剑桥商务英语中级考试指导

下面是小编整理的剑桥商务英语中级考试指导，本文共6篇，欢迎大家阅读分享借鉴，希望对大家有所帮助。本文原稿由网友“茹汐然”提供。

篇1：剑桥商务英语中级考试指导

1.商务英语中级考试指导：怎样和同事相处

Office protocol can make it difficult for one employee to ask another for help. While no one likes the shirker who never seems to be able to quite get his own projects finished and turns helplessly to peers for assistance, most will willingly volunteer to lend a hand to someone who has helped him or her before.

勤劳肯干总不是错的。

If you know a coworker is working through lunch on a large client packet, your volunteering to stay and help will be gratefully received and most often returned when it's you who is stuck. I say voluntarily because your offer does not add up paid overtime hours. It is only helping a peer in need.

这种帮助无异于雪中送炭。不要计较太多，你的善心会得到回报的。

If your offer is accepted, you do not, however, store it away in your mental favor bank or ever remind everyone what a good person you were for helping--you simply hope the favor will be returned when it's you who is overloaded.

一旦你的好意被接受，不要刻意地老记着或提醒每个人您曾如何地帮助过他们--在你遇到力不从心的情况下总会有人回报你的。

2.商务英语中级指导：请求建立商业关系

Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply.

Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。 如价格公道，本公司必大额订购。 烦请早日赐复。 此致

3.商务英语中级指导：回复对方建立商业关系的请求

Thank your for your letter of the 16th of this month. We shall be glad to enter into business

relations with your company. In compliance with your request, we are sending you, under separate

cover, our latest catalogue and price list covering our export range. Payment should be made by

irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us.

本月16日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。

款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。 此致 敬礼

4. 商务英语中级指导：请求担任独家代理

We would like to inform you that we act on a sole agency basis fora number of manufacturers.

We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types

of household linen. Until now , we have been working with your textiles department and our

collaboration has proved to be mutually beneficial. Please refer to them for any information regarding

our company. We are very interested in an exclusive arrangement with your factoryfor the promotion

of your products in Bahrain. We look forward to your early reply. `

本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。

与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。

盼望能成为贵公司独家代理，促销在巴林市场的货品。 上述建议，烦请早日赐复，

以便进一步联系合作。 此致 敬礼

5. 商务英语中级指导：拒绝对方担任独家代理

Thank you for your letter of 1 September suggesting that we grant you a sole agency

for our household linens. I regret to say that, at this stage ,such an arrangement would

berather premature. We would, however, be willing to engage in a trial collaboration

with you company to see how the arrangement works. It would be necessary for

you to test the market for our productsat you end. You would also have to build

up a much larger turnover tojustify a sole agency. We enclose price lists covering

all the products you are interested in and look forward to hearing from you soon.

9月1日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成熟，不能应允该安排深感抱歉。 然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查， 研究是否可扩大现有之营业额。奉上该货品之报价单，敬希查照。专此候复。此致 敬礼

篇2：剑桥商务英语中级口语指导

bec中级口语指导(1)

WHAT IS IMPORTANT WHEN ……?

Aiming to increase staff productivity

Offering bonuses

Creating a pleasant environment

【词汇&短语】

决策层 executive suite 竞争优势 competitive edge

举止优雅的，改良的，精致的 fefined

【句型点击】

中途打断对方

…. Sorry, but….

Just a moment, but…

Sorry to interrupt, but…

Excuse me, may I interrupt?

【参考范例】

There are some tips about how to motivate staff and boost employee productivity. First of all, offering bonuses is a commonly-used way of praise, recognition and reward for achievements and successes, which will enhance the performance of employee greatly. Money satisfies needs and it can stimulate people to work harder.

A pleasant working environment is created to allow employees to take the initiative to get things done their way, while still working together as a team for the overall good of the company. Working happily and freely is equipped with more energy, less mistakes and better decisions.

Another way to motivate employees is to ensure the employees feel that they have an important role in the overall outcome of a company’s goal and have a big chance for advancement in their career to climb the corporate ladder until they reach the executive suite, which is an effective way to increase employee job satisfaction and productivity.

Besides, staff training can help all staff develop their own skills and understand the importance of their duties in the company. Well-trained staff with refined skills will cultivate loyalty through satisfied employees, maintain workplace productivity and give the company a strong competitive edge.

bec中级口语指导(2)

WHAT IS IMPORTANT WHEN ……?

Aiming to keep good staff

Promotion opportunities

salaries

【词汇&短语】

高级人才 top talent 骄傲感 a sense of pride

提高工资 pay increase 扶助，增强 boost up

分红制 profit sharing 士气，斗志morale

出勤attendance 双向的 two-way

【句型点击】

表示附和

Let’s hope so

I feel confident to.

Sounds great.

【参考范例】

One of the key secrets to retaining valued staff is offering good prospects for promotion opportunities. Continuingly professional development opportunities should be scheduled and given to help employees to develop skills and advance their careers within the organization, which can ensure that top talents stay with you.

Financially-based incentives could be a attraction. Competitive salary with pay increases, bonuses, profit sharing, etc. enhances good staff retention. And those monetary initiatives can be based on productivity, suggestions or ideas, and even attendance.

Don’t miss the occasions where you can express your appreciation your recognition to your staff for their dedication and contributions to the success of the practice, for showing recognition and praise to your valuable employees can stir a sense of pride and boost

bec中级口语指导(3)

WHAT IS IMPORTANT WHEN ……?

Organizing a conference

Conference speakers

Facilities at conference centre

【词汇&短语】

激发性的 motivational 播音 public address

演讲嘉宾 guest speaker 事先 in advance

耗时的 time consuming

【句型点击】

表示同意

Absolutely!

Exactly!

You bet

You got it

That’s for sure.

【参考范例】

It is wise to keep in mind that it is better to invite motivational guest speakers to do conference presentations. Good professional conference speakers can inspire attendees, create the whole atmosphere and drive for the conference. But make sure their presentation will be of interest to everyone.

A suitable venue is a hard decision of conference organizing, but the most time consuming part is to determine what equipment is include in the venue booking. Facilities at conference centre, especially the public address system must be test in advance to ensure that attendees throughout the room can hear what the speaker is saying.

Time allocation determines the most appropriate topics that will best achieve your conference goals. That means how much time is required to select activities and presenters can help address the conference purpose. However, the conference agenda, order and content of conference activities will go through many changes until the actual conference is fun.

In addition, an effective budget is crucial to the success of the conference. In the first place, work out your costs to plan your budget and try as best as possible to cover overall expenses within your budget. Make sure to keep a file of all invoices and receipts.

bec中级口语指导(4)

WHAT IS IMPORTANT WHEN ……?

Producing a marketing plan

Identifying target customers

Setting a budget

【词汇&短语】

收入，税收 revenue 明显的 measurable

图表 tables and graphs 政府行动 government action

管理工具 managerial tool 文化变迁 cultural changes

定价 pricing 营销信息marketing message

市场分割 market segmentation

【句型点击】

表示反对

No way.

Not really.

Of course not.

Not a chance.门都没有

【参考范例】

Producing a dynamic marketing plan will focus attention on your ideal customers. Identifying target customers is the first step in your marketing plan, which defines the needs of the market your products or services satisfy and states the objectives your company aims at.

The purpose of setting a marketing budget is to lay out spending requirements necessary for meeting the plan’s objectives by gathering all the revenues and costs involved in marketing into one comprehensive document with tables and graphs, as a managerial tool, it balances what is needed to be spend against what can be afforded , and helps make choices about financial priorities.

Marketing strategies are concerned with pricing , distribution, promotion, advertising and market segmentation, effective marketing strategies are indispensable for high-standard and action-oriented marketing plans, which provide the direction the product will take and usually result measurable actions.

Besides, various environmental factors such as government actions, emerging technology, and even cultural changes may have a positive or negative impact on the market growth potential of your products or services. So developing your marketing message about those factors makes it easy to plan and carry out the marketing activities you need to grow your business.

篇3：剑桥商务英语中级考试真题

BEC真题一

THE ART OF PERSUASION

'Let me send you our brochure' is probably the most commonly used phrase in business. But all too often, it can spell the end of a customer enquiry because many brochures appear to be produced not to clarify and to excite but to confuse. So what goes wrong and how can it be put right? Too often, businesses fail to ask themselves critical questions like, 'Who will the brochure be sent to?' 'What do we want to achieve with it?' The truth is that a brochure has usually been produced for no other reason than that the competition has one.

However, with a little research, it often transpires that what the client wants is a mixture: part mail shot, part glossy corporate brochure and part product catalogue - a combination rarely found. Having said that, the budget is likely to be finite. There may not be enough money to meet all three marketing needs, so the first task is to plan the brochure, taking into account the most significant of these. The other requirements will have to be met in a different way. After all, introducing the company's product range to new customers by mail is a different task from selling a new season's collection to existing customers.

The second task is to get the content right. In 95 per cent of cases, a company will hire a designer to oversee the layout, so the final product looks stylish, interesting and professional; but they don't get a copywriter or someone with the right expertise to produce the text, or at least tidy it up - and this shows. A bigger failing is to produce a brochure that is not customer focused. Your brochure should cover areas of interest to the customer, concentrating on the benefits of buying from you.

Instead, thousands of brochures start with a history lesson, 'Founded in 1987, we have been selling our products .. I can assure you that customers are never going to say to themselves, 'They've been around for 20 years - I'll buy from them.' It's not how long you've been in business that counts, it's what you've done in that time. The important point to get across at the beginning is that you have a good track record. Once this has been established, the rest of the brochure should aim to convince customers that your products are the best on the market.

It is helpful with content to get inside the customer's head. If your audience is young and trendy, be creative and colourful. As always, create a list of the benefits that potential customers would gain from doing business with you, for example, product quality, breadth of range, expertise of staff and so on. But remember that it is not enough just to state these; in order to persuade, they need to be spelt out. One possibility is to quote recommendations from existing customers. This also makes the brochure personal to you, rather than it simply being a set of suppliers' photographs with your name on the front.

At the design stage, there are many production features that can distinguish your brochure from the run of the mill. You may think that things like cutouts or pop-ups will do this for you and thus make you stand out, or you may think they just look like designer whims that add cost. Go through all the options in detail. One of them might be that all-important magical ingredient.

13 What point does the writer make about brochures in the first paragraph?

A Customer expectations of them are too high.

B They ought to be more straightforward in design.

C Insufficient thought tends to go into producing them.

D Companies should ensure they use them more widely.

14 The writer's advice to companies in the second paragraph is to

A produce a brochure to advertise new product lines.

B use a brochure to extend the customer base.

C accept that a brochure cannot fulfil every objective.

D aim to get a bigger budget allocation for producing brochures.

15 In the third paragraph, which of the following does the writer say would improve the majority of brochures?

A better language and expression

B better overall appearance

C more up-to-date content

D more product information

16 In the introduction to a brochure, the writer advises companies to focus on

A their understanding of the business environment.

B the range of products they offer.

C their unique market position.

D the reputation they have built up.

17 When discussing brochure content in the fifth paragraph, the writer reminds companies to

A consider old customers as well as new ones.

B provide support for the claims they make.

C avoid using their own photographs.

D include details of quality certification.

18 What does 'run of the mill' in line 67 mean?

A eye-catching

B complicated

C stylish

D ordinary

《The art of persuasion》，劝说的艺术。这里的劝说(persuasion)带点广告的意思，是指怎么样设计广告手册(brochure)才能吸引顾客，也就是劝顾客掏钱购买产品。

第一段引出话题，说广告手册常常设计得不合理，会把客户弄糊涂，从而结束客户的咨询。很多企业并没有思考一些关键性的问题，比如想通过广告手册达到什么目的。通常企业设计广告手册的原因是竞争对手拥有它。

13题问第一段中作者对广告手册所做的观点是什么。答案是后面几句：businesses fail to ask themselves critical questions like….企业没有问自己一些关键性的问题。从这段话可以看出，作者认为企业在设计广告手册时的考虑是不周全的，没有进行深入思考。所以答案是C：设计他们时考虑得并不充分。A不对，没有提到客户的期望，只是说广告手册可能会把客户弄糊涂。B也不对，第一段并没有提到design的问题。D在原文中也没有提到。这题稍微需要理解和概括。

第二段是讲广告手册设计时的一些考量。开头先说客户需要的广告手册是一个混合体，很难找到。而往往客户手册的预算是有限的，所以设计时不可能满足所有的市场需要，应该优先考虑最关键的部分。

14题问作者在第二段中对公司的建议是什么。原文说的很明白：There may not be enough money to meet all three marketing needs, so the first task is to plan the brochure, taking into account the most significant of these.不可能满足所有的市场需要，所以优先考虑最关键的部分，其他的需要用另外的方式来满足。理解了内容不难选出答案是C：接受一个广告手册不可能满足所有目标的事实。

第三段紧接着第二段所说的首要任务(first task)，提出了次要任务(second task)：把广告手册的内容找准。在95%的情况下，公司会雇人好好设计广告手册，但是却不会找有相关技能的广告文字撰稿人制作内容，或者至少给收拾下。还有一个更大的失败之处在于制作出的广告手册不是以客户为中心的。广告手册应该涉及到客户感兴趣的领域，集中在从你那购买所能获得的好处上。

15题问作者在第三段说怎么样才可以改善大部分的广告手册。根据前面的内容概括，很显然答案在A和D之间。选A是根据题干中的the majority of brochures来的，原文中提到In 95 per cent of cases, a company will hire a designer to oversee the layout….. but they don't get a copywriter or someone with the right expertise to produce the text.在95%的情况下公司只注重设计而不注重表述内容，这里的95 per cent of cases可以对应the majority of brochures。get a copywriter or someone with the right expertise to produce the text，找一个有相关技能的广告文字撰稿人来制作文字，也就是A所说的更好的语言和表达。

第四段说明了广告手册刚刚诞生时的一些情况。客户更看重的不是企业所存在的时间，而是企业的名声和所干的实事。所以在广告手册的起步阶段，最重要的是企业要拥有一个良好的业绩记录。一旦这些建立起来了，广告手册就可以致力于让客户相信你的产品是市场上最好的。

16题问在广告手册的引进阶段，作者对公司们的建议是什么。原文很明确：The important point to get across at the beginning is that you have a good track record.。通过这一阶段最重要的是你必须有一个良好的业绩记录。也就是D选项所说的公司要注重他们所建立起来的名声。其他几个选项都没有提到。第五段说的是广告手册内容的一些注意事项。内容中要包含与你做生意时可能获得的一些好处。公司要对手册上的声明做详细说明。还可能引用现存客户的一些建议。这些可以使得广告手册显得很个人化，而不是堆砌供应商的照片然后把自己的名字印在最前面。

17题问第五段对广告手册内容的讨论中，作者的建议是什么。答案是原文的这么一句：it is not enough just to state these; in order to persuade, they need to be spelt out。仅仅只是声明是不够的，为了可以说服，他们需要被详细说明。也就是B选项所说的为所做的声明提供支持。A和D没有提到，C不对，不是说避免使用他们的照片，而是说不能仅仅只呈上他们的照片，还要有别的东西，比如客户的建议。

最后一段是说的设计阶段的注意事项，需要具备哪些特征才能让你的广告手册脱颖而出。18题要联系上下文进行理解，原文是说“there are many production features that can distinguish your brochure from the run of the mill.”有很多生产特征能让你的广告手册区别于其他的，后文有一个make you stand out，理解这里的含义，就是要和普通的一般的广告手册相区分。所以选择ordinary。

几个疑似生词：

transpire：When it transpires that something is the case, people discover that it is the case. 为人所知

spell something out：to explain something clearly and in detail

e.g:The report spelled out in detail what the implications were for teacher training.

track record:all the past achievements, successes or failures of a person or an organization 业绩记录

BEC真题二

Finding the right people

When a small company grows, managers must take on many new roles. Besides the day-to-day running of the business, they find themselves responsible for, among other things, relations with outside investors, increased levels of cashflow and, hardest of all, recruitment.

For most managers of small and medium-sized enterprises, the job of searching for, interviewing and selecting staff is difficult and time-consuming. (0) ... .G... . Interviewing, for example, is a highly skilled activity in itself.

'We have found the whole process very hard,' says Dan Baker, founding partner of a PR company. 'In seven years we have grown from five to eighteen staff, but we have not found it easy to locate and recruit the right people.' (8).........As Dan Baker explains, 'We went to one for our first recruitment drive, but they took a lot of money in advance and didn't put forward anybody suitable. In the end we had to do it ourselves.'

Most recruitment decisions are based on a pile of CVs, a couple of short interviews and two cautious references. David Rowe, a business psychologist, studied how appointments were made in five small companies. He claims that selection was rarely based on clear criteria. (9).........This kind of approach to recruitment often has unhappy consequences for both employers and new recruits.

Small companies often know what kind of person they are looking for. (10)......... According to David Rowe, this means that small company managers themselves have to devote more time and energy to recruitment. It shouldn't be something that is left to the evenings or weekends.

Many companies start the recruitment process with over-optimistic ideas about the type of person that will fit into their team. 'It's very easy to say you must have the best people in the top positions,' says Alex Jones, managing partner of an executive recruitment company. 'But someone who is excellent in one company may not do so well in another environment.(11).........You can never guarantee a successful transfer of skills.'

Whatever the candidate's qualifications, their personal qualities are just as important since they will have to integrate with existing members of staff. This is where, the recruitment industry argues, they can really help.

According to Alex Jones, 'A good recruitment agency will visit your company and ask a lot of questions. (12).........They can ask applicants all sorts of questions you don't like to ask and present you with a shortlist of people who not only have the skills, but who are likely to fit in with your company's way of doing things.'

A finance director in a big company, for example, will often make a terrible small company finance director because he or she is used to having a team doing the day-to-day jobs.

B More often than not, the people making the choice prioritised different qualities in candidates or relied on guesswork.

C Recruitment would seem an obvious task to outsource, but the company's experience of recruitment agencies was not encouraging.

D They need paying for that, of course, but you will have them working for you and not for the candidate.

E They are usually in very specific markets and the problem they face is that recruitment agencies may not really understand the sector.

F This means that companies cannot spend more than the standard ten minutes interviewing each applicant.

G Yet few are trained and competent for all aspects of the task.

Finding the right people，寻找合适的人。是说的小公司在起步发展阶段找到合适人才的难度和重要性。第一段总论小公司的经理们往往身兼数职，而其中最有难度的，还是招人。文章介绍了找到合适的人应该注意的问题，并且说招人这种事不可能过度寄希望于招聘机构。

第八题，这一题的前面说招人相当的困难，后面一个as Dan Baker explains，说曾经找过招聘机构，结果人家要提前收钱并且也没有提供合适的人，最后还是得靠自己。从这里的as …explains和后面的解释可以看出，第八空的内容应该是和招聘机构有关，招聘机构并不能满足公司的需要。选项C正好满足这一特点：招聘看起来像是个很明显的适合交外办理的任务，但是这个公司同招聘机构打交道的经历不那么的鼓舞人。was not encouraging是关键点。

第九题，这一段都是讲招人的决策不够科学。基于简历或者是简短的面试，很少有明确的准则。第九空的后面是This kind of approach to recruitment often has unhappy consequences。可见第九空的内容还是和招聘的方法有关，并且是负面的。B选项符合这一条件：通常(more often than not是often的意思，插入语)，做决定的人将候选人身上的不同素质按优先顺序给排好，或者依赖于猜测。

第十题，这一题的后面说this means the small company managers themselves have to devote more time and energy to recruitment。这意味着小公司自己要多花时间和精力在招人上。这里的this means的this是个暗示，可以看出第十题这里应该填入的是一些不太有利的因素，使得公司只有自己去招人。E选项符合这一要求：他们通常处于一些特殊市场上，面临的问题是招聘机构并不真正理解这一行业。

第十一题，这一段是讲招的人能否适应公司的环境的问题。这一空前面说的很明确：But someone who is excellent in one company may not do so well in another environment。在一个公司出色的人并不一定能在另一个环境里干的好。这一空的后面一句也是补充说明这一观点的。可见第十一空的内容仍然是这个，没有转折。A选项填入正好，是举例说明11空前面的观点：比方说，一个大公司的财务总监在小公司往往会干的很糟糕，原因是他或她已经习惯有一个团队来进行每日的工作。

第十二题，最后一段是和招聘机构相关的。前面说招聘机构会上门服务并且询问很多的问题。这一空的后面说的是招聘机构如何帮助招人。选项D可以填入，D的They need paying for that的that是个暗示，指代前面的上门服务。D选项的后半部分说要让招聘公司为你而不是为候选人服务，可以和这一段的后半部分对应上。

BEC真题三

When two brands are better than one

Elena Alvarez takes a look at the effectiveness of marketing partnerships

In the corporate world, rivalry is more common than co-operation. But increasingly; companies have been setting aside their differences; the new idea is that two brand names are better than one. Sharing databases, strategies and communication systems can be the most effective means of attracting customers. (G )This partnership will give it access to the utility company's database of thousands of corporate clients, who will be offered special deals on all its products.

The philosophy behind such joint ventures is simple. In economically challenging times, marketing partnerships provide a cost-effective method of increasing brand awareness and sales. As one expert in the field puts it, 'Clever marketing partnerships allow brands to target the right people, cutting down the above-the-line spend.' (8) .....E....... It is better to simplify the

process and give them one focal point.

Recent research has indicated that marketing partnerships can be up to 27 per cent more productive than single company campaigns.(9) .......B..... In particular, it is ideal for bringing instant branding to companies that lack immediate consumer appeal.

One well-established UK phone manufacturer, ITB, was quick to realise this, and formed an alliance with 7a/fc a leading women's magazine. The phone company has benefited from the strong branding of the magazine, which has its customer base among professional women in their early 20s. (10) ....D........ This combined approach also offered ITB a quick route into image enhancement, and this is true of many other marketing partnership deals. To give another illustration, it is no coincidence that some well-known cartoon characters are currently enhancing the image of Nasco household cleaning products.(11).....F.......And, of course, this strategy should also guarantee that consumers' children insist on these products rather than rival brands.

However, while association with a powerful brand can give a significant boost to sales, being connected to a devalued brand can have a negative result. The problems of one brand inevitably impact on the other in a partnership.(12).....A.......A company may take years to recover from this sort of bad publicity. Indeed, there are numerous examples of disastrous marketing alliances. In such cases, not enough thought has been given to the partnership and the reasons behind it, and it has brought little value to either the customer or the companies involved.

A In such circumstances, the effects are frequently major and can be long-lasting.

B Some experts therefore predict that this style of marketing will take up an increasingly large proportion of many companies' total marketing budgets.

C Successful marketing partnerships can consequently bring a financial advantage even to small and struggling companies such as these.

D In return, its partner enjoys a broader distribution platform from which to promote its brand.

E With only a finite number of consumers in any target market, there is no need to overwhelm prospects with competing messages from different organisations.

F These are fairly standard items, but clearly the company hopes to transform them by broadening the associations consumers have with the brand.

G For example, Profit Plus, a large UK financial services company, has recently joined forces with a leading supplier of electricity.

这篇文章名为《When two brands are better than one》，两个品牌强于一个，讲的是市场合作(marketing partnership)的好处。第一段总论这种合作的好处，可以共享数据、策略和交流系统。第二、三段接着说市场合作的优势，好的市场合作可以使品牌对准正确的目标人群，同时提高生产效率。第四段是列举实例来说明这种合作是怎样有利于双方的，第五段讲的是与一个贬值的品牌合作的后果。

第八题。第二段前面说市场合作提供了一种提高品牌知名度和销售的有成本效益的方法。然后一个专家指出市场合作可以使品牌对准目标人群，并削减线上支出。第八空的后面说使过程简化会比较好。整个这一段都是在讲市场合作的好处，从内容上看，E是最适合填入第八空的。但E选项的内容需要重点理解：任何一个目标市场上都只有有限的消费者，没有必要通过从不同的机构竞争信息的方式来赢得潜在客户。E的说法是从反面来证明市场合作的优势和必要性。prospects在这里是潜在客户的意思。

这题可以辅助以排除法来做。题目给定的几个选项，很多都有代词、短语等等，用在这里衔接不上。比如A的in such circumstances，B的therefore，C的such as these，D的in return，F的these。如果要选择这些选项，上下文一定会有相应的提示。

第九题。前面介绍说市场合作比单个公司单打独斗的效率提高了27%。B选项无论是内容还是连词therefore都能用在这里：一些专家因此推测这种市场类型在很多公司总的市场预算中占据的比重将逐渐增加。不选A，因为前面并没有与the effects相关的内容。C不选，上文没有提到companies such as these，D的in return和F的these也不匹配。

第十题。这一段是以两个公司的市场合作为例来做进一步说明的，一个手机生产商和一个女性杂志的合作。第十空前面说手机公司从杂志的强烈品牌中获益。这一空的后面有一个this combined approach，从内容上看，第十空应该说相应的杂志是如何从手机公司身上获益。D选项的内容完全吻合，词组in return可以算是一个答案信号：作为回报，它的合作者拥有了一个更宽广的分发平台，并从中提高了品牌的知名度。

第十一题。这一空前面是列举的另一个例子，一些知名的卡通形象正在加强Nasco家用清洁产品的形象。也就是说家用清洁产品公司正在和卡通公司合作。这一空的后面也是讲的这种策略有什么好处。所以这一空应该填入两个公司的合作的原因、好处等等。F的内容吻合：这些都是相当标准化的产品，但是很明显公司是想通过加大消费者和品牌之间的联系来进行一些改变。These are fairly standard items，说的是这些家用清洁产品。

第十二题。最后一段讲的是和一个贬值的品牌合作所带来的影响。前面说不可避免的会影响到(inevitably impact on the other)，空格后面有一个may take many years to recover，所以应该选A，A的the effects正好对应于前面的impact：在这种情况下，这些影响通常很大并且会持续很久。

最后强调下prospect

在商务英语里，这个词有自己特定的含义：潜在客户。

a person, company, etc. who is a possible customer

e.g:We follow up the most likely prospects first.

BEC真题四

1、This development is in an area where the potential for consumer spending is the highest in the country.

2、The partners constructing this centre have been responsible for numerous other developments.

3、The centre may become a model for future urban development plans.

4、This centre is being marketed by the developers as the best place in the area to shop.

5、Other shopping destinations are located close to the agreed site for this centre.

6、Plans for this development have been presented to people who live in the area for comment and approval.

7、This development is being built in an area which has experienced sustained growth over time.

A

The Birmingham Alliance will provide Birmingham with one of Europe's largest regional shopping centres, right in the heart of the city. The Alliance, an initiative between three of the largest developers in the country, all with extensive experience of urban regeneration schemes, will facilitate an ?800m investment in Birmingham. This will regenerate 40 acres of the city centre within the next decade. Planning permission is in place for the new scheme, which will be a short distance from existing prime retail areas. The development will be well serviced by all forms of public transport, as well as providing parking space for 3,200 cars.

B

The private-public partnership between Legal & General and Bracknell Town Council will manage the ?500m regeneration of the town's centre. The proposals, which are awaiting the outcome of consultation with local residents, provide for approximately 102,000m2 of retail and leisure facilities, 200 residential units and office accommodation. This development is expected to set the standard for town centre regeneration schemes to come because of the way it integrates the business and community sectors. It will also facilitate great improvements in the region's transport infrastructure.

C

Bluewater is a symbol of retail excellence, achieved through a unique combination of design, retail mix, leisure, catering and hospitality. The centre, surrounded by parkland, is situated in the country's most affluent region. Eleven million people, with a combined spending power predicted to exceed a record 5.5bn pound, live within 60 minutes of the centre. The developers set a precedent in the industry by getting the country's three best-known department stores to open very large branches within the centre, as well as over 300 leading fashion and lifestyle stores.

D

Following its recent stock market success, Lend Lease is now developing Overgate shopping centre in Dundee. Construction is well under way, and with several of the country's best-known retailers already secured, Lend Lease is promoting the centre as the unrivalled shopping destination of the region. The economic base of the area has improved continuously over the past decade, due to the fast expansion of the biomedical and service sectors. With an estimated potential market of 500,000 people, Overgate is proving attractive to leading UK retailers.

这套题目的难度不一般，我估计能把这套题给吃透了，以后基本可以笑傲阅读的第一部分了。文章有点散，题目的信息也是相当隐晦，很可能看了半天依然找不着北。写到这里多啰嗦几句，越是这种时候越要沉住气：所有人都一样，别人不会感觉比你容易。这是整个BEC考试的第一部分，如果不对付好了，后面会溃不成军。

文章ABCD四个部分分别介绍了四个不同的连锁店的发展情况(retail development)，因为是基本情况的介绍，所以有点泛，没法提炼重点，只能尽可能多的把文章里的疑似重点词汇划出来，以待备用。

第一题，说这个地区的消费支出潜力是整个国家最高的，这里的highest是关键词。答案是C段的这句话：Eleven million people,with a combined spending power predicted to exceed a record 5.5bn pound.意思是综合消费能力预计将超过记录。预计(predict)，也就是潜力(potential)。hightest，也就是exceed a record。前面有个affluent，是形容词，富裕的。

第二题，说建筑这个中心的合作方曾多次负责其他的项目发展。答案是A段的一句话：an initiative between three of the largest developers in the country, all with extensive experience of urban regeneration schemes.意思是这三个国内最大的开发商都拥有广泛的城市建造经验。这里的with extensive experience就是题干所说的have been responsible for numerous other developments.

第三题，说这个中心可能会成为未来城市发展规划的范例。答案是B段的一句：This development is expected to set the standard for town centre regeneration schemes to come。这种发展有望为即将到来的城市中心再建方案树立标准。set the standard对应于model，plans对应于schemes。

第四题，关键词是best，答案是D段的这么一句：Lend Lease is promoting the centre as the unrivalled shopping destination of the region.是说Lend Lease打算促使该中心成为这个地区无与伦比的消费目的地。Unrivalled对应于best。

第五题，关键词是一个close，答案是A段的：Planning permission is in place for the new scheme, which will be a short distance from existing prime retail areas。A short distance from也就是close。

第六题，说这个发展方案提交给了住在这里的人，等待他们的评价和同意。答案是B段的“The proposals, which are awaiting the outcome of consultation with local residents”，这个提议还在等当地居民商议的最后结果，完全一个意思。

第七题，说建造在了一个曾经历了持续增长期的地区，答案是D段的“The economic base of the area has improved continuously over the past decade”，这个地方的经济基础连续改善了十年。sustained growth对应于improved continuously。

篇4：商务英语中级考试指导

1.商务英语中级考试指导：处理信件

Handling Mail

处理信件

Good manners also dictate that you handle your mail promptly and courteously. Unless mail is obviously mass-produced, it should be deemed worthy of a reply. Most bosses don't like discovering that their employees are unresponsive to business calls and letters.

得体的行为举止也体现在你能及时有礼貌地处理信件。除非是那些大量散发的邮件,每一邮件都值得予以回复。许多老板不愿看到他们的雇员对商务电话和信函迟迟不予答复。

2.商务英语中级考试指导：传真和电子邮件

传真和电子邮件

The arrival of fax machines and desktop computers in most offices has also given rise to a new etiquette regarding their use. Never assume that either a fax or e-mail is private. And with that in mind, never send any communication via either method that you wouldn't like to have your boss, or even your entire office, read. Most fax machines are located in public places, so anyone who passes by can read them, and some businesses routinely screen their employees' e-mail. (That's not necessarily polite, but it's easier to keep e-mail impersonal than to tell the boss she can't read it.)

传真机和桌面电脑进入大多数办公室以后也产生了一种新的有关使用传真机和电脑的礼仪。决不要认为传真或电子邮件是私人的。清楚这点就不要使用它们发任何你不愿让老板甚至是整个办公室都能读到的信件。大部分传真机放在公共地点,所以每位经过的同事都可以看,而有些公司例行公事地检查雇员的电子邮件。(那不见得是礼貌之举,但让电子邮件成为非私人邮件要比告诉老板请勿阅读更容易些

3.商务英语中级考试指导：办公室政治

1. Grapevine：像葡萄藤般传播的传闻/小道消息。

2. Brown-nosing/kissing up/sucking up/kissing ass：拍马屁。

与老板、上层管理人员或任何握有权力的人过于亲近，为了讨好他们以获得类似于提拔或多分红利之类的好处。可是，在很多情况下，其他的员工比这些拍马屁者更有可能获得这些好处。

3. Back-biting：诽谤。

在背后诋毁别人声誉或对别人的工作做出不公正的批评。

4. Gossip：闲言碎语。

对不便于传出的事情的闲谈，往往有失客观性。谈论的对象可以是个人，一个集体，或者是公司事务。内容可以是与工作有关或者是与私人有关。

5. Rumors：传言。

与闲言碎语相近，但比较起来更多是建立在一些事实或半事实的基础上。

6. Rumor mongering：散布谣言。

不怀好意地散播谣言。

8. Cliques：小集团。

一组员工因共同的信仰、兴趣或性格而结集在一起。他们通常排斥那些与他们格格不入的外人的加入。

9. Scandal：公众丑闻。

那些先前被隐瞒的有损于公司或员工的秘密后来被曝光。

4.商务英语中级考试指导：别让工作伤害你自己

Sometimes no matter how hard you try to do all the right things at work, a job may feel as if it's hurting you more than helping you. Maybe the job is a bad fit, maybe volatility in your industry gives you anxiety about the future, or maybe a salary cut is making too many of your purchases stress-inducing.

有时不论你多么努力想把事情做好，总觉得工作带给你的伤害似乎多于益处。原因可能在于你并不适合这份工作，或是由于该行业的不确定性让你焦虑，还可能因为减薪导致了购买压力。

If you find yourself in a similar position, you have to assess whether your work situation is toxic or revivable. If you decide your job is toxic, take control and formulate an exit plan. It's simply not worth staying in a situation that can negatively impact your health, relationships, and peace of mind.

如果你发现自己处于类似情况，那么就需要评估一下：你的工作是有害的还是有救的?如果你确定工作有害，那么控制局面，制定退出计划。呆在一个有损健康、人际关系和心态的环境中是不值的。

If you decide to create some changes in your job, you can take the following proactive self-care measures to protect your well-being as you focus on the challenges ahead.

如果你决定对工作进行调整，可以采取以下的自我照顾方法，在保护自己的同时关注未来的挑战。

Speak up.

Talk with your boss (if he or she is not the problem) and engage in a solutions-oriented dialogue. You may not be able to change the company, but you might be able to make your department a much more pleasant place to work.

表言

和上司谈谈(如果他/她不会制造麻烦)， 尽力从谈话中找到解决问题的方法。你也许无法改变公司，但是你能让自己部门成为一个更愉快的工作场所。

Move.

Fifteen minutes of yoga or Pilates will reduce stress, increase focus and mental clarity, and improve overall well-being.

运动

十五分钟的瑜伽或普拉提(Pilates)能减压、提高注意力和思维清晰度，从而提高整体良好感觉。

5.商务英语中级考试指导：部门名称部门名称

1.Personnel Department 人事部

2.Human Resource Department 人力资源部

3.Sales Department 营销部

4.Product Development Department 产品开发部

5. Public Relations Department 公关部

6.Marketing Department 市场部

7.Finance Department 财会部

8.Purchasing(Procurement) Department采购部

9.After-sale Service Department 售后服务部

10.Quality Control Department 品管部

篇5：剑桥商务英语中级考试B级经验

最近天天逛论坛，，看有木有出中级成绩的消息，，今天中午打开一看终于出了，，忐忑得查了查得了个B啊，，挺满足嘞，。

然后说下，，自己的经验嘿。。

一、概述

我知道这只是个证书，能在简历上多点东西，但是有总比木有强哈，，而且，自己也是真下功夫咧，学到了一些东西滴。

由于学校大一就让考四六级，我大一上过了四级，610，大一下过了六级，590.。在我们学校考bec是过了四六级比较普遍的一个证书，于是我就决定考了，我现在是大二。大一下准备六级时，由于对过六级比较有把握，而且六级真题做的差不多了，听力也还可以，就决定开始准备bec了，当时只是做做阅读和听力，也是为六级听力英音做准备。所以，从接触它到恒星英语约是7个月，但是，真正学它大约是两三个月的样子，真题做了三遍。

二、相关资料

在淘宝上买的盗版书，很好找，8本书，包括：

BEC中级学生用书，

BEC中级学生用书同步辅导，

新东方bec单词，

口语必备（旧版蓝皮），

三本真题，

一本模拟题

，，，一共55，，加上运费70，，这个，盗版是应该打击的，但是，大家懂得。。

学生用书，同步辅导，单词，说实话我基本没看，主要就是做真题，背口语书了。所以，如果大家时间不是很充裕，可以选择不看教材，只练真题。

三、各部分的准备

1。单词。

个人认为哈，木有必要吧新东方的单词书都背下来，因为能记下来实在太难而且有很多不太实用，很费时间。我在做第一遍真题的时候，有好些不认识，硬着头皮做的，bec阅读有其特殊性，你若中心词不认识，这篇就全完了，不容易猜对。我单词都是靠背口语蓝皮书上的生词积累起来的。上面的词基本能覆盖阅读里的生词。

2.写作。

写作跟四六级大不相同，以前背的加分句型绝对不要再用，否则会弄巧成拙，因为商务写作就是要一切从简。

分为大作文小作文。小作文一定不要写太多废话，很容易写超字数的。大作文分几种文体，有固定格式，一定记清。

这个部分我做的不太好，因为我做真题时都是略过写作的，到了不得不练的时候我才开始练。我也尝试背范文，但是老忘，而且好些细节的地方背了也没用因为题都不一样，所以，还是要积累一些常用句型，根据文体分类，好好把握语句间的感情，态度等。一定吸取我的教训，大家要提早练啊！

3.阅读，

共分五部分，从难到易，根据个人决定做题顺序，我是按顺序做的，

（1）part 1 bec的阅读是从难到易的，第一篇费时最长，听学姐介绍经验，例句一定要看，加上例句一共八句，一般是后面ABCD四段文字每段对应两句，注意这是一般情况，不是绝对。所以，ABCD四段文字每段文字一般有两个中心，找出它们，就可以了。

（2）part 2 是相当于完形填空，不过填的空是长句子。这个题我是先通读一遍原文，再看给的句子，能很确定的就先填上，其他就按顺序看每个空的前后俩句子，选出选项。听有人说多余的句子一般在前三个，，大家可以验证下。。

（3）part 3 标准阅读理解，这个，没啥好说滴啊，大家都从初中到大学练过好多了。

（4）part 4 完形填空考语法的，最简单的了，语感什么的，都用上吧。

（5）part 5 改错，12个句子一般有8--9个错的，从真题上找找规律，也不太难。

4,听力

我就不具体说了，木有啥技巧，就是平时多听多练，保持语感。学会速记，把一些长词缩写。

5.口语

这个，是我最最头疼的了。我曾经裸考过四六级口语，结果考的一塌糊涂考了个C+，但是我就是迈不出步子去练，老是拖沓，找了个Partner练了两次不练了，唉。

我认为口语分两个部分，语音和讲话的思维方式。前者比较容易，模仿模仿纠正下就会了，后者很难练好，东西方人思维方式差别不小。

临近考试我一直抱着那本口语必备手册，看网上说只看前三单元就差不多了，果然，前三单元能看过了掌握了就足以应付考试。首先把每一课的单词背过，然后并非把后面都背过，而是我自己总结商务知识点，写在本子上，背过。因为每课的商务知识点以三种题目的形式分散了，你需要总结起来，把一些看上去没用或你认为没用的略去，背起来也方便，也可以避免重复。比如advertisement那课，你可以总结这些：广告种类（电视，网络，杂志，报纸，大广告牌等等）以及他们的优缺点。这样知识比较系统，考试时大脑调用起来也方便。

四、考试时。。

不知因为啥，考前一天晚上就是睡不着了，要知道我高考晚上都没失眠，急了我一身汗，越急越睡不着，大约3点才睡着，六点多起，上午考试时都迷迷糊糊，心里很没底，阅读听力啥的都挺晕，听力虽然设备没啥问题。中午也没法睡就去考口语了，分小组，我跟一外院英语专业的姐姐分一组，她非常淡定，我知道这是个牛人，我却心里很没底。我俩磨合一下，先一起读口语书上一篇对话，都还算听得懂，然后又闲聊了一阵，看人家都在练，她说“你还需要再练练吗？”顿时，我觉得她的确是个大牛，我俩就找了个话题说了说。直到这时，我才发现，我口语这也还行啊，自己能说这么多啦！嘿嘿，过一小会我俩就进去了，老师的口语，也不是多好啊，问了我几个问题我都对答如流，虽然答的有点少，嘿嘿，考完特别嗨皮啊，路上水瓶漏了撒了一裤水。。

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篇6：BEC剑桥商务英语中级考试真题

BEC真题一

Market Entry —The Pioneer

Marc Crystal discusses the 'be first to market’principle

The timing of market entry is critical to the success of a new product. A company has two alternatives: it can compete to enter a new product market first - otherwise known as 'pioneering' - or it can wait for a competitor to take the lead, and then follow once the market has been established. Despite the limitations of existing research, nobody denies that there are advantages to being a pioneering company. Over the years, there has been a good deal of evidence to show a performance advantage for pioneers.

For many new products, customers are initially unsure about the contribution of product characteristics and features to the product's value. Preferences for different characteristics and their desired levels are learned over time. This enables the pioneering company to shape customer preferences in its favour. It sets the standard to which customers refer in evaluating followers' products. The pioneering product can become the classic or 'original' product for the whole category, opening up a flood of similar products onto the market, as exemplified by Walkman and Polaroid.

The pioneering product is a bigger novelty when it appears on the market, and is therefore more likely than those that follow to capture customer and distributor attention. In addition, a pioneer's advertising is not mixed up with competitors' campaigns. Even in the long term, followers must continue to spend more on advertising to achieve the same effect as pioneers. The pioneers can set standards for distribution, occupy the best locations or select the best distributors, which can give them easier access to customers. For example, in many US cities the coffee chain Starbucks, as the first to market, was able to open coffee bars in better known locations than its competitors. In many industrial markets, distributors are not keen to take on second and third products, particularly when the product is technically complex or requires large inventories of spare parts.

'Switching costs' arise when investments are required in order to switch to another product. For example, many people have developed skills in using the traditional 'qwerty' keyboard. Changing to the presumably more efficient 'dvorak' keyboard would require relearning how to type, an investment that in many cases would exceed the expected benefits in efficiency. Switching costs also arise when the quality of a product is difficult to assess. People who live abroad often experience a similar 'cost' when simple purchase decisions such as buying detergent, toothpaste or coffee suddenly become harder because the trusted brand from home is no longer available. Pioneering products have the first chance to become this trusted brand. Consequently, the companies that follow must work hard to convince customers to bear the costs and risks of switching to an untried brand of unknown quality.

Unlike other consumer sectors, the value to customers of many high technology products relies not only on their features but also on the total number of users. For example, the value of a videophone depends on the number of people using the same or a compatible system. A pioneer obviously has the opportunity to build a large user base before competitors enter the market. This reduces followers' ability to introduce differentiated products. There are other advantages of a large user base, such as the ability to share computer files with other users. Thus, software companies are often willing to give away products to build the market quickly and set a standard.

13 In the first paragraph, the writer points out that

A there is general agreement on the benefits of pioneering products.

B companies are still uncertain about how to market new products.

C most companies prefer to market new products independently.

D there are now guidelines to help those who wish to pioneer.

14 According to the information in the second paragraph, how do customers approach new products?

A They take some time to develop a liking for them.

B They make comparisons with other new products.

C They need some persuasion to purchase them.

D They consider cost an important feature.

15 The writer refers to Walkman and Polaroid because they were

A better than any of their followers.

B copied many times by their followers.

C quickly accepted by consumers.

D designed for a particular market.

16 When pioneering products are promoted, the writer notes that

A a heavy financial investment is required.

B a wide variety of advertising methods must be used.

C a clear message is likely to be communicated.

D a long campaign is usually necessary.

17 In the keyboard example, the 'costs' the writer is referring to are concerned with

A the price of the products.

B the quality of the products.

C the need for user training.

D the lack of useful information.

18 According to the final paragraph, the high technology market differs from other consumer markets in that

A it is still a relatively new area of consumerism.

B it is not dependent on product characteristics alone.

C there are so many different types of product on the market.

D there is such a great demand for high technology products.

《Market Entry—The Pioneer》，市场准入，先行者。这篇文章讲的就是经济学里提到的“先行者优势”。在一个市场上抢占了先机，给了消费者先入为主的印象，后来者想要占领市场就会比较困难。

13题，问第一段作者指出了什么观点。第一段是引出全文，说明了做先行者的优势。答案是despite后面的一句：Despite the limitations of existing research, nobody denies that there are advantages to being a pioneering company。没有人会否认做先驱公司有很多的优势。所以这题的答案是A：对于先驱产品的好处已经达成了共识。nobody denies也就是there is general agreement，advantages to being a pioneering company对应于the benefits of pioneering products。

14题，问根据第二段的信息，消费者是怎么处理新产品的。Approach在这里是处理的意思：to start dealing with a problem, task, etc. in a particular way:。答案是这一句：Preferences for different characteristics and their desired levels are learned over time对不同特性的喜爱以及他们预期的水平是要通过时间来培养的。也就是答案A所说的他们需要时间来培养喜欢。

15题，问作者列举walkman和Polaroid的原因是什么。作者是在第二段的最后一句话里列举他俩的：The pioneering product can become the classic or 'original' product for the whole category, opening up a flood of similar products onto the market, as exemplified by Walkman and Polaroid.这些先驱产品变成了全部目录里德经典或者原版产品，引发了一系列相似产品涌进市场。所以答案选B：被追随者抄袭了无数次。Similar products其实就是copy的含蓄说法。

16题，有待斟酌~

17题，问在键盘的例子中，作者提到的成本是同什么相关联的。答案在第四段：For example, many people have developed skills in using the traditional 'qwerty' keyboard. Changing to the presumably more efficient 'dvorak' keyboard would require relearning how to type。很多人已经培养出了使用传统键盘的技巧，换做可能更有效的键盘需要重新学习怎么样打字。也就是这题的答案选C：使用者需要重新训练。

18题，问在最后一段中，高科技市场同其他消费者市场相区别的地方在哪里。答案是最后一段的这么一句：the value to customers of many high technology products relies not only on their features but also on the total number of users不仅依赖于高科技产品的特征还有使用者的总人数。答案选B：不仅仅只依赖于产品的特性。

BEC真题二

Another successful year

The UK-based agricultural and garden equipment group PLT has had another successful year and is looking forward to the future with confidence. The group, which also has distribution and fuel (19),has enjoyed record profits for the fifth year in a (20) . Pre-tax profits for the year (21) March 31 rose by 24 per cent to ?4.2 million.

Total group sales (22) by five per cent to ?155 million, with the agricultural business delivering yet another record (23), despite the somewhat difficult trading (24) in the industry. Sales in the garden equipment (25) were slow in the early months of the year, but increased dramatically in the final quarter.

Chairman Suresh Kumar said, ‘It is my (26) that we have continued to grow by (27) our customers well. I am delighted to (28) the continued development of our customer (29) and I would like to thank all our customers for their (30).As well as an increase in customers,our staff numbers also continue to grow. During the year, we have taken(31)58 new employees, so that our total workforce now numbers in excess of 700. All of the staff deserve my praise for their dedication and continued efforts in (32) these excellent results.’

The group has proposed a final (33) of 9.4p per share, bringing the total to 13p for the year.

19 A commitments B interests C responsibilities D benefits

20 A row B series C line D sequence

21 A completing B closing C finalising D ending

22 A extended B lifted C expanded D climbed

23 A display B production C performance D demonstration

24 A conditions B features C states D aspects

25 A part B division C component D side

26 A certainty B thought C belief D idea

27 A caring B dealing C providing D treating

28 A inform B notify C comment D report

29 A source B base C foundation D origin

30 A support B favour C assistance D service

31 A up B back C on D over

32 A winning B gaining C achieving D earning

33 A dividend B recompense C return D interest

这是一篇总结性的文章，讲述了一个公司一年的业绩状况，形势喜人。

19题，interests在这里的用法比较特殊，不是兴趣，而是股权，权益的证明：

1)Something in which such a right, claim, or share is held:

权益、债权或股权的证明：

has interests overseas.

有海外产权

2)A person or group of persons holding such a right, claim, or share:

持有此种权益、债权或股权的人或集团：

a petroleum interest.

石油业者

20题，很显然意思是连续五年利润创记录，in a row是固定短语，连续几次的，连续不断的;in a line是成一排。

21题，年税前收益截至3月31日增长了24%，达到了420万英镑。the year ending March 31，表示以3月31日结束

22题，意思很明显，销售增长了5%。climb有一种用法是指数量或水平的增长(to increase in number, amount, or level)。例句：The temperature has climbed steadily since this morning.

23和24题，虽然整个行业的贸易状况很困难，但是agricultural business创造了另一个创纪录的表现。

25题，garden equipment division 园林设备部。截至目前所做的解析，这个division已经是第二次在完形填空里出现了。

26和27题，It is my belief that 我相信。我相信是因为好好对待了客户所以我们才会持续增长。

28题，很高兴报告客户基数的持续增长。从意思上看可以排除C，A和B都是比较正式的通知，选D，报告。

29题，customer base客户基数，这也已经是第二次考到了。

30题，典型的客套话，感谢客户的支持。

31题，新增了58位新员工。take up占据，拿起，继续，开始从事等等;take back拿回，收回;take on一般做呈现讲，有雇佣的意思(朗文：to start to employ someone)，例句：We're taking on 50 new staff this year.take over接管。

32题，付出了持续不断的努力实现了这些结果。achieve是最地道的。

33题，只需要理解dividend的意思就行了，因为后面有share(股份)，dividend是红利。recompense是给….以补偿。

疑问：

23题为什么不能选D做“示范”讲?

先从文章的内容来理解的话，23这个空说的是agricultural business的业绩好，表现好，用performance是很完美合适的

具体说这个demonstration,的确有“示范”的意思，但在英英词典是这么解释的：

“an act of explaining and showing how to do something or how something works”,中文做“演示”讲

所以用在这里是不合适的，并没有进行业绩演示

你理解的“示范”，应该是那种带有榜样性质的示范。单看中文意思很容易混淆

BEC真题三

Department Store Magic

For most of the 20th century Smithson's was one of Britain's most successful department stores, but by the mid-1990s, it had become dull. Still profitable, thanks largely to a series of successful advertising campaigns, but decidedly boring. The famous were careful not to be seen there, and its sales staff didn't seem to have changed since the store opened in 1908. Worst of all, its customers were buying fewer and fewer of its own-brand products,the major part of its business, and showing a preference for more fashionable brands.

But now all this has changed, thanks to Rowena Baker, who became Smithson's first woman Chief Executive three years ago. Since then, while most major retailers in Britain have been losing money, Smithson's profits have been rising steadily. When Baker started, a lot of improvements had just been made to the building, without having any effect on sales, and she took the bold decision to invite one of Europe's most exciting interior designers to develop the fashion area, the heart of the store. This very quickly led to rising sales, even before the goods on display were changed. And as sales grew, so did profits.

Baker had ambitious plans for the store from the start. 'We're playing a big game, to prove we're up there with the leaders in our sector, and we have to make sure people get that message. Smithson's had fallen behind the competition. It provided a traditional service targeted at middle-aged, middle-income customers, who'd been shopping there for years, and the customer base was gradually contracting. Our idea is to sell such an exciting variety of goods that everyone will want to come in, whether they plan to spend a little or a lot.' Baker's vision for the store is clear, but achieving it is far from simple. At first, many employees resisted her improvements because they just wouldn't be persuaded that there was anything wrong with the way they'd always done things, even if they accepted that the store had to overtake its competitors. It took many long meetings, involving the entire workforce, to win their support. It helped when they realised that Baker was a very different kind of manager from the ones they had known.

Baker's staff policies contained more surprises. The uniform that had hardly changed since day one has now disappeared. Moreover, teenagers now get young shop assistants, and staff in the sports departments are themselves sports fans in trainers. As Baker explains, 'How can you sell jeans if you're wearing a black suit? Smithson's has a new identity, and this needs to be made clear to the customers.' She's also given every sales assistant responsibility for ensuring customer satisfaction, even if it means occasionally breaking company rules in the hope that this will help company profits.

Rowena Baker is proving successful, but the City's big investors haven't been persuaded. According to retail analyst, John Matthews, 'Money had already been invested in refurbishment of the store and in fact that led to the boost in sales. She took the credit, but hadn't done anything to achieve it. And in my view the company's shareholders are not convinced. The fact is that unless she opens several more stores pretty soon, Smithson's profits will start to fall because turnover at the existing store will inevitably start to decline.'

13 According to the writer, in the mid-1990s Smithson's department store

A was making a loss.

B had a problem keeping staff.

C was unhappy with its advertising agency.

D mostly sold goods under the Smithson's name.

14 According to the writer, Smithson's profits started rising three years ago because of

A an improvement in the retailing sector.

B the previous work done on the store.

C Rowena Baker's choice of designer.

D a change in the products on sale.

15 According to Rowena Baker, one problem which Smithson's faced when she joined was that

A the number of people using the store was falling slowly.

B its competitors offered a more specialised range of products.

C the store's prices were set at the wrong level.

D customers were unhappy with the service provided.

16 According to the writer, many staff opposed Baker's plans because

A they were unwilling to change their way of working.

B they disagreed with her goals for the store.

C they felt they were not consulted enough about the changes.

D they were unhappy with her style of management.

17 Baker has changed staff policies because she believes that

A the corporate image can be improved through staff uniforms.

B the previous rules were not fair to customers.

C customers should be able to identify with the staff serving them.

D employees should share in company profits.

18 What problem does John Matthews think Smithson's is facing?

A More money needs to be invested in the present store.

B The company's profits will only continue to rise if it expands.

C The refurbishment of the store is proving unpopular with customers.

D Smithson's shareholders expect a quick return on their investments.

《Department store magic》，字面上是百货公司的魔力。讲的是英国的一个百货公司如何摆脱困境。第一段是点明公司所遭遇的困境，接着第二段讲一个女CEO上台开始转变局面，第三段和第四段具体讲这位女CEO的应对措施，最后一段总结：革命尚未成功，同志仍需努力。

13题，问在90年代中期这个百货公司的情况是什么样的。答案是第一段的最后一句：its customers were buying fewer and fewer of its own-brand products, the major part of its business, and showing a preference for more fashionable brands.这个题目的答案有相当的迷惑性。整个句子都是在讲客户购买的越来越少，偏好更多的时尚品牌。所以很容易误选A，但实际上这里并没有说亏损。关键是这个地方：its own-brand products, the major part of its business。自由品牌仍然是公司业务的主要部分。所以应该选D：主要销售Smithson名下的产品。Under the Smithson’s name也就是its own brand products。

14题，问Smithson的利润从三年前开始增长，原因是什么。答案是第二段的这么一句：she took the bold decision to invite one of Europe's most exciting interior designers to develop the fashion area她做出了一个大胆的决定，邀请了欧洲最刺激的室内设计师来开发时尚领域。后面紧接着就说This very quickly led to rising sales，所以答案选C：Rowena Baker的设计师选择。

15题，问当Rowena Baker加入时公司面临的一个问题是什么。这题的关键是要理解一个句子中一个词的含义：It provided a traditional service targeted at middle-aged, middle-income customers, who'd been shopping there for years, and the customer base was gradually contracting.。它提供的传统服务目标人群是中年中等收入者，这些人已经在那购物多年。并且客户基数逐渐减少。Contracting:缩小，收缩的意思。所以答案选A。

16题，问很多员工反对Baker计划的原因是什么。答案是这么一句：many employees resisted her improvements because they just wouldn't be persuaded that there was anything wrong with the way they'd always done things。不愿意被说服他们以前做事情的方式有什么问题。意思也就是不愿意改变他们工作的方式。选A。

17题，问Baker改变员工政策的原因是什么。答案在第四段，Baker的原话：How can you sell jeans if you're wearing a black suit? Smithson's has a new identity, and this needs to be made clear to the customers。你怎么能穿着黑西服卖牛仔?Smithson有一个新的身份，这些必须对客户很明确。也就是C选项说的“客户必须能辨别出服务他们的员工”，A不对，没有提到改善公司形象，B和C在原文没有提到。

18题，问John认为Smithson面临的问题是什么。答案是最后一段的最后一句：The fact is that unless she opens several more stores pretty soon, Smithson's profits will start to fall because turnover at the existing store will inevitably start to decline.事实上除非她尽快的开更多的店，Smithson的利润将会减少因为现有商店的营业额将不可避免的开始下降。也就是B所说的除非扩张，公司的利润才会继续增长。

BEC真题四

Lucy Robertson started working at a takeaway food business to supplement her income during her student days at Edinburgh University, Several years later she had bought the business and now, 17 years on, she owns Grapevine Caterers, probably Scotland's leading independent caterers, with a turnover of almost ￡6m.

She had never planned to own a business, and had certainly never considered a career in catering. (0)... ... . However, her unplanned career began in 1985, when she returned to Edinburgh and discovered that the takeaway she had worked in was up for sale. On impulse, she bought it, but admits that at the time she knew nothing about catering. (8).........It was a difficult time, but essential in terms of gaining the experience she needed. The late 1980s boom was good for business, with large numbers of office workers wanting takeaway food for their lunches. (9)........'At one point there were 26 food outlets within a 5-kilometre radius,' Robertson recalls. As the economy changed and the once packed office blocks started to become vacant, it became clear that Robertson would need to diversify.(10)........It changed the direction of the company for good.

As Robertson began to win catering contracts, she decided that the company would have to move to larger premises. In 1994, the move was made when she bought another catering business that already had a number of profitable contracts for boardroom lunches.

Meanwhile, Robertson's main competitor, the oldest catering company in Edinburgh, was causing her some anxiety. 'Customer loyalty is not to be underestimated,' she warns. But Robertson is not someone who is easily put off.(11)........Partly as a result of this, turnover doubled, and having outgrown another site, Robertson bought a city-centre location for the group's headquarters.

By now, Grapevine's main competitor was a new catering company called Towngates. Although Robertson tried to raise enough money to buy Towngates, she did not succeed.Then luck intervened and Towngates went bankrupt. (12)........Many accepted and the company's turnover went from ￡700,000 to ￡l .5 million almost overnight.

However, the company's growth was not as smooth as it sounds in retrospect. Robertson admits, 'We were close to the edge during the growth period. Like many under-capitalised companies trying to grow, it might easily have collapsed.' But that, she feels, is the challenge of developing your own business.

A But there are plenty of similar contracts to be won in the east of Scotland before Robertson turns her attention elsewhere.

B Her way round this particular problem was to recruit the catering manager of the rival company.

C But this demand was short-lived, and before long, increasing competition made it harder to make a profit.

D 'It was a dramatic learning curve and very small amounts of money were earned at first,’says Robertson.

E She decided that the solution, since many companies required working lunches for meetings with clients, was to prepare and deliver meals to business premises.

F On hearing this, Robertson immediately contacted all of their clients and offered the services of Grapevine Caterers.

G Instead, she studied accountancy after leaving university, and a steady if unspectacular professional path seemed set.

《Buffet Zone》，自助餐区域，在这篇文章里的意思应该是自助餐领域，讲的是一个在自助餐领域取得了惊人成绩的杰出女性创业的故事。这套题目不难，尤其比起第四辑的题目。文章本身有很清晰的故事发展脉络，选项和原文的对应也比较明显。文章的几个段落是按照时间先后、故事发生的先后进行的，很明确。第一段是总括，第二段是讲的创业起步阶段的一些困难以及应对困难的对策，第三段是公司好转后的办公室重置(relocation)，第四、五段是公司的竞争情况，最后一段总结。

第八题，前面说一时冲动她买下了这个外卖餐馆(takeaway)，事实上那个时候她对餐饮业一无所知。空格后面说的是这段时间很困难，但是对获得所需要的经验却是很有必要的。所以第八题的空格部分应该填入跟学习、积累经验有关的内容。D选型最吻合，It was a dramatic learning curve，这里的learning是关键词，很明显的答案信号。还有very small amounts of money were earned at first，at first也是关键词。

第九题，空格前面说large numbers of office workers wanting takeaway food for their lunches，大量的办公室员工需要外卖食品做午饭，这里的wanting是个很关键的词。空格后面话锋一转，说曾经一度5公里内有26家食品商店，但是经济转变了，一条街都空了(blocks started to become vacant)。从上下文来分析，第九空的内容应该和办公室员工的外卖需求有关，同时带有转折意思。C选项完全符合这一条件：但是这种需求是短暂的，不久，逐渐增长的竞争使得赢得利润变得更加困难。

第十题，上文说经济形势转变了，所以Robertson决定从事多样化的经营。后面说这种做法永远的改变了公司的经营方式。所以第十空应该填入相应的对策，怎么样来应对经济形势的转变。符合这一条件的是B和E，都是关于解决问题的，但是B选项所说的招募竞争对手的餐厅经理在上下文内容中没有提到。应该选D，为商业大厦送饭，正好对应下一段所说的。

第十一题，这一题才应该选B，前面说竞争对手给自己造成了很大的困扰。但是Robertson却不是那么容易屈服的人。后面说部分原因是这个，营业额翻倍了。所以中间应该也是填入对策。和竞争对手有关的，应该选B，B的particular是个关键词，rival company也很明显。

第十二题，前面说Robertson想收购一个竞争对手，但是没成功，结果人家公司自己破产倒闭了。后面来了一个many accepted，可以看出这中间应该填入的是人家公司破产后Robertson的一些举措。F满足这一条件：一听到这些，Robertson马上联系他们的客户并且提供了自己公司的服务。 疑似生词和句子：

1、buffet: a meal at which people serve themselves from a table and then stand or sit somewhere else to eat 自助餐

2、takeaway

a、a restaurant that cooks and sells food that you take away and eat somewhere else 外卖餐馆

b、a meal that you buy at this type of restaurant 外卖的饭菜;外卖食物

3、in retrospect: thinking about a past event or situation, often with a different opinion of it from the one you had at the time 回顾

4、under-capitalised: (about a business) not having enough money (capital) to be able to operate normally, pay debts and grow 资金不足。

5、Instead, she studied accountancy after leaving university, and a steady if unspectacular professional path seemed set.

这个句子里if的用法比较少见，参见朗文的解释：used when adding one criticism of a person or thing that you generally like

e.g: Lunch was a grand if rather noisy affair.

所以G选项的意思就是：然而，离开大学后她学的是会计，一个平淡无奇的职业道路似乎已经铺就

BEC真题五

B 1 It would be advisable for Flacks to consult customers before developing a new product.

D 2 Producing goods for specialist markets might increase Flacks' profits.

C 3 Flacks may need to change the function of one of its facilities.

A 4 Flacks should utilise its current expertise to enter a different market.

B 5 Flacks may need to consider closing its current production facility.

C 6 Flacks should develop the connections it has established with leading retailers.

A 7 Expanding the product range would not be a problem for the workforce.

Flacks is a UK-based company that produces fashion accessories for women. How can it continue to grow its business?

A Susan Falmer

Faced with a shrinking market, cheap imports and competitive pricing, Flacks will have to work hard to increase its margins. They need to move into a more promising market, one where demand is growing and where the company can exploit existing skills and contacts. They could think about brand extension - this would not be a giant leap and the sales force would take it in its stride. Also, they wouldn't need to re-equip their factory and could use non-UK sourcing if facilities here are in short supply.

B Mesut Guzel

They have the fundamentals of a survival strategy in a market where outsourced manufacture and brand differentiation hold the key to success. I think they should initially locate some of their production in another country, where manufacturing quality tends to be better and it is easier to meet changing customer demands. But they should also regularly monitor production in Britain and think about outsourcing all this work abroad at some point if they need it done faster. The company should continue to work on innovative products, and thorough market research will help to ensure any new ideas are well received.

C Gary Wilmot

In order to beat their rivals in a highly competitive market, Flacks should ensure their products are attractive and build on their relationships with the big stores rather than trying to go it alone and market directly. They should also consider refocusing production by using their UK factory for high-specification products. They could eventually build more production overseas in a cycle of continuous development.

D Michal Kaminski

The demand for fashion accessories is relatively flat and the company should consider exploiting niche markets to improve its margins. But even within these, Flacks must distinguish its goods from those of its rivals in terms of quality, performance and design. Innovative sales, marketing and PR are vital to exploit these niche products. One competitive advantage that Flacks does have is production times. Many retail chains now have two-tier supply chains and Flacks could focus on top-up orders. They might also investigate other sales channels such as mail order.

这篇文章是关于一个女性时尚饰品公司——Flacks的发展战略问题，四个专家给出了自己的建议。这套题目的答案稍微有些隐晦。

第一题，说在开发新产品前咨询客户的意见对于Flacks来讲是很明智的。答案是B段的最后一句：thorough market research will help to ensure any new ideas are well received.彻底的市场调查能够确保新的思想很好的被接受。Market research，市场调查，在很大程度上就是咨询客户的意见(consult customers)，any new ideas可以对应于developing a new product,能够well received，那么对于公司来讲当然就是advisable了。选B。

第二题，说为专业市场生产产品可以增加利润。答案是D段的这么一句：the company should consider exploiting niche markets to improve its margins这题关键是要理解一个市场的含义：niche market。看英英解释：a small area of trade within the economy, often involving specialized products。improve its margins也就是increase profits，选D。

第三题，说Flacks可能需要改变它的一个设备的功能。这里答案不是太明显，是C段的这么一句：They should also consider refocusing production by using their UK factory for high-specification products。他们也需要考虑通过利用英国工厂生产高规格产品来调整生产焦点。也就是说，英国工厂原来不是生产高规格产品的，即题目说的改变它的一个设备的功能。

第四题，说Flacks可以利用现有的技能来进入一个新的市场。答案是A段的这么一句：They need to move into a more promising market, one where demand is growing and where the company can exploit existing skills and contacts。他们需要进入一个更有发展前景的市场，一个需求增长并且公司可以利用现有技能和合同的市场。exploit existing skills也就是utilise its current expertise。

第五题，说Flacks可以考虑关闭现有的生产设备。这题也有些隐晦，答案是这么一句：think about outsourcing all this work abroad。关键就在于outsource这个词的意思：turn to outside suppliers or manufacturers外购。既然是要考虑outsource——turn to outside manufactures，那么也就是可以考虑关闭自己的生产设备了。选B。

第六题，说Flacks应该考虑发展同领先的连锁商已经建立起来的关系。答案在C段：build on their relationships with the big stores发展他们同大商店的关系。

第七题，说扩展产品范围对劳动力来讲不是问题。答案在A段：They could think about brand extension - this would not be a giant leap and the sales force would take it in its stride.他们可以考虑品牌扩张——这不是一个巨大的跳跃，在销售力量的步调范围之内。言下之意，不是问题。选A。

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