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1、书山有路勤为径，学海无涯苦作舟。祝愿天下莘莘学子：学业有成，金榜题名！语言类考试复习资料大全Establishing Business Relations & Entertaining a ClientEstablishing Business Relations show them that besides being professional, youre human. Skip the small talk and go deep into what really matters-your dreams or fears, your children or the business is
2、sues that keep you up at night. Even better, have new clients and contacts and spend time with you and your family and friends. A new friend of mine, Dr. Ajit Singh, CEO of the Oncology Care Systems Group of Siemens Medical Solutions USA, started taking his two daughters on periodic business trips a
3、 few years ago so he could spend more time with them. Ajit recalls a dinner during one such trip when his daughters were interspersed among eight adults at the table. The conversation quickly took on personal overtones because everyone wanted to interact with my kids, he says. One potential customer
4、 asked Ajits youngest daughter, So, what are your dads greatest weaknesses? Ajits daughter whispered something in the adults ear, and the table roared. Soon there was talk of the latest Britney Spears gossip, and to this day, Ajits daughter and that now-customers daughter are Internet buddies. This
5、is more than a great story. Its a best practice because many constituencies benefited from the experience. Ajits daughters got to see firsthand what their father does at work, and through their travels they are consistently exposed to different cultures and parts of the country and world. Ajit spend
6、s time with his children he wouldnt have otherwise; and his presentations keep improving because his daughters, as Ajit reports, never fail to point out flaws in his writing on whiteboards or to alert him if his eye-contact is not evenly distributed among an audience. What about Ajits customers? The
7、y are endeared to Ajit so much that they invite himalong with his family, of course-into their lives, to spend time with them and their families and friends. As it turns out, there are also benefits for the bottom line. Not only has that customer done business with us, they have also influenced othe
8、r potential customers and helped us in establishing a number of key relationships in the market, Ajit says. Sure, a lot of what we talk about involves our daughters. But it was all very genuine and a great surprise. I had no business motivations when I introduced my daughters to them. We all have mo
9、re opportunities than we realize to overlap our personal and professional lives. A friend said to me recently, Gee, 1 only have one night in New York. Its too bad I cant see client A because I should really see client B, instead. My response: Nonsense! Invite both clients out! And by the way, youve
10、been single too long, so invite a date along, too! My friend thought of limitations, whereas I saw abundant opportunity. Its a chance to be face-to-face with two clients at once.(Plus-youre not the only one who can be helpful to your client! Youll be surprised how another client or anyone else you k
11、now can help, also. )You can keep up your personal life by including a date, a significant other, or a few good, funny friends. Most important, it makes for a much more robust, personal conversation between everyone. No, you probably wont have a chance to get your five bullet points out about why yo
12、ur product is better than the next guys, but thats really not as unfortunate as you think. Chances are those bullet points wont make a huge difference when that person is deciding whose wares to buy. Its the personal, human relationship that matters most. In this day and age, when our most scarce re
13、source is time, the closest you can come to creating more time is by overlapping agendas. So take more of these opportunities to make business more personal, and please dont think your professional contacts will think less of you. In fact, usually the opposite happens. In most cases, this blurring o
14、f personal and professional lives seems to be good for business and good for our families, our friends, and ourselves. Notes Ajit Singh, Ph.D., is president of the Oncology(肿瘤学)Care Systems Group of Siemens Medical Solutions. Ph.D. in Computer Science from Columbia University, master in Computer Eng
15、ineering from Syracuse University, and bachelor in Electrical Engineering from Banaras Hindu University, India. Oncology Care: a branch of Siemens, a leading provider of radiation oncology solutions Britney Spears: Spears news, rumors and gossip certainly entertain its viewers. Get all the latest on
16、 the always-newsworthy, usually-clothed star known as Britney Spears. Bullet points: key points, usually not in complete sentences Exercises1. . Match the word with the appropriate meaning.A. a group served by an organization or institutionB. yield from property or investment; incomeC. a list or pro
17、gram of things to be done or consideredD. happening or appearing at regular intervalsE. an inducement or incentiverevenue答案: B2. periodic答案: D3. constituency答案: A4. motivation答案: E5. agenda答案: C6. . True or False.Professionals usually do not make their business contacts personal.答案:A7. Dr. Ajit Sing
18、h brought his daughters on his business trip because he intended to make his clients feel relaxed.答案:B8. Dr. Ajit Singhs daughter said something improper so that the guests laughed at her.答案:B9. A well-conducted presentation is the most important element that influences the potential client.答案:B10.
19、Overlapping agenda not only saves time but also brings potential benefits to business meetings.答案:A11. . Multiple Choices.Professional businessmen usually _.A.mix their private life with professional lifeB.are close friends of their important clientsC.try to show their clients that they are professi
20、onalD.do not think that informal meetings hurt their image as professionals答案:C12. Dr. Ajit Singhs story shows the following except _.A.the joining of family members could help develop trust between business contactsB.daughters are always more helpful to parents than sonsC.businessmen are humans, to
21、oD.spending time with family is always beneficial in some way答案:B13. When doing presentation, one should not _.A.give sole attention to the target clientsB.be well preparedC.watch out for mistakes on the showD.make eye contact with the audience evenly答案:A14. The advantages of meeting two clients at
22、the same time are the following _.A.saving timeB.clients may be helpful to possible coming-up problemsC.the atmosphere could be less dullD.all of the above答案:D15. What could be inferred from the passage?A.It is very common to meet family members at business meetings.B.It is seldom advisable to meet
23、two different clients at the same time.C.Real friendship can develop out of business relations.D.It is always a good idea to make business meetings informal.答案:C16. . Answer the questions.What is the authors idea on maintaining business relations? 17. Why did Dr. Ajit Singh bring his daughters along
24、 his business trip? 18. In what ways did he and his daughters benefit from the trip? 答案:略Part BBackground Information Business meetings could be fun. It is not necessarily a mans world. As businesswomen, we have our special advantages if only we allow ourselves to be creative. Now you can share with
25、 us our own joyful experience of new style of business meetings. Meetings without Meals We dont know about you, but were not that into golf. If you are, thats great-you have a natural place to entertain like-minded clients, a reliable venue for talking shop with your colleagues, and a good spot for
26、closing deals with prospects. Men have other business entertainment options at their disposal, including good, clean fun(i.e, the playoff game), and not-so-clean but-depending upon who you talk to-good fun(i.e, bars and strip clubs). But as women, if were not into hitting the clubs( golf or otherwis
27、e), when we want to meet for business, were usually stuck having a meal. A couple of weeks ago, Elaine and I needed to have a meeting. Top on our agenda was to pick the topic for this months column and, since the idea list was looking a little thin, a full-on brainstorming session was in order. I st
28、opped by her office for lunch and, over turkey wraps and chicken soup, we batted around some ideas. An hour later lunch was finished, but we werent. Elaine took a break to make a call, and when I happened to overhear that she was moving her manicure appointment, I asked if I could tag along. Half an
29、 hour later we sat side-by-side, hands soaking in mint-scented water, talking shop. We came up with an idea for the column, but then we realized that the very fact that we were meeting while having manicures was a great way for us, as women, to do business. We asked ourselves, Why do we have to have
30、 a meal to have a meeting?(No doubt our waistlines were thanking us!)What other fun ways could we, as women, meet for business and entertain clients? We started brainstorming and came up with the following list. Health Clubs: For those of us who are into fitness, we realized that having a meeting wh
31、ile working out can be the ultimate in multitasking. I told Elaine that when I worked in the entertainment industry, I once had a boss who liked to meet at the gym. While jogging away on treadmills Id give her my monthly status update on prospective new deals, ongoing contract negotiations, and any
32、outstanding client issues. One big bonus of that time was that despite my long work day, I was in great shape! I told Elaine about another friend of mine, owner of a high-profile advertising services company, who often books private yoga sessions and takes her clients along. (We think this is a grea
33、t strategy for calming a client when you need to deliver bad news!) Shopping: For many women, shopping together is like a sporting event. Theres tension(you both want those Prada pumps that are on sale! ), teamwork(tag-teaming to sift through the racks ), and a time constraint(you need to be back in
34、 the office by 3:00 for the board meeting). Elaine has a senior salesperson who takes her clients shopping at New York Citys famed discount stores( Century 21, Daffys). By the time her prospects have loaded up their bags, she has their business. Salespeople take note-you get somebody a great deal, a
35、nd theyll give you one! Spa Day: We consider this the ultimate in client pampering, since getting a full-day appointment at a top spa can be tougher than getting Super Bowl tickets. Elaine and I have a friend who, as a division president for a major fashion brand, often takes her buyers for massages
36、. We think this could be an equal-opportunity option that works for both men and women, since many of the men we know enjoy going for a sports massage. Heres a tip: if youre taking a male client, call ahead to make sure the spa has separate waiting areas for their male and female customers. The last
37、 thing you want is for your top prospect to see you in a bathrobe! As busy businesswomen, it can sometimes seem like were always meeting about something. Whether were gathering our team to discuss the latest budget numbers, wooing prospects for their business, or entertaining clients to strengthen t
38、he relationship, getting together with people is an essential part of our j0b. Next time, rather than reaching for the phone to make yet another restaurant reservation, think outside the box and come up with a new way to have a business meeting! Notes A strip club is a nightclub or bar that offers s
39、triptease(the erotic removal of a performers clothing )and possibly other related services such as lap dances. Prada is an Italian fashion label specializing in luxury goods for men and women(ready-to-wear, leather accessories, shoes, and luggage and hats), founded by Mario Prada. Prada is considere
40、d one of the most influential clothing designers in the fashion industry, and the label is synonymous with opulence and quality, and is widely regarded as a status symbol. Daffy: a store where people could buy famous brands at the most ridiculously low prices around. Daffys values are. to provide ex
41、ceptional value for its customers on sophisticated, high quality, fashionable merchandise, to be a good corporate citizen, to provide a rewarding work environment and of course, to have fun in what we do and to remain true to our irreverent heritage. In professional American football, the Super Bowl
42、 is the championship game of the National Football League(NFL). The game is played on Super Bowl Sunday. Over the years, it has become the most-watched American television broadcast. Many popular singers and musicians have performed during the events pre-game and halftime ceremonies. Over 200 millio
43、n people watch the Super Bowl from around the world. Exercises1. . Match the word with the appropriate meaning. A. something given, paid, or received above what is due or expected B. the total sum of money allocated for a particular purpose C. the liberty or power to dispose of D. a potential custom
44、er, client, or purchaser; candidate deemed likely to succeed E. a reduction from the full or standard amount of a price or debt Prospect答案: D2. Disposal答案: C3. Bonus答案: A4. Discount答案: E5. Budget答案: B6. . True or False.Business women often feel that when meeting for business they have no other choic
45、e but meal appointments.答案:A7. We have had manicure together, because Elaine didnt want to miss her manicure appointment.答案:B8. Making a business meeting a shopping event could be productive.答案:A9. Entertaining guests is a way to strengthen the relationship.答案:A10. Pampering prospective clients alwa
46、ys works.答案:B11. . Multiple Choices.Businessmen often meet their clients at places alike except _.A.golf courseB.a playoff gameC.strip clubD.Daffys答案:D12. Elaine and I went for manicure together because _.A.we have planned soB.elaine recommended the place to meC.I wanted to continue our discussion w
47、ithout having to affect her scheduleD.I happened to do my manicure there, too答案:C13. After a happy day of successful shopping, potential clients often turn into real clients because _.A.clients will consider it a favor and would like to pay you back with positive answersB.shopping is much more fun than a dull business meetingC.they like your tasteD.they like shopping more than business talks答案:A14. Which one is true according to the passage?A.Spa day is a good choice always.B.There is nothing embarrassing in mee