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.