剑桥商务英语(BEC)中级第二、三、四辑口语真题范例

剑桥商务英语(BEC)中级第二、三、四辑口语真题范例 第二辑Test 1 Topic A: WHAT IS IMPORTANT WHEN ……? Entertaining clients , Types of activities , Cost [思路点拨] 主题 陈述要点 原因/结果 Types of activities 活动类型 Business objectives 商业目标 已Entertainin 给g 要Cost 花费 Clients’ feelings 客户的感受 clients 点 补Customized activities 为客户制定Background of clients 充客户背景 活动 要 Clients’ demand 客户需求 Personalized services 个性化服务 点 【词汇,短语】 促销赠品 Complimentary presents 迎宾室Hospitality room 招待费 Entertainment allowance 定制Customize 针对个人Personalize 有目的的Purposeful 商业目的 Business objectives 客户需求Customer demand 包间Compartment 舒适的 Cozy 【句型点击】 , 间歇、停顿 How shall I put it? 怎么说呢, Well, what I trying to say is…….. 我想说的是…….. I’d like to begin by…… , 个人想法 In my opinion, I’d say that….. The point is that……. Well, we should…. 【参考范例】 Entertaining clients is not an easy job and should be handling appropriately and enjoyably. It contains more than just a wonderful meal, a sightseeing tour or a shopping trip. Good hospitality events can impress clients in a unique manner in and outside of the office. When entertaining clients, we should decide the types of activities according to their interest and favorites. Moreover, these activities should help us achieve our business objectives, for example, we can have an intimate discussion about business with our clients during a meal in a cozy compartment where both where both sides tend to be more relaxed. In addition, we have to mix business with pleasure effectively so our clients won’t feel that we are too purposeful. Cost is anther important factor when designing activities for clients. Higher expenses don’t necessarily to greater satisfaction, and in some cases, the clients will be overwhelmed with our kindness. Therefore, when entertaining clients, sincerity appears to be more important, upon which a long and a steady business relationship is based. Topic B: WHAT IS IMPORTANT WHEN ……? Choosing retail premises to rent , Location , Length of contract 【词汇&短语】 房东 landlord 利润空间 profit margin 租户 tenant 房屋结构 building structure 可持续发展 sustainable development 到期 exploration of contract 繁荣 boom prosperity 续签合同 renew the contract 租金 rent 押金 deposit 【句型点击】 , 观点阐述 Well, it seems to me that……. That’s true, but on the other hand….. , 追加观点 That’s just what/all I was thinking….. Well, the point I’m trying to make it that…… Another thing I want to mention is…… 【参考范例】 When aiming to choose retail premises, you should always put the location on the top of your list. An ideal retail premises should be situated in the downtown district or a big residential area where the sources of the customers is guaranteed, in China, A lot of businessman believe in Fengshui and they think a good location is vital to the success of business. Besides, the length of contract is also an important factor in choosing retail premises because the retailer need time to develop market and customers. A steady and uninterrupted business environment is most desired, and a long-term contract will ensure the retailer’s sustainable development. What’s more, rent and means of payment should never be overlooked, retailers in general have a big cash flow, therefore, a reasonable rent and flexible means of payment are good for their capital turnover. A cooperative landlord is preferred and necessary for a win-win situation. Topic C: WHAT IS IMPORTANT WHEN ……? Deciding on packaging for products , Image , Production process 【词汇&短语】 包装材料wrapper，packaging material 不可再生资源non-renewable resources 包装package design 有利环境的 environmental-friendly 顾客的青睐 customer favor 肤浅的，表明的 superficial 【句型点击】 , 自然过渡 How shall I put it? 怎么说呢, Actually….. That’s just how I see it ….. , 个人观点 Personally, I think….. Frankly, I think…. 【参考范例】 Packing of products concerns the fate of products because it arouses people’s desire for purchase. When deciding on packaging for products, we should take several things into consideration. First of all, the image catches the eye of potential customers, people are sometimes skin deep when surrounded by a variety of products, their decisions are simply based upon the packaging, therefore a thoughtful design in color, shape and packaging materials is crucial in winning customer’s favor. On the other hand, the cost of packaging should be carefully dealt with because it is contained in the prices of the products. Increased price will make the products less competitive in a buyer’s market. After all, in comparison with packaging, people are more sensitive to price. Last but not least, our resources are limited and some are even non-renewable. Once the products are opened up, the wrapper are useless, so it is expected that designers can develop further uses of packaging materials or at least make them environmental-friendly. Test 2 Topic A: WHAT IS IMPORTANT WHEN ……? Selecting staff for promotion , Attitude to work , Current performance 【词汇&短语】 空缺职位 vacancy 人事部personnel 行政管理部 administration 公关 public relations 总部 head office 工资 wages and salaries 管理技能 managerial skill 职业前景 career prospect 人力资源部 human resources 团队协作 teamwork 【句型点击】 , 常用开始语 Thank you for your question The answer is… Let me start with…. In my view It is very likely that…. , 表达观点常用句 What I am thinking is…. Let me make my point very clear. It is crystal clear that….. There is no doubt that….. I am into the first opinion.. 【句型点击】 When selecting staff for promotion, several factors should be taken into consideration, to begin with, the attitude to the work is one of the most fundamental elements. I believe attitude is everything. It is not uncommon to find workers who have great talents but are reluctant to make full contribution in their position, the point is, you have to love what you are doing and you have to try your utmost and reserve no effort to do it. Secondly, current performance is also very important, because it is obvious that attitude and effort have to be measured in a certain way so that you can know everyone’s capability. Thirdly, you can’t ignore career potential and adaptability, almost in every company, we can find employees who are excellent individuals but fail to cooperate in a team, these elements are all very essential in one’s career. Admittedly, it is not very likely to find all of them in one person, and then you have to consider about the specific position and grant priority to one of them. Topic B: WHAT IS IMPORTANT WHEN ……? Considering a career change , Further study or training , Opportunities for future promotion 【词汇&短语】 实际工资 real wages 合并 merger 最终目标 ultimate goal 个人收入 personal income 坏的影响 adverse effect 工资价格螺旋上升 wage-price spiral 精明的讨价还价交易 horse-trading 无形资产 intangible assets 资格 qualification 投资回报return on investment 【句型点击】 , 更倾向于某一个选项 I would take …….. as my priority 我会把……..作为我的首选项。 The pros of …….. Outweigh its cons. ……..的优点多于它的缺点。 It is more essential to …….。 ………更加重要。 ………is a wiser choice. ……..是更明智的选择。 We are strongly tempted to…….. It is apt to…….. I would choose A over B. , 表示两者缺一不可 They are two sides of the same coin. They are interdependent and are equally important. A is the bearing of B. It is impossible to talk about A Without mentioning B. 【参考范例】 Well, career change. That is an interesting topic. As the old saying goes, look before you leap. You’d better be very careful when you make such big decisions. To begin with, further study and training has to be taken into account .the reason is quite obvious with improved and enhanced skills; your job will be safer. Furthermore, opportunities for further promotion also play important roles here. Promotion means more salary and therefore better living conditions. Therefore, we are strongly attempted to choose it, and for some people, this is even the ultimate goal of their job. But it is only half the story. You have to consider about the best development of your potential. In other words, you have to be very clear about your personal interest is and try to enjoy your work and find joy in it, I believe due to different value systems, people may make different choices upon the same thing. As long as I am concerned, I will choose a career that I can fulfill my dream. I mean, if it is not highly paid, I don’t care, I will choose a career I like over opportunity of promotion. Topic C: WHAT IS IMPORTANT WHEN…? Planning an advertising campaign , Market research , Select appropriate media 【词汇&短语】 广告代理商 advertising agency 购物点广告 p. o. p. advertising 区域抽样 area sampling 视听广告 audio-visual advertising 促销广告 sales promotion advertising 路牌广告 billboard advertising 站台广告 platform side advertising 品牌偏好 brand preference 受众构成 audience composition 户外广告 outdoor advertising 【句型点击】 提出自己的看法 To achieve this goal, it’s better to It is more preferable to …… ……..的做法更可取。 Better do A rather than do B。 最好A, 不要B。 The schedule should be arranged as follows……. ………is the soul of an enterprise. We should put ……..as the first consideration. More flexible methods should be taken. For instance……. We should follow international practices to ……… , 使用表达有层次的连接词 First and foremost Last but not the least Furthermore In other words 【参考范例】 Advertising campaign is one of the most essential chains in marketing. Through advertising campaign, the products can be well-known to the audiences. To achieve this goal, it is better to do a market research beforehand. Only in this way you can know the need of the consumers and meet their acquirements accordingly. Therefore, we should put it as the first consideration. After this step, it is time to select appropriate media. Sometimes it is more preferable to find an advertising agency because they know better what the best channel is for your product and service; sales promotion advertising; billboard advertising; outdoor advertising; audio-visual advertising, or whatever it is. You know, you have plenty of choices. On the other hand, they have a professional team to design an innovative advertisement for you. If an advertisement is full of creativity, it will earn brand preference and loyalty of the consumers and maintain a sustainable market. Last but not the least, no matter how flexible your promotion methods are, the credibility of the product is the most important. 第二辑Test 3 Topic A: WHAT IS IMPORTANT WHEN ……? Choosing transport for a business trip , Convenience , Cost-effectiveness 【词汇&短语】 一揽子交易 package deal 出发时间 departure time 优待票excursion pass 途中转机、转车 stop over 宾馆预订 hotel reservation 晚点 delay 【句型点击】 ……other things being equal 同等条件下 It is not uncommon to …. 很常见 …… to seal the deal with 与…..谈妥某事 …… without any doubt…. 【参考范例】 When choosing a transport for a business trip, convenience should come first. I mean, other things being equal, you should choose the one that takes your minimal effort. In business world, time is money. You don’t want delayed departure time or unexpected stop-over on the way. At the same time, it is not uncommon to refund a ticket or change a one-way ticket to a round trip ticket, if the transportation company can deal with these things effectively, undoubtedly we will choose it. Secondly, cost-effectiveness is also important. If a transportation company can offer us excursion pass, why not make it our choice? Thirdly, the quality of the transportation should also be concerned. A good rest during the trip can make you in a good shape to seal the deal with your business partners. Lastly, if the transporter can offer some package deal such as hotel reservation, it would be a wise choice. Topic B: WHAT IS IMPORTANT WHEN ……? Aiming for promotion , Quality of performance , Company loyalty 【词汇&短语】 由……负责 be in charge of 热情的 enthusiastic 重要的， 关键的 crucial 细小的工作 small errands 长期的 long-range 价值 merit 管理的 administrative 监督 supervise 【句型点击】 That is to say….. It is very crucial to…… …..is known to all 【参考范例】 If you are aiming for a promotion, primarily, you should show a satisfactory performance. That is to say, if you want to be in charge of something, you start from small errands and show your long-range merits. You have to show people what you are capable of. This is very crucial. Secondly, demonstrate your loyalty to the company, because no manager wants an outstanding but undependable to take an administrative role and supervise a department. Thirdly, show your intelligence in the field you are working, face to the challenge that others fear to take, and then, your professional skills would be known to all. The last point, try to build an easy-going and enthusiastic personality. A brilliant yet not welcomed employee is definitely not qualified for a promotion. Topic C: WHAT IS IMPORTANT WHEN ……? Exporting goods or services for the first time , Personal contacts , Professional advice 【词汇&短语】 个人交往 personal contact 质量检查 quality inspection 商业信用 commercial integrity 互利 mutual profit 商业原则 approach to business 不变的宗旨 permanent principles 【句型点击】 ……..conclude business with….. …..与…….做成生意 ……..can do no harm ……..is the soul of an enterprise ……..is no exception…. 【参考范例】 If you are in the exporting business for the first time, you have to build some personal contact with foreign importers in order to export goods or services. The two sides should have a rough idea of the approach to business and commercial integrity of each other, and then conclude the exporting business. Besides, some professional advice from experience exporters can do no harm. Personally, I believe quality is the soul of an enterprise. It is no exception with exporting. To maintain a sound reputation, you have to put quality as the first consideration. All products have to go through strict inspection before they are launched into the market. Lastly, negotiating skills can help a lot. Mutual profit is the common desire of both the exporter and the importer, it is therefore preferred if contracts are honored and commercial integrity is maintained. It is a permanent principle. 第二辑Test 4 Topic A: WHAT IS IMPORTANT WHEN ……? Dealing with complaints from clients , Offering an apology , Suggesting a solution to the problem 【词汇&短语】 澄清、阐明 clarify 反馈 feedback 训练有素的 well-drilled 不便 、困难 inconvenience 客服代表 customer service representative 名声 reputation 跟踪 follow up 重视 value 【句型点击】 , 常用小结句 From the above information, it can be shown that…….. Before the close, let me just summarize the main points. Shall I just go over the main points? 表达观点常用句 In my opinion, we should……. I’d like to point out….. Let me emphasize …… 【参考范例】 When dealing with complaint from clients, we should always start off with an apology. A customer for us is just a master for his servant. It is unwise to argue with our clients especially when they are angry. An immediate apology is what clients down quickly. Until then can we clarify the facts and suggest a solution to the problem. Clients expect their complaints to be taken seriously and look forward to speedy replies, so well-drilled customer service representatives should insure clients that their problems will be taken care of quickly with limited time. In addition, as an important part of dealing with complaints from clients, we must follow up the solutions and clients feedbacks. We should make phone calls to clients and ask them whether their problems have been successful solved and probably we may apologize again for the inconveniences we have brought to them clients will be happy with such calls and change attitudes towards our company. A prosperous business depends on returned customers and reputations. It is common to have clients’ complaints, but the key lies in our increasingly improved product quality and customer service. We must have every clients feel that he/she is valued and respected. Topic B: WHAT IS IMPORTANT WHEN ……? Setting prices for new products , Production costs , Competitors’ prices 【词汇&短语】 维持 maintain 轻率地，盲目的 blindly 买方市场 buyers’ market 稳定性 stability 努力获取 go for 目标客户 target customer 残酷的 cruel 性价比 performance price ratio 对手、竞争者 rival 潜在客户 potential customer 【句型点击】 , 开场白 That’s a rather a difficult question, but maybe/perhaps…….. There are two points I’d like to make……. By and large….. 总的来说…. , 解释前面所说的话 That is to say…….. To put it in another way….. What I mean is….. 【参考范例】 When setting price for new products, first we should take production costs into consideration, production costs should be covered in prices and selling below cost can not help businesses maintain a healthy development. For newly-established companies, however, in order to capture the public attention to their companies and brand, they might set prices below their product costs for a brief period. Secondly, competitor’s prices is another important factor in pricing, today’s market is mainly buyer’s market when all customers would go for higher quality with lower price. To survive the cruel competition with rivals, we should always keep competitor’s price in mind. Customers will make decisions based upon prices, service and product quality. Of course, we can’t expect occupy the market by lowering price blindly, which will destroy the stability of business. What’s more, when pricing, we should clarify our target customers. Different types of customers have different senses of prices. Some customers believe that higher prices mean higher quality, while others only pay attention to performance price ratio. Correct pricing policies should satisfy different tastes of potential customers. Topic C: WHAT IS IMPORTANT WHEN ……? Aiming to reduce staff turnover , Financial incentives , Career structure 【词汇&短语】 员工流动 staff turnover 人口流动性 population mobility 解决、想出 figure out 精神旺盛地 vigorously 付给报酬过低 underpay 培养 cultivate 福利金 financial incentive 归属感 sense of belonging 【句型点击】 Well, the point I am trying to make is that……. Well, what I’m trying to say is that…… That is exactly my opinion. I think/feel/believe that……. You mentioned that……., but, in my view…. Just let me finish. 【参考范例】 Managers and company owners have always been frustrated by staff turnover and they are trying to figure out what they can do to retain people longer. Fundamentally staffs do the jobs they are paid for. If they feel being under paid, they will gradually lose interest and enthusiasm in their work and finally find a better-paid job that they are worth. Therefore, financial incentives are important retaining staff. If staffs are satisfied with their financial benefits, they normally could deal with the negative feelings toward their jobs. Career structure is another important element in reducing staff turnover. Nowadays, with increased population mobility, people changed jobs more frequently then they used to. If they are not motivated in their present jobs, they probably would go for new challenges in life. So employers should pay close attention to the career development of their employees and confirm their confidence in the future of themselves and the business they work for. In addition, employers should vigorously develop their enterprise culture and cultivate sense of belonging among employees. In that way, staff would hesitate to leave their jobs because they are already regarded themselves as the part of units. 第二辑Test 1 Work experience programme The manufacturing company you work for has decided to offer a two-day week work experience programme for a small group of students from a local business college. You have been asked to help with the preparations for this programme Discuss the situation together, and decide: , What kind of work experience the company might offer , How the participants should be selected , What feedback and evaluation should take place after the programme has finished 【题目分析】 工作实习 你所在的制造公司决定为当地一所商学院的一组生提供一个两周的 工作实习计划。公司要求你们几人协助这个项目的准备工作。 你们一起讨论当前的状况，并决定: , 公司可以提供哪方面的工作经验 , 如何挑选项目参与者 , 项目结束后，如何对学生进行反馈并做出评价 【参考范例】 A:Hi, Jason and Mark, shall we discuss the work experience programme for a while? B: No problem, I heard that the students were from a local business college and had no technical knowledge in manufacturing. So I wonder whether they could fit it here. After all, our company manufactures mobile phones. C: No worries, our company can provide work experience that doesn’t require professional skills. A: That’s right, I have decided to carry out the programme in the after sale department. Students should take a two days training before they their work and the after sale department will arrange several experienced staff to supervise their work, the students are expected to develop their skills in customer service and learn to deal with customers’ complaints and help the companies to improve their products image and service. B: It seems you have got everything settled down. A: Not yet. C: Then what shall we do next? A: The selection of participants. The company can offer the working experience for 20 students. Could you give me some suggestions on selecting the ideal participants for the programme? B: In my opinion, ideal participants should be junior students because they have time to take part in this programme and have been trained formally in business college for more than two years. Students should also be proficient in English because a number of our clients speak English. Mark, what do you think? C: I agree with you. What’s more, potential participants will be asked to take an English speaking test before the programme starts. In addition, students should have a good attendance record and academic performance in school because they are in a demanding work environment which requires them to follow strict discipline and work as a team. A: Thank you very much to your advice. Now, there just one thing left, the feedback and evaluation of the programme. B: I think after the sale department should have meetings for students at the end of every working day to help them conclude their work. C: And after the programme ends, students are required to write a report of their work experience in our company, the report should include the arrangement of the programmme, the training classes in the after sale department, work experience during the two weeks, the things they have learned and the problems, troubles they have met. They are encouraged add anything they want to the report. A: Good ideas. Finally, I think the supervisors will give each student a grade for the programme based on their performance and other standards of evaluation. 第二辑Test 2 English language training Your company is planning to offer 30 hours of English language training to employees. You have been asked to help with the planning and organization of the training. Discuss the situation together, and decide: , Which staff would benefit most from English language training , How to encourage employees to take part in the training , What kind of schedule will be suitable for the training? 英语语言培训 你所在的公司计划为员工提供30个小时的英语语言培训，公司要求你协 助策划和组织这次培训。你们一起讨论当前的状况并决定: , 哪些员工从英语语言培训中获益最大, , 如何鼓励员工参加培训? , 什么培训方式更加适合, 【参考范例】 A: It is nice to join this programme and work with you two. B: The honor is mine. I think we should start from the preparation because a good start is the half of the success. C: You are absolutely right. I think we should start from selection the trainees. A: In your mind, who will benefit most from the training programme? B: I believe staff from the marketing department will do. They use English a lot in their work, but in the beginning, we should make it an open opportunity to everyone. I mean everyone should have the access to this language training programme, and when people find it difficult or unrelated to their working field, they will naturally quit. In this way, we will figure out who needs the training most. C: You have my vote here. We have to make sure that the selection of the trainee is open and fair. Then how to encourage the staff to attend the training? What if they are unwilling to spend their time doing this? A: We can make this training programme a part of the annual performance evaluation. By doing so, the staff will realize the importance of it. B: That is definitely a perfect motivation. Ok, let’s move on to what programme fits most. C: We have plenty of choices and various teaching methods and syllabus will result in different commands of a foreign language. I think here the million dollar question is in what form the training programme should be carried out. Personally, I prefer syllabus containing business writing and speaking because according to my experience they are the most practical for the time being. A: I can’t agree more. We have to make sure through the language training the company can indeed benefit from it. In other words, what ever the programme is, it has to be related to our business life. B: Exactly! I am thinking about a renowned language training organization. They use communicative and situational teaching methods and can ask them to design the programme. C: Ok, you have my vote. Some professional opinions can do no harm. 第二辑Test 3 Teamwork Your company is sending a small group of employees away together for three days to encourage them to work as a team. You have been ask to help plan the programme Discuss the situation together and decide: , What practical arrangements the company needs to make before the trip , Which work and leisure activities would be suitable for the group , How to evaluate the success of the trip. 团队协作 你的公司要将几个员工派出三天，让他们待在一起，以便把他们培养成一个工 作团队，你们被指派协助这个计划。 你们一起讨论一下这个情况，并决定: , 在把员工派出之前需要做什么特殊的安排 , 对于这个小组来说，什么工作内容和休闲活动比较合适 , 如何评价这个活动是否成功 【参考范例】 A: Ok, let’s get start to make some arrangement of the trip. If you have any opinions, please feel free to share it here. B: I think the selection of the participants is the essential part. If we send out the wrong guy, there will be no room to fix it when it is over. C: Yes, I agree. The member of the programme must have something in common, yet something distinctive. So they can learn from each other and depend on each other, we can meet the HR and refer to their education background, their specialty and so forth. A: I see eye to eye with you on this point. Now, let’s move on to the next item. That is, what work and leisure acclivities we should offer them. B: Since it is a trip designed to enhance team-working spirit, we should involve corporative activities such as hiking, ball games etc. so they can get to know each other. C, do you have any comment on this? What’s your proposal? C: I generally agree with you on that, but I’m thinking of something innovative. Hiking and ball games are cool, but there are organizations providing more interesting programmes enhancing team working spirit. My former company once has training in the suburb and we had a lot of fun because they provided activities full of imagination and excitement. A: Ok, we can consult that organization you just mentioned and make the decision later. Any way, it’s a good thing to have more choices, but whatever form it is, we also have to think about how to evaluate the success of the trip. That is to say, when they come back, how do we know they are a better team or not? What if the members didn’t learn much from it? B: We can ask them to write a report and see what happens during the trip. Or we can even ask them to keep journals and note whatever they come across and whatever they feel. C: With regard to the evaluation, I may choose otherwise. I prefer to give them an assignment, that’s the best way to see whether they are better individuals and better members of the team. You know, action speaks louder than words. A: Or, we can do both. I think both of you came up with excellent idea. B: Two heads are always better than one. C: I assume the trip will be a success. 第二辑Test 4 Entertaining Foreign Clients Your company is entertaining a group of foreign clients for three days, Including one non-working day. You have been asked to plan a programme for the visit. Discuss the situation together, and decide: , What kind of activities would be suitable for the visit , Which members of staff should accompany the visitors , What information it would be useful to know about the clients before finalizing the programme 你所在的公司要接待一批国外客户，接待活动共安排三天，其中一天为非工 作日。公司要求你们为这次接待活动制定计划。 你们一起讨论当前的状况并决定: , 给国外的客户安排些什么样的活动合适 , 安排哪些员工来陪同这些客户 , 接待计划定稿前需要了解哪些接待客户的信息 【句型点击】 , 转移话题 Let’s move on the next item……. Let’s pass on the next subject. The next question on the agenda is…… Now let’s come to the question of …….. , 表示同意 That’s a good point. I agree with you. I see what you mean. That’s absolutely true. 【参考范例】 A: Now, let’s discuss the details of the programme for the visit of our foreign clients coming next Thursday. I think we should finalize the programme this afternoon. B: Yeah, I have made reservation in Hilton Hotel and I’ll pick them up in the airport. C: Good job. Will you be able to accompany them during their visit as well? B: I’m afraid not. I’ll be away on a business trip next Friday, so we will have to find someone else to do this job. A: How about Linda? She’s well-acquainted with our company’s business and her English is very good. B: Yes, Linda is lovely and considerate. She’s perfect for the job. C: I agree. I enjoy working with her, too. By the way, there are more than 30 members in this group, how about letting David assist Linda? A: That’s a good point. All right then, let’s moves on to the next item. What kinds of activities would be suitable for their visit? We haven’t decided on that. B: They will be staying here for three days including one non-working day. So I think we should arrange a tour in our company and a meeting with the concerned department and staff. I know some clients would renew their contracts with our company during this visit. A: And I suggest we should leave one day for sightseeing because for most of these foreign clients, this is their first visit to Beijing. C: Of course, the last day of their visit is Saturday, it’s non-working day. How about taking them to some tourist attractions on that day? Such as the Great Wall, the Summer Palace, the Forbidden City and the Tiananmen Square. B: Good idea, but do you think a one-day tour can include so many places? C: Well, that’s a tough question. What’s more, Saturday is a public holiday, so I suppose there must be a lot of people in those places, which will take up more time. A: Absolutely, so I think we should have an early start on Saturday. We’ll first take them to the Great Wall in the morning, and visit the Forbidden City and the Tiananmen Square in the afternoon. The Summer Palace has to be left out this time. B: Yeah, I agree with you. A: Ok, we’ll have a one day for sightseeing, and two days for business. We’ve just arranged a company tour and a meeting. And I think we still got a lot of time to cover. C: I’ve contacted our clients and they told me they want to see and experience our latest products. B: Well, we’re going to have a big launch of them next month, and I am not sure whether it is a good time to display the products to them before the launch. A: Maybe we can have a video presentation for them. B: Wonderful! And we can follow the presentation with a discussion on our latest products. A: Right on! What else should we take into account before finalizing the programme? B: Oh, I almost forgot, is there any Muslims in the group? I have to prepare Muslim food for them, and I also want to their demands, so I can arrange some activities for them if possible. C: I’ll email them about it and let you know as soon as I get their response. B: All right. 第三辑Test 1 Topic A: WHAT IS IMPORTANT WHEN ……? Trying to attract new staff , Competitive wages , Company reputation 【词汇&短语】 招聘 recruitment 合作精神，团队精神 team spirit 根据…….调整 tailor to 灵活福利 flexible benefits 受聘后的福利待遇 employment packages 求职者 job seeker 目标群 target group 职位空缺 job vacancies 准雇员 potential employee 【句型点击】 , 表示提出建议 Let’s….. Why not……? I suggest that we…… My advice would be……. , 对观点不予评价 I don’t know what to say. I can’t say I have any views on…… It’s not something I have considered a lot, I’m afraid. , 要求重复 Pardon? What did you say just now? Do you mind say it again? 【参考范例】 When it comes to attacking new staff for your organization, effective recruitment strategies and techniques contribute to successful appointment. Employment packages should be tailored to draw attention of the potential employees. Offering an attractive competitive wages with flexible benefits would be a determining factor in hunting new talents. A company’s reputation is among its most important and valuable assets, which is essential to attracting and retaining employees. It is often the cause that a good image of a company gains people’s trust and affinity and greatly influences their decisions in considering job vacancies. What’s more, better opportunity for promotion is another consideration for those that are some way along their career path. Any career opportunities to grow within the organization will be a highlight to be preferred in the target groups. In addition, nothing will impress the applicant more than knowing he or she will be an integral part of a successful team. Creation of a positive and stimulating working environment prompts the team spirit and buoyant response from the job seekers. Topic B: WHAT IS IMPORTANT WHEN ……? Preparing to go away on a business trip , Informing colleagues and clients , Delegating essential tasks 【词汇&短语】 同事 colleague 完成 accomplish 旅程、行程 itinerary 目的地 destination 预约 booking 时间管理 time management 预订 reservation 清单 check list 投影仪 projector 麦克风 microphone 【句型点击】 , 要求解释 What does … mean? Could you explain it please? When you say…. What do you mean? Would you mind telling me the meaning of…. Do you mean ….. by saying…? 【参考范例】 Preparing to go away on a business trip involves a lot of things to be planned well in advance, first of all, inform colleagues traveling with you and clients you will visit of the business itinerary. Doing this gives you an opportunity to share responsibility and make sure that your business trip runs as smoothly as possible. If possible, pass on the travel arrangements to people involved when you don’t have enough time and energy to manage. Everything from flight bookings to hotel reservation, even to technical support such as projectors and microphones can be delegated as essential tasks. Furthermore, it is important for you to set your goals before leaving for your business trip, what you would like to accomplish when you arrive at your destination. Time management may help your trip to be as productive as possible within such a short time to meet your goals. And it is a good idea to create a checklist in your schedule to list the item that need to be packed for your business trip, packing your luggage with essential items makes the trip much easier. Topic C: WHAT IS IMPORTANT WHEN ……? Planning corporate hospitality , Guest list , Type of event 【词汇&短语】 商务社交 corporate hospitality 演示、展示 demonstration 交往 socialize 士气 morale 有益的 beneficial 容易到达的 accessible 出席者 attendee 职场 workplace 受控环境 controlled environment 专注的 dedicated 研讨会 seminar 联系，关系网 networking 发布 launch 人际的 interpersonal 【句型点击】 , 询问他人意见 Any comment on…….? How do you think of……? What do you say about….? What’s your attitude to…..? Do you have any idea about…..? 【参考范例】 Several components come into play concerning corporate hospitality that allows opportunities for colleague and clients to socialize, relax, and work toward valuable professional and business connections in a positive and beneficial way. When planning corporate hospitality events of all sorts, create a guest list first to ensure the attendees and accommodation. Corporate hospitality provides a controlled environment for seminars, meetings, conventions conferences, and even product launches or demonstrations. Types of event are rendered in the forms of a sporting event, concert, outdoor gathering or other team building event, which add fun and enhance morale. Location is another important consideration in terms of corporate hospitality, which can be a warm and memorable venue to ensure maximum success and exceed all expectations. And you’d better select a location easily accessible by your event attendees. The significance of socializing with colleagues and clients outside of the workplace is dedicated to driving sales, building your company’s image, keeping ahead of your competitors in client hospitality and achieving specific marketing objectives, as well as motivating networking and promoting interpersonal skill development. Test 2 Topic A: WHAT IS IMPORTANT WHEN ……? Writing a newspaper advertisement for a job vacancy , Description of the work , Experience needed by applicants 【词汇&短语】 求职者 job seeker 空位 vacant position 联系方式 contact details 工资幅度 salary range 确切地阐述 formulate 福利，津贴 benefit 细节 specific 职业前景 Career path 申请求职者 candidate 包含 incorporate 需要 entail 目标对象 target audience 【参考范例】 A good and effective job newspaper advertisement should be clear and informative enough to produce efficient reading for job seekers. In formulating the advert content, several specifics are expected of the candidate. The first on the list is a detailed description of the work, mainly including an overview of the responsibilities, tasks and general scope of work entailed in the vacant position, which calls for attention from potential applicants. Next, indicate the qualifications you require such as work experience, education, computer skills, organization skill and communications skills needed by applicants, which serves as attraction of relevant interest. As a rule, most employers or corporations do not advertise pay information. However, if you list a salary range, you will get a greater response. If any benefits, training and career path are available, do incorporate in the advertisement; for they can create desire to pursue what looks like a great opportunity among the target audience. Lastly, be sure to include a clear instruction for the response and application with the contact details such as address, email, fax or phone on the bottom of your ads. Topic B: WHAT IS IMPORTANT WHEN ……? Delegating work to others , Clear instructions , Choice of person for the task , 【词汇&短语】 企业职阶 corporate ladder 亲身动手的 hands on 合同工 contract worker 激发 motivate 详述的、明确的 explicit 分派 allocate 保证 guarantee 反馈 feedback 最大值 maximum 暗示、含义 implication 【句型点击】 , 句子语义关系:表示原因 Because of ….. Due/owing to…. Since… The reason for…. Is… Given the fact that …., we….. 【参考范例】 Anyone on the corporate ladder probably has some opportunities to delegate work to the team staff or to contract workers, which is one way to manage work time more effectively. Clear and explicit instructions should be give in the first place to decide and explain the targets, responsibilities and limits of the work that you delegate, for sufficient information guarantees the work to be done with a maximum of direction. Then choose the people who have the necessary ability or potential to work on the task and can be relied on to perform the task satisfactorily and responsibly. Choice of person for the task also depends on the development needs of the people involved. Additionally, advice, support and training such as providing information , possible solutions and giving hands-on assistance in a way motivates progress and inspires encouragement, commitment, enthusiasm and creative thinking in the people concerned. And allocating and monitoring the progress and quality of work are in delegate’s area of responsibility. Delegated work should be checked regularly whether agreed targets are met with the feedback to identify the implication of necessary revisions to targets. Achievements of targets are assessed to ensure whether someone is performing well, and credit and praise for the successful completion of the task should be given. Topic C: WHAT IS IMPORTANT WHEN ……? Designing a company website , Type of information to include , Different language versions 【词汇&短语】 定制、定做 customize 流量 traffic 搜索引擎 search engine 常惠顾客 existing customers 潜在顾客 potential/prospective customer 布局，设计layout 营业范围 line of business 现成的 ready-made 强有力的potent 电子商务e-commerce 信息源 information source 模板 template 使用多语言的 multi-lingual 导航 navigation 目标用户 target user 菜单 menu 【句型点击】 , 句子语义关系， 表示结果 As a result, Accordingly/consequently… In a consequence.. Therefore/ thus… …, hence…. 因此 【参考范例】 Type of information to conclude in website designing is customized for your needs to attract search engines, increase traffic and provide useful information to existing and potential customers. Well-written content in your website informs your prospective customers what is the line of business you are in, what you stand for, how you operate, the services and products you offer and the benefits in relation to competition. As a potent information sources, your website serves as a global “online marketplace”, which is enhanced with multi-lingual website content. Different language versions are designed to help people from home and abroad to read online and facilitate the interactions between the target users and the site. Another important thing is the layout of the website. Your online presence is very crucial, which should be strategically designed to communicate the unique character of your business or organization. Ready-made e-commerce website templates are recommended, for the templates cut down design and production time and have a full package of functions. Effective web navigation makes sure that your customers and clients can easily and quickly find what they are looking for under different categorizes. To make clear and consistent navigation, it’s better to use navigation menus to organize your links according to the order of importance. Test 3 Topic A: WHAT IS IMPORTANT WHEN ……? Meeting foreign clients for the first time , Foreign language skills , Knowledge of cultural differences 【词汇&短语】 记住 bear in mind 多文化的multicultural 本族语、母语 native tongue 澄清、净化 clarification 过失、出丑 gaffe 敏感、敏感度 sensitivity 攻读、熟读 read up 双赢 win-win 谦恭有礼 courtesy 关系，一致，和谐 rapport 名片 business card 【句型点击】 , 如何询问对方意见 Do you mind …? Would you like…? Could you ….., please? I was wondering if you could…? 【参考范例】 There are certain points to bear in mind when interacting with foreign clients for the first time. First, since many international clients prefer to deal in their native tongue, to grasp some foreign language skills can be greatly helpful sometimes we need to make a conscious effort to slow down to produce a fluent communication. And in communication, gaffes arise due to differences in cultures. For an extensive discussion with a foreign client, you’d better take the effort to read up about their country and know common things about their culture. It usually takes quite some time to comprehend the knowledge of cultural differences and respond appropriately. What’s more, you need to ensure that you make the best impression on potential foreign clients and fine business etiquette helps in a good impression. Simple courtesies such as shaking hands firmly and exchanging business card can make multicultural clients feel comfortable. Additionally, asking questions and seeking clarifications will help you understand the goals, concerns and overall needs of the foreign clients participation in communication and cultural sensitivity is all takes to create a win-win situation and build a great rapport with your foreign client. Topic B: WHAT IS IMPORTANT WHEN ……? Deciding whether to buy or rent office equipment , Cost , Speed of technological change , 【词汇&短语】 货币因素 monetary factor 纳税优惠 tax benefit 最优先权 first priority 加速折旧 accelerated depreciation 提升，更新 upgrade 税金控除 tax write-off 可扣除的 deductible 【句型点击】 , 如何澄清观点 Don’t get me wrong. 不要误会我 My attitude to….. is…… What exactly I’m trying to say is… I’m afraid you’ve misunderstood me. 【参考范例】 Generally speaking, when getting office equipment, either to buy or to rent have its merits. However, monetary factor is given first priority. Cost should be considered to make sure that you can afford it. Even though either choice would be acceptable for you, it’s necessary to weigh whether or not the cash advantages of buying is greater to the service benefits of renting. With the high speed of technological change, some office equipments are easy to become outdated and it’s indispensable to upgrade those equipments every couple of years to improve efficiency and boost productivity in this respect, buying new office equipments can be a better solution. Another way to decide to buy or rent comes from the tax. The renting of office equipments can be fully tax deductible if you use the rented asset in your business. But with a rent, you may have a risk of losing tax benefits for accelerated depreciation. While buying equipments is better as a tax write-off, but both renting and buying can be used on your taxes beneficially. Last but not least one is useful life. Getting the right equipment for your office not only involves whether it can keep you comfortable, organized and productive, but takes into account the useful life of office equipment , presented as a fundamental financial question which can save you a lot of time and money. Topic C: WHAT IS IMPORTANT WHEN ……? Aiming to increase staff productivity , Offering bonuses , Creating a pleasant environment 【词汇&短语】 决策层 executive suite 竞争优势 competitive edge 举止优雅的，改良的，精致的 fefined 【句型点击】 , 中途打断对方 …. Sorry, but…. Just a moment, but… Sorry to interrupt, but… Excuse me, may I interrupt? 【参考范例】 There are some tips about how to motivate staff and boost employee productivity. First of all, offering bonuses is a commonly-used way of praise, recognition and reward for achievements and successes, which will enhance the performance of employee greatly. Money satisfies needs and it can stimulate people to work harder. A pleasant working environment is created to allow employees to take the initiative to get things done their way, while still working together as a team for the overall good of the company. Working happily and freely is equipped with more energy, less mistakes and better decisions. Another way to motivate employees is to ensure the employees feel that they have an important role in the overall outcome of a company’s goal and have a big chance for advancement in their career to climb the corporate ladder until they reach the executive suite, which is an effective way to increase employee job satisfaction and productivity. Besides, staff training can help all staff develop their own skills and understand the importance of their duties in the company. Well-trained staff with refined skills will cultivate loyalty through satisfied employees, maintain workplace productivity and give the company a strong competitive edge. Test 4 Topic A: WHAT IS IMPORTANT WHEN ……? Aiming to keep good staff , Promotion opportunities , salaries , 【词汇&短语】 高级人才 top talent 骄傲感 a sense of pride 提高工资 pay increase 扶助，增强 boost up 分红制 profit sharing 士气，斗志morale 出勤attendance 双向的 two-way 【句型点击】 , 表示附和 Let’s hope so I feel confident to. Sounds great. 【参考范例】 One of the key secrets to retaining valued staff is offering good prospects for promotion opportunities. Continuingly professional development opportunities should be scheduled and given to help employees to develop skills and advance their careers within the organization, which can ensure that top talents stay with you. Financially-based incentives could be a attraction. Competitive salary with pay increases, bonuses, profit sharing, etc. enhances good staff retention. And those monetary initiatives can be based on productivity, suggestions or ideas, and even attendance. Don’t miss the occasions where you can express your appreciation your recognition to your staff for their dedication and contributions to the success of the practice, for showing recognition and praise to your valuable employees can stir a sense of pride and boost up morale among employees, thus motivating more improvements in their performance. Additionally, a harmonious workplace culture fosters trust for successful two-day communication. The companies who build an image in the minds of existing and potential employees that your business is an enjoyable place to work will be in a better position to recruit and retain good staff. Topic B: WHAT IS IMPORTANT WHEN ……? Organizing a conference , Conference speakers , Facilities at conference centre , 【词汇&短语】 激发性的 motivational 播音 public address 演讲嘉宾 guest speaker 事先 in advance 耗时的 time consuming 【句型点击】 , 表示同意 Absolutely! Exactly! You bet You got it That’s for sure. 【参考范例】 It is wise to keep in mind that it is better to invite motivational guest speakers to do conference presentations. Good professional conference speakers can inspire attendees, create the whole atmosphere and drive for the conference. But make sure their presentation will be of interest to everyone. A suitable venue is a hard decision of conference organizing, but the most time consuming part is to determine what equipment is include in the venue booking. Facilities at conference centre, especially the public address system must be test in advance to ensure that attendees throughout the room can hear what the speaker is saying. Time allocation determines the most appropriate topics that will best achieve your conference goals. That means how much time is required to select activities and presenters can help address the conference purpose. However, the conference agenda, order and content of conference activities will go through many changes until the actual conference is fun. In addition, an effective budget is crucial to the success of the conference. In the first place, work out your costs to plan your budget and try as best as possible to cover overall expenses within your budget. Make sure to keep a file of all invoices and receipts. Topic C: WHAT IS IMPORTANT WHEN ……? Producing a marketing plan , Identifying target customers , Setting a budget , 【词汇&短语】 收入，税收 revenue 明显的 measurable 图表 tables and graphs 政府行动 government action 管理工具 managerial tool 文化变迁 cultural changes 定价 pricing 营销信息marketing message 市场分割 market segmentation 【句型点击】 , 表示反对 No way. Not really. Of course not. Not a chance.门都没有 【参考范例】 Producing a dynamic marketing plan will focus attention on your ideal customers. Identifying target customers is the first step in your marketing plan, which defines the needs of the market your products or services satisfy and states the objectives your company aims at. The purpose of setting a marketing budget is to lay out spending requirements necessary for meeting the plan’s objectives by gathering all the revenues and costs involved in marketing into one comprehensive document with tables and graphs, as a managerial tool, it balances what is needed to be spend against what can be afforded , and helps make choices about financial priorities. Marketing strategies are concerned with pricing , distribution, promotion, advertising and market segmentation, effective marketing strategies are indispensable for high-standard and action-oriented marketing plans, which provide the direction the product will take and usually result measurable actions. Besides, various environmental factors such as government actions, emerging technology, and even cultural changes may have a positive or negative impact on the market growth potential of your products or services. So developing your marketing message about those factors makes it easy to plan and carry out the marketing activities you need to grow your business. 第四辑Test 1 Topic A: WHAT IS IMPORTANT WHEN ……? Planning a presentation , Audience , Equipment needed , 【词汇&短语】 农民工 migrant worker 被期望，被期待做某事 be expected to 图表，曲线图 graph 相应的，转而 in turn 术语 technical words last but not least 准备行动，待命 stand by 备用的 spare 【句型点击】 , 回到原话题 To turn to the topic …. To get back to what I was saying… To go back to what you were saying about… , 引起新话题 About…. I think… That reminds me of….. Talking of…., I know….. 【参考范例】 When planning a presentation, speakers should first be clear about the composition of audience. The types of audience determine the techniques and languages they are going to use in the presentation. For example, if the speaker is faced with a group of migrant workers with poor educational background, he is supposed to use simple language with less graphs and technical words. Secondly, a good presentation depends on the support of equipment. Speakers must cooperate with the organizers to ensure that all needed equipment stands by and there should always be spare equipment in case anything goes wrong during the presentation. Meanwhile, the lighting and seating arrangement are to be fully prepared before the presentation. Moreover, to give a good presentation, the speaker is expected to have a thorough research on the topic. A good preparation will make the speaker confident of his performance, which in turn will arouse the audience’s enthusiasm. Last but not least, a knowledge person is not necessarily a good presenter, so in order to improve the quality of his presentation; the speaker must learn presentation skills and practice them. Topic B: WHAT IS IMPORTANT WHEN ……? Selecting an interpreter for a meeting with foreign clients , Experience , Reliability 【词汇&短语】 需要，要求 call for 正直 ;诚实 integrity 积累 accumulate 忽视，未注意到 overlook 环境，条件，情况 circumstance 核心 core 结果 outcome 互动interaction 准确的 accurate 咨询，协商consultation 【句型点击】 , 常用礼貌打断语 Can I ask a question? Can I interrupt for a moment? Just to change the subject for a moment, do you….? , 概括性论述 .. In most cases… Generally speaking… On the whole By and large 【参考范例】 When selecting an interpreter for a meeting with foreign clients; to begin with, we must consider the related work experience of the interpreter. Interpretation is a skilled job which calls for a great deal of practice. A good interpreter must have accumulated plenty of experience and known how to respond quickly under different circumstances. Reliability is another important factor when choosing an ideal interpreter because he is the bridge connecting the two sides. A good business outcome depends on his accurate and fluent interpretation. Meanwhile, his personal integrity of occupation shouldn’t be overlooked because he grasps some business secrets and has the chance to touch the core technology. In addition, the personality of an interpreter should also be taken into consideration when selecting one for a meeting with foreign clients. Good personality will smooth the communication and encourage the interaction of the both sides. To some extent, a good interpreter will affect the result of business consultation. Topic C: WHAT IS IMPORTANT WHEN ……? Introducing a new product range onto the market , Timing , Advance publicity , 【词汇&短语】 产品系列 product range 结束，终结 terminate 确保，担保 ensure 提前宣传 advance publicity 在很大程度上 to a great extent 促销活动 promotional events 不合时宜的 ill-timed 方向，定位 orientation 【句型点击】 , 常用口头衔接语 Well, the point I’m trying to make it is that… Well, what I am trying to say is that… And don’t forget… , 常用开场白 I’d like to begin by saying… I’d like to begin by raising the issue/question of…. There are two points I’d like to make… 【参考范例】 When introducing a new product range onto the market, timing is the most important factor. A perfect timing can ensure the success of the product range to a great extent while an ill-timed launch will terminate the development of new products. Besides, advance publicity is very important in warming up the market and arousing people’s interest in the coming of new product range. Advanced publicity is usually conducted through advertisement campaign. Good advance publicity will make people wait anxiously for the new products. And when the products are finally on sale, they couldn’t wait to possess them. At the same time, the company should organize various promotional events to stimulated people’s enthusiasm still further. What’s more, to successfully introduce a new product range onto the market, the company should have a clear orientation of the potential customers, or in other words, the product range should have target customers. Nowadays, people like to show their personality over the things they use. So the fate of a new product range heavily depends on its followers or fans. Test 2 Topic A: WHAT IS IMPORTANT WHEN ……? Aiming to improve career prospects , Reading business articles , Learning a foreign language 【词汇&短语】 职业规划 career prospect 保证 guarantee 系统的organic 职业能力 proficiency 开阔视野 broaden the horizon 语言能力 command of language 【句型点击】 Take… into account. Give you a clue of…. ….is becoming increasingly popular. ….helps you step forward. 【参考范例】 When aiming to improve career prospects, I would take four factors into account, namely a good reading habit, a good command of foreign language, a further education and an organic frame of the world. To start with, a good reading habit can enrich your knowledge. When you are reading business articles, the latest business events will give you a clue of what to do on your own position. Secondly, foreign language learning is becoming increasingly popular in companies because it guarantees effective communication with overseas business partners. Thirdly, further education helps you to step forward. With more training, your proficiency will be improved. Last but not least, an organic knowledge system also plays an important part in the career development. A broadened horizon would enhance your professional skills. Topic B: WHAT IS IMPORTANT WHEN ……? Deciding how to transport goods , Destination , Speed , 【词汇&短语】 目的地 destination 运输中 in transit 立即发货 prompt delivery 装货过程 loading process 快递流通 fast turnover 最佳报价 best over 【句型点击】 In order to… With regard to… 基于 Other things being equal…同等条件下 【参考范例】 When you are deciding how to transport goods, the destination of the delivery is the prime element to be considered. For the sake of convenience, various means of transportation should be adopted with regard to different distance of the delivery. Furthermore, we can’t overlook speed. A more prompt delivery means a faster turnover. On the other hand, delivery and loading of the goods shouldn’t be neglected. If the goods are not taken care of. There could be damages either in transit or during the loading and unloading process or by other reasons. If the percentage of the damaged portion is too high and the goods are in a bad condition, The Company can suffer from a huge loss. And now it comes to the last point price, other things being equal, as long as the transport company can handle the items properly, we would definitely choose the one that grants us the best offer. Topic C: WHAT IS IMPORTANT WHEN ……? Purchasing new machinery , Level of automation , Maintenance requirement 【词汇&短语】 生产线 the production line 付款条件 payment terms 由电脑控制的 computerized 严格检查 strict inspection 提高效率 raise efficiency 全自动的 fully automatic 极具清楚 crystal clear 假设出来的情况 hypothetical case 【句型点击】 We should aware of… My interest is towards…. If we don’t take this seriously….. 【参考范例】 When purchasing new machinery for production line, the level of the automation should be considered first. Just imagine how much labor it will save if the whole process is computerized and fully automatic, that is exactly the reason why we buy new machineries to save labor and raise efficiency. Moreover, we should be aware of the maintenance requirement of the machineries we bought. It should be stated crystal clear in the payment terms whether it is the responsibility of the buyer or the seller to get the maintenance covered. Furthermore, quality should be viewed before the purchase. The machinery has to pass strict inspection to guarantee qualified productions of goods. Finally, if I were in charge of the purchase, my interest will be towards safety. The visual of some worker getting caught in the blade of the machinery is horrifying. If we don’t take this seriously, this image will not be a hypothetical case. Test 3 Topic A: WHAT IS IMPORTANT WHEN ……? Selecting a retail sales assistant , Previous experience , Appearance , 【词汇&短语】 销售经理 sales manager 促进销售sales promotion 推销潜力 sales potential 销售利润selling profit 代理商Selling agent 【句型点击】 , 表达现状 We can’t ignore the fact that…. No one can deny the fact…. This phenomenon attracts people’s interest in… 【参考范例】 When selecting a retail sales assistant, several factors should be taken into consideration. Firstly, I think if the candidate has some previous experience, he or she may get a priority or privilege for the position, because as may other employers, I attach great importance to it for that matter. Secondly, I would pay attention to the personal appearance of the applicants. A good appearance can make the publicity of the company better and easier, and the clients and customers will have deep impression of a decent, neatly dressed sales assistant. Thirdly, some basic skills and qualities are necessary, such as communication skills and analysis skills. And also, to keep contact with customers is very important. It can help us to improve our achievements and make sure we have sustainable resources for the future development. Topic B: WHAT IS IMPORTANT WHEN ……? Contacting clients by telephone , Calling at the right time , Listening carefully , 【词汇&短语】 客户支持 clients support 打扰disturb 可供利用的available 热情的enthusiastic 令人反感的annoying 时间把握timing 【句型点击】 I am in the middle of…我正在忙着 To put it in another way.. ….is the key point. One of the best ways to…. Is….. 【参考范例】 When contacting clients by telephone, we have to cover the whole range of business matter in a limited time, so we have to be very brief and efficient in every minute available. As a matter of a fact, we talk all day, but how to talk is obviously a somewhat neglected art. To be specific, firstly, you should make sure that you call your clients at the right time, because it is impropriate, impolite and very annoying to disturb your clients when they are in the middle of something. To put it in another way, the perfect timing is the key point. Secondly, when contacting clients by telephone you should listen carefully, because one of the best ways to show your respects to your clients is to become a good listener. Thirdly, you need to have a positive attitude and to let your clients feel that you are positive and enthusiastic. Also, you can keep a harmonious circumstance between you and the clients. Of course, there are other details that you should pay attention to, such as do not hang up first. We often say that the details determine you will succeed or fail. Note that the details can help a lot to solve the problems effectively. Topic C: WHAT IS IMPORTANT WHEN ……? Managing change , Clear objectives , Communication , 【词汇&短语】 企业目标 business goal 蓝图 blueprint 核心竞争力core competence 与时俱进keep pace with time 大的市场份额The lion’s share 【参考范例】 In this information age, the capacity to manage change is becoming increasingly important. Consequently, more and more managers begin to put this issue in the spotlight. In my perspective, when managing change, several factors should be taken into consideration. The first one is to set a clear objective, because it is the blueprint of a company’s future development. Without the guide of a clear objective, one will get lost in the business jungle. The second factor is communication skill. An effective communication can promote cooperation, and communication is usually considered as an inevitable way to effective management. The third one is technology and qualified personnel. They are the core competitiveness of the enterprises and they are the software and hardware that drive the enterprise to work in a full speed. Without them, it is hard to keep pace with the time. The last but not the least, creativity is also important. Even a single innovative idea may be capable of helping an enterprise to take the lion’s share of the market. Test 4 Topic A: WHAT IS IMPORTANT WHEN ……? Considering setting a staff canteen , Employee’s opinions , Cost to the company , 【词汇&短语】 至关重要的crucial 策略战术tactic 能被利用的available 注意 be aware of…. 交换意见compare notes 或者alternatively 长期预定long-tern reservation 可行性feasibility 以员工为中心的employee-oriented 建筑，建造construction 【句型点击】 As far as…..concerned With respect to….关于…. To be specific 具体来说 Be supposed to…. Conserve no effort to… 【参考范例】 With respect to setting up staff canteens, I suggest that we should be aware of the following four factors. To start with, employees’ opinions are supposed to play a crucial role. Undoubtedly, we should conserve no effort to meet the needs of the employees. We can benefit a lot from this employee-oriented tactic. To be specific, we can compare notes with employees from different departments, or, alternatively, we can make them vote for a decision. Secondly, the cost of the company deserves to be taken into consideration. If there can be other more economic options, why bother to build an extra canteen? I mean, if the company can make a long term reservation with a restaurant probably, it saves time and money. Thirdly, the financial situation tends to interfere in the decision making. If building a canteen is a better choice compared with ordering foods from restaurants in the long run, we still have to consider the expenses in building the canteen--------an undergoing construction is a big deal for the company anyway. Lastly, the location of the canteen is also quite important. If you want to build a canteen, there should be space available for it. Topic B: WHAT IS IMPORTANT WHEN ……? Working as a teacher , Sharing expertise , Deciding responsibilities , 【词汇&短语】 求助于 resort to 零碎的piecemeal 处理tackle with 前提premise 倾向于apt to 灵活的策略flexible policy 指派assign 唤起情绪invoke 有机的，整体的organic 同时simultaneously 【句型点击】 The prime concern is… 首要考虑是.. Given this premise…. 基于这样的前提 Be expected to… 【参考范例】 When working as a teacher, the prime concern is sharing expertise. The need of the students should receive careful consideration. Through systematic training and teaching, the students should be able to resort to the professional skill of the teacher for reasonable solution of whatever problem they may come across in working experience. Secondly, the teacher is expected to decide the responsibility of his/her fellowman. In this case, it is better to tackle with the whole thing in an organic way rather than a piece meal basis. In other words, the person on the teaching position should be crystal clear of the strength and weakness of every student and assign them to the right positions based on this judgment. Given this premise, the whole team can work in an efficient way. Another crucial issue is how to monitor the students. Here we should adopt a flexible policy. It takes wisdom to let the students know that their behavior will be noticed b the supervisor and simultaneously to invoke the creative spirit out of them. In this way, we can improve the behavior pattern of the students and make full of their potentialities. Topic C: WHAT IS IMPORTANT WHEN ……? Negotiating a contract with a customer , Customer needs , Available budget , 【词汇&短语】 可持续的 sustainable 共同愿望common desire 双赢win-win 建立贸易机会conclude business 互惠互利mutual benefit 一致coincides with 通力合作close cooperation 报价quotations 最新商品价格目录表latest catalogues 履行合同observe the contract 商业信誉commercial integrity 国际惯例international practices 【句型点击】 I have some comment on….. The products meet with great favor. How to precede with 怎样来进行 . Into practice…. How to put… 【参考范例】 If I am negotiating a contract with a customer, I will firstly take the customers’ needs into consideration. The reason is very simple. It is the basis of the undergoing negotiation; we are sitting around the negotiation table because we need something from each other. It is our common desire to conclude the business. On the other hand, the success of the negotiation depends on the available budget. Without financial support, all the rounds of discussing and bargaining won’t make any sense. That is why it is an international practice to consider about the budget first and reasonable design of the contract comes after that. Besides the above mentioned points, long-term cooperation is also an essential element. Although the well-being of our own party is the main concern of us, we should insure that the prices we offered are very favorable, or we may even make some readjustment in our offer if the customer insists. The drive behind these behaviors is that sustainable profit and win-win outcome will make sure the contract can be held good for a long term. That is why we ought to make it our permanent principle to honor the contract and maintain commercial integrity. 第四辑Test 1 Selling old stock The manufacturing company you work for needs to make space in its warehouse to stock its new products. The company would like to sell off end-of-range products at discounted prices. You have been asked to make recommendations. Discuss the situation together and decide: , How much discount should be offered , Whether to offer the same discount on all products , How customers could be informed of the discounts. 库存积压品处理 你所在的制造公司要清理仓库以便储存新产品。公司想把已停产的尾货打折处 理掉。公司要求你们对此提出建议。 你们一起讨论当前的状况，并决定: , 应该提供多大幅度的折扣 , 是否对所有的产品采取同样的折扣 , 如何通知客户这次的打折活动 【词汇&短语】 整理，选出 sort out 区分，区别 differentiate 仓库 warehouse 广告费用 advertising rate 配饰 accessory 亏本 at a loss 过时 out of fashion 替换物 alternative 有吸引力 appeal 传单，散页印刷品 leaflet 营造空间 make space 社区 community 有道理，所言极是 have a point 几乎，实际地 practically 【句型点击】 , 常用否定句小结 Little remains to be said. 简直没什么可说的了 I don’t wholly agree. 我并不完全同意 It simply will not do. 那是绝对不行的 I never thought of it, let alone did I do it. 我想都没想到它，更别说去做了 【参考范例】 A: Now, we have to work out a plan to deal with the old stock which has been just sorted out from our warehouse. We don’t have much time left; because the new products are suppose to arrive in early next month. B: So we have two weeks left and we must hurry up. C: Most our stocks are clothes and accessories, and they have gone out of fashion. B: Yes, fashions changes quickly. So, to appeal our customers, we must offer great discount for our stock. How much discount would be appropriate? A: What do you think to a 50% discount? It’s Christmas season, a big sale time, discount is everywhere, so we must offer bigger discount than usual. B: Yes, I agree with you. The most important thing at this time is to sell off the stock and make space for our new products. C: You two have a point here. Anyway, our products are end-of-range and need to be cleared out soon. But I am wondering whether we will offer the same discount on all products? A: I prefer the same discount because people nowadays don’t like to bother themselves with calculating and differentiating. They are attracted by a 50% discount. And if they find our products are actually offered with different discounts, they would feel being cheated. B: Yes, I feel the same way. 50% discount is easy to catch attention and easy to handle. We don’t want to get our sales staff confused, do we? A: All right then, 50% discount for all our stock. Now let’s move onto our last term. How can we inform our customers the clearance sale? C: There are many ways to inform our customers. For example, we can advertise our sale on TV, radio and newspapers. B: I don’t think we have time for that, you know, there are just two weeks left, and it takes at least a week to contact the concerned department s to have our advertisement finally put on media. Then just a week left. I’m really not sure how much effect it will have on customers. A: Absolutely. And the advertising rates are high. I don’t think we can afford that. Our stock is already sold at a loss. C: Yeah, what you said is true. A: There’s an alternative, we can print leaflets and distribute them on the street and in the communities. In this way we can attract a lot of people’s attention at a low cost. C: Good idea, and we may also send emails to our customers or publish the news of our sale on line, and it’s particular free! B: Wonderful! It seems everything has been work out for selling our old stock. Test 2 Promoting a new model The car manufacturer you work for plans to produce a new model and to target consumers between 18 and 25 years old. You have been asked to make suggestions for promoting the car. Discuss the situation together, and decide: , Which features of a car might be important to the target group , How an advertising campaign could present the car , Where you could advertise the car 推出新款车 你所在的汽车生产厂计划推出一款新车， 并将目标人群定为18岁到25 岁的顾客群。请一起讨论， 为这款车的促销提出意见，内容包括: , 这款车的那些特性对目标人群来说很重要 , 在广告宣传中应该以怎样的形式推出这款车 , 广告应该发布在哪里 【词汇&短语】 主要使用者 prime user 手机短信 text message 小体积 compact size 配置，装置 outfit 第一印象 at first sight 战略，策略 strategy 【参考范例】 A: That is the most recently developed model of the company. The target consumers are aged between 18 to 25 years old. Now, let’s have a discussion about how to promote it. Please fell free to share with us whatever it is in your mind. B: At first sight, I’m really positive that the prime user of this model will be youngster rather than the middle aged. Look! It is of compact size, yet with modernized outfits, really appealing to young and fashionable people. I think this is the real pluses of it. C: You are right. We are probably looking at the best seller of this season. But don’t forget that our competitors also have launched new models recently. The point is how to do advertising campaign against them. A: I think the features of the model just speak for themselves. The only thing we need to do is try to get our potential buyers to take a look at the car. B: We can invite pop stars to present the model, and then the new model will appeal to the youngsters. C: Good idea! So we have to design everything on a target-based strategy. I believe the so called“star effect”will work. According to a recent survey, the consumers do care about who is presenting the product. We should take advantage of it. A: The launching of the new model needs perfect timing. I believe autumn is a good reason. Because it is a time when students left college and go forth into the word. Some of them will find themselves in great need of a vehicle to communicate to their working cities. B: Ok, I think we covered this point perfectly. Shall we move on to the next subject? C: Yeah. The launching of the new model is also a vital factor. In your perspective, where should we advertise the car? A: The feedback from our retailers and the market research indicated that internet and text messages, instead of trade affairs, are ideal media for advertising the new the model. B: It makes senses. After all, our target consumers are young customers and these guys just can not live without computers and cell phones. Since they prefer stay at home surfing the internet and sending text messages, it is not difficult to find our best channels to launch the new car. C: You can hardly imagine how fast words can travel in the internet world in these days. If some buyers think highly of our car and say something in favor of it in the internet community, lots of internet users will know it overnight. It is a good choice. Test 3 Giving presentations The Managing Director of the company you work for is concerned about the quality of presentations given by staff at internal and external meetings. You have been asked to help organize some training for staff in giving presentations. Discuss the situation together and decide: , Which types of staff would benefit most from this training , Who would give this training , How to decide whether training has been successful 做演示 你所在的公司的董事总经理很关心在内部和外部会议上工作人员所做演示 的质量。 你已被要求协助组织给予一些工作人员做演示的培训。 你们一起讨论当前的状况，并决定: , 哪些类型的员工在培训中受益最大 , 由谁来承担培训工作 , 如何确定培训是否取得了成功 【词汇&短语】 畅销品 best seller 了不起的 stunning 反馈 feedback 追求，坚持pursue 有效计划 tentative 见解 insight 修改，变动 alternation 声誉reputation 确认 confirm 说服 convince 【句型点击】 , 表示让步 Though/although…. 尽管…. Even if/ even though In spite of… Admittedly… 【参考范例】 A: The product of our company becomes the best seller in Europe. And the board is considering establishing trade relations with China and expanding into the Japanese market. Under this circumstance, we will need more marketing staff to give presentations. That is why we are going to have a discussion about how to plan for training for successful business presentations. B: We have to draw up a tentative plan for business presentation. C: Yeah, it is a wise choice to consider every possibility and prepare for it. Later on, although minor alternations can be made, we can avoid lots of trouble. A: I recommend that we can inquire about possibilities of hiring some professional organization for the training. We can rely on interest reference to figure out how they proceed with the training and decide which one can be authorized to work for us. B, anything do you want to bring up for discussion? B: I agree with this method. As to whom we should invite to give the training, I think college professors are our best choice. They have both working experience and academic background. C: But I have some different views here. If I were you, I would not pursue that. Although the distinguished professors have stunning academic background and carry glorious titles, and their insights may receive great reputation, you have to admit that most of them lack of real time practice. A: Personally, I think they can help us in the long run, but since it is an urgent call, I am apt to choose a professional business presentation training group. B: Ok. You convinced me. But I’d like to say that the evaluation is also an essential part of the plan. I mean how could we know the staff really benefit from the training or not? C: Since the staff from the marketing department do business presentations quite often, I think we can refer to their comment on the training. If they speak highly of the trainer and give us a positive feedback, then it means a lot. Test 4 Trade Delegation The company you work for is considering whether to send a trade delegation to a country which is a potential new market. You have been asked to help plan the trip. Discuss the situation together and decide: , What the advantage and disadvantage of sending staff on the trip might be , What kinds of information about doing business in the country the staff need to know before the trip , What the company should achieve during the trip 商务代表团 你所在的公司计划派一个商务代表团去一个国家去开发那里潜在的新 市场。公司要求你协助策划和组织这次计划。 你们一起讨论当前的状况，并决定: , 此行的好处和坏处 , 员工在出发前需要了解哪些关于国家的信息 , 此行应该达到的目的是什么 【词汇&短语】 proposal 优点，加分点 plus 把事情办成 pull it off 保留 retain 悬而未解的 pending 期待 look forward to 快速的 at a quick tempo 设想 assume 让步 make concession 重新调整 readjust 【句型点击】 You are saying……? It does appear that way. I’m really positive that…. I would not waste my time pursuing that….如果是我，我不会将时间浪费在 这里 Could you please clarify your statement? Could you go over it again? 【参考范例】 A: Our company is planning to send a trade delegation to Japan to develop the potential market there. What’s your proposal of the trip? B: No wonder Jeffery and Thompson were brushing up their Japanese recently. They said they overheard something about this plan but it was still a pending issue. Is it too early to plan for sending delegation there? As far as I am concerned, there is not yet enough market survey backing up the plan. C: It might appear that way. But in spite of this disadvantage, we still ought to do something whereas our major competitors are invading into the ready market. Anyway, to give it a shot is better than stay watching. And after all, it is a perfect opportunity to expand our horizon. A: I believe the advantage outweighs the disadvantage. Now, we’d better think about what information about doing business in the country the staff need to know before the trip and make sure we send a strong team there. C: Ok. Let’s make a list of what should be planned in advance. Firstly, I think the delegation member must have a good command of the language and local business manners. B: You are saying exactly what I am thinking about. It all depend on the language communication to inquire about possibilities of doing business there. So, let’s make it our priority. C: You just mentioned business manner. I definitely agree with you there. As an Asian country, Japanese share some culture with china, but we also have traditions that do not coincide with each other. One of the objectives of the trip is to give a good impression in the major cities of Japan. We should make the staff clear about the goal of their mission and get them fully prepared for this assignment. A: It is also urgent to come up with what products the delegation should take with along the trip and in what way they should present them to the Japanese. B: Could you go over it again? I didn’t catch up with it. A: Ok, let me clarify my statement. I mean we should prepare some products of our company. And we should think about how to promote them in the Japanese market. B: Got it. We have to prepare something with real pluses at a reasonably quick tempo. We can ask our candidates to think about some options. Personally, I don’t think we should retain the same style. I don’t have anything in particular in my mind right now, and I can’t say it for certain off-hand, but I assume that we be a little bit creative on this issue because we are there to make ourselves being heard and saw. C: It is your specialist to invent and create. You can be in charge of this part of the work. I am looking forward to your bright idea. A: I am into this idea as well. Ok, the last subject of today’s discussion. What’s your comment on the follow-up steps after the returning of the group? B: We can arrange them to report to the marketing department and share their experience. I’m sure what they saw and left must help to readjust the marketing strategies. C: And that will be a great achievement.