the marketing manager.
    A、A. summary
    B、B. introduction
    C、C. guidebook
    D、D. reflection

82、_________is a projected profit and loss statement (P&L) that forecasts the expected financial outcomes from the plan.
    A、A. Marketing budget
    B、B. Marketing research plan
    C、C. Financial report
    D、D. Research and development report

83、AIDA is an acronym that stands for Attention, Interest, Desire and_______.
    A、A. Action
    B、B. Aim
    C、C. Achievement
    D、D. Ability

84、Unlike television, _____presents the additional disadvantage of limiting advertisers to audio-only advertising.
    A、A. leaflets
    B、B. flyers
    C、C. posters
    D、D. radio

85、The fastest growing media outlet for advertising is the ______.
    A、A. Internet
    B、B. TV
    C、C. posters
    D、D. Special Issue publications

86、Because it is a mass medium capable of being seen by nearly anyone, _____lacks the ability to deliver an advertisement to highly targeted customers compared to other media outlets.
    A、A. radio
    B、B. Internet
    C、C. television
    D、D. poster

87、A company can advertise in a variety of ways, depending on ________and the size and type of audience it wishes to target.
    A、A. how much it wishes to spend
    B、B. how big it is
    C、C. how many subsidiaries it has
    D、D. how fun it is

88、In educational background in a resume, we should introduce our experience in education in recent years, such as ________________.
    A、A. our university
    B、B. our major
    C、C. our hobbies
    D、D. our relevant curriculum

89、In the mode of “STAR”, the letter “T” is used to emphasize____________.
    A、A. one’s organizational goals
    B、B. one’s personal goals
    C、B. one’s organizational results
    D、D. one’s personal results

90、The essential features of publicly held companies include .
    A、A. the ownership of the companies is open to the public.
    B、B. the shares of the companies cannot be purchased or sold by any member of the public.
    C、C. the periodic financial reports of the companies are required by law.
    D、D. the stocks and shares of the companies are freely traded on a stock exchange or in over the counter markets.

91、According to the current classification by SAIC (国家工商总局), the four categories of foreign direct investment in China include .
    A、A. Sino-Foreign Equity Joint Ventur
    B、B. Sino-Foreign Co-operative Joint Venture
    C、C. Wholly Foreign Owned Enterprises
    D、D. Foreign-Funded Companies Limited by Shares

92、Cultural competence refers to .
    A、A. Works effectively with people from all backgrounds.
    B、B. Treats all people with dignity and respect.
    C、C. Is not willing to learn from others.
    D、D. Does not discriminate against any individual or group

93、When making a business call, you should___________.
    A、A. Be friendly and polite.
    B、B. try to put forward “yes” or “no” questions.
    C、C. Be aware of the pitch of your voice.
    D、D. Follow the so-called "3-minute principle".

94、It is very natural that you have to put the caller on hold, then still try to be polite and say:_________________.
    A、A. I'm afraid Mr.X is out at the moment.
    B、B. Could you hold the line, please?
    C、C. Hold on, please. I'll connect you.
    D、D. Just a moment, please.

95、There are a variety of agenda styles but essentially they should contain the following elements: _______.
    A、A. title
    B、B. time
    C、C. date
    D、D. location

96、Why do business people have meetings?
    A、A. There’s more group pressure.
    B、B. Information is available to more people.
    C、C. Different and unexpected ideas can be contributed.
    D、D. Meetings can lead to more imaginative and informed decisions.

97、If a business trip is not necessary, it can be replaced by the following alternatives: _________ .
    A、A. Use a different means of communication.
    B、B. Wait for a more convenient time.
    C、C. Maximize your itinerary.
    D、D. Ask the other party to come to you.

98、Making a positive and honest declaration at customs can help _______.
    A、A. speed up your customs clearance effectively
    B、B. free from security check
    C、C. avoid the relevant penalties for inadvertent violations
    D、D. get some reward

99、When a visitor's request for a meeting cannot be satisfied, the receptionist should ________.
    A、A. see the visitor out
    B、B. apologize
    C、C. make some suggestions
    D、D. explain why

100、In the following, which are not included as the basic elements of a company presentation?
    A、A. greeting and self- introduction
    B、B. Q & A session
    C、C. news conference
    D、D. after-sales meeting

101、A product presentation may be given to _________.
    A、A. customers
    B、B. management
    C、C. sales staff
    D、D. investors

102、When giving a product presentation, what non-verbal communication skills can be used?
    A、A. eye contact
    B、B. smile
    C、C. moving around
    D、D. confident voice

103、There are three Elements in balance sheet, namely .
    A、A. assets
    B、B. liabilities
    C、C. owner’s equity
    D、D. income

104、Income Statement, also known as the “Profit and Loss Statement (P&L)”, is a record of the company’s profitability. It shows of a firm over a period of time.
    A、A. liabilities
    B、B. revenues
    C、C. expenses
    D、D. net income

105、General guidelines for trade fair participation include _____, etc.
    A、A. Setting objectives
    B、B. Getting information
    C、C. Schedule
    D、D. Selection of exhibits

106、Budget planning is part of the careful preparation for trade fair participation, and the costs may include _____, etc.
    A、A. stand rental
    B、B. energy supply
    C、C. stand construction
    D、D. transport

107、The process of participation in a trade fair breaks down into the following phases:___.
    A、A. preparation
    B、B. stand operations
    C、C. follow-up
    D、D. furnishing and design

108、The basic procedure of an inquiry includes _____.
    A、A. Inquiry
    B、B. Offer
    C、C. Counter offer
    D、D. Acceptance

109、Inquiries can be classified into_____.
    A、A. general inquiries
    B、B. special inquiries.
    C、C. specific inquiries
    D、D. complete inquiries

110、Negotiation is a dialogue intended to _________.
    A、A) resolve disputes
    B、B) produce an agreement upon courses of action
    C、C) bargain for individual or collective advantage
    D、D) craft outcomes to satisfy various interests.

111、___________ are successful negotiation tips.
    A、A) Communicate clearly
    B、B) Respect the other person
    C、C) Seek solution from a variety of sources
    D、D) Never compromise

112、A formal order usually contains .
    A、A) name and article number
    B、B) quality and specifications
    C、C) unit price and total amount
    D、D) terms of payment

113、What are the possible reasons for the delays in delivery?
    A、A. Shortage of raw material
    B、B. Late arrival of the carrying vessel
    C、C. Problem with suppliers
    D、D. Late arrival of buyer’s L/C

114、What is the appropriate attitude for the seller toward complaints of delivery problems?
    A、A. Neglecting responsibilities
    B、B. Apologetic
    C、C. Explain the reasons for the problem
    D、D. Take immediate actions to make up

115、A claim can be settled in the following ways:_________.
    A、A. Making a refund
    B、B. compensating for the losses
    C、C. Giving a discount
    D、D. replacing the faulty goods

116、It is important to provide __________ when making a claim.
    A、A proof
    B、B location
    C、C evidence
    D、D date

117、In the body part of an adjustment letter, the writer should _________.
    A、A explain the causes of the problem
    B、B express regret over the troubles caused
    C、C state what measures will be taken to solve the problem
    D、D explain the reasons for the refusal

118、Promotion decisions involve________.
    A、A. Promotion Strategy
    B、B. Advertising
    C、C. Public Relations and Publicity
    D、D. Marketing communication budget

119、Marketing Management process involves___________.
    A、A. Sales
    B、B. Market segmentation
    C、C. Market targeting
    D、D. Market positioning

120、SWOT analysis including _____, _______, _______ and ______ could anticipate important developments that can have an impact, either positive or negative, on the firm.
    A、A. Strengths
    B、B. Weaknesses
    C、C. Opportunities
    D、D. Threats

121、Different positions call for different resumes.

122、When making a brief self-introduction in a job interview, we should introduce our team achievements instead of our own achievements.

123、You had better speak with as many gestures as possible in the job interview.

124、You should ask about the result of your interview immediately to show that you are really interested in this job.

125、During the business call we should stick to the subject and do not allow the conversation to drag out with meaningless chatter.

126、You should try to speak as loud as possible on the phone so as to make yourself heard clearly.

127、In business calls if the person you want is not available, try to leave a message as detailed as possible.

128、As a chairperson, before holding a meeting, you should also decide who should attend and what the purpose of the meeting is.

129、It is not polite of you to begin a meeting five to seven minutes after it was scheduled.

130、It is necessary to stick to the agenda during the meeting.

131、We should have the same views during the meeting.

132、You needn’t use a consistent format when taking minutes.

133、All the countries have the same stipulations on the items to be declared.

134、While checking in, you can’t have any special requirements for the room.

135、While receiving visitors, the receptionist should introduce the executive to the visitor first.

136、While having small talk with the visitor, remember to choose safe topics for your talk.

137、The speaker should be responsible for the content and clarity in a company presentation.

138、Company history, location and key personnel can’t be omitted in the company presentation.

139、A good product presentation should be given from the point of view of the buyers.

140、When giving a product presentation, the presenter usually introduces such information as outlook, size, weight, material, features functions, price, guarantee and warranty.

141、It is unnecessary to have practice before giving a product presentation.

142、When giving a product presentation, eye contact may help to attract the audience’s attention.

143、For publicly held companies, periodic financial reports are required by law.

144、Expenses are outflows of economic resources including cost of goods sold, selling, general and administrative expenses, tax expense, interest expense, etc.

145、Cash Flow Statement is a record of the actual changes in cash compared to the income statement. It shows the firm’s cash inflows and outflows from operations as well as its investments and financing activities.

146、In international trade, an inquiry is usually made by a prospective buyer without engagement.

147、FOB is a trade term requiring the seller to deliver the goods to a named port designated by the buyer.

148、CIF is a trade term requiring the seller to arrange the carriage of goods by sea to a port of destination, and provide the buyer with documents necessary to obtain the goods from the seller.

149、Usually there are two kinds of offers. One is firm offer, the other is non-firm offer.

150、It takes a comparatively long time to reach the customers at trade fairs.

151、Before sending your booth staffers, you need to consider the weather of the place where the trade show is held first.

152、The most valuable thing a trade fair provides is more profits.

153、In the general trading process, the seller makes an inquiry with which the buyer makes an offer.

154、Generally speaking, further orders will follow if the initial order or the trial order is satisfactory to both parties.

155、Negotiation is often conducted by putting forward a position and making concessions to achieve an agreement.

156、During a business negotiation, we should never compromise in any area.

157、Payment in advance does not involve any commercial bank and is therefore expensive.

158、Open account payment takes place when either the importer has a strong credit history or is well-known to the seller.

159、Remittance and collection belong to commercial credit, and letter of credit belongs to banker’s credit.

160、In L/C transactions, the banker is responsible for paying money and tendering documents on behalf of both sides.

161、Quality of goods is one of the factors that influence the determination of delivery time.

162、Clear stipulation of shipment clause is an important condition for the smooth execution of the contract.

163、The port of destination is usually proposed and determined by the seller.

164、If transshipment is allowed, it should also be indicated who pays the cost of transshipment.

165、Claims are always filed by the buyer against the seller.

166、You need to state the problem and specific reasons for being dissatisfied and ask for explanation when making a claim.

167、You should never be angry or accuse the customer when handling a claim.

168、A claim can be refused when there is no reliable evidence provided

169、Marketing is equal to selling products.

170、Marketing Mix consists of four elements:product, price, place and promotion.

171、Appropriate marketing activities could promote sales.

172、Marketing employs the pull strategy in longer term while sales adopt push way in short term.

173、Advertising works best when it’s developed to meet one goal at a time.

174、Handheld devices, such as cellphones, smartphones, portable computers and other wireless devices, make up the growing mobile device market.

175、Indoor billboards are large structures located near transportation points intending to attract the interest of people traveling on roads or public transportation.

176、Advertising cannot serve as a reminder to consumers.

177、Advertisement cannot differentiate the product from its competitors.

178、business etiquette

179、counter offer

180、firm offer

181、withdraw payment

182、annual report

183、non-firm offer

184、FOB (free on board)

185、make inquiries

186、members of the board

187、customer complaints

188、meeting agenda

189、gross profit

190、net profit

191、financial report

192、meeting minutes

193、delivery delay

194、confirm an order

195、trial order

196、sign a contract

197、trade fair

198、long-distance shipment

199、market share

200、balance sheet