填空题 CHIEF EXECUTIVE’S REVIEW The prime focus for management recently has been the integration into the Group of Damon Beds. This acquisition is very much greater part of our strategy to grow our41 presence in the UK branded furniture market. We are neither convinced that42 leveraging the proven brand management expertise of which we are proud is the43 optimum route to continued and sustainable growth in shareholder value. Overall,44 sales grew more quickly than 9%, to reach ￡125 million. This represents a small45 increase in market share such as our strategy to build share in growing, added value46 sectors gains momentum. Our established brands had another excellent year with47 volumes and turnover at record levels. While we have increased capacity to cope with48 significantly increased demand, boosted by the return to television advertising in early49 last year. The purpose of the campaign is how to reinforce our position as the UK's50 leading volume bed business by improving brand awareness still further on and, more51 importantly, communicating to consumers regarding the message about the uniqueness52 of the product and yet the benefits and reasons for choosing our beds. Early indications show that the campaign is already having the desired effect.

填空题A firm performs well if it develops a "distinctive competence" over time.

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填空题Companies are jazzing up plant tours and store visits to build a customer loyalty. Visitors to Ford Motor Co.'s new truck plant are shaken as a multi-ton metal-41 stamping press slams being shut. Heat rains down from welding sparks, followed42 by the cooling mist of a paint shop. At Ford's historic Rouge manufacturing43 trucks complex Dearborn, Mich. , many tourists will watch the assembly of F-15044 pickup from the safety of a mezzanine with 16 feet above the factory floor. They45 will also get up a much more personal feel for the action through multi-sensory46 special effects spilling out of 360-degree screens in an accompanying video tour.47 The ＄14 for admission price also buys a history lesson about the 87-year-old48 Rouge property, in where Henry Ford once cranked out the Model A and baffled49 union activists, and a display of Ford vehicles is through the ages. The finishing50 touch: an 80-foot tower from which it's possible to look out over a 10-acre lawn51 that covers the complex's "living roof", as well as the surrounding it crab-apple52 orchard, bee-hives, and solar panels. Ford's fancy ＄30 million visitor center is the latest example of what experts call "experiential" marketing.

填空题AOur management team is dedicated to delivering operational excellence and improved profitability. In the coming year, we will focus our marketing on professional young adults, who represent the high value segment of the market and who - according to independent research - are most likely to adopt our more advanced mobile data products. Customer retention is central to our strategy, and we have been successful in reversing the customer loss of recent years by loyalty and upgrade schemes. A restructuring programme, resulting from changing marketing conditions, has seen our workforce scaled down to 6,100 people.BAs the only network operator in the country, our marketing is aimed at expanding the size of the market. In the business sector, we have targeted small and medium-sized businesses by offering standardised services, and large customers by offering tailored telecommunications solutions. We have been at the fore- front of introducing new telecommunications technology and services and have recently distributed 150 of our most advanced handsets to customers to assess the likely demand for advanced data services. Last year, the industry recognised our achievement when we won a national award for technological progress.CA new management team has driven our improved performance here. It is committed to bringing the business into profitability within three years after reaching break-even point in the next financial year. We are focused on delivering rising levels of customer service and an improvement in the quality and utilisation of our network. Good progress has been made on all these fronts. The cost of acquiring new subscribers has been reduced and new tariffs have been introduced to encourage greater use of the phone in the late evening.DWe have continued to expand our network in a cost-efficient manner and have consolidated our retail section by combining our four wholly-owned retail businesses into a single operating unit. We expect this to enhance our operational effectiveness and the consistency of our service. Our ambition is to give customers the best retail experience possible. We were, therefore, delighted earlier this year when we won a major European award for customer service. This was particularly pleasing to us as we have always given high priority to customer satisfaction and operational excellence.EHere, we are focused on continuously realising cost efficiencies as well as improving the level of customer satisfaction and retention. We have already taken effective measures to reduce customer loss and to strengthen our delivery of customer service. The quality of our network has improved significantly over the past year and an increase in the utilisation of our network is now a priority. The operation of our customer service centre has been outsourced to a call centre specialist and this has led to a substantial increase in the level of service.

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