Answer ONE of the questions 2, 3, or 4 below.1. Question 2？Your company has decided to inv

it will be improved as the WTO required for transparency.

a lot from the direct contact with businesses at home and abroad.

imported at all, the terms under which it enters, who can bring it in, and who can distribute, sell and service it.

?Which tip (A, B, C , D or E ) does each statement 1-8 refer to?

?For each statement 1-8, mark one letter (A, B, C , D or E ) on your Answer Sheet.

?You will need to use some of these letters more than once.

A

About Marketing

Our theory going into 2002 was that most companies would hold their breath and wait for the economy to move before investing in marketing. And cutting back marketing dollars did turn out to be the wave that most companies were riding. But, it is just a knee jerk reaction to a down turn. Those that continued to market through this year are in better shape going into 2003 than when they staged in 2002, Marketing is not for just the best of times, it's crucial in the worst of times.

B

About the Customer

Aside from wondering where you're going to get new customers, we all learned that it should really be about retaining your existing customers. Guess what? That's where the lion's share of your business is coming from anyway. Too bad many companies cut back on customer service. Some companies chased away their existing customers in droves in the interest of saving money. It doesn't make sense.

C

About Relationships

Many assumed price was the major issue with customers. A customer is surely going to talk about pricing. But you have to move that conversation in a mote productive direction. It's not about pricing. It's about value. If you can demonstrate value you don't have to lead with price, In large part, the value in any customer interaction is the relationship you build with them and how you maintain it. And the hard truth is if you're serious about relationships, you maintain them even when they aren't buying. Why? Because once they have money they will stick with those who stuck with them.

D

Doing More With Less

The days of spending marketing and sales dollars like water are over. That's not a bad thing, really. It means that companies are now going to really think through their decisions and make better ones. It's better for the economy in the long term. And it gives everyone an opportunity to present the best solutions and the best value for business propositions. Doing more with less is actually smarter and will improve the business climate over the long haul, which is really what counts.

E

Pipeline

Every company should be working on near-term, mid-term and long-term opportunities. This is solid selling technique. In a tight economy, it's absolutely imperative. We all knew that 2002 had very little low-hanging fruit to grab. That meant you had to march harder, more creatively and longer to build a solid pipeline. Ideally, you should have a handful of deals just ready to close, a handful of hot prospects, and more than a handful of opportunities that you are moving along. The time to start is always NOW! Going into 2003, what does your pipeline look like?

Something other than money is more important.

听力原文： Speaker One

Woman: I work as a secretary in my company. I like my job very much because I have a terrific boss. He is CEO of the company. He works hard and efficiently. He is a warm-hearted and honest man. I believe he is an excellent boss and outstanding leader. He inspires me a lot and I like to work for him and the company.

Speaker Two

Man: I am an engineer of the company. This job is interesting and challenging because you will never know what your next project might be. I like my job not only for itself but also for my interest.

Speaker Three

Woman: I'm a lawyer. I work very long hours-ten hours a day is quite normal. And if something important comes up I'm often in the office until eight or nine in the evening. Or I take my work home. The other bad thing is that I don't have much holiday-only 20 days a year. Anyway, I do like my job.

Speaker Four

Man: One week I work from 6 in the morning to 2 in the afternoon, the next week from 2 in the afternoon to 10 in the evening and the third week from 10 in the evening until 6 in the morning. I quite like my job. I don't mind getting up early and I love finishing at two in the afternoon. And I get a lot of time off between shifts.

But there is something I don't like about my job. The pay's not too good.

Speaker Five

Woman: I'm a secretary. I work in R&D. I do like my job. I don't just sit at my desk and write reports. I have a lot of contact with our clients, and I enjoy that.

My journey is terrible. It takes me an hour to get to work. And then we have flexitime. But it's not very flexible because I'm always in minus at the end of the month. So I have to stay in the office even if there's no work. I'd prefer to work when there's something to do and go home when there isn't.

?You will hear five different people talking about their jobs.

?For each extract there are two tasks. For Task One, decide what their jobs are from the list A-H. For Task Two, choose the attitudes of the speakers towards their jobs from the list A-H.

?After you have listened once, replay the recording.

Task One-Jobs

?For questions 13-17, match the extracts with the jobs, listed A- H.

?For each extract, decide what the job the speaker is talking about.

?Write one letter (A-H) next to the number of the extract.

A lawyer

B manager

C secretary of boss

D driver

E engineer

F secretary of R & D

G accountant

H shift supervisor

Task Sheet for Candidate A

Task Sheet 1

A: Staff promotion: the importance of promoting employees with great achievements

B: Customer relations: how to set up an effective customer services system

C: Advertising: how to advertise a new product effectively

Task Sheet for Candidate B

Task Sheet 2

A: Recruitment: how to ensure that job advertisements attract appropriate applicants

B： Staff management: the importance of assessing staff performance effectively

C: Transport: the importance for a company to provide free transport for its employees

y received last year in a survey.

?Using the information in the chart, write a report of office workers' attitudes towards in-service training.

?Write 120—140 words on your Answer Sheet.

?Read the text below about idleness．

?For each question(31-40)，write one word in CAPITAL LETTERS on your Answer Sheet．

Enjoy Idleness

In his 1935 essay，" In Praise of Idleness，" British philosopher Bertrand Russell wrote，" I think there is far (31) much work done in the world and immense harm is caused by the belief that work is virtuous．" Russell advocated shortening the work day to four hours．And people all over the world ignored his advice．Although the sweatshops and fourteen-hour work days are gone in most industrialized countries today， studies reveal that people in most of these countries believe they are working (32) and harder than ever．

In the United States，the hours available for leisure each week dropped from 24.3 in 1975 to 19.2 in 1995．An associate partner in a U．S．architectural firm reported (33) working 70 to 80 hours a week is the norm in her field．In a recent survey of 150 Canadian executives，75 percent stated they were working so hard that their personal relationships were suffering．Compaq Canada's director of channel sales and development says he arrives at his office by 6:30am，leaves (34) ．7:30pm．and always works at home in the evenings．According to an International Research Association study，72 percent of Brazilians consider work more important than leisure，as (35) ．67 percent of Philippine workers and 66 percent of workers in Venezuela．

Many people blame technology (36) our longer working hours．Instead of giving us more leisure time as predicted，it seems to tie us more securely to our offices．In the davs before fax，email，and videoconferencing，the office closed．Today we take the office (37) us．A British manager，for example，can stay at work until midnight for a conference with the California branch．Corporate downsizing is another contributor， because remaining workers have to do the iobs of those who have been laid off．Basically， however，people just seem to feel they need to work harder．According to Carole Pemberton，a research consultant with a British management organization；people worked hard in the 1960s to get ahead；now they feel they must work (38) just to stay where they are．

In the short run。workers may be rewarded for 10ng hours，but experts point out that ultimately people suffer (39) exhaustion，stress，and depression．To improve the quality of their lives，many U．S．workers are changing jobs and taking salary cuts．Internationally，organizations are helping workers to slow down．When conducting performance reviews，the Bank of Montreal no longer rewards managers for working interminable hours．In Japan，Sony encourages (40) to take every day of holiday entitlement．In Great Britain，a group launched the" Long Hours On Time!Get a Life．" It remains to be seen if workers around，the world will take this advice．

(31)

into different categories according to the types of items and clients．

?Using the information from the chart，write a report of the outstanding features of the sales figures．

?Write 120-140 words．

?Read the text below about the phases of innovation in market.

?In most of the lines 41--52 there is one extra word. It is either grammatically incorrect or does not fit in with the meaning of the text. Some lines, however, are correct.

?If a line is correct, write CORRECT on your Answer Sheet.

?If there is an extra word in the line, write the extra word in CAPITAL LETTERS on your Answer Sheet.

New Innovation Needs Three Phases

0 Almost every new innovation goes through three phases. When initially introduced

00 into the market, the process of adoption is slow. The early models are that expensive

41 and hard to use, and perhaps even unsafe. The economic impact is relatively very

42 small. The second phase is the explosive one, because where the innovation is rapidly

43 adopted by a large number of many people. It gets cheaper and easier to use and

44 becomes something familiar with. And then in the third stage, diffusion of the

45 Innovation slows down again, as if it permeates out across the economy. During the

46 explosive phase, the whole new industries spring up to produce the new product or

47 innovation, and up to service it. For example, during the 1920s, there is dramatic

48 acceleration in auto production, from 1.9 million in 1920 to 4.5 million in 1929. This

49 boom was accompanied by all sorts of other essential activities necessary for an the

50 auto-based nation: Roads had to be built for the cars to run on; refineries and oil

51 wells, to provide the gasoline; and garages, to repair them. Historically speaking, the

52 same pattern is repeated again and again and with innovations. The construction of the electrical system required an enormous early investment in generation and distribution capacity.

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