Chapter3[ Understanding Customer Behaviour1]

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Understanding Customer Behaviour

product facilities
MROs
Importance of purchase
Product Types in Organisational Buying: Plant & equipment
Components
Products & Services
Materials
17
Developments in Organizational Purchasing Practice
How do they buy? The Organizational Decision-Making Process
Recognition of a problem (need) Determination of specification and quantity of needed item
In consumer purchasing choice criteria can be categorised as: technical, social, economic and personal.
The main influence on consumer buying behaviour are: the buying situation, personal and social influences.
The main influence on organizational buying behaviour are: the buy class, the product type, and the importance of the purchase.
There have been key innovations in purchasing practice.

商务英语阅读(基础篇)Unit 3 Business Etiquette in Different Countries

sometimes do not translate across cultures and can cause confusion or hurt
6/27/20f2e0elings.
I. Reading Practice
Text A
Table Manner At a formal banquet, be prepared to give a short, friendly speech in response to the host's speech. When inviting Taiwanese to a party, serve a "real" meal rather than snacks and drinks. When invited for dinner, it is polite to sample every dish served. Your host may serve some food for you, and it is nice to reciprocate if you feel comfortable doing so. Always leave something on your plate at the end of the meal or your host might think that you are still hungry. You must arrive on time or early if you are the guest.
hands and scan it immediately for vital information. Then lay the card in front of
you on the table. It is demeaning to put someone's card directly into your pocket

商业英语入门chapter 3

Flexible Intermittent Short production run process Job-order production （间歇式加工）customer-designed
Identify the following processes?
Crude oil is reduced to Gasoline, wax, fuel
Three work flow layouts
process layout product layout fixed-position layout

Process layout
It arranges components ( such as work centers, equipment, or departments) together according to similarity of function.
Inputs
Professors
Books Academic
journals Audiovisual materials Computers Classrooms
Transformation Process
• teachers’ work activities • management activities • the teaching technology and methods
Manufacturing Resources Planning Advance version of MRP All resources involved in the efficient making of a product, more than just material requirements

BEC中级真题第三辑阅读及答案解析版

B 1 It would be advisable for Flacks to consult customers before developing a new product.D 2 Producing goods for specialist markets might increase Flacks' profits.C 3 Flacks may need to change the function of one of its facilities.A 4 Flacks should utilise its current expertise to enter a different market.B 5 Flacks may need to consider closing its current production facility.C 6 Flacks should develop the connections it has established with leading retailers.A 7 Expanding the product range would not be a problem for the workforce.Flacks is a UK-based company that produces fashion accessories for women. How can it continue to grow its business?A Susan FalmerFaced with a shrinking market, cheap imports and competitive pricing, Flacks will have to work hard to increase its margins. They need to move into a more promising market, one where demand is growing and where the company can exploit existing skills and contacts. They could think about brand extension - this would not be a giant leap and the sales force would take it in its stride. Also, they wouldn't need to re-equip their factory and could use non-UK sourcing if facilities here are in short supply.B Mesut GuzelThey have the fundamentals of a survival strategy in a market where outsourced manufacture and brand differentiation hold the key to success. I think they should initially locate some of their production in another country, where manufacturing quality tends to be better and it is easier to meet changing customer demands. But they should also regularly monitor production in Britain and think about outsourcing all this work abroad at some point if they need it done faster. The company should continue to work on innovative products, and thorough market research will help to ensure any new ideas are well received.C Gary WilmotIn order to beat their rivals in a highly competitive market, Flacks should ensure their products are attractive and build on their relationships with the big stores rather than trying to go it alone and market directly. They should also consider refocusing production by using their UK factory for high-specification products. They could eventually build more production overseas in a cycle of continuous development.D Michal KaminskiThe demand for fashion accessories is relatively flat and the company should consider exploiting niche markets to improve its margins. But even within these, Flacks must distinguish its goods from those of its rivals in terms of quality, performance and design. Innovative sales, marketing and PR are vital to exploit these niche products. One competitive advantage that Flacks does have is production times. Many retail chains now have two-tier supply chains and Flacks could focus on top-up orders. They might also investigate other sales channels such as mail order.这篇文章是关于一个女性时尚饰品公司——Flacks的发展战略问题，四个专家给出了自己的建议。

中职英语(高教版版2021)基础模块3Unit4Customer Service课文

中职英语(高教版版2021)基础模块3Unit4Customer Service课文apology /əˈpɒlədʒi/ n. 道歉arrange /əˈreɪndʒ/ v. 安排battery /ˈbætərɪ/ n. 电池blank /blæŋk/ adj. 空白的charge /tʃɑːdʒ/ vt. 充电check /tʃek/ vt. 检查；核对complaint /kəmˈpleɪnt/ n. 抱怨；投诉damage /ˈdæmɪdʒ/ v. 破坏delay /dɪˈleɪ/ vt. 延迟；推迟；延期deliver /dɪˈlɪvə/ vt. 递送；运载delivery /dɪˈlɪvəri/ n. 递送；运载exchange /ɪksˈtʃeɪndʒ/ v. 调换guarantee /ˌɡærənˈtiː/ n. 保证；担保inconvenience /ˌɪnkənˈviːnjəns/ n. 不便；麻烦leaflet /ˈliːflɪt/ n. 小册子；单张广告mention /ˈmenʃən/ vt.提及；提到patience /ˈpeɪʃəns/ n. 耐心promise /ˈprɒmɪs/ v. 许诺；承诺receipt /rɪˈsiːt/ n. 收据reduce /rɪˈdjuːs/ vt. 减少；降低refund /riːˈfʌnd/ vt. 退还；退款；偿还request /rɪˈkwest/ n. 要求sheet /ʃiːt/ n. 单子sincere /sɪnˈsɪə/ adj. 真诚的sincerity /sɪnˈserɪtɪ/ n. 真诚solution /səˈluːʃən/ n. 解决方法make sure 确保；确定cause loss to 给……造成损失due to 由于；因为in charge of 负责……sports watch 运动手环录音原文Staff: Good morning! How can I help you, sir?Tim Brown: I’d like to have the mobile phone repaired. I bought it several months ago, but it seems to have a problem with the battery.Staff: What’s the problem?Tim Brown: It won’t charge properly. Even if I charge it for a whole night, there is still very little power.Staff: When did you buy this cell phone, sir?Tim Brown: I bought it three months ago.Staff: I’m so sorry for the inconvenience caused. Would you please show me your receipt so that we can check whether it is still under guarantee?Tim Brown: OK. Here you are.Staff: We’ll get your cell phone checked in no time. Please wait a minute.(After half an hour)Staff: Thanks for your patience. We’ve exchanged the battery for you.Tim Brown: Thank you.Staff: It is my pleasure. Please check the phone and sign your name here.参考译文:工作人员：早上好！先生，我能为您做什么？蒂姆·布朗：我想把手机修好。

商务英语综合教程chapter (3)

2) What functions are performed by wholesalers? The functions performed by wholesalers include wholesaling management, planning and negotiating supplies, promoting, warehousing and product handling, transportation, inventory control and data processing, financing and budgeting, management and merchandising assistance to clients.
4) outlets n. 市场，商行，商店，销路 e.g. retail outlets 零售店 a chain of outlet 连锁店 5. The biggest winners are generally the franchisers, who gain fast and selective distribution of its products without incurring the high cost of constructing and operating its own outlets. 特许人通常是最大的赢家，他们迅速而有选择地销售商品而不必承担建立和经营销售处所需的高额成本，从而有更多的可用资本去扩大生产和作广告。 1) franchiser n. 特许人，授予特许权者 2) franchisee n. 特许证持有人，被特许经营者 3) incur v. 招致
4) marketing activities 营销活动 7. The terms of agency are at times set out in correspondence between the parties, but where dealings are on a large scale, a formal agreement drafted by one of the parties in consultation with the other may be desirable. 有时候双方通过信函来确定代理条件，但是，在业务量较大时，较理想的做法是由一方与另一方磋商而后草拟一份正式协议。 1) at times 有时，常常 2) set out v. 陈述，表明，确定 3) in correspondence 以（往来）信函

商务英语阅读_Unit 3我们之间

If you must call back to say that you can’t make the adjustment the complainant wants, follow these guidelines: Express your regrets over the matter. Give your reasons for not meeting the demands of the complainant (“Company policy” isn’t a reason; give the reason behind the policy.) Offer a substitute product, service, or any other adjustment you can make. Never assume responsibility for the error for your company without first fully checking the facts. Never make light of the problem, inconvenience, or error. Never offer an adjustment begrudgingly. (Note: “All I’m going to allow is a 10-percent discount on this, and that is really more than I think it’s worth”. But: “I’d like to give you a 10-percent discount simply to express our regret over the fact that you were inconvenienced with the product.”)

体验商务英语综合教程3中文双语对照版

体验商务英语综合教程3 第二版双语对照版Unit1 Made in Europe 欧洲制造Almost every fashion label outside the top super-luxury brands is either already manufacturing in Asia or 5 thinking of it. Coach, the US leather goods maker, is a classic example. Over the past five years, it has lifted all its gross margins by manufacturing solely in low-cost markets. In March 2002 it closed its factory in Lares, Puerto Rico, its last company-owned plant, and outsources all its products.除了顶级奢侈品牌外几乎所有的时尚品牌都已经在亚洲生产，或者正在考虑这么做。

美国的皮革商品制造商蔻驰（Coach）就是一个经典的例子。

在过去的五年中，它通过仅在低成本市场生产来提升毛利率。

在2002年的3月，它关闭了在波多黎各拉雷斯的最后一间公司所属工厂，将所有产品全部外包。

Burberry has many Asian licensing arrangements. In 2000 it decided to renew Sanyo's Japanese licence for ten years. This means that almost half of Burberry's sales at retail value will continue to be produced under license in Asia. At the same time however, Japanese consumers prefer the group's European-made products.巴宝莉（Burberry）在亚洲持有许多许可授权安排。

高级商务英语阅读Chapter 3

Question 1
How
did Steve Hilton feel when Lehman Brothers collapsed?
The
world was coming to an end.
Question 2
What
did Mr. Hilton do to save his company?
Notes to the Text
Lehman
Brothers Holding Inc.
The fourth largest investment bank in the U.S
(behind Goldman Sachs, Morgan Stanley and Merill Lynch). Declare bankruptcy in 2008.

Notes to the Text
The hobbled financial system will make it hard for cash-hungry start-ups to get financing, so innovation will suffer. hobbled这里具有双重含义,一方面指代（美国）金融体制不完善，有诸多弊病；另一方面也说明不完善的金融体制给美国经济发展造成了严重的阻碍。 cash-hungry start-ups这里指缺乏（急需）资金的新兴公司。残缺的金融体系令急需资金的新兴公司融资艰难，使得技术创新步履维艰。
Giving up options to buy thousands of lots. Laying off 3/4 of his employees.
Redesigning his houses to cut construction cost.

职场英语二册unit2客户服务意识

Ask open-ended questions
Probe further to understand customer needs by asking open-ended questions that encourage detailed responses.
Paraphrase and confirm
complaints.
Standardizing service procedures
03
Establishing clear and consistent service standards to
ensure quality customer experiences.
Establish good customer relationship management
1 2 3
Collecting customer feedback
Regularly soliciting customer feedback to identify areas of improvement.
Segmenting customers
Understanding different customer segments and tailoring services to their needs.
01
02
03
Personalized service
Tailoring services to individual customer preferences and needs.
Cross-selling and upselling
Proactively suggesting additional products or services that might interest customers.

大学商务英语综合教程Unit 3 Consumers1

Cultural Factors
• Culture: the set of basic values, perceptions, wants and behaviors learned by a member of society from family and other important institutions.
最重要的事情是预测顾客的行踪，并且能够走在他们的前面。 ——Philip kotler
What is Consumer Buying Behavior?
• Buying Behavior is the decision processes and acts of people involved in buying and using products.
•
• Empty nest II -- older married couples, no children living at home, head retired
• Solitary survivor -- in labor force
• Solitary survivor -retired
• Modernized life cycle includes divorced and no children.
Social Factors (Contd.)
• Roles and Status
– Roles: the activities people are expected to perform according to the persons around them.
– Status: the general esteem given to a role by society.

商务英语写作 chapter 3

外语教学与研究出版社
Useful Sentence Patterns p49-50

1. Would you please/ Could you please/ Will you please…? 2. We are interested in/ We are in the market for… 3. We will appreciate it very much if…
商务英语写作>>Unit Three Enquiries 外语教学与研究出版社
写作规则
在发出询问时，确保将自己的意思表达清晰以避免获得错误的信息。通常情况询问包括以下几个部分：商品名、质量、数量、价格条款、支付条款、装运时间、包装方式，等等。如果可能的话，告诉对方你是从哪里获得有关其公司及产品信息的。在写询问函时要表示出你的礼貌来，用诸如 “请”或“不禁感激”等词语表述。
商务英语写作>>Unit Three Enquiries 外语教学与研究出版社
Useful Information
Generally an inquiry includes many parts:
the name of goods quality quantity terms of price terms of payment time of shipment packing methods, etc. If possible, tell the reader where you learnt of his company or its products.

外语教学与研究出版社
Patterns and Substitutions

1. We are interested in / in the market for / potential buyers of / considering buying / ready to purchase your men’s shirts displayed in your showroom.

高教版2021基础模块3 Unit 4 Customer Service 第1课时

patience /ˈpeɪʃəns/ n. 耐心 promise /ˈprɒmɪs/ v. 许诺；承诺 receipt /rɪˈsiːt/ n. 收据 reduce /rɪˈdjuːs/ vt. 减少；降低 refund /riːˈfʌnd/ vt. 退还；退款；偿还 request /rɪˈkwest/ n. 要求 sheet /ʃiːt/ n. 单子 sincere /sɪnˈsɪə/ adj. 真诚的 sincerity /sɪnˈserɪtɪ/ n. 真诚 solution /səˈluːʃən/ n. 解决方法
A. We are sorry for any inconvenience caused.
B. I’d like to have my mobile phone repaired.
C. Excuse me, I would like to make a complaint. D. I’m calling to complain about the terrible service you provided at the restaurant.
Listen and tick 再听录音，勾选下面的手机维修记录。
Name of the Customer Item
Problem
Tim Brown
battery
screen
camer a
unable to charge the battery properly
broken screen
cannot take pictures
After-sale problems
• The dish is too salty. • It is the wrong size. • There is something wrong with the mobile phone battery. • There is no hot water again. • I’d like to have my mobile phone repaired.

服务营销英文版教案-第三章：UNDERSTANDING CUSTOMER REQUIREMENTS

▪ 2.9 Mystery Shopping
▪ To measure individual employee performance for evaluation, recognition, or rewards
P 146
▪ 2.5 Trailer Calls or Post-transaction Surveys
▪ To obtain immediate feedback on performance ▪ To assess service performance of individuals and teams ▪ To use as input for process improvements ▪ To identify common service failure points
2 Elements in an Effective Services 6-19 Marketing Research Program
P 142
▪ 2.3 Requirements Research
▪ To identify customer requirements or expectations
STAGE 1:
Define Problem and Research Objectives
STAGE 2:
Develop Services Measurement Strategy
STAGE 3:
Implement Research Program
STAGE 4:
Collect and Tabulate Data
6-16
Example: 极客修
1.2 Criteria for an Effective Service 6-17 Research Program

课文 Unit3讲解

Ex.6 (1)
黑熊斯莫奇
只有你才能预防森林火灾
Smokey Bear and his famous words of wisdom, “Only You
Can Prevent Forest Fires,” are recognized by 95% of
a黑du熊lts斯an莫d奇77预% 防of 森ch林ildr火en灾. L运au动nched in 1944, the Smokey Bear Forest Fire Prevention campaign is one of the
Drive Drunk” campaign, 70% of Americans have tried to
stop someone from driving drunk. In 1998, America
experienced the lowest number 美of国交alc通oh运ol-输rel部ated
2. Please give one or two examples of advertising slogans of public service.
Reference:
Here are some examples: “Smoking is dangerous for people’s health.” “For the safety of your family and yourself, drive carefully.”
advertisements (PSAs) in 1942, the Ad Council has played
an战in时cr广ea告sin委gly员c会ritical role in our changing society. The War Advertising Council, a private, non-profit organization, was

体验商务英语3课文reading部分翻译

体验商务英语3课文reading部分翻译第一篇：体验商务英语3课文reading部分翻译第五单元如何选择最好的求职者——同时剔除最差的在招聘和培训每一个刚毕业的新职员上投资数千英镑可能仅仅是个开始。

用人不当可能使一个公司为此在未来几年内付出代价。

极少有公司能完全避免以下的用人失误：有的人一有点压力就恐慌；有的人拥有高学历却没有学习新事物的能力；有的忧郁症患者有惊人的缺勤记录；还有不安分的人后来发现是贼或比贼还糟。

还有一种没有这么戏剧性，但是也好不到哪里去的情况：就是那些人有的完全不符合期望；有的不是十分称职；有的没有抱负，甚至无法表现平稳；有的人意识不到自己的潜力，未来对于他们来说是渺茫的。

在招聘阶段要牢记的第一点是：人是不会改变的。

人的智力水平在职业生涯中会小幅下降，但变化不大；其他诸如学习语言和处理数字等能力也是如此。

大多数人认为性格是可以改变的，尤其是那些较负面的性格特征，如焦虑，没有自尊，冲动或感情冷漠等。

但50多年来收集到的数据显示了一个明确的答案：性格在多年后仍然稳定。

性格外向者可能会变得有点没那么外向，敏感害羞者也是，但他们的基本性格还是维持不变。

个人危机可能会影响我们处理事情的方式：我们可能会开始或放弃酒精、药物、宗教信仰或放松技巧，而这有着相当显著的作用。

人的技能是可以提高的，也可以学会新的，但是速度不同。

人们可以为了工作而接受训练。

就像政客能仔细地通过衣着、发型和演讲专家重新包装自己一样，企业可以送员工参加培训班、专业课程或周末实验。

但这些都需要付出代价，而结果的价值往往大于培训的价值。

（选择求职者的时候，）最好选择你实际看中的，而不是你期望改变的。

第二篇：商务英语部分课文翻译[小编推荐]Hard work doesn’t always payDoes it ever make sense to contribute your labour free of charge? Matthew Lewis, then an out-of-work masters graduate, decided it did.Sadly, the introductions to employers promised in lieu of a salary never materialised.Instead, he spent six months interning at a business development consultancy making sales calls without pay or commission.“I did the same job as the guys who hired me – but they were salaried and I wasn’t,” he says.付出劳动但不收取报酬有任何意义吗？当时正处于失业状态的硕士毕业生马修?刘易斯(Matthew Lewis)曾经断定，这么做确实有意义。

理解顾客的需求和期望(英文版)

Understanding Customer Needs & WantsSession PurposeTo reinforce the customer-focused mindset and practice the skills of uncovering the customer's needs & wants.Learning ObjectivesTake a customer-focused approach to sellingKeep abreast of developments in the account and/ormarketplace that may impact the businessIdentify the clients within a customer organizationWrite a discussion paper to confirm opportunityAt the end of this session you will be able to:Our RoleFirst StepsTo help the customer achieve the desired results, we must first understand his needs and wants.Understand Customer Needs and Wants: The ProcessExercise: How Can You Help? Instructions:Imagine yourself in the scene that isdescribed to you.You can ask closed questions and findout more about the situation,to decide howyou can help him.Go into the engagement with an open mindHave the best interests of the customer at heartDo not assume that you know what is best for the customerPractice good questioning and listening skillsListen for content as well as feelings and evaluate whatyou hear from the customer's point of viewConstantly check with the customer for understandingThe Word Association Game Instructions:1. We are dividing the class into 2 groups: Apples and Oranges2. Apples: Imagine you are the customer3. Oranges: You are the M M client/sales specialist just gone on quota4. I am going say a list of words. As you hear the word, just shout the firstwords that come to mindBridging The DifferenceYour customer has different sets of experiences and perceptionsThey have specific needs&wants depending on their operatingenvironment and their personalitiesThey are in the best position to communicate these to youInvolve them as much as possible in the sales process to deepen yourunderstanding and to gain their buy-in to the eventual solutionBenefits of the Customer-Focused Approach Your customer will appreciate your sincerity and professional integritywhich sets a good basis for a long term relationshipDeep understanding of your clients and their organization, equips youwith the knowledge to put together a differentiated solution that is trulyresponsive to the customer's needs & wantsYou will gain industry knowledge and business acumen through theseexperiences and enhances your competencies and career growthCustomer Participation In the Sales ProcessThe Sales ProcessP a r t i c i p a t i o nWhat It TakesCustomer Needs &WantsPersonal Leadership CompetenceM M and IT Specific CompetenceAccount & IndustryCompetenceLeadership ValuesInterpersonal Communication Problem-SolvingMM Offerings M M Processes IT Architectures IT Industry TrendsIndustry Trends & Current Issues Major PlayersIndustry ApplicationsRelative Importance Of Competencies During the Sales ProcessThe Sales ProcessR e l a t i v e I m p o r t a n ceIdentify Your ClientsA key step in understanding your customer's needs&wants is knowing who your clients are. A client:Must be a person, not a position or entityIs the person(s) who provides direct input on solution needsYou may have multiple clients within an organization. The most important is to identify your primary client who:Owns the problems and needs helphas the authority to make decisionsWe work with clients within the customer organizationClients with Differing InterestsDifferent clients at different levels of the organization have different priorities and interests.Think of two interests the clients at each levelMaking the Call Appointment Identify who you are going to call on in the organization to understand their needs and wantsBe pleasant and purposeful in setting the appoint ment, state clearly, the purpose of the callPlan Your CallWhy Do ItKeeps your calls focusedMakes effective use of time: yours and the client'sCommunicates professionalismPlan FactorsThe call objectiveWho you are calling onClient's role in the buying processWhat information do you need to find outYour client's potential expectations and concernsWhat do you need to bring with you to make your clients comfortableWhat Do You Need To Find Out?Current business environmentMajor initiatives in the organizationKey challengesClient's hopes and fearsCurrent systems used and performanceSome Suggested AreasKey players and process in IT investment decisionsCompany backgroundAlternative Sources of Account & Marketplace InformationTap knowledge of colleaguesReview existing account plans and update as requiredRead widely and regularlyConduct research, segment studies to deepen knowledgeExpand coverage of account/territory for fresh news Keep a lookout for new developments in ITStay Abreast of DevelopmentsStay alert for competitive activityExercise: Questioning to Specific Interests List the questions you can ask clients to determine their needs andwants in the following areas:Their business goals and objectivesThe business need and challengesChoosing the solution providerThe technical requirementsThe approval process and key playersRemember to focus on both the content and the feelings!Call Planning Exercise Instructions1.You are going to call on a client2.Read the brief on the client and the companying the call-planning worksheet, and prepare for the call4.The purpose of your call is to uncover the client's needs andwantsRemember to practice your questioning & listening skills!Call Planning WorksheetCompany Areasof Interest DateClient Name DesignationInformation I am interested in: Call objectivesDecision-Maker Key Recommender InfluencerBusiness TechnicalInformation client may ask forFollow-up actionsWhat Next?You have got a lot of information from the client Organize the information in a discussion paperUse the discussion paper to check for understanding and to set client's expectationsDevelop A Discussion PaperA discussion paper documents our understanding of the customer's needs and wants and presents our thoughts and suggested approach to help the client organization achieve their goalsThe discussion paper serves to gain agreement between the client and M M on:the customer's business environmentthe aspirations & challengesthe desired outcome of the business relationshipContents Of A Discussion Paper A typical discussion paper would include:IntroductionProblems/Issues/Opportunity StatementThe DiscussionConclusionContents Of A Discussion Paper IntroductionEvents leading to the discussion paperPeople who contributed to the discussion paperProblem/Issue/Opportunity StatementDescribes the business problem,issues,and the opportunityContents of A Discussion Paper An overview of our thinking, ideas, suggestions, or optionson how we can approach the problem/issue/opportunityThe assumptions we have madeAreas where we need more informationOur/MM experience in similar situationsInvitation for client to give feedback and commentsOutline of the next step, or alternatives, for proceedingNote of thanks to client for opportunityThe DiscussionConclusionDiscussion Paper vs A ProposalContent:Responsibility forsuggestions:Legal status:Next step:Response requiredfrom client:Assumption:Discussion PaperBetween us we "know"Comment/Feedback Open/tentative Joint Almost never include product.Usually contains problemanalysis, ideas, options, etc.Proposal I "knows"Yes or No Order/Contract Formal document I Includes HW,prices, etc.ProposalSuggested FormatThe following writing format is recommended to facilitate effective discussionsHorizontal Logic : logic that connects a headline to the one thatprecedes it and to the one that follows itVertical Logic :the logic thatstructures anindividual pageHeadlines in Discussion PaperThe headlineHeadline: A full sentence that makes an assertionSupport: details to logically support the assertion in the headlineHeadlines in Discussion Paper The client can understand your message by reading the headlines.Exercise: Writing A Discussion PaperYou have called on your clientReview all the information that you have uncovered so farGet into your assigned groupsAs a team,develop a discussion paper, to capture your understandingof the customer's needs and wantsPresent the discussion paper to the classInstructionsCustomer Agreement to Discussion Paper The discussion paper serves as the basis for us to develop and designa solution to meet the customer needs & wants。

经科版BEC中级课文辅导unit3e

l Do you think companies should have a dress code for their employees?code noun▶LAWS/BEHAVIOUR◀[countable]a set of rules, laws, or principles that tell people how to behavetheir moral code 道德法规Each state in the US has a different criminal and civil code. 美国每个州的民法和刑法都不同。

The judge ruled that there had been no breach of the code. 法官判决该案件没有违反法规。

There were plans to introduce a dress code (=rules about what to wear) for civil servants. 政府有计划引⼊公务员着装制度。

参考答案：Yes. I think companies must project a professional and smart image. Therefore, a dress code can help build up the image. project verb▶CALCULATE◀[transitive] to calculate what something will be in the future, using the information you have now 计算The company projected an annual growth rate of 3%. 该公司计算出年增长率为3%。

be projected to do somethingTotal expenditure is projected to rise by 25%. 总⽀出经过计算后将会增长25%。

经科版BEC中级课文辅导unit3c

夹层楼A young woman was sitting at a desk on the mezzanine floor. 这位年轻的妇⼥坐在位于夹层楼的桌⼦边。

2 American English the lowest balcony in a theatre, or the first few rows of seats in that balcony(戏院中的)包厢Explanation：Para. 4pride noun 骄傲He wore his medals with pride. 他充满了骄傲之情佩戴上⾃⼰的奖章。

pride inHe takes great pride in his children's achievements. 他对⾃⼰⼦⼥取得的成绩⽽感到骄傲。

pridepride yourself on (doing) somethingto be especially proud of something that you do well, or of a good quality that you havea restaurant that prides itself on speed of service ⼀家以服务速度快⽽著称的饭店She prides herself on being a good listener. 她总是为⾃⼰是⼀名良好的倾听者⽽⾃豪。

cater verb [intransitive and transitive] to provide and serve food and drinks at a party, meeting etc, usually as a business 提供餐饮cater forThis is the biggest event we've ever catered for. 这是我们提供餐饮服务规模的⼀次活动。