國家開放大學(xué)商務(wù)英語4形考題庫

04012商務(wù)英語4形考題庫1、Howwouldyouliketogo?______A.I'llgetintouchwiththerailroadB.I'dliketoflytoFrankfurtforastayoftwodaysC.IexpecttodepartforFrankfurtonSunday,September1st答案：B2、______behalfofVancouverC&SInt'lTradeCorp.,Iampleasedtoinviteyouandyourcolleaguestovisitus.A.ForB.OnC.In答案：B3、______？IexpecttodepartforFrankfurtonSunday,September1st,anytimeafter13:00pm.A.HowwouldyouliketogoB.WhereshallImakehotelreservationC.Whendoyouplantoleave答案：C4、______？Sure,noproblem.First,goseeCindyandtellherwhereyou'regoingandwhen.A.WillthecompanyreimburseeverythingB.WillIusethecardforeverythingC.Canyoufillmein答案：C5、______？Yes,businessclass.A.WillyouflybusinessclassB.WhendoyouplantoleaveC.WhereshallImakehotelreservation答案：A6、Canyoufillme

______?Ineedsomedetailedinformation.A.inB.upC.out答案：A7、HeyKyle,guesswhat!ThebossissendingmetoEuropeforamarketingseminarnextmonth.______You'vebeenitchingtogoonabusinesstripformonths.A.Iamsorrytohearthat.B.Great!Youmustbehappy.C.Sowhat?答案：B8、Ifyouareintending

______justoneSchengencountry,youwillneedtoapplyfortheSchengenvisadirectlywiththeembassyorconsulateofthatparticularcountry.A.tovisitB.visitingC.visited答案：A9、Manyofthebanksandtravelservicesinthewesterncountriesprovideconvenienceforthetravellersbyissuingtraveller's

______.A.checksB.cashC.creditcards答案：A10、Please

______anopenreturnflightfromBarcelonatoFrankfurt.A.paperB.textC.book答案：C11、Theprocessingtime

______perembassy.A.variousB.varietyC.varies答案：C12、Traveller'schecksaregenerally

______smallfacevalue.A.atB.onC.of答案：C13、Travellers,when

______thechecks,havetosignthechecksinthepresenceofthebankorserviceclerks.A.buyB.buyingC.tobuy答案：B14、Weusedto

______cashadvances.A.hadB.havingC.have答案：C15、Youcandownloadandprintoffthe

______online.A.fromB.formC.formal答案：B16、

Canyoufillmein?

（

）A.

你能替代我一下嗎？B.

你能為我填寫嗎？C.

你能向我詳細介紹一下嗎？答案：C17、

Notallrestaurantsacceptthecard.（

）A.

所有酒店都不接受此卡。B.

并非所有酒店都接受此卡。C.

所有酒店接受的不是此卡。答案：B18、

Weusedtohavecashadvances.（

）A.

我們以前是預(yù)支現(xiàn)金。B.

我們使用已有的現(xiàn)金。C.

我們習(xí)慣了預(yù)支現(xiàn)金。答案：A19、

Letmeknowhowyoulikelivingoutofasuitcase.（

）A.

到時候告訴我沒有旅行包你是怎么活下來的。B.

到時候告訴我你是怎么帶著旅行包生活的。C.

到時候告訴我你怎么那么喜歡帶著旅行包生活。答案：B20、

Itisveryprofitablefortheissuingofficestofinancethefundstheycollectbyissuingtraveller’schecks.（

）A.

對發(fā)行機構(gòu)來說，發(fā)行旅行支票提供融資便利是有利可圖的。B.

對發(fā)行機構(gòu)來說，融資有利可圖，他們征集資金，發(fā)行旅行支票。C.

對發(fā)行機構(gòu)來說，征集資金，發(fā)行旅行支票，融資等，都是有利可圖的。答案：A21、完形填空：選擇正確答案，補全文章。HOWTOSCHEDULEYOURVISAAPPOINTMENTPaymentcanbemadewithaUnionPay

debitcardorincash.Youcan

（1）directlythroughthewebsite,theCallCenter,orataCiticbankATM.IfpayingataCiticbankbranch,youcanpaywithaUnionPay

（2）

orwithcash.Ifyouprefertopayincash,theappointmentwebsitewillproduceabankdepositslip

（3）

onthetypeofappointmentforwhichyouhaveregisteredthedepositslipwillindicatehowmuchyoumustpay.Youmustprintthisbank

（4）

,logofftheappointmentsite,proceedtoalocalCiticbankbranch,presentthebankdepositslip,paytherequestedamount,obtainanoriginalbankreceiptforthetransaction,logbackintothe

（5）

,andenterthebankreceiptconfirmationnumberintotherequestedfield.答案：1.pay；2.debitcard；3.based；4.depositslip；5.appointmentsite；22、閱讀理解：根據(jù)文章內(nèi)容，判斷正誤。TRAVELLER’SCHECKManyofthebanksandtravelservicesinwesternprovideaconveniencefortravellersbyissuingtraveller'schecks.Travellers,whenbuyingthechecks,havetosignthechecksinthepresenceofthebankorserviceclerks.Duringthetrip,travellerscancashthechecksfromtheagenciesofthebankorthetravelservicewhenevertheyneedaftertheircounter-signaturesarerecognized.Alotoftravellersliketobuythesechecksastheydon'thavetotakealongmuchcashandworryaboutcounterfeitsignatures.Theagencieswillgetbackthemoneytheyhavepaidbysendingthecheckstotheissuingoffices.Traveller'schecksaregenerallyofsmallfacevalue,suchastenortwentydollars,orfiveortenpounds,formiscellaneouspayments.Thereisnotimelimitfortheircirculationperiod.Itisveryprofitablefortheissuingofficestofinancethefundstheycollectbyissuingtraveller'schecksbecausetheynotonlyreceiveaservicechargefromthecheckbuyers,buttheyalsodon'tneedtopayanyinterestnomatterhowlongthechecksremainincirculationbeforeclearing.Thisiswhybanksandtravelservicesarewillingtoprovidethisconvenience.（1）

Itisconvenientforthetravellerstotravelaroundtheworldasmanybanksandtravelservicesissuetravellers'checks.答案：正確（2）

Therearenosignaturesoftravellerswhohaveboughtthechecks.答案：錯誤（3）

Quiteafewtravellersliketobuythechecks.答案：正確（4）

Travellersdonotworryaboutthecirculationperiodofthechecksasthereisnotimelimitforit.答案：正確（5）

Banksandtravelservicesarereluctanttoprovidetravellers'checks.答案：錯誤23、閱讀理解：根據(jù)文章內(nèi)容，完成選擇題。SCHENGENVISAAPPLICATIONSTEPSIdentifythecountryorcountriesyouwillbetravellingto.Itisparticularlyimportanttoknowwhichcountriesyouaretravellingtobecauseitdetermineswhereandhowyouaregoingtosendyourapplication.●IfyouareintendingtovisitjustoneSchengencountry,youwillneedtoapplyfortheSchengenvisadirectlywiththeembassyorconsulateofthatparticularcountry.●IfyouareintendingtovisittwoormoreSchengencountries,yourapplicationmustbesenttotheembassyorconsulateofthecountrythatshallbeyourmaindestination.●IfyouareintendingtovisitseveralSchengencountries,butdonothaveamaindestination,youshouldapplyforthevisaattheembassyorconsulateofthefirstSchengencountryonyourtravelitinerary.FilloutanapplicationformbeforehandtoobtainaSchengenvisa.Youcandownloadandprintofftheformonline.PreparealltherequirementsforyourSchengenvisaapplication.Dependingontheconsulateorembassy,youarerequiredtoshowthefollowingdocuments:●Avalidnationalpassport●Evidenceshowingthepurposeofyourtrip(e.g.hotelreservations)●Proofofmedicalinsurance●Around-triptravelticket●ProofoffundsChecktheprocessingtimetoensureyougetyourSchengenvisaontime.Theprocessingtimevariesperembassy,soitisimportanttotaketheprocessingtimeintoaccountwhenplanningyourtrip.（1）

Thispassageismainlyabout

（

）.A.whatisaSchengenvisaB.whocanapplyforaSchengenvisaC.howtoapplyforaSchengenvisa答案：C（2）

IfyouareintendingtovisittwoormoreSchengencountries,youwillneedtosendyourapplication

（

）.A.totheembassyorconsulateofthecountrythatshallbeyourmaindestinationB.directlywiththeembassyorconsulateofthatparticularcountryC.totheembassyorconsulateofthefirstSchengencountryonyourtravelitinerary答案：A（3）

Youcandownloadandprintofftheform

（

）.A.viayourphoneB.ontheInternetC.byyourfriends答案：B（4）

YouarerequiredtoshowthefollowingdocumentsEXCEPT

（

）A.around-triptravelticketB.avalidnationalpassportC.abirthcertificate答案：C（5）

Theprocessingtimeis

（

）

perembassy.A.differentB.thesameC.similar答案：A24、Hello,isthatSailMovingCompany?______？A.Yes,thisisJackspeaking.Thanksforcalling.WhatcanwedoforyouB.Yes,I'mJack.Thanksforcalling.WhatcanwedoforyouC.Yes,speaking.WhatcanIdoforyou答案：A25、Howdoyoucalculatethefeeifweaskyoutomovetheofficefurniture?______.A.Wecangiveyoua10%discountB.Sorry,wearenotavailablethesedaysC.Thecostdependsonthefloortomoveto,thedistancebetweentwoplacesandtheamountofthefurnituretomove答案：C26、Theclientsaidhehadtosendamonitorbackthreetimesbeforetheproblemwassolved.Doyouhaveareasonforthis?______.A.Well,IwonderwhethertherecentlayoffsareaffectingthequalityofourcustomerserviceB.Whatdoyouthink?ButIhavenoideaC.That'stheclient'sownproblem,Iguess答案：A27、Whatdoesthecustomer'scomplaintsay?______.A.Hesayshewillwriteusathank-youletterB.Hesayshehasn'tgottenbackthemonitorforrepairsC.Hewantstoknowwhetherwecouldgivehimadiscount答案：B28、Whatisthedistancebetweenthenewbuildingandyouroffice?______.A.ItisneartothebusstopB.Itisabout15kilometersC.Itisveryclose答案：B29、______

thesituationmaybe,makesurethatyoudon'tleaveyourcustomerwithanunansweredquestion.A.WhateverB.WheneverC.However答案：A30、Customersoftenremain

______

toabusinessthathasexcellentserviceeveniftheirpricesarehigh.A.loyalB.loyallyC.loyalty答案：A31、Customerswon'tfindstoreclerkssittingaround

______

.A.watchingTVorplayingcardsB.towatchTVorplaycardsC.watchingTVortoplaycards答案：A32、Ifanyofthearticlesaredamagedduringmove,youmaymakea

______

forcompensationwithourcompany.A.requestB.demandC.claim答案：C33、Ifthingshave

______

,thepersonyou'retalkingtowillwanttoknowthereasons.A.gotupB.gonewrongC.turneddown答案：B34、Lookingyourcustomersintheeyeshowsthatwearelisteningtothemandhearing

______

.A.whyaretheysaying

B.howaretheysayingC.whattheyaresaying答案：A35、Someofthecustomers'complaintsseem

______

.A.inacceptableB.unacceptableC.unaccepted答案：B36、Somestoresevenoffer

______

lanesforcustomerswith10itemsorlesstocheckoutquickly.A.expireB.expressC.exact答案：B37、TheAmericanideaofcustomerserviceis

______

eachcustomerthecenterofattention.A.madeB.tomakeC.make答案：B38、Thecustomerservicerepresentativewilloftenallowcustomerstoexchangetheproducttheyboughtorreturnitforafull

______

.A.compensationB.repayC.refund答案：C39、

TheAmericanideaofcustomserviceistomakeeachcustomerthecenterofattention.（

）A.

美式客服理念認為每位客戶都是關(guān)注的焦點。B.

美國的客戶都有以自己為中心的想法。C.

美國的客戶服務(wù)人員都有以客戶為中心的想法。答案：A40、

Manyproductscomewithamoney-backguarantee.（

）A.

許多產(chǎn)品都要先付款得以保障。B.

許多產(chǎn)品都有退款承諾。C.

許多產(chǎn)品都要退款。答案：B41、

Makesuretolookyourcustomersintheeye.（

）A.確保要把顧客像眼睛一樣珍視。B.確保把顧客看在眼睛里。C.確保要直視顧客的眼睛。答案：C42、

Alwayslookforwaystogoaboveandbeyondtheexpectationsofyourcustomers.（

）A.

一定要想方設(shè)法，超越顧客的期望。B.

一定要尋求在顧客期待之外的想法。C.

總是要尋找達到顧客期望的方法。答案：A43、

Theworstthingisthatyoudiscoveredatthelastmomentthereweremissingpartsintheorderbeforeshipment.（

）A.

最糟糕的事情是，在裝船之前的最后時刻，你發(fā)現(xiàn)訂單貨物有遺漏。B.

最糟糕的事情是到了最后一刻還沒有裝船。C.

最糟糕的事情是在裝船前的最后一刻，你有所發(fā)現(xiàn)。答案：A44、完形填空：選擇正確答案，補全文章。Customerserviceistheserviceorcarethataconsumerreceivesbefore,duringandafterapurchase.It'soneofthefactorsthatcome

intoplaywhenaconsumerisdeterminingbuyingvalue,theotheristhequalityoftheproductorservicethatisbeing

（1）

.Consumersoftenmustencounteranexperiencetonotonlybeasatisfiedcustomer,butaloyalcustomer.Customerserviceisapartofthatexperience.Topnotchservicewillcreate

（2）

andareturningcustomer,whichiswhatweallmuststrivefor.Excellentcustomerserviceis

（3）

tobusinessestoday.It'sacomponentthatisoftenmissing,unfortunately.Howdoyouprovidegreatcustomerservice?Alwaysmakeyourcustomera

（4）

Greettheminafriendlymanner,whetherthatbeviatelephone,emailorinperson.Letthemknowyouaretheretohelpandthatyouwilltakecareofthem,notonlybeforethesalebutafteraswell.Afterall,inathrivingbusinesscustomersarenot

（5）

it'sarequirementforbusinessestosurvive.選自：/od/pl...ustomer-Service.htm答案：1.offered；2.loyalty；3.vital；4.priority；5.optional；45、閱讀理解：根據(jù)文章內(nèi)容，把每一段和其所談?wù)摰脑掝}相匹配。CUSTOMERSERVICE

TheAmericanideaofcustomerserviceistomakeeachcustomerthecenterofattention.Andwhereveryougo,goodcustomerservicemeansmakingcustomersfeelspecial.（1）

Whencustomersgettoastore,theyaretreatedashonoredguests.Customersdon’tusuallyfindstoreclerkssittingaroundwatchingTVorplayingcards.Instead,theclerksgreetthemwarmlyandoffertohelpthemfindwhattheywant.Customersusuallydon’thavetoaskhowmuchitemscost,sincepricesareclearlymarked.（2）

Whencustomersarereadytocheckout,theycangotothenearestandshortestcheckoutlane.Goodstoresopennewcheckoutlaneswhenthelineupsgettoolong.Someevenofferexpresslanesforcustomerswith10itemsorless.Aftertheypayfortheirpurchases,customersreceiveasmileandawarm“thankyouandhaveaniceday”fromtheclerk.（3）

InAmerica,customerservicecontinueslongafterthesale.Manyproductscomewithamoney-backguarantee.Expensiveitemslikecars,computersorstereosoftenhaveawarrantythatensurestrouble-freeuseforaperiodofayearormore.Advertisementsregularlyincludethemotto,“Yoursatisfactionisguaranteed”.Soifthereisaproblemwiththeproduct,customerscantakeitback.Thecustomerservicerepresentativewilloftenallowthemtoexchangetheitemorreturnitforafullrefund.（4）

CustomerserviceinAmericagrowsoutofthebeliefthat“thecustomerisalwaysright”.Ifapersonreceivespoorservicefromastore,heprobablywillavoidshoppingthereinthefuture.Ontheotherhand,customersoftenremainloyaltoabusinessthathasexcellentserviceeveniftheirpricesarehigh.（5）答案：1.theAmericanideaofcustomerservice；2.honoredguest；3.checkoutservice；4.satisfactionguaranteed；5.customerloyalty；46、閱讀理解：根據(jù)文章內(nèi)容，判斷正誤。THEFEELGOODFACTORINCUSTOMERSERVICEAchallengeinworkingincustomerserviceistoensurethatyouhavefocusedyourattentionontherightkeyareas,measuredbytherightKeyPerformanceIndicator(KPI).OneofthemostimportantaspectsofacustomerserviceKPIiswhatisoftenreferredtoasthe“FeelGoodFactor”.Basicallythegoalisnotonlytohelpthecustomerhaveagoodexperience,buttoofferanexperiencethatexceedsexpectations.Severalkeypointsarelistedasfollows:Knowwhatproducts/serviceyouareofferingfrombacktofront.Inotherwords,beaninformationexpert.Itisokaytosay“Idon’tknow”,butitshouldalwaysbefollowedupby“butletmefindout”orpossibly“butthispersonwillbeabletoassistyou”.Whateverthesituationmaybe,makesurethatyoudon’tleaveyourcustomerwithanunansweredquestion.Mostofthecommunicationthatyourelaytoothersisdonethroughbodylanguage.Ifyouhavenegativebodylanguagewhenyoucommunicatewithothers,itshowsthatyoudon'tcare.Twoofthemostimportantaspectsofpositivebodylanguagearesmilingandeyecontact.Makesuretolookyourcustomersintheeye.Itshowsthatwearelisteningtothemandhearingwhattheyaresaying.Andofcoursesmilingismoreinvitingthanablanklookorfrown.Nothingsurprisesyourcustomersmorethananemployeegoingtheextramiletohelpthem.Alwayslookforwaystogoaboveandbeyondtheexpectationsofyourcustomers.Indoingso,ithelpsthemtoknowthatyoucareanditwillleavethemwiththe“FeelGoodFactor”thatyouaresearchingfor.（1）

Thegoalofcustomerserviceistogivecustomersanexperiencethatmeetstheirexpectations.答案：錯誤（2）

Leaveyourcustomerwithanunansweredquestionisunacceptable.答案：正確（3）

Bothpositivebodylanguageandnegativebodylanguagearenecessaryincustomerservice.答案：錯誤（4）

Eyecontactisoneofthemostimportantaspectsofpositivebodylanguage.答案：正確（5）

Theunderlined“goingtheextramiletohelpthem”inthelastparagraphmeans“goingalongwaytohelpthem”.答案：錯誤47、Couldyoubesokindastoturndownthatrock“n”roll?I'mpreparingfortomorrow'smeetingreport.______.A.It'snoneofyoubusinessB.No,Idon'tthinksoC.Sure.Sorrytodisturbyou答案：C48、______

hasgoodreputationwillsoonerorlaterbesuccessfulinhisbusiness.A.WhateverB.WhoeverC.Whichever答案：B49、Althoughhehassoughttofindapeaceful

______,heisfacingmorepressurefromhisbusinessrivals.A.soluteB.solveC.solution答案：C50、Atthesametime,thenegotiatorkeepsthingssecret

______

wouldlimithis/herabilitytonegotiate.A.whoB.whatC.that答案：C51、Hello,thisisLucasBowen.I'dliketoordersomemachines.—______.Whendoyouneedthem?A.Sorry,IambusyB.NoproblemC.No,youcandoitonline答案：B52、I'llalsothrowinthediscountof10%onyourupfrontdeposit.Whatdoyouthinkaboutthissuggestion?______.A.Ok,Ithinkwe'vebothhavedoneourbestforthisB.No,thesuggestionistoobadC.Ok,youwillbenefitmorethanus答案：A53、I'llbeawayonabusinesstrip.Wouldyoumindsigningformyexpressdelivery?______.A.havenotimeB.I'drathernotC.I'dbehappyto答案：C54、Inbusiness，whateveryoudo,donot

______

illegalbenefit.A.chaseB.chooseC.challenge答案：A55、Okaythen,sotoconfirm:a6%discountbutyoupayalltheshippingandinstallationcosts.______.I'llcallyoutomorrow.A.Sorry,it'snotclearB.ThatsoundsallrightC.Sorry,wedidn'tdiscussaboutthat答案：B56、Thatmightbeacceptable

______

youhandletheinsurancefees.A.ifB.whetherC.evenif答案：A57、Theirskilland

______

hasgotthemonthesalesteam.A.lazinessB.discourageC.enthusiasm答案：C58、Theywantedto

______

adiscussiononeconomics.A.initiativeB.initiateC.initial答案：B59、Toattractinvestors,thegovernmenthas

______

itstaxandlaborlaws.A.adaptedB.appliedC.adjusted答案：C60、Wecan'tmanagethat

______

youpayfortheinstallation.A.ifB.untilC.unless答案：C61、Whentherestoftheroom

______

emotional,staycoolanduselogictonegotiateandclose.A.getB.getsC.got答案：B62、

Byunderstandinghownon-verbalcommunicationworks,anegotiatormustbeabletounderstandtheinformationtheotherparticipantsaregivingoutnon-verbally.A．通過理解非語言性交際如何起作用，談判者一定能夠理解其他參與者透露的非語言性信息。B．要理解非語言性交際如何運行，談判者必須理解其他參與者給出的非語言性信息。C.

通過理解非語言性交際是如何工作的，談判者必需能夠理解其他參與者非語言性地給出的信息。答案：A63、

Lookthepersonintheeyewithhonestyandrespect.A．用誠實和尊敬看待這個人。B．誠實而尊敬地注視這個人。C．誠實并尊敬地用眼看這個人。答案：B64、

Ifpossible,itmaybehelpfulfornegotiationpartnerstospendtimetogetherinacomfortableatmosphereoutsideofthenegotiationroom.A.

如果有可能，可以幫助談判雙方花時間一起在談判室以外的舒適氛圍中。B.

如果有可能，讓談判雙方花時間一起處于談判室以外的舒適氛圍，可能會有幫助的。C.

如果有可能，談判雙方花時間一起在談判室以外的舒適的環(huán)境中，肯定會有幫助的。答案：B65、

Thisisbecausewhoevercontrolsthestartofthenegotiationstendstocontrolwheretheyend.A．這是因為無論哪一方掌控了談判的開始，往往都會將談判導(dǎo)致結(jié)束。B．這是因為無論誰曾經(jīng)掌握了談判的開始，趨勢都會主導(dǎo)談判的地點。C．這是因為無論誰控制了談判的開始，誰往往就能掌控談判的結(jié)果。答案：C66、

Thenegotiationtablecanbeloadedwithagendas,egosandemotions.A．談判桌承載著議事日程，自我意識和各種情緒。B．談判桌負荷著議事日程，自尊心和不同情緒。C．談判桌充滿了議事日程，自我意識和情感。答案：A67、完形填空：選擇正確答案，補全文章。Anotherexampleisreadingnon-verbalcommunication.

（1）

readthenon-verbalcommunicationofanotherpersoncanbeagreatassetinthecommunicationprocess.Bybeingaware

（2）

differentsignsandexpressions

（3）

apersongivesverballyandnon-verbally,anegotiatorcanadjusthis/herapproachandthenegotiationcangosmoothly.If

（4）

,itmaybehelpfulfornegotiationpartnerstospendtimetogetherinacomfortableatmosphereoutsideofthenegotiationroom.Beingfamiliarwithanotherpersonhelpsyouto

（5）

thedifferencesbetweenverbalandnon-verbalcommunicationwithinthenegotiationatmosphere.答案：1.Beingableto；2.of；3.that；4.possible；5.sense；68、閱讀理解：根據(jù)文章內(nèi)容，判斷正誤。THEGOLDENRULESOFNEGOTIATINGTheartofnegotiatingisadifficultskillformostofus,evengoodsalespeople.Herearethreegoldenrulesforyoutofollow:69、

ALWAYSSTARTTHENEGOTIATIONS.Youmustinitiatetheprocess.Thisisbecausewhoevercontrolsthestartofthenegotiationstendstocontrolwheretheyend.Ifyoulettheotherpartystartnegotiations,youwillbeconstantlygivingupcontrol,oftenwithoutevenrealizingit.Forinstance,whenyouasksomeonewhathisprojectbudgetis,youareallowinghimtostartthenegotiations.Youwillthenspendyourtimechasinghisnumberratherthanfindingthebestsolution.So,neverlettheotherpartycontrolthenegotiations.2.ALWAYSNEGOTIATEINWRITING.Thepurposeofnegotiationsistoarriveataformalwrittenagreement,nottellastoryorspendtimetalking.Fromthefirstmomentyoubeginaproposal,youshouldcreateadocumentandtakeittotheclient.Itwillincludeallthepointsofagreementandbecomerealtotheprospectivecustomer.Negotiatingfirstandthenhavingtocreateadocumentaddsunnecessarytimetoatransaction.Butifyoubuildyourwrittenagreementasyounegotiate,youarepreparedtoaskforasignaturethemomentthedecisiontobuyismade.3.ALWAYSSTAYCOOL.Thenegotiationtablecanbeloadedwithagendas,egosandemotions.Greatnegotiatorsknowhowtostaycool,providingleadershipandsolutions,whiletherestoftheroombecomesinsanelyinvestedinpersonalagendasanduselessemotions.Crying,gettingangryandblowingoffsteammaymakeyoufeelgood,butsuchbehaviorwillnotbenefityouwhilenegotiating.Whentherestoftheroomgetsemotional,staycoolanduselogictonegotiateandclose.（1）

Ifyoulettheotherpartystartnegotiations,youwillbecompletelygraspthecontrol,oftenwithoutevenrealizingit.答案：錯誤（2）

So,neverletbothpartiescontrolthenegotiations.答案：錯誤（3）

Negotiatingfirstandthenhavingtocreateadocumentdoesn’tneednecessarytimetoatransaction.答案：正確（4）

Greatnegotiatorsknowhowtostaycool,providingleadershipandsolutions,whiletherestoftheroombecomeswildorhelplessduringthenegotiation.答案：正確（5）

Whentherestoftheroomgetsoutofcontrol,staycoolanduselogictonegotiateandclose.答案：錯誤70、閱讀理解：根據(jù)文章內(nèi)容，選擇正確答案。Emotionsplayanimportantpartinthenegotiationprocess,althoughitisonlyinrecentyearsthattheireffectisbeingstudied.Emotionshavethepotentialtoplayeitherapositiveornegativeroleinnegotiation.Duringnegotiations,thedecisionastowhetherornottosettlerestsinpartonemotionalfactors.Negativeemotionscancauseintenseandevenirrationalbehavior,andcancauseconflictsandnegotiationstobreakdown,butmaybeinstrumentalinattainingconcessions.Ontheotherhand,positiveemotionsoftenfacilitatereachinganagreementandhelptomaximizejointgains,butcanalsobeinstrumentalinattainingconcessions.Positiveandnegativediscreteemotionscanbestrategicallydisplayedtoinfluencetaskandrelationaloutcomesandmayplayoutdifferentlyacrossculturalboundaries.（1）

Emotionsplayanimportantroleduringthenegotiation,althoughtheireffectisbeingstudiedjust

（）.A.atthebeginningofnegotiationpracticeB.duringthenegotiationprocessC.notlongbefore答案：C（2）

Negativeemotionsmay

（）

makeconcessions.A.behelpfultoB.beharmfultoC.benothingto答案：A（3）

Duringnegotiations,thedecisionastowhetherornottosettledependsinpartonemotionalfactors.（）A.totallyB.tosomeextendC.completelynot答案：B（4）

Attainingconcessionscanbedone

（）.A.onlybynegativeemotionsB.onlybypositiveemotionsC.bybothnegativeandpositiveemotions答案：C（5）

Indifferentcultures,negotiatorsshoulduse

（）

strategiestoshowpositiveandnegativeemotions.A.thesameB.differentC.no答案：A71、Betty,we'llhaveabuffetpartynextSaturday.Willyoujoinus?______

,Susan.Thankyou!A.I'dloveto

B.I'mafraidnotC.Bynomeans答案：A72、Ihadareallygoodweekendattheseaside.______.A.Oh,that'sveryniceofyouB.Oh,I'mgladtohearthatC.It'sapleasure答案：B73、Amongthecritiqueswereallegations

______

somefranchiseusesitspoliticalinfluencetoincreaseitsprofits.A.whichB.whatC.that答案：C74、HowwasyourtriptoLondon,Jane?______.A.Oh,wonderfulindeedB.ByplaneandbybusC.Theguideshowedmetheway答案：A75、Iamgoingtoaskforapayrise.______.A.Idon'tthinkyouareworthB.LetmepayforitC.Ithinkyoumaytalktoyourboss答案：C76、Itshould

______

thatfranchisingisoneofthemeansavailableforgettinginvestmentmoneywithoutgivingupcontrolofthechainoperationandbuildingadistributionsystemforservicingit.A.recognizeB.berecognizingC.berecognized答案：C77、Someinthemarketnowwantgovernment

______

inordertoreducecosts.A.regulationB.regulateC.regular答案：A78、Someofthe

______

solutionswillsupporttheserequirementsbetteratthemoment.A.propertyB.prosperityC.proprietary答案：C79、Thanksforinvitingme,John,butI'vealreadymadeotherplans.______.Maybeanothertime.A.IhopeyouenjoyitB.That'sgoodC.Oh!I'msorrytohearthat答案：C80、Theexecutiveteamhavetoholdanurgentmeeting

______

theyseethebadmarketfeedback.A.beforeB.becauseC.whether答案：B81、Thefranchisor

______

thefranchiseeshouldobservetheregulationstomakethebusinessgowell.A.orB.aswellasC.either答案：B82、Theinstructiondescribescompletelythe

______

anditssafetybasis.A.facultyB.facilitateC.facility答案：C83、Trademarks,proprietaryservicemarksandregulationsneed

______

carefully.A.tobeobservedB.beobservedC.beingobserved答案：A84、Wedidn'tunderstandhowdifficultitwasto

______

suchabreakfast.A.districtB.distributeC.distract答案：B85、Whiletheotherpeople

______

anddiscussedtheproblemtogether,Tedignoredthem.A.interactedB.intensiveC.interviewed答案：A86、

Thefranchiseecangetmoremoneythanadirectemployeebecauseheorshehasavitalinterestinthebusiness.

（）A．因為特許經(jīng)營者在公司中有切身利益，他/她能夠比直屬雇員賺更多的錢。B．特許經(jīng)營人能夠比直屬雇員賺更多的錢，因為他/她在公司中有重要的興趣。C.

特許經(jīng)營人能夠比雇員直接賺更多的錢，因為他/她在公司中有關(guān)鍵的利益。答案：A87、

Itissaidabout4%ofallbusinessesintheUnitedStatesarefranchisee-worked.

（）A．據(jù)說美國所有的貿(mào)易中，4%都是特許經(jīng)營工作的。B．它說美國所有的商業(yè)中，4%都是特許經(jīng)營的。C．據(jù)說美國所有的商家中，4%都是特許經(jīng)營的。答案：C88、

ButfranchisorrulesareusuallyverystrictintheUSaswellasinmostothercountries.

（）A．但是授權(quán)特許經(jīng)營者非常嚴格，在美國與其他大多數(shù)國家一樣。B．但是在美國授權(quán)特許經(jīng)營者的規(guī)則與其他大多數(shù)國家的一樣，非常嚴格。C．但是授權(quán)特許經(jīng)營者的規(guī)則在美國與其他大多數(shù)國家一樣好，非常嚴格。答案：B89、

Don'truleoutabusinesswithoutlearningorseeingwhattheday-to-daywilllooklike.

（）A．如果沒有學(xué)習(xí)和看到公司的日期，就不要規(guī)定一個公司。B．不了解或看到公司的日期表，就不要控制一個公司。C．如果不了解或看到公司的日常情況，就不要排除一個公司。答案：C90、

Tobehonest,aftermanyyearsofhardwork,tearsanddisagreements,Ihavemadeitthrough.（）A．說實話，經(jīng)過多年的艱苦工作、淚水和意見分歧，我還是渡過了難關(guān)。B．經(jīng)過多年的艱苦工作、淚水、意見分歧和講誠信，我還是將它通過了。C．要講誠信，經(jīng)過多年的艱苦工作、淚水和意見分歧，我還是穿越了它。答案：A91、閱讀理解：根據(jù)上下文，補全對話內(nèi)容。A.itdoesn'tsoundtoocomplicatedB.ThenwhataboutthequalificationsofafranchiseeC.Sure,whatdoyouwanttoknowD.ThankyouverymuchforalltheinformationE.couldyoutellmehowlongafranchisecontractwilllastAdawantstodofranchisebusinessandturnstoBillforsomeinformationaboutfranchisebusiness.ADA:Hi,Bill.Iamreallyinterestedinfranchisingopportunities.Wouldyoubeabletogivemesomeadvice?BILL:

（1）

?ADA:Ok,first,whatarethequalificationsthatafranchisorshouldhave?BILL:Generallyspeaking,afranchisorshouldbeawell-developedcompanywithbusinessresourcessuchasatrademark,tradenameandbusinessmodel.ADA:

（2）

?BILL:Afranchiseeshouldhavethenecessaryfunds,work