Part 1 Reading (25 points)
Passage 1 (10 points)
Exports are of two main kinds: goods and services, the former being known as visible items and the latter as invisibles. Over a period of time the total value of exports should balance with the total value of imports. To the extent that exports exceed imports we are said to have a favourable balance of payments. To the extent that imports exceed exports the balance of payments is said to be unfavourable or adverse.
The would-be exporter is faced with a number of problems. First, there is the need to find a customer for his goods. The actual operation of selling is made more difficult because of language barriers and cultural differences. There are also additional transport problems because of the greater distances involved and often unfamiliar territories. When the manufacturer turns from selling at home to selling overseas, his problems are magnified. This is particularly true in terms of finance.
The first financial problem facing the exporter is the time taken to deliver his goods. There could be a long delay6 while his merchandise is in transit between London, and, say, Karachi. He has incurred the cost of production, but when is he going to be paid? The second problem is even more serious: How sure can he be that he is going to be paid at all? And even when he receives payment his troubles may not be over. If he is paid for his goods in a currency other than sterling, he has to convert that currency into sterling, and what if the other currency has fallen in value since the contract was made? These are the perennial problems for the exporter.
Fortunately for our exporters, and for our economy generally, help is available both from the government and the banks. From the government side, the Export Credits Guarantee Department offers British exporters, in return for a fee, insurance against bad debts incurred as a result of sales of foreign buyers. The Export Intelligence Department also helps by providing them with useful advice and information.
The most straightforward method of financing the operations is for the exporter to borrow the necessary funds from his bank. This way he can ship his goods abroad and draw on his bank for the funds needed to carry on production while he is awaiting the proceeds. But of course the borrowings from the bank will lower his profit margins. Another method of financing international trade is by documentary credit. A document known as a bill of exchange (which is similar to a cheque but payable at a future date rather than immediately) is drawn by the importer in favour of the exporter and, although the bill exchange is not yet due, the exporter can get it discounted (or encashed) immediately at his bank. While it is a very convenient method of payment for overseas trade, once again it serves to reduce the profit margin for the exporter.
Mark the following statements True or False according to the information provided in the passage.
1. A country is said to have a favourable balance of payments when it has exported more than it has imported.
2. The passage is mainly concerned with the problem of producing the right product for the customers.
3. Exporter need not worry any more when they have received the proceeds.
4. The government helps exporters by lending money to them.
5. The bill of exchange is convenient but has the disadvantage of reducing profit margins.
1T, 2F, 3F, 4F, 5T
Passage 2 (15 points)
In any organization, individuals must get together periodically to decide how to solve important problems and to exchange the information necessary to coordinate their activities. Meetings, workshops, conferences, focus groups, and self-directed work teams require additional communication skills because they involve communicating with more than one person at a time.
Everything that applies to effective interpersonal communication also applies in group situations. You will need to pay close attention to nonverbal communication as well as listening closely to wat others are saying and asking questions to clarify intentions.
Unlike most interpersonal communication, communication in a small group is primarily task oriented in that the group has been assembled to receive specific information or to solve a particular problem. The group members are usually selected because they are directly concerned with the topic being considered. With a group, you will need to pace others for them to feel comfortable with you, lead when it is time for you to contribute to the group discussion, blend outcomes to resolve differences of opinion, and motivate to ensure appropriate follow-through on agreement reached.
Small groups play an increasingly important role in modern business as decisions become more complex and require a wider variety of expertise. In the course of your career, you will undoubtedly be part of innumerable small groups and work teams, either as a member or as a group leader. In most modern organizations, almost all important decisions are made in small groups, either by consensus or by the group leader following discussion.
This trend results in part from the increasing complexity of society in general and technology in particular. Another factor is he fact that small groups consistently produce more reliable decisions than any one person can produce. Although in some cases a highly skilled individual can analyse a problem and reach a solution more efficiently than a group, the complex nature of many business problems makes it difficult to determine in advance who might have the skills required to solve a particular problem. Also, when small groups function as they should, more information is brought to bear on the situation than any one individual could bring.
Using the information in the text, answer each of these questions in the fewest possible words. Your answer should not exceed 10 words.
6. In interpersonal communication, what does one need to do besides listening closely to what others are saying, and asking clarifying questions?
7. Why are members of groups usually selected?
8. What is the purpose of blending outcomes in a group discussion?
9. Why do small groups play a more important role in modern business?
10. In what situation can small groups bring more information than any one individual can?
KEY
6. One needs to pay close attention to nonverbal communication.
7. Because they are directly concerned with the topic being considered.
8. So as to resolve differences of opinion.
9. Because more complex decisions require wider varieties of expertise.
10. When small groups function as they should.
Part 2 Short-Answer Questions (15 points)
Answer the following questions based on what you have learned from the textbook. You should use complete sentences. (15 points)
1. Briefly, contrast high- and low-context cultures.
2. What are the five significant characteristics of culture?
3. Which factors will affect your choice as to which channel you would use to convey a message?
KEY (5 points for each question)
1. In low-context culture, people tend to prefer direct verbal interaction, understand meaning at one level only, are generally less proficient in reading nonverbal cues, value individualism, rely more on logic, employ linear logic, say no directly, and communicate in highly structured messages. In high-context culture, people tend to prefer indirect verbal interaction, understand meanings embedded at many sociocultural levels, are generally more proficient in reading nonverbal cues, value group membership, rely more on context and feeling, employ spiral logic, avoid saying no, and communicate in simple, ambiguous, noncontexted messages. (If five of these are offered, 5 full points will be offered.)
2. Culture is learned. Cultures are inherently logical. Culture is the basis of self-identity and community. Culture combines the visible and invisible, and culture is dynamic.
3. The choice depends on the purpose of a message, the importance of the message, the amount and speed of feedback required, the need for a permanent record, the cost of the channel, and the degree of formality desired.
Part 3 Writing (60 points)
I. Revise each of the following sentences according to the requirement given in the brackets. Please write your revised version in the Answer Sheet. (30 points)
1. Because of the fact that his visit was an unexpected surprise, we were totally unprepared to make a presentation of profit and loss figures. (to make it concise)
2. You must return the form by 5 p.m. (to change the aggressive tone to a friendly one)
3. We will reimburse you for all travel expenses. (to emphasize “you” view)
4. Any applicant for the position of fireman must submit a medical report signed by his physician. (to avoid gender stereotype)
5. Customers are ineligible for the 10 percent discount unless they show their membership cards. (to make it positive)
6. There are numerous benefits that can result from a good program that focuses on customer service. (to make it concise)
7. Ms. Thomas tries to read all email messages daily, but responses may not be made until the following day. (to improve parallelism)
8. Members of the team have taken into consideration every one of the factors that has the capacity to affect the purchase. (to improve vigor and directness)
9. I am asking all of our employees to respond to the attached survey regarding working conditions. (to emphasize the “you” view)
10. As per your verbal instruction, steps will be undertaken immediately to investigate your billing problem. (to make it conversational)
KEY (3 points for each question.)
1. Because of his unexpected visit, we were totally unprepared to make a presentation of profit and loss figures.
2. Would you please return the form by 5 p.m.?
3. You can be reimbursed for all travel expenses.
4. An applicant for the position of firefighter must submit a medical report signed by his or her physician.
5. Customers are eligible for the 10 percent discount if they show their membership cards.
6. Many benefits can result from a good customer-oriented program.
7. Ms. Thomas tries to read all email messages daily, but she may not make any responses until the following day.
8. Every factor that can affect the purchase has been considered.
9. For your own sake, you can respond to the attached survey regarding working conditions.
10. At your suggestion I’m investigating your billing immediately.
II. Revise the following memo to improve its clarity, conciseness, vigor and readability. (30 points)
11. Memo to Staff Members
Lately, very large expenditures on printing jobs have been submitted, particularly bills being paid to PrintMasters. These bills are suspiciously large and can no longer be honored without careful scrutiny.
Henceforth, all employees may not send out printing jobs without prior written notice. Using PrintMasters as our sole source must stop. Therefore, authorization is now required for all printing. Two copies of any printing order must be submitted to Kelly before any job is commenced. Please see Kelly if you have any questions.
Thank you for your cooperation.
KEY
5 points for the format of the memo (DATE, TO, FROM, SUBJECT)
4 points fo the beginning with a positive buffer
5 points for revealing what the problem is
5 points for offering the solution
3 points for ending positively
8 points for the fluency and accuracy of the language. (including 1 point for three spelling mistakes, 1 point for 2 grammar mistakes).
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