口語(yǔ)練習(xí)試卷3（共137題）

口語(yǔ)練習(xí)試卷3（共9套）（共137題）口語(yǔ)練習(xí)試卷第1套一、初試(本題共18題，每題1.0分，共18分。)1、Saywhatyouwant—strong明確表示自己所需標(biāo)準(zhǔn)答案：Deliverymustbewithin2monthsorI’mnotinterested.I’mlookingforalargediscount.Offermeaunitpriceof19.5on30,000unitsandwecandobusiness.Thisismylastoffer.知識(shí)點(diǎn)解析：暫無(wú)解析2、Saywhatyouwant—Polite客氣表示自己所需標(biāo)準(zhǔn)答案：Iwouldliketohave...Ireallyneed...Ifyoucouldofferme...Iwouldprefer…知識(shí)點(diǎn)解析：暫無(wú)解析3、Makingoffers提出報(bào)價(jià)標(biāo)準(zhǔn)答案：On10,000units,Icanofferadiscountof30%.Ifyoubuy50,000units,thenIcanofferaunitpriceof19.5.Ifyouorder50,000,thenIcanauthorizepaymentin90days.知識(shí)點(diǎn)解析：暫無(wú)解析4、Turningdownoffers—strong堅(jiān)決拒絕對(duì)方報(bào)價(jià)標(biāo)準(zhǔn)答案：I’mnotinterestedin23.5.Ican’tgobelowthatprice.知識(shí)點(diǎn)解析：暫無(wú)解析5、Turningdownoffers—polite客氣拒絕對(duì)方報(bào)價(jià)標(biāo)準(zhǔn)答案：I’msorrybutthat’sunacceptable.Ican’tdothat,I’msorry.知識(shí)點(diǎn)解析：暫無(wú)解析6、Accepting接受條件標(biāo)準(zhǔn)答案：Ithinkthatofferwillbeacceptable.Whynot?Yes,ofcourse.Iagreeto...,That’sadeal.知識(shí)點(diǎn)解析：暫無(wú)解析7、Interrupting打斷對(duì)方標(biāo)準(zhǔn)答案：I’vegottostopyou...CanIjustcomeinhere?CanIinterrupt?Justamoment.知識(shí)點(diǎn)解析：暫無(wú)解析8、Don’taccepttheinterruption不要讓對(duì)方打斷自己的陳述標(biāo)準(zhǔn)答案：Justletmefinish.Pleaseletmefinish.知識(shí)點(diǎn)解析：暫無(wú)解析9、Standingyourground堅(jiān)持自己的立場(chǎng)標(biāo)準(zhǔn)答案：Well,asIsaidbefore...AsI’vealreadysaid...Iseewhatyoumean,butthepointis...WhatIamsayingis...Ithinkyou’vemisinterpretedwhatIsaid.Youaremissingthepoint.No,that’snotwhatIsaid.It’s(not)companypolicyto...Youmustrealizethat...知識(shí)點(diǎn)解析：暫無(wú)解析10、Pushingyourpoint強(qiáng)調(diào)自己的論點(diǎn)標(biāo)準(zhǔn)答案：Letmecomebacktothepointabout...I’mnotsureyou’vereallyansweredmyquestion.Areyousayingthat...?ToreturntoMsPeggy...I’dliketogetthisclearinmymind...Letmeputthisanotherway...Surely,thatmeans...Perhapsyoucanexplainhow...Wouldyousaythat...?知識(shí)點(diǎn)解析：暫無(wú)解析11、Statingyourposition陳述自己的態(tài)度標(biāo)準(zhǔn)答案：Whatwe’relookingfor...Wethink...We’dliketo...There’snoway...Wewouldn’twantto...Iguarantee...Iwashopingfor…知識(shí)點(diǎn)解析：暫無(wú)解析12、Changetoanewpoint轉(zhuǎn)入新議題標(biāo)準(zhǔn)答案：Let’stalkaboutunitpriceratherthandiscount.Okay,let’stalkabout...Nowlet’slookattermsofpayment.Nowlet’sturnto…知識(shí)點(diǎn)解析：暫無(wú)解析13、Analyzingyourcompetitors分析自己的競(jìng)爭(zhēng)對(duì)手標(biāo)準(zhǔn)答案：a．TechnologyIstheirtechnologythesameasours?Isitasgoodasours?Isitreliable?Exactlyhowunreliableisit?Willitaffecttheirsales?b．MarketingstrategyWhathaveyoufoundoutabouttheirmarketingstrategy?Whatabouttheirmarketingstrategy?c．PackagingWhatdoyouthinkoftheirpackaging?d．AdvertisingWhenistheadvertisingcampaignscheduled?HavetheyscheduledaTVadvertisingcampaign?e．AdvertisingbudgetHaveyouheardwhattheyarespendingonadvertising?Whataretheyspendingonadvertising?f．SellingpriceWhatisthesellingprice?g．ProductionWhat’stheirunitcost?Whatwillitcosttoproduce?Willtheyproduce50,000,000?Ormore?Howmanyunitswilltheyproduce?知識(shí)點(diǎn)解析：暫無(wú)解析14、Describingsimilarproducts描述類(lèi)似產(chǎn)品標(biāo)準(zhǔn)答案：Ihaveneverseentwoproducts,whicharesosimilar.Thisproductisverylikeanewtoywehavedeveloped.Thetechnologyisthesameasours.Inconceptanddesign,therearenobasicdifferences.知識(shí)點(diǎn)解析：暫無(wú)解析15、Sayingwhatyouhavedone陳述所作所為標(biāo)準(zhǔn)答案：Ihaveexaminedthecomponents.I’vealreadyscheduledtheTVadvertisingcampaign.知識(shí)點(diǎn)解析：暫無(wú)解析16、Sayingwhatyouhaven’tdone陳述尚未完成標(biāo)準(zhǔn)答案：Ihaven’tcompletedthetestsyet.Ihaven’tretiredyet.Ihaven’tfoundouttheexactdateyet.知識(shí)點(diǎn)解析：暫無(wú)解析17、Proposingsolutions提出解決辦法標(biāo)準(zhǔn)答案：Therearetwoimmediatethingswecando:wecanincreaseouradvertisingbudgetandbringforwardthelaunchdate.YouneedtogetouttoAmerica-fast.Themostimportantthingnowistoletthesalesforceknowaboutthechange.Weneedtoe-mailthematonce.WemustgetintoMr.Smith’scatalogue.知識(shí)點(diǎn)解析：暫無(wú)解析18、Makingcomparisons進(jìn)行比較標(biāo)準(zhǔn)答案：Theirproductshavealargermarketshare.Theyhaveacheaperproduct.Theyhaveanearlierlaunchdate.Wethinktheyhavealargeradvertisingbudget.知識(shí)點(diǎn)解析：暫無(wú)解析二、討論(本題共2題，每題1.0分，共2分。)19、Summarize歸納談判結(jié)果標(biāo)準(zhǔn)答案：So,let’sclarifythepositionsofar.Tosummarize…Wehaveagreedonaunitpriceof30for50,000.Weagreeto…So,allwehavetodonowisfinalizethedeliveryarrangements.So,now,wemust…知識(shí)點(diǎn)解析：暫無(wú)解析20、Postpone推遲討論標(biāo)準(zhǔn)答案：Well,let’sdiscussthedetailstomorrow.Let’sdealwiththatlater.知識(shí)點(diǎn)解析：暫無(wú)解析口語(yǔ)練習(xí)試卷第2套一、小型演講(本題共13題，每題1.0分，共13分。)1、Globalization:Reasonsforglobalization(全球化原因)標(biāo)準(zhǔn)答案：Openingsentence:Thetendencytoconcentrateiscertaingeographicregionsislessening.Industrieshavebecomemoregeographicallydiversified.Mainpoints:a．Thetermofglobalizationdescribesbusinesses’deploymentoffacilitiesandoperationsaroundtheworld.b．Globalizationalsoresultsinmoreexportstoandimportsfromothercountries,oftencalledoffshoresalesandimports.c．Globalizationofservicesisalsowidespread.Supportingideas:a．Improvedtransportationandcommunicationtechnologies.b．Loosenedrelationsonfinancialinstitutions.c．Increaseddemandforimportedgoods.d．Loweredinternationaltradebarriers.Concludingsentences:Globalizationfostersanincreasinglyinterdependentworldeconomy.Thetrendtowardglobalizationshouldbeparticularlyvisible.知識(shí)點(diǎn)解析：暫無(wú)解析2、Globalization:Disadvantagestoglobalization(全球化危害)標(biāo)準(zhǔn)答案：Openingsentence:Globalizationhasvisibleadvantages,howeveroperationsinothercountriescanhavedisadvantages.Mainpoints:a．Afirmmayhavetorelinquishproprietarytechnologyifitturnsoversomeofitscomponentmanufacturingtooffshoresuppliersorifsuppliersneedthefirm’stechnologytoachievedesiredqualityandcostgoals.b．Theremaybepoliticalrisks.Eachnationcanexerciseitssovereigntyoverthepeopleandpropertywithinitsborders.c.Employeeskillsmaybelowerinforeigncountries,requiringadditionaltrainingtime.d．Whenafirm’soperationsarescattered,customerresponsetimescanbelonger.Effectivecross-functionalconnectionsalsomaybemoredifficultifface-to-facediscussionsareneeded.Supportingideas:a．Freetradeisnotwithoutcritics.b．Thelowwagecountrieskeepwagesartificiallylow.c．Theunderdevelopedcountriesundercutenvironmentallaws.Concludingsentences:Relocationdecisionsinvolveaddedcomplexitieswhenafirmsetsupfacilitiesabroad.Firmsmusttakeaglobalviewoftheirmarketopportunitiesandcompetitors.知識(shí)點(diǎn)解析：暫無(wú)解析3、Globalization:China’sLongMarchtoglobalization(中國(guó)實(shí)現(xiàn)全球化的路程漫長(zhǎng))標(biāo)準(zhǔn)答案：Openingsentenc`e:Chinesecompaniesbelievetheyhavenochoicebuttogooverseas.Chinesefirmshavesuchalongwaytogo.OnlyahandfulofChinesecompaniesoperategloballyandtheyareonlyintheinitialstage.Mainpoints:a．China’sfirmsareyoungandinexperiencedintheglobalmarket.b．China’sfirmsarepayingtoomuchforheadhunting.c．Thereareotherproblemscommonwithcross-bordermergersandacquisitions,—clashesofcorporatecultureandworkingpracticesandfindingandkeepingcapablemanagers.d．Chinadoesnothavethepoliticalclouttohackitsoverseasexpansion.Supportingideas:a．Chinaalsocannotdevelopglobalcompaniesbyvirtuallyclosingtheirmarketstoforeigngoodsandinvestmenttoenabletheirowncompaniestoaccumulateprofitsathometofundanaggressiveexportstrategyandsubstantialresearchanddevelopmentspending.b．Chinahasalmostnoglobalbrands,andmanyofitscompaniesproduceforsomeoneelse.c．ThemajorityofChinesefirmswereattheprimarystageofinternationalization,makingOEMgoodswithlimitedprofitmargin.Concludingsentences:Chinahasalongwaytogotoglobalization.ThisisthenewLongMarchonwhichChinesecompanieshaveembarkedwhateverthepricetheyhavetopay.知識(shí)點(diǎn)解析：toundercut削弱，破壞，削價(jià)搶生意，愿拿低薪搶工作機(jī)會(huì)。torelinquish放棄，放開(kāi)，讓與，撤回。globalbrand世界性品牌。clout神通，影響，權(quán)勢(shì)。profitmargin利潤(rùn)差額，賺頭。anarrowmarginofprofit薄利，微利。4、CustomerRelations:theimportancetoacompanyofreliablecustomeropinionsofproducts標(biāo)準(zhǔn)答案：Suggestedanswers:a．Inmyopinion,it’sveryimportanttolistentowhatreliableeustomerthinkabouttheproducts.Companyshouldwelcomefeedbackfrompeoplewhousethegoodsitproduces.Itisevenmoresoforsmallbusiness.Incompetingwithlargeconcerns,however,thesmallfirmhasatleasttwoimportantfactorsworkingtoitsadvantage:first,itisclosercontractwithcustomersandemployees,andsecond,itisflexibilityinproduction,marketing,andservice,ffcompaniessolicitsreliablecustomers’feedbackregularly,theycancometoknowhowtopositivelytakebrand-buildingactivities~suchasadvertising,infavoroftactics,especiallypricepromotions,soastoincreasemarketsharequickly.b．Itisimportanttolistentotheopinionsofreliablecustomers.Becauseyouhavetobeawareofcurrenttrendsinsuppliers’market,competitors’activityandbothlocalandglobalcustomerdemand.Itisevenmoreimportanttoheartheirperspectiveonwherethefutureisheading.Ibelievethatrealcompetitiveadvantagecomesfromlisteningtoothers,includingthosewithdifferentperspectives.Thereisaroomforcommunicationeventhoughwehavedifferentviews.Wecanseekcommongroundwhilereservingdifferences.Weshouldlistentotheiropinionsofthebrands.Brandsareamongacompany’smostvaluableassets.c．Brandsareinsubstantialthings,meresymbols,names,andassociations.Sometimestheysignalrealdifferencesbetweenproducts.Sometimestheyarepureillusion.Eitherway,brandsareakintoaproduct’sreputation,andtheyinfluenceconsumers’reputation,andtheyinfluenceconsumers’perceptions.Brandsaddvaluebymakingcustomersloyaland,often,willingtopaymoreforthethingsbranded.Youhavetogetthecustomeropinionsandkeepabreastofthisinformation.Thereforeitisveryimportantforcompaniestohireorappointpeoplesolelytomonitorthestatusofbrands.Inordertomonitorthestatusofbrands,itisimperativeforthemtoknowtheircustomers.d．Thecompaniesmustknowtheircustomers’likesanddislikes.Theyshouldregularlylistentothereliablecustomers’opinionsoftheproducts.Theymustrespectcustomers’opinion,iftheywanttoimprovetheirproductsandserviceatthetarget.Theymustsatisfytheircustomers’demands,iftheywanttomakecustomersloyal.Onlybyobtainingreliablecustomeropinionsofproducts,cantheytakealongviewonguardingproducts’images,nameassociationsandperceivedquality.Onlybytakingoncustomers’goodsuggestions,cantheypossiblyabandonshorttimehorizonsoastoshoreupcompany’scustomerrelations.知識(shí)點(diǎn)解析：towidenone’shorizon開(kāi)闊眼界。toshoreup支撐，鞏固。feedback反饋。brand-building打造品牌。goglobal走向世界。5、StaffDevelopment:theimportancetoacompanyofreliableemployees標(biāo)準(zhǔn)答案：Suggestedanswers:a．SofarasIknow,reliableemployeescanbevaluableassetstoacompany,hisimportantforacompanytohavereliableemployees.Ifacompanywantstocontinuetothesuccessofabusiness,itmustbuildagoodteam,whichwillperformeffectivelyandmakehugeprofitsforthecompany.Thebetterthepeopleare,thebetteritisforyourcompany.However,withoutreliableemployees,itisimpossibleforthemanagementtobuildupagoodteam.Withoutagoodteam,itisimpossibleforacompanytoprovidecustomerswithhighqualityproductsandservices.Asaresult,thecompanycannotstayafloatintoughcompetition.b．Asweallknow,businesssuccesslargelydependsonagoodteamandagoodteamconsistsinreliableemployees.Manypeoplehavestudiedtheartofteambuilding.Oneofthemostinterestingworksonteambuildinghasbeentoidentifytheindividualroles,whicharecrucialtoasuccessfulteam.Whileindividualsinamanagementgrouphavetheirformaljobtitles—accountant,designer,marketingdirector,productionmanager,andsoon,—theyalsoperformavarietyofpersonalitytypesandateamwillworkmosteffectivelyffithasthemall.However,asuccessfulteamneedn’tbemadeupofninememberssincesomepeoplemaybemorethanonepersonalitytype.Thusateamofthreecouldworktogetherverysuccessfullyif,amongthem,thememberscombinedtheninepersonalitytypes.c．Havingagoodteamofreliableemployeesiscrucialtoacompany.Thereisaroominateamforthecompletemaverick,thepersonwhodoesn’tfollowcompanyrolesallthetime,andisadifficult,possibleevendisruptiveelement.Itispossibletohavethatkindofpersoninateam.Butamaverickinateamofpeoplewhoverymuchfollowthecompanylinecanbeextremelyusefulbothinpointingouttheemperorhasnoclothes,andthiskindofthing,andalsostimulatingdiscussion.Peoplehavetounderstandwherethatpersoniscomingfromand,allowthemtoexpresstheirideasandviews,butofcourse,notnecessarily,undertaketoactonalltheirmadideas.ButIthinkit’sagoodideatohaveamixofpeopleandonepersonlikethatinateam’sveryhelpful.知識(shí)點(diǎn)解析：tostayafloatintoughcompetition在嚴(yán)酷的競(jìng)爭(zhēng)中不被淘汰。maverick持異見(jiàn)者，愛(ài)提不同意見(jiàn)者，愛(ài)抬杠者。disruptiveelement破壞性因素，分裂性分子。mix混合，攙和。6、Businessstrategy:howtomaintaintheconfidenceofcompanyshareholders標(biāo)準(zhǔn)答案：Suggestedanswers:a．Everyoneknowstheimportanceofmaintainingtheconfidenceofcompanyshareholders.Asforhowtomaintaintheconfidenceofcompanyshareholders,itisnotaneasyjobtodealwith.Inmyopinion,itlargelydependsoncompanyperformance.Inotherwords,itislargelybasedontheamountpaidouttoshareholdersforeachdollarinvested.Theshareholdersarealwayswatchingtheprice/earningratio(currentsharepricedividedbyearningspershare).TilehigherP/Eratiowillboostshareholders’confidence.Thereisalwaysavailabilityofshares.Thecompanymusttaketheopportunitytoincreaseavailabilityofshares.Confidenceofcompanyshareholdersiscrucialtobusinessstrategy.b．Oneoftheimportantpartsofbusinessstrategyistomaintaintheconfidenceofcompanyshareholders.Thecompanyshouldmakesafeinvestmentssoastomakethecompanyprofitable.Ifthecompanyconsistentlylosesmoney,theshareholderswilllosetheirconfidenceinthecompany.Theymustnotjustmanagetobreakeven.Companyneedstocreatewell-knownbrands.Whentheywanttobelistedonthestockexchange,theyshouldmakethemselvesveryfashionableatthemoment.Investorsareattractedtotheprofitablecompaniesbecausetheyareexpectedtomakehugeprofits.Thecompanyhastoperformwelltodriveupthepriceofitsshares.Themanagementshouldnotjustgivepromiseofaquickprofit.知識(shí)點(diǎn)解析：shareholders股東。p/eratio(price/earningratio)市盈率。toboostconfidence/morale提高信心/提高士氣。stockexchange證券交易所。tobreakeven打成平手，得失相當(dāng)，盈虧平衡，不賠不賺。7、Training:theimportanceofprovidingtrainingforcompanypersonnel標(biāo)準(zhǔn)答案：Suggestedanswers:a．Ithinkprovidingtrainingforcompanypersonnelisveryimportant.Theremightbenegativefeedbackonthecontent.Somepeoplemightsaythatstafftrainingislimitedvaluetothem.Itisonlynecessaryfornewstaff.Itislessnecessaryforjuniorstaffthanforthem.Iwouldliketohighlighttheimportanceofstafftraining.Educationisthekeytobusinesssuccess.In-servicetrainingoroff-the-jobtraining,whatever,willupgradestaffqualification,andimprovetheirperformance,andendupbringinginhugeprofits.Everythingischangeable.Qualifiedpersonnelarethekeytobusinesssuccess.Withoutpersonneltraining,it’simpossiblefortheemployeestokeeppacewiththedevelopmentofhightechnology.b．Educationisthesourceofprofit.However,Ibelievethatstafftrainingisimportant,anditisnecessaryforallstaffofthecompany.Isaysobecausestafftrainingwillimproveperformance.Thecompanyisperformingbadly.Itislargelyduetolowworkefficiency.Somestaffmemberslacksufficientexpertise.Itisimperativetoconductstafftrainingtoimprovequalificationsandskillsoftheemployees.Thehigherqualification,thehigherperformance.Ifyoudoit,youcanmakeit.Ifyoudon’tdoit,you’llgetnowhere.c．Stafftrainingisimportant.BystafftrainingImean,atpresent,thetrainingprogramshouldincludesessionson:communicationskills,presentationtechniques,timemanagement,customercareandnegotiatingskills.Stafftrainingwillimproveperformance.Inaddition,stafftrainingwillenhancethecompany’sreputation.Whenthecompanyconductsstafftrainingandplaceshighvalueonstaffscareerdevelopment,itwillattractmorequalifiedpersonnel.Itwillalsoreducestaffturnover.Keepingtheexperiencedskilledemployeesmeansretainingahighqualityworkforce.Maintainingahighqualityworkforcemeansholdingthekeytobusinesssuccess.d．Inmyopinion,stafftrainingisnecessarybecauseinvestingintrainingpromotesstaffloyalty.Ifthecompanyallocatesfundsforin-housetraining,itshowsthatthecompanyplaceshighvalueonstaffscareerdevelopment,anditwilldelightthestaffmembersandboostthestaffmoralandconfidence.Itwillhelpemployeeskeeptheirmindonwork,thusreducingstaffturnover.Asforlanguagetrainingcourse,Idon’tthinkitisnecessaryforthemoment,sincemostoftheemployeesspeakEnglishwell.ThetrainingprogramsshouldfocusonITcoursesandInternationalBusiness.TheTrainingprogramsshouldconsistofearlymorningsessions,one-dayeventsandresidentialweekends.Asforhumanresourceofficials,youmayask,whatdotheyneedtodofirst?Ithinktheyneedtoprepareadraftoftrainingschedule,submitanestimatefortheprogram,anddesignaquestionnaireforparticipants.知識(shí)點(diǎn)解析：in-servicetraining在職培訓(xùn)。off-the-jobtraining脫產(chǎn)培訓(xùn)。on-the-jobtraining在崗培訓(xùn)。in-housetraining機(jī)構(gòu)內(nèi)部培訓(xùn)。staffturnover雇員流動(dòng)率。trainingcourse培訓(xùn)班，培訓(xùn)課程。附錄：Stafftraining:Whathasbeentheimpactsofar?Stafftraininghastellingimpactsofaronbusiness.Aswecansee:Productivityhasrisen.Workinghourshaveincreased.Thequalityofworkhasimproved.Howdostaffworkingfromhomecopewithtechnology?Thecompanygivesitsstafftrainingfirst,andthestaffcanlearnITtechnologyintheirowntime.Thenetworkcanalsoprovidethemwithnecessaryhelp.8、Marketing:theimportancetoacompanyofresearchingconsumertastesandtrends標(biāo)準(zhǔn)答案：Suggestedanswers:a．Researchingconsumertastesandtrendsisveryimportant.Isaysobecauseyouhavetodomarketresearchbeforeyoustartabusiness.Whenyouundertakemarketresearchandtoassesstheresultswithgreatcare,youneedtofindoutaboutyourpotentialcustomersandthestateofthemarketincludeyourcompetitors.Themoredetailedyourmarketresearchare,themoreprofitableyourbusinessislikelytobe.Carryoutyourstudythorough,andrepeatittoensureyourresultsarereliable.Ifyoudoit,you’llgettoknowyourtargetconsumersandyourcompetitors.b．Inmyview,itisnecessaryforcompaniestoresearchconsumertastesandtrends.Asweallknow,consumerslookforthebestvaluesforwhattheyspendwhileproducersseekthebestpriceandprofitforwhattheyhavetosell.Changesintheconsumerhaveaverydirecteffectonthesuccessofvariousapproachesinsalesandsalesmanagement.Manydifferentforcesareworkingtoalterthebuyingbehaviorofthemodernconsumer.Ifyoudon’tknowtheconsumertastesandtrends,youcannotre-orientateyourproduction,andyoucannotproducemarketableproducts.c．Marketresearchisveryimportant.Internationalcompaniesarealltoooftenblindtolocalneeds.Wenowinamarketinwhichtechnology-enabledconsumerscannowengagethemselvesinanactivedialoguewithmanufacturers—adialoguethatcustomerscancontrol—companieshavetorecognizethatthecustomerisbecomingapartnerincreatingvalue.Thecompaniesneedtoknowhowtheshiftingroleoftheconsumeraffectsthenotionofacompany’scorecompetencies.Wherepreviously,businesseslearnedtodrawonthecompetenciesandresourcesoftheirbusinesspartnersandsupplierstocompeteeffectively,theymustnowincludeconsumersaspartoftheextendedenterprise.d．Marketresearchiscrucialtothebusinessstrategy.Companiesmustresearchconsumertastesandtrends,iftheywanttomakeprofits.Iftheydomarketresearch,theyarefarmorelikelytoprovidegoodsorservicescateringtotheconsumers’needs.Intheory,unlesstheycanprovidegoodsorservicesofaqualityandpricetocompetewithothers,theyaredrivenfromthemarket,soonlythemostefficientandthosewhobestservethepublicremaininbusiness.Iftheydon’tdomarketresearch,theyaremostlikelytogetnowhere.知識(shí)點(diǎn)解析：marketresearch市場(chǎng)調(diào)研。cateringtotheconsumers’needs迎合消費(fèi)者需要。potentialcustomer潛在的客戶(hù)。businessstrategy企業(yè)策略。9、FinancialManagement:howtoensurethatacompanyplanisimplemented?標(biāo)準(zhǔn)答案：Suggestedanswers:a．Personalfactorsareimportantineffectivemanagementofabusiness.Qualifiedpersonnelarethekeytoeffectivemanagement.Tileabilitytodirect,tolead,eventoinspireothers,isobviouslyahumanattribute,asistheabilitytoacceptandexecuteassignmentsofresponsibilityfromanother.Theabilitytowinandmaintainconfidence—asreflectedinsecuringfinancialbacking,creditextensions,loyalemployees—isapersonalcharacteristicofvitalimportanceinbusiness.Toensureacompanyplanisimplemented,itisimperativetocreamoffthebestpersonnelfromamongthecandidates.b．Whenwesayeffectivemanagement,wemustrememberthatthebusinessisaprojectionofmanagement’spersonality.Ingeneral,individualshavewhatittakesortheydonot,andhaving"it,"theydoagoodjobwillfullyortheyfail.Thesepointscannotbeoverstressed,forbusinesssuccessisaphilosophy,apointofview,andanapproachthatmustpermeatetheentrepreneur’smindthoroughlyifheorsheistohavemasteryoftheenterprise.Toensureasoundfinancialmanagement,companieshavetoaddresstheissueofensuringethicalbehavioramongsttheirstaff.c．Today’sbusinessobjectivesarethreefold:tomakeprofits,tobeatthecompetition,andtodelightcustomers.Toachievethefirsttwoobjectives,youmustaccomplishthethird.However,traditionalcost-managementtechniquesfocusedonthefirstobjectiveonlybyminimizingcostregardlessoftheeffectsoncustomers.Costmanagemententailsfarmorethancostcutting.Goodcostmanagementmustbeforwardlooking.Itisstillimportanttolookbackward,butthemoreyoulookforwardtotargetcostsandmanageoperationstomeetcostgoals,thelessyouwillhavetolookbackwardtofindoutwherecostswentawry.d．Costcuttingisimportanttocostmanagement.Butfinancialmanagemententailsfarmorethancostcutting.Effectivefinancialmanagementmustbeforwardlooking.Andlookingbackwardisalsoimportant.Andthusyoushouldavoidthetrapoftryingtoaccountcostsoutafterthefact,ratherthandesigninglowercostsinbeforethefact.Customershaveanexpectationofpricebasedonadvertisingorsalespromotion,butthatpricedoesnotalwaysmatchtheirviewofwhethertheproductisworthitsprice.Thevalueviewisoftenrelatedtotheimage.知識(shí)點(diǎn)解析：tocreamoffthebest挑選最好的。permeate遍布，彌漫，感染，透過(guò)。philosophy哲理，見(jiàn)解，理念。toaddresstheissue處理問(wèn)題。ethical合乎道德的，倫理的。behavior行為，舉止。mastery駕馭，控制權(quán)，精通，熟悉。entail需要。forwardlooking前瞻性的。projection設(shè)計(jì)，規(guī)劃，投射，投影。10、StaffManagement:theimportanceofencouragingstafftomakesuggestionsforimprovements標(biāo)準(zhǔn)答案：Suggestedanswers:a．Itisimportanttoencouragestafftomakesuggestionsforimprovements.First,takingonstaffsuggestionshasbeenanimportantelementincompanysuccess.Ifyoulistentotheiropinions,youcangainyourfactsstraightbeforemakingfalseallegations.Staffsuggestionswillgenerateagreatdealofnewideas.Youcanabsorbalargeamountofinformationsoastobroadenyourvisionandhorizonandtoestablishcleargoals.Secondly,bylisteningtotheirviews,youcangetafarbetterunderstandingofyourstaff.b．Theessentialpartofeffectiveteamworkistoseeyourcompanyasdifferentteammemberswhoareworkingtogether,ratherthanasindividualswhoareworkingseparately.Encouragingstafftomakesuggestionsforimprovementsisimportant.Itisusefulforthemanagerstounderstandthepersonalitiesofthepeopletheyareworkingwith.Thentheywillbeabletoanticipatehowthesepeoplewillreactincertainstressfulsituations.Youcanclarifyalljobdescriptionsrationally,andcarryoutregularplanningmoresmoothly.c．Ifyouvaluestaffsuggestions,itwillinspireyourstaff.Youwillhavegreaterabilitytomotivateandcommunicatewellwithyourstaffmembers.Communicationisimportant.Staffmembersneedtotalktomanagersabouttheworkingpracticeswithinacompany.Bothpartiesshouldfeelthattheexpectationsarerealisticandallowthemtohaveresponsibilitiesandinterestsoutsidework.Tileemployeeswillperformevenbetterthanbefore.Itwillalsoinspireothers.Itwillendupattractinggoodpersonnel.Therefore,itisadvisabletoencouragestafftomakesuggestionsforimprovement.知識(shí)點(diǎn)解析：broadenyourvision開(kāi)闊眼界。personality人格，個(gè)性。teamwork團(tuán)隊(duì)合作，集體協(xié)力，團(tuán)對(duì)配合。Falseallegation憑空指控，錯(cuò)誤指控。stressful緊張的，感到壓力的。11、Purchasing:howtoensurethatsuppliersconsistentlymeetdeadlines標(biāo)準(zhǔn)答案：Suggestedanswers:a．Toensurethatsuppliersconsistentlymeetdeadline,itisadvisabletodothestepsbelow.First,youshouldbuildupgoodrelationswithmanufacturersthroughthegoodwillofthebusiness.Ifyouwanttoimprove,youhavetoforgetie-upswithsuppliers.Ifyoudon’tdoit,you’llgetnowhere.Secondly,Youshouldalsouseyourcreditworthytobuildupawiderangeofcontacts.Ifyouwanttoboostsales,youhavetobuildupandkeepawiderangeofcontacts.Thegameismarketingandopeningmoresupplychannelsandmoredistributionunits.Thirdly,youcollectinformationquicklysoastoimproveabilitytoreacttochange.Informationisalwayshelpfultodecision-making.b．Ifyouwanttoseewhichwaythewindisblowing,ifyouwanttomakecorrectjudgment,ifyouwanttomakethingsmorepredictable-programmed,youhavetogainnecessaryinformationintime.Then,youneedtogivenecessarysupporttodealingwithunpredictableproblemsorunprogrammedevents.Thirdly,youneedtokeepgoodemployeesandmakeefficientuseofmanagementtalent.Ifyouwanttogetthingshighlystructured,ifyouwanttomaintainproperrelationshipwithyourclients,youshouldkeepemployeesinalliancewithyourbusinessstrategy.c．Whatwouldyoudowhenchoosingyoursupplier?Thereareseveralfactorsinvolvedinit.First,youneedtomakesurewhetherthesupplierscouldrespondquickl