Suggested discussion:
   Candidate A: ABC Company is going to introduce an appraisal scheme to assess the performance of staff. It is supposed to benefit both individual and company. Individual appraisals are not always very effective. People think that there are too many categories. They are not sure how the system works. They are not happy with the legal aspects. What the likely reactions staff might be to the introduction of the scheme?
   Candidate B: I think some employees would accept the appraisal scheme, hoping that introduction of the scheme will benefit both individual and company. Some would see it as an opportunity to improve their salary. Some others may dislike it. They don't like the way they are assessed. Many more are doubtful about the value of the staff appraisal. Everybody works in teams these days. Team members share liability for results. And team leaders sense resentment between members. Teams much prefer to be awarded a group rating. We often find a complaint about the system of performance appraisals. What do you see the feedback on appraisal? I think the feedback on performance appraisal is most likely not so positive as the leaders expected.
   Candidate A: I agree with you. The staff appraisal is perhaps one of the biggest causes of dissatisfaction at work. In America, the unhappy workers even take their employers to court over appraisal interviews. Problems with appraisals can fall into two main areas—those arising from the scheme itself and those arising from the implementation and understanding of that scheme. Senior staff find difficult about doing appraisals. They have to listen to staff complaining about the company in the course of appraisal.
   Candidate B: Therefore, I suggest that before reversing the appraisal's negative associations, an organization needs to pinpoint the underlying reasons, which have contributed to them. The management should give the employees the guidelines. These guidelines suggest that a successful scheme should have a clear appeal process, that any negative feedback should be accompanied by‘evidence’such as dates, times and outcomes and that, most importantly, ratings should reflect specific measurable elements of the job requirements.
   Candidate A: I suggest we should make some changes to current schemes. But how feedback should be given to staff on their performance?
Candidate B: That's the question we need to discuss and make decision. Yes, you're right. Some changes to current schemes are simply a matter of logic.
Candidate A: For instance, if employees are constantly encouraged to work in teams and to assume joint responsibility for their successes and failures, it makes little sense for the appraisals to focus on individuals, as this may lead to resentments and create divisions within the group. It is possible, and in some cases more suitable, to arrange appraisals where performance is rated for the group.
   Candidate B: And what's more, staff members also need to be educated about the best way to approach appraisals. They are uncomfortable being asked to take on a more supportive role than they are used to without having had any training. I think it is advisable to give written feedback to most staff members. For some employees, it's better to give them oral feedback on their performance in addition to the written one.
   Candidate A: Your idea is acceptable. However, those being appraised may see it as a chance to air their grievances and highlight the company's failings rather than consider their own role. Therefore, the feedback given to staff should not be too negative. All in all, the appraisal needs to be positive.

Suggested answers:
   Candidate A: Yes, it's important for staff appraisals to be carried out, because personal appraisals will provide valuable information to the employer. They can help the company meet legal requirements. They provide the best way to build new targets. They can also help HR managers to talk to staff.
   Candidate B: No, I don't think staff appraisals are important. Individual appraisals are not always very effective because teams much prefer to be awarded a group rating. Everyone nowadays works in teams. Team leaders sense resentment between members. And almost all employees complain about the way they are assessed. Individual appraisals may bring the company the negative results.

Suggested answers:
   Candidate A: I think productivity is the most important criterion for measuring staff performance. Productivity is tile measured ability to grow things or the rate of making profits. If an employee makes very little profit for the company, he or she is not a good staff.
   Candidate B: I don't think productivity is the most important criterion for measuring staff performance. I think achievement is tile most important criterion for measuring staff performance. He, who has successfully finished his demanding tasks or made great achievements, be it material ,or nonmaterial, through skill and hard work, is a good staff.

Suggested answers:
   Candidate A: I think it's better for staff to receive written feedback on their performance. If manager gives his / her subordinates written feedback, he or she does not need to talk to staff face-to-face, thus avoiding troubles. Giving oral feedback on staff performance may put supervisor / manager in a position where he or she is blamed for doing wrong or thought to have done wrong in meeting legal requirements. It's not necessary for senior staff to listen to staff when they complain about the company.
   Candidate B: I think it is advisable to give oral feedback on staff performance. Face-to-face communication is helpful to improving relations between managers and staff. It can boost staff morale. Giving staff oral feedback is also an opportunity to discuss the goals and targets together. The managers / supervisors can get valuable information from staff to employer. This valuable information can be used to build new targets.

Suggested answers:
   Candidate A: In my opinion, staff that performs well at work should be rewarded. Staff members always expect some reward after working so hard. They deserve reward, if they perform well. Giving reward to good employee means encouraging him/her to do even better job. As a result, it will benefit both individual and company.
   Candidate B: I don't think that staff that performs well at work should always be rewarded. Motivation stems from job satisfaction and not financial reward. Besides, staff should perform well because they get salary and fringe benefits. If they work overtime, they may get overtime payment. Of course, employer expects miracles from employees all the time. Sometimes, if the staff may not be able to repeat last year's performance due to changeable conditions, the employer should not reduce his / her salary as well. Employer should praise staff, if he or she performs well at work.

Suggested answers:
   Candidate A: Almost all organizations have the‘quit-but-stay’employees who have severed their psychological contract with the organization. There are many techniques available to motivate staff. Among them, the most effective one is to give employees as much meaningful work as possible. The less intrinsically interesting the work, the more needs to be done to make it acceptable: job enrichment, job rotation and job sharing.
   Candidate B: Apart from appraisal schemes, there are other measures to improve staff performance. Of these, the most important is to give staff due trustworthiness. If you have confidence in your staff, and trust your staff, you will give them the information and resources needed to do a good job. Also ensure, through ongoing training, that employees have the necessary skills to meet the requirements of the job. Consequently, I believe, most of your staff members will certainly demonstrate their commitments to do the job well.
   Candidate C: In addition to appraisal schemes, the employer should demonstrate a commitment to career development and promotion from within. If the employees feel that they have a bright prospect here, they will certainly try their best to improve their performance.
   Candidate D: I think fostering a sense of team spirit is an effective measure to improve staff performance. You do not have to organize outdoor assault courses. It is enough to provide opportunities for people to meet, talk and share together.
   Candidate E: If employer wants to motivate its employees, he or she must publicly recognize and congratulate employees for good work. He or she must do something to celebrate success. Encouragement creates heroes. I just sometimes think that staff efforts aren't always rewarded. I know different managers have different styles, but, well, everyone likes to feel appreciated, don't they?
   Candidate F: If employer wants to improve staff performance, he must provide regular and specific feedback to all staff through both formal appraisals and informal channels of communication. Encourage feedback from staff and involve employees in decisions that affect their work.
   Candidate G: Some people are fortunate enough to have a good boss, who may have modeled positive motivational behaviors. A good boss will pay people what they are worth. Consider such factors as market forces, predatory competitors and the contribution each individual makes.

[解析] team spirit团队精神。rotation循环，轮流。predatory掠夺性的。

Suggested discussion:
   Candidate A: Using the Internet will benefit the company obviously. As we all know, online shopping is quick and crowd-free. More and more consumers have come to like online shopping, because they find it very helpful. They can save money, time, energy and stress. Nobody really wants to spend three hours of a precious weekend on his / her local high street looking for a book that's sold out, or a CD that's not stocked by the chains.
   Candidate B: Think of the time wasted and sheer misery generated each Christmas by high street shopping: 20 millions people took the easy way our last year and shopped online, a 56 per cent increase in 2004. Further-more, US online retail sales are on track to be worth at least $80 billion this year, up from 60 billion last year. E-commerce benefits both customers and companies. However, there are still a great number of consumers being stopped from using online-shopping. Why? Can you give the reasons for that?
   Candidate A: Sure. We'll have to figure out what's stopping consumers from joining tile online retail revolution. Many people, reasonably, are wary of online security. It seems so risky, just tapping your credit card details into a computer, pressing button and sending them into the other. We should be aware of their fears and should invest considerable amount in security.
   Candidate B: You're right! Be thankful, then, that our company as well as other online retailers are aware of customers' fears and have invested heavily in security. We should have skilled professionals to operate the online business. We must let consumers know that using credit card online is now safer than using it in the real word—certainly safer than faxing their details to an unknown recipient.
   Candidate A: Some people have encountered faulty goods or poor service. So they are cautious about online shopping. We must offer good customer service and high quality goods. We must dispel people's misgivings and doubt about online shopping. We must demonstrate ourselves that we the online traders are extra keen to offer impeccable service.
   Candidate B: I agree with you. Only first-rate and non-hassle service will convince online shoppers that they are doing the right thing. If some people are now feeling slightly less uneasy about online shopping, what can we do about it?
   Candidate A: Good question. I think, we should persuade them to try something small at first, such as a book, DVD or CD, to build confidence. We can give them somewhat discount. We must offer them excellent service and great prices. We can also provide customers with new and used products. We can give customers necessary guidelines. They may find this especially handy when looking for deleted CDs or out-of-print books.
   Candidate B: Good idea! And we should also try to mm our company into a one-stop-shop for the home as we also sell video games and domestic appliances, with flee delivery on orders of more than $30. Once comfortable with our first online business, they can branch out. If some consumers still feel nervous then let them stick initially to well-known brand names with an online presence, even if they don't have the most competitive prices. Thereafter they will have nothing to fear.

Suggested answers:
   Candidate A: We should have many ways to do to increase market share: “The purpose of the economy is to satisfy the wants of people.”It says that every business function is seeking to satisfy human wants and needs. To the extent that consumer wants and needs is satisfied effectively, economically, and therefore profitably, these businesses are successful and remain in existence.
   Candidate B: Advertising. Any paid form of non-personal presentation and promotions of ideas, goods, or services by an identified sponsor can be used to increase market share.
   Candidate C: In addition, personal selling can also be used to increase market share. We can make oral presentation in a conversation with one or more prospective purchasers for the purpose of making sales.
   Candidate D: The most effective way for increasing market share is publicity. Publicity means a non-personal stimulation of demand for a product, service, or business unit by commercially significant news about it in a published medium or obtaining favorable presentation of it on radio, television, or stage that is not paid for by sponsor.
   Candidate E: Sales promotion is perhaps the most effective way for increasing market share. Sales promotion involves those marketing activities, other than personal selling, advertising, and publicity, that stimulate consumer purchasing and dealer effectiveness, such as displays, show and exhibitions, demonstrations and various non-recurrent selling efforts not in the ordinary routine. It also involves relating research to decision making. Effective decision making in sales management requires the support of sound judgments and information. Some information may come from past experience or very informal sources, whereas other information may require well-structured research support. The sales manager needs many different types of information to make decisions about the many activities under his control.

Suggested answers:
   Candidate A: As we enter the twenty-first century, the business world is consumed by questions about e-commerce. As a close observer of e-commerce, I would like to speculate about the future of commerce. I believe the Internet will overturn the inefficient push model of supplier-customer interaction. I would like to predict that in all sorts of markets, customers will use choice-boards-interactive, on-line systems that let people design their own products by choosing from a menu of attributes, prices, and delivery options. And many people explore how the shifting role of the customer—from passive recipient to active designer—will change the way companies compete.
   Candidate B: The advantages can be easily seen. First, the e-commerce facilitates customers. It gives customers an unprecedented degree of control over the entire marketing process. Second, the Internet permits companies to put separate channels of customer communication into a single, focused, coherent response mechanism. In book-selling business, for example, the e-commerce allows the bookstore to cheaply build up an enormous database on customers. Using information from previous purchase, the Online Book-shopping Company can adjust its Web site to guide each buyer toward other books that might be appealing. The company may also ask permission to send electronic mail updates about new books that fit the customer's interests. All in all, under brand management, consumers were largely passive. They learned about most products through advertising, and those ads shaped their experience with the products. Third, e-commerce would give consumers some say, although the process is still managed by the marketer. As the consumers become proficient at using the Internet, they'll take the lead in satisfying their own needs. The Internet gives consumers the ability to access a great deal of information about the benefits and price of various products and services.

Suggested answers:
   Candidate A: Yes, e-commerce is equally suitable for small and large businesses: I would like to take issue with the widespread notion that the Internet will usher in an era of“disintermediation”, in which producers of goods and services bypass wholesalers and retailers to connect directly with their customers.
   Candidate B: Business is undergoing precisely the opposite phenomenon—what we call hypermediation. Transactions over the Web routinely involve all sorts of intermediaries. It is these middlemen that are positioned to capture most of the profits.

Suggested answers:
   Candidate A: Maybe. I'm not sure. Some would agree that e-commerce, on a broad level, will change the basis of competitive advantage in retailing. The essential mission of retailers getting the right product in the right place at the right price at the right time—is a constant. But over the years retailers have fulfilled that mission differently thanks to a series of disruptive technologies. I believe you would like to identify patterns in the way that previous retailing transformations have unfolded to shed light on how retailing may evolve in the Internet era.
   Candidate B: I think conventional retail outlets will surely decline but will not vanish in the foreseeable future, because many people still like going to shops and buying things there. Some even like window-shopping. They like looking at goods and people at shops. Some others always try to show off in the public eye. Especially, young women like going to super-markets to show how smart, cool or beautiful they are so that other people will admire them.

[解析] foreseeable 可预见的。e-commerce 电子商业。online shopping 网上购物。

Suggested discussion:
   Candidate A: Well, first of all, we should summarize the main points in the article. The first point is to highlight the importance of adaptation. As the company began its globalization, it had to decide which product lines to start with. The company had a framework to identify those product lines suitable for early globalization. Each line of business in the company's portfolio should be evaluated along two dimensions—potential pay-off (expected returns) and potential risk (degree of local adaptation required ).
   Candidate B: I see what you mean. Well, we had worked hard on adaptation of our products. That's true. Each line of business in the company's portfolio had been evaluated along two dimensions: The first dimension focuses on the potential profits of globalization. The second dimension refers to the level of adaptation required to enter foreign markets.
   Candidate A: You're comments are well meant but a little vague. We should give enough detailed information about it. Since any new development involves risk, the greater the degree of local adaptation required, the greater the risk of failure. The good brands could successfully offer globally standardized services, whereas the retirement communities and the long-term-stay companies would require far more local adaptation. Thus, full- service companies offer both a greater pay-off and less risk and are therefore the best candidate for globalization. We should let the readers know how to maintain sales in export markets?
   Candidate B: Yes, you're fight. As for how to maintain sales in export markets, first of all, we should put the famous brands into the framework. And then, we should try to keep a worldwide presence. A worldwide presence adds value to a company. Maintaining a company presence means maintaining its sales in export markets. Adapting a product for a foreign market may involve in risks. Therefore, we should conduct a feasibility study first.
   Candidate A: Absolutely. Besides, companies need to approach consultants for advice on choosing the right products to export. The consultants shall also offer advice on choosing the most suitable foreign market as well as on the best way of entering a market. Then, How about the specific steps in entering a foreign market? What do you see the safest method for it?
   Candidate B: Well, as you may know, the safest method for a company to enter a foreign market is having an agreement with a local company. Another safe method is setting up its own local production. And finding a joint venture partner is also comparatively safe.

Suggested answers:
   Candidate A: Yes, I think so. A subsidiary is the best way of entering a market when high sales volumes are expected. Opening an office in the foreign country will enable you to follow up what's happening in the local market, and you can make adjustments in time for changeable market situation. Taste the soup and adjust the seasoning. You'll be able to move something slightly to improve your products and service so as to make it more suitable for a particular purpose.
   Candidate B: Well, it depends on the particular situations. There are many ways of entering a foreign market. Each has its own strong points. You can find an agent for the business or you may give or sell a franchise to someone. You should weigh the advantages and disadvantages.

Suggested answers:
   Candidate A: Understanding of business culture is essential for success in foreign market. The knowledge of different cultures can help power your business. If you get better understanding of business culture in a country, you will gain more valuable insights into your customers. Insights. give you a genuine edge.
   Candidate B: Yes, it's important. Culture has both a pervasive and a changing influence on each national market environment. International marketers must recognize the influence of culture and must be prepared to either respond to it or change it. International marketers have played an important and even a leading role in influencing the rate of cultural change around the world. This is particularly true of food but includes virtually every industry, particularly in consumer products. Soap and detergent manufacturers have changed washing habits; the electronics industry has changed entertainment patterns. Clothing marketers have changed styles, and so on.
   Candidate C: Understanding of business culture is necessary. In industrial products culture does affect products' characteristics and demand but is more important as an influence on the marketing process, particularly in the way business is done. International marketers have learned to rely upon people who know and understand local customs and attitudes for marketing expertise. Often, but not always, these are local nationals.

Suggested answers:
   Candidate A: Cultural diversity is one of the most important differences between selling to consumer abroad and selling to domestic markets. Different nationalities have different expectations as to how employers and employees should behave. National culture is perhaps a major barrier to making global businesses effective. National values are directly related to organizational decision-making.
   Most international human resources managers will have experienced these expectation differences at first hand.
   Candidate B: There are a number of factors that affect decision-making, such as recruiting new employees, promoting staff, fixing salary levels, and making staff redundant. All these factors are related to cultural values. We can say that cultural values have a great effect on management decision-making. For instance, one relationship is based on shared expectations, which are common to employees of the same nationality. In America, typical of this is the belief that individuals should receive salary gains without having to share them with lower-performance colleagues. But in some other countries, this will get nowhere. However, without this awareness, employees from diverse nationalities cannot appreciate their differences and build mutual understanding.
   Candidate C: Cultural value has great impact on decision-making. However, few people really know their own cultural values. These sensitive areas touch directly upon cultural norms and people's sense of well-being and order. Organizations need to approach cross-cultural training seriously as it can be critical to the success of an international venture.

Suggested answers:
   Candidate A: Yes, I believe companies will expand their international sales activities in the future. Globalization and high technology have brought us opportunities and challenges. As we have entered the twenty-first century, the business world is consumed by questions about e-commerce.
   Candidate B: The Internet has overturned the inefficient push model of supplier-customer interaction. All sorts of companies will use the Internet to expand their international sales activities in the future.

Suggested answers:
   Candidate A: A global marketplace can benefit customers greatly. The importance of competition in our economy cannot be denied. In an age of rapid change, world competition can be the vehicle of change, through innovation or through improvement. Without a global marketplace, the customers will not have a good choice of products and services. Without competition, the consumers will have highly priced products, and it is impossible for them to enjoy impeccable service. Without competition, the firms may not provide consumers with high quality products or best service.
   Candidate B: Companies will have greater space to develop their businesses in global marketplace. And the customers will have a wide choice of the goods and services in global marketplace. Consumers look for the best values for what they spend while producers seek the best price and profit for what they have to sell. Government seeks to promote the public safety, assure fair competition, and provide a range of services believed to be better performed by public rather than private enterprise.
   In this system, when economic forces are unfettered, supply and demand create the price of goods and services. Enterprises are free to develop their businesses. In theory, unless they can provide goods or services of a quality and price to compete with others, they are driven from the market, so only the most efficient and those who best serve the public remain in business.

[解析] adaptation适应，改编。decision-making决策，拍板。un-fettered无忧无虑的，无牵无挂的。

Suggested discussion:
   Candidate A: Marketing is the most effective way of attracting new business clients. Marketing is the process of focusing the resources and objectives of an organization on environmental opportunities and needs. To do marketing well, we must predict the likely changes in demand for meeting facilities. We must concentrate our efforts on making attractive meeting facilities.
   Candidate B: I agree with you. We must persuade potential customers to use our facilities and services. Initially, we should show how our facilities and services are superior to the local equivalents. We should show them the high quality of our meeting facilities, the location of the meeting facilities and impeccable services of our staff. Anyway, we must show customers the benefits of being more adventurous in their buying decisions to encourage them to move away from the current facilities they use.
   Candidate A: That's a good idea. If we market our services and facilities as something exotic or unusual, we're bound to attract new clients. Cultural stereotypes are also a powerful selling tool. A range of empathy services associated with promotional gifts is bound to attract new clients.
   Candidate B: Sounds good. Basically, if we want to successfully promote our brand, we need to give our customers a good reason to try something a little bit more exciting than some other brand, It is the needs of the customer we wish to concentrate on if the firm is to succeed. Sales management is often in the best position to obtain this information, since sales personnel are in contact with customers on a daily basis.
   Candidate A: To beat our rivals, we must know our rivals. The information about our competitors' facilities and services is essential in the process of decision-making.
   Candidate B: In addition, the information about our competitors' price, promotion and place is also very important. Especially, we must know our rival's advertising gimmick.
   Candidate A: It is important to compare our price with others. The sales manager needs many different types of information to make decisions about the many activities under his control.
   Candidate B: If sales management is not vigilant, this task may not be done. Various types of information can create a sound base for making sales management decisions. Besides, many different approaches may be used to produce the needed information.

Suggested answers:
   Candidate A: If you want to attract new business, you have to conduct marketing research before launching your product. You have to obtain information about potential customer characteristics: where the customers are located; where the consumers boy; when the consumers buy; the size of purchases; how the consumers buy; why the consumers buy; who influences the consumer; what changes in buying behavior are taking place. Then you will work out the solutions to the answer. You can advertise the right product to the right consumers at the right time in the right place.
   Candidate B: I think turning spending sprees into credit card might be a good way. If you want to attract new business, you need to introduce a new type of customer-loyalty program that enables credit card users to build up cash credits by buying certain products and services. Connections are straightforward, and all billing is combined onto one invoice.
   Candidate A: In addition, company must give its staff clear guidelines on how to build new forms of competitive advantages. The staff must build up a relationship with customers' feelings that might make the product highly successful through the brand name.
   Candidate B: Besides, company must invest enough effort in determining where they want to be in their markets and how they are going to beat their competitors. Customers are attracted to the certainty of knowing that what they buy will be good value for money or will perform a particular task effectively. They are cautious but their loyalty, once achieved, is the key to business success.

Suggested answers:
   Candidate A: The existing customers might react angrily when you offer new customers incentives. Some may get irritated By the unfair treatment, and may demand for the same treatment. Some others may even move over to your competitors. Everyone should be treated fairly, but very few play fair in trade. You should be committed not to turn away your existing customers. To remedy the situation, you must take positive action to console the existing customers.
   Candidate B: The offer of incentives to new customers may bring an angry response from the old customers.
   If you fail to take positive action to remedy the situation, the existing customers might turn away from you company. As a result, you will lose their loyalty.

Suggested answers:
   Candidate A: Let's face reality. Nobody would twist someone else's arm to use his goods or his service. To ensure that existing customers remain loyal when some of them have moved away from your company, you must take positive steps to remedy the situation. You must make sure that you get a range of views from all your customers, and tell them,“Your opinion matters.”You can offer them favorable credit conditions or give them some discount on business deals at their request, if it is possible. You must not duck the thorny questions. You must eat your words when what you said was wrong. You must recall the defect goods. If you promise to do something, make it immediately. You should not go back on your words. You should let customers know that your conference center is willing to give a refund if a client is not completely satisfied, and that it can provide a stress-free and relaxing atmosphere. You can tell your customers that your reception desk is staffed round the clock, ready to deal with any calls, and that they can enjoy perfect environment. You can also tell them that the offices and meeting rooms have been upgraded to include the most up-to- date facilities. The wide range of rooms will meet every possible need— one-to-one interviews, seminars, product lunches, major presentations and so forth. You must let your existing customers know that you also guarantee to return their fee should they be disappointed with your service.
   Candidate B: You should exchange your views with your existing customers. You should take positive steps to improve customer relations. You must improve your service. You may also give a hint that it is understandable that people are attracted to cash back deals, but it is a very short term approach. People must be aware of the pitfalls. Basically, you must provide customers with high quality products and empathy service, because consumers get satisfaction from the product or service.
   Candidate A: Brands can help to create customer loyalty by providing a signpost to certainty and safety. Ideally, when a customer sees a product, it leads to a range of positive thoughts so that the product is bought. Unfortunately, only a small number of products have reached this level.
   Candidate B: While everyone in business is aware of the need to attract and retain customers, they often overlook the importance of keeping existing customers remain loyal. In the excitemera of beating the competition and securing orders, managers often fail to ensure that the customer remains a customer. As a result, the average company loses 30% of the existing customers. Only recently they have come to understand that established customers often buy more and, they may also provide free word-of-mouth advertising.

Suggested answers:
   Candidate A: It goes without saying that modem technology will definitely affect future demand for meeting facilities. For instance, modem techniques for reducing anxiety are often recommended, such as relaxing the face muscles, remembering a pleasant experience, and practicing deep breathing and so on. With modem technology, people will demand for up-to-date meeting facilities that re-create the elegance and comfort of times gone by; people will demand for more extensive conference facilities and specialist staff, dedicated to the success of our business event.
   Candidate B: People will demand for special deals on accommodation for large delegations. With modem technology, people will demand for superb hospitality. People will demand for a business center that is fully equipped with modem facilities and amenities. People will enjoy a complete typing and copying service, included in the conference fee.

[解析] adventurous 冒险的，喜欢冒险的。 to duck the thorny questiona 回避棘手的问题。 cultural stereotype 文化成见，文化俗套，陈规旧习。

Suggested discussion:
   Candidate A: Let's get going. I think there might be a lot of reasons for staff leaving their jobs. Among these reasons, the most common one is that staff member feels that he/she is earning very little in his/her job. What do you see it?
   Candidate B: Well, I think there are several reasons, really. I mean, as employees expand their horizon their outlook becomes increasingly global. Employees may be asked: What do you enjoy about working here? In the past year, have you thought about leaving? If so, why? How can we im prove our company and create an even better place to work? Employees are most likely reply they want better training, better working conditions, better communications with their supervisors and, above all, wanted their bosses to“make me feel like I make a difference”.
   Candidate A: So how do we go about weighing up all these factors and taking steps to reduce staff turnover?
   Candidate B: Well, it's crucial that the management knows precisely what they're after from staff and that they fully understand their key steps. One of the steps is linking pay and bonuses with performance. What do you think about it?
   Candidate A: Yes, it's not easy to change how things are done. Bureaucracies, like people, fall into bad habits, and adapting to change can be painful. All the departments of the company need to do their parts to reform the rules and working environment. So far as I know, most employees are dependable and loyal and they're not afraid of hard work.
   Candidate B：That's true. We've conducted surveys recently. Surveys say that when 15,000 in retail shops across the country employees were asked to list in order the 18 reasons for working where they did, they ranked “good pay”third. In first place was“appreciation of work done”, with “respect for me as a person”second.
   Candidate A: So the management should put high value on staff moral. High labor turnover rates resulting from the indiscriminate hiring of “cheap”workers can be extremely costly. Many companies have declared a“war for people”in an effort to recruit and keep better staff.
   Candidate B: If we take correct steps to boost staff moral, labor turnover is expected to decline by more than half. Evidence suggests that the management ought to spend more money on retaining employees in the hope of spending less on finding and training new ones.
   Candidate A: I agree with you. I think, to slow its labor turnover, we have to get a simple message accepted throughout our operating divisions: loyal, well-motivated employees make customers happy and that, in turn, creates fatter profits and happier shareholders. Improved training of middle manager could also help. So could a change in bonus arrangements.
   Candidate B: At the same time, the senior managers may become fussier about the people they recruited. They would rather screen out job applicants motivated mainly by money: applicants, which some companies pejoratively described as“pay first people”. Such people form a surprisingly small, though apparently disruptive, part of the service-industry workforce. Many companies found in its employee-attitude surveys that only about 20% of their workers regarded pay as their primary reason for working there.
   Candidate A: Probably, you're right. But people are willing to do annoying things in exchange for money or entertainment, so they may go for the bait. And many middle managers in service industries are more comfortable coping with demands for more money than with demands for increased recognition and better communications. They will have to change their ways. Well, let's summarize what we said and make a decision, shah we?
   Candidate B: Yes, we shall go over the questions first, and then make decisions together.

Suggested answers:
   Candidate A: I don't think frequent staff changes are good for a company. To stay afloat in tough competition, companies must keep skilled hands. I like skilled hands. I believe all employers like skilled hands. Employers know the priceless value of know-how and experience: Skilled hands make all the difference. The experienced employees and skilled hands know how to satisfy the most demanding clientele. When an experienced employee leaves, he / she may take away some valuable connections and information, as well as a group of existing customers. If you lose the experienced staff, you are bound to lose your customers. Consequently, you'll lose everything in competition.
   Candidate B: Staff changes have a very direct effect on the success of various approaches in sales and sales management. It's true that frequent staff changes might bring negative result to a company. However, frequent staff changes may also have a positive effect on the success in business. Get rid of the stale and take in the fresh. As some employees are getting stale: they need a change. A change will benefit both employee and company. There is a market-driven approach to retention based on the assumption that long-term, across-the-board loyalty is neither possible nor desirable.

Suggested answers:
   Candidate A: I think new staff can be helped to settle into their jobs through on-the-job training or in-service training program. In addition, they can also be put in a mentoring programme. Mentoring is a system where people with a lot of experience, knowledge and so on advise and help other people at work or young people preparing for work.
   Candidate B: New staff can choose to take part in the mentoring programme. I am sure many fresh employees are interested in the mentoring program because it would help them to develop professionally.
   Candidate C: If a new staff takes part in the mentoring program, he/she shall be paired with an experienced employee. The old staff may pass their valuable experiences on to the young. When the young staff gets into difficulty of solving problems, the old shall help him/her by describing how he / she had dealt with such problems, or by encouraging him/her to consider alternative courses of action.

Suggested answers:
   Candidate A: It is obvious that high staff turnover may have long-term effects on business success. Open competition for other companies' people, once a rarity in business, is now an accepted fact. Fast-moving markets require fast-moving organizations that are continually refreshed with new talent. But no one likes to see talent leave; when a good employee walks, the business takes a hit.
   Candidate B: I think staff changes might not be a bad thing for a company. Staff change may help company to implement targeted programs to keep the required talent in place. Companies can redesign jobs to reduce turnover. Staff changes make it possible for a company to promote loyalty to particular projects or to work teams.

Suggested answers:
   Candidate A: It might be a good idea to move staff around within a company from time to time. It may make it possible for a company to promote loyalty to particular projects or to work teams. However, it depends on the specific situation. Nothing is easy.
   Candidate B: Moving staff around within a company from time to time might be a good idea. It may help company to implement targeted programs to keep the required talent in place. Offering cross-department career paths may help employees redesign their career plan. It will boost staff moral.

Suggested answers:
Candidate A: I think movement of staff between companies is likely to increase in the future. Open competition for other companies' people, once a rarity in business, is now an accepted fact. Fast-moving markets require fast-moving organizations that are continually refreshed with new talent.
Candidate B: Movement of staff is helpful in business management. Employees will have a wider choice of jobs. Employers will have greater freedom to select candidates for a job vacancy. Employers can hire people who aren't in high demand and place valuable employees in locations where they won't be constantly tempted by job offers. They can team up with other companies to offer cross-company career paths. If managing retention in the past was akin to tending a dam, today it is more like managing a river. The object is not to stop water from flowing but to control its direction and speed.

[解析] staff turnover雇员流动率。to boost staff moral提高员工士气。 in-service training在职培训。on-the-job training在岗培训。Mentoring programme传帮教计划，辅导方案。

Suggested discussion:
   Candidate A: There are possible disadvantages for both employers and employees. For example, staff working extra hours may result in higher utility costs because of the longer hours of operation.
   Candidate B: Also, some key staff members may be needed but unavailable at certain times. Time record keeping becomes more complicated. In some instances, union-management relations may be more difficult because issues raised by working extra hours may be difficult to resolve.
   Candidate A: I agree with you. In addition, working extra hours may lead to low efficiency and low morale. As a result, it should have a negative effect on employee performance.
   Candidate B: You're definitely right. What's more, the employer will have to pay more for extra hours. And working extra hours should lead to worse utilization of machinery.
   Candidate A: Besides, it will bring decreased productivity and produce an unhappy workforce, because extra working hours forces staff to have less control over their working lives. As a result, they shall have less energy in dealing with their customers.
   Candidate B: You're right. Do you have any ideas about time management? I mean what other steps shall we possibly take to deal with the unexpected increase in orders?
   Candidate A: That's what we are going to discuss. Other work time concepts are. being studied and various experiments are being conducted. The 4-day week, the shorter week (less than the so-called American 40-hour standard), and the seven-day service week (already used in retailing) are examples. Advantages and disadvantages for employers, employees, the clientele, and the general public need to be evaluated. In any event, motivational implications for the employees are among the important matters receiving major attention. What do you see about flextime?
   Candidate B: The concept of flextime is simple. A fixed schedule of a beginning time and an ending time for the workday is replaced by a flexible one.
   Candidate A: The flexible approach entails two different types of work times during the day: (1) a base or core time when all workers must be present, and (2) the flexible time before and after the core time, when most workers may choose to arrive and when to depart. Each employee's core time plus his flexible time must add up to the required number of work hours established for each pay accounting period.
   Candidate B: Let's sum up what we've discussed, shall me?
   Candidate A: Yes, let's go over the questions first.

Suggested answers:
   Candidate A: I don't think it is a good idea for companies to regularly ask staff to work extra hours. The disadvantages of working extra hours outweigh the benefits. Working long hours have a damaging effect on the employees' health. A long working day is counter-productive. As a result, long working hours will bring about low-efficiency and low productivity.
   Candidate B: We must let the managers know when demands are unreasonable delegate the less important work to other staff. Working more than contract hours has a negative effect on their family relationships and their health. It will also reduce staff productivity. Long hours are not necessarily useful hours. It is job satisfaction that is the deciding factor when it comes to employee productivity. They are only going to get higher output from their staff if those staff are happy and want to be at work.

Suggested answers:
   Candidate A: Hard work deserves rewards. I think staff should be rewarded for working extra hours in the evenings and at weekends, because they deserve reward. They're entitled to get pay for extra hours.
   Candidate B: I don't think staff should be rewarded for working extra hours. Employees get salary and enjoy fringe benefits. They're obliged to work extra hours occasionally if the moment needs.

Suggested answers:
   Candidate A: Encouragement always puts employees in a good mood.
   Companies should not feel panic at the moment when a sudden decrease in the number of orders received. Managers should not be depressed by it. They should work together with employees to reverse the trend.
   Candidate B：They must analyze the courses of failure. If it was caused by defects of the products, the managers must take positive action to remedy the situation. The products should be recalled. Tile company should refund the customers fully for their poor service.

Suggested answers:
   Candidate A: There is an ebb and flow. I think companies can certainly anticipate increases in demand for their products or services. There will be a visible niche in the market, if you keep you eyes open. Markets are volatile, but a portfolio return is achievable. If your company takes appropriate steps to broaden the product range and streamline operations by moving production out from an old market to a new one, the demand for your products or services will certainly be on the increase.
   Candidate B: I think company can anticipate increases in demand for their products or services if they take positive actions to boost staff moral when there is a sudden decrease in the number of orders received. The company should introduce‘trust time’to keep staff happy. The company should trust employees to do what is required, in whatever time it takes. The employees shall be very happy with the new arrangements and, as a result, productivity rates will gradually but consistently increase and staff turnover rates will fall dramatically.

Suggested answers:
   Candidate A: I think in future more employees will be expected to work flexible hours. Working flexible hours reveals both a number of advantages and disadvantages. The advantages overweigh the disadvantages. The advantages for the employee are that: first, he may set his own work schedule to meet personal needs; second, he may choose a schedule that avoids traffic congestion and thus reduces commuting time; third, he avoids the psychological stress resulting from concern over arriving at the work place at a set time; and fourth, an atmosphere of mutual trust and respect between tile worker and the employer is created. Both employer and employees will feel much happier, and believe they have established a balance between work and home life.
   Candidate B: Working flexible hours will be on the increase. The advantages for the employer appear to be that：first absenteeism is reduced; second, production is increased; third, with mutual agreement between the employee and the employer, adjustment of work schedules can accommodate fluctuations in work loads; fourth, since personal needs are otherwise provided for, the employee's work day is uninterrupted; fifth, more effective communications occur among employees during the core time; sixth, better delegations of assignments and authority are made to subordinates; seventh, more good applicants for jobs are available (e.g., working mothers); and eighth, personnel turnover is reduced. However, many of employers are slow to realize the benefits of letting employees work fewer or more flexible hours.

[解析] entail必需，使承担，限定继承权。core time基本上班时间，核心时间。remedy医治，补偿。traffic congestion交通拥塞。

Suggested discussion:
   Candidate A: We've been asked to prepare a proposal for team building. First of all, we must let everybody get to know the team as people. What do you say about it?
   Candidate B: I agreed. It's a good idea to spend extra time getting to know our colleagues and what they do outside work beforehand. Then we have other reference points to share, which create the potential for better communication.
   Candidate A: Yes, mutual understanding is important. Mutual respect equals cooperation. We might propose that the company should build up tutorial system.
   Candidate B: Good idea. Under this system, the old and young employees can conduct face-to-face communication. The young people need to be tutored in the act of handling crisis. And the tutorial system is also designed to have the young teach the older how to use software program.
   Candidate A: We may arrange programs that help people recognize that there is a range of effective management styles. The programs are excellent at getting people excited about their jobs.
   Candidate B: Sounds good. And we need to ensure what happens on the program happens back on the workplace. The results, however, are expected to be very positive. Mutual respect, trust, understanding will lead to mutual support, mutual help. It will reduce stress. An effective teamwork is helpful to improving staff relations and customers' relations as well.
   Candidate A: All in all, an effective teamwork will improve efficiency and productivity for a company. The staff members are encouraged to take on team-building courses. The participants will work together and come up with creative ideas. Sharing views is excellent for relieving stress. It is helpful to improving efficiency. It will end up with enhancing employees' loyalty to the company.
   Candidate B: The Company should invite expert consultants to demonstrate how high performance teams really can work.
   Candidate A: Your suggestion is acceptable to tile company. We should focus on issues such as how to form an effective team, team dynamics and communication within teams. Alternatively, the company may also sponsor team-building seminars. Let's list specialized seminars. I think the list should include Self-managing teams; Multi-cultural teams; Team leadership and Fast-forming teams.
   Candidate B: And the list should also include the topic“building world class teams”. The company can also arrange unique two-day in-company seminars, use board games and simulations to focus on issues such as sales, customer service and team building. The participants are allowed to experience situations without the fear of failure.
   Candidate A: Sounds interesting. If we get an efficient scheme going, on that runs well, then the real advantage is people feel more involved, that they matter more, so you get more energy around the place.
   Candidate B: I see what you mean. It is advisable to organize leisure activities to encourage staff to work together.
   Candidate A: The Company can offer various leisure activities, such as a swimming pool and sauna.
   Candidate B: And we can arrange playing basketball, volleyball games. People can play table tennis as well.
   Candidate A: Staff can have games played indoors or outdoors, and enjoy the time when they are not working or studying.
   Candidate B: Staff can do things they enjoy and relax. Most people enjoy shorter working hours and more leisure time. Watching television is now the nation's most popular leisure activity. We can arrange a family-like outgoing to the beach or mountain. How about once a month or twice a year?
   Candidate A: Well, it depends on the specific situation. Let's sum up what we've discussed.

Suggested answers:
   Candidate A: Well, I think individual employees can get great benefits from working in a strong team. Individual employees will be more productive when they work in a strong team. For example, when an employee works in such a strong team, he will be in a cheerful frame of mind.
   Candidate B: A strong team is composed of high caliber people. They have competence in a wide range of skills. They trust each other, understand each other, learn from each other and help each other. Working in such a strong team, you will be in good mood. Good relations among colleagues help reduce stress. It will end up with improving efficiency / productivity.

Suggested answers:
   Candidate A: You mean what is the best number of people makes a good team? It's hard to say. It depends on the size of the company. Probably, a group of four to nine people might be an ideal number for a team.
   Candidate B: You must identify who is in your team, and then understand the different personality types that it comprises. If you know bow they will react in difficult situations, it will help you to act the role of the diplomat.

Suggested answers:
   Candidate A: Coordination is an essential aspect of good organization. It is required because all members of an organization perform interrelated functions. Therefore, what each one does in some way affects the others. However, a company also needs individualists as well as team workers.
   Candidate B: If managers just keep on doing what they have done in team style, their organizations will become static. In fact, if the field in which they operate is a competitive one, they will soon lose their place and not even hold their own. Good managers view their business as a challenge to their creativity. Individualists are needed to spark fresh ideas. They should encourage individualists to develop new ideas, combine different ideas into a good planning, adapt ideas from individualists, and stimulate individualists to think creatively.

Suggested answers:
   Candidate A: At first there might be a lack of trust between the managers and their subordinates. I think it is the responsibility of the company to build up a good team. The company is obliged to let everybody have ease of mind. It is also the responsibility of each employee to make sure people work well together. The team members should work towards a common objective.
   Candidate B: The managers should discuss roles and allocate them to team members. The team members should co-operate fully with each other. The managers should help individuals develop within the team. The members should trust each other. Everyone makes an equal contribution to the team. The members share information effectively within the team. The manager and employees should listen to different points of view. They should talk openly and honestly within the team. When people are under pressure, others offer help.

Suggested answers:
   Candidate A: When making long-term plans, the company should take team building into account. The company will have to budget the cost for in-service training, indoors or outdoor events. The indoor and outdoor events should help build leading business teams by increasing personal awareness of abilities and complementary skills in colleagues. The events involve a combination of intellectual, physical and practical challenges— meeting and dealing with the unexpected. The tasks mean that individuals and teams have to: Identify clear and achievable objectives; Make best use of resources; Work together and communicate openly; Learn to overcome storms and crises.
   Candidate B: Well, for one thing, companies put great emphasis on providing their staff with regular, high quality training. It costs a lot of time and money to build up a good team. So, obviously it makes sense to retain qualified employees. Providing staff with flexible working patterns can help a company do that. We see team building as primarily a tool for attracting potential staff to the companies—especially high-calibre graduates.

[解析] high-calibre graduates高材生，高素质毕业生。complementary skills互补性技能。interrelated functions相互关联的功能，相互关联的职责。

Suggested discussion:
   Candidate A: Educational sponsorship has received much publication over the last few years. It is important to gain good publicity/reputation for the company. To promote the name of the company, we ban use tile project to launch a publicity campaign. We have been asked to make recommendations for this scheme. What would you like to propose?
   Candidate B: Well, we can hold Education and Careers Exposition. The theme of the project should reflect company's continuing mission to build a knowledge-based economy by drawing on the best world has to offer.
   Candidate A: Good recommendations. The Education and Careers Expo should have a mission to equip visitors with the knowledge to make the right choice, whether they are pursuing further education, looking for vocational training or embarking on a new career. The theme this year is Gear up for Success.
   Candidate B: We should make it the biggest event of its kind in the region. Let the students and their parents know that the expo is an information platform to communicate the latest education and career developments. It should draw a wide range of exhibitors from around the world and, as in previous years, it can be divided into two sections: education  and careers.
   Candidate A: Right. It is expected to offer massive information on the entry requirements, latest trends, training opportunities and professional examinations of various professions, and help visitors make well-informed decisions in searching for a job and making a career choice. There will also be talks on job opportunities, business English courses, the Youth Pre-employment Training Programme and the Youth Work Experience and Training Scheme.
   Candidate B: The career section will also feature about 30 seminars and 80 video shows, offering in-depth information and advice to employment seekers. Education and high quality training is the main attraction for tile young people. The majority of people in the scheme want to spend more time improving their qualifications by doing an MBA or something like that.
   Candidate A: Now, we need to work out a thoughtful scheme. This scheme needs to enable them to budget the cost through fixed monthly payments. What do you say about it?
   Candidate B: Well, in my opinion, we'll have to budget more Carefully and monitor the situation closely. We also need a better system fur monitoring what is going on. We should designate someone for supervision, or put someone in charge of the supervision. Under his/her supervision, the money will be used for training scheme so as to make sure that things are done in the correct way.

Suggested answers:
   Candidate A: I think the company can promote its name more widely by advertising on television or in a newspaper. Almost all the people watch television or read newspaper everyday. The company can also put advertisements on the Internet. More and more people are gaining information from the Internet nowadays.
   Candidate B: Advertisements on television, or in a newspaper, or on the Internet will certainly draw a huge number of customers. The company will gain a lot of publicity, and become a household name immediately.

Suggested answers:
   Candidate A: Companies should have the candidates take the entrance examinations for the training courses, and then shortlist those who passed the examination for interview. Finally, tile best ones can be creamed off from among these candidates.

Suggested answers:
   Candidate A: “It is impossible for a man to learn what he thinks he already knows.”said Epictetus. Change is a reality every young people must face. To operate a business successfully he or she must not only be adaptable to social and economic change, but also have an ability to study new things. Adaptability to change often requires re-education, or a continuing form of management education. Taking part in company training projects can be helpful to upgrading qualification of young people as well as to improving their skills.
   Candidate B: There are new techniques, new materials, new products, and new equipment being introduced and being used every day. A progressive businessman must actively seek information on change, both technical and social, and learn how to incorporate it in the business's plans or deal with it effectively. This may mean independent study or attending classes so the young people can learn what is necessary to continue to operate with the best possible methods, materials, and machines available. Therefore, taking part in company training program benefits young people greatly.

Suggested answers:
   Candidate A: Yes, it is important for companies to be involved in educational projects. Education has both a pervasive and a changing influence on business. Companies must recognize the functions of education and must be prepared to conduct educational projects.
   Candidate B: Education which involves in-service training, off-the-job training, on-the-job training and in-house training, and so forth, has played an important and even a leading role in influencing workforce efficiency and productivity of companies. The productivity in the companies has developed very much just because the companies have well-educated, or well-trained workforces.

Suggested answers:
   Candidate A: There are few signposts pointing to success. I think education is the most important signpost to success. Having national training projects for business people reflects a nation's continuing mission to build a knowledge-based economy by drawing on the best world has to offer. The country has a mission to equip its people with the knowledge to make the right choice, whether they are pursuing further education, looking for vocational training or embarking on a new career. Taking on training course will open a window for young people when the door seems closed.
   Candidate B: I think it is very important to have national projects for business people. Globalization has brought us both opportunity and challenge. It's important for business leaders to be involved in higher education. Training projects are gearing up for business success.
   Candidate C: To build a knowledge-based economy, China must carry out national training projects for business people. Training projects will provide an information platform to communicate the latest education and career developments. It will draw a high caliber of professionals from around world. The business people will be given massive information on latest business trends and business opportunities in the course of training.
   Candidate D: The training projects may help business people, especially young people, make well-informed decisions in searching for a job and making a career choice. The training course will help business people build up base of business knowledge.

[解析] publicity campaign宣传运动，宣传活动。designate指明，指派。to cream off 提取精华，挑选最佳者。gearing up for business success为企业成功做好准备。

Suggested discussion:
   Candidate A: The Company plans to train local staff to deal with overseas expansion. We have been asked to make a proposal for a training program. At present, local employees lack sufficient expertise. The company needs to give them special training course on financial expertise. What do you think about it?
   Candidate B: Yes, financial expertise is essential to business. I think there are more aspects the training should cover. Training is a process or procedure by which people learn skills and abilities for specific jobs.
   Candidate A: You're right. In general, the program should include sessions on: computer expertise, communication skills, presentation techniques, time management, customer care and negotiating skills. How about language training?
   Candidate B: As for language training course, I don't think it is necessary for the moment, since most of the employees speak English well. I think training and development are necessary to the management of any organizations. Our company needs to enhance the management effectiveness and efficiency. Management training includes the shaping and strengthening of managerial attitudes and perceptions, which support organizational goals, encourage better cooperation, and foster increased loyalty. Consequently economic benefits are realized in terms of shortened learning times and increased abilities to cope with new situations.
   Candidate A: You're right, I agreed with you. In that ease, we may put management training on the top of the list and add business ethics to the training course.
   Candidate B: Good suggestion. I think team-building session is also important. Shall we put team-building course on the training list?
   Candidate A: OK. The training programs should consist of early morning sessions, one-day events and residential weekends. What else we need to do first?
   Candidate B: I think we need to prepare a draft of training schedule, submit an estimate for the program, and design a questionnaire for participants.
   Candidate A: Good idea. We should also make a proposal on how to evaluate effectiveness of the training.
   Candidate B: It can be difficult to evaluate the effectiveness of different training sessions. However, profit is the most important yardstick of success for any training session.
   Candidate A: Absolutely. Performance, productivity or work efficiency can be used as a yardstick against which to measure the staff progress after training sessions. If the training program is successful, the quality of work will improve, and productivity will rise.
   Candidate B: You're right. Besides, investing in training promotes staff loyalty. If the company allocates funds for in-service training, it shows that the company places high value on staffs career development, and it will delight the staff members and boost the staff moral. It will end up with upgrading work efficiency, and improving productivity.

Suggested answers:
   Candidate A: People should look at the bright side of the things. Employees need to develop first a technique based not on degrees and work experience but on the ability to learn. Running a company, working with tile public—these are very complex skills and you must be prepared to start at the bottom and learn quickly.
   Candidate B: I think course on accounting would be important to do first. We've got different things to do depending on where you live. We should firstly look in the budget, you know, see if we can do them with the budget We have.
   Candidate C: In my opinion, advertising might be an important part of a training program to do first. Advertising is essential to business success. Television and radio are tile two most important means of advertising because they reach a lot of people; they reach a wide range of people. If you don't know how to advertise on TV, it is impossible to promote your products and services.

Suggested answers:
   Candidate A: Training is a process or procedure by which people learn skills and abilities for specific jobs. The training should be given by internal training organization, because it is quick, easy to run and cost effective. But if the company can not afford to run training courses by itself for one reason or another, for example, the company may lack of the specialists in specific fields, it has to have it done by external training organizations.
   Candidate B: Both internal training organizations and external training organizations have advantages and disadvantages. The managers will have to weigh up the pros and cons of the two options.
   Candidate C: I think the first step is to get different departments to think carefully about the job functions of people in that department. The Director of the Human Resources Department therefore interviews the managers of the various departments to find out what kind of work their subordinates do. Then, the managers should decide what kinds of training courses are most suitable for their specific group of employees. Finally, they can make arrangements according to training program. This will enable them to budget the cost.

Suggested answers:
   Candidate A: I think it is very important to gain experience of business practices in other countries. A list of variables representing the world's cultures is endless. On the other hand, it is possible to over-generalize, for no two people within any culture are identical. Each of us is even different from clay to day. Thus it is possible for our individual personalities to interact with the individual and national environmental variables. Over time there may be many dramatic changes, or none. You may have problems coping with changes in your own culture; add tile foreign element, and the problems are compounded.
   Candidate B: We can quickly find out that no magic formula is available for your foreign work. Therefore, it is very necessary to gain experience of business practices in other countries. Yet, to prepare for overseas work and to improve your intercultural communication you should try to learn some of the languages; to be aware of specific communication differences, including differences in speaking and writing; and to do some specific research on local business practices in other countries.

Suggested answers:
   Candidate A: Learning about other cultures is relevant for the staff of all companies. The staff members need to recognize the importance of the interaction of the domestic and international economies. Knowing other cultures constitutes a great advantage to doing business abroad.
   Candidate B: It is usual to note that there are great advantages to international specialization in the production process. All of the staff members are living in a period of flux, a period of new evaluations, a period of changing and emerging policies. They have to do cross-cultural communication. Learning about other cultures is very helpful to doing business abroad. By learning more about different cultures in which our clients operate, we will gain valuable insights into their industries.
   Candidate C: The knowledge of other cultures can help power our business. Learning about other cultures will have positive impact on the region's people and environment. The possibility is always open. Sometimes, it's the smaller details that mean the most. Sometimes, a warm smile of recognition will make a big difference. Learning about other cultures is important for the staff to share their views with foreigners.

Suggested answers:
   Candidate A: Yes. I think globalization will have an increasing effect on the .way companies do business. As we can see, increasing dependence of nations on others for precious raw materials is only one example of a general trend toward world interdependence. Much of the recent reform of the world economic system has been predicated on an understanding of this fact. In the last few years, many countries have come to recognize the necessity of integrating its economy with others of the world.
   Candidate B: By the end of the last century, there was growing understanding of the domestic consequences of international trade. Mounting worldwide inflation interfered with domestic price controls. With the development of e-commerce, the globalization will have greater effect on the way companies do business.
   Candidate C: Every day most people buy goods imported from abroad, and people all over the world eat food or use products obtained from other countries. Thanks to trade among nations, people in all countries enjoy higher standards of living than they would otherwise. The Internet is a convenient way to do cross-cultural communication. The effect of globalization is on the increase.
   Candidate D: Globalization has promoted the world trade. International trade sets in motion a worldwide division of labor and resources. Each nation, in theory at least, can specialize in production of the goods and services for which it is best suited and can buy abroad those things that can be produced best elsewhere. Globalization has brought us more opportunities and challenges. Globalization will continue to influence the way the companies do business.
   Candidate E: What of the future? Doubtless the future is influenced by the past, but even the past is not without its contradictions. Furthermore, the future does not have to rely upon the past. We are living in a period of changing and emerging policies. Globalization has affected, and will continue to affect the way the companies do business.

[解析] financial expertise 财务专长，财务知识。business ethics商业道德，企业道德，商业伦理。 intercultural communication 不同文化间的交流，文化沟通。

Suggested discussion:
   Candidate A: Well, relocation will concern almost all the employees. One of the concerns that they have is the effect of the changes. Their main concern is to remain in the position. Tile issues like salary, working conditions, cultural differences, and so on, do concern them as well.
   Candidate B: Yes, they might be concerned about their job. If business relocates, they'll have to move to a different place. In effect, some of them will be earning less, and some others may be earning more than they were before moving premises.
   Candidate A: That's true. I think many more may face redundancy or feel nervous about changing job.
   Candidate B: I see what you mean. The redundancies are under threatened by relocating to new premises. Most of the staff may be not happy with the decision made. However, some of the employees might be happy with relocation. They are looking forward to working overseas. Working overseas can offer them a once in a lifetime opportunity to live, work and build friendship in a very different environment.
   Candidate A: Right. This experience will also give them a chance to widen their outlook on life, encounter cultural differences and develop new skills. But I think the company needs to recruit fully qualified professionals. The candidates must be resourceful, and be able to show sensitive to cultural differences.
   Candidate B: In addition, flexibility is also an extremely important quality. They should be able to imagine themselves happily adapting to new standards of behavior and dress, different food and even opening hours. How about the perks of working abroad, do you have any ideas about them?
   Candidate A: Well, those who work overseas will be provided a comprehensive package, which includes free travel, subsidized accommodation and a general local salary.
   Candidate B: Sounds a good idea. Anyway, I think the company will have to be cautious about relocation. A big action failure has a knock-on effect throughout the whole company.
   Candidate A: Well, I still have some doubts about relocation. People may ask: what's the great attraction? Why our company so keen to relocate to new premises? How do we answer these questions?
   Candidate B: Well, what I can say now is that relocating to new premises may be a good thing. It depends on the circumstances of the company in question. It could be any thing from better access to overseas markets, lower taxes, less labor costs, quicker delivery or a combination of any of these.
   Candidate A: Probably, you're right. But it would be fair to say the financial benefits are the main incentive, wouldn't it?
   Candidate B: In most cases it probably would, yes. Without them, I suppose few companies would be that interested. In our position, I think our priority is market research. We need to know our customers and suppliers. How suppliers and customers might be affected by the relocation? Do you have any idea about it?
   Candidate A: I'm not sure what response we may receive from the existing suppliers and customers. The crucial issue is whether the relocation breaches their confidence. If the company lose the confidence in the customers and suppliers, it will be very difficult to win it back.
   Candidate B: Anyway, the company may lose some old suppliers and customers in the course of relocation. In this case, the company needs to take positive actions to restore confidence of the suppliers and customers.
   Candidate A: Yes, we should make recommendations not only for boosting moral of the employees, but also for attracting customers and suppliers. You must have some advertising gimmicks to delight the suppliers and customers.
   Candidate B: Let's work together to make a good proposal, shall we? First, I would suggest that we should conduct an employee survey in order to find out opinions about the relocation, and then we can sort out the thorny problems.
   Candidate A: Sure. And we should also carry out a customer survey so as to get the possible responses from the suppliers and customers, and then we can work out solutions to the problems.
   Candidate B: Well, let's start with the findings...

Suggested answers:
   Candidate A: Well, we keep hearing all about the globalization of markets and supply chains and sons, but why has global sourcing suddenly become so widespread? I think globalization might be a reason for relocating a company.
   Candidate B: Well, I think there are several factors, really. I mean, as companies expand internationally their outlook becomes increasingly global. What's more, hyper-eompetitive domestic markets have driven companies to look further a field in their search for competitive advantage.
   Candidate C: High technology might be an important factor involved in relocation. Rapid advances in IT and telecom have accelerated relocation process. That's been the real catalyst for change.
   Candidate D: I believe the profit margin might be the main reason for relocating a company. A good location may allow a mediocre business to survive, but a bad location may spell failure for the finest businesses. When you select your location, you need to make your first marketing decision. This requires that you know (1) your product or service, (2) its users (potential customers), and (3) your competitors.

Suggested answers:
   Candidate A: Well, there might be a number of reasons for relocating a company to another part of the same country. Of these reasons, the most important one is perhaps the government policy, which influences the economic activities.
   Candidate B: Government grants, availability of labor, improved transport network and so on may also be the important reasons for relocation.

Suggested answers:
   Candidate A: Profits drive companies to do businesses, home or abroad. To make profit, companies have to consider the factors involved in relocation, such as cheaper labor costs, low rates of corporate tax, to get closer to a market etc. If the company relocates to that country, it can enjoy some of the lowest employment costs, one of the lowest rates of inflation and one of the lowest telecommunications tariffs in the world. These add up to lower overheads and greater savings.
   Candidate B: There are many reasons for relocating a company: Good quality of life; attractive running costs; pro-business environment; financial aid; state-of-the-art telecommunications; sophisticated transport logistics. All in all, the profit margin is the most important reason for relocation.
   Candidate C: There are some important reasons for relocating a company to another country. For example, if generous grants are available towards set-up costs in that country, the company might move over to the market. This includes capital investment, training and employment costs, as well as grants towards investment in R & D projects.
   Candidate D: Business environment constitutes an important factor. If the business environment were favorable in a country, its legislators and regulatory authorities would work closely with companies to ensure that start-up and expansion plans run smoothly. The country should have a highly efficient distribution network, which brings most of region within 24-48 hours by truck. The country can provide appropriate infrastructures and foster an environment that is supportive of industry, if the business environment is good. The residents may enjoy ready access to a range of leisure activities; more varied than ever before, from theatres and restaurants to golf, horse riding and fishing.

Suggested answers:
   Candidate A: While everyone in business is aware of the need to attract and retain customers, they often overlook the importance of the staff loyalty in the excitement of beating the competition. In my opinion, staff may be involved in discussion, but the decision ought to be made by the management. It is important to encourage staff to make suggestions for relocation. By listening to their opinions, the managers can obtain all the facts. It helps sort out staff disagreements.
   Candidate B: Communication within the organization is an important consideration. If the staff members are not allowed to be involved in deciding whether to relocate a company, they may feel left out. This can be avoided throughout the company by keeping employees up to date with recent developments. Letting staff involve in decision-making will also serve to provide the opportunity for employees to express their opinions. They are working together to benefit the whole company.

Suggested answers:
   Candidate A: Yes, I think changes to working practices could avoid the need for larger premises. With progress and visionary, managers can be dedicated to challenging discrimination and promoting equality among employees. You should offer staff more benefits. This will help you get the best out of your staff. Benefits at the company include occupational pension, flexible working hours, family friendly policies and the opportunity to be directly involved in an issue you feel passionate about. If the managers realize that every member of their team plays a key role, they'll be vital to the smooth running of the office.
   Candidate B: It is possible to avoid the need for larger premises. Asking staff to take decisions will improve their efficiency and moral. Giving minor tasks to other people can be seen as a form of sharing. However, it takes a great deal of flexibility to succeed in this challenging and demanding role. With an exemplary work ethic and an exceptionally organized approach. you'll provide high level, dedicated support. From co-coordinating meetings and managing all extremely busy schedule, to making travel arrangements, producing documents and organizing a wide range of activities, you'll meticulously plan each day whilst using your creativity and initiative to make the most of your time.
Candidate C: I believe that changes to working practices could avoid the need for larger premises. Delegating also benefits the company. However, it is not an easy job. To succeed in this role you will be confident and resilient with a proactive approach, your ability to plan ahead, and think fast and act even faster will be vital. You'll also present a professional image at all times, the credibility to interface with your top executives, the integrity and discretion to deal with highly confidential information and the people skills needed to interact at all levels. Above all, you'll welcome the opportunity to shape the role and make it your own.

Suggested answers:
   Candidate A: I think the location of a company's premises is important for its competitiveness. Location is essential to a company's business. Companies should build themselves on the basis of clients' needs. There is a huge number of uncertainties and worries about the competition, which in turn leads to in-efficient working. If you have a good location, you will have the edge over your competitors.
   Candidate B: Company's location is very important for its competitiveness. If your company is prominently located in a well-established and fast-growing corporate business area, the site will be shared with an impressive selection of companies and organizations. A good location means that there is easy access to public transport from the company with numerous bus routes servicing the area. Metro stations are also within walking distance. Obviously, a good location will help you get easy access to your suppliers and customers.

Suggested answers:
   Candidate A: Globalization has brought us opportunities and challenges. I think it will be increasingly common for companies to relocate some activities to other countries. As the company begins its globalization, it has to decide which product lines to start with, and where to get the highest profit margin.
   Candidate B: I don't think it will become increasingly common for the Chinese firms to relocate some activities to other countries in the foreseeable future. Because the Chinese finns still have a long way to go to globalization. Globalization is less than meets the eye.
   Candidate C: It's hard to say. It depends on the profits that drive companies to do businesses, home or abroad. To make profit, companies have to consider the factors involved in relocation, such as cheaper labor costs, low rates of corporate tax, to get closer to a market and so forth. They have to make sure that if the company relocates to that country, it can enjoy some of the lowest employment costs, one of the lowest rates of inflation and one of the lowest telecommunications tariffs in the world. These add up to lower overheads and greater savings. Therefore, relocating some activities to other countries will become increasingly common for companies.

[解析] redundancy累赘，多余，冗员。relocating迁移，迁址。 cultural difference文化差异。Globalization is less than meets the eye．全球化雷声大雨点小。