口语练习试卷3（共137题）

口语练习试卷3（共9套）（共137题）口语练习试卷第1套一、初试(本题共18题，每题1.0分，共18分。)1、Saywhatyouwant—strong明确表示自己所需标准答案：Deliverymustbewithin2monthsorI’mnotinterested.I’mlookingforalargediscount.Offermeaunitpriceof19.5on30,000unitsandwecandobusiness.Thisismylastoffer.知识点解析：暂无解析2、Saywhatyouwant—Polite客气表示自己所需标准答案：Iwouldliketohave...Ireallyneed...Ifyoucouldofferme...Iwouldprefer…知识点解析：暂无解析3、Makingoffers提出报价标准答案：On10,000units,Icanofferadiscountof30%.Ifyoubuy50,000units,thenIcanofferaunitpriceof19.5.Ifyouorder50,000,thenIcanauthorizepaymentin90days.知识点解析：暂无解析4、Turningdownoffers—strong坚决拒绝对方报价标准答案：I’mnotinterestedin23.5.Ican’tgobelowthatprice.知识点解析：暂无解析5、Turningdownoffers—polite客气拒绝对方报价标准答案：I’msorrybutthat’sunacceptable.Ican’tdothat,I’msorry.知识点解析：暂无解析6、Accepting接受条件标准答案：Ithinkthatofferwillbeacceptable.Whynot?Yes,ofcourse.Iagreeto...,That’sadeal.知识点解析：暂无解析7、Interrupting打断对方标准答案：I’vegottostopyou...CanIjustcomeinhere?CanIinterrupt?Justamoment.知识点解析：暂无解析8、Don’taccepttheinterruption不要让对方打断自己的陈述标准答案：Justletmefinish.Pleaseletmefinish.知识点解析：暂无解析9、Standingyourground坚持自己的立场标准答案：Well,asIsaidbefore...AsI’vealreadysaid...Iseewhatyoumean,butthepointis...WhatIamsayingis...Ithinkyou’vemisinterpretedwhatIsaid.Youaremissingthepoint.No,that’snotwhatIsaid.It’s(not)companypolicyto...Youmustrealizethat...知识点解析：暂无解析10、Pushingyourpoint强调自己的论点标准答案：Letmecomebacktothepointabout...I’mnotsureyou’vereallyansweredmyquestion.Areyousayingthat...?ToreturntoMsPeggy...I’dliketogetthisclearinmymind...Letmeputthisanotherway...Surely,thatmeans...Perhapsyoucanexplainhow...Wouldyousaythat...?知识点解析：暂无解析11、Statingyourposition陈述自己的态度标准答案：Whatwe’relookingfor...Wethink...We’dliketo...There’snoway...Wewouldn’twantto...Iguarantee...Iwashopingfor…知识点解析：暂无解析12、Changetoanewpoint转入新议题标准答案：Let’stalkaboutunitpriceratherthandiscount.Okay,let’stalkabout...Nowlet’slookattermsofpayment.Nowlet’sturnto…知识点解析：暂无解析13、Analyzingyourcompetitors分析自己的竞争对手标准答案：a．TechnologyIstheirtechnologythesameasours?Isitasgoodasours?Isitreliable?Exactlyhowunreliableisit?Willitaffecttheirsales?b．MarketingstrategyWhathaveyoufoundoutabouttheirmarketingstrategy?Whatabouttheirmarketingstrategy?c．PackagingWhatdoyouthinkoftheirpackaging?d．AdvertisingWhenistheadvertisingcampaignscheduled?HavetheyscheduledaTVadvertisingcampaign?e．AdvertisingbudgetHaveyouheardwhattheyarespendingonadvertising?Whataretheyspendingonadvertising?f．SellingpriceWhatisthesellingprice?g．ProductionWhat’stheirunitcost?Whatwillitcosttoproduce?Willtheyproduce50,000,000?Ormore?Howmanyunitswilltheyproduce?知识点解析：暂无解析14、Describingsimilarproducts描述类似产品标准答案：Ihaveneverseentwoproducts,whicharesosimilar.Thisproductisverylikeanewtoywehavedeveloped.Thetechnologyisthesameasours.Inconceptanddesign,therearenobasicdifferences.知识点解析：暂无解析15、Sayingwhatyouhavedone陈述所作所为标准答案：Ihaveexaminedthecomponents.I’vealreadyscheduledtheTVadvertisingcampaign.知识点解析：暂无解析16、Sayingwhatyouhaven’tdone陈述尚未完成标准答案：Ihaven’tcompletedthetestsyet.Ihaven’tretiredyet.Ihaven’tfoundouttheexactdateyet.知识点解析：暂无解析17、Proposingsolutions提出解决办法标准答案：Therearetwoimmediatethingswecando:wecanincreaseouradvertisingbudgetandbringforwardthelaunchdate.YouneedtogetouttoAmerica-fast.Themostimportantthingnowistoletthesalesforceknowaboutthechange.Weneedtoe-mailthematonce.WemustgetintoMr.Smith’scatalogue.知识点解析：暂无解析18、Makingcomparisons进行比较标准答案：Theirproductshavealargermarketshare.Theyhaveacheaperproduct.Theyhaveanearlierlaunchdate.Wethinktheyhavealargeradvertisingbudget.知识点解析：暂无解析二、讨论(本题共2题，每题1.0分，共2分。)19、Summarize归纳谈判结果标准答案：So,let’sclarifythepositionsofar.Tosummarize…Wehaveagreedonaunitpriceof30for50,000.Weagreeto…So,allwehavetodonowisfinalizethedeliveryarrangements.So,now,wemust…知识点解析：暂无解析20、Postpone推迟讨论标准答案：Well,let’sdiscussthedetailstomorrow.Let’sdealwiththatlater.知识点解析：暂无解析口语练习试卷第2套一、小型演讲(本题共13题，每题1.0分，共13分。)1、Globalization:Reasonsforglobalization(全球化原因)标准答案：Openingsentence:Thetendencytoconcentrateiscertaingeographicregionsislessening.Industrieshavebecomemoregeographicallydiversified.Mainpoints:a．Thetermofglobalizationdescribesbusinesses’deploymentoffacilitiesandoperationsaroundtheworld.b．Globalizationalsoresultsinmoreexportstoandimportsfromothercountries,oftencalledoffshoresalesandimports.c．Globalizationofservicesisalsowidespread.Supportingideas:a．Improvedtransportationandcommunicationtechnologies.b．Loosenedrelationsonfinancialinstitutions.c．Increaseddemandforimportedgoods.d．Loweredinternationaltradebarriers.Concludingsentences:Globalizationfostersanincreasinglyinterdependentworldeconomy.Thetrendtowardglobalizationshouldbeparticularlyvisible.知识点解析：暂无解析2、Globalization:Disadvantagestoglobalization(全球化危害)标准答案：Openingsentence:Globalizationhasvisibleadvantages,howeveroperationsinothercountriescanhavedisadvantages.Mainpoints:a．Afirmmayhavetorelinquishproprietarytechnologyifitturnsoversomeofitscomponentmanufacturingtooffshoresuppliersorifsuppliersneedthefirm’stechnologytoachievedesiredqualityandcostgoals.b．Theremaybepoliticalrisks.Eachnationcanexerciseitssovereigntyoverthepeopleandpropertywithinitsborders.c.Employeeskillsmaybelowerinforeigncountries,requiringadditionaltrainingtime.d．Whenafirm’soperationsarescattered,customerresponsetimescanbelonger.Effectivecross-functionalconnectionsalsomaybemoredifficultifface-to-facediscussionsareneeded.Supportingideas:a．Freetradeisnotwithoutcritics.b．Thelowwagecountrieskeepwagesartificiallylow.c．Theunderdevelopedcountriesundercutenvironmentallaws.Concludingsentences:Relocationdecisionsinvolveaddedcomplexitieswhenafirmsetsupfacilitiesabroad.Firmsmusttakeaglobalviewoftheirmarketopportunitiesandcompetitors.知识点解析：暂无解析3、Globalization:China’sLongMarchtoglobalization(中国实现全球化的路程漫长)标准答案：Openingsentenc`e:Chinesecompaniesbelievetheyhavenochoicebuttogooverseas.Chinesefirmshavesuchalongwaytogo.OnlyahandfulofChinesecompaniesoperategloballyandtheyareonlyintheinitialstage.Mainpoints:a．China’sfirmsareyoungandinexperiencedintheglobalmarket.b．China’sfirmsarepayingtoomuchforheadhunting.c．Thereareotherproblemscommonwithcross-bordermergersandacquisitions,—clashesofcorporatecultureandworkingpracticesandfindingandkeepingcapablemanagers.d．Chinadoesnothavethepoliticalclouttohackitsoverseasexpansion.Supportingideas:a．Chinaalsocannotdevelopglobalcompaniesbyvirtuallyclosingtheirmarketstoforeigngoodsandinvestmenttoenabletheirowncompaniestoaccumulateprofitsathometofundanaggressiveexportstrategyandsubstantialresearchanddevelopmentspending.b．Chinahasalmostnoglobalbrands,andmanyofitscompaniesproduceforsomeoneelse.c．ThemajorityofChinesefirmswereattheprimarystageofinternationalization,makingOEMgoodswithlimitedprofitmargin.Concludingsentences:Chinahasalongwaytogotoglobalization.ThisisthenewLongMarchonwhichChinesecompanieshaveembarkedwhateverthepricetheyhavetopay.知识点解析：toundercut削弱，破坏，削价抢生意，愿拿低薪抢工作机会。torelinquish放弃，放开，让与，撤回。globalbrand世界性品牌。clout神通，影响，权势。profitmargin利润差额，赚头。anarrowmarginofprofit薄利，微利。4、CustomerRelations:theimportancetoacompanyofreliablecustomeropinionsofproducts标准答案：Suggestedanswers:a．Inmyopinion,it’sveryimportanttolistentowhatreliableeustomerthinkabouttheproducts.Companyshouldwelcomefeedbackfrompeoplewhousethegoodsitproduces.Itisevenmoresoforsmallbusiness.Incompetingwithlargeconcerns,however,thesmallfirmhasatleasttwoimportantfactorsworkingtoitsadvantage:first,itisclosercontractwithcustomersandemployees,andsecond,itisflexibilityinproduction,marketing,andservice,ffcompaniessolicitsreliablecustomers’feedbackregularly,theycancometoknowhowtopositivelytakebrand-buildingactivities~suchasadvertising,infavoroftactics,especiallypricepromotions,soastoincreasemarketsharequickly.b．Itisimportanttolistentotheopinionsofreliablecustomers.Becauseyouhavetobeawareofcurrenttrendsinsuppliers’market,competitors’activityandbothlocalandglobalcustomerdemand.Itisevenmoreimportanttoheartheirperspectiveonwherethefutureisheading.Ibelievethatrealcompetitiveadvantagecomesfromlisteningtoothers,includingthosewithdifferentperspectives.Thereisaroomforcommunicationeventhoughwehavedifferentviews.Wecanseekcommongroundwhilereservingdifferences.Weshouldlistentotheiropinionsofthebrands.Brandsareamongacompany’smostvaluableassets.c．Brandsareinsubstantialthings,meresymbols,names,andassociations.Sometimestheysignalrealdifferencesbetweenproducts.Sometimestheyarepureillusion.Eitherway,brandsareakintoaproduct’sreputation,andtheyinfluenceconsumers’reputation,andtheyinfluenceconsumers’perceptions.Brandsaddvaluebymakingcustomersloyaland,often,willingtopaymoreforthethingsbranded.Youhavetogetthecustomeropinionsandkeepabreastofthisinformation.Thereforeitisveryimportantforcompaniestohireorappointpeoplesolelytomonitorthestatusofbrands.Inordertomonitorthestatusofbrands,itisimperativeforthemtoknowtheircustomers.d．Thecompaniesmustknowtheircustomers’likesanddislikes.Theyshouldregularlylistentothereliablecustomers’opinionsoftheproducts.Theymustrespectcustomers’opinion,iftheywanttoimprovetheirproductsandserviceatthetarget.Theymustsatisfytheircustomers’demands,iftheywanttomakecustomersloyal.Onlybyobtainingreliablecustomeropinionsofproducts,cantheytakealongviewonguardingproducts’images,nameassociationsandperceivedquality.Onlybytakingoncustomers’goodsuggestions,cantheypossiblyabandonshorttimehorizonsoastoshoreupcompany’scustomerrelations.知识点解析：towidenone’shorizon开阔眼界。toshoreup支撑，巩固。feedback反馈。brand-building打造品牌。goglobal走向世界。5、StaffDevelopment:theimportancetoacompanyofreliableemployees标准答案：Suggestedanswers:a．SofarasIknow,reliableemployeescanbevaluableassetstoacompany,hisimportantforacompanytohavereliableemployees.Ifacompanywantstocontinuetothesuccessofabusiness,itmustbuildagoodteam,whichwillperformeffectivelyandmakehugeprofitsforthecompany.Thebetterthepeopleare,thebetteritisforyourcompany.However,withoutreliableemployees,itisimpossibleforthemanagementtobuildupagoodteam.Withoutagoodteam,itisimpossibleforacompanytoprovidecustomerswithhighqualityproductsandservices.Asaresult,thecompanycannotstayafloatintoughcompetition.b．Asweallknow,businesssuccesslargelydependsonagoodteamandagoodteamconsistsinreliableemployees.Manypeoplehavestudiedtheartofteambuilding.Oneofthemostinterestingworksonteambuildinghasbeentoidentifytheindividualroles,whicharecrucialtoasuccessfulteam.Whileindividualsinamanagementgrouphavetheirformaljobtitles—accountant,designer,marketingdirector,productionmanager,andsoon,—theyalsoperformavarietyofpersonalitytypesandateamwillworkmosteffectivelyffithasthemall.However,asuccessfulteamneedn’tbemadeupofninememberssincesomepeoplemaybemorethanonepersonalitytype.Thusateamofthreecouldworktogetherverysuccessfullyif,amongthem,thememberscombinedtheninepersonalitytypes.c．Havingagoodteamofreliableemployeesiscrucialtoacompany.Thereisaroominateamforthecompletemaverick,thepersonwhodoesn’tfollowcompanyrolesallthetime,andisadifficult,possibleevendisruptiveelement.Itispossibletohavethatkindofpersoninateam.Butamaverickinateamofpeoplewhoverymuchfollowthecompanylinecanbeextremelyusefulbothinpointingouttheemperorhasnoclothes,andthiskindofthing,andalsostimulatingdiscussion.Peoplehavetounderstandwherethatpersoniscomingfromand,allowthemtoexpresstheirideasandviews,butofcourse,notnecessarily,undertaketoactonalltheirmadideas.ButIthinkit’sagoodideatohaveamixofpeopleandonepersonlikethatinateam’sveryhelpful.知识点解析：tostayafloatintoughcompetition在严酷的竞争中不被淘汰。maverick持异见者，爱提不同意见者，爱抬杠者。disruptiveelement破坏性因素，分裂性分子。mix混合，搀和。6、Businessstrategy:howtomaintaintheconfidenceofcompanyshareholders标准答案：Suggestedanswers:a．Everyoneknowstheimportanceofmaintainingtheconfidenceofcompanyshareholders.Asforhowtomaintaintheconfidenceofcompanyshareholders,itisnotaneasyjobtodealwith.Inmyopinion,itlargelydependsoncompanyperformance.Inotherwords,itislargelybasedontheamountpaidouttoshareholdersforeachdollarinvested.Theshareholdersarealwayswatchingtheprice/earningratio(currentsharepricedividedbyearningspershare).TilehigherP/Eratiowillboostshareholders’confidence.Thereisalwaysavailabilityofshares.Thecompanymusttaketheopportunitytoincreaseavailabilityofshares.Confidenceofcompanyshareholdersiscrucialtobusinessstrategy.b．Oneoftheimportantpartsofbusinessstrategyistomaintaintheconfidenceofcompanyshareholders.Thecompanyshouldmakesafeinvestmentssoastomakethecompanyprofitable.Ifthecompanyconsistentlylosesmoney,theshareholderswilllosetheirconfidenceinthecompany.Theymustnotjustmanagetobreakeven.Companyneedstocreatewell-knownbrands.Whentheywanttobelistedonthestockexchange,theyshouldmakethemselvesveryfashionableatthemoment.Investorsareattractedtotheprofitablecompaniesbecausetheyareexpectedtomakehugeprofits.Thecompanyhastoperformwelltodriveupthepriceofitsshares.Themanagementshouldnotjustgivepromiseofaquickprofit.知识点解析：shareholders股东。p/eratio(price/earningratio)市盈率。toboostconfidence/morale提高信心/提高士气。stockexchange证券交易所。tobreakeven打成平手，得失相当，盈亏平衡，不赔不赚。7、Training:theimportanceofprovidingtrainingforcompanypersonnel标准答案：Suggestedanswers:a．Ithinkprovidingtrainingforcompanypersonnelisveryimportant.Theremightbenegativefeedbackonthecontent.Somepeoplemightsaythatstafftrainingislimitedvaluetothem.Itisonlynecessaryfornewstaff.Itislessnecessaryforjuniorstaffthanforthem.Iwouldliketohighlighttheimportanceofstafftraining.Educationisthekeytobusinesssuccess.In-servicetrainingoroff-the-jobtraining,whatever,willupgradestaffqualification,andimprovetheirperformance,andendupbringinginhugeprofits.Everythingischangeable.Qualifiedpersonnelarethekeytobusinesssuccess.Withoutpersonneltraining,it’simpossiblefortheemployeestokeeppacewiththedevelopmentofhightechnology.b．Educationisthesourceofprofit.However,Ibelievethatstafftrainingisimportant,anditisnecessaryforallstaffofthecompany.Isaysobecausestafftrainingwillimproveperformance.Thecompanyisperformingbadly.Itislargelyduetolowworkefficiency.Somestaffmemberslacksufficientexpertise.Itisimperativetoconductstafftrainingtoimprovequalificationsandskillsoftheemployees.Thehigherqualification,thehigherperformance.Ifyoudoit,youcanmakeit.Ifyoudon’tdoit,you’llgetnowhere.c．Stafftrainingisimportant.BystafftrainingImean,atpresent,thetrainingprogramshouldincludesessionson:communicationskills,presentationtechniques,timemanagement,customercareandnegotiatingskills.Stafftrainingwillimproveperformance.Inaddition,stafftrainingwillenhancethecompany’sreputation.Whenthecompanyconductsstafftrainingandplaceshighvalueonstaffscareerdevelopment,itwillattractmorequalifiedpersonnel.Itwillalsoreducestaffturnover.Keepingtheexperiencedskilledemployeesmeansretainingahighqualityworkforce.Maintainingahighqualityworkforcemeansholdingthekeytobusinesssuccess.d．Inmyopinion,stafftrainingisnecessarybecauseinvestingintrainingpromotesstaffloyalty.Ifthecompanyallocatesfundsforin-housetraining,itshowsthatthecompanyplaceshighvalueonstaffscareerdevelopment,anditwilldelightthestaffmembersandboostthestaffmoralandconfidence.Itwillhelpemployeeskeeptheirmindonwork,thusreducingstaffturnover.Asforlanguagetrainingcourse,Idon’tthinkitisnecessaryforthemoment,sincemostoftheemployeesspeakEnglishwell.ThetrainingprogramsshouldfocusonITcoursesandInternationalBusiness.TheTrainingprogramsshouldconsistofearlymorningsessions,one-dayeventsandresidentialweekends.Asforhumanresourceofficials,youmayask,whatdotheyneedtodofirst?Ithinktheyneedtoprepareadraftoftrainingschedule,submitanestimatefortheprogram,anddesignaquestionnaireforparticipants.知识点解析：in-servicetraining在职培训。off-the-jobtraining脱产培训。on-the-jobtraining在岗培训。in-housetraining机构内部培训。staffturnover雇员流动率。trainingcourse培训班，培训课程。附录：Stafftraining:Whathasbeentheimpactsofar?Stafftraininghastellingimpactsofaronbusiness.Aswecansee:Productivityhasrisen.Workinghourshaveincreased.Thequalityofworkhasimproved.Howdostaffworkingfromhomecopewithtechnology?Thecompanygivesitsstafftrainingfirst,andthestaffcanlearnITtechnologyintheirowntime.Thenetworkcanalsoprovidethemwithnecessaryhelp.8、Marketing:theimportancetoacompanyofresearchingconsumertastesandtrends标准答案：Suggestedanswers:a．Researchingconsumertastesandtrendsisveryimportant.Isaysobecauseyouhavetodomarketresearchbeforeyoustartabusiness.Whenyouundertakemarketresearchandtoassesstheresultswithgreatcare,youneedtofindoutaboutyourpotentialcustomersandthestateofthemarketincludeyourcompetitors.Themoredetailedyourmarketresearchare,themoreprofitableyourbusinessislikelytobe.Carryoutyourstudythorough,andrepeatittoensureyourresultsarereliable.Ifyoudoit,you’llgettoknowyourtargetconsumersandyourcompetitors.b．Inmyview,itisnecessaryforcompaniestoresearchconsumertastesandtrends.Asweallknow,consumerslookforthebestvaluesforwhattheyspendwhileproducersseekthebestpriceandprofitforwhattheyhavetosell.Changesintheconsumerhaveaverydirecteffectonthesuccessofvariousapproachesinsalesandsalesmanagement.Manydifferentforcesareworkingtoalterthebuyingbehaviorofthemodernconsumer.Ifyoudon’tknowtheconsumertastesandtrends,youcannotre-orientateyourproduction,andyoucannotproducemarketableproducts.c．Marketresearchisveryimportant.Internationalcompaniesarealltoooftenblindtolocalneeds.Wenowinamarketinwhichtechnology-enabledconsumerscannowengagethemselvesinanactivedialoguewithmanufacturers—adialoguethatcustomerscancontrol—companieshavetorecognizethatthecustomerisbecomingapartnerincreatingvalue.Thecompaniesneedtoknowhowtheshiftingroleoftheconsumeraffectsthenotionofacompany’scorecompetencies.Wherepreviously,businesseslearnedtodrawonthecompetenciesandresourcesoftheirbusinesspartnersandsupplierstocompeteeffectively,theymustnowincludeconsumersaspartoftheextendedenterprise.d．Marketresearchiscrucialtothebusinessstrategy.Companiesmustresearchconsumertastesandtrends,iftheywanttomakeprofits.Iftheydomarketresearch,theyarefarmorelikelytoprovidegoodsorservicescateringtotheconsumers’needs.Intheory,unlesstheycanprovidegoodsorservicesofaqualityandpricetocompetewithothers,theyaredrivenfromthemarket,soonlythemostefficientandthosewhobestservethepublicremaininbusiness.Iftheydon’tdomarketresearch,theyaremostlikelytogetnowhere.知识点解析：marketresearch市场调研。cateringtotheconsumers’needs迎合消费者需要。potentialcustomer潜在的客户。businessstrategy企业策略。9、FinancialManagement:howtoensurethatacompanyplanisimplemented?标准答案：Suggestedanswers:a．Personalfactorsareimportantineffectivemanagementofabusiness.Qualifiedpersonnelarethekeytoeffectivemanagement.Tileabilitytodirect,tolead,eventoinspireothers,isobviouslyahumanattribute,asistheabilitytoacceptandexecuteassignmentsofresponsibilityfromanother.Theabilitytowinandmaintainconfidence—asreflectedinsecuringfinancialbacking,creditextensions,loyalemployees—isapersonalcharacteristicofvitalimportanceinbusiness.Toensureacompanyplanisimplemented,itisimperativetocreamoffthebestpersonnelfromamongthecandidates.b．Whenwesayeffectivemanagement,wemustrememberthatthebusinessisaprojectionofmanagement’spersonality.Ingeneral,individualshavewhatittakesortheydonot,andhaving"it,"theydoagoodjobwillfullyortheyfail.Thesepointscannotbeoverstressed,forbusinesssuccessisaphilosophy,apointofview,andanapproachthatmustpermeatetheentrepreneur’smindthoroughlyifheorsheistohavemasteryoftheenterprise.Toensureasoundfinancialmanagement,companieshavetoaddresstheissueofensuringethicalbehavioramongsttheirstaff.c．Today’sbusinessobjectivesarethreefold:tomakeprofits,tobeatthecompetition,andtodelightcustomers.Toachievethefirsttwoobjectives,youmustaccomplishthethird.However,traditionalcost-managementtechniquesfocusedonthefirstobjectiveonlybyminimizingcostregardlessoftheeffectsoncustomers.Costmanagemententailsfarmorethancostcutting.Goodcostmanagementmustbeforwardlooking.Itisstillimportanttolookbackward,butthemoreyoulookforwardtotargetcostsandmanageoperationstomeetcostgoals,thelessyouwillhavetolookbackwardtofindoutwherecostswentawry.d．Costcuttingisimportanttocostmanagement.Butfinancialmanagemententailsfarmorethancostcutting.Effectivefinancialmanagementmustbeforwardlooking.Andlookingbackwardisalsoimportant.Andthusyoushouldavoidthetrapoftryingtoaccountcostsoutafterthefact,ratherthandesigninglowercostsinbeforethefact.Customershaveanexpectationofpricebasedonadvertisingorsalespromotion,butthatpricedoesnotalwaysmatchtheirviewofwhethertheproductisworthitsprice.Thevalueviewisoftenrelatedtotheimage.知识点解析：tocreamoffthebest挑选最好的。permeate遍布，弥漫，感染，透过。philosophy哲理，见解，理念。toaddresstheissue处理问题。ethical合乎道德的，伦理的。behavior行为，举止。mastery驾驭，控制权，精通，熟悉。entail需要。forwardlooking前瞻性的。projection设计，规划，投射，投影。10、StaffManagement:theimportanceofencouragingstafftomakesuggestionsforimprovements标准答案：Suggestedanswers:a．Itisimportanttoencouragestafftomakesuggestionsforimprovements.First,takingonstaffsuggestionshasbeenanimportantelementincompanysuccess.Ifyoulistentotheiropinions,youcangainyourfactsstraightbeforemakingfalseallegations.Staffsuggestionswillgenerateagreatdealofnewideas.Youcanabsorbalargeamountofinformationsoastobroadenyourvisionandhorizonandtoestablishcleargoals.Secondly,bylisteningtotheirviews,youcangetafarbetterunderstandingofyourstaff.b．Theessentialpartofeffectiveteamworkistoseeyourcompanyasdifferentteammemberswhoareworkingtogether,ratherthanasindividualswhoareworkingseparately.Encouragingstafftomakesuggestionsforimprovementsisimportant.Itisusefulforthemanagerstounderstandthepersonalitiesofthepeopletheyareworkingwith.Thentheywillbeabletoanticipatehowthesepeoplewillreactincertainstressfulsituations.Youcanclarifyalljobdescriptionsrationally,andcarryoutregularplanningmoresmoothly.c．Ifyouvaluestaffsuggestions,itwillinspireyourstaff.Youwillhavegreaterabilitytomotivateandcommunicatewellwithyourstaffmembers.Communicationisimportant.Staffmembersneedtotalktomanagersabouttheworkingpracticeswithinacompany.Bothpartiesshouldfeelthattheexpectationsarerealisticandallowthemtohaveresponsibilitiesandinterestsoutsidework.Tileemployeeswillperformevenbetterthanbefore.Itwillalsoinspireothers.Itwillendupattractinggoodpersonnel.Therefore,itisadvisabletoencouragestafftomakesuggestionsforimprovement.知识点解析：broadenyourvision开阔眼界。personality人格，个性。teamwork团队合作，集体协力，团对配合。Falseallegation凭空指控，错误指控。stressful紧张的，感到压力的。11、Purchasing:howtoensurethatsuppliersconsistentlymeetdeadlines标准答案：Suggestedanswers:a．Toensurethatsuppliersconsistentlymeetdeadline,itisadvisabletodothestepsbelow.First,youshouldbuildupgoodrelationswithmanufacturersthroughthegoodwillofthebusiness.Ifyouwanttoimprove,youhavetoforgetie-upswithsuppliers.Ifyoudon’tdoit,you’llgetnowhere.Secondly,Youshouldalsouseyourcreditworthytobuildupawiderangeofcontacts.Ifyouwanttoboostsales,youhavetobuildupandkeepawiderangeofcontacts.Thegameismarketingandopeningmoresupplychannelsandmoredistributionunits.Thirdly,youcollectinformationquicklysoastoimproveabilitytoreacttochange.Informationisalwayshelpfultodecision-making.b．Ifyouwanttoseewhichwaythewindisblowing,ifyouwanttomakecorrectjudgment,ifyouwanttomakethingsmorepredictable-programmed,youhavetogainnecessaryinformationintime.Then,youneedtogivenecessarysupporttodealingwithunpredictableproblemsorunprogrammedevents.Thirdly,youneedtokeepgoodemployeesandmakeefficientuseofmanagementtalent.Ifyouwanttogetthingshighlystructured,ifyouwanttomaintainproperrelationshipwithyourclients,youshouldkeepemployeesinalliancewithyourbusinessstrategy.c．Whatwouldyoudowhenchoosingyoursupplier?Thereareseveralfactorsinvolvedinit.First,youneedtomakesurewhetherthesupplierscouldrespondquickl