商务英语选读（泛读本）答案（第2版）

1、Key to ExercisesPart One World Famous Economists 世界经济学大师Unit 1The Biography of the World Famous Economist-John Maynard Keynes世界著名经济学家-约翰梅纳德凯恩斯I. (Omitted)II.1. b 2. h 3. f 4. i 5. a 6. j 7. d 8. c 9. e 10. gUnit 2Biography for the World Famous Economist-Milton Friedman 世界著名经济学家-弥尔顿弗莱德曼I. 1. American

2、 economist, the University of Chicago, 2. A Monetary History of the United States, 3. Research on consumption, strong support for free markets, 4. His scholarly research on consumptionII. 1. Important and meaningful, 2. Entire, total, 3. Useage, 4. The least amount of money a worker can legally be p

3、aid, 5. Wavering, change, 6. To get rid of, 7. Financial, 8. Purchasers, customersUnit 3 Biography for the World Famous Economist-Paul Samuelson 世界著名经济学家-保罗萨缪尔森I.1.a2.d3.d4.a5.bII. 1. 货币主义(强调货币供应是物价水平和经济活动的根本原因)2. 通货膨胀3. 开辟，倡导4. 精确的；准确的；确切的5. 当代的6. 影响，作用Unit 4Biography for the World Famous Economist

4、- Adam Smith世界著名经济学家-亚当斯密I.1.d2.a3.d4.c5.dII. 1.efficient, orderly, precise 2. Solid 3. Interruption 4. Personal gain 5. Active for change 6. Assistance 7. Defending and promoting 8. Base, knowledge of work Unit 5Biography for the World Famous Economist- Karl Marx世界著名经济学家-卡尔马克思I.1.c2.d3.c4.c5.dII. 1

5、. Revolutionary 2. To drive out 3. To try to make it through 4. All the time 5. To take advantage of 6. To destroy 7. A speech in praise of someonePart Two Business Communication商务沟通Unit 6Elements of Communication 沟通的要素. 1. Source in the text is a communicator who is initiating action.2. The followi

6、ng should be taken into consideration in defining audience:a. What will make them support you?b. Is their attitude toward your proposal positive, neutral, or negative?c. How are they likely to perceive you?d. Are there hidden audiences you havent considered?3. There are 7 categories in any business

7、communication situation: the source, audience, goal, context, message, media, and feedback.4. First of all, we should consider what message will achieve our goal with the audience. We should then have an idea about how much information they need, what doubts theyre likely to have, how our proposal w

8、ill benefit them and how to make our message convincing and memorable.5. We could convey our message to each audience by either speaking, writing, calling, sending E-mail, sending a memo, meeting, faxing, producing a videotape, or hold a press conference.6. We should seek our audiences understanding

9、 at every stage of the communication and give them an opportunity to respond. Communication is not an act, but a process. Our message provokes a response, which requires another message from our audience. In this way we know what they think and can modify our message accordingly. II. 1. b 2. d 3. i

10、4. g 5. e 6. j 7. f 8. a 9. c 10. hUnit 7Who Are You as a Communicator 作为沟通者的角色I. 1. Aristotle spoke directly in his book “Rhetoric”, three essential qualities of successful communication. They are: logos, pathos, and ethos.2. Pathos plays a major role in every interaction in a business setting. For

11、 example, we are more likely to help out a colleague we like; we work harder for a boss who we feel respects and counts on us and well probably promote a competent friend instead of a talented competitor whom we vaguely distrust. 3. They are always making judgments about whether their leaders are de

12、cent people, worthy of support and respect and whether their leaders are working for a larger purpose than their own short-term interest.4. Without an understanding of human nature which can come only from a broad base of knowledge and experience, the manager will get nowhere no matter how well they

13、 have commanded communication theory or public relations tricks. This important point has been proved by current experience in teaching and practicing business communication. 5. These interests not only give business people something to talk about at the next office party, but they also help you gro

14、w as a whole person. The ability to engage in informed conversation about someone elses interests can establish rapport and increases willingness to grant you credibility on your own turf.6. I think the author will discuss the qualities of effective communication in detail next because he mentions i

15、n the end that “Good communicators are good listeners”, and as we all know to be a good listener is one of the qualities of an effective communicator. II. 1. h 2. a 3.e 4. b 5. i 6. c 7. g 8. d 9. 7 10. f Unit 8Business Internet 商务互联网I. T F F F TII. at out in, to to, afford profitable with to, of Th

16、rough search, on-line for, toUnit 9Know the Big Four Communication Initiatives 四大策略实现沟通无极限I. 1. Problems: it has a terrific concept, but doesnt know how to articulate it concisely./has difficulty sharing that excitement with key audiences.Solution: find the benefits and differentiators and consolida

17、te them into three key messages that clearly explain the companys goals and offerings. 2. This news release will also become an inexpensive piece of marketing collateral to distribute to key customer and investor targets. 3. It is critical for a company to establish a reputation. Content: a list of

18、key characteristics, accomplishments, financials and personnel. 4. well-prepared: provide significant benefit to the company with each interview. ill-prepared: cause major damage to a companys sales and marketing efforts.II. 1. g 2. e 3. j 4. f 5. h 6. d 7. b 8. a 9. c 10. iUnit 10E-Newsletters: The

19、 Hottest New Marketing Tool电子业务通讯炙手可热的营销工具I. 1. b 2. c 3. d 4. a 5. c 6. dII. 1. combine 2. consistent 3. subscribed 4. offered 5. regardless of 6.reference 7. permission 8. retains 9. charge 10. options 11. favorable 12. efficiency Part Three Business Culture 商务文化Unit 11Business and Culture 企业与文化I.

20、 1. F (The success of your company abroad will depend on both the employees sensitivity and responsiveness to a new cultural environment and his own job-related expertise.)2. F (Its not usually equally the case. The success depends on how effectively he/she can exercise his/her skills in a new cultu

21、ral environment.)3. T4. T5. T6. T7. F (Everyone has a culture, regardless of where they were born, raised, educated, and civilized. People are with cultures of their own- interesting, diverse, rich and different from each other. )8. T9. F (Culture can and does have an enormous influence on human bio

22、logy. The most striking example can be seen in that men in their third decade of life now weigh substantially more than their grandfathers did and are, on average, several inches taller.)10. TII. 1. h 2. f 3. e. 4. g 5. c 6. b 7.d 8. a 9. j 10. i Unit 12Recognize Cultural Differences 认识文化差异I. 1. Its

23、 because most of the time our business partner encode their message using theassumptions of their own culture whereas we often decode their message according to the assumptions of our culture./We can avoid such kind of misunderstanding by improving intercultural sensitivity and recognizing and accom

24、modating cultural differences.2. Culture context is the pattern of physical cues, environmental stimuli, and implicit understanding that convey meaning between two members of the same culture. 3. When communicating across cultures, you can keep your messages ethical by applying the following four ba

25、sic principles: a) Actively seek mutual ground. b) Send and receive messages without judgment. Both parties must trust one another. c) Send messages that are honest. d) Show respect for cultural differences. 4. Executives from Latin America and Asia see time as more flexible. They believe meeting a

26、deadline is less important than building a business relationship.5. Because the simplest hand gestures change meaning from culture to culture. Dont assume that someone from another culture who speaks your language has mastered your cultures body language. 6. Recognizing cultural differences helps us

27、 avoid sending inappropriate signals and correctly interpret the signals from others. Its an important step toward improving intercultural sensitivity./ No. Being aware of cultural differences is only the first step in improving our intercultural communication. We need to balance cultural awareness

28、with cultural flexibility. To communicate across cultures successfully we must be able to accommodate these differences without judging them and without the human tendency toward ethnocentrism.II. 1. f 2. h. 3. i 4. b 5. c 6.j 7. g 8. a 9. e 10. d Unit 13Avoiding Culturally Related Business Blunders

29、 中美商业文化差异一瞥I. 1. If we dont understand cultural differences we wont be able to succeed in international business and to be good citizens of the international community. Therefore we should not only learn to honor and respect our own cultures but also to develop an appreciation, tolerance, and respec

30、t for others cultures.2. It is very important to create an environment of mutual understanding and respect through our attitude and actions. Thus our blunders are usually met with understanding and forgiveness. To show some knowledge of local culture will also help to establish a positive mood as ne

31、gotiations begin.3. Status. For example people in the United States show respect by addressing top managers as “Mr. Billings” or “Mrs. Heinrichs”. However status is very important in China. In addressing businesspeople, the official title of each person should be used, such as Chairman, President, o

32、r Manager. If a Chinese thinks that he or she is not respected, most likely, negotiations will not be successful. Chinese “Yes” versus American “Yes”. For example, if an American business person wants to make an appointment with an associate, he/she will call the individual, and they will agree on a

33、 date and time for the meeting. If a conflict should arise and the person is unable to keep the appointment, then he/she will call and make other arrangements. All is understood when an American says “yes.” In the same situation, saying “yes.” doesnt mean that a Chinese will meet at the agreed time

34、and place. The Chinese is saying “yes.”, he/she likes and respects you and, therefore, wants to please you. If you understand this you will know that he/she may or may not be at the meeting. If he/she is not, you will not be offended but will continue in your efforts to meet with him/her until you e

35、stablish a time when he/she is free to do so. Then, you can conduct the business that is important to both of you.4. American desire for agreement on specific terms while Chinese tend to agree first on general principles. American is interested in short-term goals while Chinese in interested in long

36、-term goals.5. Yes, there is. American lack patience and has a great interest in profits while Chinese make great efforts to establish an everlasting business relationship and focus on the future potential business dealings.II. 1.e 2.j 3.i 4.g 5.c 6.a 7.d 8.b 9.f 10.hUnit 14Negotiating with People f

37、rom Different Backgrounds如何与来自不同文化背景的人谈判I. 1. T2. F (the size of their entourage)3. F (You dont ask directly but just to express your wish to the organizer. )4. F (between Japanese business people)5. F (It is.)6. F (Its fine for people of all ages.)7. F (Australia)8. T9. F （French ）10. TII. 1. f 2.

38、g 3.i 4.e 5.b 6.a 7.j 8.c 9.d 10.hUnit 15Tough Negotiator Takes Control 谈判强手占上风. 1. This relatively short time was sufficient to establish his authority and position as a busy man and to put the other party on edge with impatience.2. Dr. Park made psychological use of the venue of the meeting. Anyon

39、e, of course, is more comfortable on his home turf. Expert negotiators advise that you insist on meeting at your office, or at least upon alternating meeting locations.3. Dr Park established himself as the authoritative figure in the room.4. Because he wanted to show an attitude of calm, unhurried c

40、onfidence.5. a. Notified the other party that most of our desires were not merely unacceptable, but impossible. b. Obliged the other party to negotiate preliminary with a clerk in a different department before completing the discussion with him.c. Made time his ally by refusing to see the other part

41、y for more than two or three hours during the week, after they had expended enormous time and money to meet in a place convenient for him. d. Disciplined his negotiating team to do nothing not expressly requested and guided by him. II. 1.e 2.h 3.g 4.f 5.a 6.i 7.j 8.b 9.d 10. cUnit 16A Better Way to

42、Bargain 教你谈判高招I. 1. F 2. T 3. T 4. T 5. T 6. F 7. T 8. FII. 1. negotiating 2. concession 3. absolute 4. established 5. alternative 6. revealed 7. complex 8. commerce 9. loan 10. certifying 11. approved 12. proposal Part Four Business Management 企业管理Unit 17Business and Social Responsibility 企业与社会责任感.

43、 1. b 2. d 3. c 4. d 5. a 6. b. 1. benefit 2. legal 3. improving 4. implemented 5. fair 6. shunned 7. patronize 8. rewarded 9. monitor 10. boycott 11. pressure 12.charitiesUnit 18Forms of Business Ownership 企业所有制形式. 1. three; a sole proprietorship, a partnership and the corporation structures 2. eve

44、rything; opinion 3. share 4. expertise 5. state, separated 6. run; the board of directors; 7. capital, profits 8. risk; create. 1. c 2. e 3. a 4. k 5. d 6. f 7. h 8. b 9. g 10. i 11. l 12. jUnit 19Doing Good Means Doing Well, Too 有益于社会便有利于公司.1. T2. T3. F (you dont have to do.)4. F (A little somethin

45、g youdo with heart and sincerity may go a long long way.)5. T. 1. initiative 2. entities 3. Shareholders 4. profitable 5. abide by 6. ethical 7. discretionary 8. clear-cut 9. image 10. ad hoc Unit 20CEPA - A Special Arrangement Abiding by International PracticesCEPA-一个遵循国际惯例的特殊安排I. 1. 273 types of p

46、roducts.2. On January 1, 2004. 3. With CEPA, 90% of Hong Kong domestic exports to the Mainland can enjoy zero tariffs. Also, CEPA opens up 18 service industries to Hong Kong companies. More important, CEPA provides long-term opportunities for Hong Kong people to establish business or work on the Mai

47、nland.4. The high IP value industries are knowledge-based and would not be massive in scale.5. To take the advantage of its intellectual property rights protection, free trade and investment environment and reputation in cosmopolitan design. . 1. capitalized on 2. interlock 3. liberalization 4. emer

48、ged 5. penetration 6. high-end 7. proprietary 8. distribution 9. Accessories 10.cosmopolitanUnit 21Transportation 运输. F T T T T II. for to up, as in around besides, in on, from, to aboard away, from on, ofUnit 22Public Relations 公共关系. 1. c 2. d 3. a 4. c 5. b 6. b. 1. vacuum 2. taxed 3. trust 4. coo

49、perated 5. vigilant 6. giant 7. campaign 8. proceed 9. committed 10. reputation 11. Evaluation 12. valued 13. instructed 14. principle 15. recycle 16. protect 17. radius 18. charitablePart Five Leadership 领导艺术Unit 23The Job of a Manager 管理者的工作 1.d2.b3.d4.b5.c6.d 1.precisely2.score 3.interpret 4.obje

50、ctive 5.striving 6.assigned 7.delegated 8.moted 10.ranging 11.convinced 12.developUnit 24Leadership 领导的艺术. 1. d2. a3.b4.d5.a6.d.1.emerges 2.swift3.dimension 4.predominate 5 ply with6.heed7.depends 8.according to 9.involving 10. participate in 11.specific12.by contrastUnit 25Depression

51、 in the Workplace is Costly 工作场所精神不振，代价高昂I. 1.c 2. a 3. d 4. c 5. d 6. dII. 1. suffer 2. bewilder 3. approach 4. productivity 5. alike 6. competent 7. claim 8. various 9. available 10. induced 11. flexible 12. ResourceUnit 26Emotional Intelligence Becoming Key in Todays Workplace 情商开始在工作中崭露头角I. 1. F

52、 2. T 3. T 4. T 5. F 6. T 7. F 8. F 9. T 10. TII. 1. differentiate 2. subordinates 3. specialize 4. aware 5. viewed 6. excelled 7. behavior 8. valuable 9. intuitive 10. empower 11. assessments 12. negative 13. counting 14. professional 15. strength 16. facilitiesUnit 27Keeping Employees Interested i

53、n Your Message 如何让员工关心公司I. 1. T 2. F 3. T 4. T 5. T 6. F 7. T 8. TII. 1. conference 2. coordinated 3. perceive 4. commit 5. issue 6.appreciated 7. involved 8. encompass 9. due 10. response 11. scheme 12. OverallPart Six Finance 金融业务Unit 28Foreign Exchange 外汇I . 1. The major problem associated with i

54、nternational trade is the problem of which currency to use in international commerce. 2. If a trader makes a deal that is going to be paid in a foreign currency,the trader will receive less value for the goods than he originally thought; extra profit could be made if the foreign currency increases i

55、n value. 3. One way is to include the estimated cost of the currency change into the deal to protect against potential loss. Banks may also be willing to assume the risk of currency fluctuations with foreign currency letters of credit.4. A hedge is a contract that provides protection against the ris

56、k of loss from currency fluctuations.5. Forward market hedge, money market hedge and options marketII. 1. money in a foreign currency. 2. a person who buys something. 3. the right to sell a friend quantity of a commodity, currency or security at a certain price and on a certain date.4. a person or an organization that earns money by buying goods