1、Unit EightText AText B能力分析訓練Text AWhat is ERP? Enterprise resource planning software, or ERP, doesnt live up to its acronym. Forget about planning it doesnt do much of that and forget about resource, a throwaway term. But remember the enterprise part. This is ERPs true ambition. The software attempt

2、s to integrate all departments and functions across a company onto a single computer system that can serve all those departments particular needs. ERP vanquishes the old stand-alone computer systems in finance, HR, manufacturing and the warehouse, and replaces them with a single unified software pro

3、gram divided into software modules that roughly approximate the old stand-alone systems. Finance, manufacturing and the warehouse all still get their own software, except now the software is linked together so that someone in finance can look into the warehouse software to see if an order has been s

4、hipped. Most vendors ERP software is flexible enough that you can install some modules without buying the whole package. Many companies, for example, will install only an ERP finance or HR module and leave the rest of the functions for another day. ERPs best hope for demonstrating value is as a sort

5、 of battering ram for improving the way your company takes a customer order and processes that into an invoice and revenueotherwise known as the order fulfillment process. How can ERP improve a companys business performance? That is why ERP is often referred to as back-office software. It doesnt han

6、dle the up-front selling process; rather, ERP takes a customer order and provides a software road map for automating the different steps along the path to fulfilling the order. When a customer service representative enters a customer order into an ERP system, he has all the information necessary to

7、complete the order. People in these different departments all see the same information and can update it. When one department finishes with the orderit is automatically routed via the ERP system to the next department. To find out where the order is at any point, you need only log in to the ERP syst

8、em to track it down. With luck, the order process moves like a bolt of lightning through the organization, and customers get their orders faster and with fewer errors than before. ERP can apply that same magic to the other major business processes, such as employee benefits or financial reporting. C

9、ompanies that install ERP do not have an easy time of it. Dont be fooled when ERP vendors tell you about a three- or six-month average implementation time. Those short implementations all have a catch of one kind or another: The company was small, or the implementation was limited to a small area of

10、 the company, or the company used only the financial pieces of the ERP system. How long will an ERP project take? To do ERP right, the ways you do business will need to change and the ways people do their jobs will need to change too. And that kind of change doesnt come without pain. Unless, of cour

11、se, your ways of doing business are working extremely well, in which case there is no reason to even consider ERP. There are five major reasons why companies undertake ERP. Integrate financial information Integrate customer order information Standardize and speed up manufacturing processes Reduce in

12、ventory Standardize HR informationWhat will ERP fix in my business?Notes 1Building a single software program that serves the needs of people in finance as well as it does the people in human resources and in the warehouse is a tall order. 這里的Building a single software program that serves the needs o

13、f people in finance as well as it does the people in human resources and in the warehouse是句子的主語。 本句譯為：只建立一個軟件程序，同時滿足財務人員、人力資源人員和庫管人員的需求，這是一個很高的要求。 2But ERP combines them all together into a single, integrated software program that runs on a single database so that the various departments can more ea

14、sily share information and communicate with each other. “that run on”這個定語從句要譯成原因狀語，這樣邏輯關系才說得清楚，譯文才能通順。 本句譯為：但ERP要把它們組合為一個整合的軟件程序。 由于運行的是單一數據庫，不同部門可以更容易地共享信息并相互交流。 3ERPs best hope for demonstrating value is as a sort of battering ram for improving the way your company takes a customer order and proce

15、sses that into an invoice and revenueotherwise known as the order fulfillment process. 這里的demonstrating value的意思是“展示自身價值”；battering ram，原意是“攻城用的鐵錘或木槌”，可以譯為“強大的工具”；order fulfillment process為“訂單履行過程”。 本句譯為：ERP最希望展示的價值是發揮一種強大的工具作用，改進你公司接受客戶訂單并把它變成發貨單和收入的方法（也可稱為訂單履行過程）。 4ERP systems can become the place

16、 where the customer order lives from the time a customer service representative receives it until the loading dock ships the merchandise and finance sends an invoice. 本句通俗地解釋了ERP系統，說它可以提供一個平臺用以實現客戶訂單，而where the customer order lives from the time a customer service representative receives it until th

17、e loading dock ships the merchandise and finance sends an invoice是一個定語從句。 本句譯為：ERP系統可以提供一個平臺用以實現客戶訂單從客戶服務代表接受訂單直到裝貨碼頭裝運貨物及財務部門開發票為止。 5In the race to fix these problems, companies often lose sight of the fact that ERP packages are nothing more than generic representations of the ways a typical compan

18、y does business. lose sight of“看不到，不知道”；nothing more than“僅僅”。 本句譯為：在解決這一問題時，公司經常會看不到這樣的事實：ERP軟件包只不過是典型公司業務方法的一般展示。 Text B CRM stands for Customer Relationship Management. It is a strategy used to learn more about customers needs and behaviors in order to develop stronger relationships with them. Af

19、ter all, good customer relationships are at the heart of business success. There are many technological components to CRM, but thinking about CRM in primarily technological terms is a mistake. The more useful way to think about CRM is as a process that will help bring together lots of pieces of info

20、rmation about customers, sales, marketing effectiveness, responsiveness and market trends. The idea of CRM is that it helps businesses use technologies and human resources to gain insight into the behavior of customers and the value of those customers. If it works as hoped, a business can: What is t

21、he goal of CRM? provide better customer service make call centers more efficient cross sell products more effectively help sales staff close deals faster simplify marketing and sales processes discover new customers increase customer revenues It doesnt happen by simply buying software and installing

22、 it. For CRM to be truly effective, an organization must first decide what kind of customer information it is looking for and it must decide what it intends to do with that information. Next, the organization must look into all of the different ways information about customers comes into a business,

23、 where and how this data is stored and how it is currently used. That sounds rosy. How does it happen? Not really. But one way to assess the need for a CRM project is to count the channels a customer can use to access the company. The more channels you have, the greater need there is for the type of

24、 single centralized customer view a CRM system can provide. Are there any indications of the need for a CRM project? A recent survey of more than 1,600 business and IT professionals, conducted by The Data Warehousing Institute found that close to 50% had CRM project budgets of less than $500,000. Th

25、at would appear to indicate that CRM doesnt have to be a budget-buster. However, the same survey showed a handful of respondents with CRM project budgets of over $10 million. How long will it take to get CRM in place? How much does CRM cost? Responses to campaigns Shipping and fulfillment dates Sale

26、s and purchase data Account information Web registration data Service and support records Demographic data Web sales data What are some examples of the types of data CRM projects should be collecting? Break your CRM project down into manageable pieces by setting up pilot programs and short-term mile

27、stones. Make sure your CRM plans include a scalable architecture framework. What are the keys to successful CRM implantation? Dont underestimate how much data you might collect and make sure that if you need to expand systems youll be able to. Be thoughtful about what data is collected and stored. R

28、ecognize the individuality of customers and respond appropriately. A CRM system should, for example, have built-in pricing flexibility.Notes 1The more useful way to think about CRM is as a process that will help bring together lots of pieces of information about customers, sales, marketing effective

29、ness, responsiveness and market trends. 這里的不定式to think about CRM修飾way，as a process做表語，而that所引出的是定語從句修飾先行詞process。 本句譯為：更有用的方式是把CRM當做一個過程，這個過程有助于收集關于客戶、銷售、營銷效力、響應率和市場趨勢的信息。 2The idea of CRM is that it helps businesses use technology and human resources to gain insight into the behavior of customers a

30、nd the value of those customers. 這里的that引導的是一個表語從句，在該從句有一個詞組，即help sb. do something“有助于某人做某事”。 本句譯為：CRM的意圖是幫助企業使用技術和人力資源來洞察客戶的行為及客戶的價值。 3That sounds rosy. 這里的rosy的意思是“玫瑰紅色的，薔薇色的”，但人們經常用它來表示充滿希望。本句譯為：聽起來很不錯。 4For example, if someone has a mortgage, a business loan, an IRA and a large commercial check

31、ing account with one bank, it behooves the bank to treat this person well each time it has any contact with them. 本句中使用了behoove 的典型句型：it behooves you to do something，其意義為you should do something because it is right or necessary or it will help you in some way，即“這樣做是對的或有必要的，或對你是有幫助的”。 本句譯為：例如，如果某人在一個銀

32、行有抵押、商務借貸、個人退休賬戶及一大筆商業支票賬戶，則銀行每次與這個人接觸時都應該好好地接待他。 5Next, the organization must look into all of the different ways information about customers comes into a business, where and how this data is stored and how it is currently used. 這里look into后面有三個并列的賓語： （1）all of the different ways information about

33、customers comes into a business；（2）where and how this data is stored；（3）how it is currently used。 本句譯為：其次，公司組織必須觀察客戶信息進入企業的各種方式，這些信息保存在哪里、是如何保存的，以及當前怎樣使用的。 6The more channels you have, the greater need there is for the type of single centralized customer view a CRM system can provide. 這里的the more.，t

34、he more.表示“越越”，而a CRM system can provide是個定語從句省略了限定代詞that/which。 例如，The more you pay, the more you will gain.你付出的越多，收獲也將越多。 本句譯為：你的渠道越多，對CRM系統能夠提供的單一集中客戶視角的需求就越大。ExercisesTrue or false 1CRM stands for Customer Relationship Management. 2Good customer relationships are not important to business succes

35、s. 3The idea of CRM is that it helps businesses use technology and human resources to gain insight into the behavior of sales and the value of those sales. 4One company, may interact with customers in a myriad of different ways including mail campaigns, Web sites, brick-and-mortar stores, call cente

36、rs, mobile sales force staff and marketing and advertising efforts. 5The more channels you have, the greater need there is for the type of single centralized customer view a CRM system can provide. 6The time it takes to put together a well-conceived CRM project depends on the flexibility of the proj

37、ect and its components. 7Data from The Data Warehousing Institute appear to indicate that CRM is a budget-buster. 8The biggest returns come from aligning business, CRM and IT strategies across all departments and not just leaving it for one group to run. 9One Fortune 500 company is on its fourth try

38、 at a CRM implementation, primarily because its sale force have embraced all the previous efforts to share customer data. 10Manufacturing is the industry that is behind the curve. 1 is a strategy used to learn more about customers n and b in order to develop stronger relationships with them. 2The mo

39、re useful way to think about CRM is as a p that will help bring together lots of pieces of information about c , sales, marketing e , r and market trends.Put in the missing information based on the text 3Many financial institutions keep track of customers life s in order to market appropriate bankin

40、g products like m or I to them at the right time to fit their needs. 4This collected data flows between o systems (like sales and i systems) and a systems that can help sort through these records for patterns. 5Company analysts can then comb through the data to obtain a h view of each customer and p

41、 areas where better services are needed. 6The time it takes to put together a well-conceived CRM project depends on the c of the project and its c . 7Make sure your CRM plans include a s a f . 8Recognize the i of customers and respond appropriately. A CRM system should have built-in pricing f . 9Poo

42、r c can lead to technology being implemented without proper support. 10As in most leading-edge technology i , the financial services and t industries set the p in CRM.能力分析訓練Skills of UnderstandingSkills of Translation Skills of Business E-mail Writing Skills of Oral Language in Working Condition Ski

43、lls of Understanding英語閱讀技巧（著名新東方英語培訓中心）一、總體要求： （1）速度：60/minute （2）理解具體信息（main idea, best title） （3）理解文中概念性含義（concept） （4）相關推理判斷和引申（infer） 注意：沒有一個選項是因為它太接近原文而被淘汰，原意重現本身就是推理（5）根據上下文推測生詞的含義（6）理解文章總體結構（7）理解作者的意圖、觀點和態度（8）區分論點和論據（例證題） （1）通讀全文，抓住中心：首段原則（第一段非常重要）首末句原則 a文章論述的主要內容是什么？ b有沒有作者的態度？ c有沒有一些核心的概念？

44、（2）仔細審題，返回原文（搜索題干中的時間地點人物概念，然后去原文中對照找出相應的地方） （3）重復選項，得出答案（ 選一個選項要有選它的理由，不選一個選項要有不選它的理由）二、閱讀的步驟：分三步走 （1）細節事實題。 標志：fact（from the fact we could learn）（we learn from the fact that）。 從兩個方面返回原文：a.題干的時間、地點、人物、概念；b.四個選項的共同點。 在細節事實題中常見的迷惑手段有單詞替換、常識判斷、顛倒因果、偷換概念、擴大范圍。三、幾種題目的對策 （2）例證題。標志：example, illustration,

45、case, demonstrate。 返回原文找出該例證（定位）90%以上；10%向下搜索例證支持的觀點，在四個選項中找出與所找到的觀點最一致的一個作為正確答案。 （3）詞匯題。 標志：在題干中明確指出原文中某處的單詞或詞組要求詳細解釋。 判斷該詞是否超出大綱，若未超出大綱則其常見意思必然不是正確答案，其正確答案是根據上下文推測出的一個深刻含義或生僻含義；若為超出大綱詞或為大多數人不認識的單詞，則其字面意思或常見意思就是正確答案。 怎樣推測不認識的單詞：以該詞為中心，向上向下搜索同詞性的單詞，并將其替換，看意思是否通順。 （4）句子理解題。標志：在題干中明確提出原文中某處的一個句子要求進行理解

46、。 返回原文找出該句，并對其意思進行精確理解，必要時進行語法分析。 正確答案是與原句意思最接近最一致的一個選項。其中不涉及任何推理過程。 盡管英語閱讀有“精讀”和“泛讀”之分，然而，無論哪一種閱讀，只有采取了正確的閱讀策略，才能達到你的閱讀目的。 一般來說，閱讀目的不外乎分為這么幾種：要么是為了了解文章的大意，或者掌握具體細節，要么是尋找某些問題的答案，或者是為了學習語言。 針對不同的閱讀目的，你必須采取相應的閱讀策略，只有這樣才能真正做到有效的閱讀。 如果你是為了了解文章的大意，建議你不妨首先研究一下文章標題，看看是否可以從中找到有用的信息；如果文章中還含有小標題的話，可以把它們結合起來加以

47、綜合考慮。接著，你可以采用類似瀏覽的略讀策略（skim），從主要部分（如文章的首段和尾段及每一段的首句和末句等）尋找關鍵內容，從而快速準確地把握文章大意。 為了及時把握文章細節，你可以運用尋讀策略（scan）。 所謂“尋讀”，就是要求你在閱讀的時候，不過分強調對文章內容的整體理解。 只要按照文章順序，跳躍式地尋找有關的具體內容加以閱讀理解即可。 換句話說，就是只閱讀你認為重要的細節部分，其他可以略過不讀。 如果是為了尋找某些問題的答案，可以運用主題句（topic sentence）定位策略。 按照英語的習慣，通常一段話的首句即為這一段的主題句（當然，有時候主題句也可能是該段落的末句）。 針對問

48、題，找到相關的主題句，再對這一段加以仔細閱讀、理解，以求找到問題的答案。 如果想要借助閱讀來學習語言，由于這類閱讀的目的超越了閱讀的本質，一般可以運用“精讀”學習時采用的單詞和語法學習策略。 由此可見，正確的策略對于英語閱讀的重要性。 從現在起，你可以根據不同的閱讀目的，多做些相關訓練，來培養自己采取正確閱讀策略的能力。 要求學生在6分鐘內完成下面的閱讀理解及相關的選擇題目 Networks are changing the way we do business and the way we live. Lets take a look at some of the network appli

49、cations in different fields:Exercises of Such Skill *Marketing and sales. Computer networks are used extensively in both marketing and sales organizations. Marketing professionals（專業人員）use them to collect, exchange, and analyze data relating to customer needs and product development cycles. Sales ap

50、plications include teleshopping, which uses order-entry computers or telephones connected to an order-processing network, and on-line reservation services for hotels, airlines, and so on. *Financial services. Todays financial services are totally dependent on computer networks. Applications include

51、credit searches, foreign exchanger and investment services, and electronic funds transfer (EFT), which allows a user to transfer money without going into a bank (an automated teller machine is a kind of electronic funds transfer; automatic paycheck deposit is another).*Manufacturing. Computer networ

52、ks are used today in many aspects of manufacturing, including the manufacturing process itself. Two applications that use networks to provide essential services are computer-assisted design (CAD) and computer-assisted manufacturing (CAM), both of which allow multiple users to work on a project simul

53、taneously. *Electronic messaging. Probably the most widely used network application is electronic mail (E-mail). *Directory services. Directory services allow lists of files to be stored in a central location to speed worldwide search operations. *Information services. Network information services i

54、nclude bulletin（公報，公告）boards and data banks. A World Wide Web site offering the technical specifications for a new product is an information service. *Electronic date interchange (EDI). EDI allows business information (including documents such as purchase orders, and invoices) to be transferred with

55、out using paper.*Teleconferencing. Teleconferencing allows conferences to occur without the participants being in the same place. Applications include simple text conferencing (where participants communicate through their keyboards and computer monitors), voice conferencing (where participants at a

56、number of locations communicate simultaneously over the phone), and video conferencing (where participants can see as well as talk to one another). Match the following terms to appropriate definition. （1）_teleshopping （2）_electronic funds transfer (EFT) （3）_computer-assisted design (CAD) （4）_compute

57、r-assisted manufacturing (CAM) （5）_electronic mail (E-mail) （6）_directory services (DS) （7）_information services （8）_electronic date interchange (EDI) （9）_teleconferencing （10）_bulletin boards AIt allows business information (including documents such as purchase orders, and invoices) to be transferr

58、ed without using paper. BIt is a network information service. CThey allow lists of files to be stored in a central location to speed worldwide search operations. DIt allows conferences to occur without the participants being in the same place. EOne type of the services is that a World Wide Web site

59、offering the technical specifications for a new product. FUse computer to make designs. Gthe most widely used network application HIt uses order-entry computers or telephones connected to an order-processing network, and on-line reservation services for hotels, airlines, and so on. IUse computer in

60、the process of manufacturing JIt allows a user to transfer money without going into a bank (an automated teller machine is a kind of electronic funds transfer; automatic paycheck deposit is another).Skills of Translation倍數的譯法1倍數的增加 英語中表示倍數增加的句型一般有以下3種： （1）倍數+名詞/代詞 This new machine is three times the