第3頁共8頁《跨境電子商務英語》試卷（B）（學年度第一學期****級****專業）[閉卷，試卷共10頁，答題時間120分鐘]學號姓名專業班號系（說明：請考生將答案寫在考試答題紙上并標明題號，否則不得分。）Choosethebestchoicetocompleteeachofthefollowingsentences.(1foreach,10pointsinall)Theirfindingshavebeenwidely___________.disseminatedB.distributedC.flownD.selectedArts_____________culturaldevelopmentwhenpeoplegathertogethertosharetheirexperience.springupB.comparetoC.contributetoD.combinewith3.Iwouldliketoaskyoutoconsidermy___________forthepositioninsalesthatyouadvertisedinlastweek'snewspaper.A.descriptionB.allowanceC.qualificationD.wish4.Thecarmakerisalmostreadyto______anewmodelinSeptember.A.initiativeB.declareC.launchD.accumulate5.That’swhyChina_____________foritsrelationshipwiththeworldas:peace,developmentandcooperation.A.setthetoneB.setfootC.setforthD.setaside6.Thenewsystemshavebeen_____________forrunningMicrosoftWindows.realizedB.optimizedC.industrializedD.strengthened7.Scienceandtechnologyarepartofthe_________forces.A.productiveB.primitiveC.deductiveD.active8.You’llneedsomecashinlocal_________butyoucanalsouseyourcreditcard.A.efficiencyB.currencyC.authorityD.popularity9.Theaccountswere___________correctbythefinancedepartment.A.certifiedB.conservedC.consumedD.convinced10.Herjobistoprepare

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balance.confirmationB.reconciliationC.institutionD.localizationFillintheblankineachsentencewithawordtakenfromtheboxinitsappropriateform.(1.5foreach,15pointsinall)updatedclueutilizesubscriptionvarietyinvolvessetapprovalcoordinatecoverage1.Therearemajordifferenceswithinthesegroups,however,onwhetherto__________resources.

2.Itseemedtherationalwayto__________andorganizethingssinceitisacomplicatedmatter.3.Thescientistswillstudythe________oftreesandobservewhicharefruiting.4.Anyinvestment_____________anelementofrisk.5.Ifyouhaveno__________ofhowtowriteacontract,takealookatthisarticle.6.TheGDPfiguresare___________onaquarterlybasis.7.Theplanwillbesubmittedtothecommitteeforofficial__________.8.Themonthly__________feeisafixedcost,oftenforaminimumcontractedlengthofagreementofoneyear.9.Heurgedthemto____________asideminordifferencesforthesakeofcooperation.10.Theincidenthasreceivedwide___________inthepress.III.ReadingComprehension(2foreach,30pointsinall)Directions:InthissectionthereareThreepassagesfollowedbyFifteenmultiplechoicequestions.Foreachmultiplechoicequestion,thereareFOURsuggestedanswersmarkedA,B,CandD.Choosetheonethatyouthinkisthebestanswer.PassageOneYaoYunchun,a24-year-oldauthorwhofrequentlyshopsonlineinHangzhou,ZhejiangProvince,hasneverbeensoimpatientforherparcelsassheisnow.Shehasbeencountingeverydaywhileshewaitsfortheproductssheorderedtoarrive,asmanydeliverieshavebeendelayedoverthepastmonth.“IttookmorethanaweekforoneofmyparcelstoarrivefromBeijingwhile,inthepast,ittookonlyfourdays,”saidYao.SheisjustoneofthemanywholikeshoppingonT,thecountry’slargestonlineshoppingsite,whichhaspostedapologeticannouncementstocustomersforthedelaysindeliveries.“Manyparcelsarestillattheairportandcannotbedeliveredontime,butIthinkIwilldomybest.”Taobaoclothesretailer(零售商)IMShopsaidonitswebsite.Meanwhile,majorexpressdeliverycompaniesinChinahaveputupnoticessayingtheyarereadytocopewiththedelayinrecentdays.“Itwasmainlycausedbyabigincreaseinonlineshoppingordersbecauseofdiscountsofferedbye-commercecompanies,”saidChenShousong,ananalystwithdomesticresearchcompanyAnalysisInternational.TaobaoMall,thecountry’slargestbusiness-to-customershoppingsitebymarketshare,forexample,rolledoutalarge-scalediscountonNovember11inwhich150brandssoldtheirproductsathalfprice.Thediscountattractedtheattentionofmanye-shoppingenthusiastswhospent936millionyuan($142million)injustoneday.Therecentshortageofdieseloil,whichrestrictsdeliveryvehicles’capacity,andbadweatherconditionsinNorthChina,alsoaddedtoanalreadyoverloadedexpressdeliverymarket.Bottlenecksindeliveryoftenappearbeforelongholidays,suchasthecomingChristmasandNewYearholidaysandtheChinesetraditionalSpringFestivalholiday.Deliveryemployeesoftenquittheirjobsatthattimewhenfacedwithlotsofworkandlowpay.Sosomeexpressdeliverycompaniesareapplyingtobuildtheirownteams,evenairlines.1.Whichofthefollowingisthebesttitleforthepassage?A.WaitingforthePostmanImpatientlyB.ShoppingonTConvenientlyC.ArguingwithRetailersOnlineHeatedlyD.SufferingfromLarge-scaleDiscounts2.Whyweremanydeliveriesdelayedlastmonth?A.Theairportdidn’tperformtheirdutyproperly.B.Somecustomersdidn’tpayenoughmoney.C.Salesvolumeinonlineshoppinggoesuprapidly.D.Deliverycompaniesareshortofvehicles.3.Theunderlinedword“enthusiasts”hasthesamemeaningwith.A.retailersB.customersC.providersD.owners4.Whatwouldbecontinuedwiththepassage?A.Toattractmorenewdeliveryemployees.B.TocallofftheholidayfortheSpringFestival.C.Tostoponlineshoppingbeforeholidays.D.Tobuilde-commercecompanies’owndeliveryteams.PassageTwoYoucannegotiatevirtuallyanything.Projects,resources,expectationsanddeadlinesarealloutcomesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbycompaniestonegotiateontheirbehalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim.Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying‘yes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,forexample,dressinginastylethatisnotovertlyexpensiveorsuccessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorecomfortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying—putafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriously.Inevitablysomedealswillnotsucceed.Generallythelongerthenegotiationsgoon,thebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentandenergieshavegonetowaste.However,jointventurecanmeanjointriskandsometimes,ifthisbecomestoogreat,neitherpartymaybepreparedtoseethedealthrough.Morecommonisacorporatecultureclashbetweencompanies,whichcanputpaidtoanydeal.Evenhavingagreedadeal,thingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolved,everythinggetssloweddownastheyargueaboutsmalldetails.DrCohenthinksthatchildrenarethemastersofnegotiation.Theirgoalsaretotallyselfish.Theyunderstandthedecision-makingprocesswithinfamiliesperfectly.IfMumrefusestheirrequest,theywilltroopalongtoDadandpressurehim.Ifallelsefail,theywilltrythegrandparents,usingsomeemotionalblackmail.Theycanalsobeverysingle-mindedandhaveaninexhaustiblesupplyofenergyforthecausetheyarepursuing.Sotherearelessontobelearnedfromwatchingandlisteningtochildren.DrCohentreatsnegotiationasagameinorderto.A.putpeopleateaseB.remaindetachedC.becompetitiveD.impressrivals6.Manypeoplesay“no”toasuggestioninthebeginningto.A.convincetheotherpartyoftheirpointofviewB.showtheyarenotreallyinterestedC.indicatetheywishtotaketheeasyoptionD.protecttheircompany’ssituation7.DrCohensaysthatwhenyouaretryingtonegotiateyoushould.A.adaptyourstyletothepeopleyouaretalkingtoB.maketheothersidefeelsuperiortoyouC.dressinawaytomakeyoufeelcomfortable.D.trytomaketheothersidelikeyou8.AccordingtoDrCohen,understandingtheotherpersonwillhelpyouto.A.gaintheirfriendshipB.speedupthenegotiationsC.planyournextmoveD.convincethemofyourpointofview9.Dealssometimesfailbecause.A.negotiationshavegoneontoolongB.thecompaniesoperateindifferentwaysC.onepartyrisksmorethantheother.D.thelawyersworktooslowly10.DrCohenmentionschildren’snegotiationtechniquestoshowthatyoushould.A.bepreparedtotryeveryrouteB.trynottomakepeoplefeelguiltyC.becarefulnottoexhaustyourselfD.controlthedecision-makingprocessPassageThreeProfessorKumarBhatt,founderandheadofWarwickManufacturingGroup(WMG),andRobMeakin,apersonneldirectoratMarconi,havedevelopedapartnershiptotrainengineersandmanagerstobecomee-literate.TheNewKnowledgePartnershipwillincludeateamof40MarconimanagersinwhatProfessorBhattcallselectronicengineeringmanagementorE2.Awiderangeofengineeringandnon-engineeringcompanieshasexpressedinterestintheseexcitingprograms.ProfessorBhattbelievesthate-commerceischangingthebusinessenvironmenttoahugeextent.Manychiefexecutivesdonotunderstandthepowerofthenewtechnologiesand,insomecases,areactuallyresistingchange.Hesaysthat“Aslongasenoughindustryleadersrealizeitspotentialbenefits,e-businesswillmakepossibleasecondproductivityrevolutioninBritain.Thiscouldtaketheeconomyclosetoeliminatingthestillsubstantialcompetitivenessgapwithitsmainrivals.OverthelastfiveyearsintheUStherehasbeena30%improvementinmanufacturingsectorproductivitybecauseofinformationtechnology.InBritainwecanachievemorethanthatandsuccessfule-businesswillbeworthbillionstotheUKeconomy.”AlreadyBritainmakesmoreuseofcomputer-aideddesignandmanufacture(CAD/CAM)andmanagementinformationtechnologysystemsthanotherEuropeancountries,andhasagovernmentthatactivelypromotese-business.But,observesProfessorBhatt,Britainhasneverusedtechnologyasagrowthdriver.“Thethingaboutelectronicengineeringmanagementisthatyoucankeepyourlegacysystems;youjustneedtolinkthosesystemswithaninformationengine.Atthetouchofabuttonitwillallowprojectmanagerstoseethestatusofaproject,identifyproblemspreciselyandmakevirtuallyimmediatedecisionsbasedoninformationthatwillbemuchmorecompletethaninthepast.”TheE2programistheresultofanalliancebytheWarwickManufacturingGroupwithAmerica’sleadinge-commercestudycenter,CarnegieMellon.ThelatterwillberesponsiblefortrainingmanyoftheMarconimanagersinAmerica,wherethegrouphashalfitsbusiness.InBritain,ProfessorBhatthaslinkedupwithSunMicrosystems,OracleandParametricTechnology,tosetupamulti-millionpoundE2designandmanufacturingcenterattheuniversitywhichwillbeusedfortrainingandresearch.ProfessorBhattbelievesthate-commerceischangingbusinesstosuchanextentthatWMGislikelytoberenamedWarwickElectronicManufacturingGroup.But,hewarns“Themovetoglobalizebecauseofe-commerceisracingahead.AlthoughthenetallowsBritishindustrytoovertaketheirEuropeanpeers,italsooffersAsiancountriestoleapfrog(相互超越)theWest.Forthefirsttimeitisnottheprivilegeofthewesternworldbecausethistechnologyisuniversal.”11.ProfessorBhattandRobMeakinhavedevelopedamethodto___.A.teachelectronicengineeringmanagementB.trainemployeestobeacquaintedwithe-commerceC.trainemployeestobeengineersandmanagersD.teachemployeesaboutdevelopingapartnership12.HowdoesProfessorBhattfeelaboutmanyleadersincompanies?A.TheydonotunderstandapossiblesecondproductivityrevolutioninBritain.B.Theyareexcitedaboutchange.C.Theyarereadyfore-business.D.Theysometimesareagainstthechangeresultedfromnewtechnologies.13.Accordingtothepassage,whatdoyouknowaboute-businessinBritain?A.E-businesshaseliminatedmanycompetitiverivals.B.E-businesshasdonemanybenefitstobigcompanies.C.ManycompanieshavejoinedintheE2businessprogram.D.E-businesshasgreatpotentialandwillmakechangesinthecountry.14.Accordingtothepassage,whichofthefollowingisTRUE?A.BritaincanbecompetitivetoUSintheareaofinformationtechnology.B.Britainhasalreadytakentheadvantagesofrunningengineeringmanagement.C.AswithmanyotherEuropeancountries,Britainhasmadeuseofcomputer-aidedsystems.D.E-commercehasofferedopportunitiestoEuropeancountriestoeliminatethecompetitivenessgapwithalltherivals.15.WMGwouldliketochangeitsnamebecause___.A.BritainisgoingtocatchupwithallotherEuropeancountriesinthefieldofelectronicengineeringmanagementB.businesshasbeeninfluencedsomuchbye-commerceC.thee-commercehasofferedAsiancountriesthechancetoovertakeBritainandtherestofEuropeD.e-businessisverypopularandwillbecomeuniversalIV.CompletethefollowingsentencesbytranslatingtheChinesegiveninthebracketsintoEnglish.(2foreach,30pointsinall)1.Thecompleteworkflowwill___________________________(被分為以下步驟).2.Insomecases,advertising___________________________(與訂閱相結合)begantogenerateprofits.3.Contactbetweendifferentcultureswould__________________(促進更多的合作)andgreaterprosperityofthetwosides.4.Examplesofbusinessprocessesare:initiatenewemployee,sellproductsorservices,and_____________(完成訂單).5.Thesetwocompanieswillcontinueto__________________(好好利用這個平臺)andstriveforevencloserbusinessties.6.He__________________(未履約),whichmakeshisbossangry.7.Letmetakethisopportunityto___________________(表達我深深的謝意)thededicationandprofessionalismofourmanagementandstaff.8.Thisisanopportunityto__________________(提高聲譽)ofthecompany.Employerswantpeoplewhocan__________________(提供解決辦法),notpotentiallycreateproblems.10.Allluxurycarmanufacturersstruggletowinyoungercustomerstheyhopeto__________________.(將這些人變成回頭客)11.Marketersusesocialnetworkingforincreasing_________(品牌認知度).12.Forcross-bordere-commercecompanies,building_________(可信賴的品牌)iscrucial.13.Thesystemisdesignedtobeused______________(與……配合使用)awordprocessingprogram.14.Wepromisethat___________________(免費送貨).15.Whenaneworderisplaced,___________________________(執行訂單的過程)isstarted.V.Writing.(15pointsinall)Pleasewriteacompositionaccordingtothesituation.LiHuareceivesaletterfromDaisy,whocomplainsthatherorderwasputoff.Pleasewriteane-mailbacktoapologizeandexplainthereasons,hopingtobeforgivenbythecustomer.《跨境電子商務英語》試卷參考答案及評分標準（B）（*****學年度第*學期****專業）命題教師：***I.Choosethebestchoicetocompleteeachofthefollowingsentences.(1foreach,10pointsinall)1-5:ACCCA6-10:BABABII.Fillintheblankineachsentencewithawordtakenfromtheboxinitsappropriateform.(1.5foreach,15pointsinall)1.utilize