上海開(kāi)放大學(xué)學(xué)士學(xué)位英語(yǔ)統(tǒng)一商務(wù)英語(yǔ)3教材文章中英文對(duì)照《商務(wù)英語(yǔ)3》教材文章（中英文對(duì)照）Unit1ANewJobPassage1FiveWaystoStayEnergizedwithColleagues和同事一起保持充沛精力Weallhavethosedayswhenallwewantistocrawlbackinbedforafewmorehours.Unfortunately,fewofushavethatluxury.Thefollowinghintsmayhelpyoustayenergized,oratleastgetyougoinguntilyoucanmakethetimeforrest.我們都有那么幾天，最想做的事兒就是可以多在床上賴上幾個(gè)小時(shí)。遺憾的是，很少有人能擁有這樣的奢侈。下面幾個(gè)提示可以幫助您保持精力充沛，或至少可以讓你在找到時(shí)間休息之前有精力繼續(xù)工作?！馝ngageinaquickconversationwithhigh-energycolleagues.Theirpositiveenergymayrefreshyou.Justbecarefulnottodragthemdown!和精力充沛的同事進(jìn)行快節(jié)奏的交談。他們的積極能量可以讓您振作精神。要當(dāng)心，別讓他們招架不住哦！●Snackmore!Havingahealthysnackonhand,likeagranolabarorfruitcanhelpyourbloodsugarlevelsandmayprovideahealthyboostofenergy.However,moderationiskey!Overeatingwilldotheoppositeanddragyoudown!多準(zhǔn)備些零食。手頭備點(diǎn)兒健康的零食，如格蘭諾拉麥棒或水果可以幫助穩(wěn)定您的血糖水平，提供健康能量。注意，適量是關(guān)鍵！過(guò)量食用會(huì)適得其反，令人萎靡不振！●Exercise.Ifyouknowthatyourscheduledoesnotallowforavisittothegymtoday,findawaytomovearoundduringyourday.Insteadofsendinganemailtoyourco-worker,walktoherdeskorjusttakethestairstoday,eventhoughyou’retired.Peoplewhoexercisegetmorerestfulsleepandoftenfeelmoreenergizedthanthosewhodon’t.適度運(yùn)動(dòng)。如果你知道當(dāng)天的時(shí)間安排滿到?jīng)]有時(shí)間去健身房，那就換種方法，起來(lái)走走，比如走到同事的辦公室找她談工作，而不是發(fā)電子郵件，或者即使累了也走樓梯上下樓。經(jīng)常鍛煉的人比不運(yùn)動(dòng)的人睡眠更安穩(wěn)，更富有活力?！馜rinkwater.“Hydrationiscritical,”saysStevenMasley,medicaldirectorofthePritikinLongevityCenterinAventura,Florida.Themajorityofyourbodyismadeofwater.“Ifyoudon’thydrate,you’regoingtofeeltired.”多喝水?！八侵陵P(guān)重要的，”位于弗羅里達(dá)州阿文特拉的普里蒂金長(zhǎng)壽中心的醫(yī)學(xué)主任史蒂芬?馬斯利認(rèn)為。人身體的大部分是由水構(gòu)成的?！叭绻缓人司蜁?huì)感覺(jué)很疲憊?！薄馪lanavacation.Whetheryouleavetownforadayorforaweek,havingsomethingfunyou’vebeenlookingforwardtowillexciteyouandstimulateenergy.計(jì)劃休假。不管出游一天還是一個(gè)星期，做些一直期待的事情，開(kāi)心得游玩會(huì)令人興奮，并激發(fā)潛能。Passage2DealingwithPeopleinBusiness商務(wù)活動(dòng)中的待人之道Inbusiness,youhavetodealinpersonwithallkindsofpeople.Whentalkingtopeoplewithinyourcompanywhodon’tspeakyourlanguage,youmayhavetouseEnglish;thesepeoplemaybecolleaguesorco-workers—whomayworkwithyouinyourowndepartment,inanotherpartofthebuildingorinanotherbranch.Andyoumayalsohavetodealwithpeoplefromoutsidetheorganization:clients,suppliers,visitorsandmembersofthepublic.Moreover,thesepeoplemaybefriendsorstrangers—peopleofyourownage,orpeoplewhoareyoungerorolderthanyou.在商務(wù)活動(dòng)中，人們不得不親自與各種各樣的人打交道。與公司內(nèi)不會(huì)講你的母語(yǔ)的人交談時(shí)，你可能不得不使用英語(yǔ)；這些人可能是同事，也可能是合作者，他們也許與你同屬一個(gè)部門，也許就職于同一公司的其他部門，也許來(lái)自其他分部。你還必須與單位以外的人打交道：客戶、訪客或社會(huì)公眾。還有，他們可能是朋友，也可能是陌生人，他們當(dāng)中有你的同齡人，也有比你年輕或年長(zhǎng)的人。Therelationshipyouhavewithapersondeterminesthekindoflanguageyouuse.Forexample,it’snotappropriatetosay“Hi,howareyou!”whenmeetingtheManagingDirectorofalargecompanyortosay“Goodmorning,it’sagreatpleasuretomeetyou.”whenbeingintroducedtoapersonyou’llbeworkingcloselywithinthesameteam.與他人的關(guān)系決定了你選擇使用什么樣的語(yǔ)言。例如，在與大公司的總經(jīng)理會(huì)面時(shí)說(shuō)“嗨，你好嗎？”，或者當(dāng)被介紹給即將密切合作的團(tuán)隊(duì)成員時(shí)說(shuō)“早上好，見(jiàn)到您榮幸之至”這樣的話，都是不合時(shí)宜的。Peopleusuallyformanimpressionofyoufromthewayyouspeakandbehave.Peopleindifferentcountrieshavedifferentideasofwhatsoundsfriendly,politeorsincere—andofwhatsoundsrudeorunfriendly!Goodmannersinyourculturemaybeconsideredbadmannersinanother.Sometimesyourbodylanguage,gesturesandexpressionsmaytellpeoplemoreaboutyouthanthewordsyouuse.通常，人們會(huì)通過(guò)你的言談舉止對(duì)你形成印象。不同國(guó)家的人們對(duì)如何講話才是友好的、禮貌的或真誠(chéng)的看法各不相同，對(duì)什么樣的語(yǔ)言是粗魯?shù)幕虿挥押玫臉?biāo)準(zhǔn)也不盡相同！一種文化中的良好舉止可能在另一種文化中會(huì)是陋習(xí)。有時(shí)，人們的身體語(yǔ)言、手勢(shì)和表情可能會(huì)比話語(yǔ)傳達(dá)的信息更加豐富。Unit2WorkingTogetherPassage1LearningBusinessSkillsthroughJuniorAchievement通過(guò)“青年成就”學(xué)習(xí)商務(wù)技能JuniorAchievementisaninternationalmovementtoeducateyoungpeopleaboutbusinessandeconomicsforthepurposeofhelpingthempreparetosucceedinworldeconomy.Theorganizationisthelargestofitskind.“青年成就”是為年輕人提供商務(wù)和經(jīng)濟(jì)學(xué)教育的國(guó)際運(yùn)動(dòng)，目的是幫助他們?yōu)樵谑澜缃?jīng)濟(jì)領(lǐng)域取得成功做好準(zhǔn)備。這個(gè)組織是同類組織中規(guī)模最大的。JuniorAchievementhasgonethroughdifferentstagesinitsdevelopment.Itwasstartedbytwobusinessleaders,HoraceMosesandTheodoreVail,andSenatorMurrayCranein1919inSpringfield,Massachusetts.Theorganizationstartedwithasmallnumberofchildrenagedtentotwelve.Formorethan50years,JuniorAchievementprogramsmetafterschoolasagroupofbusinessclubs.Butin1975,JuniorAchievementbegantoofferclassesduringschoolhours.Manymoreyoungpeoplejoinedtheorganizationonceitbegantoteachbusinessskillsaspartoftheschoolday.In2004,JuniorAchievementWorldwidewasformed.“青年成就”經(jīng)歷了不同的發(fā)展階段。早在1919年，它由兩個(gè)商業(yè)領(lǐng)袖賀瑞斯·摩西和西奧多·維爾以及參議員莫里·克蘭在美國(guó)馬薩諸塞州的斯普林菲爾德建立。剛開(kāi)始，這個(gè)組織只有為數(shù)不多的10到12歲的孩子參加。有50余年的時(shí)間里，“青年成就”項(xiàng)目以課后商業(yè)俱樂(lè)部的形式開(kāi)展。但是，在1975年，“青年成就”開(kāi)始在正式的上課時(shí)間安排課時(shí)。自從在課上教授商務(wù)技能以后，越來(lái)越多的年輕人加入了進(jìn)來(lái)。在2004年，“國(guó)際青年成就組織”成立。TheJuniorAchievementprogramsteachaboutbusinesses,howtheyareorganized,andhowproductsaremadeandsold.TheprogramsalsoteachabouttheAmericanandworldeconomiesandbusinessoperations.YoungpeoplecanlearnhowEntrepreneurshipworksbyoperatingtheirowncompanies.Forinstance,thestudentsdevelopaproductandsellsharesintheircompany.Theyusethemoneytobuythematerialstheyneedtomaketheirproduct,whichtheythensell.Finally,theyreturnthepro?ttothepeoplewhoboughtsharesinthecompany.It’sreportedthatintheUnitedStatesalone,therearemorethan22,000placesthatholdJuniorAchievementeventscurrently.AccordingtoJuniorAchievement,about287,000volunteerssupportitsprogramsaroundtheworld.“國(guó)際青年成就組織”項(xiàng)目教授的內(nèi)容包括商業(yè)、商業(yè)組織形式、產(chǎn)品生產(chǎn)與銷售。項(xiàng)目還教授美國(guó)經(jīng)濟(jì)和世界經(jīng)濟(jì)知識(shí)商務(wù)運(yùn)作方式。年輕人可以通過(guò)運(yùn)營(yíng)自己的公司來(lái)了解創(chuàng)業(yè)之路。例如：學(xué)生研發(fā)產(chǎn)品，在公司發(fā)行股票。他們用錢購(gòu)買生產(chǎn)產(chǎn)品所需的原材料，然后再銷售。最終，他們把錢返還給在公司里購(gòu)買他們股票的投資人。據(jù)報(bào)道，僅在美國(guó)，就有22000處開(kāi)展“國(guó)際青年成就組織”項(xiàng)目的地方。根據(jù)“國(guó)際青年成就組織”提供的數(shù)據(jù)，在全世界有近287000志愿者在支持這個(gè)項(xiàng)目。Passage2ThreeEffectiveManagementStyles三種有效的管理方式Beinganeffectivemanagermeansknowingwhentousetherightmanagementstyle.Somestyles,forinstance,aremorepeople-oriented,whileotherstendtofocusonaprojectorproduct.Themanagementstyleyouselectwilldependonyourpeople’sskillsandknowledge,availableresources(liketimeandmoney),desiredresults,and,ofcourse,thetaskbeforeyou.Thecommonmanagementstylescanbesummarizedintothreecategories.作為一名高效的主管，必須清楚何時(shí)使用恰當(dāng)?shù)墓芾矸绞?。例如，一些方式更加以人為?而有些則專注于項(xiàng)目或產(chǎn)品本身。你選擇的管理風(fēng)格將取決于你的成員的技能和知識(shí)、可支配的資源（如時(shí)間和資金）、預(yù)期的結(jié)果，當(dāng)然還有你面臨的任務(wù)。常見(jiàn)管理方式分三大類。Theparticipatorystyleisthefirstofitskind.Here,itiscriticaltogiveeachemployeeanentiretasktocomplete.Ifthat’snotpossible,makesuretheindividualknowsandunderstandshisorherpartasitrelatestotheprojectortask.Whenpeopleinyourteamknowwheretheyfitinthebigpicture,they’remorelikelytobemotivatedtocompletethetask.第一類是參與式管理。這種方式的關(guān)鍵是讓每個(gè)員工完成一個(gè)完整的項(xiàng)目。如果做不到這樣，每個(gè)人也必須了解他們作為項(xiàng)目一部分所要承擔(dān)的任務(wù)。當(dāng)你的團(tuán)隊(duì)成員知道他們?cè)诠纠锼幍奈恢脮r(shí),他們才更有可能有動(dòng)力去完成這個(gè)任務(wù)。Followingthat,wehavethedirectingstyle.Sometimesasituationwillcallforadirectstyleofmanagement.Perhapsatightdeadlinelooms,ortheprojectinvolvesnumerousemployeesandrequiresatop-downmanagementapproach.Here,amanageranswersfivequestionsfortheemployees:What?Where?How?Why?andWhen?Letemployeesknowwhattheyneedtodo,howthey’regoingtodoit,andwhenthequestionsmustbedealtwith.第二類是主導(dǎo)式管理。有時(shí)，某種情境中需要采取直接管理的風(fēng)格。也許任務(wù)的截止日期迫近，或者是項(xiàng)目的參與成員眾多，需要采取自上而下的管理方式。主管需要回答員工5個(gè)問(wèn)題，做什么、在哪兒、怎么做、為什么、何時(shí)做。要讓員工知道他們需要做什么，如何去做，以及何時(shí)解決這些問(wèn)題。Thelastoneistheteamworkstyle.Ifyouwanttospeedupaprojectandchoosethebestprocessforcompletingthatproject,managingbyteamworkisthewaytogo.Whenyoumotivatepeopletopooltheirknowledge,theresultsmayexceedyourexpectation.Often,teamscantackleproblemsmorequicklythanwhatyoucanaccomplishonyourown.Thegive-and-takecancreateaprocessthatyoucanrepeatinotherprojects.第三類是團(tuán)隊(duì)協(xié)作式管理。如果你想要加快項(xiàng)目進(jìn)度并選擇完成它的最佳途徑，通過(guò)團(tuán)隊(duì)式管理方可實(shí)現(xiàn)。當(dāng)你激發(fā)的員工集思廣益時(shí)，結(jié)果可能遠(yuǎn)超你的預(yù)期。團(tuán)隊(duì)協(xié)作往往可以比單槍匹馬更快地解決問(wèn)題。這種相互讓步的合作過(guò)程可以沿用到其他項(xiàng)目中。Unit3BankingPassage1ThreeAdvantagesofOnlineBanking網(wǎng)上銀行的三個(gè)優(yōu)勢(shì)OnlinebankingreferstobankingactivitiesthatarecarriedoutovertheInternetonasecurewebsite.Itdevelopedinthelate1990sandgrewmorepopularovertheyearssinceitcanmakeone’sfinanciallifemucheasiertomanage.網(wǎng)上銀行是指通過(guò)互聯(lián)網(wǎng)在安全的網(wǎng)站上進(jìn)行的銀行業(yè)務(wù)活動(dòng)。網(wǎng)上銀行起源于上世紀(jì)90年代末，因?yàn)樗沟萌藗兊慕鹑诨顒?dòng)更加容易管理，這些年來(lái)網(wǎng)上銀行變得越來(lái)越普及起來(lái)。First,youcanuseonlinebankingtopayyourbills.Mostbankshaveasectioninwhichyousetuppayees.Fillouttheinformationonce,youcansimplychoosethatprofileeverytimeyoupayabillonline.首先，你能夠使用網(wǎng)上銀行支付賬單。大多數(shù)銀行都有一個(gè)可以讓您設(shè)立收款人的欄目。一旦填好這些信息，每次您都可以簡(jiǎn)便地選擇那個(gè)人，在線支付賬單。Second,onlinebankingallowsyoutoaccessyouraccounthistoryandtransactionsfromanywhere.Itisthequickestwaytocheckandseeifatransactionhasclearedyouraccount.Italsoenablesyoutofindoutaboutunauthorizedtransactionsmorequickly.第二，網(wǎng)上銀行使得您可以在任何地方查看您的賬戶歷史以及交易記錄。它是最為快捷的查看交易是否結(jié)清的方式。網(wǎng)上銀行還能使您更迅速地發(fā)現(xiàn)是否有未授權(quán)的交易。Thirdly,onlinebankingalsoallowsyoutotransfermoneybetweenaccountseffectively.Itismoreconvenientthanusingtheautomatedphoneservice.Whenyousetupyouronlinebanking,besurethatallofyouraccountsatthebankarelisted.Thiswillmakeiteasiertotransfermoneyandmakeloanpaymentsonline.第三，網(wǎng)上銀行還允許您在賬戶之間有效地轉(zhuǎn)賬。它比使用電話服務(wù)更方便。當(dāng)您建立自己的網(wǎng)上銀行賬戶時(shí)，要保證銀行所有開(kāi)設(shè)的賬戶都要包含在內(nèi)。這使得轉(zhuǎn)賬和貸款支付更加容易。Obviously,youneedtopayspecialattentiontoyoursafetyorprivacyusingonlinebanking.Itisimportanttoclearyourcookiesaftereachbankingsession,especiallyatapubliccomputer.Additionally,makesurethatyourpasswordislongenoughtopreventitfromeasilybeinghacked.Nevergiveyouronlineaccountinformationtoanyoneelse.Checkyourcreditreportregularly.Thusyoucanprotectyourselffromidentitytheft.顯而易見(jiàn)，使用網(wǎng)上銀行時(shí)，您需要特別注意您的安全或隱私。很重要的一點(diǎn)是，每次銀行交易結(jié)束后，要清除信息記錄文件，尤其是在公共電腦上。此外，確保您的密碼足夠長(zhǎng)，以防止輕易受黑客攻擊。不要把您的網(wǎng)上賬戶信息告訴其他任何人。定期查看您的信用報(bào)告。這樣，您就可以保護(hù)自己，避免身份被盜。Passage2RMBBusinessforPersonalAccountintheUnitedStates在美國(guó)個(gè)人賬戶的人民幣業(yè)務(wù)Witheconomicdevelopment,Chinesebanksareextendingservicesinmoreandmorecountries.ThefollowingisabriefintroductiontoRMBbusinessforpersonalcustomersofferedbytheBankofChinaintheUnitedStates.隨著經(jīng)濟(jì)的發(fā)展，中國(guó)的銀行的業(yè)務(wù)正在擴(kuò)展到越來(lái)越多的國(guó)家。下面簡(jiǎn)單的介紹中國(guó)銀行在美國(guó)為個(gè)人客戶提供的人民幣業(yè)務(wù)。ToopenaRMBaccountwiththeBankofChinaintheUnitedStates,youmustfirstopenaUSDaccount.Ofcourse,aminimumdepositrequirementisneededforboththeUSDandtheRMBaccounts.ThenyoumustcompletetheBank’sAccountApplicationFormandanInternalRevenueService(IRS)Formonyourstatus.Inaddition,youarerequiredtoprovidetheBankwithyourSocialSecurityNumberandtwovalididentificationdocuments.OneisyourPassportorDriver’sLicense,theotherisyourmajorcreditcard,employeeidentificationcardorhealthinsurancecard.為了在美國(guó)開(kāi)立中國(guó)銀行人民幣賬戶，您必須首先開(kāi)立一個(gè)美元賬戶。當(dāng)然，對(duì)于美元和人民幣兩種賬戶，都需要按照銀行規(guī)定存入最低金額。然后根據(jù)您的狀況，您必須完成填寫該銀行的賬戶申請(qǐng)表格和國(guó)稅局（IRS）表格。此外，您需要向銀行提供您的社會(huì)安全號(hào)碼和兩個(gè)有效的身份文件。一個(gè)是護(hù)照或駕駛執(zhí)照，另外一個(gè)是您最主要的信用卡、員工識(shí)別卡或健康保險(xiǎn)卡。WiththeRMBaccountyoucanwithdrawanddepositRMBcashdirectly.Thedailylimitis20,000yuanoneachtransaction.Usuallyaservicefeeischargedforwithdrawalsabove3,000yuan.YoucanalsoexchangeUSDforRMBorexchangeRMBforUSD.ThedailylimitisUSD$4,000worthofRMB.Becarefulabouttheexchangerates.TheymightnotbethesameastheexchangeratesofferedinChina.用人民幣賬戶，您可以直接提取和存入人民幣現(xiàn)金。每日每筆交易限額為20000元。通常，提現(xiàn)3000元以上會(huì)被收取服務(wù)費(fèi)。您也可以把美元換成人民幣，或者把人民幣兌換成美元。每天限額美元4000或等值人民幣。注意有關(guān)匯率。它們可能和在中國(guó)提供的匯率不盡相同。Forfurtherinformation,youcancallatthebank’scustomerservicehotlineat123456789totheextension9578,orpayavisitto.要了解更多信息，您可以撥打銀行客服熱線123456789轉(zhuǎn)分機(jī)9578，或者訪問(wèn)網(wǎng)站。Unit4MarketingPassage1PreparationsforNegotiation談判準(zhǔn)備Beforeyougotovisitanewcustomertonegotiateasale,youshouldfindoutasmuchasyoucanaboutthem.在你去拜訪新客戶洽談業(yè)務(wù)之前，你應(yīng)該盡可能多地了解他們的情況。Atthebeginningofthenegotiationyoushoulddrawupanagendatogetherwithyourcustomer.在談判開(kāi)始前你應(yīng)該與你的客戶一起制定一個(gè)議程。Thenbothsidesshouldputforwardtheirproposalsbeforeyougetdowntotrading.雙方都提出各自的方案，然后進(jìn)行討價(jià)還價(jià)。Ideallyanegotiationshouldbeawin-winsituationsobothyouandyourcustomerwillprobablyhavetogiveinonsomepoints,andyoushouldbepreparedincaseyourcustomerturnsdownyourproposalsbyhavingasecondplantofallbackon.理想的談判應(yīng)該是一個(gè)雙贏的局面，因此，你和客戶可能在某些方面都應(yīng)做出一些讓步，你應(yīng)該做好準(zhǔn)備，以防客戶轉(zhuǎn)而依靠另一方案來(lái)否決你的提議。Beforeclosingthesaleit’sagoodideatorunthroughthemainpointsyouhaveagreedonagain.在達(dá)成交易前，將你認(rèn)可的要點(diǎn)再過(guò)一遍，這是個(gè)好主意。Asthesalesperson,youshouldwriteuptheagreementassoonaspossibleafterthenegotiationandsendacopytoyourcustomer.作為銷售人員，你應(yīng)該在談判結(jié)束后盡快擬定協(xié)議，并把副本發(fā)送給你的客戶。Passage2HardSellvs.SoftSell硬推銷和軟推銷Hardsellandsoftsellareimportantbusinesstermsandusefulstrategiesforsalesstafftoknowandunderstand.Bothofthemcanwork.Theeffectdependsonthetypeofcustomersandthetypeofproducts.硬推銷和軟推銷是銷售人員需要了解和理解的重要商務(wù)術(shù)語(yǔ)和實(shí)用策略。二者都很奏效，其效果取決于客戶的類型和產(chǎn)品的類型。Hardsellisakindofmoredirectandforcefulsalestactics.Thesalespersonjustkeepsexplaininghowgoodtheproductis,whypeopleshouldbuyitandevenhowthepricesmightincreaseifthecustomerwalksoff.硬推銷是一種更加直接和有力的銷售策略。銷售人員堅(jiān)持不斷地解釋這個(gè)產(chǎn)品有多好，為什么人們應(yīng)該買它，甚至如果客戶不買，價(jià)格會(huì)如何上漲。Softsellisadifferentapproach.Thesalespersontriestobuildtrustwithconsumers.Hedoesn’tputpressureonthemtobuythings,justrecommendingaproductandlettingtheconsumersmaketheirowndecisions.軟推銷是一種不同的方法。銷售人員竭力與消費(fèi)者建立信任，并不給他們施加壓力去買東西，只是推薦產(chǎn)品，讓消費(fèi)者自己決定。Anexampleofsoftsellistodistributefreesamplestowhichcustomersoftenrespondfavorably.Businessescanusefreesamplestobuildrapportandengagecustomersinproductsorservices.Recommendingproductsbetweenfriendsisalittlebitlikedoingsoftselling.Peopledon’treallycareifsomeoneelsebuystheproduct.Theyarejustgivingtheirhonestopinionsandtryingtobehelpful.軟推銷的一個(gè)例子是分發(fā)免費(fèi)樣品,客戶通常積極回應(yīng)。企業(yè)可以使用免費(fèi)樣品和客戶建立融洽的關(guān)系，并以此吸引他們對(duì)產(chǎn)品或服務(wù)的興趣。朋友間推薦產(chǎn)品有點(diǎn)像做軟式銷售，人們實(shí)際上不關(guān)心別人是否會(huì)購(gòu)買該產(chǎn)品，他們只是想給出誠(chéng)實(shí)的看法，做點(diǎn)有益他人的事。Humorinadvertisingisalsousedtoattractthecustomers’attentionandgettheminterestedintheproductsorservices.Customersoftenresisthardsalestactics,thusmakingsoft-sellingmuchmoreeffectiveforsuccess.詼諧的廣告也被會(huì)用來(lái)吸引顧客的注意力，引起他們對(duì)產(chǎn)品或服務(wù)的興趣。顧客往往抵制那些硬推銷策略，從而使得軟推銷能更有效地獲得成功。Passage3AReplyLetterDearMr.Shepherd.親愛(ài)的謝潑德先生：Thankyouforyourrecentinquiry.謝謝您最近的詢盤。Pleasefindbelowourquotation.Itisvalidforthenexttwomonths.請(qǐng)查閱下面我們的報(bào)價(jià)。未來(lái)兩個(gè)月內(nèi)有效。Roomsize/m2Monthlyrate25%offmonthlyofferrate30$80$6040$100$7550$120$90面積/每平方米月租金月租金25%優(yōu)惠30$80$6040$100$7550$120$90Wearenowrunningapromotion,offeringyoua25%discountoffyourfirsttwomonths’storage.Besides,wecanofferyouafurtherdiscountof5%ifyoupayinadvancefortwelveweeks,or8%forsixteenweeks.我們現(xiàn)在正在搞促銷活動(dòng)，對(duì)您前兩個(gè)月的倉(cāng)儲(chǔ)費(fèi)我們可以給您25%的折扣。除此之外,如果您提前十二周支付費(fèi)用，再給予5%的折扣，或者提前十六周支付，再給予8%的折扣。Moreover,reservationsbycreditcardfourweeksinadvanceguaranteeavailabilityoftheroomsizerequired.Ourtermsofstoragerequireasecuritydepositandminimumoffourweeks’rentalsopayableinadvance.Boththesecuritydepositandanyunusedrentwillberefundedwhenyoumoveout.Wesellinsurancecoverage;thechargeyoupaywilldependonthecoveryourequire.另外，用信用卡提前四個(gè)星期預(yù)定，可以確保您所需的空間。我們的倉(cāng)儲(chǔ)條款要求預(yù)交押金（保證金）和最少四周的房租。當(dāng)您搬走時(shí)，押金和任何未使用的租金都將退還給您。我們出售保險(xiǎn)，費(fèi)用取決于您想要投保的險(xiǎn)別。Itisobviousthatwewouldbedelightedifyouwouldliketovisitourstoretoseeinpersonwhatwehavetooffer.You’llfindeverythingyouneedtomakeyourselfstorageexperienceaseasyaspossible.當(dāng)然，我們也歡迎您親自來(lái)參觀我們的倉(cāng)庫(kù)，來(lái)看看我們所提供的服務(wù)。您定會(huì)感受到無(wú)比便捷的倉(cāng)儲(chǔ)體驗(yàn)。Pleasefindenclosedourbrochureandotherleafletsoutliningourrangeofservices.Ifyourequireanyfurtherinformationorwouldliketomakeareservation,pleasedonothesitatetocallusat0800-123-7265,orvisit.請(qǐng)查閱附件中我們的宣傳冊(cè)和宣傳單，里面概述了我們服務(wù)的范疇。如果您想進(jìn)一步了解詳情，請(qǐng)致電0800-123-7265，或者訪問(wèn)。Wearelookingforwardtoreceivingyourreply.我們期待收到您的回復(fù)。Yourssincerely,您真誠(chéng)的AdamLambert亞當(dāng)?蘭伯特P.S.:Don’tforgettousetheenclosedspecial$15-offvoucherforallpackingmaterials.注:別忘了使用附贈(zèng)的價(jià)值$15的包裝材料特別優(yōu)惠券。Unit5SalesStrategiesPassage1FunctionsofMarketing市場(chǎng)營(yíng)銷的功能Thereareeighttraditionalfunctionsofmarketing:市場(chǎng)營(yíng)銷有八個(gè)傳統(tǒng)功能：A.Buying:Amarketerfocusesonbuyers’needsanddesiresinordertodecidewhatproductstomakeavailable.Understandingbuyers’behaviorisofgreatimportance.A.購(gòu)買：營(yíng)銷人員需要聚焦買方的需求和意愿，來(lái)決定提供哪些產(chǎn)品。了解買方的行為很重要。B.Selling:Marketersusuallyviewsellingasapersuasiveactivitythatiscompletedthroughpromotion.Sellingincludespersonalselling,advertising,andothersellingmethods.Itisprobablythefunctionofmarketingthatwemostoftenseeinourdailylife.B．推銷：營(yíng)銷人員通常將推銷視為通過(guò)促銷可以實(shí)現(xiàn)的游說(shuō)行為。推銷包括個(gè)人銷售、廣告以及其他銷售方法。這就是在我們?cè)谌粘Ｉ钪凶畛Ｒ?jiàn)的市場(chǎng)營(yíng)銷功能。C.Transporting:Itisphysicallymovingtheproductfromthesellertothebuyer.Marketersfocusontransportingcostsandservices.C．運(yùn)輸：產(chǎn)品從買方到賣方的物資移動(dòng)就是運(yùn)輸。市場(chǎng)營(yíng)銷主要關(guān)注運(yùn)輸成本和服務(wù)。D.Storing:Liketransporting,storingisanaspectofthephysicaldistributionofproducts.Storingincludeswarehousingactivities.Warehousesholdproductsforlongperiodssometimesinordertocreatetimeutility.D．儲(chǔ)存：像運(yùn)輸一樣，儲(chǔ)存也是產(chǎn)品物資調(diào)運(yùn)的一個(gè)方面。儲(chǔ)存包括了倉(cāng)儲(chǔ)活動(dòng)。有時(shí)候在倉(cāng)庫(kù)里長(zhǎng)時(shí)間的保存產(chǎn)品是為了增加時(shí)間效用。E.Grading:Itinvolvessortingproductsaccordingtosizeandquality.Thismakesbuyingandsellingeasierbecauseitreducestheneedforinspectionandsampling.E．分級(jí)：根據(jù)產(chǎn)品的尺寸和質(zhì)量給產(chǎn)品分級(jí)。這使得買賣雙方都更加便利，因?yàn)檫@樣可以減少檢查和抽樣的需要。F.Financing:Formanyproducts,suchasautomobiles,fridges,andnewhomes,thepurchaseisfacilitatedwhenthemarketerprovidescreditthatmakesthepurchasingoftheproductpossible.F．金融支持：對(duì)于像汽車、冰箱和新的房產(chǎn)這些大宗產(chǎn)品，營(yíng)銷人員提供貸款等金融服務(wù)可以促進(jìn)顧客購(gòu)買產(chǎn)品。G.Marketingresearch:Throughresearch,marketersmayfindouttheneedfornewproductsandservices.Bygatheringinformationonaregularbasis,theycanbetterplan,carryoutandcontrolmarketingactivities.G．市場(chǎng)調(diào)研：通過(guò)調(diào)研，營(yíng)銷人員可以發(fā)現(xiàn)市場(chǎng)對(duì)新產(chǎn)品和新服務(wù)的需求。通過(guò)定期收集數(shù)據(jù)，他們能更好地策劃、實(shí)施以及控制營(yíng)銷行為。H.Risktaking:Itinvolvesbearingtheuncertaintiesthatarepartofthemarketingprocess.Mostmarketingdecisionsresultineithersuccessorfailurethatisassociatedwithrisk.H．風(fēng)險(xiǎn)承擔(dān)：承擔(dān)不確定的風(fēng)險(xiǎn)是市場(chǎng)營(yíng)銷過(guò)程中的不可或缺的一個(gè)部分。大多數(shù)營(yíng)銷決策會(huì)導(dǎo)致與風(fēng)險(xiǎn)相關(guān)的成功或失敗。Passage2SecretofSales銷售的秘訣Youdon’thavetobeaspecialkindofpersontosellaproduct.Althoughsuccessfulsalespeopleoftenhavespecialtalentsandanoutgoingpersonality,theskillstheyemployareusedbyusall:webuildandmaintainrelationshipswithdifferentkindsofpeople,welistentoandtakenoteofwhattheytellusanddon’tjustenjoythesoundofourownvoices,andweexplainthingstothemordiscussideaswiththem.推銷一個(gè)產(chǎn)品，你不一定做個(gè)特殊的人。雖然成功的銷售人員通常擁有特別的天賦和開(kāi)朗的性格，但是，他們所運(yùn)用的技巧我們也經(jīng)常使用，我們和不同的人建立并保持關(guān)系，我們聆聽(tīng)并注意他們所講的內(nèi)容，而不只是欣賞我們自己的聲音，我們跟他們解釋一些事情，或者討論一些觀點(diǎn)。Keepingsalespeople“ontheroad”ismuchmoreexpensivethanemployingthemtoworkintheofficebecausemuchoftheirtimeisspentintraveling.Telephonesellingmayusethistimemoreproductively,butaface-to-facemeetingismuchmoreeffective.Exportcompaniesoftenhaveaseparateexportsalesforce,whosetravelandaccommodationexpensesmaybeveryhigh.Soservingoverseascustomersmayoftenbedonebyphone,fax,letteroremailwithoutsomanypersonalvisits.Manyfirmsemployanoverseasagentwhoisresponsibleforsellingtheirproductsinanothercountry.讓銷售人員“在路上”比讓他們待在辦公室里工作更加昂貴，因?yàn)樗麄兊拇罅繒r(shí)間花在旅途中。雖然電話推銷能有效地利用時(shí)間，但是面對(duì)面交流卻更加讓人印象深刻。外貿(mào)公司通常擁有獨(dú)立的出口銷售團(tuán)隊(duì)，他們的差旅和食宿花銷會(huì)非常高。所以對(duì)于國(guó)外客戶，通常會(huì)通過(guò)電話、傳真、信件或電子郵件等手段進(jìn)行服務(wù)，而不是親自拜訪。很多公司雇傭海外代理商，這些代理商負(fù)責(zé)在其他國(guó)家銷售他們的產(chǎn)品。Asalesdepartmentconsistsofmanypeoplewhoarebasedindifferentpartsofthecountryortheworld,andwhodon’thaveday-to-daycontactorchancesforcommunicatingwitheachother.Forthisreason,firmsholdregularsalesconferenceswheretheirentiresalesforcecanmeet,receiveinformationandaskquestionsaboutnewproductsandreceivetraining.銷售部由在全國(guó)乃至世界各地工作的很多人員組成，銷售人員之間缺乏日常接觸或互相交流的機(jī)會(huì)。鑒于此，公司會(huì)定期召開(kāi)營(yíng)銷會(huì)議，全體營(yíng)銷人員可以碰面，接受新產(chǎn)品相關(guān)信息并提出有關(guān)問(wèn)題，接受培訓(xùn)。Unit6LogisticsPassage1TheImportanceofInformationintheSupplyChain供應(yīng)鏈中信息的重要性1．Informationisimportantbecauseitprovidesthefactsthatsupplychainmanagersusetomakedecisions.Withoutinformation,amanagerwillnotknowwhatconsumerswant,howmuchinventoryisinstockandwhenmoreproductsshouldbeproducedandshipped.Inshort,withoutinformation,amanagercanonlymakedecisionsblindly.信息很重要，因?yàn)樗峁┝斯?yīng)鏈管理者用于決策的事實(shí)。如果沒(méi)有信息，管理者就無(wú)法知道消費(fèi)者的需求是什么，無(wú)法確定需要多少庫(kù)存，也無(wú)法確定什么時(shí)候生產(chǎn)或運(yùn)輸更多的產(chǎn)品?？傊瑳](méi)有信息，管理者只能盲目決策。2．Managersmustunderstandhowinformationisgatheredandanalyzed.Thisiswhereinformationtechnologycomesintoplay.Informationtechnologyservesastheeyesandearsofmanagementinasupplychain,capturinganddeliveringtheinformationnecessarytomakeagooddecision.Forinstance,anITsystematapersonalcomputermanufacturermayhelpamanageranalyzetheinformationandrecommendanaction.Themanagercanusetheremainingchipsfirst,thenlookatdemandforecast,anddeterminewhethertoordermorechips.管理者必須清楚如何收集和分析信息，這就要求信息技術(shù)發(fā)揮作用了。信息技術(shù)在供應(yīng)鏈上充當(dāng)管理的耳目，獲取并傳遞做出正確決策所需要的信息。例如，個(gè)人電腦制造商的信息技術(shù)系統(tǒng)可以幫助管理者分析信息，并對(duì)行動(dòng)提出建議。管理者可以先使用現(xiàn)有芯片，然后查看需求預(yù)測(cè)，再?zèng)Q定是否訂購(gòu)更多的芯片。3．Therearefourreasonswhytimelyandaccurateinformationhasbecomemoreimportantforeffectivelogisticssystemdesignandoperations.First,customersrecognizeinformationaboutorderstatus,productavailability,deliveryschedule,andshipmenttrackingasnecessaryelementsoftotalcustomerservice.Then,managersrealizethatinformationcanbeusedtoreducehumanresourcerequirements.What’smore,informationincreasesflexibilitywithregardtohow,when,andwhereresourcesmaybeusedtogainstrategicadvantage.Andfinally,enhancedinformationtransferandexchangecapabilityofusingtheInternetischangingrelationshipsbetweenbuyersandsellersandrefiningchannelrelationships.及時(shí)、準(zhǔn)確的信息對(duì)于高效的物流系統(tǒng)的設(shè)計(jì)與運(yùn)行發(fā)揮著更加重要的作用，有如下四個(gè)原因。首先，客戶認(rèn)為，訂單狀況、產(chǎn)品現(xiàn)貨供應(yīng)狀況、送貨日期、貨物跟蹤這些信息是全面客戶服務(wù)的應(yīng)有內(nèi)容。其次，管理者認(rèn)識(shí)到，信息可以降低對(duì)人力資源的需求。此外，信息能夠提高何時(shí)何地如何利用資源贏取戰(zhàn)略優(yōu)勢(shì)的靈活性。最后，互聯(lián)網(wǎng)的使用增強(qiáng)了信息傳遞和交互能力，使買賣雙方之間的關(guān)系發(fā)生著變化，也使渠道關(guān)系更趨完善。Passage2FunctionsofLogistics物流的功能Logisticsisthephysicalflowprocessofgoodsfromthepointoforigintothepointofconsumptionconcerningtransportation,warehousingandstorage,loadingandunloading,goodshandling,packing,distributionprocessingdeliveryandinformationmanagement.Forexample,afteracommercialtransactionisdone,logisticswillcarryoutthetransferofgoodsfromthesellertothebuyeratthelowestcostandinthemosteffectivemanner.Duringthetransferprocess,logisticsfacilities,equipment(carriers),administrationofinformationandstandardizationareneeded.物流指的是物品從產(chǎn)品生產(chǎn)地向消費(fèi)點(diǎn)的實(shí)物流轉(zhuǎn)過(guò)程，其中包括運(yùn)輸、倉(cāng)儲(chǔ)、裝卸、物品搬運(yùn)、包裝、配送以及信息管理。例如，商品交易完成之后，物流會(huì)以最低成本和最高效率將物品從賣方運(yùn)送給買方。運(yùn)輸過(guò)程中，既需要物流設(shè)施和設(shè)備（運(yùn)輸工具），也需要進(jìn)行信息管理和標(biāo)準(zhǔn)化管理。Logisticshasthreemajorfunctions.Firstly,itcreatestimevalue.Thesamegoodscanbevalueddifferentlyatdifferenttimes.Goodsareofteninstagnationduringthetransferprocess,whichiscalledthestorageoflogistics.Secondly,itcreateslocationvalue.Thesamegoodscanbevalueddifferentlyatdifferentlocations.Thevalueaddedduringthetransferprocessisthelocationvalueoflogistics.Thirdly,itcreatesdistributionprocessingvalue.Sometimesthedistributionprocessingchangesthepackagesofthegoods.Thatis,duringthisstage,itcutslargepackagesofgoodsintosmallerparts,whichcreatesaddedvalueforgoods.物流有三大主要功能。第一，物流創(chuàng)造時(shí)間價(jià)值。相同的物品在不同時(shí)間會(huì)有不同的價(jià)值。在商品傳送過(guò)程中，物品通常會(huì)處于停滯狀態(tài)，這被稱為物流儲(chǔ)存。第二，物流創(chuàng)造場(chǎng)所價(jià)值。相同的物品在不同場(chǎng)所會(huì)有不同的價(jià)值。這種因商品流轉(zhuǎn)過(guò)程中而產(chǎn)生的附加增值被稱為物流的場(chǎng)所價(jià)值。第三，物流創(chuàng)造配送加工價(jià)值。有時(shí)候，配送過(guò)程改變物品的包裝形式。也就是說(shuō)，在這個(gè)階段，配送加工把大包裝的貨物拆分成較小的部分，這樣可以創(chuàng)造商品的附加價(jià)值。Unit7AccountingandTaxPassage1TopEightAccountingMistakes八大常見(jiàn)會(huì)計(jì)錯(cuò)誤Accountingerrorswillhappenfromtimetotime,butmanycommonaccountingmistakescanbeavoidedwithproperplanningandpreparation.Herearethetopeightaccountingmistakesthatcanruinyouraccountingcareer.會(huì)計(jì)錯(cuò)誤時(shí)有發(fā)生,但是如果規(guī)劃準(zhǔn)備合理，很多常見(jiàn)的錯(cuò)誤都可以避免。下列錯(cuò)誤就是可以毀掉你前程的八大常見(jiàn)會(huì)計(jì)錯(cuò)誤。1．Notknowingyourtruecashbalance:Duetothingslikeautomaticpaymentsandbankcharges,moneythatappearsinyourcashdrawerandyourcheckingaccountmayalreadybespent.不了解真實(shí)的現(xiàn)金余額：例如除去自動(dòng)給付、銀行收費(fèi)，你的現(xiàn)金抽屜和活期存款中的錢可能已經(jīng)被花掉了。2．Mistakingprofitsforcash:Whenyouhavealotofcreditsales,yourcompanycanpostbigprofitswithoutseeinganycash.錯(cuò)把利潤(rùn)當(dāng)成現(xiàn)金:當(dāng)公司存在很多賒銷的時(shí)候，可能會(huì)宣布獲得很大利潤(rùn)，卻看不到任何現(xiàn)金。3．Payingbillstoosoon:Ifyourvendorsgiveyouthirtydaystopaythem,takeit.Unlessyougetadiscountforpayingearly,payingyourbillsonlywhenthey’redueimprovesyourcompany’scashflow.急于付款:如果供應(yīng)商容許30天時(shí)間的付費(fèi)期限，那就好好利用這個(gè)期限。除非有提前付費(fèi)的折扣，當(dāng)期限快到時(shí)再付費(fèi)可以增加公司的現(xiàn)金流。4．Avoidingbook-keepingtasks:Notrecordingandpostingtransactionsregularlyleavesyouwithamountainofbook-keepingtodealwithintheend.不及時(shí)記賬:不按時(shí)記錄和過(guò)賬，到頭來(lái)會(huì)使記賬工作堆積如山。5．Payingaccidentaldividends:Everytimeacorporationownertakesmoneyoutofhisbusiness,itcountsasadividend.Thatcanleadtoabiggerpersonalincome-taxbill.不按計(jì)劃支付分紅:公司所有者每次從經(jīng)營(yíng)所得中提取的資金，都被視為分紅。這會(huì)導(dǎo)致個(gè)人所得稅的增加。6．Notkeepingpersonalfinancesseparatefrombusiness:Mixingupbusinessandpersonalmoneycancausebook-keepingandlegalproblems.把個(gè)人和公司的財(cái)務(wù)狀況混為一談:把公司和個(gè)人的財(cái)務(wù)混在一起會(huì)產(chǎn)生記賬和法律問(wèn)題。7．Settingpricestoolow:Knowyourcostsbeforeyousetproductorserviceprices,oryoucanruntheriskoflosingmoneyoneverysale.Asimplebreak-evenanalysiscanhelpyousetpricesataprofitablelevel.定價(jià)過(guò)低:在為產(chǎn)品或服務(wù)定價(jià)之前需要了解成本，否則會(huì)有銷售虧本的風(fēng)險(xiǎn)。簡(jiǎn)單的盈虧平衡分析法就可以幫助你把價(jià)格定在可盈利的范圍內(nèi)。8．Turningoverallthefinancialissuestosomeoneelse:Withoutagoodknowledgeofyourcompany’sfinances,youcan’tmakesuccessfuldecisions.Evenifyoudon’twanttodealwiththedailybook-keepingtasks,lookatyourfinancialstatementseverymonthtohelpyouplanforprofitsandpreventpotentialproblems.把所有財(cái)務(wù)問(wèn)題交給他人處理:對(duì)公司財(cái)務(wù)狀況缺乏很好的了解，你就不可能做出正確的決策。即使你不想處理日常的記賬工作，每月定期了解自己的財(cái)務(wù)狀況可以幫助你規(guī)劃收益和防范風(fēng)險(xiǎn)。Passage2EveryBusinessHasAssets每個(gè)企業(yè)都有資產(chǎn)Nomatterhowsmallyourbusinessisandwhatindustryyouarein,yourcompanyhasassets.Fromacomputertoaprocessingplant,everysinglethingyourcompanyownsisanasset.無(wú)論你的企業(yè)有多小，無(wú)論從事哪個(gè)行業(yè)，你的公司都有資產(chǎn)。從一臺(tái)電腦到一家工廠，你公司擁有的每個(gè)零件都視同資產(chǎn)。Assetscanbeindifferentforms.Someassetsarephysical,suchascomputers,filingcabinets,anddeliveryvans.Othersarelegallybindingpromises,suchasaccountsreceivable,themoneyowedtoyourcompany.Stillothersseem