填空题{{B}}PART ONE{{/B}} ·You will hear a business presentation about 3 simple selling tactics. ·As you listen, for questions 1-12, complete the notes, using up to three words or a number. ·After you have listened once, replay the recording. {{B}}SELLING TACTICS{{/B}} {{B}}NOTES{{/B}} {{B}}Business Presentation{{/B}} {{B}}Pay Attention to Getting Attention{{/B}} 1．A major obstacle of selling things is that your sales message will be______.Three proven ways you can capture a prospect's attention quickly: 2．Make a______. 3．Surprise your prospects______. 4．Include attention getting headlines on all______. {{B}}Emphasize the Human Relationship{{/B}} 5．Prospective customers are more receptive to buying from a real person than from______. Tip: 6．Sell yourself to make prospective customers ______with the selling process. 7．Sell your company and its history of producing results to make prospective customers confident of your ability to deliver______. {{B}}Trigger Your Customer's Imagination{{/B}} 8．Convert the benefits delivered by your product or service into______. 9．Put your prospect in the picture by dramatizing what it feels like to be______. 10．Be______. 11．If you promote a business opportunity, describe what it feels like to be at home working {{B}}Tip:{{/B}} 12．Be sure your word pictures are dramatizing benefits and______.

填空题STRESS Good stress Good stress enables high performers to (1) People have a period of (2) each day. Bad stress Causes of bad stress include: · too few (3) · too many (4) · too much (5) · not having proper (6) Recent survey results · more complaints about amount of (7) · fewer complaints about lack of (8) · small organisations have higher (9) · large organisations have difficulties with (10) Before going on holiday E-mail information about (11) to colleagues. Talk about (12) to a line manager.

填空题selling through shops 2. reply 3. set up 4. conditions 5. be sorry 6. up-to-date 7. range 8. extremely July 11, 2006 Dear Mr. Franklin: Thank you for your enquiry of 6 July in which you expressed an interest in retailing a selection of our products in your shops in America. Please find enclosed our current brochure and price list. In response to your request for a 20% trade discount, we regret that we cannot offer more than 15%. However, we do give a 5% quantity discount on orders over $50,000. We are sure that you will agree that these terms are highly competitive. We are confident that we can deliver within two months as you require, but wish to emphasize that payment will have to be by sight draft until we have established a business relationship. Thank you for your interest and we hope to hear from you soon. Yours sincerely, Mark Jwin Sale manager

填空题However managers are afraid of losing control, the pressure to delegate has been seen recently.

填空题Internet：A Cost．effective Way to Promote Business The Internet is changing the way people shop and purchase goods．It has created a new market with great opportunities for people running a small home-business and gives them a big edge over the typical retail establishment．Before．if a customer wanted to buy a stereo，for example，they had to jump into their car，go to a (31) stores to see who has the best price，deal with the traffic and wait in long lines，then make the purchase．With the Internet， (32) is done right from the comfort of the consumer's home．They simply point＆click．There is (33) limit to the amount of business that a web merchant can bring in from on-liue sales and it can be done right from your home．You are not 1imited to state or national boundaries．The whole World is your customer base!Compared to say a local flower shop (34) is limited to only the customers within that general area．The World Wide Web has created an avenue for individuals to set up shop and generate high profits (35) the expensive overhead costs of a brick and mortar storefront．It has given an opportunity for small businesses to present the appearance of a large，well-established company，which puts (36) on a level playing field to compete (37) the larger companies．It is a low-maintenance low-cost form of advertising your products and services．To get and set up with your own on-line store is extremely easy and cheap．In fact，it's the most cost-effective way to reach many thousands of buyers (38) the globe．Having a website is a must for (39) company doing business today to remain competitive and offer convenience to (40) customers．If you don't have a website，chances are your competitors will，and they will make the sale．

填空题Task One-What is mainly talked about For questions 13-17 , match the extracts with the main idea, listed A-H . For each extract, decide what is mainly talked about. Write one letter (A-H) next to the number of the extract. A to ask for a pay raise B experience share in customer service C the notice of welcoming a new employee D the automation of the production process company E assuming the position of assistant product manager F the creation of the sales forecast G the extension of contract and more sales activities H the creation of healthy corporate culture

填空题Thank you for your letter giving us {{U}} {{U}} 1 {{/U}} {{/U}}details of {{U}} {{U}} 2 {{/U}} {{/U}}Products we enquired about. {{U}} {{U}} 3 {{/U}} {{/U}}main item we are interested in is {{U}} {{U}} 4 {{/U}} {{/U}}kitchen unit listed in {{U}} {{U}} 5 {{/U}} {{/U}}catalogue under {{U}} {{U}} 6 {{/U}} {{/U}}heading MP207. As we are building {{U}} {{U}} 7 {{/U}} {{/U}}large block of apartments, we think {{U}} {{U}} 8 {{/U}} {{/U}}unit lie {{U}} {{U}} 9 {{/U}} {{/U}}one listed, might be, {{U}} {{U}} 10 {{/U}} {{/U}}best installation for our purposes. Please let us know what your terms of {{U}} {{U}} 11 {{/U}} {{/U}}trade are. Could you also tell us if you are able to offer {{U}} {{U}} 12 {{/U}} {{/U}}trade and {{U}} {{U}} 13 {{/U}} {{/U}}quantity discounts on {{U}} {{U}} 14 {{/U}} {{/U}}price for {{U}} {{U}} 15 {{/U}} {{/U}}large order? We would also be grateful for {{U}} {{U}} 16 {{/U}} {{/U}}samples of all materials used in {{U}} {{U}} 17 {{/U}} {{/U}}manufacture of your units. I am including {{U}} {{U}} 18 {{/U}} {{/U}}plan of our apartments, and {{U}} {{U}} 19 {{/U}} {{/U}}dimensions we would need.

填空题·Read the article below about ways to motivate employees.·Choose the best sentence from the opposite page to fill each of the gaps.·For each gap 9-14, mark one letter (A-H) on your Answer Sheet.·Do not use any letter more than once. Let Workers Work In these difficult economic times, lots of companies are cutting benefits to maintain profits. So when Fortune magazine recently published its list of the "100 best companies to work for," I couldn't help but notice that lots of these companies are maintaining or even improving benefits such as medical care, onsite child care, fitness facilities, and so forth. Moreover, it turns out that firms that have made the list in the past have on average also done well in the stock market. So they must be doing something right. Are those on the list compiled by Fortune simply examples of successful companies that can afford to be nice? Or is there some link between generous benefits and an organization's performance? Obviously, there is a link.{{U}} (9) {{/U}}For starters, it seems perfectly sensible that companies with generous benefits and employee-friendly policies attract a more motivated, higher-quality workforce.{{U}} (10) {{/U}}. Consider health care and health insurance.{{U}} (11) {{/U}}For example, Definity Health, a recent entrant in the health-care-plan in business, supplies consumers with loads of information that it claims "empowers employees with greater control over health and wellness decisions," thus limiting costs to employers. The typical Definity Health plan, in fact, carries a high deductible to encourage patients to become cost-conscious health-care shoppers. What's wrong with greater employee involvement and cost-consciousness?{{U}} (12) {{/U}}Having individual employees more actively manage their medical benefits — and, for that matter, 401 (k) and even flexible spending accounts — overlooks the advantages of specialization and the division of labor. Do you really want your people to spend their time becoming medical or financial experts, all while they're also engaged in a constant hunt to find quality child care? Wouldn't it be nice — and maybe even efficient — if someone with both knowledge and your employees' best interests in mind relieved them of those burdens?{{U}} (13) {{/U}}Health Advocate, a firm that hunched in January 2002, charges companies about $2 a month per employee to help their people deal with their health insurers. It has already signed up 122 firms. Companies that successfully capture the motivation and energy of their workers operate under a simple premise:{{U}} (14) {{/U}}When their folks are at work, they want them to focus their energy on being productive.A In an effort to control rising medical costs, many companies are experimenting with insurance plans that make employees more "cost-conscious" by having them take an active role in their health care.B Clearly, some companies are beginning to realize that this is a problem. However, most CEOs and top executives don't have a clue how important that connection is.D Here's a novel thought: Most employees want the same thing.E Remove from employees as many extraneous burdens and worries as possible.F But there is another, more important issue here: We're working our employees to the bone with all sorts of tasks unrelated to their jobs.G Nothing, unless you think about the inevitable trade-offs in a worker's time and attention.H Moreover, it turns out that firms that have made the list in the past have on average also done well in the stock market.

填空题Public Service Advertising The advertising techniques used to (31) commercial goods and services can be used to inform, educate and motivate the public about non-commercial issues, such as HIV/AIDS, political ideology, energy conservation and deforestation. (32) in its non-commercial guise, is a powerful educational tool capable (33) reaching and motivating large audiences. "Advertising justifies its existence when used in the public interest—it is much (34) powerful a tool to use solely for commercial purposes. " Attributed to Howard Gossage by David Ogilvy. Public (35) advertising, non-commercial advertising, public interest advertising, cause marketing, and social marketing are different terms for (or aspects of) the use of sophisticated advertising and marketing communications techniques (generally associated with commercial enterprise) on (36) of non-commercial, public interest issues and initiatives. In the United States, the granting of television and radio licensed by the FCC is contingent upon the station broadcasting a certain amount of public service advertising. To (37) these requirements, many broadcast stations in America air the bulk of their required public service announcements (38) the late night or early morning when the smallest percentage of viewers are watching, leaving more day and prime time commercial slots available for high-paying advertisers. Public service advertising reached (39) height during World Wars Ⅰ and Ⅱ under the direction of more than one government. During WWⅡ President Roosevelt commissioned the creation of The War Advertising Council (now known as the Ad Council)(40) is the nation's largest developer of PSA campaigns on behalf of government agencies and non-profit organizations, including the longest-running PSA campaign, Smokey Bear.

填空题Debenture-holders are paid before preference and ordinary shareholders and if ______ company goes bankrupt they will have first claim for repayment. If ______ investor has ______ fixed debenture, their investment is linked to ______ assets of ______ company and ______ company cannot sell those assets without ______ permission of ______ investor. On ______ other hand, floating debentures cover ______ company"s stock and are issued by ______ companies who have ______ few fixed assets like ______ land and ______ machinery, but hold large stocks of products, ______ wholesalers for example.

填空题fruit

填空题·Read the extract below about advertising.·For each question 31-40, write one word in CAPITAL LETTERS on your Answer Sheet. {{B}}Is More Advertising Needed{{/B}}The effectiveness of advertising is a hugely controversial area. Conventional wisdom in the industry is that sales may well increase for a Certain period even after the advertising of a product ends. But{{U}} (31) {{/U}}comes a point when sales start to decline and it then becomes extremely expensive to rebuild the brand. This supports the idea of continuous advertising. But some people in the industry believe the conventional wisdom is{{U}} (32) {{/U}}longer true. When America's big TV networks reached prime-time audiences of 90% of households, they were a powerful way to build a brand.{{U}} (33) {{/U}}that those audiences might be as low as one-third of households, other ways of promoting a brand have{{U}} (34) {{/U}}more competitive. Moreover, many clients never really embraced continuous advertising: when times get tough, just as they{{U}} (35) {{/U}}after 2000, one of the first things many companies cut is their ad budget.Robert Shaw, a visiting professor at the Cranfield School of Management in Britain, runs a forum in{{U}} (36) {{/U}}a number of big companies try to monitor the "marketing payback" from advertising. The return from traditional media was, he says, "never terribly good". Generally nearly half of ads provide a return{{U}} (37) {{/U}}their investment. And there can be various reasons why ads influence sales, other{{U}} (38) {{/U}}their direct effect on consumers.{{U}} (39) {{/U}}instance, if a producer announces a multi-million dollar ad-campaign, then retailers are often persuaded to increase, deliveries. This can result{{U}} (40) {{/U}}a "distribution effect" that leads to additional sales.

填空题The relationship of the industry and the market is shown in Figure 1-3. The sellers and the buyers

填空题A． The New Boss Taking over as the‘new boss’is never easy．Expectations run high，you have a limited time to make a good impression and the competitive pressure is severe．Peter Fischer identifies‘seven building blocks of successful leadership transition’to help you find your way．He devotes a chapter to each step，including lists of unexpected difficulties and easily-made mistakes，suggestions，questions and a summary．The last part of this book contains case studies that focus on different‘new boss’situations．Fischer's unembeIlished，straightforward style makes his concepts easy to understand and implement．B． Discipline without Punishment For CEOs，human-resource staff members and anyone who influences the development of an organization's disciplinary system，this book is a must-read．Managers，supervisors and smallbusiness owners also will benefit from Dick Grote's guidance on implementing a non-punitive approach to improved performance．This book is highly appreciated for the thoughtfulness and detail of his suggested disciplinary system，as well as his advice on incorporating this system into your daily management practices．C． The Game-Changer This book is both intriguing and highly useful．Procter Gamble CEOA．G．Lafley and business author Ram Charan draw examples from several large，successful organizations—GE，Honey-well，and Dupont—but their primary focus is Procter ＆ Gamble(PG)．They explore how PG changed from a staid giant to an organization driven by innovation—and radically expanded its sales and profits along the way．They are candid about PG's organizational methods and failed innovations，and they show how willing it has become to open up and connect．D． The Leader on the Couch When Manfred Kets de Varies uses many real life stories to show how you can use psychology to understand the workplace，his points are clear and seem immediately applicable．Admittedly，his discussion of the theories varies from instructive to somewhat obscure，and his classifications of personality and organizational types may seem arbitrary，but when he explains the processes involved in change．he is realistic and humare．Readers who exert some conscious patience will find the author's core points about the role of the unconscious in the business world insightful and useful．E． The 21 Irrefutable Laws of Leadership Principles are laws that apply across different cultures．generations，and circumstances，John Maxwell，drawing lessons from his own experiences as well as those of other leadem，has discovered 21 principles for leadership．In each chapter of the book，Maxwell describes each law as a tool that can help people succeed in business，church，spots，and pemonal endeavors。Anyone in any position，in any field，and in any culture，can learn and practice these laws to become a successful leader．The learning is made richer by real life illustrations that show how the laws are practiced or violate

填空题ThecomputersessionhasbeenmovedtoRoom110andthe...........................................................willnowbeheldinRoom201.

填空题A Senior Finance AnalystThis permanent role is within the Group Finance team and will be responsible for providing a high level of analysis of group operations and competitor activity and support on technical issues. The main areas of responsibility include analysis of business unit performance and projections, competitor analysis, cash flow forecasting, and review of presentations prepared for Group management. The role also includes group accounting and assistance with the preparation of key consolidated group reports for senior management.B General Counsel and DirectorThe International Monetary Fund, an international organization with a diverse staff from over 140 countries, has an opening for the position of General Counsel and Director of its Legal Department. The General Counsel provides advice 9n all legal matters relating to the Fund's activities. The Director serves under the overall supervision of the Managing Director and in close collaboration with other members of the Fund's top management team, and is responsible for providing strong intellectual leadership and strategic vision in planning, managing, and supervising the work and staff of the Department. In addition, the Director manages the distribution and delegation of assignments and the assessing, developing, and mining of the staff of the Department.C Senior Product Accountant for Leading Investment FirmThe D.E. Shaw Group is seeking a senior product accountant to support a sophisticated, and rapidly growing, suite of Wading strategies and assist in managing staff within its Finance and Operations Department. The role requires regular interaction with senior management and proprietary trading staff and involves a wide array of responsibilities primarily cantered on daily (e.g., wade settlement, swap resets, corporate actions) and monthly (e.g., preparation of portfolio balance sheets and income statements, profit-and- loss reconciliation and analysis, security price testing) accounting and operational duties in support of the firm's investment activities in developed and emerging markets mound the world.D Business Analyst/Operation AnalystCompany's Finance Organization is seeking an experienced multidisciplinary business professional in its Operations group. The Business Analyst/Operational Analyst will be responsible for analyzing cross-functional processes and issues, supporting process re-engineering initiatives and carrying out operational responsibilities to enable the Finance organization to scale with the growth of the business. The position reports directly to the Sr. Mgr. of R&D Finance Operations.E Senior Internal AuditorsWe are seeking three experienced Senior Internal Auditors who will conduct our audit programs and also will help at various levels in designing, implementing and managing the necessary policies and procedures for these functions. The Internal Audit department is responsible for interacting with the operating units, executive officers and external auditors. Other primary functions will include ensuring that adequate internal controls of policies and procedures are maintained for all Internal Audit aspects and related systems, and ensuring the integrity and timeliness of all reporting to the executive officers and external auditors.

填空题Eliminating Sweatshops at Nike: Just De it! Over the past decade, Nike has been one of the most profitable companies in the United States. However, at a time when the company's spokesperson, Michael Jordan, was bringing in over $10 million, the young, mostly women workers in its Indonesian plants were taking home only $ 2.23 a day. (31) , working conditions in Nike's Serang plant, 50 miles west of Jakarta, were far from ideal. Hundreds of workers, some children, were crowded into vast sheds where they glued, stitched, pressed, and boxed 70 million pairs of (32) a year. Collusion between local management and government made organizing workers into unions both difficult and dangerous, and the high level of unemployment left workers powerless. Taken together, these labor practices helped keep cost so low and quality so high that a pair of running shoes that (33) for $75 retail in the United States cost just $18.25 to manufacture. With this type of cost and price structure, it is easy to see how Nike became so profitable. However, the ability to sustain these practices became an issue in 1996 when the U.S. media exposed these sweatshop conditions. As consumers became increasingly aware of (34) their sneakers were actually being made, some felt guilty, and human rights groups went so far (35) to organize boycotts of Nike products. Given the damage to Nike's image and future profitability, something had to be done. At first, Nike CEO Phillip Knight defended his operations, noting that Nike pays its workers no (36) than its rivals do and that these workers make more than minimum wage in the host countries. Critics countered that the level of pay was (37) the subsistence level and much lower than what is paid by other U.S. companies such as Coco-Cola, Gillette, and Goodyear. To end this image problem (38) and for all, on May 12, 1998, Knight pledged to(a) raise the minimum worker age requirement,(b) adopt U. S.-style safety and health standards, and(c) allow human rights groups to help monitor working conditions in all foreign plants. He again showed his commitment to reform six months later (39) raising wages 22 percent to offset the currency devaluation that rocked Indonesia in the fall of 1998. Knight used both occasions to challenge his competitors to do the same, realizing that their failure to do so would put Nike at a competitive disadvantage. Although it is currently unclear how these (40) will respond, it is obvious that Nike is at least trying to establish its image as a trend setter in both footwear and working conditions in international locations.

填空题success. Just because someone else hasn't dropped a bombshell on you in a breathless phone