填空题 ·Read this text taken from a book on marketing management. ·Choose the best sentence 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. {{B}} The Development of the Shoe Industry{{/B}} From 1900 until 1940s, approximately 400 shoe manufacturers were operating in New England; by 1985, only 10 percent remained. Despite the market pressures, Murrayhill remained profitable and had even diversified its distribution channels by establishing direct mail cataloging in the late 1970s. Murrayhill survived by producing a premium-quality product that was difficult to duplicate and that appealed to a narrow market segment willing to pay high prices for Murrayhill quality. As fashion became a more important component of men's shoe purchasing behavior and casual styles became more popular, the company broadened its product line to include several fashionable and light-weight styles that retained the famous Murrayhill quality.{{U}} (9) {{/U}}In 1985, the men's premium shoe market was considered to include brands with a price range of $ 75 or higher. Murrayhill, Inc. Hohnston & Murphy, E.T. Wright & Company, Alien Edmonds, and Florsheim were the major domestic manufacturers producing premium shoes. Measuring market share within the industry was difficult because so many of the manufacturers were private companies, like Murrayhill.{{U}} (10) {{/U}}Alien Edmonds, headquartered in Wisconsin, relied primarily on nonproprietary retail outlets for its distribution. Its advertising was sizable, with expenditures in $1 million to $2 million range.{{U}} (11) {{/U}}.Alien Edmonds also operated a small direct mail catalog business, the majority of whose costs were handled by Edmonds's retail accounts. E.T. Wright & Company, headquartered in Massachusetts, operated an extensive direct mail business and, like Murrayhill, relied on non-proprietary distribution.{{U}} (12) {{/U}}Florsheim's product line covered several price points, including those in the premium market. Florsheim was, by far, the strongest competitor, with an estimated market share of 18 percent and both non-proprietary retail distribution channels. Hanover, a medium priced shoe manufacturer, also was noted for its direct distribution system.{{U}} (13) {{/U}}.Imports accounted for a 50 percent share of the total men's shoe market. Bally, the strongest competitor, was the leading imported brand in this market before 1975 and maintained a market share of close to 25 percent at that time. By 1985, other imported brands included Baker Benjes, Cole Ham, Ferragamo, Bruno Magli, and Church's.{{U}} (14) {{/U}}.Most of the imported brands were lighter in weight and designed to appeal to more fashion-conscious consumers. A The continued labor intensity of shoe manufacturing made the industry vulnerable to lowe-priced imports. B In addition, these companies were not always in direct competition because distribution channels differed. C Despite the market pressures, Murrayhill remained profitable and had even diversified its distribution channels by establishing direct mail cataloging in the late 1970s. D Johnston & Murrayhill, on the other hand, operated proprietary retail outlets and experimented in the mail order business for both men's and ladies' premium shoes. E Most of this was spent promoting brand name awareness to consumers. F The company owned over 100 proprietary retail stores, operated a successful mail order business, and produced private label footwear for J.C. Penney&Sears, Roebuck department stores. G The imported products differed from the domestic premium brands, however. H Nonetheless, Murrayhill faced several strong domestic competitors and unrelenting price competition from imports.

填空题A. Commitment: Developing export markets can be costly in terms of time, money have the commitment required to make a success of export? Entering new markets and developing them usually takes considerable time and effort. You must take a long-term view. Consider how many resources and how long it takes to break into a new regional market in Australia. The time and cost can be multiplied several times when you are looking at an overseas market.B. Finance: Breaking into any new markets requites considerable funds (airfares, accommodation, advertising, sales promotion, new brochures, training of overseas sales agent, etc.). Does your company have the financial strength to commit say $ 30,000 or more for the year or two it may take to develop a new overseas market? Discusses your plans with the international Department of your bank to ensure that all the financial aspects are covered and viable. Gain an understanding of international trade finance. Discuss costing-for-export with your accountant, and transport/packaging requirements with a customs agent or forwarding agent.C. Become familiar with common terms used in international trade. The Australian Trade Commission (AUSTRADE) and the major trading banks have reference booklets. The Australian Institute of Expert provides courses.D. Select one or two likely markets and undertake desk research to identify their characteristics. Most first-time exporters start with New Zeatand. Many are also interested in the USA, but that is an enormous and complex market. In making a detailed market study the following should be considered: ·whether the country selected already imports the product (import statistics will show how much and from where) ·what import duties the product would attract ·other barriers to imports, such as import licensing ·frequency and cost of shipping or airfreight between Australia and the market ·regulations, such as quarantine and labeling standards, consumer protection rules, and product standards ·whether cultural differences need to be taken into account. 'Read economic and social literature on the target market to understand its fundamental characteristics.E. The desk research should have indicated the market with the most potential and you should now be in a good position to visit the target market. The main purpose of the visit will be to study its special characteristics, the opportunities/competition at first hand, seek a suitable agent or distributor, and jointly draw up an appropriate marketing plan to introduce and expand the sale of your product. These are all very important considerations, and more than one visit will probably be necessary. Choosing the right agent, for most Companies, is probably the single most important step. Do not rush this step.

填空题Task One - Aim· For questions 13-17, match the extracts with the aims, listed A-H.· For each extract, choose the aim of the workshop.· Write one letter (A-H) next to the number of the extract.A to develop marketing strategiesB to improve co-operation between two departmentsC to decide on a programme for reorganising the companyD to discuss a takeover bid by another companyE to develop managers' interpersonal skillsF to suggest ways of increasing profitabilityG to modify decision-making proceduresH to improve teamwork within one department

填空题THE BUSINESS MASTER CALSS SEMINAR NOTES Arrangements for participants 1．The event will take place over______ 2．Seminar organized by______ 3．The title of the last session will be______ 4．To use the New City Hotel car park, delegates must obtain a______ Dr Sangalli 5．Dr Sangalli has advised many______ 6．The name of his consultancy is______ 7．He is the author of______ 8．In Europe, he is best-known______ The Business Master Class Two problems for companies: 9．to become more______ 10．to establish new______ Two outcomes of session: 11．design you own______ 12．take away doucuments containing actual______

填空题produce

填空题How the Accountants Influence the Decisions Accountants in industry are often asked to evaluate projects．In the recording industry this ususlly means working out the effect on comjpany profits of the fine print in a recording contrace．Many people think it must be straightforward，but，like many publishing contracts，the devil lies in the detail． (9) ．There is a high level of front-end investment in trying to“break” (popularise)an artist which usually comprises a non-returnable advance on royalties，recording costs，promotional costs and tour support costs which sometimes even extend to large“buy-on”fees to support major artists on big tours；i.e.they pay to play． Usuallv the first dePartment involved in a decision to sign an artist is the AR (artistes and repertoire)department．Sometimes unfairly labeled the Urn Ah department．they play a vital role in identifying potential stars．About 95％of the artists don't make the grade． (10) ．This financial analysis is called a Deal Memo and it also assist in the negotiation process． When A＆R have identified a signing then there are a number of key decisions to be made in which the business affairs and finance departments become closely involved． (11) ．Will it be a direct signing，i.e.，will the company be contracting directly with the artist，or has the artist been savvy enough to incorporate his own company and“loan out” his services to his own company?If the contract is with the artist's company then it is vital that the record company get the artist to sign a letter(called an inducement letter)stating that he personally undertakes to fulfill his contractual obligations should his company be unable to do so；e.g.if it were wound up． (12) ．Pete Waterman's PWL with artists such as Kylie Minogue，Jason Donovan and Rick Astley was a good example of a production house．Other examples are 1ease-tape deals and RD(pressing and distribution)where the record company does not actually own the product but can sell it under its name for a 1imited period． (13) ．This will largely concentrate on the advances，royaltv rates and contract terms that should be offered to make it attractive to the artist to sign (14) ．It should be product based，for example，on the number of albums to be delivered by the artist(known 38 the“minimum commitment”)，rather than time based．Ideally the record company would want to sign the artist for just one album with multiple options for further albums at its sole and absolute discretion，so if the artist is a flop，then the contract is terminated after one album，but if he or she is a success then options are exercised．A．the term of the contract is very important．B．Having decided on the form of contract then，the finance department comes int。the Dicture in assessing and analyzing the structure of the deal．C．Other possible forms of contract that could be considered are production house deals where a specialist company agrees to supply a number of artists to the record company．D．Firstly，it must be decided what form the contract is going to take．E．However，for the very few artists that the record companies successfully" break" then there is big money to be made and it is therefore vital that any proposed deal undergo a through financial analysis to ensure that the company is not over-committed．F．Contrary to popular myth that it is easy to make money in the music business，most artists actually lose money for the recording companies．G．Importance should be attached to both the term and form of the contract．H．In the recording industry this usually means working Out the effect on company profits of the fine print in a recording contract．

填空题{{B}}PART THREE{{/B}}{{B}} · Read the following text. · Each question has four suggested answers or ways of finishing the sentence, A, B, C and D. · Mark one letter A, B, C or D for the answer you choose.{{/B}} Effective communication is essential for all organizations. It links the activities of the various parts of the organization and ensures that everyone is working toward a common goal. It is also extremely important for motivating employees. Staff need to know how they are getting on, what they are doing right and in which areas they could improve. Working alone can be extremely difficult and it is much easier if someone takes an interest and provides support. Employees need to understand why their job is important and how it contributes to the overall success of the firm. Personal communication should also include target setting. People usually respond well to goals, provided these are agreed between the manager and subordinate and not imposed.However, firms often have communications problems that can undermine their performance. In many cases, these problems occur because messages are passed on in an inappropriate way. There are, of course, several Ways of conveying information to others in the organization. These include speaking to them directly, e-mailing, telephoning or sending a memo. The most appropriate method depends on example, anything that is particularly sensitive or confidential, such as an employee's appraisal, should be done face-to-face.One of the main problems for senior executives is that they do not have the time or resources needed to communicate effectively. In large companies, for example, it is impossible for senior managers to meet and discuss progress with each employee individually. Obviously this task can be delegated but at the cost of creating a gap between senior management and staff. As a result, managers are often forced to use other methods of communication, like memos or notes, even if they know these are not necessarily the most suitable means of passing on messages.The use of technology, such as e-mail, mobile phones and network systems, is speeding up communication immensely. However, this does not mean that more investment in technology automatically proves beneficial: system can become outdated or employees may lack appropriate training. There are many communications tools now available but a firm cannot afford all of them. Even if it could, it does not actually need them all. The potential gains must be weighed up against the costs, and firms should realize that more communication does not necessarily mean better communication.As the number of people involved in an organization increases, the use of written communication rises even faster. Instead of a quick conversation to sort something out numerous messages can be passed backwards and forward. This can lend to a tremendous amount of paperwork and is often less effective than face to face communication. When you are actually talking to someone you can discuss things until you are happy they have understood and feedback is immediate. With written messages, however, you are never quite sure how it will be received. What you think you have said and what the other person thinks you have said can be very different.The amount of written information generated in large organization today can lead to communication overload. So much information is gathered that it gets in the way of making decisions. Take a look at the average manager's desk and you will see the problem—it is often covered in letter, reports and memos. This overload can lead to inefficiencies. For example, managers may not be able to find the information they want when they need it. Communication is also becoming more difficult with the changes occurring in employment patterns. With more people working part-time and working from home, managing communication is becoming increasingly complex.

填空题Managing Priorities Most of us are kept so busy managing our own lives that we can't imagine how top executives manage the work of thousands of people and millions of dollars and still have time to eat, sleep, and live. (9) But in talking about how they run their lives and companies, they do tend to focus on common themes. Unfortunately, popular time management courses are not the answer. Even the founder of the time management movement, Alec Mackenzie, agrees that few people who take his courses stick with the techniques and really benefit from them. (10) Like many other company executives, Alcoa's CEO, Paul O'Neill, lists "quality" among his highest priorities~ But at the very top of his list is a surprise, "safety. " Alcoa leads its industry in safety and has been cutting its injury records by 50% every five years. O'Neill feels that to make an operation truly safe, you must understand it perfectly and make sure that the operation isn't inefficient in any way that would encourage dangerous shortcuts. (11) One principle that works for many busy managers is the 80/20 rule, (12) —20% of its customers. A business that can identify the 20% and what they order can focus attention on those products. Illinois Tool Works, for example, used the 80/20 rule to identify which of its thousands of products it should concentrate on as it realigned its manufacturing processes. In an other instance, Office Club, a discount office-supplies supermarket, decided to carry 2,200 items instead of its competitors' 5,000 because it found that 85 % of its sales came from only 650 core items. Every CEO has techniques for making time in a hectic schedule, (13) Some count on expert secretaries to arrange their time; others learn to walk out of a meeting if participants are late. According to management expert, Peter Drucker, (14) A. You will find different things at the top of CEOs' priority lists B. Establishment of priorities is a key factor in managerial and organizational effectiveness C. There is no one secret that successful executives share D. the most important skill for setting priorities and managing time is simply learning to say No E. In other words, quality and safety go hand in hand F. doing important thinking while jogging or showering or flying to meetings G. Defined as a ranking of goals, objectives, or activities in order of importance, priorities play a special role in planning H. which states that 80% of a company's business generally comes from a small group

填空题·You will hear five people talking about their jobs. ·For each extract there are two tasks. For Task One, choose the corresponding job for each one from the list A—H. For Task Two, choose the complaint described from the list A—H. ·You will hear the recording twice. {{B}} TASK ONE—JOB{{/B}} ·For questions 13—17, match the extracts with the corresponding job, listed A—H. ·For each extract, choose the job stated. ·Write one letter (A—H) next to the number of the extract. A An IT consultant. B Producing technical document. C Working for the UK subsidiary of a Japanese company D A superior in a software company. E A newcomer in a software company. F A worker printing users' manuals. G A secretary in a law firm. H working as a PA for a law firm in Los Angelas.

填空题MTV

填空题 Regain your motivation Getting out of bed to go to work is one of life's lesser pleasures. (31) great the job is, most of us struggle on Monday morning. But when that feeling stretches through the entire week, something deeper may (32) wrong. Sometimes it's tempting to dismiss feelings of boredom or frustration (33) part of working life. But if you're constantly feeling uninterested, you need to ask yourself some questions. Demotivation isn't just caused by major setbacks, like being passed (34) for promotion, or refused a salary increase, but can be a product of far more subtle aspects. Try to define the most important aspects of your job for you personally - and (35) action if you feel things aren't right. Talk to agencies or headhunters about your skills and find out (36) you're worth on the open market. It can be all (37) easy to blame your job when you feel demotivated - when it can be just as easily down to you, as Sally Martin, a fundraising manager for a charity, discovered. 'I had started to resent my job, the fact that I had no perks, no chances to travel - (38) from visiting other dingy offices for meetings. But then some friends were talking about how superficial they felt their jobs were, and I suddenly realised I couldn't say that about my job. In fact, I really felt (39) was a point to it. I remembered that's why I'd taken it in the (40) place' So remember; always give your old job a chance before starting to search for a new one.

填空题Companies should place their emphasis on decentralization and group work for philosophical and practical reasons.

填空题have not arrived found was torn have informed have contacted received were damaged have not had showed unpacked June 21, 2007 Dear Mr. Jackson, I am writing to complain about a shipment of tubular steel garden furniture we 1 yesterday against our invoice no. G 3190/1. The crates 2 on the outside, and looked as if they had been roughly handled. When we 3 them, we 4 that some of the chair legs were bent and rusty, and the fabric on the seating 5 , or 6 signs of wear. Two further crates from the consignment 7 yet, so we 8 the opportunity of inspecting them. I 9 the shipping company that we cannot accept this assignment from you, and they 10 your insurers. As we will be unable to retail this consignment in our stores, we are returning the shipment to you carriage forward, and we shall expect a full refund. Yours sincerely, Hoover Howell Managing Director

填空题· Read the text below about time management.· In most of the lines (41-52) there is one extra word. It is either grammatically incorrect or does not fit in with the sense 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. {{B}} EFFECTIVE TIME MANAGEMENT{{/B}} All too often, work seems like to take over a disproportionate part of our lives, with the result that we are not able to see our friends or families as often as41 we would like and we have little time for relaxation. Although one of the42 consequences of poor time management for many of us is that it tips over our43 lives out of balance so that we don't pay enough attention to the things that44 are really important to achieve them. But the paradox is that when work45 dominates on the horizon to such an overwhelming extent, we are probably46 being neither as efficient nor as effective at work as we could be with a47 better organised lifestyle. If we constantly feel under the pressure and are48 always rushing to meet deadlines, we should take up a look at the way we49 are organising our work. We all have limits on the amount of time and within50 which we can do a good job; it's more important to make use that time well than51 to work more hours. There are various techniques, such as delegating to each52 others and by reducing interruptions, that are commonly used for managing time, and when we put these into practice, we will soon notice the difference.

填空题{{B}}PART FIVE{{/B}}{{B}} · Read the following text. · For each question 31—40, write one word.{{/B}} {{U}}(31) {{/U}}London's Heathrow Airport is the busiest international airport in Europe, Amsterdam's Schiphol Airport has always claimed to be the best, especially{{U}} (32) {{/U}}business travelers. But Schiphol is facing a new rival, Manchester Airport{{U}} (33) {{/U}}the north of England.The latest survey of passengers{{U}} (34) {{/U}}the World Air Transport Association (WATA) shows Manchester is in the world's top six airports. "The management team{{U}} (35) {{/U}}Manchester airport are for customers' service", says chief executive Geoff Muirhead.In the survey, passengers gave Manchester an average of 8.32 points out of a maximum of ten, putting it{{U}} (36) {{/U}}of Singapore% Changi Airport (8.26) and Schiphol (8.12). The detailed results of the survey show that Manchester scored the highest marks of any airport in business travelers, put Changi in top place in WATA's smaller survey of 40,000 business flyers; Manchester came second, with Schiphol again third. {{U}}(37) {{/U}}Schiphol is still first for shopping facilities and transport links.Manchester led in the availability of baggage carts (a British specialty, {{U}}(38) {{/U}}London's Gatwick and Heathrow came third and fourth). Changi led in efficiency of baggage delivery, with Manchester second. Manchester is also mentioned{{U}} (39) {{/U}}its restaurant facilities, coming fourth after Melbourne. Sydney and Schiphol, in the order.Muirhead said that beating competition from 42 other international airports was mainly due to the positive attitude of the staff. All 2,500 staff spent a clay on a course learning how to deal{{U}} (40) {{/U}}difficult or dissatisfied customers. Miurhead and other senior directors also worked some nights in order to meet the night staff and encourage team-building.

填空题A reseller can actually reduce much capital expense by outsourcing customer support services.