听力题? You will hear five people talking about e-business in different areas. ? For each extract there are two tasks. For Task One. choose the areas from the list A—H. For Task Two, choose the benefits from the list A-H. ? You will hear the recording twice. ? You will hear five people talking about e-business in different areas. ? For each extract there are two tasks. For Task One. choose the areas from the list A—H. For Task Two, choose the benefits from the list A-H. ? You will hear the recording twice. M: It''s already made a huge impact and by the time the project''s fully implemented, we''ll have networked over 300, 000 employees and suppliers—they''ll all be able to communicate through email. And it''s this interconnectivity, it''s changing everything about the way we work. I mean, last year around 15 percent of our in-service staff development was carried out through Web-based distance learning using the company intranet. And we reckon that for every 1, 000 days of classroom-based teaching that''s supplied by distance learning, it generates about $ 500, 000 in efficiency gains. And this year we''ll be delivering up to 30 percent of our courses by distance learning. So we''ll be looking at savings of over $ 100 million. F: We''re one of the largest insurance organizations in Canada, offering a wide range of financial products. We rely on a system of independent agents to distribute our products so it''s really important to maintain a close relationship with them. This used to be done over the telephone but that was all very time-consuming for our employees and meant we could only supply agents with information during office hours. Now we have the extranet, which means that all our representatives can keep in touch around the clock and get the latest information about offerings. F: We''re one of the Ketherland''s leading banks with 1. 300 branches here and abroad. We deal with both businesses and consumers but our primary focus is small and medium-sized businesses-SMBs as we call them. As part of our offering to SMBs. we recently launched a Web-based euro project which provides free briefings to both customers and staff about the new European currency. Since the issues surrounding the euro will constantly be changing, people will need regular updating. By providing up-to-the-minute bulletins, we''re establishing ourselves as a major player in the Eurozone countries. This is enhancing our clients'' perceptions of us and strengthening our customer base. M: We are one of France''s most prestigious bicycle manufacturers, selling mainly to professionals and people with a real passion for cycling as a sport. The best bit about our new website is that it lets customers actually design their own personalized cyber cycle. All they have to do is to choose a basic model and then decide what frame, wheels, color they want and pay on-line by credit card and the bike is delivered to their nearest dealer. With the new way of using the internet, we have been able to create an international presence at a fraction of what it would have cost to advertise outside the domestic market. F: After recent restructuring we felt we needed to change the company culture to reflect our leaner structure. Processes that used to be highly bureaucratized needed to be simplified. One area we really had to tackle was procurement. After filling in massive amounts of paperwork, getting requisite signatures and then faxing orders off, our employees sometimes had to wait over a month for things like office material and PCs to get here. A real advantage with the new system is there''s less margin for error because if the form isn''t filled in correctly, then the system says so immediately. So less time will be wasted on sorting out problems. By the end of the year, we''ll have reduced our paper invoices from five million to zero. ? You will hear five people talking about e-business in different areas. ? For each extract there are two tasks. For Task One. choose the areas from the list A—H. For Task Two, choose the benefits from the list A-H. ? You will hear the recording twice. ? You will hear five people talking about e-business in different areas. ? For each extract there are two tasks. For Task One. choose the areas from the list A—H. For Task Two, choose the benefits from the list A-H. ? You will hear the recording twice. M: It''s already made a huge impact and by the time the project''s fully implemented, we''ll have networked over 300, 000 employees and suppliers—they''ll all be able to communicate through email. And it''s this interconnectivity, it''s changing everything about the way we work. I mean, last year around 15 percent of our in-service staff development was carried out through Web-based distance learning using the company intranet. And we reckon that for every 1, 000 days of classroom-based teaching that''s supplied by distance learning, it generates about $ 500, 000 in efficiency gains. And this year we''ll be delivering up to 30 percent of our courses by distance learning. So we''ll be looking at savings of over $ 100 million. F: We''re one of the largest insurance organizations in Canada, offering a wide range of financial products. We rely on a system of independent agents to distribute our products so it''s really important to maintain a close relationship with them. This used to be done over the telephone but that was all very time-consuming for our employees and meant we could only supply agents with information during office hours. Now we have the extranet, which means that all our representatives can keep in touch around the clock and get the latest information about offerings. F: We''re one of the Ketherland''s leading banks with 1. 300 branches here and abroad. We deal with both businesses and consumers but our primary focus is small and medium-sized businesses-SMBs as we call them. As part of our offering to SMBs. we recently launched a Web-based euro project which provides free briefings to both customers and staff about the new European currency. Since the issues surrounding the euro will constantly be changing, people will need regular updating. By providing up-to-the-minute bulletins, we''re establishing ourselves as a major player in the Eurozone countries. This is enhancing our clients'' perceptions of us and strengthening our customer base. M: We are one of France''s most prestigious bicycle manufacturers, selling mainly to professionals and people with a real passion for cycling as a sport. The best bit about our new website is that it lets customers actually design their own personalized cyber cycle. All they have to do is to choose a basic model and then decide what frame, wheels, color they want and pay on-line by credit card and the bike is delivered to their nearest dealer. With the new way of using the internet, we have been able to create an international presence at a fraction of what it would have cost to advertise outside the domestic market. F: After recent restructuring we felt we needed to change the company culture to reflect our leaner structure. Processes that used to be highly bureaucratized needed to be simplified. One area we really had to tackle was procurement. After filling in massive amounts of paperwork, getting requisite signatures and then faxing orders off, our employees sometimes had to wait over a month for things like office material and PCs to get here. A real advantage with the new system is there''s less margin for error because if the form isn''t filled in correctly, then the system says so immediately. So less time will be wasted on sorting out problems. By the end of the year, we''ll have reduced our paper invoices from five million to zero.

听力题 COMMON MISTAKES OF FINISHING A CREDIT LETTER NOTES Reasons for rejecting 25% of the documents: 1. The letter of credit had (1) 2. The documents were presented after the period stipulated in the (2) 3. The shipment was (3) Documents were often inconsistent with one another in the following ways: 4. The description or spelling of goods on invoice (s) differed from that in the (4) 5. The weights differed between (5) 6. The amounts of value shown on the invoice(s) and bill of exchange (draft) (6) 7. The marks and numbers (7) 8. The drawing was for less than the letter of credit (8) 9. The letter of credit was exceeded by the value of the (9) 10. The shipment was (10) 11. There was an absence of signatures of witnessings, where required, (11) 12. Facsimile signatures were used when not (12) COMMON MISTAKES OF FINISHING A CREDIT LETTER NOTES Reasons for rejecting 25% of the documents: 1. The letter of credit had (1) 2. The documents were presented after the period stipulated in the (2) 3. The shipment was (3) Documents were often inconsistent with one another in the following ways: 4. The description or spelling of goods on invoice (s) differed from that in the (4) 5. The weights differed between (5) 6. The amounts of value shown on the invoice(s) and bill of exchange (draft) (6) 7. The marks and numbers (7) 8. The drawing was for less than the letter of credit (8) 9. The letter of credit was exceeded by the value of the (9) 10. The shipment was (10) 11. There was an absence of signatures of witnessings, where required, (11) 12. Facsimile signatures were used when not (12) ? You will hear a bank expert talking about some of the common mistakes that are made when people complete letters of credit. ? As you listen, for questions 1—12, complete the notes, using up to three words or a number. ? You will hear the recording twice. (10 seconds pause) Now you''d be surprising at the kinds of mistakes people make when using letter of credit documentation. These errors can often lead to rejection on the very first presentation. The research department of our bank found that 25% of the documents were rejected. Now there were different reasons. The main ones were things like the fact that the letter of credit had expired, or the documents were presented after the period stated by the letter of credit. Or, of course, the shipment was late. If you think about it, it is quite amazing really. But I can''t stress enough the need for consistency between different documents. I mean, for instance, our bank study found out that spelling inconsistencies or mistakes are part of the problem. That is the description or spelling of goods on invoices was different from that in the letter of credit. Or, the weights were different on the export documents. Then the amounts of money value shown on the invoice and the bill of exchange differed too. Even the marks and numbers were found to be different. Then another thing we found was that the amount of money mentioned on the letter of credit was smaller than the value of the order. Or, the shipment was short. Then you might even find that some documents were missing which were called for in the documentary letter of credit. We even had cases where signatures had not been witnessed as required for certain documents presented. Or else facsimile signatures were used where they''re just not allowed. And this is by no means the end of the list, which goes on and on; but I won''t bore you any more. All in all almost 50% of the documents presented along with the letters of credit were rejected on their first presentation and this meant sometimes long delays in payment with all the complications that can involve. And I don''t need to tell you. (10 seconds pause) COMMON MISTAKES OF FINISHING A CREDIT LETTER NOTES Reasons for rejecting 25% of the documents: 1. The letter of credit had (1) 2. The documents were presented after the period stipulated in the (2) 3. The shipment was (3) Documents were often inconsistent with one another in the following ways: 4. The description or spelling of goods on invoice (s) differed from that in the (4) 5. The weights differed between (5) 6. The amounts of value shown on the invoice(s) and bill of exchange (draft) (6) 7. The marks and numbers (7) 8. The drawing was for less than the letter of credit (8) 9. The letter of credit was exceeded by the value of the (9) 10. The shipment was (10) 11. There was an absence of signatures of witnessings, where required, (11) 12. Facsimile signatures were used when not (12) COMMON MISTAKES OF FINISHING A CREDIT LETTER NOTES Reasons for rejecting 25% of the documents: 1. The letter of credit had (1) 2. The documents were presented after the period stipulated in the (2) 3. The shipment was (3) Documents were often inconsistent with one another in the following ways: 4. The description or spelling of goods on invoice (s) differed from that in the (4) 5. The weights differed between (5) 6. The amounts of value shown on the invoice(s) and bill of exchange (draft) (6) 7. The marks and numbers (7) 8. The drawing was for less than the letter of credit (8) 9. The letter of credit was exceeded by the value of the (9) 10. The shipment was (10) 11. There was an absence of signatures of witnessings, where required, (11) 12. Facsimile signatures were used when not (12) ? You will hear a bank expert talking about some of the common mistakes that are made when people complete letters of credit. ? As you listen, for questions 1—12, complete the notes, using up to three words or a number. ? You will hear the recording twice. (10 seconds pause) Now you''d be surprising at the kinds of mistakes people make when using letter of credit documentation. These errors can often lead to rejection on the very first presentation. The research department of our bank found that 25% of the documents were rejected. Now there were different reasons. The main ones were things like the fact that the letter of credit had expired, or the documents were presented after the period stated by the letter of credit. Or, of course, the shipment was late. If you think about it, it is quite amazing really. But I can''t stress enough the need for consistency between different documents. I mean, for instance, our bank study found out that spelling inconsistencies or mistakes are part of the problem. That is the description or spelling of goods on invoices was different from that in the letter of credit. Or, the weights were different on the export documents. Then the amounts of money value shown on the invoice and the bill of exchange differed too. Even the marks and numbers were found to be different. Then another thing we found was that the amount of money mentioned on the letter of credit was smaller than the value of the order. Or, the shipment was short. Then you might even find that some documents were missing which were called for in the documentary letter of credit. We even had cases where signatures had not been witnessed as required for certain documents presented. Or else facsimile signatures were used where they''re just not allowed. And this is by no means the end of the list, which goes on and on; but I won''t bore you any more. All in all almost 50% of the documents presented along with the letters of credit were rejected on their first presentation and this meant sometimes long delays in payment with all the complications that can involve. And I don''t need to tell you. (10 seconds pause)

听力题M: What is your primary role in the new company

听力题M: (interviewer): Good Morning, nice to meet you

听力题? You will hear five different business people talking about cultural differences in doing business in different countries. ? For each extract there are two tasks. For Task One, choose the dos described from the list A—H. For Task Two, choose the don''ts described from the list A—H. ? You will hear the recording twice.? You will hear five different business people talking about cultural differences in doing business in different countries. ? For each extract there are two tasks. For Task One, choose the dos described from the list A—H. For Task Two, choose the don''ts described from the list A—H. ? You will hear the recording twice.? You will hear five different business people talking about cultural differences in doing business in different countries. ? For each extract there are two tasks. For Task One, choose the dos described from the list A—H. For Task Two, choose the don''ts described from the list A—H. ? You will hear the recording twice. (10 seconds pause) M: As Americans, we tend to be much more casual and informal when we meet people. Our natural inclination to be familiar can put some people on edge. Germans and Japanese, for example, are very unlikely to use first names in business. Asians prefer to use less eye and physical contact. A universal handshake that most cultures are comfortable with is a single pump handshake that lasts a few seconds. Latins are prone to touching and to smaller personal space, while Asians and Germans enjoy more distance. The Latin hug is common between men and men and women and women. At home, the Japanese are more comfortable with a bow from the waist. Be sure not to refer to Japanese as ''foreigners'' or ''Orientals'', but instead as international visitors and Asians. F: With Asian and German associates, punctuality is a must! It is safe to begin a meeting with a more formal tone that can always be relaxed by following their lead. Business cards are treated with more respect by people from other countries, and there is a strong emphasis on titles and positions. It is helpful to have your cards printed in their language on the back if you are regularly dealing with a particular country. Germans will include university degrees and often the company''s founding date on their cards, so you may want to add similar information to yours. M: Germans, Japanese and Latins value more formality in manners than Americans. Don''t stand with hands on hips or talk with hands in pockets. Be tolerant about smoking, as Japanese and Europeans smoke more than Americans. Avoid speaking in a loud voice. Respect privacy and a sense of order with Germans. Latins enjoy discussing family, whereas Germans and Japanese generally do not. F: At business meals, more time is spent on building relationships rather than rushing straight to work. It is appropriate to eat with the silverware constantly in both hands. Most of the world eats continental style with the fork in the left hand and the knife in the right, eating off the back of the fork. We, on the other hand, are uncomfortable when people keep both of their wrists above the table for the whole meal. We place the hand we are not eating or drinking with in our laps. Europeans often find it strange and may wonder what we are doing! M: Be aware that gifts are important, but that some may be taboo in certain cultures. For example, with Japanese, white is the color of death and four of anything is unlucky. With the Latins, gifts of knives suggest ''cutting'' of the relationship. With Germans, red roses signal romantic interests, and carnations signify death. With Mexicans and Brazilians, purple is the color of death, so it''s best to avoid purple flowers and gifts. With the Japanese, gifts are normally given and received with a slight bow and are not opened in front of your counterpart. (10 seconds pause) ? You will hear five different business people talking about cultural differences in doing business in different countries. ? For each extract there are two tasks. For Task One, choose the dos described from the list A—H. For Task Two, choose the don''ts described from the list A—H. ? You will hear the recording twice.? You will hear five different business people talking about cultural differences in doing business in different countries. ? For each extract there are two tasks. For Task One, choose the dos described from the list A—H. For Task Two, choose the don''ts described from the list A—H. ? You will hear the recording twice.? You will hear five different business people talking about cultural differences in doing business in different countries. ? For each extract there are two tasks. For Task One, choose the dos described from the list A—H. For Task Two, choose the don''ts described from the list A—H. ? You will hear the recording twice. (10 seconds pause) M: As Americans, we tend to be much more casual and informal when we meet people. Our natural inclination to be familiar can put some people on edge. Germans and Japanese, for example, are very unlikely to use first names in business. Asians prefer to use less eye and physical contact. A universal handshake that most cultures are comfortable with is a single pump handshake that lasts a few seconds. Latins are prone to touching and to smaller personal space, while Asians and Germans enjoy more distance. The Latin hug is common between men and men and women and women. At home, the Japanese are more comfortable with a bow from the waist. Be sure not to refer to Japanese as ''foreigners'' or ''Orientals'', but instead as international visitors and Asians. F: With Asian and German associates, punctuality is a must! It is safe to begin a meeting with a more formal tone that can always be relaxed by following their lead. Business cards are treated with more respect by people from other countries, and there is a strong emphasis on titles and positions. It is helpful to have your cards printed in their language on the back if you are regularly dealing with a particular country. Germans will include university degrees and often the company''s founding date on their cards, so you may want to add similar information to yours. M: Germans, Japanese and Latins value more formality in manners than Americans. Don''t stand with hands on hips or talk with hands in pockets. Be tolerant about smoking, as Japanese and Europeans smoke more than Americans. Avoid speaking in a loud voice. Respect privacy and a sense of order with Germans. Latins enjoy discussing family, whereas Germans and Japanese generally do not. F: At business meals, more time is spent on building relationships rather than rushing straight to work. It is appropriate to eat with the silverware constantly in both hands. Most of the world eats continental style with the fork in the left hand and the knife in the right, eating off the back of the fork. We, on the other hand, are uncomfortable when people keep both of their wrists above the table for the whole meal. We place the hand we are not eating or drinking with in our laps. Europeans often find it strange and may wonder what we are doing! M: Be aware that gifts are important, but that some may be taboo in certain cultures. For example, with Japanese, white is the color of death and four of anything is unlucky. With the Latins, gifts of knives suggest ''cutting'' of the relationship. With Germans, red roses signal romantic interests, and carnations signify death. With Mexicans and Brazilians, purple is the color of death, so it''s best to avoid purple flowers and gifts. With the Japanese, gifts are normally given and received with a slight bow and are not opened in front of your counterpart. (10 seconds pause)

听力题F: What are SCA''s business plans in India

听力题 F: What kind of finances can film producers expect by associating with brands? M: Right now, companies are willing to pay amounts ranging between $120,000 and $ 1,200,000 for placing their brands in films, but it depends on the budget of the film. Big-budget films with big stars can expect more. The size of this advertising is expected to grow nearly 100 percent in the next two to five years as more and more companies get attracted to this kind of advertising. F: What are the advantages of in-film advertising to producers and advertisers? M: Advertisers are able to get big stars at a fraction of the costs they would normally shell out for an exclusive tie-up. Films are not subject to surfing, zipping or muting (unlike in TV and other media). Films appeal to emotions and scenes in films catch people off-guard unlike an advertisement, which catches the audience in a cold-evaluating mood. Films transcend geography, class and cultural barriers and catch people in a receptive mood. And films are target-specific. F: How can films and brands connect? M: A film-viewer has a short attention span. The best way to deliver the message is to catch the viewer off-guard when his rational defence is down. Appealing to viewers'' emotions is better than appealing to their rational thought. The rational gate examines the advantages, benefits and features, and seeks value for money; the emotional gate is all about trust, love, identification and belief. Films operate at the emotional level. Placing a product in a film is catching the viewer at an emotional level when he can connect with the brand. There can be synergies between brands and films. The successful integration of product placement within the film''s storyline has a long history - the first example being the yellow Rajdhoot bike used in Raj Kapoor''s Bobby. Hollywood also leveraged brands such as BMW (Bond movies), Jaguar, Ford, Ray Ban (Tom Cruise in Risky Business and Mission Impossible), Starbucks coffee, AOL and AT the emotional gate is all about trust, love, identification and belief. Films operate at the emotional level. Placing a product in a film is catching the viewer at an emotional level when he can connect with the brand. There can be synergies between brands and films. The successful integration of product placement within the film''s storyline has a long history - the first example being the yellow Rajdhoot bike used in Raj Kapoor''s Bobby. Hollywood also leveraged brands such as BMW (Bond movies), Jaguar, Ford, Ray Ban (Tom Cruise in Risky Business and Mission Impossible), Starbucks coffee, AOL and AT &T. F: Song-and-dance sequences invariably feature an ad in the background but most people don''t recall such scenes in detail. What is the advantage of the advertisement then? M: It is true that ads have to be carefully placed in a film and one bad placement can do more damage than 10 good placements. Artistic integrity is crucial for successful brand placements and the operation has to be woven into the script. Sometimes, unreasonable clients demand more footage although research has shown that a two-minute clip can effectively deliver a message in a credible manner. The placement should be woven into the fabric of the film and shouldn''t be contrived and unnatural. F: Do such placements result in tangible benefits to the products advertised? M: In the recently placed ad for Castrol engine oil in film Chalte Chalte, the makers of the engine have reported tangibly increased sales of the oil after the film''s release. The product seems to have connected on an emotional level with truck fleet drivers and owners. Ray Ban also benefited by its association with film Men in Black.

听力题F: What are SCA''s business plans in India

听力题M: (interviewer): Good Morning, nice to meet you

听力题SELLING TACTICS NOTES Outsourcing in general: 1

听力题? You will hear five different business people talking about partnerships, one form of business. ? For each extract there are two tasks. For Task One, choose the advantage of partnerships described from the list A—H. For Task Two, choose the disadvantage of partnerships from the list A—H. ? You will hear the recording twice. ? You will hear five different business people talking about partnerships, one form of business. ? For each extract there are two tasks. For Task One, choose the advantage of partnerships described from the list A—H. For Task Two, choose the disadvantage of partnerships from the list A—H. ? You will hear the recording twice. M: Starting a partnership in the United States requires little more than drawing up articles of partnership. No legal charters have to be granted, but the name of the business should be registered with state. However, unlike a proprietorship, a partnership is not easy to dismantle. Selling a partnership interest creates the same effect as the death or withdrawal of a partner. Moreover, it is difficult to place a value on a partner''s share of the partnership. No public value is placed on the partnership as there is on publicly owned corporations. When a partner insists on withdrawing, the result may be a forced sale at a price less than the value of the business. F: Partnerships can provide diverse skills because partners are able to specialize in their areas of expertise. Two or three people can bring different but complementary skills to an association. For service-oriented partnerships in such fields as law, financial planning, and accounting, this diversity may attract customers because clients may think that the service offered by a diverse team is of higher quality than that provided by one person. While, partners must cooperate to run a business effectively. Often, disagreements over decisions, rewards, and business practices create tension between partners. These conflicts can threaten not only the profits but even the existence of the business. Unfortunately, partners sometimes dissolve their successful business because of these conflicts. M: Partners have the advantage of combined capital resources. The partnership can draw upon the savings of all partners, and their combined personal wealth makes borrowing easier. Partnerships tend to be larger than sole proprietorships and therefore have greater earning power and better credit ratings. In general partnerships, general partners have unlimited liability for the debts incurred by the business. Should the business fail, each partner''s personal wealth maybe legally taken to fulfill the obligations of the venture. If one of the partners makes a decision that costs the company a loss, all of the partners are responsible. Such responsibility for the actions of other partners is enough to make a person think twice before entering into a partnership agreement. F: If a partnership wishes to keep a particular employee who contributes a valuable skill, it can make that employee a partner. Many accounting and law firms operate on this principle. When employees realize that it is possible to become part-owner of the company, they have incentive to stay with the company and perform much better on the job. However, there are many situations that can dissolve a partnership. Death, withdrawal, or bankrupt?cy will end the venture. Also, failure of a part?ner to fulfill contractual agreements can cancel the partnership. Of all the forms of business, partnerships average the shortest life span. When the partnership is terminated, the bene?fits of long-range planning are often lost. M: Partnership can provide access and exposure to target markets such as leading chefs, restau?rants, writers and high-income consumers and also provide access to new markets and distri?bution channels. Partnership apprentice admits a partner to the partnership, but makes them ineligible for profit-sharing for a fixed time. One firm fixes new partners'' salaries for the first three years and then begins profit-sharing in the fourth year. Each new partner is as?signed or can purchase the same ownership percentage, which can be increased each year by some factors. It allows existing partners to see how new partners perform before they share in the profits. Animosity, however, may result as young partners work for three years without immediate rewards. ? You will hear five different business people talking about partnerships, one form of business. ? For each extract there are two tasks. For Task One, choose the advantage of partnerships described from the list A—H. For Task Two, choose the disadvantage of partnerships from the list A—H. ? You will hear the recording twice. ? You will hear five different business people talking about partnerships, one form of business. ? For each extract there are two tasks. For Task One, choose the advantage of partnerships described from the list A—H. For Task Two, choose the disadvantage of partnerships from the list A—H. ? You will hear the recording twice. M: Starting a partnership in the United States requires little more than drawing up articles of partnership. No legal charters have to be granted, but the name of the business should be registered with state. However, unlike a proprietorship, a partnership is not easy to dismantle. Selling a partnership interest creates the same effect as the death or withdrawal of a partner. Moreover, it is difficult to place a value on a partner''s share of the partnership. No public value is placed on the partnership as there is on publicly owned corporations. When a partner insists on withdrawing, the result may be a forced sale at a price less than the value of the business. F: Partnerships can provide diverse skills because partners are able to specialize in their areas of expertise. Two or three people can bring different but complementary skills to an association. For service-oriented partnerships in such fields as law, financial planning, and accounting, this diversity may attract customers because clients may think that the service offered by a diverse team is of higher quality than that provided by one person. While, partners must cooperate to run a business effectively. Often, disagreements over decisions, rewards, and business practices create tension between partners. These conflicts can threaten not only the profits but even the existence of the business. Unfortunately, partners sometimes dissolve their successful business because of these conflicts. M: Partners have the advantage of combined capital resources. The partnership can draw upon the savings of all partners, and their combined personal wealth makes borrowing easier. Partnerships tend to be larger than sole proprietorships and therefore have greater earning power and better credit ratings. In general partnerships, general partners have unlimited liability for the debts incurred by the business. Should the business fail, each partner''s personal wealth maybe legally taken to fulfill the obligations of the venture. If one of the partners makes a decision that costs the company a loss, all of the partners are responsible. Such responsibility for the actions of other partners is enough to make a person think twice before entering into a partnership agreement. F: If a partnership wishes to keep a particular employee who contributes a valuable skill, it can make that employee a partner. Many accounting and law firms operate on this principle. When employees realize that it is possible to become part-owner of the company, they have incentive to stay with the company and perform much better on the job. However, there are many situations that can dissolve a partnership. Death, withdrawal, or bankrupt?cy will end the venture. Also, failure of a part?ner to fulfill contractual agreements can cancel the partnership. Of all the forms of business, partnerships average the shortest life span. When the partnership is terminated, the bene?fits of long-range planning are often lost. M: Partnership can provide access and exposure to target markets such as leading chefs, restau?rants, writers and high-income consumers and also provide access to new markets and distri?bution channels. Partnership apprentice admits a partner to the partnership, but makes them ineligible for profit-sharing for a fixed time. One firm fixes new partners'' salaries for the first three years and then begins profit-sharing in the fourth year. Each new partner is as?signed or can purchase the same ownership percentage, which can be increased each year by some factors. It allows existing partners to see how new partners perform before they share in the profits. Animosity, however, may result as young partners work for three years without immediate rewards.

听力题? You will hear part of a business negotiation between Mr. Mitchell and Madam Li. ? For each question 23—30, mark one letter A, B or C for the correct answer. ? You will hear the recording twice. (10 seconds pause) F: We are honoured that you have come to see us, Mr. Mitchell. M: Thank you, Madam Li. We''re pleased to be here and appreciate your willingness to arrange this meeting on such a short notice. F: You have indicated that you would like to explore the possibility of an agency relationship with Sinochem with the intent of developing a market for some of our products in your country and perhaps in Canada as well. M: Yes, that is certainly our current thinking. F: Perhaps before we begin any detailed discussions, I should give you some idea of the scope of activities of Sinochem. M: The name "Sinochem" is well known to us, but we would like a little more information about your company. I should tell you that your branch in the U.S. has already informed us that Export Division No. 4 is responsible for dyes tuffs and pigments. F: Sinochem was established in 1950 and since that time has grown to become one of the largest companies in China, specializing in imports and exports of chemical products. As a result, it has gained a great deal of experience (in foreign trade) and has many foreign clients. The primary products we handle are crude oil and oil products, plastic, rubber, fertilizer and pesticides, as well as dyestuffs and pigments. You expressed a particular interest in our various dyestuffs as well as our pigments. M: I glanced through these catalogues and noted the wide variety of products Sinochem offers. F: You mentioned earlier that you would like to concentrate on dyes for cotton, silk, and linen materials. M: Yes, that is what we intend to do. F: In that case, you may wish to take a look at our sulfur and reactive dyes. Sulfur dyes have been around for a very long time and have been used for dying sturdy work clothing from early history. You will note that the variety of colours in which this sulfur dye is available is somewhat limited, particularly in the bright hues. They are also cheaper than the reactive dyes. M: I gather then that the reactive dyes are used primarily for fine cottons, silk, and linen. F: That is correct. M: I particularly like the wide variety of bright colours available in reactive dyes. Is there any difference in price from one colour to another? F: Yes, there certainly is. The most expensive is the colour, identified as Brilliant Blue KNR, under Sinochem Code No. 9607. A cheaper colour dye would be, for example, Brilliant Red K-2BPi the most economical of course is Black. M: I assume of course that not much expertise is needed in producing black. You now have 10 minutes to transfer your answers to the answer sheet. (10 seconds pause) ? You will hear part of a business negotiation between Mr. Mitchell and Madam Li. ? For each question 23—30, mark one letter A, B or C for the correct answer. ? You will hear the recording twice. (10 seconds pause) F: We are honoured that you have come to see us, Mr. Mitchell. M: Thank you, Madam Li. We''re pleased to be here and appreciate your willingness to arrange this meeting on such a short notice. F: You have indicated that you would like to explore the possibility of an agency relationship with Sinochem with the intent of developing a market for some of our products in your country and perhaps in Canada as well. M: Yes, that is certainly our current thinking. F: Perhaps before we begin any detailed discussions, I should give you some idea of the scope of activities of Sinochem. M: The name "Sinochem" is well known to us, but we would like a little more information about your company. I should tell you that your branch in the U.S. has already informed us that Export Division No. 4 is responsible for dyes tuffs and pigments. F: Sinochem was established in 1950 and since that time has grown to become one of the largest companies in China, specializing in imports and exports of chemical products. As a result, it has gained a great deal of experience (in foreign trade) and has many foreign clients. The primary products we handle are crude oil and oil products, plastic, rubber, fertilizer and pesticides, as well as dyestuffs and pigments. You expressed a particular interest in our various dyestuffs as well as our pigments. M: I glanced through these catalogues and noted the wide variety of products Sinochem offers. F: You mentioned earlier that you would like to concentrate on dyes for cotton, silk, and linen materials. M: Yes, that is what we intend to do. F: In that case, you may wish to take a look at our sulfur and reactive dyes. Sulfur dyes have been around for a very long time and have been used for dying sturdy work clothing from early history. You will note that the variety of colours in which this sulfur dye is available is somewhat limited, particularly in the bright hues. They are also cheaper than the reactive dyes. M: I gather then that the reactive dyes are used primarily for fine cottons, silk, and linen. F: That is correct. M: I particularly like the wide variety of bright colours available in reactive dyes. Is there any difference in price from one colour to another? F: Yes, there certainly is. The most expensive is the colour, identified as Brilliant Blue KNR, under Sinochem Code No. 9607. A cheaper colour dye would be, for example, Brilliant Red K-2BPi the most economical of course is Black. M: I assume of course that not much expertise is needed in producing black. You now have 10 minutes to transfer your answers to the answer sheet. (10 seconds pause)

单选题 · For each question 23-30, mark one letter A, B or C for the correct answer.

单选题The following are objective criteria in performance evaluation except for ______

单选题Impact of Electronic Commerce Today's forward thinking CEO recognizes the (21) of e-commerce as a strategic business issue, not just one more technical issue to be (22) to the IS department, perhaps the existing EDI group. Although a company may have reengineered its (23) business process and perhaps painfully installed an ERP system to bring inefficiencies to the back office, e-commerce is about reengineering outward-facing processes-industry process reengineering. (24) electronic commerce is not just a technology, it is a way of (25) business that has the potential to impact every aspect of the firm's value chain. Implementing full-scale, innovative applications of electronic commerce requires management teams to view the marketplace beyond the typical physical boundaries. The biggest problem that electronic commerce pioneers encounter is the limited set of mental models that (26) our thinking. We tend to think of the web in our "industrial age" (27)— where everything must be described and related to the physical world. If electronic commerce applications are not placed in the proper business context and the strategy (28) with the business' overall business strategy, then the electronic commerce application is likely to fail. Thus, new business models are necessary that (29) electronic commerce initiatives with overall business goals. So first of all, we should discuss the need to align a firm's on-line strategy with its overall business strategy. (30) that discussion, emerging business paradigms that fully embrace the electronic commerce philosophy are going to be discussed, including a new view of the value chain.

单选题According to the second paragraph, why does the differentiated marketing provide a better chance of repeat purchasing?