学习重点
1. Homework review
2. Choosing a supplier
3. Supplier relationships
4. Global sourcing
5. Oral practice
6. Business passage reading
7. Reading Test Part 5 & 6
8. Homework
I. Homework Review
Analysis:
On a bicycle made of bamboo
It is used as scaffolding throughout Asia; it is also…(0) made…into furniture. You can cook with it; it makes a good water carrier; it can be eaten. Now you can ride it. Bamboo has a wide range of …21… . Quasar Khanh, a Vietnamese designer, has come…22…with the strangest one yet. Khanh is making the “bambooclette” a bicycle made…23…out of bamboo.
*scaffolding (建筑或修缮房屋时四周所搭建的)施工架;鹰架;搭施工架或鹰架所用的材料(例如长竿和厚板，或用螺栓结合在一起的金属管)
Question 22:l
---come across sb/sth: 偶然发现或遇见某人(某物)
e.g. I came across my fellow student in my high school.
出现于……中
e.g. The thought came across my mind that …. ……的想法出现于我的脑海中。/我忽然想到。
---come up with 产生;发现(解决办法，答案)
---come over 从远处来;改变立场或意见
---come off 发生，举行;成功;
This month, the first shipment of five hundred bicycles is due to leave Khanh’s workshop in Ho Chi Minh City for sale in Europe. “Bamboo is a strong, durable material, able to …24…all weather conditions,” says Khanh. “It is also recyclable. Not everyone will want a bambooclette, but people love a new idea and we think it will…25… .There are plenty of very talented designers in Vietnam, so we did not have too much trouble making a bambooclette prototype. Now we are trying to get a …26…production line going. The good thing is that we needed very little start-up capital as bamboo grows everywhere in Vietnam and is very cheap.”
Not all the bambooclette is bamboo: the wheels and part of the frame are made of metal. Unfortunately, a …27…of local suppliers means that some parts such as brakes and wheels still have to be improved. The first models to be made are for men and women, but production of a children’s model is also in …28… . As for the future? Well, Khanh is excited about the …29…of a mountain bike with a frame made…30…out of thick bamboo!
II. Choosing a supplier
source verb [transitive] technical
1 if goods are sourced from a particular place, they are obtained from that place 采购
source from
Fish for the restaurant is sourced daily from British ports. 这家餐馆的鱼每天从英国港口采购。
locally sourced milk 当地采购的牛奶
2 to find out where something can be obtained 发现，寻找
We might be able to source the parts. 我们能够找到零部件。
outsourcing noun [uncountable]
when a company uses workers from outside the company to do a job 外包
the outsourcing of the marketing to a specialist firm 将公司的市场开发部工作外包给专业公司
ￚoutsource verb [transitive]
1. Speaking.
2.
per cent defective
defective adjective
not made properly, or not working properly有缺陷的, (智商或行为有)欠缺的
ￚ同义词 faulty
The disease is caused by a defective gene. 这种病是由基因缺陷引起的。
defective products 残次品
defect noun [countable]
a fault or a lack of something that means that something or someone is not perfect 残缺
All the cars are tested for defects before they leave the factory. 所有车辆都要在离厂前就可能出现的问题作检查。
a genetic defect 基因缺陷
faulty adjective
1 not working properly, or not made correctly 无法正常工作的，有毛病的
Customers may ask for a refund if the goods are faulty. 如果产品有问题，客户可能会要求赔偿。
a faulty gene that causes breast cancer 由基因缺陷引起的乳腺癌
conform verb [intransitive]
1 to behave in the way that most other people in your group or society behave 相似，一致，顺从，符合
the pressure on schoolchildren to conform 向学校孩子施压，要求他们顺从
conform to/with
people who do not conform to traditional standards of behaviour 那些行为举止不符合传统标准的人们
2 to obey a law, rule etc 遵照，适应
conform to/with
Students can be expelled for refusing to conform to school rules. 由于拒绝遵守学校规定，学生会被校方开除。
All new buildings must conform with the regional development plan. 所有新建大楼必须要遵守当地的发展规划。
products which conform to international safety standards 符合国际安全标准的产品
3 conform to a pattern/model/ideal etc
to be similar to what people expect or think is usual 符合人们通常认为的模式
Joseph does not conform to the stereotype of a policeman.
conformity noun [uncountable]
1 behaviour that obeys the accepted rules of society or a group, and is the same as that of most other people 遵照，相似，一致符合
an emphasis on conformity and control
conformity to
conformity to social expectations 与社会预期相一致
2 in conformity with something
formal in a way that obeys rules, customs etc 遵守法规、习俗等
We must act in conformity with local regulations. 我们的行为举止必须要与当地规定相符。
warranty noun[countable]
plural warranties
a written agreement in which a company selling something promises to repair it if it breaks within a particular period of time 保修
under warranty
The car is still under warranty. 这辆车还在保修期内。
a three-year warranty 保修三年
warrant noun
1 [countable] a legal document that is signed by a judge, allowing the police to take a particular action 逮捕状
warrant for
The magistrate issued a warrant for his arrest.地方检察官发出对他的逮捕令。
search warrant 搜查令
2 [countable] an official document giving someone the right to do something, for example buy shares in a company 委任书，委托书，认股权证
The company issued warrants for 300,000 shares of Common Stock.
3 formal no warrant for (doing) something
no good reason for doing something
There is no warrant for copying other people’s work.
warrant verb [transitive]
1 to need or deserve 需要，值得
This tiny crowd does not warrant such a large police presence. 这一小群聚集的群众不需要大量警力介入。
warrant attention/consideration etc
Another area that warrants attention is that of funding for universities. 另一个值得注意的领域就是向高校提供资金。
2 to promise that something is true 保证某事正确
warrant that
The Author hereby warrants that the Publisher is the owner of the copyright. 作者就此保证出版商是该书版权的所有者。
3 I’ll warrant (you)
old-fashioned used to tell someone that you are sure about something
warrant (that)
I’ll warrant we won’t see him again.
III. Supplier relationships
1. Listening.
C B A B B C A C
(1) Why has global sourcing become so widespread?
There are several factors. One is that the outlook of international companies becomes global. The other reason is that the domestic market becomes hyper-competitive. They need to look further far away.
Global sourcing becomes true because of the advances in IT and telecoms.
outlook noun [countable]
1 your general attitude to life and the world观点，看法
outlook on
He’s got a good outlook on life. 他对生活抱着美好的态度。
Exercise will improve your looks and your outlook. 锻炼身体会改变你的体形和看待事物的观点。
positive/optimistic outlook
She still has an optimistic outlook for the future. 她对未来仍旧充满了乐观的看法。
2 [usually singular] what is expected to happen in the future 前景; 景况; 展望
outlook for
The outlook for the weekend is unsettled, with periods of heavy rain. 这个周末天气变化多，偶尔会有大雨。
The outlook for sufferers from this disease is bleak. 患此病病人恢复的希望渺茫。
economic/financial/political etc outlook 经济/金荣/政治前景
a gloomy economic outlook in Western Europe 西欧暗淡的经济前景
3 a view from a particular place 视野; 景色
a very pleasing outlook from the bedroom window 从卧室窗外看到的美丽景色
afield adverb
far/further/farthest afield
far away, especially from home 远离本土
They were exporting as far afield as Alexandria.
students who come from further afield .
catalyst noun [countable] 催化剂
1 technical a substance that makes a chemical reaction happen more quickly without being changed itself
2 something or someone that causes an important change or event to happen
catalyst for
They hope his election will act as a catalyst for reform.
ￚcatalytic adjective
(2) What’s the great attraction?
The benefits are anything from better access to overseas markets, lower taxes, lower labour costs, quick delivery or a combination of any of these. And the main incentive is the financial benefits.
incentive noun [uncountable and countable]
something that encourages you to work harder, start a new activity etc 激励措施
As an added incentive, there’s a bottle of champagne for the best team. 作为附加的激励措施，我们会给表现最好的团队一瓶香槟酒。
create/provide/give somebody an incentive
Awards provide an incentive for young people to improve their skills. 给年轻人奖励是一种激励措施，可以让他们改进技能。
incentive to do something
economic/financial/tax etc incentives
a recycling drive backed with financial incentives 在经济上给与鼓励措施推动再循环行动
(3) What the risks?
bother verb
▶MAKE AN EFFORT◀
[intransitive, transitive usually in questions and negatives] to make the effort to do something 费力做
(not) bother to do something
He didn’t bother to answer the question. 他不愿回答这个问题。
not bother about/with
He didn’t bother with a reply.
(not) bother doing something
Many young people didn’t bother voting.
don’t/didn’t/won’t etc bother
’Do you want me to wait for you?’ ’No, don’t bother.’
Why bother to go abroad, when there are so many nice places here at home?
hop verb
past tense and past participle hopped present participle hopping
▶JUMP◀
[intransitive] to move by jumping on one foot 单脚跳
The little girl ran off, hopping and skipping as she went.
2 [intransitive] if a bird, an insect, or a small animal hops, it moves by making quick short jumps
3 [intransitive always + adverb/preposition] informal to move somewhere quickly or suddenly 迅速而又突然地前往某地
Hop in - I’ll drive you home.
Patrick hopped out of bed and quickly got dressed.
4 hop a plane/bus/train etc
American English informal to get on a plane, bus, train etc, especially after suddenly deciding to do so 匆忙搭乘
So we hopped a bus to Phoenix that night.
(4) How does a company weigh up all these factors and choose a supplier?
weigh somebody/something ↔ up phrasal verb
1 to consider something carefully so that you can make a decision about it 权衡，仔细考虑
We’re still weighing up the pros and cons (=the advantages and disadvantages) of the two options. 我们仍在考虑这两个选择的利与弊。
2 to watch someone and listen to them carefully so that you can form an opinion about what they are like (通过仔细观察和倾听来)考量某人
I could see that he was weighing me up. 我可以看得出他正在考量我。
be after somebody/something
to be looking for someone or something 寻找
That boy’s always in trouble - the police are after him again. 这个孩子总是有麻烦 --- 经常又在找他呢。
’Were you after anything in particular?’ “你有没有特别想要的东西?”
’No, we’re just looking.’ “没有，我还在看。”
(5) Having chosen a prospective supplier, then what does a company should do?
prospect noun
1 [uncountable and countable] the possibility that something will happen将要发生的事情
prospect of doing something
I see no prospect of things improving here. 这里的情况改善没有可能。
There is every prospect (=a strong possibility) of the weather remaining dry this week. 这周天气还是干燥。
prospect for
There are good prospects for growth in the retail sector. 零售行业会看到良好增长的前景。
prospect that
There’s a real prospect that England will not qualify for the World Cup.
2 [singular] a particular event which will probably or definitely happen in the future - used especially when you want to talk about how you feel about it 可能会发生的事情
prospect of
The prospect of marriage terrified Alice.
Greeks face the prospect of new general elections next month.
He relishes the prospect of a fight.
daunting/exciting etc prospect
be excited/alarmed/concerned etc at the prospect (of something)
She wasn’t exactly overjoyed at the prospect of looking after her niece.
3 prospects[plural] chances of future success成功的可能性
I had no job, no education, and no prospects.
job/career prospects 职业前景
Job prospects for graduates don’t look good.
4 [countable] a person, job, plan etc that has a good chance of success in the future
5 in prospect
formal likely to happen in the near future 可能会发生的
A new round of trade talks is in prospect.
prospective adjective [only before noun]
1 prospective employee/candidate/buyer etc
someone who is likely to do a particular thing or achieve a particular position未来的员工/候选人/采购人员
2 likely to happen 可能会发生的
the prospective costs of providing pensions 提供养老金可能会发生的费用
        perspective noun
1 [countable] a way of thinking about something, especially one which is influenced by the type of person you are or by your experiences 思考问题的方式，观点，看法
perspective on
His father’s death gave him a whole new perspective on life.
from somebody’s perspective
The novel is written from a child’s perspective.
from a feminist/Christian/global etc perspective
We have to look at everything from an international perspective.
a much-needed historical perspective
wider/broader perspective
Our work in Uganda and Romania adds a wider perspective.
2 [uncountable] a sensible way of judging and comparing situations so that you do not imagine that something is more serious than it really is 事物内部的恰当关系，(对事物的)合理观察，洞察力
I think Viv’s lost all sense of perspective.
The figures have to be put into perspective.
get/keep something in perspective (=judge the importance of something correctly)
(6) What’s the most common form of this relationship?
The relationship can be anything from complete ownership through strategic alliances to buying the market.
---buying the market: GE
---strategic alliance: Boeing
---owning the supplier: Du Pont
2. Speaking.
Car manufacturer
Some kind of strategic alliance would be sensible here as the company might need to develop the brake system in conjunction with the supplier. Quality and responsiveness are likely to be key criteria. Some car companies even go so far as to integrate certain suppliers into their own factories. Car companies do have relationships with overseas suppliers; however, the speed and reliability of deliveries might be an issue.
Toy company
It would probably be logical to source the dolls globally as they are a commodity product and price would be the deciding factor. It would not be logical to enter into any long-term relationship with the supplier, as the company would want to be free to choose on the basis of price.
Restaurant
Any decision as to a supplier would depend on the restaurant. Most restaurants buy locally. They probably do not enter into strategic relationships with suppliers so that they are free to shop around on the basis of quality, freshness, seasonal availability and price. However, large food chains (e.g. McDonalds) buy staple foods from key suppliers to ensure standardisation of quality throughout the world.
commodity noun[countable]
plural commodities
1 a product that is bought and sold 商品，货物，农产品
agricultural commodities 农产品
Commodity prices fell sharply. 商品价格急剧下降。
2 formal a useful quality or thing 有用的物品，高质量的物品
Time is a precious commodity.
staple adjective [only before noun]
1 forming the greatest or most important part of something主要的
Oil is Nigeria’s staple export. 石油是尼日利亚主要出口产品。
a staple ingredient of comedy 喜剧中的主要元素2 staple diet
a) the food that you normally eat 主要饮食
staple diet of
They live on a staple diet of rice and vegetables. 他们将米饭和蔬菜作为主要饮食。
b) something that is always being produced, seen, bought etc 常产的, 大宗生产的
staple diet of
television’s staple diet of soap operas and quiz shows 电视节目中主要是肥皂剧和智力问答节目
IV. Global sourcing
1. Reading.
short list noun [countable] British English
a list of the most suitable people for a job or a prize, chosen from all the people who were first considered 候选人名单
on the short list (for something)
Davies was on the shortlist for the Booker Prize.
draw up/compile a shortlist
The panel will draw up a shortlist of candidates.
short-list verb
short-list also shortlist [transitive usually passive] British English
to put someone on a short list for a job or a prize 把…列入候选人名单
short-list somebody for something
She’s been short-listed for the director’s job.
rating noun
1 [countable] a level on a scale that shows how good, important, popular etc someone or something is 评定结果，评分，测试结果
By the end of the year the Prime Minister’s approval rating (=how many people agreed with his policies) had fallen as low as 12 percent. 年底，首相的支持率降到了12%。
2 the ratings
a list that shows which films, television programmes etc are the most popular 收听率，收视率
CBS will end the series if it continues to drop in the ratings.
3 [singular] a letter that shows whether or not a film is suitable for children 电影定级
’The Godfather’ had an X-rating when it was first shown.
Pacific Rim noun
the Pacific Rim (countries)
the countries around the Pacific Ocean, such as Japan, Australia, and the west coast of the US, considered as an economic group 环太平洋(国家)
last-minute adjective [only before noun]
happening or done as late as possible before something else happens 最后的
a few last-minute changes to the script 对文稿作的最后几处修改
workmanship noun [uncountable]
skill in making things, especially in a way that makes them look good 手工艺
ￚ同义词 craftsmanshipversatile adjective
1 someone who is versatile has many different skills 多面手的
a very versatile performer 一个多才多艺的演员
a more versatile workforce 一群具备各方面素养的员工队伍
2 having many different uses 具备多种作用的
The potato is an extremely versatile vegetable. 土豆是一种有多种用途的蔬菜。
at short notice British English
on short notice American English
if you do something at short notice, you do not have very much time to prepare for it 提前很短时间通知
The trip was planned on short notice. 这次行程是在短时间内计划出来的。
Thanks for agreeing to see me at such short notice. 谢谢你能在这么短时间内接到通知来就同意来看我。
a cancellation at very short notice 提前很短时间才通知取消
turn around phrasal verb
1 if a business, department etc that is not successful turns around, or if someone turns it around, it starts to be successful 扭亏为盈
The company turned around from losses of ￡1.4 million last year to profits of ￡26,800.
turn something ↔ around
At Rockwell International he had turned around a badly performing division.
2 if a situation, game etc turns around, or if someone turns it around, it changes and starts to develop in the way you want 扭转局面
After I met him, my whole life turned around.
turn something ↔ around
Fender’s batting could turn matches around in half an hour.
3 turn something ↔ around
to consider an idea, question etc in a different way, or change the words of something so that it has a different meaning 换角度考虑问题
Let’s turn the whole idea around and look at it from another angle.
4 turn something ↔ around
to complete the process of making a product or providing a service 完成一件产品或提供一次服务
We can turn around 500 units by next week. 我们可以在下周内完成500件产品。
pricey adjective
pricy
informal expensive 昂贵的
The clothes are beautiful but very pricey.
Consort
price 5 quality 2 delivery 3 flexibility 3
2. There is a lot of old machinery in this supplier’s factory.
This, along with obvious lack of investment in new plant, probably explains how the company is able to produce at such exceptionally low costs.
6. Doing business with this supplier could harm the company’s reputation.
However, a supplier relationship with this company could possibly have serious PR implications.
Samokovska
price 2 quality 5 delivery 4 flexibility 2
3. This supplier is able to manufacture to the highest standards.
This experience shows in the level of workmanship and …
8. This is the best supplier in terms of the relationship between the price and quality.
Namlong
price 2 quality 3 delivery 5 flexibility 3
4. Orders are delivered extremely quickly by this supplier.
These factors, along with impressive distribution, allow the company to respond to any changes in order specifications or schedules while meeting tight deadlines.
Shiva
price 4 quality 4 delivery 2 flexibility 3
5. This supplier is hoping to improve its delivery times in the near future.
7. This supplier would be unable to adapt its product lines quickly.
However, the owners insist that planned expansion of the premises will east these pressures by …
Hai Xin
price 3 quality 3 delivery 3 flexibility 4
1. This supplier is able to offer a wide range of products.
This flexibility also means that the company has already built up an impressively varied catalogue, with many items offering optional and additional features.
3. Writing.
Introduction
The aim of this report is to recommend a supplier for our new range of leisurewear. A committee from the Purchasing Department was presented with a shortlist of five potential suppliers to select from. The criteria considered were price, quality, delivery and flexibility.
Findings
It was found that, taking the companies’ overall ratings into consideration, there was negligible difference between suppliers. Consequently, the committee decided to narrow their focus to the areas considered to be of major importance for QuayWest’s image, namely quality and price.
Consort Trading
Despite offering the best deal financially, the company is unable to guarantee garments compliant with EU standards.
Samokovska
Although it produces goods of an extremely high quality for exclusive markets, this supplier charges high prices, part of which would necessarily be passed on to customers.
Namlong Sportswear
The poor standards of craftsmanship make it difficult to justify paying the prices quoted.
Shiva Trading
Sample items from this supplier show an acceptable quality level. Furthermore, the deals currently on offer make it an attractive option.
Hai Xin Group
There is some doubt as to whether garments produced by this company would meet EU standards. In view of this, the prices appear unreasonably high.
Conclusion
It was felt to be unwise to risk compromising the company’s image by using suppliers of low quality goods. Similarly, using an expensive supplier could affect QuayWest’s reputation for value for money.
Recommendations
Consequently, it is suggested that QuayWest negotiates a contract with Shiva Trading.
pass on phrasal verb
1 pass something ↔ on
to give someone a piece of information that someone else has given to you 转告消息
pass something ↔ on to
She said she’d pass the message on to the other students.
2 pass something ↔ on
a) to give something, especially a disease, to your children through your genes 遗传某种疾病
b) to give a slight illness to someone else 传染
pass something ↔ on to
One catches the virus and they pass it on to the rest.
3 pass something ↔ on
to make someone else pay the cost of something 转嫁
pass something ↔ on to
Any increase in our costs will have to be passed on to the consumer. 我们价格的上升会转嫁到消费者头上。
V. Oral Practice.
请根据下面提出的模拟场景与自己的另一学习伙伴讨论3分钟。
Scenario
Staff turnover
As several members of staff have recently left the company you work for, management is investigating the situation. You have been asked to make suggestions. Discuss and decide together:
What kinds of reasons there mightl be for staff leaving their jobs
What steps could be taken to reduce staffl turnover
思路提示：
Setting up a context
A manufacturing factory
A travel agency
A hotel group
reasonsl
For more reasons, see unit 5a.
Less challenging jobs
No adequate communication
Feel undervalued
No recognition of achievements
stepsl
to schedule regular meetings, ensuring the flow of information in both directions
to increase teamwork
to create heroes and recognize their achievements on our intranet
to investigate the salary level in the industry and make adjustments
VI. Business Reading Passage
Passage from India
It used to be the darling of foreign companies seeking to outsource operations, but now other developing economies, led by China and the Philippines, are snapping at India’s heels, reports Peter Kammerer
When it comes to jobs, the developed world’s loss is increasingly East Asia’s gain. From computer programming to call centres to accounting, thousands of positions are being created in the region each week, alleviating unemployment and poverty and creating new consumer markets.
In the US, where more than two million people have lost their jobs since President George W. Bush took office in January 2001, the trend, known variously as outsourcing or offshoring, is rapidly becoming a central issue of November’s presidential election.
But that is not a concern of the recruits in China, the Philippines, Malaysia and other nations, most of whom have never had such good salaries and working conditions.
For companies in the US, Japan, Australia and Europe, pressure to generate profits has meant moving labour-intensive work to countries with cheaper workforces. For the past few years, India has been the premier location because of its burgeoning computer sector and proficiency in English. But a desire by foreign companies to spread risk, have close outsourcing bases and combat costs has meant the rapid rise of competitors in southern Africa, eastern Europe and East Asia.
High education standards and strong work ethics have made the latter a popular choice for American and Japanese companies. Analysts predict China will catch up to India in IT outsourcing in 2007, while the Philippines is rapidly increasing its share of the lucrative call-centre industry.
The trend is based on economics. Most governments in the developed world have minimum conditions and wages to protect workers’ rights, but such regulations rarely exist in developing nations. In the US where the minimum wage is US$5.15 an hour, call-centre workers are generally paid an hourly rate of US$6, while their counterparts in the Philippines take home US$5 a day.
For a company opting to move such operations offshore, the decision can mean salary savings of up to 90 per cent and cuts in operating costs of between 30 per cent and 60 per cent.
The lure of such savings has meant firms are increasingly looking at moving “backdoor” operations such as accounting, customer care and software development and programming to cheaper economies. American firms last year struck US$119 billion worth of outsourcing deals, up 44 per cent on 2002, according to US researcher Gartner. It predicted that 30 per cent more US companies would join them this year.
Outsourcing is not a new term of trend. Companies have always look towards increasing profits, often moving production operations across borders. With rising competitiveness through globalisation, they have looked increasingly further afield.
Hong Kong’s firms have been as much as a part of the phenomenon as their western counterparts, taking advantage of China’s growing economic liberalisation to move manufacturing bases to Shenzhen and Guangdong province from the late 1980s. They have similarly been at the forefront of newer trend of moving operations such as accounting, with the likes of HSBC and PCCW leading the way.
The IT boom of the 1990s has been the driving force of outsourcing. Capitalising on expertise in software production, India quickly become a magnet for foreign companies.
Competitiveness has meant wages are beginning to rise, prompting the search for ever-cheaper locations. Indian’s main IT competitors, according to Gartner, include China, the Philippines, Canada, South Africa, Hungary, Poland and Russia. Nepal and Vietnam are expected to make inroads in coming years.
(to be continued)
the darling of something
the most popular person or thing in a particular group or area of activity
She’s the darling of the fashion world.
snap
▶ANIMAL◀
[intransitive] if an animal such as a dog snaps, it tries to bite you
snap at
The dog started snapping at my heels.
alleviate verb [transitive]
to make something less painful or difficult to deal with
alleviate the problem/situation/suffering etc
a new medicine to alleviate the symptoms of flu
measures to alleviate poverty
ￚalleviation noun [uncountable]
burgeon verb [intransitive]
formal to grow or develop quickly
lucrative adjective
a job or activity that is lucrative lets you earn a lot of money
ￚsynonym profitable
lucrative business/market/contract etc
He inherited a lucrative business from his father.
the like of somebody/something
also somebody’s/something’s like
formal something similar to someone or a particular person or thing, or of equal importance or value
This will be a show the like of which has never been seen before.
The man was a genius. We shall not see his like again.
magnet noun [countable]
1a piece of iron or steel that can stick to metal or make other metal objects move towards itself
2something or someone that attracts many people or things
magnet for
The region has become a magnet for small businesses.
attract/draw somebody/something like a magnet
She drew men to her like a magnet.
inroad noun [usually plural]
make inroads into/on something
a) to have an important effect or influence on something, especially by taking something away from it
Video is making huge inroads into attendance figures at movie theaters (=taking away its customers).
They have made significant inroads into the European market.
The administrative workload is making massive inroads into our working day (=taking away time).
b) to make some progress towards achieving something difficult
We haven’t made much of an inroad into the backlog of work.
VII. Reading Test Part 5 & 6
Part 5 and 6 are the last two parts in the reading test. They don’t have a long passage. But you may spend some time being familiar with the two question types.
Part Five l
Part Five is a new question type for Chinese candidates. It is called "Open Cloze". In this part, you don’t have choices to take into consideration. You can only write the words down according to the structure and discourse features. There are altogether 10 questions. The passage is approximately 250 words. The focus of the part is once again on structure, and coherence/cohesion in the text. Items tested may include prepositions, auxiliary verbs, pronouns, conjunctions, etc.
Top Sales Executives Wanted
The role of our company is to help companies save money by controlling and reducing overheads. This is ….(0)…. an easy service to sell, however, so don’t be under any illusion. …..(31)…. demands a high degree of maturity (therefore age is no barrier), strong salesmanship, empathy and determination. You are likely to …..(32)…. worked in a corporate environment before reaching a senior management position, during …..(33) …. time you will have acquired the self discipline necessary to be successful. Following this, you may have ventured out on your own to capitalise on your entrepreneurial flair. …(34)……we are seeking is this flair combined with the discipline of a more corporate environment.
We will offer you …..(35)….support associated with a multinational company with a sound financial base, but give you the opportunity to work from home and also realise the financial rewards associated with an organisation that ….(36)….heavily sales oriented and possesses few of the conventional restraints that accompany many business environments.
Earning levels will be commensurate with results, consisting …(37)…basic pay, commission and bonus, as well ….(38)…a company car and reimbursement of all business expenses.
Only the most competent new business sales executives, …(39)…can demonstrate a track record of success, are likely to be able to take on this role. We have several appointments throughout the UK and Europe and …(40)… be most interested in talking to you if you think you have the experience we are looking for.
Call 0171 399 1212 for an informal first conversation.
Steps of solving such question type:
1. Read the sentences at the beginning and understand what the text is about.
2. Reading the sentence including the example answer, and then try to find the inherent relations in the text.
3. Go on reading and try to fill in the gaps.
(1) subjects: it, this, these, that, those, he, she, we, you, one, anyone, everyone
(2) verbs: be (am/is/are/was/were/been), can/will/have/has
(3) fixed phrases: consist of, as well as, be commensurate with……, cut down
(4) meaning from context: no, not, unlike, unlikely, like……
(5) conjunctions: who/whom, that, which, where, whose, when, because, if, although/though
Analysis:
Top Sales Executives Wanted
Example:
The role of our company is to help companies save money by controlling and reducing overheads. This is ….(0) not…. an easy service to sell, however, so don’t be under any illusion.
Question 31
…..(31)…. demands a high degree of maturity (therefore age is no barrier), strong salesmanship, empathy and determination.
From thel context, you can understand that the subject of the sentence refers to the responsibility of the position mentioned in the previous sentence. So the answer here should be ’It’.
salesmanship noun [uncountable] 推销术
the skill or ability to persuade people to buy things as part of your job
empathy noun [uncountable]
the ability to understand other people’s feelings and problems通情达理
empathy with/for
She had great empathy with people.
Questions 32 & 33
You are likely to …..(32)….worked in a corporate environment before reaching a senior management position, during …..(33) ….time you will have acquired the self discipline necessary to be successful. Following this, you may have ventured out on your own to capitalise on your entrepreneurial flair.
Before you think the answer for the gap 32, youl should first of all understand the meaning of the sentence. It says that if you are appointed as the top sales executive, you will not directly go to the management position. You should first work in the company. Therefore, the answer for question 32 doesn’t really need a word that has meaning there. It can only function as the auxiliary verb. Then the answer is "have".
For question 33,l the time refers to the period of working as a common employee and becoming the senior employee. So you should fill in "that".
flair noun
1 [singular] a natural ability to do something very well天赋
ￚ同义词 talent
Jo has a flair for languages.
2 [uncountable] a way of doing things that is interesting and shows imagination敏锐的感觉力，鉴别力，眼光
artistic/creative flair
a job for which artistic flair is essential
Irwin has real entrepreneurial flair. 企业家的眼光
capitalize on something phrasal verb
to use a situation or something good that you have, in order to get an advantage for yourself利用
Ecuador has capitalized on its natural beauty to attract tourism.
Question 34
…(34)……we are seeking is this flair combined with the discipline of a more corporate environment.
Here the sentence need a nounl subordinate clause. And the emphasis of the sentence is the quality of the person. So the answer should be "what".
Questions 35 & 36
We will offer you …..(35)….support associated with a multinational company with a sound financial base, but give you the opportunity to work from home and also realise the financial rewards associated with an organisation that ….(36)….heavily sales oriented and possesses few of the conventional restraints that accompany many business environments.
Youl will easily make a mistake on question 35 because you must understand the meaning of the sentence. The meaning is that we don’t have the support from multinational companies with sound financial base but other opportunity. You should pay attention to the word "but". So the answer is "no".
For questionl 36, you should look at the word after the gap, oriented. It is an adjective. So here it needs a verb, which is "is".
Questions 37 & 38
Earning levels will be commensurate with results, consisting …(37)…basic pay, commission and bonus, as well ….(38)…a company car and reimbursement of all business expenses.
The two questions are muchl easier since they test your ability of set phrases. The first one is "consist of" and the second one is "as well as".
commensurate adjective与……相当的，相称的
matching something in size, quality, or length of time
commensurate with
Salary will be commensurate with age and experience. 薪水要与年龄和经验挂钩。
reimburse verb [transitive]
formal to pay money back to someone when their money has been spent or lost 报销
reimburse somebody for something
The company will reimburse you for travel expenses. 公司会为你报销差旅费。
ￚreimbursement noun [uncountable and countable]
claim verb
▶TRUTH◀
[transitive] to state that something is true, even though it has not been proved 宣称
claim (that)
The company claims that their product ’makes you thin without dieting’. 该公司宣称说服用他们的产品可以不用节食就变瘦。
claim to do/be something
No responsible therapist will claim to cure your insomnia. 没有一位有责任心的医师能治疗好你的失眠症。
I don’t claim to be a feminist, but I’d like to see more women in managerial posts. 我不是女权主义者，但是我愿意看到更多的妇女能够做到经理级的职位。
claim to have done something
Two young girls claim to have seen the fairies. 两名年轻女孩声称她们见到过小仙女。
claim responsibility/credit (for something) (=say officially that you are responsible for something that has happened) 声称负责
The group claimed responsibility for a series of bombings. 该组织声称对一系列的爆炸负责。
Opposition leaders will claim victory if the turnout is lower than 50%. 如果参加选举的人数少于50%的话，反对党领导将会宣布他们取得了胜利。
claim somebody/something as something
A letter appeared in The Times claiming Fleming as the discoverer of penicillin. 一封刊登在泰晤士报上的信说夫雷明是青霉素的发现者。
▶MONEY◀
[intransitive and transitive] to officially demand or receive money from an organization because you have a right to it 正式索要或收到钱
claim something back
He should be able to claim the price of the ticket back. 他可以要求把购买票的钱要回来。
claim on
British English
You can claim on the insurance if you have an accident while on holiday. 如果你再度假期间发生了事故，你可以向保险公司索赔。
claim benefit/an allowance/damages etc 索要福利/补助/赔偿金
If you’re still not satisfied, you may be able to claim compensation. 如果你还不满意的话，你可以索要补偿金。
▶LEGAL RIGHT◀
[transitive] to state that you have a right to take or have something that is legally yours 要求承认所有权
The majority of those who claim asylum are genuine refugees. 大多数要求庇护的人都是真正的难民。
Lost property can be claimed between 10 a.m. and 4 p.m. 您可以在10点至4点间到财物招领处来找回自己丢失的物品。
▶DEATH◀
[transitive] if a war, accident etc claims lives, people die because of it - used especially in news reports 夺走生命(新闻用语)
The earthquake has so far claimed over 3000 lives. 这次地震到目前为止已经夺走了3000多人的生命。
claim noun [countable]
▶TRUTH◀
a statement that something is true, even though it has not been proved 声明
claim that
Gould rejected claims that he had acted irresponsibly. … 否认他不负责任的说法。
false/extravagant/dubious etc claims
firms that make false claims about their products 对自己产品做出虚假声明的公司
They made claims they couldn’t live up to. 他们的声明无法兑现。
▶MONEY◀
a) an official request for money that you think you have a right to 赔偿要求
claim for
claims for compensation 索要赔偿金
A disabled man has lost his claim for unfair dismissal. 一位残疾人无法得到由于不公正解雇而应得到的赔偿金。
make/put in/file a claim 提出赔偿要求
All claims should be made in writing. 赔偿要求应该以书面形式提交。
pay/wage claim (=a request from workers for more money) 提高公司的要求
Fill in and return the claim form as soon as it arrives. 提高工资的申请表一到，就请你填好并寄回。
b) the sum of money you request when you make a claim 赔款
The insurance company cannot meet (=pay) such enormous claims.保险公司不能支付如此大额的保险费。
▶RIGHTS◀
a right to do something or to have something, especially because it belongs to you or because you deserve it 要求权
claim to/on
Surely they have a rightful claim on their father’s land? 他们真地有合法权力得到他们父亲的土地吗?
Question 39
Only the most competent new business sales executives, …(39)…can demonstrate a track record of success, are likely to be able to take on this role.
Here tests your ability on the adverbial clause. It needs al pronoun. So the answer is "who".
track record noun [singular]
all of a person’s or organization’s past achievements, successes, or failures, which show how well they have done something in the past and how well they are likely to do in the future 工作业绩(成功、失败)
track record in
We’re looking for someone with a proven track record in selling advertising. 我们正在找寻一位在招揽广告业务中有着出色业绩的人。
track record of
The fund has a good track record of investing in the equity market. 这个基金对于投资证券市场有着良好的纪录。
a telephone system with a proven track record (=past performance showing how good it is) of reliability 一套可靠的、有着良好用户反馈的电话系统
Question 40
We have several appointments throughout the UK and Europe and …(40)… be most interested in talking to you if you think you have the experience we are looking for.
Here the sentence talks about the future. Sol the answer is "will".
Answer key:
31. it 32. have 33. that 34. what 35 no
36. is 37. of 38. as 39. who 40. will
PART SIX
Part six takes the form of proof reading. There are altogether 12 lines in the passage. In most of the lines, there is one extra word. The text is about 150-200 words long. The focus of it is on the understanding of sentence structure. Another difficult point for Chinese candidates is that some lines, however, are correct. So this question type is very confusing sometimes.
Although it is a new question type, in your daily practice, you need such skills as editing your writing tasks. So at this time, you should first of all try to be familiar with the question type.
0 Just one year after moving into the suburbs of Stockholm, our largest
00 Swedish branch this has outgrown its current premises. The centre will be
41 moving again in the next few weeks, this time order to purpose-built
42 offices in the city centre. Business has grown by more than a fifty per cent
43 during the past year. Moreover, the branch has recently been gained a
44 prestigious new contract with one of the city’s major accountancy firms,
45 currently outsourcing its management training. The contract which will
46 initially be for a two-year period but we hope it will be extended. What
47 helped us win the contract was in the success of the training we have
48 been doing for similar companies in the recent years. Even though it is not
49 yet clear how big the contract will be, but it is expected to grow steadily
50 as more and more management training is gradually outsourced. We are
51 positive the excellent new location will be provide further boosts, both to
52 sales and morale. We would like to take this chance to thank you staff and
management for their efforts over the last twelve months.
Analysis:
I. Steps of solving such question type
1. Read the question requirements and try to know the topic of the text.
2. Read the first two lines and know the way of proof reading.
Newsletter
Questions 0 & 00
0 Just one year after moving into the suburbs of Stockholm, our largest
00 Swedish branch this has outgrown its current premises. The centre will be
In linel 00, there are two subjects. So you should delete one of them. "this" should be deleted because it doesn’t, , have a real meaning in the sentence.
Question 41
41 moving again in the next few weeks, this time order to purpose-built
In this line, the word order is an unnecessary word.l
Question 42
47 offices in the city centre. Business has grown by more than a fifty per cent
Before the number of 50, there is no need to addl "a".
Question 43
47 during the past year. Moreover, the branch has recently been gained a
Here the sentence tells about the branch. There is no needl to use the passive voice. So you should delete "been".
Question 44
47 prestigious new contract with one of the city’s major accountancy firms,
Here you cannot find any mistakes.l
Question 45
47 currently outsourcing its management training. The contract which will
"Which" is an extra word because the contract is thel subject.
Question 46
47 initially be for a two-year period but we hope it will be extended. What
You cannot find any mistakes here.l
Question 47
47 helped us win the contract was in the success of the training we have
"In" is an extra word.l
Question 48
48 been doing for similar companies in the recent years. Even though it is not
We always say "in recent years". So the article "the"l is an extra word.
Question 49
49 yet clear how big the contract will be, but it is expected to grow steadily
The word "but" is an extra word and the mistakel is made frequently by Chinese candidates. In Chinese, we have such collocation like "although….but". But in English, we can only use one of them in one sentence. So you should pay special attention to it and make good use of it in your written English and spoken language.
Question 50
50 as more and more management training is gradually outsourced. We are
You cannot find any mistake here.
Question 51
51 positive the excellent new location will be provide further boosts, both to
The structure for a future tense sentence is "thel subject + will + verb". So the word "be" is an extra word.
Question 52
52 sales and morale. We would like to take this chance to thank you staff and
management for their efforts over the last twelve months.
The word "you" and "staff" have the same meaning in thel sentence. So you should delete the word "you".
There is a golden rule for such question type. Although it mentions that some lines are correct, there are usually two to four lines which are correct.
VIII. Homework
PART FIVE
Questions 31 40
Read the article below about language learning for small businesses.
For each question 31 40 write one word in the space on your Answer Sheet.
Example 0 than
Help for exporters to speak the language
The new language in Export Advisory Scheme has been started to help companies that are keen to export and have fewer (0)……two hundred and fifty employees. It means that they (31)……eligible for a grant of up to fifty per cent of the cost of three-and-a half days’ on-site consultancy. The scheme defines ways of meeting the business’s language needs (32)……relating its product or service to the overseas market.
There are two stages: the first stage, (33)……lasts half a day, gives employers an understanding of the issues involved in exporting and briefs (34)……on local language and export information centres. The second, three-day stage provides expert advice on competing effectively (35)……overseas markets. A specialist in exports and language use analyses the firm’s language needs and produces a plan (36)……developing strategies.
Strategies that might (37)……considered include establishing on-line or phone links with an interpreting company, hiring a native of particular country on a contract basis, advertising for someone (38)……fluency in a particular language, and locating a foreign student on placement or at a local business school. Such people might help the boss to (39)……up a stand at a business exhibition in a foreign city, as (40)……as handle the paperwork and deal with clients. It is hoped that many small businesses all over the world will benefit this idea in the future.
PART SIX
Questions 41 50
0 CORRECT
00 IT
Special Products Co. how to order
0 Our speciality is our convenient catalogue system. Instead of
00 spending time going to a shop, you simply order it direct from us.
41 Ordering is easy and delivery fast. Once received, your order will
42 normally be dispatched within 72 hours. We will inform to you
43 immediately should any items be out of stock. If you are not happy
44 with your purchases please return them to us within the 15 days in their
45 original packaging and we will refund you for in full. Quality is our main
46 criterion. Each item is under unconditionally guaranteed for 6 months.
47 You will receive a receipt and with your order which is your guarantee.
48 In the unlikely event of damage to an item during delivery, should please
49 contact with us immediately on 0197 310 1772 and we will arrange for
50 its return or replacement. All prices and promotional offers are valid until
30th September.