PART ONE
Questions 1-7
. Read these sentences and the three company plans below.
. Which company does each sentence describe?
. For each sentence mark one letter(A ,B or C)on your Answer Sheet.
Example
To combine its operations in different parts of the world will save a lot of money for the company.
Answer: B

1. The company has businesses in four continents of the world.
2. The company has appointed a new manager in charge of medicines.
3. New automobiles will be developed in its program centers.
4. A reform is being carried out in its organizations.
5. Goods for hair protection makes a lot of money for the company.
6. It tries to be more ready to meet the needs of the customers.
7. The company is made up of fourteen subcompanies all over the world.

A . FORD
To save up to $ 3 billion a year, Ford is merging its manufacturing, sales, and product development operations in North America and Europe-and eventually in Lation America and Asia. And in a move toward a more horizontal organization the company is setting up five program centers with worldwide responsibility in develop new cars and trucks.

B. IBM
Big Blue is reorganizing its marketing and sales operations into 14 worldwide industry groups ,such as banking ,retail ,and insurance. In moving away from an organization based on geography, IBM hopes to eliminate turf wars and make itself more responsive to customers.

C. BMS
Bristol-Meyers Squibb is revamping its consumer business by appointing a new chief responsible for its worldwide consumer medicines business such as Bufferin and Excedrin. The
11, 400 million U. S. dollars drug company also has formed a new unit with worldwide
responsibility for its Clairol and other hair-care products.

PART TWO
Questions 8-12
. Read this proposal about the CPT Word Processor.
. Choose the best sentence from the list A-I to fill each of the blanks.
. For each blank ( 8 -12) mark one letter(A -I)on your Answer Sheet.
. De not mark any letter twice.
. One answer has been given as an example.

15 June 1993
Ms. Martha Weston
Word Processing Supervisor
ABC Company
Post Office Box 1072
28 King's Street London
Dear Ms. Weston.
Performance of the Cpt Equipment
I'm Pleased to tell you about our experience with the CPT Word Processor as you requested recently... ...example ... .. I assume you have looked at several machines and have narrowed down your choices. Here are my observations.
An approach to adopting word processors
Eighteen months ago we adopted CPT equipment on limited scale with the idea in mind that we could gradually get rid of electric typewriters as we became familiar with the word processor. ...... 8 ......The stations are actually in pairs so each pair can share a common printer...... 9......
We use the equipment as dedicated word processors, although we do have the ability to link up with our computer installation.
The step-at-a-time development of our word-processing center has, we think, saved us money and training time. ......10......
Performance
In terms of performance , the CPT equipment is excellent. ... ...11.. ...Moreover our service contract and warranty have covered all maintenance costs.
We have software packages that check spelling and signal when a mistake occure. ...... 12 .....Using both printers , we recently prepared 1200 individually typed form letter mailings a under four hours. We have no complaint about our preparation of executive reports.

Example: I

A So it works very well and has so many different functions.
B Also it has reduced the confusion that exists about buying software packages .
C The train stops at each station for only fifteen minutes.
D We began with two work stations and now have four.
E Our routine letters are prepared from disc-stored masters.
F The Rotary W printer with a speed of 45 characters a second can easily handle two input stations.
G In contrast ,its size and weight are ideal for carrying.
H We have not yet experienced mechanical problems so far.
I We are pleased with its performance and multi-functions.

PART THREE
Questions 13-20
. Read this text about the problem of Barclays Bank.
The New Look
When Sir John Quinton, then chairman of Barclays Bank, was given his marching orders last April, Britain's biggest bank thought it had found the scapegoat for its sudden fall from grace and profits ,Andrew Buxton, the bank's managing director and an offspring of its founding families ,was a pointed chairman and chief executive ,with effect from January 1st of next year. It seemed a glorious victory for good business management. Is the problem solve do Certainly not.

1. No sooner had Mr. Buxton been appointed chairman and chief executive than big
shareholders and quite a few board members began quietly to question his ability to do both jobs at once. Now ,weeks before he is due to move up ,the questions are louder. Many wish the bank had seized the opportunity Lasy April to separate the two top posts. And privately. Some wonder whether Mr. Buxton is the right man for either one. What started as a thoroughly British Whispering Campaign has assumed much bigger dimensions..

2. Mr. Buxton has suffered it all ,but in truth he has no way out. After weeks of talking to shareholders and discussing with his non-executive directors ,he has accepted that Barclays will separate the top jobs sometimes in the future. How7 He says that there has been no formal discussion of it in the boardroom.

3. Formally or informally, it has been agreed that Mr. Buxton will not be moved from his chairmanship, and that Barclays must find a strong chief executive. Opinions differ as to whether this person should be chosen from inside or outside the bank. Several board members believe that there is no ideal candidate inside Barclays.

4. Neither shareholders nor non-executive directors want to wait long. If the right candidate can be found, the bank could combine the announcement of a new appointment with its annual results at the end of March. Mr Buxton stressed the importance of getting this next step right, particularly since any appointment will mean overturning a management reorganization that was announced only eight months ago.

Questions 13-16
. For questions 13- 16 ,choose the correct title for each paragraph from the box below.
. For each paragraph(l-4) mark one letter (A-G) on your Answer Sheet.
. De not mark any letter twice.
13. Paragraph 1 . . . . . . . . . .
14. Paragraph 2 . . . . . . . . . .
l5. Paragraph 3 . . . . . . . . . .
16. Paragraph 4 . . . . . . . . . .

A Problems facing Mr. Buxton
B Proposals for candidates of the chief executive
C Lack of ideal candidate inside Barclays
D Buxton's agreement to give up one of his two top jobs
E Doubts about Buxton's ability for two top jobs
F Anxieties about choosing the right candidates
G Objections to Buxton's ideas

Questions 17-20
. Using the information in the text ,complete each sentence 17- 20 ,with a phrase from the list below (A-G)
. For each sentence (17-20) mark one letter(A-G) on your Answer Sheet.
. Do not mark any letter twice.
17. Mr. Buxton is persuaded that the bank needs to. . . . . .
18. if they can find the right candidate ,they could. . . . . .
19. Mr..Buxton will retain his chairmanship ,and the bank must. . . . . .
20. At the news of Mr. Buxton's appointment ,many people started to. . . . . .

A combine the news of the appointment with its annual results.
B believe no suitable candidates can be found in the bank.
C question his ability to hold two leading positions.
D find a very able chief executive.
E mean overturning a management reorganization. .
F differ as to the sources for the right candidate.
G separate the two top jobs sometime later.

PART FOUR
Questions 21 -35
. Read this text about an Italian car company.
. Choose the best word to fi71 each gap.
. For each question(21 -35) mark one letter (A ,B ,C or D) on your Answer Sheet.
. One answer has been given as an example.

Gianni Agnelli ,Chairman of Fiat , Italy's largest private industrial corporation ,is known in Italy as the lawyer ,because he trained in law at Turin University. ... ...example......he has never practiced , his training may soon be useful. On April 17th Mr. Agnelli admitted to a group of Italian industrialists in Venice ...... 21...... Fiat had been ...... 22 ...... in some corruptions in Italy. On April 21st, Fiat's lawyers and Cesare Romiti , its managing director , met Milan magistrates to ...... 23 ...... the firm's involvement in bribery to win business from state-owned companies.
Fiat is not the ...... 24 ...... Italian company caught up in Italy's increasing Political corruption scandal. According to the latest figure ,some 200 businessmen and politicians were sitting in prison ... ... 25 ... ... a result of judicial inquiries into kickbacks paid to politicians by firms. Hundreds more are still ... ... influence of Fiat, ......27...... sales are equal to 4/00 of Italy's home product ,the scandal at the company has ... . .. 28 ... ...the industrial establishment.
Though neither Mr. Agnelli ....,. 29 ...... Mr. Romiti has been ...... 30...... of wrongdoing, several other senior Fiat managers have allegedly been involved in paying kickbacks to win state-owned contracts. ...... 31 ...... arrested include Francesco Mattiol , Fiat's finance director , and Antonio Moscon , the ... ... 32 ... ... head of its Toro insurance branch. ... ... 33... ...men have been ... ...34... ... about their previous roles on the board of Cogefar-Impresit, Fiat's construction subsidiary. Last May, Enzo Papi admitted paying a 1.5 million-dollar bribe for a contract , . .. ... 35 ... ... to Milan's underground.

Example
A Though B That C Because D What
Answer D

21. A what B that C when D if
22. A involved B connected C related D done
23. A talk B say C speak D discuss
24. A one B single C worst D only
25. A as B for C with D after
26. A in B under C at D on
27. A who B which C whose D its
28. A rocked B ruined C damaged D destroyed
29. A or B also C and D nor
30. A accused B charged C criticized D blamed
31. A Who B Those C He D That
32. A old B former C late D last
33.A Either B All C Every D Both
34. A solved B answered C questioned D replied
35. A contracted B related C connected D communicated

PART FIVE
Section A
Questions 36-40
.Read this text
.In most of lines(36-40) there is one extra word which does not fit in. One or two lines, however, are correct.
.If the line is correct, put a tick(√)in the space on your Answer Sheet.
.If there is an extra word in the line, write that word in the space on your Answer Sheet.
Example:
Most of the world's business in marine insurance is centred ....√....
in London though whatever there one other important markets ....whatever....

REQUIREMENTS FOR RESEARCH ASSOCIATE
Ph.d. or equivalent in economics. In addition to the degree, applicants
36. beyond entry level must have to have post Ph.D. experience that
37. demonstrates strong applied economics background and analytical
38. skill for solving problems solutions; research competence in the area of
39. resources, microeconomic development. Applicants must be able articulate.
40. have strong writing abilities, have ability to communicate well and that work
successfully in a multinational research setting.

Section B
Questions 41-45
. A Swiss student has written a piece of description of a new watch.
. In each line there is one wrong word.
. For each numbered line(41-45 ) write the correct word in the space on your Answer Sheet.

Example :
Your watch will be a masterpiece ,reflected your value. . . . reflecting. . . . .

For more than a century any a half, Patek Phillippe has been known
41. as the finest watch in the world. The reason is simple that this
42. Watch is made differently. It is made by using technologies that
43. other have lost or forgotten. If a particularly patek phillippe
44. movement needs four years of continuous work to bring to perfect,
45. we will teke four years The result will be a watch that is unlikely any other
watches you have ever seen.

二.WRITING
PART ONE
Question 46
Mr. Lee is going to buy a large amount of electronic components from your company. He also shows an interest in your company's PCX phone machine, which is in the charge of Mr. Angus Beard, your colleague. Mr. Lee would like to bring 10 samples and some brochures back home to make a trial sale.

. Write a short note to Mr. Angus Beard ,one of your colleagues.
. Tell him the fact that Mr. Lee is interested in PCX phone.
. Mention the number he wants to have.
. suggest their direct contact.
. Write 30-40 words on your Answer Sheet.

PART TWO .
Question 47
You are a clerk in Lucky Tourism Company. You are responsible for arranging travelling lines. One day ,you received the data as follows :

Read the following table which shows the changes in the way people spend their holidays. The table divides the tourism business into four parts ,telling the different percentages in 1980 and in 1990 ,from which you will notice the trend of current tourism business.

. Use the information in the table to write a short report (about 100-120 words) emphasizing changes of the main business for your company.
. Write on your Answer Sheet.

WHERE PEOPLE SPEND THEIR HOLIDAYS
1980 1990
Travelling abroad 12% 23%
Going to seaside 38% 32%
Camping 9% 35%
Staying at home 41% 10%
Total 100% 100%

三.LISTENING

PART ONE
Questions 1-12
. You will hear three telephone conversations.
. Write down one word or number in the numbered spaces on the forms below.

Message One ,questions 1-4

Order Ticket
9:30 a. m. 20th June D. Golden
Information of Customer :
Name : Mary Thomson from INA Industries
Address : . . . (1). . . Rose Street
Contact No. : . . . (2). . .
Information of Computers :
Type : 486 models. . . (3). . . cache on hard drive
Quantity : . . . . (4) . . . . .
Delivery Date : Friday morning 23rd June

Message Two , questions 5- 8
Reservation Card
To : Dr. Goodman From : Linda
Date : 18th April Time : 2 : 30 p. m.
Information of patients
Name : David. . . . . . (5 ) . . . . . .
Symptom : something wrong with the. . . . . . (6). . . . .
Date of meeting : 20th , . . .. . . (7). . . .. .
Time for meeting : . . . . . (8) . . . . . . -

Message Three. Questions 9-12
Bicycle Renting Registration
Date : 7th July
Time: 12 : 30
Bicycle Type : . . . . . (9 ). . . . . . bikes
No. of Bicycles : 2
Period of Hiring : . . . . (10) . . . . . . days
Hirer's Name :` . . . . (11) . . . . . .
Contact No : 0708112-ex. Room. . . . . . (12) . . . .

PART TWO
Questions 13-22

Section One
Questions 13-17
. You will hear five short pieces.
. For each piece decide who is talking.
. Write one letter(A-H)next to the number of the piece.
. You will hear the five pieces twice.
13. . . . . . . . . . . . . . . . . .
14. . . . . . . . . . . . . . . . . .
15. . . . . . . . . . . . . . . . . .
16. . . . . . . . . . . . . . . . . .
17. . . . . . . . . . . . . . . . . .

A a dentist
B a customer
C a policeman
D a mechanic
E a salesman
F a plumber
G a doctor
H a manager

Section Two
Questions 18-22
. You will hear another five short pieces.
. For each piece decide where the speaker is.
. Write one letter(A-H)next to the number of the piece.
. You will hear the five pieces twice.
18. . . . . . . . . . . . . . . . . .
19. . . . . . . . . . . . . . . . . .
20. . . . . . . . . . .. . . . . . . .
21 . . . . . . . . . . . . . . . . . .
22. . . . . . . . . . . . . . . . . .

Places
A at the dentist's
B at the drugstore
C at the grocery store
D at the oil station
E at the parking lot
F at the restaurant
G at the pub
H at the supermarket

PART THREE
Questions 23-30
. You will hear the conversation between a sociologist and a retailer. They talk about what is
going to influence the life style and how the life style will affect the purchasing process.
. You have to complete the sentences (23- 30) by choosing the correct ending.
. Mark one letter(A ,B or C).

23. AIO refers to
A actions, involvement and options.
B activities, interests and opinions.
C advertising ,impact and opportunities.

24. Another name for AIO measurement is
A psychographics .
B demographics .
C statistics .

25. According to the author ,the most important social factor in purchasing process is
A reference groups.
B social classes.
C culture.

26. If you are running an upper level fur store ,you'd better attract your customers by
A lowering prices.
B mass advertising.
C improving the product packaging.

27. Sometimes, the reference groups have the most impact on the purchasing process ,so
a retailer must pay much attention to the reference groups composed by
A family members.
B suburbanites .
C city dwellers

28. For the customer with much self-confidence ,the purchasing process is
A endless.
B long.
C short.

29. When the consumer thinks of alternatives and makes a final decision, the most
important individual factor will be
A personalities.
B motives. .
C performance.

30. One of the individual dimensions of lifestyle mentioned by the socialgyist is
A performance.
B interests.
C class consciousness.

答案：

一. 阅读部分
PART ONE
1. A 2. C 3. A 4.B 5. C 6. B 7. B
PART TWO
8. D 9. F 10. B 11. H 12. E
PART THREE
13. E 14. D 15. B 16. F 17. G 18. A 19. D 20. C
PART FOUR
21. B 22. A 23.D 24. D 25. A 26.B 27.C 28. A 29.D
30. A 31. B 32.B 33. D 34. C 35.B
PART FIVE
Section A
36. must是多余,应删掉.
37. 没有多余的词.
38. solutions是多余,应删掉.
39. able是多余,应删掉.
40. that是多余,应删掉.
Section B
41. simple后面加冒号,去掉that
42. technology应改为techniques
43. particularly应改为particular
44. perfect应改为perfection
45. unlikely 应改为unlike

二.写作部分
PART ONE
Question 46
(Sample for reference)
Dear Mr Beard,
Mr. Lee ,one of my old clients ,has interest in our PCX phone machine. He would like to bring 10 samples and some brochures back home to make a trial sale. You may contact him directly on Tel 3108881.

PART TWO
Question 47
(Sample for reference) .
Nowadays, less people like to spend their holidays at home. More people go camping outside or even travel abroad. The changes are caused mainly by three factors. First ,people become more open. Instead of staying at home, they visit foreign countries to know the different races. Secondly ,in the 1990s , house wives are more free from the heavy housework with more and more household utensils. Families are very happy to spend holidays outside with mothers or wives. Thirdly, travelling abroad can also mean enjoying comfortable weather in another country. Therefore less people go to crowded seaside ,they turn to other ways.

三. 听力部分

1. NO 21 2. 72188155 3. 256KB
4. 3 5. Parker 6. heart
7. April 8. 9:30am 9. motorized
10. 2 11 . Green . 12. 1203
13. B 14. A 15. D
16. G 17. E 18. D
19. B 20. C 21. F
22. H 23. B 24. A
25. C 26. B . 27. A
28. C 29. B 30. A

Business English Certificate 2
Simulated Test
Tape script

Part One. Questions 1 to 12
Message One. Questions l to 4
M1 : Hello !
F1 : May I speak to Mr. Golden ,please?
M1 : This is he.
F1 : Good morning, Mr. Golden. This is Mary Thomson from INA Industries. Our company is going to buy 3 486 model computers.
M1 : 256K on hard drive models or 256k optional on base models?
F1 : Have you got any suggestions?
M1 : The kind of 256K on hard drive models are suitable for general use. And the 256K
optional on base models is available upon request. It's a bit more expensive.
F1 : I think I will buy the former, 256K hard drive model.
M1 : Ok! When do you want them? We have this computer in stock.
F1 : That's fine. I hope the computers will arrive on Friday morning.
M1 : Friday morning. Where is your company located?
F1 : NO. 21 Rose Street ,near the Fashion Store.
M1 : And your telephone number is. . . . . . ?
F1 : 72188155. Thank you.
M1 : Thank you for your business.

Message Two. Questions 5 to 8.
F1 : Hello. Springfield Health Centre. Can I help you?
M1 : Yes. I'd like to speak to Dr. Good man's receptionist ,please.
F1 : Yes .
M1 : This is David Parker. I have been having some chest pains recently.
F1 : Well ,Mr. Parker. What can I do for you?
M1 : I would like to make an appointment to see the doctor.
F1 : Yes. Would Thursday morning suit you?
M1 : Thursday is the 20th of April. Ok. At what time?
F1 : Is 9 : 30 ok for you?
M1 : Yes , that's fine.
F1 : What's your name again please?
M1 : David Parker. D-A-V-I-D , P-A-R-K-E-R.
F1 : Thank you. Dr. Goodman will see you at 9:30 on Thursday.

Message Three. Questions 9 to 12.
F1 : Good morning ,this is Burt's Bicycle Rental.
M1 : Good morning ,miss. A friend of mine suggested I call you to hire some bikes.
F1 : Oh ,yes. A lot of people do this these days.
M1 : Yes ,we're just on holiday here for a few days and they said it would be a good idea to see the island on bicycle.
F1: Well it certainly is. And most people rent a motor bike because you can get around faster and even go to the beach if you like.
M1 : If I wanted to hire 2 motor bikes tomorrow morning for 2 days ,would there be any problem?
F1 : No problem at all. May I know your name?
M1 : It's Green , G-R-E-E-N.
F1 : And your telephone number?
M1 : I'm at the Holiday Sun Hotel. My number is 0708112. I'm in Room 1203. By the way ,is your bike rentalshop at No. 100 Teckman Street?
F1 : That's right.
M1 : OK ,then , I'll see you tomorrow morning. Thanks a lot.
F1 : I'll see you then.

Part Two. Questions 13 to 22.

Section One. Questions 13 to 17.
Question Thirteen
I'm interested in seeing the new mid-sized car you've been advertizing. I'm sorry I forgot the name ,but I have seen it as a friend of mine has bought one. It's a racing car and it's very light ,I remember. I want it in black.

Question Fourteen
Now ,let's look at the loose filling. Oh ! I'm surprised it didn't fall out ,because there's a great deal of decay around it. There's also a slight cavity in another tooth. It may take considerable drilling.

Question Fifteen
I don't know what I'm going to find in the car. I promise that I'll check it thoroughly. For example if your condenser becomes worn out ,I'll call you and recommend that you let me put in a new one. I won't do this before we've talked about it.

Question Sixteen
Please take off your coat and roll up your sleeve. I want to take your blood pressure. Yes ,your pressure is a little bit high. There is nothing to be alarmed about it. But you'd better get rid of those junk foods and do more exercise.

Question Seventeen
I represent a new but growing firm in this area. We sell all kinds of stationary supplies : various kinds of pens ,pencils desk sets ,file holders and whatever you mention. Here are. samples of our new products. We guarantee prompt delivery and the best products.

Section Two. Questions 18 to 22
Question Eighteen
Your car has been sluggish since it's been too long since your last tune-up. So your car doesn't really need the higher octane. You should still use regular unleaded. It won't pay to get the more expensive kind.

Question Nineteen
I think I'm catching a bad cold today. I have a headache. I've got a sore throat. I even cough some of the time and ache all over. Do you have a cold capsule and some cough syrup? I hope I can go to work tomorrow after taking all these. Could you recommend something ?

Question Twenty
These green and hard bananas aren't ripe enough to eat. These are overripe; they're soft with brown spots. The overripe ones are firm and just right for eating. If you want to cook with bananas ,the overripes are fine.

Question Twenty-one
Welcome to our chain store. We specialize in hamburgers and chicken. And we're having an introductory special. You can get free French fries with every sandwich order. Here is the coupon.

Part Three.
Questions 23 to 30.

Retailer: A person's life style has a significant effect on the purcharsing process. So how do I determine and understand the life style of my target market?

Sociologist : The consumer's activities , interests ,and opinions or AIO can be used to analyze life styles and their impact on purchase behavior. Activities, interests, and opinions are especially useful when they can be related to demographic data. Grouping people according to these three criteria will reveal substantial differences in product usage ,time spent shopping, enjoyment of shopping experience, location and hours of the store, and so on. A typical consumer AIO survey would include questions on membership , hobbies, travel, shopping, work, and entertainment activities , involvement in the home , the family, and community interests and feelings about economics, politics, and advertising. The use of the AIO measurement has also been called psychographics ;it is in the early stages of development.

Retailer :So the AIO survey of consumers is not enough. What else should I pay attention to?

Sociologist: Culture, social class, reference groups and class consciousness are social dimensions of life style that have an impact on purchasing behavior. A person's culture affects the importance of family ,religion ,education and other concerts. North Americans act differently than South Americans or Europeans because of their cultural heritage. For example, in the United States, purchasing decisions are more decentralized; religion has a declining impact on behavior. From a retailing perspective, the norms or standards of behavior that are influenced by culture are most important. Culture has an impact on all aspects of the purchasing process.

Retailer : How does social classes influence a person's purchasing behavior?

Sociologist :Lower-class consumers have limited information sources and seek local ,friendly retailers. Middle class consumers utilize media information and extensive search. They are willing to shop out of their neighborhoods. Upper-class consumers use media information and shop at prestige stores. For products or services that are conspicuous ,reference groups have an important role in the purchasing process. Those reference groups that are face-to-face have the most impact on the
purchasing process. The different types and uses of reference groups need to be understood , As an example ,one's neighbours are a membership reference group. However ,a retailer must distinguish between the use of neighbours as a reference group by suburbanites and the use by city dwellers. The suburbanite will follow his or her neighbours and know them much better. City dwellers are more independent and know little about their neighbours.

Retailer :Don't you think motives are very important in purchasing behavior?

Sociologist : Yes. Personality , motives , and performance are individual dimensions of life style that have an impact on purchasing behavior. A consumer's personality traits affect the purchase process. For an impatient person, the process is short. For someone with little selfconfidence, the process is long. Post purchase satisfaction is very important to a statusseeker. Consumers have different motives (reasons) when they buy products. Motives are critical when the consumer ranks alternatives and makes a final decision. Motives do change in different situations. A person's performance in various roles determines his or her social acceptance and influences the purchasing process.

Retailer ,Thank you very much. I think I've learned about the importance of life style.