13. aware. 14. hide 15. attempt 16. neglected

17.Worse 18. assignments 19. multinational 20. right

Speaking

(Open)

Translation and Writing

A

建立与顾客的联系是Gerstner的目标。在“经济周刊”进行的一系列采访中他说道广我是带

着一种观点来到这里的(1BM)，即：你与顾客共同开始新的一天，你将以顾客为中心考虑公司

的工作，并以顾客为中心组织工作”。这种方法在某种程度亡是IBM公司在计算机服务业中迅

猛发展的原因，也是华尔街突然喜欢起IBM公司的原因之一。IBM就象一台大发动机，多年

来首次所有的活塞都开动了：新型的大型机、个人计算机和小型计算机销售情况均喜人。IBM

公司努力地争取成为各家公司在公司内部网络装置中应用IBM公司产品时的不可缺少的助

手。当今，计算机服务业是IBM公司增长最快的业务。

不仅IBM公司，其它公司的高层领导也试图与顾客建立良好关系。建立关系成了各大公司巨

头反复强调的宗旨。西北大学的J．L．KelloSS管理学院的教授PhilipKotler说：“越来越

多的总经理意识到，他们本人就是负责销售的总经理，正在销售信誉”。他还说，“这种销售

是在各公司的总经理阶层中进行”。“其建立的不仅是连接销售员与采购经理之间的桥梁，它

还是一座连接各公司总经理之桥”。

B

1. Having worked in this company for a certain period of time, most employees came

to agreement on its basic beliefs.

2. Each company should keep its peculiarities which will differentiate one from another rather than strip them away.

3. More and more entrepreneur~ believe in managing for profit and the common good

and contributing to the well-being of the communities in which their companies are

located.

4. Being one of the nation's key universities, it is instrumental in developing the

community's culture.

5. Respecting customers and offering the best services have made us more and more

competitive with large discount chains.

6. He has devoted himself to his work for the community and is passionate about what

he is doing.

7. Some people believe that it does not make any sense to transplant foreign production and managerial techniques into Chinese companies.

8. In spite of the fact that we have made a great success in the development of

technology, we are ashar0ed of the damage we have done to our environment.

9. There is no doubt that the introduction of foreign investment has made a difference

to the local economic development.

10. The new scheme is open to discussion and new constructive suggestions can be

incorporated.

Reading Practice

1. Because he wanted to get a large order from a company there.

2. He attempted to talk about business with the host.

3. He wanted to see ifthe writer and the company behind him were reliable.