题目内容
（请给出正确答案）
Our company has wide experience () the textiles line.
A. on
B. Iin
C. about
D. of
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Can you provide a bodyguard for the CEO of our company？
A.Yes. A former national judo champion is in our company. You will be satisfied with him.
B.No. Our company is expected to have a judo champion If he comes, you will be satisfied with him.
C.No. He has already removed to a neighboring city. If he were here, you would be satisfied with him.
D.Yes. My company has got a former national judo champion But he is highly demanding
The "narrative" sales strategy depends on the salesperson moving quickly into a standard sales presentation. His or her pitch highlights the benefits for the customer of a particular product or service. This approach is most effective for customers whose buying motives are basically the same and is also well suited to companies who have a large number of prospects (可能的主顾) on which to call.
The "suggestive" approach is tailored more for the individual customer. The salesperson must be in a position to offer alternative recommendations that meet a particular customer's needs. One key aspect of the suggestive approach is the need for the salesperson to engage the buyer in some sort of discussion. The salesperson can then use the information gleaned from the customer to suggest an appropriate product or service.
"We tell our salespeople to be like wine stewards," says Mindy Sahlawannee, a corporate sales trainer, "the wine steward first checks to see what food the customer has ordered and then opens by suggesting the wine that best complements the dish. Most companies who use a narrative strategy should be using a suggestive strategy. Just like you can't drink red wine with every dish, you can't have one sales recommendation to suit all customers."
The final strategy demands that a company's sales staff act as "consultants" for the buyer. In this role, the salesperson must acquire a great deal of information about the customer. They do this through market research, surveys, and face-to-face discussions. Using this information, the salesperson makes a detailed presentation tailored specifically to a customer's needs.
"Good sales 'consultants'," says Alan Goldfarb, president of Ad Pro, Inc., "are the people who use a wide range of skills including probing, listening, analysis, and persuasiveness. The best sales 'consultants', however, are the ones who can 'think outside the box' and use their creativity to present a product and close the sale. The other skills you can teach. Creativity is innate. It's something we look for in every employee we hire."
More and more sales teams are switching from a narrative or suggestive approach to a more consultative strategy. As a result, corporations are looking more at intangibles such as creativity and analytical skills and less at educational background and technical skills.
"The next century will be about meeting individual customer needs," says Goldfarb, "the days of one size fits all are over."
The major difference between narrative sales and suggestive sales is that
A．the former highlights the benefits while the latter emphasize the function of the product
B．the former uses more prepared information, the latter has to get ready for unexpected information
C．the former involves no discussion while the latter involves discussion a lot
D．the former is effective in creating demand, the latter is effective in satisfying existing demand
A. Next month. I’ve checked hydrants and fire-extinguishers on each floor
B.Next day. The manager will check hydrants and other equipment in the building.
C.Next week. But hydrants and fire extinguishers on each floor has already been checked
D.The day before yesterday. I had already checked hydrants and fire extinguishers on each floor.
A.我们擅长这种服务我们公司积累了很多演唱会安保工作的经验
B.我们能够提供这种服务我们公司积累了很多演唱会安保工作的经验
C.我们能提供这种服务我们公司为很多演唱会提供安保服务
D.我们能提供这种服务我们公司积累了演唱会的经验
For many of us summer is a special time for forming new friendships. Today millions of Americans vacation abroad, and they go not only to see new sights but also with the hope of meeting new people. No one really expects a vacation trip to produce a close friend, but the beginning of a friendship is possible.
The word "friend" can be applied to a wide range of relationships—to someone one has known for a few weeks in a new place, to a fellow worker, to a childhood playmate, to a man or woman, to a trusted confidant (知己) .
The reasons why many Americans move from place to place are as follows except______.
A．saving money
B．getting a better job
C．going to college
D．finding a place to spend the rest of the life
At the core of this debate is chairman Gerald Levin, 56, who took over from the late Steve Ross in the early 1990s. On the financial front, Levin is under pressure to raise the stock price and reduce the company's mountainous debt, which will increase to $ 17.3 billion after two new cable deals close. He has promised to sell off some of the property and restructure the company, but investors are waiting impatiently.
The flap over rap is not making life any easier for him. Levin has consistently defended the company's rap music on the grounds of expression. In 1992, when Time Warner was under fire for releasing Ice-T's violent rap song Cop Killer, Levin described rap as a lawful expression of street culture, which deserves an outlet. "The test of any democratic society," he wrote in a Wall Street Journal column, "lies not in how well it can control expression but in whether it gives freedom of thought and expression the widest possible latitude, however disputable or irritating the results may sometimes be. We won't retreat when we face any threats."
Levin would not comment on the debate last week, but there were signs that the chairman was backing off his hard-line stand, at least to some extent. During the discussion of rock singing verses at last month's stockholders' meeting, Levin asserted that "music is not the cause of society's ills" and even cited his son, a teacher in the Bronx, New York, who uses rap to communicate with students. But he talked as well about the "balanced struggle" between creative freedom and social responsibility, and he proclaimed that the company would launch a drive to develop standards for distribution and labeling of potentially objectionable music.
The 15-member Time Warner board is generally supportive of Levin and his corporate strategy. But insiders say some of them have shown their concerns in this matter. "Some of us have known for many, many years that the freedoms under the First Amendment are not totally unlimited," says Luce. "I think it is perhaps the case that some people associated with the company have only recently come to realize this."
An American senator criticized Time Warner for
A．its raising of the corporate stock price.
B．its self-examination of the soul.
C．its neglect of social responsibility.
D．its emphasis on creative freedom.
Bosses Say 'Yes' to Home Work
Rising costs of office space, time lost to stressful commuting, and a slow recognition that workers have lives beyond the office—all are strong arguments for letting staff work from home.
For the small business, there are additional benefits too—staff are more productive, and happier, enabling firms to keep their headcounts (员工数) and their recruitment costs to a minimum. It can also provide a competitive advantage, especially when small businesses want to attract new staff but don't have the budget to offer huge salaries.
While company managers have known about the benefits for a long time, many have done little about it, sceptical of whether they could trust their employees to work to full capacity without supervision, or concerned about the additional expenses teleworking policies might incur as staff start charging their home phone bills to the business.
Yet this is now changing. When communications provider Inter-Tel researched the use of remote working solutions among small-and medium-sized UK businesses in April this year, it found that 28% more companies claimed to have introduced flexible working practices than a year ago.
The UK network of Business Links confirms that it too has seen a growing interest in remote working solutions from small businesses seeking its advice, and claims that as many as 60-70% of the businesses that come through its doors now offer some form of remote working support to their workforces.
Technology advances, including the widespread availability of broadband, are making the introduction of remote working a piece of cake.
"If systems are set up properly, staff can have access to all the resources they have in the office wherever they have an internet connection," says Andy Poulton, e-business advisor at Business Link for Berkshire and Wiltshire. "There are some very exciting developments which have enabled this."
One is the availability of broadband everywhere, which now covers almost all of the country . (BT claims that, by July, 99.8% of its exchanges will be broadband enabled, with alternative plans in place for even the most remote exchanges). "This is the enabler," Poulton says.
Yet while hroadband has come down in price too, those service providers targeting the business market warn against consumer servicesmasquerading(伪装) as business-friendly broadband.
"Broadband is available for as little as ￡15 a month, but many businesses fail to appreciate the hidden costs of such a service," says Neil Stephenson, sales and marketing director at Onyx Internet, an internet service provider based in the northeast of England. "Providers offering broadband for rock-bottom prices are notorious for poor service, with regular breakdowns and heavilycongested(拥堵的) networks. It is always advisable for businesses to look beyond the price tag and look for a business-only provider that can offer more reliability, with good support." Such services don't cost too much--quality services can be found for upwards of ￡30 a month.
The benefits of broadband to the occasional home worker are that they can access email in real time, and take full advantage of services such as internetbased backup or even internet-based phone services.
Internet-based telecoms, or VolP (Voice over IP), to give it its technical title, is an interesting tool to any business supporting remote working, not necessarily because of the promise of free or reduced price phone calls (which experts point out is misleading for the average business), but because of the sophisticated voice services that can be exploited by the remote worker—facilities such as voicemail and call forwarding, which provide a continuity of the company image for customers and business partners.
By law, companies must "consider seriously" requests to work flexibly made by a parent with a child under the age of six, or a disabled child under 18. It was the need to accommodate employees with young children that motivated accountancy firm Wright Vigar to begin promoting teleworking recently. The company, which needed to upgrade its ITinfrastructure(基础设施) to provide connectivity with a new, second office, decided to introduce support for remote working at the same time.
Marketing director Jack O'Hern explains that the company has a relatively young workforce, many of whom are parents: "One of the triggers was when one of our tax managers returned from maternity leave. She was intending to work part time, but could only manage one day a week in the office due to childcare. By offering her the ability to work from home, we have doubled her capacity—now she works a day a week from home, and a day in the office. This is great for her, and for us as we retain someone highly qualified."
For Wright Vigar, which has now equipped all of its fee-earners to be able to work at maximum productivity when away from the offices (whether that's from home, or while on the road), this strategy is not just about saving on commute time or cutting them loose from the office, but enabling them to work more flexible hours that fit around their home life.
O'Hern says: "Although most of our work is client-based and must fit around this, we can't see any reason why a parent can't be on hand to deal with something important at home, if they have the ability to complete a project later in the day."
Supporting this new way of working came with a price, though. Although the firm was updating its systems anyway, the company spent 10-15% more per user to equip them with a laptop rather than a PC, and about the same to upgrade to a server that would enable remote staff to connect to the company networks and access all their usual resources.
Although Wright Vigar hasn't yet quantified the business benefits, it claims that, in addition to being able to retain key staff with young families, it is able to save fee-earners a substantial amount of "dead" time in their working days.
That staff can do this without needing a fixed telephone line provides even more efficiency savings. "With Wi-Fi (fast, wireless internet connections) popping up all over the place, even on trains, our fee-earners can be productive as they travel, and between meetings, instead of having to kill time at the shops," he adds.
The company will also be able to avoid the expense of having to relocate staff to temporary offices for several weeks when it begins disruptive officerenovations(翻新) soon.
Financial recruitment specialist Lynne Hargreaves knows exactly how much her firm has saved by adopting a teleworking strategy, which has involved handing her company's data management over to a remote hosting company, Datanet, so it can be accessible by all the company's consultants over broadband internet connections.
It has enabled the company to dispense with its business premises altogether, following the realisation that it just didn't need them any more. "The main motivation behind adopting home working was to increase my own productivity, as a single mum to an 11-year-old," says Hargreaves. "But I soon realised that, as most of our business is done on the phone, email and at off-site meetings, we didn't need our offices at all. We're now saving ￡16,000 a year on rent, plus the cost of utilities, not to mention what would have been spent on commuting."
Mercedes experienced one of its worst years ever in 1992. The auto maker's worldwide car sales fell by 5 percent from the previous year, to a low of 527,500. Before the decline, in 1988, the company could sell close to 600,000 cars per year. In Germany alone, there were 30,000 fewer new Mercedes registrations last year than in 1991. As a result, production has plunged by almost 50,000 cars to 529, 400 last year, a level well beneath the company's potential capacity of 650,000. Mercedes's competitors have been catching up in the U.S., the world's largest car market. In 1986, Mercedes sold 100,000 vehicles in America; by 1991, the number had declined to 39,000. Over the last two years, the struggling company has lost a slice of its U.S. market share to BMW, Toyota and Nissan. And BMW outsold Mercedes in America last year for the first time in its history. Meanwhile, just as Mercedes began making some headway in Japan, a notoriously difficult market, the Japanese economy fell on hard times and the company saw its sales decline by 13 percent in that country.
Revenues(收益) will hardly improve this year, and the time has come for getting down to business. At Mercedes, that means cutting payrolls, streamlining production and opening up to consumer needs. Revolutionary steps for a company that once considered itself beyond improvement.
The author's intention in citing various nationalities' interests in Mercedes is to illustrate Mercedes' ______.
A．sale strategies
B．market monopoly
C．superior quality
D．past record
Subject:Reorganisation
Date:12.11.2005
From:Simon Harris
To:Brett
Cc:
Dear Brett,
Welcome back to St.Swithen’s.I look forward to hearing about your adventures in the US.
I’m writing because there have been a lot of changes since you went away, and you need to know about them before you can start work.
The main change is that we have had a new computer system installed.You will need to be trained in using the system before you can see any patients! I’ve arranged for you to have a training session at 10 o’clock on Monday with our IT consultant, Gerry.He’s a really nice guy.
It’s especially important that you can use the patient records system.We’ve had a few teething problems, and it seems complicated at first;but when you get used to it, you’ll find it really helpful.For example, it’s much quicker than the old system.Remember you used to wait ages before the information came up on the screen？ Well, now it’s very quick.
You will also need to be familiar with the appointment booking system, so you can see who your next patient is.The new program makes it impossible to double-book a patient, so we shouldn’t get as many complaints as we used to.
As well as the computer system, we’ve also installed a new electronic security door.You will need a special card from reception and it will need replacing every two months.I’m afraid we made Bill redundant.It’s a shame;I used to enjoy talking to him every morning.
Well, I hope you like the improvements.Most people find that it makes their work easier and faster.There is one downside though;the atmosphere has become less personal.I used to talk to everyone a lot, but now we communicate by email most of the time.I even email people who work in the same room as me!
Well, see you on Monday, Brett.Nice to have you back.
Best wishes,
Simon
1.Brett has just come back from ().
A.Europe
B.England
C.America
D.China
2.Brett will ()on Monday morning.
A.see his next patient
B.have a training session
C.get a special card form. the reception
D.talk to Bill in the morning
3.The main change that has happened since Brett went away is that ().
A.the company has had a new computer system installed
B.the company has installed a new electronic security door
C.the company has imported many new computers
D.the company has dismissed many old staff
4.The new patient records system is better than the old one because().
A.it’s much quicker than the old one
B.you should wait for ages before the information came up on the screen
C.you need not to be familiar with the appointment booking system
D.people need not talk to each other face to face any more
5.The main disadvantage of the new computer system is that ().
A.you need to be very familiar with the booking system
B.the card from the reception will need replacing every months
C.it’s impossible to double-book a patient
D.the atmosphere has become less personal
A．gather
B．generate
C．assemble
D．yield
带有质押的融通汇票
A Revolving Acceptance Credit covering exports from the UK to Australia opened in favour of The Exporting Company by an accepting house, William Caxton & Company-Secured.
(1)开立循环的承兑信用额度证
William Caxton & Company
To: The Exporting Company London, 15 Feb., 200×
London, E. C. 2.
Dear Sirs,
Revolving Acceptance Credit No. 3254
In response to your application, we have pleasure in opening a Revolving Acceptance Credit facilities at your disposal to the extent of GBP100,000.00 (say one hundred thousand pounds) to assist in the financing of your export to Australia, subject to the following terms and conditions:
This credit is available by your drafts on ourselves at ninety days after sight, which are to be marked "Drawn under Acceptance Credit No. 3254 against shipment of goods to Australia".
At or before time of drawing on us, you are to deposit with us as security, and for collection under our existing arrangements with you, your draft at a determinable future time not exceeding 90 days on your buyer in the importing country, accompanied by full shipping documents, the total amount of such draft is to exceed the respective drawing on us by not less than 10%.
As and when proceeds of collection become available, they will be applied by us in cover of our outstanding acceptances.
All drafts are to be covered by you in cash with us at or before their respective maturity dates but the credit being revolving, when and to the extent that drafts are so covered, the facility automatically becomes available again.
Our commission for accepting your draft will be at the rate of 1.5% per annum, i.e. 3/8% on draft at 90 days after sight. In addition, collection commission and incidental expenses will be payable by you.
This credit will expire on 15 Feb., next year, and all drafts on us must be drawn and accepted not later than that date.
For and on behalf of
William Caxton & Co., London
signatureDirector
(2)开立托收汇票
The Seller, The Exporting Co., London who has sold agricultural tractors to the buyer, The Overseas Importing Co., Brisbane issued a collection bill on 20 March, 200× to be drawn on the buyer at 60 days after sight for GBP7,700.00 payable to the order of William Caxton & Company marked the words " Drawn under sales contract No. 27358 against shipment of agricultural tractors from London to Brisbane for collection ".
Please draw a collection bill to meet the above requirements in the form as follows:
Exchange for ______ ______
__________________ pay to the order of
________________________________________________ the sum of
____________________________________________________________
Drawn ______________________________________________________
____________________________________________________________
To __________________ For __________________
__________________ __________________
(3)开立融通汇票
The Seller wishes to make use of Acceptance Credit No. 3254, since he has issued a collection bill which would entitle him to draw on William Caxton & Co. a bill dated on 22 March, 200× for the sum of GBP7,000.00 payable at 90 days after sight to drawers' order marked "Drawn under Acceptance Credit No. 3254".
Please draw an accommodating bill on William Caxton & Co., London duly endorsed in blank by the payee. Suppose the bill was accepted by the drawee on 23 March, 200× payable at Barclays Bank Ltd., London. Please accept the bill and specify its due date.
(4)要求代收托收票款和承兑融通汇票，提示贴现公司要求贴现
You will send these two bills together with the shipping documents to William Caxton & Co. with a letter which will be written by you in the form as follows:
To: William Caxton & Co.,
London 20 March, 200×
Dear Sirs,
Revolving Acceptance Credit No. 3254
We enclose here with the full shipping documents covering a shipment of ______ to The Overseas Importing Co., Brisbane. We also enclose our ______ days sight bill drawn on the importer for ______. Would you kindly forward these to your agents at ______, and arrange for the presentation of the bill to the importer for ______, and later for collection at maturity, and remit the proceeds to ______.
Under the terms of the above credit, we also enclose our ______ days sight bill drawn on you for ______. After acceptance, we should be grateful if you would kindly hand this bill to Gillett Brother's Discount Co. Ltd. for
We should be glad if you would debit our account with your acceptance commission.
Yours faithfully
The Exporting Company
signature
You will send a copy of this letter to Gillett Brother's Discount Co. Ltd. with a covering note as follows:
To: Gillett Brother's Discount Co. Ltd.,
20 March, 200×
Dear Sirs ,
We enclose a copy of the letter which we have sent to William Caxton & Co. today. Will you please pay the net proceeds to Barclays Bank Ltd., London for credit of our account.
Yours faithfully
The Exporting Company, London
signature
(5)计算贴现金额，制作贴现说明书
Please calculate the discount using the formula as follows:
V=face value of the bill=GBP7,000.00
t=tenor in days=90
N=discount number
d=discount rate in ×% per annum=9
D=amount discounted
v=present value of bill (after deduction of amount discounted from the face value)
______
v=V-D=______
Use the given numbers in formula D and v to calculate amount discounted and net proceeds.
When Gillett Brother's Discount Co. Ltd., have discounted the bill, they will send a discount statement to The Exporting Company. Please make out a discount statement filling particulars in the form as follows:
[
Gillett Brother's Discount Co. Ltd.,＜/strong＞]
To: The Exporting Company, London, 21 March, 200×
London
We have pleasure in confirming the purchase of the bills listed below. In accordance with your instructions, the net proceeds. have been paid to Barclays Bank Ltd. London for the credit of your account.
| Discount and net proceeds | Due date | Tenor in days |
| Face value GBP ______ | ______ | ______ |
| Less discount at 9% per annum ______ | ||
| Net proceeds GBP ______ |
Per Pro
Gillett Brother's Discount Co. Ltd.,
signatureManager
