劍橋商務(wù)英語BEC中級(jí)閱讀分冊(cè)

閱讀部分

Time：1hour

Number

MainSkillResponsof

PARTInput

FocuseQuestio

ns

Fourshort

Scanningandinformationtextsmatchin

17

gist(approx.250-350g

wordsintotal)

Singletext:article,

report,etc.with

sentencelevelgaps

understandingMatchin

2(textplus7option5

textstructure

sentencesapprox.g

450-550wordsin

total)

Readingforgist4-option

Singletext(approx.

3andspecificmultiple6

450-550words)

informationchoice

Singleinformation

textwithlexical

4-option

vocabularyandgaps(textincluding

4multiple15

structuregappedwords

choice

approx.200-300

words)

Shorttext(approx.

Understanding150-200words)

sentenceidentificationofProof

512

structure/erroradditionalreading

identificationunnecessarywords

intext

第一項(xiàng)：句子與文章的匹配

實(shí)用技巧：

1>正確的句子中一般不會(huì)用于文章中相同的單詞或詞組來表達(dá)。

2、尋找與被選句子中某個(gè)細(xì)節(jié)表達(dá)相?致的文章。（通常?致是指近義詞的使用和同義表達(dá)的使用）

3、一般每一篇文章至少被選一次，最多被選兩次。

4、本項(xiàng)中的解題順序應(yīng)該是：在閱讀完?個(gè)被選句子后，用快速閱讀的方法，迅速找到答案。切忌閱讀全文。

ExerciseOne

1.Thiscompanyhasmorethanonevacancyinitsfactory.

2.Onlygraduateengineerswillbeconsidered.

3.Thisjobrequiresqualificationsbutnopreviousexperience.

4.KnowledgeoftwoEuropeanlanguagesisneededforthejob.

5.Frequentinternationaltravelispartofthejob.

6.Youwillreceiveanextrapaymenteveryyear,inadditiontoyourbasicsalary.

7.Youwillbeemployedforonlyafixedperiod.

A

*PESEARCHPOSTS*~~*~~

Awell-knowninternationaloilconsultancyneedstworecentgraduatesto

workasResearchAssistants.GoodEconomicsdegreesarerequiredand

computerskillsareessential.TheworkismainlybasedinLondonwith

regular,possiblymonthly,researchtripstoSaudiArabia.Competitive

basicsalary._____________________________________________________

B_____________________________________________________________

OILENGINEER

Anoil-pipelinespecialistisrequired,basedinaNorthAfricanoilfield.At

leasttenyearsexperienceinthefuelindustriesisexpectedfrom

applicants.Thisisapermanentpostwithahighstartingsalaryfortheright

person,plusannualbonus._________________________________________

C

ElectricalInstrumentInspectors-Thailand

Wehaveanumberofpostsvacantforelectricalinstrumentinspectorsin

ourBangkokplant.YoumustspeakGennanandEnglish,andhavewide

experienceoftheelectricalmanufacturingindustry.Contractsarelimited

totwoyears,withcarandaccommodationprovided.Salaryisdependent

onqualifications.________________________________________________

D~

★EUROPEANAUTOMOTIVEINDUSTRY*

AlargeSwedishcompanyhasapositioninitsmainfactoryforan

electricalvehicletestanddevelopmentengineer,whoshouldhaveatleast

fiveyears'experienceofvehicleproductionandtesting.Therearegood

careeropportunitiesfortherightperson,whomusthaveagood

|Engineeringdegree.Englishisthecompanylanguage.|

重要語法：注意在備選句中的限定詞。

限定詞是指在名詞詞組中對(duì)名詞起特指、類指以及表示確定數(shù)量和非確定數(shù)量等限定作用的詞類。備選句中有限定詞

的出現(xiàn)，標(biāo)志著該句中重要信息的顯現(xiàn)。重視限定詞的出現(xiàn)，可以迅速定位備選句中重要信息，從而有的放矢地進(jìn)行

查找和篩選。

小知識(shí)：招聘廣告的通用格式。

使用所需職位或用人單位作為標(biāo)題；正文部分依次列出：所需職位；條件■（詳細(xì)）；待遇（通常不祥）；其他情況

重要詞匯和表達(dá)：

consultancy;graduate;graduateengineer;applicant;permanentpost;inspector;accommodation;qualification;manufacturing;

startingsalary;basicsalary;annualbonus

鏈接：What'syouridealjob?

ExerciseTwo

1.Selectingstaffandgettingthemtoworktogether

2.Suggestionstohelpyouimproveyourmemory.

3.Adviceonworkingwithbothseniorandjuniorstaff.

4.Suggestionsfbrdealingwithdifficultclients.

5.Developingoralandwrittenpresentationskills.

6.Adviceonnegotiatingstaffcomplaints.

7.Guidanceonusingtelevision,radioandthepresstoyouradvantage.

A

THEMINDMAPBOOK

TonyBuzan

Asupremelyusefulbookfbrbusinessmen,thisguidewillhelpyouspeed

upyourabilitytoabsorbandrememberinformation.Itwillalsoimprove

yourabilitytowriteandspeakeffectivelyaboutyourprofessional

knowledge.TheMindMapBookisrecommendedbyTheTimes

ManagementSkillsGroup:"animportanttoolfbrmiddlemanagers

everywhere.

B

TIMEMANAGEMENT

MatthewScott

TimeManagementshowsyouhowtoestablishgoodtime-savinghabitsby

understandingyourselfandyouraims.Alreadythesuccessfulauthorofthe

best-sellingBusinessGuidetoPersuasionandNegotiations,Scottincludes

ideasonmanagingtheboss,workingwithcolleaguesandgivingordersto

Istaff.

C

TOUGHTALKING

TheEconomistBusinessSeries,No.8

Ifyouareamanagerwhohastocopewithdemandingcustomers,thenthis

bookmaysolveyourproblems.Ybuwillalsogetassistanceinhandling

employeedissatisfactioninhelpingemployeestoperformtothebestof

theirability,andingettingthemostfromthemedia.Thisisessential

readingfbrambitiousmanagers!____________________________________

D

CHANGINGMANAGEMENT

DeskCompanionBusinessBooks

Agroupoffoursuccessfulbusinessmengivepracticalguidanceto

managersonusingteamsproperly.Theysuggestvariouswaystochoose

anddevelopthem.Thisbookisidealforthosenewtotheconceptof

teamwork."ThebestbookonteamworkI'veeverread”(MDofStreet

SalesLtd).______________________________________________________

小技巧：備選句中使用解釋性的語言而相應(yīng)的文章中出現(xiàn)技術(shù)性語言或“術(shù)語”。反之亦然。

小知識(shí)：出版物廣告的通用格式。

重要詞匯和表達(dá)：

supremely;recommend;middlemanager;timemanagement;time-saving;best-selling;togetthemostfrom;ambitious;tobe

newto;

鏈接：What*simportantwhenchoosingabusinessbooktostudyfrom?

ExerciseThree

1.Youneedtohaveworkedinanofficebeforeattendingthiscourse.

2.Ybuwouldlearnsomethingaboutpreventingaccidentsatwork.

3.Ybuwouldbeabletositanexaminationintyping.

4.Thiscourseisusefulifyourjobinvolvesgreetingpeopleanddealingwithenquiries.

5.Thiscoursewouldsuitsomeonewithbudgetaryresponsibility.

6.Youwouldgetpracticeinhelpingpeopleinagrouptocommunicate.

7.Ybuwouldlearnhowtochangetheappearanceofaletterormemo.

A_

Tuesday13.00-15.00

Thiscourseprovidestraininginarrangingmeetings,conductingthem

effectivelyandmakingtravelarrangements.Thetopicswillinclude

drawingupagendas,preparingfbrmeetings,introducingspeakersor

participants,managingdiscussionssuccessfully,keepingtoanagreed

timetableandwritingfollow-upreports.Previousexperienceoftypingand

generalofficeworkisessentialfbrthiscourse.________________________

B

Mon,Thur,Fri10.00-12.00

Thiscourseisintendedbothfbrbeginnersandfbrthosewhohavereached

anelementarylevelintypewriting.Youwillhavetheopportunityto

developyourskillsonup-to-dateelectronicequipment,gainingexperience

ofproducingallkindsoftypedmaterialinavarietyofmodernlayouts.

Studentswillbegivenampleopportunitiesfbr“handson“experience

ofword-processingonthelatestpersonalcomputers.Typewritingtestscan

betakenfbrwidelyrecognizedqualifications.

C

Monday9.00-11.00

Thiscourseisdesignedtoprovidestudentswithexperienceofoperatinga

setofaccounts,comparablewiththoseofasmallfamilyfirm,andof

dealingwiththemoregeneralfinancialaspectsofrunningasmall

business.Topicswillincludeprofitandloss,maintainingrecords

efficiently,cashpayments,taxation,insuranceandcomputerized

accounting.Externalexaminationscanbearranged.____________________

D_____________________________________________________________

Friday11.00-13.00

Participantsonthiscoursewilldeveloptheirtelephoneskillsandreception

techniquesinpracticalsituations.Othertopicsincludedinthecourseare

dealingwithcorrespondence,thelatestdevelopmentsinfaxequipment

andphotocopiers,andtheadvantagesthesenewfacilitiesoffer.Thecourse

alsocovershealthandsafetyinsafetyregulationsgoverningthe

workplace.______________________________________________________

重要詞匯和表達(dá)：

Sitanexamination;budgetaryresponsibility;Timetable;fbllow-upreport;tobeintendedfbr;up-to-date;layout;"handson^^

experience;comparablewith;cashpayments;taxation;computerizedaccounting;external;correspondence;

ExerciseFour

1.Experienceinadvertisingwouldbehelpflilinthisjob.

2.Thisjobwouldprobablysuitsomebodywhohasworkedinthepurchasingdepartmentofalargechainofstores.

3.Threeyears'experiencewouldnotbeenoughfbrthisjob.

4.Forthisjobitwouldbeusefulifyouhavestudiedhowtocarryoutsurveysintoconsumerattitudes.

5.Inthisjobyouwouldtakechargeofaproductwhichhasbeenonthemarketfbrmanyyears.

6.Togetthisjobitisnotnecessarytohaveworkexperience.

7.Suchahigh-rankingpositiondoesnotcomeupveryoften.

A

ProductManager

Thiscompanyhasatpresentabout30%ofthemarketandaturnoverof

morethan￡500million.Thepersonappointedwillhaveresponsibility

fbralong-establishedproductwhichisahouseholdname.Experiencein

theinsurancemarketisnecessaryandabackgroundinaccountancywould

behelpfUl.______________________________________________________

B

GroupProductManager

Thisisarareopportunitytoworkataseniorlevelfbramarketleaderin

thefoodindustry,locatedinthenorthofthecountry.thepersonappointed

willreportdirectlytothemarketingDirectorandtakefullresponsibility

fbraturnoverinexcessof￡80millionandateamofthreemanagers.

Applicantsneedtohaveaminimumoffiveyears'experienceinproduct

management.Amarketresearchqualificationwouldbeanadvantage.

C

ManagementTrainees

Forthisexcitingpositionintheleisureindustryweareseeking

managementtraineestodevelopexcellentbuyingskills.Possiblyanew

graduate,thesuccessfulapplicantmayhaveexperiencewithabignational

retailer,butmustcertainlypossessexcellentnegotiationand

communicationskills.____________________________________________

D_____________________________________________________________

MarketingExecutive

Thisimportantpositionhasrecentlybeencreatedbyoneofthecountry's

leadingclothesmanufacturers.Itisanoutstandingopportunityfbra

graduatewithtwoyears'experienceindesignormagazinepublishing.The

successfulcandidatewillbegivenresponsibilityfbramajor,recently

launchedbrand.Itwouldbeanadvantagetohaveexperienceof

promotionalactivities.Excellentfringebenefitsonoffer._______________

重要詞匯和表達(dá)：

Purchasingdepartment;Chain;customerattitude;high-ranking;foodindustry;turnover;marketingdirector;product

management;long-established;accountancy;leisureindustry;retailer;launch;promotionalactivity;fringebenefit;

小資料：

Whatdoesaproductmanagerdo?

Productmanagersareresponsibleforthemarketinganddevelopmentofproducts.Productmanagersarebothstrategicand

tactical.

Strategicbecausetheyresponsiblefbrpositioningaproduct,assessingthecompetitionandthinkingaboutthefuture.

Tacticalbecausetheyareinthefielddevelopingappropriatepromotionalcampaigns,talkingtorepsaboutwhatcustomerswant

andthinkanddoingtheday-to-daysalestrackingthafsrequiredfbranymajorproductcategory.

Productmanagementprofessionalsareexcitedabouttheirabilitytomanageandstrengthenbrands.Theyareatthevortexof

companylifebecausetheirdecisionsdirectlyaffectthesuccessofabusiness.

ExerciseFive

l.Thisbusinessisn'tassuccessfulasitwas.

2.Thisadvertisementstatesthevalueofprevioussales.

3.Theactivityofthisbusinessispartofanexpandingmarket.

4.Thisbusinesshasthepotentialtoattractcustomerswhoarepassingby.

5.Apartofthisbusinessinvolvescarryingoutrepairs.

6.Thissaleincludesthecompany'svehicles.

7.Thesaleofthisbusinessdoesn'tincludefixedpremises.

A

Mario's

Mario'sspecializesinhealthfoodsandotherproductsassociatedwitha

healthylife-style.Itislocatedinground-floorpremisesinabusystreetin

thecenteroftown,andhasareputationfbrfirstclassquality.Healthfoods

isagrowthindustryandtheprofitscanbeenormous.

Cost:￡125,000(includesfridges,freezersandallfittings)Phone

278231248_____________________________________________________

B

IMPEXWORLDWIDE

Thisimport-exportbusinessspecializinginsparepartsiscompletelyrisk-

freeandcouldprovideanincomeinexcessof￡100,000.Itcanbe

operatedfromasmallofficeorevenyourhome.Noexperienceorcapital

isrequired.Wewillprovideyouwithclientsinover120countriesand

helpyouwithinitialcontracts.Phone0192

233481_________________________________________________________

C

NOTTSBUNS

Thisbakerycurrentlyoccupiesthesecondfloorofatwo-storybuildingin

aquietarea.Ithastraditionallybeenveryprofitable,withturnoverof

￡258,400lastyear.Thebusinessemploysanumberofstaffandcomes

completewithallplantmachineryandfivedeliveryvans.

Cost:￡270,000Phone012393216________

D

JTROBERTS^

Thisbicyclesalesandmaintenancebusinesswasestablishedin1973and

hasaveryprofitabletradinghistory.Itiscurrentlytradingatbelow

previouslevelsbutisagreatopportunityfbrtherightperson.Fivevery

experiencedstaffarecurrentlyemployed.Thepremisesconsistofalarge

showroomandworkshop.

Competitivelypriced.Phone02388563365

重要詞匯和表達(dá)：

Fixedpremises;Sparepart;specializein;initialcontract;profitable;maintenance;competitivelypriced;

ExerciseSix

l.Youwillberesponsiblefbrtheoperationofacomputersystem.

2.Youmustbeabletoforecastwhatpeoplewillwanttowear.

3.Youwillbeabletoworkwithpeoplefrommanydifferentcountriesandbackgrounds.

4.Youwillhaveaqualificationwhichcoverstwosubjectareas.

5.Itisnecessarytohaveworkedinthissectorbefore.

6.Youwillneedtokeepincontactwiththeheadquartersoftheorganization.

7.Theadvertisementemphasizestheneedtohaveasuitableapproachtoimportantpeople.

A

BUSINESSMANAGER

Youwillberesponsiblefbrourglobalbusinesswithinspecificcountries

andwillhaveagoodunderstandingofinternationaldistribution,possibly

basedonpreviousexperience,plustheabilitytoworkinmarketsthatare

highlyvariedintheirculture.Youwillbefluentinasecondlanguage,be

willingtotravelextensively,andpreferablyhaveadegree.______________

B

DEPARTMENTSTOREBUYER

BasedatourheadofficeinLondon,youwillselectandorderstockfrom

oursuppliersinItaly.Youwillneedtopredictfashiontrends,andbuilda

strongrelationshipwithourItalianoffice.Youwillhavegainedyour

buyingexperienceinwomen'sfashionandwillholdadegreeindesign

withabusinessstudiescomponent._________________________________

C

LEGALSERVICESADMINISTRATOR

Asheadofthelegaloffice,yourworkwillincludemanagingtheofficeIT

network,typingreports,diarymaintenanceandsupervisionofanother

staffmember.Youwillneedgoodorganizationalskillsinordertokeep

aheadofavariedworkload.Youwillbedealingwithseniorexecutives

andgovernmentofficials,soamatureandefficientmannerisessential.

D_____________________________________________________________

REGIONALLEISURESITESMANAGER

Youwillberesponsiblefbrbudgetaryplanning,contractnegotiation,local

marketingandeffectiveadministration.Youwillcommunicatefrequently

withourmainofficeusingthelatesttechnology.Yourexperiencecouldbe

fromanybusinesssectorbutyoushouldenjoyoutdoorlifeandwillideally

possessanestatemanagementqualification.__________________________

語法小知識(shí)：THEFUTUREPERFECT

Thefutureperfectisusedforanactionwhichatagivenfuturetimewillbeinthepastorwilljusthavefinished.

重要詞匯和表達(dá)：

Sector;tokeepincontactwith;approach;internationaldistribution;extensively;preferably;predict;fashion;component;diary

maintenance;supervision;organizationalskill;workload;

第二項(xiàng)：句子的填空

重要語法：篇章構(gòu)成的技巧(techniquesinmakingtexts)

人們講話或?qū)懳恼聲r(shí)，常常要把前后講的或?qū)懙膬?nèi)容加以聯(lián)系。聯(lián)系的方式有幾類，它們?yōu)檎Z言的應(yīng)用提供粘合

(cohesion)o取得粘合最常用的方式是返指(referringback)已經(jīng)提及的事項(xiàng)。取得粘合的另一方式就是預(yù)指(referring

forward)將要說及的事項(xiàng)。

篇章構(gòu)成的技巧非常適用于BEC閱讀第二項(xiàng)。下面結(jié)合考題向大家具體介紹：

ExerciseOne

PreparingforExhibitions

Anexhibitionisanexcellentwayofgeneratingnewbusinessfbr

companiesbothlargeandsmall,andoffersmanyadvantages,suchas

obtainingsalesleads,competitorintelligence,andlearningmoreabout

industrydevelopmentandtrends.Anexhibitionshouldbeseenasan

integralelementofanoverallsalesandmarketingcampaign.Companies

thatfailtoplantheirparticipationcarefullycouldfindexhibitingcostly

andunproductive…加麗％?

Ifanewproductlaunchisplanned,forexample,agood-sized

demonstrationareaisneededwithfacilitiesfortakingandfollowingup

leads.

Astandmanagershouldbeappointedfromthestart.

Forwardplanningofbudgetsisessential...(8)...

Anexhibitionisanidealandhighlyeffectiveplatformfornewproduct

launches...(9)...

Makesurethatyouplantouseyourexhibitionasafocusfbrpresenting

somethingneweitheraboutyourproducts/servicesoryourcompanyand

ensurethatyoupublicizeanynewsworthyinformationtomaximize

interest.

Tradejournalsarekeentopublicizenewproductsandservices,andoften

compilespecialpreviewissuespriortoanexhibition...(10)...

...(11)...Theguidesproducedbysomeexhibitionsofferdetailed

informationonallpromotionalopportunitiesaroundtheshow.

ValerieThompson,MarketingdirectorofReedExhibitions,says:"Wc

realizehowvitalitisfbrexhibitingcompaniestoplanwayaheadofan

exhibition.Wedoourutmosttoencourageourexhibitorstomaximizeon

theirparticipationinanevent...。2)...”______________________________

A、Anumberofexhibitionorganizationsalsoprovidefreeguidesandservices.

B、Leadtimesfbrpublicationscanbeanythingfrom6to24weeksbeforepublicationanditisessentialthatdetailsaresentin

time.

C、Meetingsonpre-showactivitiesshouldbeheldtoensureallpersonnelareclearaboutrecentdevelopments.

D、ResearchbytheExhibitionMarketingGroupshowsthat61%ofvisitorsareattractedtoexhibitionsbynewproductsand

technology.

E、Makesurethatanymailsentoutaboutyourcompanyhasdetailsofyourparticipation.

F、Thecostsofexhibitionspace,transportation,andotherrelatedissuesneedtobeconsideredwellinadvance.

G、Thesuccessofanyshowisgreatlyinfluencedbythewayexhibitorsmarketthemselves.

H、Anumberoffundamentaldecisionsshouldbetakeninadvance.

返指方法一：使用名詞詞組返指前文中的具體名詞，避免重復(fù)，并從意思上進(jìn)行具體解釋。如：exerciseone中8。

返指方法二：在名詞(或名詞詞組)前使用the這一特指限定詞，返指前文中提到的名詞或詞組。如：exerciseone

Ik

返指方法三：使用副詞來指代前文中提到或討論到的時(shí)間。如：exerciseone10。

重要詞匯和表達(dá)：

Saleleads;competitorintelligence;costly;unproductive;demonstrationarea;standmanager;tradejournal;compile;preview

issue;leadtime;market(v.)

ExerciseTwo

NewTechnologyLinks

Duringthepast10years,JonesandMayhasmadea￡350minvestment

ininformationtechnology....example.

Everytimeacustomermakesapurchase,theJonesandMaytilldoesalot

morethanjustproducetheirchangeandareceipt.Withthehelpofan

advancedcomputersystemthetillsfeedinformationtoJonesandMay

centralcomputers,whichcalculatewhatstockisneeded.....(8)Theyare

thenalmostinstantlyabletoorganizethefollowingday'sorweek's

deliveries.

...(9)...Forexample,foodshelvesdonotselloutearlyonaSaturdayas

theyusedtoandawiderrangeofgoodsareavailableonaMonday.Using

advancedcommunicationbetweenstores,HeadOfficeandsuppliers,the

computersworkoutwhathasbeensoldeachday,whatsuppliersneedto

produce,andwhatshouldbedeliveredtostoresthefollowing

day....(10)...Fewercustomersaredisappointedandprofitsimprove.

...(1l)...Whenanewseason'srangeofclothesgoesintostoresinavariety

ofcolorsthecomputersystemmakesitpossibletorespondtosalesdata

almostovernightand,forexample,increasetheproductionofclothesin

faster-sellingcolorsandsizes.Ontheoccasionswhenanitemis

temporarilyoutofstock,informationtechnologyenablessalesstafftotell

customersimmediatelywhetheritisavailablefromthedistributioncenter.

Ifitis,anordercanbeplaced....(12)...

SothenexttimeyouarchandedaJonesandMayreceiptyouwillknow

thatthesystemisalreadyreactingtoyourpurchaseandre-orderingthe

itemyouhavejustbought._________________________________________

A、Thisinvolvesseriousdelaysanddamagescustomerconfidence.

BNAmongthebenefitsforclothingisthefactthatstoresreceivenewdeliveriesaccordingtotheirexactrequirements.

C、Thisunusuallyresponsivesystemprovidesbenefitsintennsofbothcustomerserviceandprofits.

D、Thisinformationisfedfromtheredirectlyintothesuppliers'computers.

E^Thenewsystemhasmorethanhalteddeliverytimeforcustomerorderstobetween24and48hours.

F、Suchaquickandsensitiveresponseensuresthattherightamountoffreshfoodarrivesateachstore.

G>Theirdesktopcomputerscanaccesssalesdatafromthetillsallowingthemtochangeorders.

H、Thishasallowedthemtocreatelinkswithsuppliersthatareamongthemostefficientintheworld.

重要語法：篇章構(gòu)成的技巧(techniquesinmakingtexts)

返指方法四：用this；that和他們的復(fù)數(shù)形式these和those清楚地返指前文中提到的事物和事實(shí)：用such作為限

定詞或形容詞返指剛剛提及的事物。如:exercisetwo8,9,10。

返指方法五：所談的行為或情況在前面已經(jīng)提及時(shí)，可用so來替代。exercisetwo12。

重要詞匯和表達(dá)：

till;receipt;delivery;sellout;torespondto;faster-selling;toreactto;

ExerciseThree

Asuccessfulbusinessmanwasonceaskedthesecretofhissuccess.He

repliedthatthemostimportantthingwastojumpateveryopportunity.

“Buthowdoyouknowwhenanopportunitycomesalong?”camethe

nextquestion.Hereplied."Youdon't.Youjustkeepjumping.”

Thisisalessonforeveryoneinbusinesstryingtofindnewcustomers.

Theimportantthingistomakethemostoftheslightestopportunitythat

maycomealong.Concentrateonestablishinganextensivenetworkof

possiblenewcustomersandmakeanextraeffortfbrthatinitialcontact,

(example)......Butdon'tsimplyaskthereceptionist.Ifyoudoyouwill

almostcertainlybeputthroughtoajuniormemberofstaffWhatyou

shoulddoistoaskthereceptionisttoputyouthroughtotheManaging

Director'ssecretary.(8)Afterafewdayscallagainandasktospeakto

thistopperson.Say,“IwasspeakingtotheManagingDirector's

secretaryacoupleofdaysagoaboutabusinessproposal,andthey

suggestedthatIspoketoyou."(9).......

Thisiswhenyoushouldusetheruleof“tento”.Thepersonyouare

goingtoseeisverybusyandwillnotwanttowasteanytime.It'slikely

thattheywillthinkthatyourvisitwilltakefromthetimeyousuggestto

thenexto'clockorthey'llimagineyou'llbestayinguntilthree.Instead

say."I'minyourareanextTuesday.Couldyousparemetenminutes,

sayatnine-fiftyorit'smoreconvenientfbryou,attentofive??

(10).....Andthafsit.Yourten-minuteappointmentwithanewcustomer.

Afterachievingyourfirstsuccessoftheday,it'stimetoplantherestof

yourtime.(11).....Trytogetmoreappointments.Ifyourfirst

appointmentisfbrnine-fifty,fbrexample,seeifyoucanarrangeanother

onesomewhereelseattheendoftheday,sayatfour-fifty,andthentwo

moreeithersideoflunch.(12).......

Youcanbuildawholeweek'sworthofpotentialbusinessaroundthis

|procedure.|

A、Theyallowyoutomanageyourappointmentsmoresuccessfiilly.

B、Sincethedoorhasbeenopeneditshouldbeeasytogetanappointment.

C>Don'tjustsitbackthinkingthatthiswilldofornow.

D、Thisalsohastheadvantageofmakingyousoundbusy,andtheyarealmostboundtoagreetosucharequest.

E、Whenyougetthrough,saythatyouhaveabusinessproposalwhichcouldsavethecompanymoneyandaskforthename

ofthetoppersoninthedepartment.

F、Thiswillgiveyouplentyoftimemid-afternoontowritebriefreportsonthevisitsalreadycompletedandtopreparefbrthe

nextones.

G、ThisisthewaythatyouUIimprovenotonlythesalesvisits,butalsoyourpresentationofbusinessproposals.

H、Ifyoudon'tknowwhotospeak