bec中級模擬英語試題

2016bec中級模擬英語試題

　　導語：BEC指的是劍橋商務英語資格考試。是劍橋系列考試中專為學習者提供的國際商務英語資格證書考試，考察真實工作環境中英語交流能力，被歐洲乃至全球眾多教育機構、企業認可，將其作為入學考試或招聘錄用的英語語言水平要求。小編在此整理BEC中級的模擬試題供大家學習哦

　　BEC 中級模擬試題

　　一.READING

　　PART ONE

　　Questions 1-7

　　. Read these sentences and the following business index.

　　. Which advisor each sentense (1-7) describe?

　　. For each sentence mark one letter (A , B ,C ,D or E) on your Answer Sheet.

　　Example

　　The company invests a large sum of money in high technology.

　　Answer: E

　　1. It is engaged in the expansion of a telecommunications line.

　　2. No other steel industries have such a high rating. .

　　3. The company is the chief holder of a British company's shares.

　　4. As much as forty million U. S. dollars are invested in Taiwan.

　　5. It has business transactions with an American company.

　　6. The company gets a very high interest rate from its stocks.

　　7. Agreements were signed between two companies about technological cooperation.

　　A. Telecom Asia Corporation Limited (Thailand )

　　-It serves as international advisor in connection with the debt and equity financing for a US $3

　　billion telephone line expansion project in Bangkok. (Current)

　　B. Singapore Telecom international Pte. Ltd. (Singapore)

　　- It acquires its 50/00 interest in Cambridge Holding Ltd. ,the controlling shareholder of

　　Cambridge Cable Ltd. of the U. K. (6/1992)

　　C. Pohang Iron 6 Steel Co. ,Ltd. (Korea) .

　　In connection with its ratings with Standard & Poor's and Moody's investor Services. The

　　company obtained the highest rating of any steei company in the world. (II/1991)

　　D. Goldstar Co. ,Ltd. (Korea)

　　In its investiment in ,and technology agreements with ,Zenith Electronics of the U. S. -the first

　　transaction of this type in Korea. (2/1991 )

　　E. Concord Venture Capital Co. , Ltd.(Taiwan) '

　　-Structured ,marketed to investors and made a principal investment in the Fund with total equity of

　　NT $ 940 million(US $ 40 million) to invest in Taiwanese high-technology venture capital

　　opportunities. (I/1991)

　　PART TWO

　　Questions 8-1 2

　　. Read this advertisement of a Canadian computer incorporation.

　　. Choose the best sentence from the list A-I on page 5 to fill each of the blanks.

　　. For each blank (8-12)mark one letter(A -I) on your Answer Sheet.

　　. Do not mark any letter twice.

　　. One answer has been given as an example.

　　AST'S BRAVO FAMILY

　　Our new and improved Bravo series of personal computers is designed to do calculations in a new

　　way. . .. . ..example . . . . . . For example , the new Bravo MT has the same features of Intel's very fast Pentium 60MHz

　　microprocessor. It's all the power you need to run an entire workgroup or the latest

　　graphics-intensive programs, and processes even the most complicated mathematical calculations

　　five times faster than the DX2/66. ...... . . 8...... . . It's perfect for the power user who demands high

　　performance at an attractive price point.

　　Also new from AST is our latest generation of Bravo LC desktops, a value line of energy efficient

　　486 personal computers. Our entire Bravo LC family ,while still affordable, has new muscle--Intel

　　486 microprocessors up to 100 MHz and a VESA Local Bus slot. Today, it's fast, tomorrow it

　　could be even faster, if you choose to raise it to Intel's Pentium Over Drive processor. How about

　　more performance in less space? The Bravo LP is a low profile 486 , loaded with award-winning

　　engineering. ... ... 9 ... ... And the graphics RAM can be enlarged to ZMB for 64-bit processing.

　　Our new Bravo NB notebook computers, recently named the number one of the 20 world's top

　　notebook computers ,are some of our best examples of the Bravo family. ... ...10 ... ... It is

　　particularly ideal for small businesses ,home offices ,and mobile users.

　　With Bravo , there's something for everyone. Including high value , performance , and the most

　　responsive around the-clock phone support anywhere. ... ... 11 ... ... By the way ,our 486 Bravos are all approved by the Environmental Protection Agency.... ...

　　12... ...For an AST reseller near you ,please call 800 876- 4 AST.

　　Example: C

　　A. Would you expect anything from the world's fifth largest (and growing )personal computer

　　company?

　　B. In addition ,you'll find .yourself in the enjoyment of free maintenance and

　　transportation.

　　C. If you want speed, power, expandability, and dazzling graphics performance at a very

　　affordable price, you'll find it in our Bravo personal computers.

　　D. The MT also comes with two AL-slots for graphic upgrades and installed windows-based

　　software solutions.

　　E. So , you'll save energy , money ,and perhaps a few trees.

　　F. For instance, innovative security features help you keep your most confidential work to yourself.

　　G. As a result, you need a certificate issued by the Environment Protection Agency if you buy a

　　personal computer.

　　H. The Bravo NB4/33 is even thinner, lighter ,faster , and more affordable- using very little power

　　with a longer battery life.

　　I. Finally, the DX2/66 is inferior to our Bravo MT in speed, function and

　　graphics performance.

　　PART THREE

　　Questions 13-20

　　. Read this brochure about the Canadian city, Saint John, and answer questions 13 to 20 that

　　follow.

　　Canada's Most Cost-Effective City

　　In today's business climate, every corporate decision is measured by one standard-how it

　　influences bottom line. So for businesses in Saint John, New Brunswick , important decisions

　　usually comes easier. The reason? Saint John is the country's most cost-effective city.

　　Many Companies ,including major telemarketing operations ,are moving in to take advantage of

　　substantially more competitive operating costs for human resources , workers' compensation,

　　telecommunications and business convenience.

　　1. In Saint John, city center rents run approximately one-third less than the national average.

　　Downtown Class A office space ranges in price from the low to mid teens. Class B rents for much

　　lower fees. Salaries cost an average of 23 percent less when compared to other major centers.

　　These reduced costs and lower household expenses make for a winning combination where

　　employers and employees both benefit. .

　　2. From superhighways to future highways ,Saint John has it all. Leading-edge technology

　　supplied by companies like NBTel will link your firm to the world. Combine this technology with

　　low-cost telecommunications rates and round-the-clock service ,and you have three good reasons

　　why national firms like Northern Telecom ,Canada Trust and Meditrust now call Saint John home.

　　3. NBTel's Competitive telecommunications rates can help an employer realize annual savings of

　　25 percent and more. Lower property and commercial taxes ,Canada's second lowest electric

　　power rates, and no business of salary taxes make. Saint John an ideal cost-saving location. In

　　recent comparative studies to detemine the least expensive city center, Saint John ranked number

　　one compared to 27 U. S. cities.

　　4. Saint John means profitability and good business sense. To help companies considering

　　business expansion or relocation ,the newly created Greater Saint John Economic Development

　　Commission is ready to take an active role in your evaluation process. General manager Steve

　　Carson says the Commission's role is simple :We're

　　here to make it easier to set up or expand a business in Saint John.

　　Questions 13-16

　　. For questions 13-1 6,choose the correct title for each paragraph from the box below.

　　. For each paragraph (1-4)mark one letter (AG) on your Answer Sheet.

　　. Do not mark any letter twice.

　　13. Paragraph 1 ...... . ...... .

　　14. Paragraph 2 ...... . ...... .

　　15. Paragraph 3 ...... . ...... .

　　16. Paragraph 4 ...... . ...... . A. Low living cost

　　B. Good traffic and telecommunication services

　　O. Sanit John's cheap rents

　　D. Two classes of rents

　　E. The number one expensive city center

　　F. Encouragement for new business activities

　　G. Good business sense

　　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 (AG) on your Answer Sheet.

　　. De not mark any letter twice.

　　17. The task of Greater Saint John Economic Development Commission is to. . . . . .

　　18. In Saint John, employees'wages. . . . . .

　　19. There are a few reasons why national companies. . . . . .

　　20. In Saint John ,New Brunswick it is easier than elsewhere for companies to. . . . . A. cost twenty-three percent less than other major centers

　　B. make important decisions

　　C. take advantage of human resources

　　D. link your business to others all over the world

　　E. determine the cheapest city center

　　F. consider Saint John to be their home

　　G. help set up or expand a business in this city

　　PART FOUR

　　Questions 21 -35

　　. Read this advertisement.

　　. Choose the best word to fill each gap.

　　. For each question (21 35) mark one letter (A , B ,C ,D)on your Answer Sheet.

　　. One answer has been given as an example.

　　Too much to read! It's impossible to find time to read today's top business books-and thousands

　　are published each year. Yet not keeping up with those books could be a serious-and expensive

　　mistake. Often the ideas and insights they . . . . . . example. . . . . are available nowhere else. But

　　how can you even. . . . . .21. . . . . . which titles are worthwhile-let alone find time to read them?

　　Fortunately, there's a . . . .. .22. .. . . . : Soundview Executive Book Summaries. It really. . . . . .

　　23.. . . . . In fact, it's . . . . . . 24. . . . . . to work. It is ingenious and essential. Every month,

　　you . . . . . . 25. . . . . two or three quick reading, time saving . . . . . .26. . . .. . of the best new

　　business books. Each contains all the key points in the . . . . . . 27. . . . . . book. The big

　　difference ,instead of 200 to 500 pages ,the summary is only & pages. Instead of . . . . . . 28. . . . . .

　　five ,ten or more hours to read ,it takes just 15 minutes.

　　Of the thousands of business books . . . . . . 29. . . . . .annually, only a . . . . . . 30. . . . . .are really

　　worth reading. To save your time, our Editorial Board goes over them all . . . . . . 31. . . . . .90%.

　　Our standards are . . . . . . 32. . . . . .,and the criteria rigorous.

　　When a book meets all our tests, we prepare a Summary, instead of a review or a digest. You get a

　　skillful distillation that preserves the content ad spirit of the . . . . . . 33. . . . . .books. The titles

　　cover every. . . . . . 34. . . . . .of concern to business people today. There's . . . . . . 35. . . . . .else like

　　Soundview Executive Book Summaries.

　　Example:

　　A. express B. understand C. contain D. find

　　Answer: C

        21 . A. see B. know C. ask D. answer

　　22. A. answer B. solution C. question D. problem

　　23. A. works B. costs C. sells D. buys

　　24. A. guarded B. granted C. guided D. guaranteed

　　25. A. pay B. send C. receive D. buy

　　26. A. titles B. summaries C. names D. prices

　　27. A. original B. first C. same D. another

　　28. A. spending B. costing C. taking D. sitting

　　29. A. publicized B. polished C. published D. popularized

　　30. A. dozen B. little C. handful D. couple

　　31. A. choosing B. eliminating C. writing D. publishing

　　32. A. high B. low C. expensive D. cheap

　　33. A. entire B. tired C. entering D. old

　　34. A. word B. subject C. sentence D. idea

　　35. A. something B. anything C. all D. nothing

　　PART FIVE

　　Section A

　　Questions 36-40

　　. Read this text about a Japanese company.

　　. In most of the lines (36-40) there is one extra word which does not fit in. One or two line,

　　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 :

　　For short distance, it uses its own' self airplanes. For international ...self...

　　flights it calls on leading airlines including the Japanese Airlines. ... .. √.. . ..

　　LUFTHANSE , WELCOME ON ABOARD

　　It's only normal that a service-oriented company should look to other

　　36. service companies as partners. The reputation for excellence of every each

　　37. of DHL's partners strongly motivated its choice. To make that sure that

　　38. everyone made the right choice ,they agreed to give their final answer

　　39. after a two-year old trial period. Faster service ,better airport

　　40. facilities; the benefits to the customers are clear. They will also grow up

　　in the near future ,allowing customers to choose from so many services.

　　PART FIVE

　　section B

　　Questions 41-45

　　. A student has translated a piece of news in a Chinese newspaper back into English and asked you

　　to check it.

　　. 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:

　　They have selled their products in 20 countries. ... ...sold ... ..

　　British farmers are troubled by straw. They produce more than

　　41. ten millions tons every year as a byproduct of farming and

　　42. their animals need only four million tons for bedding and fooding.

　　43. Since European air-pollution laws forbid people to burnt straw,

　　44. the extra straw is plowed under or leave to rot. Scientists have

　　45. now found a way to put the straw to good using by changing a

　　neat-loving bacterium in the straw.

　　二.WRITING

　　PART ONE

　　Question 46

　　You are going to spend holidays in Hawaii in June. Suddenly you received a letter from an

　　important customer ,Mr. Elton Deland ,who will arrive on 25th June and discuss the claim. You

　　have to delay the trip till July.Write a short message to Ms. Anne Folster, your secretary.

　　. Explain Why you postpone your trip.

　　. Mention the date when Mr Elton Deland will arrive.

　　. Ask her to arrange your meeting.

　　. Write 30-40words on your Answer Sheet.

　　PART TWO

　　Question 47

　　You work for General ,a company which produces cars. You` are in charge of Product

　　Development. Reed the following chart which shows the results of a survey between your

　　company and Quaker, your main competitor. The chart does not tell the exact numbers but the

　　exact ratings. A refers to Gener41 company ,while B refers to Quaker company.

　　. Use the information in the chart to write a short report (about 100- 120 words) analyzing the reason why Quaker over benefits recently to increase your company's competitiveness.

　　. Write on your Answer Sheet.

　　A : General company

　　B :Quaker company

　　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

　　Telephone Message

　　To : Mr(1) . . . . From: Mary

　　Date : 21st May Time: 10 : 00

　　1. Mr. Martin will arrive in Tokyo around

　　2:30 Tokyo time on .(2). . . . . . afternoon

　　by Flight Pan-Am (3). . . . .

　　2. Mr. Martin , has moustache , tall ,

　　dark , ( 4 ) . . . . . . hair , wears glasses, sweaters.

　　Message Two. Questions 5- 8

　　Message.

　　To: Henry Stewart. . . . . From: Cathy

　　Date : 23rd March Time : 10 : 20

　　1. When you were out of town Bruce (5). . . . . called.

　　He was from Quick (6). . . . . . Supply Company.

　　2. He wanted to place (7). . . . . . orders with us.

　　You can ring him on (8). . . . . . except Wednesday morning.

　　Message Three. Question 9- 12

　　Dinner Booking

　　Wednesday

　　Date : 29th Oct. Time : 11:20

　　Name of the Customer: John Lee from National (9). . . . . . Import 6 Export

　　Corporation . No. of the Customers : (10) . . . . . . Time for Dinner : around (11). . . . . . tomorrow evening . Miscellanea : Like to eat at an (12). . . . . . room

　　PART TWO

　　Questions 13-22

　　Section One

　　Questions 13-17

　　. You will hear five short pieces.

　　. For each piece decide what the speaker is going to do next.

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

　　. You will hear the five pieces twice.

　　13. . . . . . . . . .

　　14. . . . . . . . . .

　　l5. . . . . . . . . .

　　16. . . . . . . . . .

　　17. . . . . . . . . . Next Actions

　　A to send a telex

　　B to check a car

　　C to run a store

　　D to scan the ads

　　E to drive a car

　　F to read a magazine

　　G to take a vocation

　　H to buy clothes

　　Section Two

　　Questions 18-22

　　. You wi71 hear another five short pieces.

　　. For each piece decide what the speaker is talking about.

　　. Write one letter (AH) next to the number of the piece.

　　. You will hear the five pieces twice.

　　18. . . . . . . . .

　　19. . . . . . . . .

　　20. . . . . . . . .

　　21 .. . . . . . . .

　　22. . . . . . . . . Objects

　　A cloth

　　B vitamins

　　C medicine

　　D picture

　　E dress

　　F medicine

　　G silk

　　H voice

　　PART THREE

　　Questions 23-30 .

　　.You will hear a talk presented by a reporter. This talk is about various kinds of problems

　　occurring during the east-west cooperation upon vehicles and machinery on the third market.

　　. You have to complete the sentences (23- 30) by choosing the correct answer.

　　. Mark one letter (A ,B or C).

　　23. ECE refers to

　　A European Committee of Economics.

　　B European Commity of Economics.

　　C Economic Committee of Europe.

　　24. If you want to open the car market in different third-market areas ,you will meet

　　A very different problems.

　　B almost the same problems.

　　C the similar problems.

　　25. If a new machine is going to be delivered on the third-market ,modifications have to be made

　　A in packaging features.

　　B to minor extent.

　　C to great extent.

　　26. Can meet the changed specifications in time. - A Quick ordering . B Effective management

　　C Long lead-time

　　27. If you want to compete with other rivals on the third-market, you must

　　A have close relations with the suppliers.

　　B have close contact with the market.

　　C keep close attention to your products.

　　28. The chemical products under east-west cooperation must

　　A adjust themselves quickly to the market.

　　B be invented quickly to the manufacturers.

　　C keep steady amount to the clients.

　　29. In the turnkey plant area, has little experience.

　　A eastern enterprise

　　B western enterprise

　　C local supplier

　　30. has to be assessed in the third market place.

　　A Package certificate

　　B Package price

　　C Package colour

　　參考答案

　　一. 閱讀部分

　　PART ONE

　　1. A 2. C 3. B 4. E 5. D 6. B 7. D

　　PART TWO

　　8. D 9. F 10. H 11. A 12. E

　　PART THREE

　　13. C 14. B 15. A 16. F 17. G 18. A 19. F 20. B

　　PART FOUR

　　21. B 22. B 23.A 24. D 25. C 26.B 27.A 28. C 29.C

　　30. C 31. B 32.A 33. A 34. B 35.D

　　PART FIVE

　　Section A

　　36. every 是多余,應刪掉.

　　37. that 是多余,應刪掉.

　　38. 沒有多余的詞.

　　39. 沒有多余的詞.

　　40. up 是多余,應刪掉.

　　Section B

　　41. millions 應改為 million

　　42. fooding 應改為 food

　　43. burnt 應改為 burn

　　44. leaving 應改為 left

　　45. using 應改為 use

　　二.寫作部分

　　PART ONE

　　Question 46

　　(Sample for reference)

　　To : Ms. Anne Folster, I have to delay my trip to Hawaii till July ,as Mr. Flton Deland will arrive

　　in London on 25th June and discuss the claim face to face. Please arrange our meeting on 26th

　　June.

　　PART TWO

　　Question 47

　　(Sample for reference )

　　After careful survey, we can see clearly from the chart that our cars have more models and colours

　　than those of Quaker Company, our main competitor with higher quality. However, Quaker

　　Company's income increases more quickly. What is the reason? First , Quaker Company spends

　　much more money in advertising. I suggest we advertise on BTV, the most popular broadcasting

　　station nowadays. Secondly , we should enlarge the scope of our after-sales service. We can open

　　more service stations in many medium-sized cities. Thirdly ,if we have more money, We can hire

　　more salesmen to sell cars directly to the customes, especially, more salesmen in medium-sized

　　cities.

　　三. 聽力部分

　　1. Davis 2. Monday 3. HI 83

　　4. curly 5. Hanover 6. Office

　　7. more 8. 081487001 9. Textiles

　　10. 4 11. 6:30 12. isolated

　　13. D 14. H 15. A

　　16. E 17. B 18. G

　　19. C 20. E 21. C

　　22. F 23. C 24. A

　　25. C 26. B 27. B

　　28. A 29. B 30. C

　　Tape script

　　Part One. Questions 1 to 12.

　　Message One. Questions 1 to 4.

　　F1 : Hello. Could I speak to Mr. Davis's secretary please?

　　F2 : Yes ,it's Mr Davis's secretary speaking. What can I do for youo.

　　F1 : Oh hello , I'm Lucy, Mr. Martin's secretary. I want to check that you know Mr.Martin

　　changed the flight and will arrive in Tokyo around 2 i 30 Tokyo time on Monday afternoon.

　　F2 : I already know about it. Is it Pan-Am H1837

　　F1 : Yes.

　　F2 : Mr. Davis himself is going to meet Mr. Martin at the Airport himself. Could you tell me what

　　he looks like?

　　F1 : Well ,Mr. Martin has a moustache with dark ,curly hair.

　　F2 : Does he wear glasses?

　　F1 : Oh ,yes ,he does. And Mr. Martin is also tall. I remember he wears sweaters when he was

　　aboard.

　　F2: Thank you for your help.

　　F1 : You 're welcome.

　　Message Two. Questions 5 to 8.

　　F1 : Hello. Mount Wood Company.

　　M1 : May I speak to Mr. Harry Stewart, please?

　　F1 : I'm sorry ,but Mr. Stewart is out of town until next Monday. De you want to leave a message?

　　M1 : Oh, yes. I'm Bruce Hanover. I represent the Quick Office Supply Company.

　　F1 : Is it B-R-U-C-E ,H-A-N-O-V-E-R?

　　M1 : That's right. Last week your company purchased feeder paper for your word processors from

　　us. Mr. Stewart seemed very satisfied. So I would like to see Mr.Stewart and try to convince him

　　to place more orders with us. As we sell all kinds of stationary supplies at low prices and with

　　prompt delivery.

　　F1 : OK. I'll let Mr. Stewart know your calling when he come back.

　　M1 : Thank you. And my contact number is 081487001. So Mr. Stewart may call me if he finds it

　　convenient.

　　F1 : 081487001

　　M1 : That's right. By the way, I will not be in on Wednesday morning.

　　F1 : I'll tell Mr. Stewart. Bye-bye.

　　M1 : Thank you very much.

　　Message Three. Questions 9 to 12.

　　F1 : Hello, Edmund Hotel.

　　M1 : Hello ,1'm John Lee of National Textiles Import and Export Corporation.

　　F1 : What can I do for you?

　　M1 : Well ,l would like to invite a customer of mine to a banquet tomorrow evening.

　　F1 : How many people will there be?

　　M1 : Four, two from our corporation and two Europeans.

　　F1 : When do you want to start your banquet?

　　M1 : Around 6:30.

　　F1 : Do you have any special requirments?

　　M1 : Yes, we do not want to be disturbed during dinner.

　　F1 : OK. I'll arrange a quiet room for you.

　　M1 : Thank you very much.

　　F1 : You're welcome.

　　Section Two. Questions 13 to 22.

　　Section Two. Questions 13 to 17.

　　Question Thirteen

　　You see, we have to buy the food anyway, so why not find a more economical way to do it? I will

　　read the newspaper to see if anything is on sale that we need. Since we have a fridge, we can buy

　　some items and freeze them for later use.

　　Question Fourteen

　　I'm going to stay in New York for next week. During my stay, I'll be attending a few parties and

　　social gatherings. Of course, I can't wear the same thing all the time. I need two new suits and

　　garments for the evening.

　　Question Fifteen

　　I have made a reservation for a flight to New York for next week. And I have to pass on the details

　　of this flight to my American friend so that he can book a room for me during my business visit.

　　So could you tell me what time it is in New York?

　　Question Sixteen

　　Look at the rear-view mirror and the side-view mirror to make sure that no one is coming. You

　　may turn your head to look back, too. Now the gauge on the dashboard says the engine is war, so

　　you can put it into drive.

　　Question Seventeen

　　Winter will be here in no time, so we have to know that your radiator fluid can withstand freezing

　　point. This gauge will tell us how low the temperature can go before your car's radiator fluid

　　freezes.

　　Section Two. Questions 18 to 22.

　　Question Eighteen

　　It's amazing to think that the thin thread from cocoons can be woven into such beautiful cloth.

　　This kind of cloth is light and comfortable to wear. So it's often used to make pajamas, shirts, etc.

　　We call it "the Cloth of Kings."

　　Question Nineteen

　　I think I can pick up some of these items on this Prescription List without your help. Let me

　　see ,two bottles of aspirin ,a roll of adhesive tape ,and a box of Contac.

　　Question Twenty

　　Black might look too serious for young people of your age. Why don't you try this violet colour in

　　large. You can use the dressing room over there to try it on, if you like. This style suits you.

　　Question Twenty-one . Vitamin C is certainly one of the most important substances our bodies need. But it's not the only

　　one we need. If you really need to supplement your regular diet ,I suggest you try one of these

　　multivitamins.

　　Question Twenty-two

　　Only man has the power of speech, and all men have it. The power of speech is one of the most

　　important possessions of the human race. It makes possible the exchange of ideas between men

　　possible as well as the transmission of ideas from father to son.

　　Part Three. Questions 23 to 30.

　　Interviews conducted by members of the ECE, (Economic Committee of Europe) with

　　enterprises engaged in third-market cooperation have identified several areas in which problems

　　occurred. Many of these problems are characteristic of the particular industrial sector in which the

　　cooperation takes place and cannot be generalized to supply to other sectors.

　　When vehicles and machinery made under cooperation arrangements are launched on new

　　markets, substantial modifications may have to be made in basic features. Such changes

　　may be dictated by a lack of servicing facilities for the prescribed frequency of service for the

　　standard model and an operating environment that is different form that prevailing in either of the

　　partner's home markets. Since acceptance of the product in question by the client depends upon

　　the manufacturer successfully satisfying his specifications, the partners must closely coordinate

　　19

　　their ordering procedures in such a way that these changed specifications are communicated in

　　time to the manufacturing plants. If the producing enterprise has a long lead time as a result of

　　internal planning procedures, it may find it difficult to make the necessary changes in the standard

　　model during the time available, to the detriment of its relations with clients in the third market.

　　Clearly, this is an area in which effective managerial techniques can prevent such problems from

　　arising.

　　Rapid fluctuations in demand are characteristic of the market for many of the chemical products

　　manufactured under east-west cooperation arrangement. In order to respond to such shifts in

　　demand, the supplying enterprise must remain in close touch with the market, either directly or

　　through its western partner, in order to adjust its production schedules to take these shifts into

　　account. Otherwise it may find itself with large inventories of unsaleable products while its

　　partner may be in the difficult position of hastening to find4nalternativemarket for the amounts no

　　longer required by the target market.

　　In the turnkey-plant sector, partner enterpriese often discover that they derive totally different

　　results from using the same local subcontractors. According to several western plant contractors

　　interviewed, while the eastern partner obtained complete satisfaction from local suppliers, the

　　western partner found little cooperation, forthcoming long delivery delays, and other shortcomings.

　　This difference usually arises in the case of developing countries in which the western firm has no

　　experience and the eastern enterprise may have been active for many years. Obviously in such

　　cases it is recommended that the western firm rely on its partner's established links with local

　　suppliers instead of attempting to deal with them on its own.

　　Consumer goods make under cooperation arrangements and supplied to third markets often pass

　　through a period of poor buyer acceptance, which is due to inappropriate or insufficient packaging.

　　Since many branded consumer goods are distinguished from one another at the point of sale

　　mainly by their packages ,the key to the successful introduction of a new product in a third market

　　is correct assessement of consumer preferences. This assessment can best be carried out in the

　　market-place by using up-to-date techniques for measuring buyer response to package shape,

　　colour and presentation. Which partner should be responsible for conducting such testing, and

　　who should pay for this costly exercise, should be decided well in advance of the decision to enter

　　the market or to select the type of distribution network for the product in question

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