Ⅱ. Reading Comprehension
Read the following passage and answer the questions followed. (2 points each question, 14 marks altogether)
Principles of Governing Persuasion
If leadership consists of getting things done through others, then persuasion is one of the leader’s essential tools. Many executives have assumed that this tool is beyond their grasp, available only to the charismatic and the eloquent. Over the past several decades, though, experimental psychologists have learned which methods reliably lead people to concede, comply, or change. Their research shows that persuasion is governed by several principles that can be taught and applied.
The first principle is that people are more likely to follow someone who is similar to them than someone who is mot. Wise managers, then, ask peers to help make their cased. Second, people are more willing to cooperate with those who are not only like them but who like them, as well. So it’s worth the time to uncover real similarities and offer genuine praise.
Third, experiments confirm the intuitive truth that people tend to treat you the way you treat them. It’s sound policy to do a favor before seeking one. Fourth, individuals are more likely to keep promises they make voluntarily and clearly. The message for manager here is to get commitments in writing. Fifth, studies show that people really do defer to experts. So before they attempt to exert influence, executives should take pains want more of a commodity when it’s scarce; it follows, then, that exclusive information is more persuasive than widely available data.
Questions
1.Ewperiments have confirmed the assumption of many executives. ________________
(A) Right
(B) Wrong
(C) Not mentioned
2.People are more likely to cooperate with those who like them. ________
(A) Right
(B) wrong
(C) Not mentioned
3. Managers do not employ those who are quite different from them. _____________
(A) Right
(B) Wrong
(C) Not mentioned
4. There is no need for a manager to find out the merits of his employees. __________
(A) Right
(B) Wrong
(C) Not mentioned
5. Experiments have shown that, contrary to our expectation, people tend to treat you the way you treat them. __________
(A) Right
(B) Wrong
(C) Not mentioned
6. There are as many wise managers as there are stupid ones. _________
(A) Right
(B) Wrong
(C) Not mentioned
7. Exclusive information is more is more persuasive than widely known data. __________
(A) Right
(B) Wrong
(C) Not mentioned
Ⅲ. English-Chinese Translation
Directions: Translate the following into Chinese: (20 marks)
1. The meeting began with a discussion of the budget proposals for the product launch. Mr. Mayer was of the opinion that the proposed allocation was too low. He pointed out that it was necessary to spend a high percentage of anticipated sales revenue on advertising. Mr. Arnott supported this view and also thought that they should be prepared to consider a situation where first year sales revenue was not sufficient to cover costs. However, Mr. Stanton disagreed with these arguments.
2. Mr. Mayer suggested that it was much better to restrict spending geographically, given the constraint of the budget. He explained that a full advertising campaign against half the market would be more efficient than half a job against the whole market. Both Mr. Stanton and Mr. Arnett agreed with this approach. Mr. Stanton said he would provide facts and figures for the design of the advertisements. Finally, various aspects of promotional policy were considered. Mr. Stanton pointed out that the company used to favour coupons as means of encouraging sales, but Mr. Mayer was not at all in favor of using the method. The latter said that he preferred a combination of price cuts, trade discounts, and consumer special offers.
3. Mr. Arnett’s feelings on the matter were that it would be better to use the available resources on packaging, design and display. Owing to the lack of agreement on this last subject, a decision on promotion methods would be put forward to the next meeting.
Ⅳ. Writing: A letter on the topic below. 5 marks for layout and design, 20 marks for grammar and meaning, for a total of 25 marks.
Directions: Write a letter to reply for an inquiry letter from South Korean company. They are interested in your product and want to know all the information about it, including catalogue, price, discount and delivery etc. Use the information provided below to write a formal business letter with correct layout, and language.
Their address: New Asia Inc, Miwon Building, 43 Yomido-dong, Yougdunggp-ku, Seoul
The name of receiver: Mr. Son Young
Your company address: Office Systems Pty Ltd, 124 Oak Street, Chatswood, NSW 2067, Australia
Date of their enquiry letter: 28 January
Date of writing: 1 February 2002
Name of writer: Angelica Rosetti
Read the following passage and answer the questions followed. (2 points each question, 14 marks altogether)
Principles of Governing Persuasion
If leadership consists of getting things done through others, then persuasion is one of the leader’s essential tools. Many executives have assumed that this tool is beyond their grasp, available only to the charismatic and the eloquent. Over the past several decades, though, experimental psychologists have learned which methods reliably lead people to concede, comply, or change. Their research shows that persuasion is governed by several principles that can be taught and applied.
The first principle is that people are more likely to follow someone who is similar to them than someone who is mot. Wise managers, then, ask peers to help make their cased. Second, people are more willing to cooperate with those who are not only like them but who like them, as well. So it’s worth the time to uncover real similarities and offer genuine praise.
Third, experiments confirm the intuitive truth that people tend to treat you the way you treat them. It’s sound policy to do a favor before seeking one. Fourth, individuals are more likely to keep promises they make voluntarily and clearly. The message for manager here is to get commitments in writing. Fifth, studies show that people really do defer to experts. So before they attempt to exert influence, executives should take pains want more of a commodity when it’s scarce; it follows, then, that exclusive information is more persuasive than widely available data.
Questions
1.Ewperiments have confirmed the assumption of many executives. ________________
(A) Right
(B) Wrong
(C) Not mentioned
2.People are more likely to cooperate with those who like them. ________
(A) Right
(B) wrong
(C) Not mentioned
3. Managers do not employ those who are quite different from them. _____________
(A) Right
(B) Wrong
(C) Not mentioned
4. There is no need for a manager to find out the merits of his employees. __________
(A) Right
(B) Wrong
(C) Not mentioned
5. Experiments have shown that, contrary to our expectation, people tend to treat you the way you treat them. __________
(A) Right
(B) Wrong
(C) Not mentioned
6. There are as many wise managers as there are stupid ones. _________
(A) Right
(B) Wrong
(C) Not mentioned
7. Exclusive information is more is more persuasive than widely known data. __________
(A) Right
(B) Wrong
(C) Not mentioned
Ⅲ. English-Chinese Translation
Directions: Translate the following into Chinese: (20 marks)
1. The meeting began with a discussion of the budget proposals for the product launch. Mr. Mayer was of the opinion that the proposed allocation was too low. He pointed out that it was necessary to spend a high percentage of anticipated sales revenue on advertising. Mr. Arnott supported this view and also thought that they should be prepared to consider a situation where first year sales revenue was not sufficient to cover costs. However, Mr. Stanton disagreed with these arguments.
2. Mr. Mayer suggested that it was much better to restrict spending geographically, given the constraint of the budget. He explained that a full advertising campaign against half the market would be more efficient than half a job against the whole market. Both Mr. Stanton and Mr. Arnett agreed with this approach. Mr. Stanton said he would provide facts and figures for the design of the advertisements. Finally, various aspects of promotional policy were considered. Mr. Stanton pointed out that the company used to favour coupons as means of encouraging sales, but Mr. Mayer was not at all in favor of using the method. The latter said that he preferred a combination of price cuts, trade discounts, and consumer special offers.
3. Mr. Arnett’s feelings on the matter were that it would be better to use the available resources on packaging, design and display. Owing to the lack of agreement on this last subject, a decision on promotion methods would be put forward to the next meeting.
Ⅳ. Writing: A letter on the topic below. 5 marks for layout and design, 20 marks for grammar and meaning, for a total of 25 marks.
Directions: Write a letter to reply for an inquiry letter from South Korean company. They are interested in your product and want to know all the information about it, including catalogue, price, discount and delivery etc. Use the information provided below to write a formal business letter with correct layout, and language.
Their address: New Asia Inc, Miwon Building, 43 Yomido-dong, Yougdunggp-ku, Seoul
The name of receiver: Mr. Son Young
Your company address: Office Systems Pty Ltd, 124 Oak Street, Chatswood, NSW 2067, Australia
Date of their enquiry letter: 28 January
Date of writing: 1 February 2002
Name of writer: Angelica Rosetti