Unit3OrganizationStructure1.Whoareinvolvedinacompany’sexecutiveteam?2.WhatisCOOJim’smainjobresponsibilities?3.Whatdoesseniorreceivableaccountantdo?4.Whatdoesseniorpayableaccountantdo?5.Whohandlesthecompany’staxesinfinancialdepartment?CEO,CFO,COOHeoverseesawidevarietyofareasincludingproduction,salesandmarketing.Managemoneythatcomesintothecompanyfromcustomers.Makesureinvoicesgetissuedandthecompanygetspaidontime.Handleaccountspayable.Makesurethecompanypaysmoneytoitssuppliersandserviceproviders.SeniorpayableaccountantHelloguys.I’vebeenworkinginHyperForeignTradeCompanyforalmostthreeweeksnow.Igottoknowseveralnicecolleaguesandthey’vetoldmeaboutourcompany’sstructure.Helloeveryone.I’mNemo,I’llbeheretohelpMichaeltohaveabetterunderstandingofthecompanyprofile.Task1Lookatthecomics,describeitandthendiscussitwithyourpartners.Wordsandexpressionsforyourreference:merger corporateimage CEOdeadline annualreport CFOdelegate management expansionjuniorto entrepreneur departmentsseniortoTask1Task2Task3Part1Warm-uppart1part2part3part4part5Tip1_____________________________________________________Tip2_____________________________________________________Tip3_____________________________________________________Task2FillintheblanksPart1Warm-upTask1Task2Task3Ihadareunionwithmycollegefriendsandtheywereaskingmeaboutmycompany,butNemoisnothere.Sowouldyouliketogivemesometipsforpresentingacompany?Task3Listentothedialogueandfinishthequestions.1.WhatarethetipsMr.WugavetoMichael?Let’ssumup.Someoftipshavebeenlisted.Part1Warm-upTask1Task2Task3Thanksforyoursuggestions.TodayIcameacrossmymanagerMr.Wuinthepantry.Pleaselistentoourdialogue.Tip1_________________________________________Bearinmindthatagoodcompanyprofilepresentsanopportunityfortheprospectivebuyertoknowaboutthecompanyandenabledirectinteractionwiththesalesandmarketingteamsofthebusiness.Tip2Thinkaboutyourobjectives.Askyourselfquestionslike:

a.______________________________________________Whatmakesyourcompanyshine?b.Whywouldyourclientchooseyouoveranyothercompany?c.______________________________________________Tip3Thinkabouthowyouaregoingtopresentittoyourclient:a.______________________________________________b.______________________________________________Tip4___________________________________________Part1Warm-upHowcanyoudefineyourcompany’svision,missionandtarget?Getorganized.Makesurethatyouhaveallofyourmaterialsinorderbeforeyouactuallymeetwiththeclient.Youdon’twanttobefumblingfortherightchartsornumbersinthemiddleofthediscussion.Practicewhatyouaregoingtosayoutloud,toanaudience.Anticipatequestionsandconcernsfromyourclients.Herearesomegoodexpressionsusedintheconversation.Part1Warm-upgetontrack（1）______________________bearinmind（2）_____________________prospectivebuyer（3）_____________________getorganized（4）_____________________inorder （5）_____________________fumblefor （6）_____________________anticipatequestions（7）_____________________Part1Warm-up2.FillouttheChinesemeaningofsomeoftheexpressionsusedintheconversation.步入正軌牢記，記住潛在買家有條理，有計劃井然有序摸索，瞎摸，笨手笨腳預料問題Part1Warm-upTask3Listentothedialogueanfinishthequestions.Mr.Wu:Morning,Michael,howhaveyoubeendoingsofar?Michael:Goodmorning,Mr.Wu.I’mfine,thankyou.Mr.Wu:Soyou’vebeenhereforamonthorso?Michael:Threeweeks.Mr.Wu:Right.Howareyourteammates?Michael:TheyarereallynicetomeandI’velearnedalotaboutmyjobresponsibilitiesfromthem.Mr.Wu:Good,good.Gettingontracknowareyou?Michael:Isupposeso.Well,Ihaddinnerwithacoupleoffriendsfromcollegelastnight.TheyknewIgotanofferandwereaskingmeaboutmycompany.Mr.Wu:Whatdidyousay?Michael:ItoldthemIworkedinatradecompany.Andoneofthemseemedtobeinterestedintheproductsandserviceweprovide.Ithinkhecouldbeapotentialclient.Mr.Wu:Really?Areyougoingtosetupameetingwithhim?Michael:Probably.ButIhavetogetpreparedbeforehand.Mr.Wu,couldyoupleasegivemesometipsforintroducingourbusinesstoaninterestedclient?Mr.Wu:Sure.Well,youneedtobearinmindthatagoodcompanyprofilepresentsanopportunityfortheprospectivebuyertoknowaboutthecompanyandenabledirectinteractionwiththesalesandmarketingteamsofthebusiness.Michael:Yes,Iknowthat.ButwhatexactlyshouldIdo?Mr.Wu:Thinkaboutyourobjectives.Askyourselfquestionslikewhatmakesyourcompanyshine?Whywouldyourclientchooseyouoveranyothercompany?Howcanyoudefineyourcompany’svision,missionandtarget?Michael:Thesearereallybigquestionsforanewemployeelikeme.Mr.Wu:Theyareindeed.You’llneedsometimetogetfullyprepared.Michael:WhatshouldIdoafterIfigurethatout?Mr.Wu:Thenyouhavetothinkabouthowyouaregoingtopresentittoyourclient.First,getorganized.Youneedtomakesurethatyouhaveallofyourmaterialsinorderbeforeyouactuallymeetwiththeclient.Youdon’twanttobefumblingfortherightchartsornumbersinthemiddleofthediscussion.Michael:Okay,Icandothat.I’mgoodatorganizingthings.Mr.Wu:Second,practicewhatyouaregoingtosayoutloud,toanaudience.Itsoundsridiculousandmightfeelsillybutit’simportanttomakesurethatyou’rephrasingyourpresentationcorrectly.Michael:Oh,Imayhavetoworkhardonthispart.Idon’tfeelverycomfortabletospeakinfrontofaudience.ButIthinkI’llmanage.Anythingelse?Mr.Wu:Yes,youshouldalsoanticipatequestionsandconcernsfromyourclients.Brainstormallofthepossiblereasonsthattheclientmightwanttowalkawayfromthedeal.Ifyouhaveananswerforeveryobjectionthatcomesup,theclientwillseenoreasonnottodobusinesswithyou.Michael:Wow,you’vetaughtmealot,Mr.Wu.Thankyou!Mr.Wu:Noproblem.Tellmehowitgoesifyousetupameetingwithyourfriend.Michael:Willdo.Haveaniceday,Mr.Wu.Mr.Wu:YoutooMichael.Part1Warm-upPartIIListeningPracticepart1part2part3part4part5Practice1.Listentothefollowingdialogueandfillinthemissingwords.Michael:Mr.Wu,yousee,I’vebeenhereforthreeweeks,butI’mstillnotquiteclearaboutwhatourcompanydoes.Couldyoutellmesome(1)details?Mr.Wu:Sure.Whatdoyouwanttoknow?Michael:Well,Iknowit’satradecompany,butwhatkindofproductsdowemainlytradein?Mr.Wu:Weareoneoftheleading(2)inimportingandexporting(3),textileandgarments,aswellaslightindustrialproductsinthiscity.Michael:Isee.Whatarelightindustrialproducts?Mr.Wu:Theyareproductswhicharemoreconsumer-orientedthanbusiness-oriented.Mostlightindustryproductsareproducedfor(4)ratherthanas(5)forusebyotherindustries.Itistheproductionofsmallconsumergoods,likeclothes,shoes,(6),consumerelectronicsandhomeappliances.Michael:Howlonghavewebeeninthisbusiness?Mr.Wu:Wewereestablishedin1978.We’veexpandedalotoverthepastfew(7).Nowwehave9subsidiarytradingcompaniesand1shippingcompanywitharound250employees.Michael:WellIguessI’mluckytobehere.Doesthecompanydootherbusinessbesidesimportandexport?Mr.Wu:Yes.Wealsoprovideserviceforjointventurecooperation,(8)andprocessingwithsuppliedmaterials,specialproductionsaspercustomers’requests.specificdealerscommoditiesendusersintermediatesfurnituredecadesmanufacturingPartIIListeningPracticePractice1Michael:Mr.Wu,yousee,I’vebeenhereforthreeweeks,butI’mstillnotquiteclearaboutwhatourcompanydoes.Couldyoutellmesomespecificdetails?Mr.Wu:Sure.Whatdoyouwanttoknow?Michael:Well,Iknowit’satradecompany,butwhatkindofproductsdowemainlytradein?Mr.Wu:Weareoneoftheleadingdealersinimportingandexportingcommodities,textileandgarments,aswellaslightindustrialproductsinthiscity.Michael:Isee.Whatarelightindustrialproducts?Mr.Wu:Theyareproductswhicharemoreconsumer-orientedthanbusiness-oriented.Mostlightindustryproductsareproducedforendusersratherthanasintermediatesforusebyotherindustries.Itistheproductionofsmallconsumergoods,likeclothes,shoes,furniture,consumerelectronicsandhomeappliances.Michael:Howlonghavewebeeninthisbusiness?Mr.Wu:Wewereestablishedin1978.We’veexpandedalotoverthepastfewdecades.Nowwehave9subsidiarytradingcompaniesand1shippingcompanywitharound250employees.Michael:WellIguessI’mluckytobehere.Doesthecompanydootherbusinessbesidesimportandexport?Mr.Wu:Yes.Wealsoprovideserviceforjointventurecooperation,manufacturingandprocessingwithsuppliedmaterials,specialproductionsaspercustomers’requests.PartIIListeningPractice2.Listenagainandfillinthetable.Michaelhasmadetwoinappropriatequestionsandresponses.Doyouknowwhatarethey?Andstateyourreasons.Sillyquestions/responsesReasons

Whatkindofproductsdowemainlytradein?Heshouldhaveknownthissincehehasbeenthereforthreeweeks.Howlonghavewebeeninthisbusiness?Asanemployeeheshouldlearnthecompany’shistory.（1）______（2）______（3）______（4）______（5）______（6）______（7）______（8）______cfegahbdPartIIListeningPractice3.StudythefollowingexpressionsandmatchthemwiththecorrespondingChineseequivalents.(1)textileandgarmentsa.建立于……(2)lightindustrialproductsb.航運公司(3)consumer-orientedc.紡織服裝(4)homeappliancesd.合資經營(5)beestablishedin...e.消費者導向(6)subsidiarytradingcompanyf.輕工業品(7)shippingcompanyg.家電用品(8)jointventurecooperationh.子貿易公司Mr.Wucontinuedtoshowmeourcompanyandtellmemoredetailedinformationaboutthecompany’sstructure.PartIIListeningPracticePractice21.Listentothedialogueanddecidewhetherthestatementsbelowaretrue(T)orfalse(F)._____(1)TheircompanyhasR&Ddepartment._____(2)Mr.WuisintheAdministrationdepartmentandisanOperationsManager._____(3)Mr.Wu’smajorresponsibilityistoincreaseregionalsales._____(4)CEOisresponsibleforleadingthecompanytolong-termsuccess._____(5)OneoftheSalesManager’sjobdescriptionsistoexpandcustomerbase.FTFTTPartIIListeningPracticePractice2Michael:Mr.Wu,thankyoufortellingmeaboutourcompany’smainbusiness.Iwaswonderingifyoucouldtakesomeextraminutestotellmeaboutthecompanystructureandmajorpositions’responsibilities.Mr.Wu:Ofcourse.Aswithanylargetradingcompany,wehaveseveraldepartments,includingImport&Export,Marketing,Sales,HumanResources,Advertising,Logistics,AccountsandAdministration.Michael:WhichdepartmentareyouinMr.Wu?Mr.Wu:Me?I’mwiththeAdministration.I’manOperationsManager.Michael:Whatdoyoudoexactly?Whatareyourmainresponsibilities?Mr.Wu:AsanOperationsManager,Ihavetoplan,directandcoordinateallorganization’soperations.I’mresponsibleforimprovingperformance,productivity,efficiencyandprofitabilitythroughtheimplementationofeffectivemethodsandstrategies.Michael:Wow,seemslikeatoughjob.PartIIListeningPracticeMr.Wu:Well,comparingtowhataCEOhastodo,thisisnothing.YouknowourCEOright?Michael:YesIknow.ButIhaven’tmethimyet.WhatdoesaCEOdo?Mr.Wu:CEOsupervisesandcontrolsallstrategicandbusinessaspectsofthecompany.Heisthefirstincommandinthecompanyandresponsibleforgivingproperstrategicdirectionaswellascreatingavisionforsuccess.AnidealCEOshouldbeabletoseethebigpictureinavarietyofsetting.Theultimategoalistodrivethecompany’sdevelopmentandguideittowardslong-termsuccess.Michael:WhataboutSalesManager?Imeansalesaccountsforalargeportionofourbusinessright?Mr.Wu:You’requiteright.ThemainobjectiveforaSalesManageristoachievegrowthandhitsalestargets.Heshoulddesignandimplementastrategicbusinessplanthathelpstoexpandcompany’scustomerbaseandensureit’sstrongpresence.Hemayalsocoachandmonitortheperformanceofsalesrepresentatives.Michael:Thankyoufortellingmeallthesethings,Mr.Wu.Ireallyappreciateit.Mr:Wu:Noproblem.PartIIListeningPractice2.Translatetheunderlinedsentencesbyyourself,thenlistentothedialogueagainandcheckyourtranslations.2.Translatetheunderlinedsentencesbyyourself,thenlistentothedialogueagainandcheckyourtranslations.Michael:Mr.Wu,thankyoufortellingmeaboutourcompany’smainbusiness.Iwaswonderingifyoucouldtakesomeextraminutestotellmeaboutthecompanystructureandmajorpositions’responsibilities.Mr.Wu:Ofcourse.（1）像任何大型貿易公司一樣，我們也有很多部門，包括進出口部、市場營銷部、銷售部、人力資源部、廣告部、后勤部、會計部和行政管理部。Michael:WhichdepartmentareyouinMr.Wu?Mr.Wu:Me?I’mwiththeAdministration.I’manOperationsManager.Michael:Whatdoyoudoexactly?Whatareyourmainresponsibilities?Mr.Wu:AsanOperationsManager,（2）我需要計劃、指導和協調整個公司的運行。I’mresponsibleforimprovingperformance,productivity,efficiencyandprofitabilitythroughtheimplementationofeffectivemethodsandstrategies.Michael:Wow,seemslikeatoughjob.Mr.Wu:Well,comparingtowhataCEOhastodo,thisisnothing.YouknowourCEOright?Michael:YesIknow.ButIhaven’tmethimyet.WhatdoesaCEOdo?Aswithanylargetradingcompany,wehaveseveraldepartments,includingImport&Export,Marketing,Sales,HumanResources,Advertising,Logistics,AccountsandAdministration.Ihavetoplan,directandcoordinateallorganization’soperations.\Mr.Wu:（3）首席執行官監督和掌控公司各方面的戰略和業務。Heisthefirstincommandinthecompanyandresponsibleforgivingproperstrategicdirectionaswellascreatingavisionforsuccess.AnidealCEOshouldbeabletoseethebigpictureinavarietyofsetting.（4）最終目標是推動公司發展，引導公司走向長期成功。Michael:WhataboutSalesManager?Imeansalesaccountsforalargeportionofourbusinessright?Mr.Wu:You’requiteright.ThemainobjectiveforaSalesManageristoachievegrowthandhitsalestargets.Heshoulddesignandimplementastrategicbusinessplanthathelpstoexpandcompany’scustomerbaseandensureit’sstrongpresence.（5）他也許還要監督銷售代表的工作表現。Michael:Thankyoufortellingmeallthesethings,Mr.Wu.Ireallyappreciateit.Mr.Wu:Noproblem.PartIIListeningPracticeCEOsupervisesandcontrolsallstrategicandbusinessaspectsofthecompany.Theultimategoalistodrivethecompany’sdevelopmentandguideittowardslong-termsuccess.Hemayalsohavetomonitortheperformanceofsalesrepresentatives.PoorMichaelsaidsomethinginappropriateagain.Discusswithyourpartneraboutwhyitisinappropriate.PartIIListeningPractice3.DiscussionPartIIILanguageFocuspart1part2part3part4part5Task1Listentothepresentationandanswerthefollowingquestions.(1)WhatisVivian’spositioninCosmoImport&ExportServiceInc.?(2)WhenwasCosmofounded?(3)WhatdoesCosmospecializein?SheistheMarketingManager.Itwasfoundedin1995.ItspecializesinEuropeansourcingandtradeconsultingfortheEuropeanmarket.PartIIILanguageFocuspart1part2part3part4part5Task1Listentothepresentationandanswerthefollowingquestions.(4)Whatkindsofproductsdothesefactoriesproduce?(5)Whatmaintradeconsultingservicesdoesthecompanyinclude?Theyproduceconsumergoodslikehousewares,furniture,lighting,officeproducts,hardware,gardeningequipment,andmoreTheirservicesincludetradefacilitationservice,marketstrategydevelopment,targetmarketandcompetitionanalysis,businessproposaldevelopment,salesplanimplementationandEuropeanfinancialandlegaladvicePartIIILanguageFocusTask2Listentothepresentationagainandchoosetheproperstatements.a.Ourteamhasover200salespeople,logisticexpertsandmarketresearchers.b.CosmoisaninternationaltradingcompanylocatedinShanghai,China.c.Weprovideourcustomerswithunparalleledfinancialandtradesupport.d.It’sapleasuretohaveyouheretoday.e.We’vebeenleadersinEuropesourcingforovertwodecades.Goodmorning,Mr.Wu,Mr.Li,welcometoCosmoImport&ExportServicesInc.(1)___________________________.I’mVivian,MarketingManagerofthecompany.WhatI’dliketodotodayistoprovideyouwithsomegeneralinformationaboutourcompany.Hopefullythisintroductioncanhelpyougainabetterunderstandingofwhoweareandwhatwedo.(2)___________________________.Foundedin1995,ourcompanyisrunbyaleadershipteamwithyearsofsuccessfulinternationaltradingandconsultingexperience.AsspecialistsinEuropeansourcingandtradeconsultingfortheEuropeanmarket,wefacilitatetradingpartnershipsbetweenourcustomersinEuropeandclientsacrosstheworld.(3)___________________________.Ourextensivemanufacturingnetworkgivesusaccesstoover3000factoriesproducingawiderangeofconsumergoods:housewares,furniture,lighting,officeproducts,hardware,gardeningequipment,andmore.Ourrevenuetotaledmorethan400millionyuanlastyear.dbeCosmohasbeenbuildingtradechannelsintheEuropeanmarketforthelasttwentyyears.WecanbringyourproductsintoEuropequicklyandcost-effectively.(4)________________________.Ouradvisoryserviceandone-stopsolutionsempoweryoutobuildyourbusinesswithoutexposingyourselftounnecessaryrisks.Whereveryourtargetmarketsarelocated,wehavelocalresourcesonthegroundtoassistyou.(5)___________________________.Theywillprovideyouwithup-to-the-minutefeedbackonhowyourproductsareperformingintheforeignmarket.Ourmaintradeconsultingservicesincludetradefacilitationservice,marketstrategydevelopment,targetmarketandcompetitionanalysis,businessproposaldevelopment,salesplanimplementationandEuropeanfinancialandlegaladvice.a.Ourteamhasover200salespeople,logisticexpertsandmarketresearchers.b.CosmoisaninternationaltradingcompanylocatedinShanghai,China.c.Weprovideourcustomerswithunparalleledfinancialandtradesupport.d.It’sapleasuretohaveyouheretoday.e.We’vebeenleadersinEuropesourcingforovertwodecades.caPartIIILanguageFocusGoodmorning,Mr.Wu,Mr.Li,welcometoCosmoImportandExportServicesInc.It’sapleasuretohaveyouheretoday.I’mVivian,MarketingManagerofthecompany.WhatI’dliketodotodayistoprovideyouwithsomegeneralinformationaboutourcompany.Hopefullythisintroductioncanhelpyougainabetterunderstandingofwhoweareandwhatwedo.CosmoisaninternationaltradingcompanylocatedinShanghai,China.Foundedin1995,ourcompanyisrunbyaleadershipteamwithyearsofsuccessfulinternationaltradingandconsultingexperience.AsspecialistsinEuropeansourcingandtradeconsultingfortheEuropeanmarket,wefacilitatetradingpartnershipsbetweenourcustomersinEuropeandclientsacrosstheworld.We’vebeenleadersinEuropesourcingforovertwodecades.Ourextensivemanufacturingnetworkgivesusaccesstoover3000factoriesproducingawiderangeofconsumergoods:housewares,furniture,lighting,officeproducts,hardware,gardeningequipment,andmore.Ourrevenuetotaledmorethan400millionyuanlastyear.CosmohasbeenbuildingtradechannelsintheEuropeanmarketforthelasttwentyyears.WecanbringyourproductsintoEuropequicklyandcost-effectively.Weprovideourcustomerswithunparalleledfinancialandtradesupport.Ouradvisoryserviceandone-stopsolutionsempoweryoutobuildyourbusinesswithoutexposingyourselftounnecessaryrisks.Whereveryourtargetmarketsarelocated,wehavelocalresourcesonthegroundtoassistyou.Ourteamhasover200salespeople,logisticsexpertsandmarketresearchers.Theywillprovideyouwithup-to-the-minutefeedbackonhowyourproductsareperformingintheforeignmarket.Ourmaintradeconsultingservicesincludetradefacilitationservice,marketstrategydevelopment,targetmarketandcompetitionanalysis,businessproposaldevelopment,salesplanimplementation,andEuropeanfinancialandlegaladvice.PartIIILanguageFocusTask3Translatethefollowingusefulsentences.(1)Hopefullythisintroductioncanhelpyougainabetterunderstandingofwhoweareandwhatdowedo.__________________________________________________________________(2)Foundedin1995,ourcompanyisrunbyaleadershipteamwithyearsofsuccessfulinternationaltradingandconsultingexperience.__________________________________________________________________(3)Ourrevenuetotaledmorethan400millionyuanlastyear.__________________________________________________________________(4)WecanbringyourproductsintoEuropequicklyandcost-effectively.__________________________________________________________________(5)Theywillprovideyouwithup-to-the-minutefeedbackonhowyourproductsareperformingintheforeignmarket.__________________________________________________________________希望這次介紹可以幫助你們更好地了解我們是誰以及我們做什么。我們公司成立于1995年，由一支具有多年國際貿易和咨詢經驗的團隊所領導。去年我們的收入總計超過4億元。我們可以迅速并有效地將您的產品帶到歐洲他們將向您提供關于您的產品在外國市場上銷售表現的最新反饋意見。PartIIILanguageFocusTask4RetellthevisittoCosmoImportandExportServicesInc.FromMichael’spointofview.Thebeginninghasbeengiven.Mr.WuandItookavisittoCosmoImportandExportServicesInc.thismorning.TheirmarketingmanagerVivianwaspresentinghercompany…Michael,youhavedoneagoodjobthistime.Imadeit!IcanpresentmycompanynowCongratulations.Butinthisworldofglobalizationweshouldknowmoreaboutthediversecultures,shouldn’twe?PartIVExpansionofCulture12part1part2part3part4part5Task1Decidewhetherthestatementsbelowaretrue(T)orfalse(F)accordingtothepassageyouhaveread.3______(1)EastAsiancountriespaymoreattentiontoshorttermpartnerships.______(2)Koreaisalsomentionedintheexampleofpersonalandprofessionalrelationships.______(3)EmployeesinAsiancountriesareafraidtoapproachtheirbosses.______(4)CompaniesintheEastcanimplementchangesmoreeasilythanthoseintheWestbecausetheyusuallyhaveahighlydisciplinedmanagementstyle.______(5)Westerncompanieshaveamorerelaxedfriendlyandinformalworkingenvironment.______(6)Westernculturevaluescollectivism,consideringthegroupmoreimportantthananyoneindividual.______(7)CompaniesinboththeEastandtheWestshouldfocusonpromotingdiscipline,jobdutyandemployeeempowerment.FFFTTTT(1)atone’sdisposal供任意使用(7)faceachallengeof面對……的挑戰(2)investin在……上投資，投入(8)retainthebesttalent留住最好的人才(3)bigpicture重點，大局，藍圖(9)customersatisfactio