BEC口语part 2
bec口语第二部分
口语第二部分题1 what is important when evaluating the success of teamwork ?Mutual trust is the secret of successful teamworkFull cooperation among team members has a direct impact on the success or failure of the team Timely communication and decision making will also help to improve team efficiency2 what is important when communicating management messages to the staff ?It is important to clearly state your overall purpose and expectationsProviding feedback on their performance is also importantManagers should be more open in sharing information3 what is important when aiming to control production costs ?Quality suppliers :it is important to cut down the cost of raw materialsEfficiency of production line is another important thing to considerMeasures should be taken to eliminate waste4 what is important when aiming to slash business overheads ?business overheads and expenditures needs to be budgeted and apportioned as fairly as possible to different department of the businessLong-term effect should be considered ,we should not aim to seeing instant effectWe also need to involve our staff members into the overheads reduction plan and try to see if they have anything to contribute to it5 what is important when coping with a heavy workload ?Company should introduce more benefits programmesTime management is also importantCompanys should also care about staff's mental health6 what is important when designing a layout of an office ?We have to appropriate use of space properly .we should establish work area for different tasks such as computer activities ,storage space and paper workLighting is also critical .we should consider how much lighten and what type of lightening is neededIt is also important to consider health safety and comfortable7 what is important when developing logistic strategies ?Customer service is where supply chain management or logistic startLogistic is about managing the flow of material and the flow of informationYou should also consider order processing and warehouse management and inventory ,material management8 what is important when measuring corporate performanceBusiness activities can have environmental impactsCode of ethics is the core of company culture and is an important tool for company striving for long term growthProfit and margins9 what is important when selecting a employment interviewer ?Personal qualities are important such as humility ,the ability of thinking objectively Interviewing skills such as the key to raise questionsExperience in coping with people from various backgrounds10 what is important when choosing a training programme to attend ?Consider the training contentTrainer's qualification .to make a course effective ,trainers play a very important roleLocation of training can not be ignored .11 what is important when choosing a new career chance ?It is important to consider location ,especially for one who is married and has childrenStarting salary is also important ,though may not the most important oneWhether you new job really fit you12 what is important when thinking about going for a promotion ?Work-related qualities are important ,these include qualifications training,skills and ability Relevant personal qualities,such as loyalty and responsibilityConsider your strengths and weaknesses and try your best to make up your weaknesses13 what is important when motivating senior executives ?The offer of stock options is important .in doing so ,senior executive's fortune is closely connected with the company'sSpecial benefits are also important .such as company car ,mobile phone and first-class air travel and so onBase salary short term incentives14 what is important when aiming to retain good staff ?Creating a pleasing work placeCareer plansTraining15 what is important when manage ineffective performanceTraining ,offering relevant training programmes would improve staff's abilityTransfer to another job or department can be important and useful tooWay to motivating the individuals are important as well16 what is important when deciding base salaryComparison with other companys is important .if your base salary is higher than others, it will attract a large number of candidateAvailability of local forceCompany finance and compensation policy .keep staff's salary at a acceptable level17 what is important when dealing with employee's misconductThe role of immediate can be very important .To correct employee infractionsColleagues assistance18 what is important when planing health and safety training for employeesSelect the right and related topicsStaff involvement in designing and implementing the training programme is important Opportunity for Retraining is very important because health knowledge should be emphasized and reinforced from time to time19 what is important when managing a busy schedule ?Time management skills:a keeping to do list will remind you of all essential task s to be finished it is a powerful way of organising yourselfCooperation with others who is around youUse advanced technology will help you to speed up20 what is important when managing job stress ?Developing hobbies is very importantYour job target is also important .reexaming you job goals and make some realistic oneGetting enough sleep and nutritious food21 what is important when development new product ?Market research :find if their is a market for this new productPricing is very importantPositioning your new product22 what is important when setting price for new product ?Costs competitors price quality23 what is important when promoting a productAdvertising sales promotionDirecting marketing is also important.direct mail telephone and internet24 what is important when deciding packaging for a productBest image of the product :colour texture and designThe packing design is also important ,the packaging should catch buyer's eyesOffer consumer convenience :make it easy to open the container and use the product25 what is important when choosing household appliance ?Brand name :well known brand name means high quality,better after-sales service Technology, find out if they use the state of the art technologyPrice26 what is important when dealing with customer complaints ?Remain calm suggesting a solution do not make any promise that you can not keep27what is important when maintain customer loyalty ?Discounts quality products service28 what is important when choosing an airline for a business trip ?In-flight catering :many business man will have to work right after they get off the plane and they may faced with jet lagDestination offered :if your company has business in european countries ,you would better choose a airline with flight to all major european citiesService ::such as video,that will make you relaxed ,otherwise ,you may feel dull during the flight time29 what is important when choosing a hotel for people traveling on business ?Location facilities provided price30 what is important when planing business trips ?Purpose travel arrangement luggage delegating essential tasks staying accessible31what is important when having a business trip abroad ?Arrive early and leave time to rest.Dressing properly:you should show respect to your host32what is important when selecting staff to fact-finding tours abroadPosition in the company .related to the tasks to accomplishPrevious experience .33 what is important when designing a company brochure ?Company culture :presenting your corporate image to the publicCostsConsider the target market the interest :to make the brochure as attractive as possible34 what is important when designing a company magazine?Target audienceContents includedCostsThe numbers of issues35 what is important when sending corporate gifts to foreign business clientsCulture differencesCompany logo :it should me small ,otherwise ,it will be look like a company advertisement Highest quality and the best tastes .ti conveys our warm feelings of respect and appreciation36 what is important when dressing for a job interview ?Professional image:you have to quiet aware how the interviewers will see you, first impression is important ,so it would me more appropriate to dress a bit conservatively ?37what is important when entertaining your business clients ?It is very important to have a clear plan in mind when we come to the meeting ,that is to say ,we have to work out a list of objectives to achieve ,while we entertaining them,we quietly and smoothly direct the meeting toward our goalsCostInterests38 what is important when selecting a company location ?Transportation costs ability to attract new recruits convenient39 what is important when exporting goods or services for the first time ?Cultural difference :.culture differs from country to country meet their interestProfessional adviceSelected staff40 what is important when entering a franchising agreement ?Brand name ,fanchisees can use the well-recognized brand name to make profitsTraining programmes :which should include managing skillsShould have the minimum amount of money for opening a franchised company :there will be a various costs including the franchisee fee and opening costs ?41 what is important when dealing with competition ?Pricing policy advertising policy product and service quality42 what is important when conducting computer training ?External expertsParticipant:get as many as people as possible in computer training because will become more and more popular in the futureEquipped some staff members to be on-site mentors43 what is important when choosing new computer equipment ?Reputation of the manufacturer:reliable and the quality is highProvision of staff trainingAfter-sales service44 what is important when introducing a new computer software?Potential benefits to find out if it can help your work easierConvenience to use:should be easy to learn and operateHardware requirement45 what is important when improving network security in a computer ?Regular reviewSecurity systems :internet security threats are becoming increasingly more complexTaking advice from consultant46 what is important when setting up a company websitePossible benefitPromotionDesigning47 what is important when designing a company website?Content :rich and relevant information like company profile,the achievement and the latest developmentIt should look nice and attractiveProfessional people engaged in designing updating of the content is also important48 what is important when choosing an internet company to buy from ?Delivery timeSpecial offersWide range of goods49 what is important when deciding to sell products on the internetConsider security for customersDistribution systemLook at rivals :try to find out their strength and weakness50 what is important when starting job sharing scheme ?Compatible work partnerRole defining .a clear defing of roles is also important ,we should clarify goals respectively Communication :share information and experience51 what is important when introducing job sharing system ?Suitable types for jobsPass on information52 what is important when planing a meetingMeeting agendaThe size of a meetingA suitable venue :convenient53 what is important when chairing a meetingPreparation :consult with the secretary about agendaKeeping to the agenda :cover all the items and all the topics are discussedKeeping to time54 what is important when deciding whether to attend a meeting ?LocationSpeakerTopic covers55 what is important when attending a business meeting ?Listening carefully:shows respect to the speaker and make a better understanding Taking noteCareful preparation56 what is important when planing a presentation ?Practice beforehandResearching the topicDressing properly57 what is important when exhibiting at trade fair ?Careful planing58 what is important when planing the layout of a stand ?Attract customerSecurity of exhibitsSpace arrangement : make customer feel comfortable。
bec高级口语口语考试第二部份：小演讲
BEC高级口语考试第二部份：小演讲1．第二部份考试形式(Test format of Part 2)在第二部份BEC口语考试中，考官将同时发给两名考生—张不同的试题卡、一支铅笔和一张白纸。
试题卡上印有三个与商务活动有关的备选话题。
两名考生从自己的试题卡当选择一个话题同时进行预备，其间能够用铅笔在纸上记录发言提纲。
一分钟后，由考官任意指定一名考生第一就其选定的话题做一分钟的演讲。
该考生的演讲终止后，另一名考生必需对这名考生适才的演讲提出一至两个问题（一样为一个问题），然后该考生就问题作答。
在听的进程中，另一名考生能够利用铅笔记录。
随后，另一名考生重复上述进程。
这部份考试涉及的话题十分普遍，具体包括：advertising（广告），career planning（职业构划）．communications（沟通），customer relations（客户关系），finance（金融财务），health and safety （健康和平安）．management（personnel, production, transport, etc.）（人事、生产、运输等治理），marketing （市场营销），recruitment（招聘），sales（销售），technology（技术），training（培训），business travel （商务旅行）等等。
2．应试建议(Tips on how to cope with Part 2)For the speech在这部份考试中，考生须就某个话题独立发表意见，做一个为时一分钟的小型演讲。
据统计，一个人在正常语速下，一样一分钟能够说100 ~ 120个单词。
也确实是说，一分钟演讲相当于讲十个中等长度的句子。
乍一看，讲十个句子的难度并非大，关键在于要在一分钟内把个人观点讲清楚，既要做到言之有物，又要注意层次清楚。
针对该部份面试的应试，笔者提出如下应试建议：(1) Be quick in choosing one of the topics.需要注意的是，考官将试题卡发给考生以后，就按动秒表开始计时，考生读题、选题的时刻都是计算在一分钟之内的。
BEC-Speaking part 2、3 范文
What is important when …?Choosing transport for a business trip●Convenience●Cost-effectivenessI choose Topic D, what is important when choosing transport for a business trip. When choosing transport for a business trip, there are several points need to be considered. Firstly, you need to think the most convenient way to get you to the destination. Because when you decide to go on a business trip, you might have a contract to sign or a client to meet. In that case, you may choose a plane instead of a train, so you can get your destination much faster and more convenient. Secondly, you’ll also need to consider the cost. When you are not in a rush to your destination, or you have limited budget. You can choose to take a train rather than a plane, because trains are much cheaper than the plane and save you a lot of money. In my opinion, comfort is another factor to think about. Comfort means you feel relax physically and mentally. If you want to feel comfortable during your trip, you might choose a transport that gives you a beautiful view. So you can enjoy nature during your trip. That’s all. Thank you.Your training department is thinking of introducing more distance and online training.Your have been asked to consider if this is possible.Discuss the situation together and decide:●What the advantages of this kind of training will be for employees.●If it is possible for courses in meetings and presentation skills to be delivered onlineA: Hi, Bill. Do you know that our department is thinking of introducing more distance and online training?B: Yes, I’ve heard about that. I think it’s a great choice for those colleagues who want to improve themselves. What do you think?A: Yes, online training allows them to get training in their free time. And they can strike a balance between working and learning.B: That’s right. What’more, they don’t need to go to a same location to have a class, some colleagues are lived far away from our company. Through online training they can have the flexibility to learn at home. A: Also all the trainees can communicate with each other online and learn from each other, no matter where they are. What about the courses in meetings and presentation skills? Do you think they are possible to be delivered online?B: Sure, why not? The trainer can use simulated meetings and presentations to deliver the skills to the trainees. Do you agree?A: I agree, but as the trainer cannot see the trainees, it’s not easy for him to see if all the trainees understand the course and get the skills.B: Mm. That’s right. And the trainer cannot tell if all the trainees are taking the class. It’s also not very convenient for trainees to practice as a team.A: Yes, and I think the best interaction is to talk face-to-face instead of chatting online. And talking in person helps us to build good interpersonal relationships.B: So what about combining online training and traditional teaching method together? How about we have one online class for learning, and one class in the company for changing ideas?A: That’s a very good idea! I believe that’s the best way for us to receiving training, and build a good interpersonal relationship at the same time.。
BEC高级口语口语考试第二部分：小演讲.doc
BEC高级口语考试第二部分：小演讲1.第二部分考试形式（Test format of Part 2）在笫二部分BEC 口语考试中，考官将同时发给两名考牛一张不同的试题卡、一支铅笔和一张白纸。
试题R上印有三个与商务活动有关的备选话题。
两名考生从口己的试题R中选择一个话题同时进行准备，其间可以用铅笔在纸上记录发言提纲。
一分钟示，由考官任意指定一名考住首先就其选定的话题做一分钟的演讲。
该考牛的演讲结束后，另一名考牛必须对这名考生刚才的演讲提出一至两个问题（通常为一个问题），然后该考生就问题作答。
在听的过程中，另一•名考牛•可以使用铅笔记录。
随后，另一名考牛重复上述过程。
这部分考试涉及的话题十分广泛，具体包括：advertising （广告），career planning （职业构划）.communications （沟通），customer relations （客户关系），finance （金融财务），health a nd safe ty （健康和安全）.man agcme nt （pcrso nn el, product! on, tra nsport, etc.）（人事、生产、运输等管理）,marketing （市场营销），recruitment （招聘）,sales （销售）, technology （技术），training （培训）,business travel （商务旅行）等等。
2.应试建议（Tips on how to cope with Part 2）For the speech在这部分考试中，考生须就某个话题独立发表意见，做一个为时一分钟的小型演讲。
据统计，一个人在正常语速下，一般一分钟可以说100 ~ 120个单词。
也就是说，一分钟演讲相当于讲十个中等长度的句子。
乍一看，讲十个句子的难度并不大，关键在于要在一分钟内把个人观点讲清楚，既要做到言Z有物，又耍注意条理清晰。
针对该部分口试的应试，笔者提出如下应试建议：（1）B e quick in choosing one of the topics.需耍注意的是，考官将试题卡发给考生以后，就按动秒表开始计吋，考生读题、选题的时间都是计算在一•分钟之内的。
BEC高级——口语资料
Part I Type 1Could you tell me:1. what influence you think TV advertising has on consumers in China2. how important you think imports are to China3. what you think the advantages are for people in China of spending time working abroad4. whether you think the use of mobile phones for business is always positive in China5. how important you think language training will be in China in futurePart II 提问：投机取巧篇Q: Have you found out the typical feature of those tasks in Part II?A: Generally speaking ,we can categorize the oral tasks in part two into 3 kinds:1. the importance of…2. how to…3. the factors involved in…Strategies:1. the importance of…, 就可以问how如：Customer payments: the importance to a company of ensuring that customers pay on time.提问：How can a company ensure that customers pay on time?2. how to…, 就可以问why如：Human Resources: how to introduce new staff effectively to a company’s office practices提问：Do you think it important/necessary/essential to introduce new staff effectively to a company’s office practices? Why?或Why do you think it important for new staff to get familiar with the company’s office practices?3. the factors involved in…, 就可以问what如：Information technology: the factors involved in successfully delivering services via the internet 提问：What are the other factors you can think of to deliver services via the internet successfully?Part II 话题归类Staff1. Recruitment: how to assess the performance of a job applicant in their first interview2. Human Resources: how to introduce new staff effectively to a company’s office practices3. Staff Training: the factors involved in introducing an effective mentoring system to support new recruits4. Interviews: the factors involved in performing well in a job interview5. Staff Training: how to select suitable language training courses for staff6. Personnel Management: how to ensure that employees’ skills are used to maximum advantage7. Team Building: how to evaluate the effectiveness of different types of team-building activities and events8. Recruitment: the importance of setting realistic time schedules in the recruitment processManagement:1. Product Management: the importance to a company of monitoring the sales of its products or services2. Transport Management: the factors involved in ensuring that goods reach their destination ontime3. Time Management: the importance of keeping a diary in order to manage time effectively4. Business Planning: the importance of considering economic factors when producing the business strategy5. Project Management: how to ensure that staff in different departments work together well on new projects6. Personnel Management: how to ensure that employees’ skills are used to maximum advantage Technology:1. Information Technology: the factors involved in successfully delivering services via the Internet Finance:1. Cash flow: the importance of identifying potential cash flow problems in a business2. Finance: the factors in securing finance for a new product3. Finance: the importance of providing potential investors with detailed financial information Customer:1. Customer Care: the factors involved in maintaining customer loyalty to a company2. Customer Payment: the importance to a company of ensuring that customers pay on time3. Public Relations: how to evaluate the benefits to a company of sponsoring cultural events Environment:1. Security: the importance of ensuring that offices are left secure at the end of the working day2. Business Location: the factors involved in deciding where to locate a new businessProduct:1. Manufacturing: the importance of ensuring that production workers take regular breaks2. Purchasing: the factors involved in deciding whether a company should purchase supplier or services from abroad3. Product Packaging: the importance of packaging retail goods attractively4. Product Management: the importance to a company of monitoring the sales of its products or services5. Exhibitions: how to ensure that a company’s presence at an exhibition is positive6. Research and Development: the importance to a company of investing in research and development7. Manufacturing: the importance of providing suitable workwear for production staff。
BEC口语Part-2-题集(整理自BEC口语书)
1.1TeamworkWhat’s important when…? Evaluating the success of teamwork·Mutual trust·Full co-operation·1.2InternationalCommunicationsWhat’s important when…?Communicating managementmess-ages to the staff·Overall purpose·Feedback on performance1.3Reducing Production CostWhat’s important when…?Aiming to control productioncost·Quality suppliers·Efficiency of production line·1.4Reducing OverheadsWhat’s important when…? Aiming to slash business overheads·Budget and management ·Long-term effects·1.5How to Deal with a HeavyWorkloadWhat’s important when…?Coping with a heavy workload·Benefits system·Time management1.6Work EnvironmentWhat’s important when…?Designing the layout of anoffice·Appropriate use of space·Amount of light1.7LogisticsWhat’s important when…? Developing logistics strategies·Customer service levels ·Information management·1.8Business EthicsWhat’s important when…?Measuring corporateperformance·Business ethics·Environmental protection2.1 Recruiting & SelectingWhat’s important when…?Selecting an employmentinterviewer·Personal quality·Interviewing skills2.2 Employee TrainingWhat’s important when…? Choosing a training program to attend·Content/subjects covered ·Trainer·2.3 Career DevelopmentWhat’s important when…?Choosing a new career chance·Location·Starting salary·2.4 PromotionWhat’s important when…?Thinking about going for apromotion·Work-related qualities·Personal qualities·2.5 Staff MotivationWhat’s important when…? Motivating senior executives ·Stock options ·Perquisites/ special benefits ·2.6 Staff TurnoverWhat’s important when…?Aiming to retain good staff·Pleasing work environment·Career opportunity·2.7 Appraising and ImprovingPerformanceWhat’s important when…?Managing ineffectiveperformance·Training·Transfer·2.8 Pay and BenefitsWhat’s important when…? Deciding base salary ·Salary level of comparable companies·Availability of local workforce ·2.9 Labor RelationsWhat’s important when…?Dealing with problememployee/employeemisconduct·Role of immediate supervisor·Discipline·2.10 Work Place Safety andHealthWhat’s important when…?Planning health and safetytraining for employees·Selecting training contents·Staff involvement·2.11 Time ManagementWhat’s important when…? Managing a busy schedule ·Time management skills ·Others’ cooperation·2.12 Managing StressWhat’s important when…?Managing job stress·Hobbies·Job target·3.1 Product DevelopmentWhat’s important when…?Developing new products·Market research·Screening·3.2 Setting PricesWhat’s important when…? Setting prices for new products·Costs·Demand 3.3 Product PromotionWhat’s important when…?Promoting a product·Advertising·Sales promotion·3.4 AdvertisingWhat’s important when…?Aiming to increase sales of aproduct·Advertising·Bonus for sales staff·3.5 PackagingWhat’s important when…? Deciding packaging for a products·Image·Packaging design·3.6 BrandingWhat’s important when…?Choosing householdappliances·Brand names·Technology·3.7 Customer SatisfactionWhat’s important when…?Dealing with customercomplaints·Remaining calm·Suggesting a solution to theproblem·3.8 Keeping CustomersWhat’s important when…? Maintaining customer loyalty ·Discounts·Quality products·3.9 Marketing ChannelsWhat’s important when…?Selecting the type ofmarketing channel·Geographic concentration ofthe market·Services provided by4.1 Travel and TransportWhat’s important when…?1.Choosing transport for abusinesstrip ·Comfort ·Cost2.Choosing an airline for abusiness trip·In-flight cateringmiddlemen··Destinations offered4.2 Travel and AccommodationWhat’s important when…? 1.Choosing a hotel for people travelling onbusiness·Location·Facilities provided2.Choosing a hotel to stay on business travels·Size ·Workout facilities 4.3 Domestic TravelWhat’s important when…?1.Planning business trips·Purpose ·Travelarrangement2.Selecting an agency toarrange businesstravel ·Reputation ·Speed of service3.Preparing for a businesstrip·Delegating essential tasks·Staying accessible4.4 Travelling AbroadWhat’s important when…?1.Having a business travelabroad·Advance preparations·Arrival time2.Selecting staff forfact-finding tours abroad·Position in the company·Previous experience of othercountries5.1 Corporate Culture What’s important when…? 5.2 Company ImageWhat’s important when…?5.3 Corporate GiftingWhat’s important when…?Designing a company brochure·Company culture·Costs·Designing a companymagazine·Target readership·Contents included·Sending corporate gifts toforeign business clients·Cultural differences·Company logo5.4 Corporate SponsorshipWhat’s important when…? Considering to sponsor a sports event·Target audience·Media coverage·5.5 Dress CodeWhat’s important when…?Dressing for a job interview·Professional image·Being clean and neat5.6 Entertaining BusinessClientsWhat’s important when…?Entertaining your businessclients·Appropriate venue forentertainment·Clear objectives for themeeting6.1 Site Location andRelocation6.2 Going GlobalWhat’s important when…? 6.3 FranchiseWhat’s important when…?What’s important when…? Selecting a company location ·Demand for products or services ·Transportation·Exporting goods or servicesfor the first time·Cultural differences·Professional adviceEntering a franchisingagreement·Brand name·Training·6.4 Meeting CompetitionWhat’s important when…? Dealing with competition ·Pricing policies ·Advertising strategies·7.1 Office AutomationWhat’s important when…?Conducting computer training·External experts·Participants7.2 Setting up CompanyWebsiteWhat’s important when…?Setting up a company website·Possible benefits·Promotion7.3 Internet Marketing What’s important when…? 7.4 Flexible Patterns of WorkWhat’s important when…?8.1 Staging aMeeting/ConferenceChoosing and Internet company to buy from ·delivery time·special offers·Introducing job sharingscheme·suitable types of job·benefits for the companyWhat’s important when…?·compatible work partner·role definingWhat is important when…?Planning a meeting·agenda·sizeWhat’s important when…? Preparing for a product launch·People involved·Cost·What’s important when…?Chairing a meeting·Preparation·Keeping to the agenada·8.2 Attending a Meeting/conferenceWhat’s important when…?Deciding whether to attend aconference·Venue·Speakers·What’s important when…? 8.3 Giving a Presentation What’s important when…?Attending a business meeting ·Listening carefully ·Taking notes·What’s important when…?Preparing for a presentation tonew staff?·Information included·Facilities needed·Planning a presentation·practicing beforehand·researching the topic·What’s important when…? Organizing a product demonstration ·presenter·audience·8.4 Trade Fairs and exhibitionsWhat’s important when…?Exhibiting at trade fair?·Quality of display·Staff selected·What’s important when…?Planning the layout of a standat trade fair·Attractiveness·Security of exhibits·What’s important when…? Interviewing candidates for a job·Personal quality ·qualifications What’s important when…?Conducting market research·Competition·Characteristics of sample·What’s important when…?Organizing a trainingprogram·availability·costs。
剑桥BEC真题中级第四辑口语解析Part2MiniPresentation
第四辑Test 1Topic 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 最后但并不是最不重要的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 turnwill 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 wholeBy 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【思路点拨】【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.第四辑Test 2Topic A: WHAT IS IMP ORTANT WHEN ……?Aiming to improve career prospects●Reading business articles●Learning a foreign language【思路点拨】【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 guaranteeseffective 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 c are 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 interes t 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.第四辑Test 3Topic A: WHAT IS IMPORTAN T 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【思路点拨】【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 W HEN ……?Managing change●Clear objectives●Communication【思路点拨】【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.第四辑Test 4Topic A: WHAT IS IMPORTANT WHEN ……?Considering setting up a staff canteen●Employee’s opinions●Cost to the company【思路点拨】【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…..concernedWith respect to….关于….To be specific 具体来说Be supposed to….应该……Conserve no effort to…不遗余力地【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.Top ic 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 pr emise…. 基于这样的前提Be expected to…被期待做某事，应该做某事【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【思路点拨】【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How to put…. Into practice….【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 ve ry 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 discussin g 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.。
剑桥商务英语资料大全-BEC中级口试全真试题必备学习---精品管理资料
BEC中级口试全真试题 Part IPhase II： Good morning/afternoon。
I’m … and this is my colleague …. S/he’s just going to list en to us。
Could I have your mark sheets， please?（To A） What’s your name？ Where are you from? A:回答I： Thank you。
（To B） And you？ B：回答I： Thanks。
Do you work or are you a student， B？ B: 回答I: （What do you do？ What do you study？） B:回答I： What about you， A? (What do you do？ What do you study？) A：回答I： What do you like most about your job/studies， A？ A：回答I: （Why？） A:回答I： What about you， B? B:回答Phase II1I： A， which specific skills will you need most in your career？（Why?) A:回答I: How about you, B? （Why？) B：回答I： B， what qualities does a good employee need to have？ (Why？） B：回答I： What do you think， A？ A:回答I： A, to what extent is it possible to train people in interpersonal skills？（Why/Why not？） A：回答I： B, which special qualities do you think managers need to have？（Why？） B：回答2。
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注意：1．考试中不要说“Pardon?”2．Never say “sorry” in examination!3．没听清可用以下说法I don‟t quite understand you. Would you explain it a little bitfor me?I am not sure what you are getting at. Would you express it inanother way?Part 2:A mini-presentation by each candidate 6 minsIn the second part, each candidate is given a choice of three topics and has one minute to prepare a piece of extended speech lasting one minute. After each candidate has spoken their partner is invited by the interlocutor to ask a question about what has been said.Presentation Functional Sentences（一）总起句The present talk aims to decide…The purpose of this talk is to answer the question of …In brief, this talk sets out to solve the problem of …There are currently three possible solutions to …（二）分论点Firstly,…；Secondly,…；Thirdly，…In addition, …Furthermore, …As …is concerned, …As for …，…On one hand, …；On the other hand，…（三）小结句From the above information, it can be shown that …Based on the study, it is clear that …Before we close, let me just summarize the main points.Shall I just go over the main points?So, to sum up,…In conclusion,…In general, …On the whole,…Overall,…（四）常用连词1．解释性：in other words，that/which means，namely，that is to say2．进一步阐释性：in particular，especially，notably，chiefly3．对照、转折性：but, though, even though, while, whereasdespite, in spite ofyet, however, nevertheless, still, but, even soall the same，in contrast4．原因、结果：lead to, result in, bring about, give rise to, account for, be responsible for, followed by effectrise, stem from, be attributable to, causebecause, as, since，because of, due to, owing to, on account of, as a result/consequence oftherefore, so, accordingly, consequently, hence, thus, that‟s the reason why（五）常用口头衔接语Well, it seems to me that …That‟s true, but on the other hand …I couldn‟t have put it better myself.That‟s just what/all I was thinking.There‟s something in that, I suppose.That‟s exactly my opinion.Well, the point I‟m trying to make is that …Well, what I am trying to say is that …That‟s how I feel.That‟s just how I see it.（六）常用词汇1．动词：to clarify, to explain, to interpret, to put sth. another way, to recap on sth.2．名词：a summary, a decision, a report, an outcome, a write-up, a recommendationExplain why you brought one of the products.strong sense of brand loyaltyreasonable pricegood after-sales servicereliability of the productgood and consistent qualityuser-friendly designgood value for moneyin styleWhat determines the price of a product?● The price of a product is influenced by the costs. 1● This is because firms have to charge a price which is greater than costs to make a profit. 2● However in the short run a firm may sell a product at a loss. This may be to gain market share or because the product is still at the introduction phase and has high research and launch costs. 3● Overall it depends on whether we are considering a short or long term pricing policy. Firms may be willing to make a loss in the short run. It will also depend on the objectives of the firm. Some public sector organisations, e.g. may simply try to cover costs.Should firms train their employees?By training their employees firms may be able to increase their profits BECAUSE trained staff are likely to be more productive and make les mistakes. Employees might also be more motivated BECAUSE they might be able to undertake more interesting work and BECAUSE managers are showing that they value their staff (which can satisfy their esteem needs). HOWEVER training costs money and is not always successful. It can also lead to a loss of production while staff are being trained. OVERALL, management will have to weigh up the potential benefits against the costs. If, for example, the firm has the necessaryresources, the training is relatively cheap and is likely to lead to significant increases in productivity and profitability the firm likely to invest in it. If, ON THE OTHER HAND, the firm lacks the necessary finance and staff already have the skills required then training is LESS LIKELY.WHAT IS IMPORTANT WHEN…?Selecting applicants for a job•Working experience•Personal qualitiesSample 1I choose topic A-what is important when selecting applicants for a job. As to this topic, as far as I am concerned, there are 3 things to consider.First, I think working experience is very important when selecting applicants. Applicants who have already had the work experience in the relevant fields will learn the new job easier and quicker. And it will also save the company a lot of training fees if the applicant has related experience.Second, we must consider the personal qualities of the applicants, such as personality and health. Companies tend to employ people whose character fits a special job. For example, consulting company tends toemploy applicant who is analytical and knowledgeable, but advertising agents like their employees to be energetic and creative.Third, I believe language is of great importance when selecting applicants. Nowadays, we do business with people from all over the world. Always we buy goods from Africa, and sell our electronic product to Europe; a foreign language especially English is needed if the company wants to expand to the world. Applicants who can speak one or more foreign languages will have a better chance to get the job.Sample 2As we all know, the criteria used by HR professionals in screening and selecting applicants normally include such factors as working experience, personal qualities and communicative skills.Firstly, we pay a lot of attention to working experience of the applicant. A person with a solid record of related experience is more likely to fit in with a new company. Therefore he or she can be trusted to fulfill the tasks and solve the problems in a more professional and competent way.In addition to this, we also look at the personal qualities of the applicant. Does he or she has integrity, perseverance or …can do‟ spirit? Surely any organization can benefit from the reliability, devotion and enthusiam of its employees.Finally, good communicative skills such as interpersonal skills and team spirit are also becoming an important precondition in selecting qualified employees.WHAT IS IMPORTANT WHEN…?Preparing for a job interview•Studying the job advertisement•Finding out about the companyBefore you go for an interview, you must make preparations so as to face the interviewer with more confidence. They include studying the job advertisement, finding out about the company, preparing yourself psychologically, etc.Firstly, you should study the job advertisement carefully so that you can match your knowledge, skills and abilities with the specifications required for the post. You must assure the interviewer that you have all the qualifications required, so you are the right sort of person they are looking for.Secondly, you should know more about the company, such as its profile, structure, existing problems, requirements, campaigns and future plans. As a Chinese saying goes: “know the opponent and know yourself,and you can fight a hundred battles without defeat.”Finally, you should also prepare yourself psychologically and this will help you combat stress. Rehearsing the interview with your friends, for example, is a good relaxation exercise that can install confidence in you.WHAT IS IMPORTANT WHEN…?MANAGING A PROJECT●ENCOURAGING TEAMWORK●KEEPING TO SCHEDULEWHAT IS IMPORTANT WHEN…?CHOOSING PEOPLE TO WORK IN TEAMS●V ARIETY OF EXPERIENCE●PERSONAL QUALITIESExplain the importance of team work:a.Teamwork reflects the combined experiences, knowledge,intelligence and views of a group of people, so it will definitelyimprove the quality and efficiency of the work.b.If the participants worked together, it would be easy for them tocome up with creative ideas. This is particularly valuable for arelatively complex work, for the people working in a team, if oneof them gets stuck on a matter, others/the rest could chip in theirideas and get the problem sorted. But if you work on your own, for instance, you are the sole manager in the department.c.If people did not work as a team, everyone would have to wait forthe decisions made by the manager and it was not easy to getpeople to take on responsibility for anything.d.A huge and complicated project is not possible to becompleted/done by merely one person. For instance, 3 Gorgesproject-a huge amount of money, 30 million people have toemigrate to elsewhere, a lot of commercial contractse.You will get bored quickly if you work on you own. But if youwork in a team…f.Working in a team can increase personal awareness of abilities andcomplementary skills in colleague.How to improve teamwork:General ideas; friendly atmosphere; not bossy; patient; good manners; modest; leadership; good interpersonal skills; variety of experiencea.Variety of experience and a broad horizon would help to tackleurgent matters and establish his or her personal prestige.Well-experienced staff are capable of overcoming storms andcrises.b.On coming across problematic issues, new or inexperienced staffusually will feel depressed and even start to panic. One or anumber of experienced staff will, in this kind of situation,automatically become the spiritual leaders of the team and can get the issues in question solved quickly.c. A wide range of experiences are important to a team member,because you never know what kind of problems might suddenlycome up to you. Experiences in different fields will enhance thechance of successfully sorting out the problem with yourknowledge which is based on your past experience.Personal qualities:a.The basis of the team work is mutual trust and friendly atmosphereb.Good manners, not too bossy, patient, modest, leadership, goodinterpersonal skills.WHAT IS IMPORTANT WHEN…?MANAGING A PROJECT●ENCOURAGING TEAMWORK●KEEPING TO SCHEDULEKey points: Team work, time pressure (keeping to the schedule)Team work: as explained in the teamwork sectionTime pressure:a. A well-designed schedule can clarify yourself to the project. Youshould ensure that you would be running before the schedule rather than after it.b.Time is always of essence for a project.c.Failure to keep to the schedule will result in/cause late completion.te completion will lead to: civil litigation, injured party willbecome entitled to claim compensation/entitled to sue thebreaching company.e.When the project is being processed/in the course of carrying outthe project, there will be a lot of commercial activities involved.Such as investment banks advance cash; raw material supply,planning permission, sub-contract/outsource. Failure to stick to the schedule will affect above matters.WHAT IS IMPORTANT WHEN…?DEALING WITH COMPETITION●PRICING POLICIES●ADVERTISING STRATEGIESWHAT IS IMORTANT WHEN…?SETTING PRICES FOR NEW PRODUCTS●PRODUCTION COSTS●COMPETIORS‟ PRICESKey points: Pricing; Advertisin g; Production costs; Competitor‟s price; Marketing; a wide range of services and productsPricing:a.(For a consumer): all consumers would like to go for higher qualityand less expensive products. It is a common sense.b.(For a manager): correct pricing policies can capture a largenumber of consumers in a short period of time.c.For a newly established company: correct pricing policies areparticularly important for newly established businesses. The major task for them at the early stage is to draw the public attention andmake their company and their brand known to the public. When anew product is put into market, there may be very few peopleknowing/who know about it…(e.g.Thai curry source) Competitors‟ price:a.Once a new product is put into market, it will immediately face thecompetition from rivals. The price war sometimes can beincredibly fierce and crude.petitors‟ price will mirror the consumers‟ attitude about certainproducts and the satisfaction about their prices.c.If you fixed the price higher than your rivals without higher qualityof service, you might soon find yourself in an unfavorablesituation.d.Correct pricing policies could also defeat some competitors in ashort period of time. For example: Safeway, Tesco price waragainst all small bread manufactures. In this case, Safeway andTesco fixed their price for 7p per loaf, which is 23p cheaper thantheir competitors‟ offer. As a result of this, in 35 days time, most of their competitors went into liquidation.Advertising strategies:a.The fundamental task for a company is to make its products anditself known to the public. There are many ways to achieve this,advertising is the most important one.b.Advertising through different media can cover nearly every cornerin the world. The main channels are:-TV-Radio-Internet-Newspaper-Bill Board-Poster-Magazinec.The advantage/point of advertising is not only aboutpropagandizing your company but also competing against/withyour rivals. A company, through proper advertisements, canmanage to introduce the advantages of their products comparing to their rivals‟, and therefore convince the consumers that theirproducts would be the right choice. For instance, Car manufactures can put in their new designs to the ads, e.g. ABS, double airbags to convince the prospective customers that their cars are safer than others.WHAT IS IMPORTANT WHEN…?MOTIV ATING STAFF●FINANCIAL BENEFITS●CAREER DEVELOPMENT OPPORTUNITIESWHAT IS IMPORTANT WHEN…?INTRODUCING A REWARD SYSTEM FOR STAFF●PURPOSE OF THE REWARD SYSTEM●TYPES OF REWARD OFFEREDWHAT IS IMPORTANT WHEN…?AIMING TO REDUCE STAFF TURNOVER●FINANCIAL INCENTIVES●CAREER STRUCTUREKey points: Financial benefits; Career development/structure; reduce staff turnoverFinancial Benefits:a.Managers, company owners and supervisors have always beenfrustrated and bewildered by employees with little or nomotivation.b.Staff always want reward for their contribution to the company andwhat they are worth. Such factors are just like market forces. The fundamental reason of looking for a job is to get pay. Staff do the job what they are paid for. However, quite often, the staff workovertime under their managers‟ demand. If the company fails togive proper financial benefits staff might subsequently feel notbeing fairly treated, and therefore frustrate their enthusiasm fortheir work.c.Staff want some sort of recognition for the job that they do. Correctfinancial benefits plan will arouse their enthusiasm; otherwise they would feel being ignored.d.The job that the staff are doing is not always interesting, or theworking environment may not be pleasant, or their colleaguesmight not be very helpful and cooperative. In this kind ofsituation/under the kind of circumstance, the staff would become stressful and uninterested in their job. Correct financial benefitscan normally distract staff from their dissatisfaction with….Career development/structure:a.Job-hunting is always a two-way process. On one hand, theemployees look for their ideal jobs, on the other hand the employer,at the same time, look for competitive people. An employer has a number of methods to attract the best people into its business. Such as high pay, traveling opportunities, company cars andtraining/career development opportunities.b.Good educational background is not the only element that thefuture employers will take into account when they look forsomeone in the job market. Postgraduate qualifications andprofessional trainings are equally or even more important than the higher education degrees. When the HR managers only have 30 seconds to go through each applicant‟s CV, the sector that willcatch their eyes are normally your qualification and professional training experiences, which show whether you suit their vacantpositions.c.Nowadays, very few people would like to go for that kind ofjob-for-life posts. They all wish to have their jobs better and better.If an employee is able to get the opportunities to obtain some sort of professional training during the course of employment, thisexperience will definitely enhance his value in the employmentmarket and therefore benefits his future job-hunting.d.So in the two-way job-seeking process, while the employer ischoosing its favorite people, the wise future employee willconsider the training and career development opportunities withhis/her future employer and try to make himself/herself morecompetitive in the employment market.WHAT IS IMPORTANT WHEN…?RELOCATION A BUSINESS●LOCAL WORKFORCE A V AILABLE●LOCATION OF SITEWHAT IS IMPORTANT WHEN…?CHOOSING RETAIL PREMISES TO RENT●LOCATION●LENGTH OF CONTRACTKey points: location of the premises; local workforce; rent a premises Local workforce:a.Might technology support and skilful workforce are the two crucialelements leading a modern enterprises to success. So when locatinga business, the management people in the business got to considerlocal workforce.b.Skilful workers are just like the hands of a business, they are thedirect creators of company‟s profits.c.The diversity of the workfo rce‟s skills will diversify the quality ofthe products. (Swiss watch, V olkswagen cars)d.Skilful workforce is particularly important to hi-tech orientedcompanies. The hi-tech products require the company to maintain a strong research and development team, which are normally themore valuable assets of the company.e.When locating a business, the managers need to consider whetherthe local workforce is capable of producing such a strong R&Dteam.f.Moreover, cheap local force will certainly reduce the productioncosts. (Consider why many foreign companies choose China astheir manufacturing base)Location of the business site:Consider the following issues:a.Whether it is convenient and easy for raw material supply andtransporting out the products.b.Whether it is easy to get access to the electricity, water, gas andother supporting energy supplies.c.Whether it is convenient for most of staff to go to workd.The property price theree.Environmental issuesf.Planning permissiong.Tax liabilitiesThe length of the contract:a. Longer contract would cover issues in more details. The contract should cover certain matter, which are likely to incur, such as assignment, service charges, and rent review clause.MarketingWHAT IS IMPORTANT WHEN…?AIMING TO REACH NEW MARKETS●MARKET RESEARCH●ADVERTISINGWHAT IS IMPORTANT WHEN…?ADVERTISING A NEW PRODUCT●TARGET MARKETS●CHOICE OF MEDIAMarket research:a.Marketing is the performance of business activities that direct theflow of goods and services from producer to consumer or user.b.Marketing research is always the first step before the company getsinto the market.c.The fundamental goal of marketing is the satisfaction of consumerneeds. No organization can survive for long without meetingconsumer needs. People will simply not purchase a product orservice that they do not need.d.Thus, any organization, if it is to be successful, must proceed fromthe goal of customer satisfaction and adjust its programs to deliver an offering meeting consumers‟ needs.e. E.g. foreign medium and high range car manufacturers did notattempt to enter into the Chinese market until recent years, because following market researches, they discovered that Chineseconsumers, in general, could not afford to buy and maintainexpensive cars. …f. E.g. Pizza, Pasta…g.Talking about Market Research✧The company has done a lot of market research for theproduct.✧Can you tell me how a company starts selling a newproduct?✧Do you often carry out/conduct market research?✧What‟s objective of market research?✧One of the purpose of market research is to find out whetherthere‟s a market for the product.✧We did a detailed market analysis.✧Market research is actually an analysis of a specific marketfor a particular product.✧We have to run the market test for two months.✧We have a wide product range.✧The stock market is uncertain at the moment becauseinterest rates are falling.Advertising:a.Advertising is the most useful way to propagandize a company‟sproducts and make them known to the public. Advertising is alsothe way to get the products orientated. (E.g. whether the productsare for female/male market, high earning people or low earningpeople. Sports shoes… perfume)b.When advertising a new product, it is essential to consider thetarget markets. Consumers‟ needs in the targ et market.c.Choice of media: see Advertising Strategies.WHAT IS IMPORTANT WHEN…?EXHIBITING AT TRADE FAIR●QUALITY OF DISPLAY●STAFF SELECTEDKey issues: Quality of display in trade fairs; Staff selected for trade fairs; Quality of display in trade fairs:a.The quality of display will affect the public image of the company.b.Trade fairs are the irreplaceable means of propagandizing products.They provide the manufacturers with the formal stages to displaytheir products.c. A trade fair is an important link and activity in commercial sale.Before a trade fair takes place, there normal are a lot ofpropagandas about it, and the organizer always tries to attract asmany customers as possible to attend the trade fair.d.Consequently, a trade fair will have massive influence on thepublic and market. And most of visitors to a trade fair will be thegenuine buyers or at least would like to take interests in thecompanies and the products on the trade fair. And therefore a high quality of display in a trade fair would be the best opportunity foran ambitious company to promote its newest products and built up its good image. （第7单元）WHAT IS IMPORTANT WHEN…?ENTERTAINING CLIENTS●TYPES OF ACTIVITIES●COSTTypes of Activities:a.Entertaining client is done by way of a series of activities. Such asa sightseeing tour, a football match, a ballroom party, an orchestraperformance, a ballet show, a fashion show, playing tennis and aformal meal, etc.b.The activities that you choose will constitute a part of the firstimpression that you will give to your clients. So you should becareful when choosing the type of activities. You need to considerthe client‟s age, educational and cultural backgrounds and do some research about your clients‟ characters and hobbies.c.For well-educated clients, they may expect some highclass-associated activities, such as ballet, ballroom parties, and orchestra performances. If you fulfill their expectation/standard, your efforts will put a lot of weight on your credibility.d.For some young clients, you may wish to take them to some morefashionable activities, such as a music bar, a pop music show, a fashion show.e.For those sporty clients-football, tennisf.However, you should always end up all kind of activities withhaving a formal meal. You don‟t want to talk about business with your clients in the tennis court or theatre; they are just thewarming-up activities for the key matter-business. After a whole day or a few days‟ entertainment, you may find the distancebetween the two sides are much narrower than the beginning, and there might be a lot of things that you both want to talk about.The costs of entertainmenta.Not always the essential thing. Depending on thenature/characteristics of the transaction or the size of the deal. b.Should consider the profit issue. If the company is expecting tomake big gain/profits out of a specific client, it should at least put in proportional investment to entertain/please its clients. E.g.….c.If the company foresees that the client is not very lucrative, then….d.The ideal plan would be spending as little money as possible to getthe deal done. But you must not offend your clients. You shouldmake them feel being welcomed.WHAT IS IMPORTANT WHEN…?DEALING WITH COMPLAINTS FROM CLIENTS●OFFERING AN APOLOGY●SUGGESTING A SOLUTION TO THE PROBLEMa.Offering an apology is the very basic level.b.When the clients think that they have received unfair treatments,the first thing that the company should do is to calm them downand try to keep the client.c.An apology is the first step and a useful method to maintain controlof the situation.d.Offering an apology is an important gesture to show that thehosting company is fully aware of the situation and would like totake the potential responsibility for its mistakes.e.The complaining clients would feel that their complaints are beingpaid attention and may therefore be happy to proceed to thetransaction with the hosting company.f.It is necessary to suggest a solution to the problem as well.g.The clients want to enter into the transaction in a good mood andwith a reliable and trustworthy business partner. Apart from anapology, the client would want to have the problems andmisunderstanding solved before their communication moves to the next level. If the hosting company failed or refused to suggest a solution, its sincerity of entering into the transaction would be put into doubt.。