Consumer Response to the Product Carbon Footprint (PCF)

Uint8II. Basic Listening Practice1.ScriptM:Scentists claim the world population has 99.5% of the same DNA. W: But this doesn’t tell us there is no such thing as race.Q: What is true of the DNA of difference races?2.ScriptW: With the advent of the genetic map we know where everything is, but do we know where to go with it?M: Your map seems to differ largely from my geographical map!Q: What does the man imply?3.ScriptM: As you know, it has taken millions of years of evolution and natural selection to get us where we are today.W: Yes, but now that we have genetic engineering, we seem to have decided that we want to be God.Q: What does the woman imply?4.ScriptM: I think the research into cloning will lead us into dangers, filling us with false hopes of perfection.W: It’s too late to turn back the clock. We’ll just have to depend on common sense to solve uncommon problems.Q: What does the woman mean?5.ScriptW: In America, many prisoners are having their cases reviewed, and some have even been freed through DNA testing.M: Except for the ones whose death sentence has already been carried out.Q: What can we learn about DNA testing from the dialog?Keys: 1.B 2.C 3.D 4.A 5.CIII. Listening InTask 1: Stem Cell ResearchScriptGregory: The Republican party in America is opposing stem cell research.I find ithard to believe that in this day and age, someone would do that. Lillian: Stem cell research sounds pretty impressi ve, I’ll admit. But just what is it?Gregory: Well, a stem cell is a special type of cell. It is a general cell that, when itdevides, can become any specific type of cell.Lillian: You mean, a stem cell can become a heart cell? Or a brain or a kidney cell?Gregory: That’s about it. Stem cells are a part of the body’smaintenance and repairsystem. When they divide, they can become any cell type. Lillian: I guess there would be some tremendous medical advantages in that sort ofresearch.Gregory: You’ve said a mouthful. Recently, scientists were able to help a man wholost a jawbone for cancer. They recreated bone material for hisjaw from stem cells. What it means is that since the new bone wascreated out of the person’s own cells, there was no problemwith rejection because the DNA was the same.Lillian: I bet the person was delighted. Why would anyone oppose that sort of research? It would seem to have endless potential tobenefit the human race.Gregory: I agree, but there are people who think we should not interfere with nature and manipulate “what is natural”.Lillian: It’s easier to hold such a narrow view if you’re not in a position to need the benefits of the research. If you’re missing a jawbonebecause of cancer, you probably support the research.1.What is the passage mainly about?2.Who is against stem cell research?3.What is special about a stem cell?4.When can a stem cell become another cell type?5.According to the passage, why do some people oppose stem cellresearch?Keys: 1.B 2.A 3.A 4.A 5.DTask 2: The Improvement of RiceScriptScientists now know a lot more about a grain that people have eaten for ten thousand years. (S1) Research teams around the world have completed a map of the (S2) genes of rices. The findings appeared last week in the (S3) journal Nature.The aim is to speed up the improvement of rice. The scientists (S4) warn that the kinds of rice plants used now have reached the limit of their (S5) productivity. Yet world rice production must (S6) grow by an estimated 30 percent in the next twenty to meet demand. By 2025, as many as 4.6 billion people will depend on rice for (S7) survival. There is a lot of pressure on breeders to improve the crop, and the rice genome is a valuable tool to do that. (S8) Plant breeders have already used preliminary information from the rice genome to create experimental strains of rice that better resist cold and pests.The researchers also say rice is an excellent choice for genetic mapping and engineering. Rice genes have only about 390 million chemical bases.That maight sound like a lot. But other major food grains have thousands of millions. (S9) The new map could better explain more than just rice. Rice shares a common ancestor with other cereal crops. Because rice is the first cereal crop to be fully analyzed, researchers expect that sufficient knowledge of its genetic information will reveal the heredity of more complex grains, including corn, wheat and barley.(S10) While significant progress has been made in the analysis of the rice genome, the mapping of human genes is also making headway. When scientists can identify and manipulate genes that cause certain diseases, mankind will cure them easily. The human genetic map may help us control a person’s height, weight, appearance and even length of life.Task3: The First Cloned CatScriptIn the age-old battle of cats and dogs, score one for the cats. Researchers at Texas A&M University recently announced that they have successfully cloned a cat name Rainbow—the first pet ever cloned—after several years of unsuccessful efforts to clone a dog name Missy.The ork, financed by a company hoping to provide pet-cloning services to wealthy owners, adds cats to a growing list of successfully cloned animals that includes pigs, sheep, cattle and mice.The success demonstrates cloning is a technology that could betransferred to other animal families as well. The accomplishment may provide new tools for studying diseases such as cats’ AIDS, a valuable research model for AIDS in humans.Research into animal cloning remains an important scientific alternative until the issue of human cloning is settled. And that seems unlikly in the immediate future, for it involves religious and moral principles. There are, for example, groups that insist no one should be allowed to take on the role of God the Creator.To create cloned cat embryos for the experiment, researchers transferred DNA from adult cat cells into egg cells stripped of their own genetic information. Out of 82 attempts with cloned embryos, one attempt resulted in a failed pregnancy, and another yielded a kitten named CC, delivered from a surrogate mother on December 22. The kitten’s name refers to “Carbon Copy” and “Copycat”, the name of the cloning project.Cloning attempts with dogs have proven unsuccessful in part because dogs’reproductive cycles are more complicated.The technique may also work with endangered cats such as the African wildcat, fishing cat and blackfooted cat.Ironically, the increased knowledge of cat reproduction may best be suited for developing cat contraceptives to control the U.S. cat population.1.Which of the following would be the best title for the passage?1.What did researchers at Texas A&M University recently announce?2.Which animals are NOT mentioned in the passage as having beencloned?3.According to the passage, why is human cloning unlikely to happen inthe near future?4.What does the passage say about the pregnancy and birth in catcloning?Keys: 1.A 2.B 3.C 4.B 5.CIV. Speaking OutMODEL 1 Why are people protesting againstgenetically modified foods?Susan:With so many people suffering from malnutrition around the world,why are people protesting against genetically modified foods?Chris: Some people are protesting about genetically modified foods, but even more people are protesting the fact that processed foods containing these ingredients aren’t labeled.Susan: But why should they be labeled?Chris: Not everyone is sure that genetically modified foods are safe. They want to be certain that biotech foods have the sme composition as organic foods.Susan: But there are more urgent problems in this world. Many people are dying of starvation.Chris: But those who aren’t starving may want genetically modified foods to be labeled so they know what foods they should andd shouldn’t eat.Susan: Y ou know, I heard of a genetically modified fish that grew to be ten times its normal size.Chris: That sure sounds abnormal.Susan: Yeah, it does sound a bit strange , but that fish could feed ten times as many people.Chris: You’re right; genetically modified food might help solve world hunger. But I think we have a right to know what we are eating.MODEL2 Do you think the cloning of humansshould be forbidden by law?ScriptSusan: After the cloning of Dolly the sheep, I think human cloning is next.John: Whoa. I have some reservations about it. There are stll many scientific problemsto solve before human cloning starts.Susan: There’s an easier way. The Clonaid Company says they’vecloned humans.John: Oh, my God! These guys claim aliens from another planet taught them humancloning.Susan: A woman gave them half a million dollars to clone her dead daughter.John: Clearly that woman doesn’t know much about cloning. How risky it is!Susan: I know it’s inefficient. It took 276 tries to produce Dolly. But why is it risky?John: Cloned animals grow abnormally large and age unnaturally fast. Susan: In other words, that woman may not be happy with her cloned daughter.John: Then there are the emotions. No one knows if cloning damages the mind.Susan: Do you think the cloning of humans should be forbidden by law? John: To my mind, the cloning of human organs shouldn’t be prohabited. It may helpsolve medical problems.Susan: I see your point: cloning should be regulated if it’s to benefit humanity.MODEL3 Is it interfering with nature?ScriptNora: Some religious groups are opposed to genetic research. They believe it’s interfering with nature.John: I know. But nature can be pretty hard-nosed too, so we often need to interfere with her—we build dams to control flooding.Nora: There’re many diseases that are a part of nature, and they cause people a great deal of misery: cancer and diabetes, for example. John: A better understanding of the genetic code that controls our body would be a great help in curing many diseases.Nora: The project to map the human genetic code…what’s that called? John: The genome project. As you say, it has tremendous promise to make our lives better—just in the ability to identify and correct genetically-caused diseases like Alzheimer’s.Nora: Some diseases like cancer are also believed to have a genetic switch.John: That’s right, and once researchers identify the switch, perhaps they can turn o ff cancer or Alzheimer’s.Nora: People are also concerned that science will enable us to determine such qualities as intelligence and height.John: You know it’s going to happen—it’s just a matter of when. Nora: Imagine if everyone was a combination of Yao Ming and AlbertEinstein.John: But what if they get it wrong, and you wind up with Yao Ming’s knowledge of nuclear physics and Albert Einstein’s height? Nora: All those religious groups would say that it served you right.Now Your TurnTask 1SAMPLE DIALOGJane: Some countries are suffering from crop failure and famine, but why do they refuse genetically modified crops and foods?Bob: And many Europeans insist that processed foods containing GM ingredients belabeled.Jane: Why should they be labeled?Bob: Not everyone is sure that genetically modified foods are safe. They want to certain that biotech foods have the same composition as traditional foods.Jane: But there are more urgent problems in this world. Many people are dying of famine.Bob: But th ose who aren’t hungry may want all genetically modified products to be labeled so they know exactly what they’re eating. Jane: You know, I’ve heard of a GM fish that was ten times larger than anormal fish.Bob: That really sounds abnormal.Jane: Some famine-stricken people are afraid GM crops will overpower and eliminate their native crops.Bob: Sounds alarming.Jane: Yeah, but GM foods can feed many people.Bob: You’re right; they could solve the problem of starvation in the world. But I think we have a right to know what we are eating. GM food should be labeled.V. Let’s TalkScriptCorrespondent: In the U.S. what percentage of people support biotech crops? And do those who support biotech crops also eatbiotech foods? What percentage of food on the markethas genetically modified ingredients?Professor: U.S. consumers have been exposed to a very effective anti-biotechnology propaganda campaign for the last fewyears, but according to polls, over 70% supportbiotechnology. For example, in a recent referendum inOregon, voters rejected a proposal to require speciallabels on all products containing biotech ingredients byan overwhelming 73% to 27%. That’s probably becauseconsumers know that we have an effective administrativesystem. Many may also know that 70-80% of theprocessed food products on supermarket shelves containone or more ingredients from biotech crops. AllAmericans eat biotech foods unless they deliberately seekout products that are labeled otherwise. Evidencesuggests that this is less than 5% of consumers. Correspondent: Chinese scientists have used biotechnology to create a new type of tomato, which contains the vaccine againsthepatitis B. What’s your take on this?Professor: It’s a great example of how this technology can be use d to save lives, ease pain and suffering and improve thehuman condition. How can anyone be opposed to that?My only hope is that the clinical trials of this new tomatogo well, and that it is quickly delivered to health-careproviders who will use it to vaccinate people againsthepatitis. By the way, please note that I do think that suchnew pharmaceutical foods need to be handled asmedicines by professionals and not as conventional foods.You will never see these tomatoes in the supermarket. In asense, the tomato plant is just being used to manufacturea vaccine in a very safe and economical manner.VI. Further Listening and SpeakingTask1: Confident enough to control your fate? ScriptSome people are born with the belief that they are masters of their own lives. Others feel they are at the mercy of fate. New research shows that part of those feelings are in the genes.Psychologists have long known that people confident in their ability to control their fates are more likely to adjust well to growing old than those who feel they drift on the currents of fate.Two researchers who questioned hundreds of Swedish twins report that such confidence, or lack of it, is partly genetic and partly drawn from experience.They also found that the belief in blind luck—a conviction that chance plays a big role in life—is something learned in life and has nothing to do with heredity.The research was conducted by Nancy Pedersen, a professor of psychology at the University of Southern California in Los Angeles. The results were recently published in the United States in the Journal ofGerontology.People who are confident of their ability to control their lives have an “internal locus of control”, and have a better chance of being well adjusted in their old age, said Pedersen. An “external locus of control”,believing that outside fo rces determine the course of life, has been linked to depression in latter years, she said.“We are trying to understand what makes people different. What makes some people age slowly and others have a more difficult time?” she said.The study showed that while people have an inborn tendency toward independence and self-confidence, about 70 percent of this personality trait is affected by a person’s environment and lifetime experiences. Pedersen’s studies, with various collaborators, investigate the aging process by comparing sets of twins, most of whom were separated at an early age.The subjects were drawn from a list first compiled about 30 years ago, registering all twins born in Sweden since 1886. The complete list, which was extended in 1971, has 95,000 sets of twins.1.Which of the following is concerned with blind luck?2.Which of the following is related to an external locus of control?3.According to the passage, what is true of one’s inborn tendencytowards self-confidence?4.What subjects were mostly us ed in Pedersen’s studies?5.What is the main idea of the passage?Keys: 1.A 2.B 3.C 4.C 5.DTask 2: Is it moral to clone humans?ScriptLaura: Did you hear about that peculiar cult that claimed to have created the world’s first human clone?Ian: Yeah, I did! They also said that it was aliens that created life on earth over 25,000 years ago. What are they on?Laura: I know! It was so obviously just part of an elaborate hoax to bring publicity to their crazy movement. But I don’t think the truth can be far off. Scientists have been working on it for years.Ian: Sure, but most scientists are working on cloning human cells or body parts that can be used to repair or replace damaged organs.Not complete human beings! That’s just science fiction! Laura: Well, the science may seem to be very advanced, but the idea is not a new one. In A Journey to the West, Sun Wu-kung, the Monkey King, can clone himself from the hairs on his head. He just plucks a few hairs, chews them a bit, and when he spits them out, they change into replicas of him!Ian: Really? Now that would be cool! You could send your clone toschool while you went to the cinema, and then it could do your homework! Wow! Now that I think of it, it would be kind of fun to have a clone!Laura: You woul d say that! Don’t you think it’s slightly immoral? I mean, it’s just like having a slave. Doesn’t the clone deserve a life of his own?Ian: Sure, but human beings must learn to strike a balance between the welfare of a patient and of a clone.Keys: 1.T 2.T 3.F 4.F 5.TTask3: A Drunkard’s ArgumentScriptHere’s drunkard’s argument in favor of heavy drinking.We would learn more about human bihavior if we paid closer attention to the laws at work in the animal kingdom.“Only the fittest survive” is a law that is apparent everywhere in the natural world. Human beings could certainly benefit from a close study of how this law operates among, for example, the wild buffalo.A herd of buffalo moves only as fast as the slowest buffalo. When the herd is hunted, it is the slowest and weakest animals at the back that are killed first. This is natural selection, and it is good for the herd. The general speed and health of the group keeps improving with regularkilling of the weaker memebers.The same process of survival of the fittest is to be observed by looking closely at the human brain, which can operate only as fast as the slowest brain cells. Excessive consumption of alcohol, as we all know, kills brain cells. Just like the less vigorous buffalo at the back of the herd, the weakest and slowest brain cells are destroyed first.In this way the principles of natural selection become evident. Regular consumption of large amounts of beer eliminates the weaker brain cells, making the brain a faster and more efficient machine. It is therefore not suprising that one also feels smarter after drinking several glasses of beer.News ReportBioinformaticsScriptIt’s a complex name for a complex subject. Bioinformatics is the key to figuring out the wealth of information in the human genome project. Researchers have nearly mapped out all of the 30,000 genes that make up human DNA, but making sense of useful data is not easy.The company Double Twist is a pioneer in the business of bioinformatics.［SOUND BITE］Double Twist works mainly with information that is also available to the public,sifting through data to find what may help link a biological problem like cancer, to its possible cure.［SOUND BITE］The company then sells software and data to pharmaceutical companies, biotech companies, and academic institutions, which use them in their work. This provides a solution to help people better understand data from the human genome project.［SOUND BITE］Bioinformatics speeds up drug development and provides more accurate research.［SOUND BITE］Human Genome Sciences takes the process one step further. It uses bioinformatics to develop drugs using its own genomic information.［SOUND BITE］Right now, Human Genome Sciences has four new drugs being tested that are the results of genomic research. Bioinformatics systems developed within the company played an important role in discovering these drugs.［SOUND BITE］Bioinformatics can also bring much quicker returns for investors.［SOUND BITE］-------------精选文档-----------------Even though its role is crucial, bioinformatics if only a small part of the overall$305 billion biotech sector, accounting for only about $2.23 billion.But some investors believe that bioinformatics has great potential.［SOUND BITE］So unless drug companies start developing their own bioinformatics systems or partner with companies that can provide them, they may get left behind in the race to discover new drugs.可编辑。

推送产品英语作文Certainly! Here's an essay on promoting products in English:The Art of Product PromotionIn today's competitive marketplace, it is essential for businesses to effectively promote their products to reach their target audience and stand out from the competition. Product promotion is the process of making potential customers aware of a product's existence, benefits, and availability. It involves a strategic blend of marketing techniques that can be tailored to the unique needs of each product and its intended market.Understanding the Target AudienceThe first step in promoting a product is understanding the target audience. Businesses must identify who their customers are, what their needs and preferences are, and how they consume information. This information is crucial for creating marketing messages that resonate with the audience and for selecting the most effective channels for promotion.Utilizing Digital MarketingDigital marketing has become a cornerstone of productpromotion. Social media platforms, search engine optimization (SEO), email marketing, and content marketing are just a few of the digital tools at a marketer's disposal. These methods allow for precise targeting and personalization, making it easier to reach the right audience at the right time.Creating Engaging ContentContent is king when it comes to product promotion. High-quality, engaging content can educate potential customers about the product's features and benefits, address their pain points, and persuade them to make a purchase. This can be in the form of blog posts, videos, infographics, or social media updates.Leveraging Influencer MarketingInfluencer marketing is another powerful tool for promoting products. Collaborating with influencers who have a strong following in the target market can increase brand visibility and credibility. Influencers can provide authentic endorsements that their followers trust, which can lead to increased product awareness and sales.Employing Traditional Marketing ChannelsWhile digital marketing is prevalent, traditional marketing channels such as television, radio, and print advertisements still have their place. These methods can be particularly effective for reaching audiences who may not be as active online or for promoting products that benefit from a moretangible presentation.Measuring and Analyzing ResultsFinally, it is crucial to measure and analyze the results of product promotion efforts. This involves tracking metricssuch as website traffic, social media engagement, conversion rates, and sales. Analyzing this data can provide valuable insights into what works and what doesn't, allowing for adjustments to be made to improve future promotional campaigns.In conclusion, promoting a product requires a strategic approach that combines a deep understanding of the target audience with a mix of digital and traditional marketing techniques. By creating engaging content, leveraging influencers, and continuously measuring and analyzing results, businesses can effectively promote their products and achieve their marketing goals.This essay provides an overview of the various strategies and considerations involved in promoting a product in English.。

产品召回英文作文英文：Product recalls are a common occurrence in today's market, and they can be caused by a variety of factors, such as safety concerns, defects, or quality issues. As a consumer, it is important to be aware of these recalls and to take appropriate action to protect yourself and your family.One of the most important things you can do is to stay informed. This means paying attention to news reports and alerts from the manufacturer or retailer. You can also check the Consumer Product Safety Commission's website for information on current recalls.If you have purchased a product that has been recalled, it is important to take action immediately. This may involve returning the product to the retailer for a refund or replacement, or following specific instructions providedby the manufacturer.It is also important to keep in mind that not all recalls are created equal. Some may be more serious than others, and may require more immediate action. For example, a recall of a children's toy due to a choking hazard would require more urgent attention than a recall of a kitchen appliance due to a minor defect.In any case, it is always better to err on the side of caution and take action as soon as possible. By staying informed and taking appropriate action, you can help ensure your safety and the safety of those around you.中文：产品召回在今天的市场上是很常见的事情，它们可能由各种因素引起，如安全问题、缺陷或质量问题等。

广告是否会影响你购买产品的决定英语作文Advertising, a ubiquitous force in today's world, plays a pivotal role in shaping consumer buying decisions. Its influence can be both subtle and profound, ranging from a fleeting glance at a billboard to a well-orchestrated marketing campaign that leaves a lasting impression on consumers' minds. While some argue that advertising has little to no impact on their purchasing decisions, the reality is that it plays a significant role in guiding consumer choices.Firstly, advertising creates brand awareness and familiarity. By repeatedly exposing consumers to a particular brand or product, advertising helps establish a connection between the product and the consumer's needs or desires. This familiarity can often lead to a sense oftrust and loyalty, making consumers more likely to choose that brand when making a purchase.Secondly, advertising can influence consumers' perception of a product's quality, features, and benefits. Through carefully crafted messages and visualrepresentations, advertisers can convey a positive image of their products, making them more appealing to potential buyers. By highlighting unique selling points and comparing their products to competitors', advertisers can persuade consumers to believe that their product offers superior value or performance.Moreover, advertising can trigger emotional responsesin consumers. By appealing to emotions such as happiness, sadness, anger, or fear, advertisers can create a strong emotional connection between the consumer and theadvertised product. This emotional connection can be a powerful motivator for consumers to make a purchase, often overriding rational considerations such as price or quality. However, it's important to note that advertising's impact on consumer buying decisions is not absolute. Consumers are becoming increasingly savvy and skeptical of advertising, able to recognize and discount manipulative or inauthentic messaging. Additionally, factors such as personal needs, budgets, and lifestyle choices often play a more significant role in determining consumer buying decisions.In conclusion, while advertising can influence consumer buying decisions, it is not the sole determinant. Consumers are influenced by a range of factors, including their own needs, budgets, and preferences. Advertising, when used effectively, can create brand awareness, shape product perception, and trigger emotional responses, but ultimately, the decision to purchase lies with the consumer.**广告对消费者购买决策的影响**广告，作为当今世界的普遍力量，在塑造消费者购买决策方面发挥着关键作用。

销售者向消费者推销果汁写一篇英语作文全文共3篇示例，供读者参考篇1Title: The Power of Persuasion: Selling Juice to ConsumersIntroductionWhen it comes to selling products to consumers, the key lies in effective persuasion. In this article, we will explore the art of selling juice to consumers and how to convince them to choose our product over competitors.Understanding the ConsumerBefore attempting to sell juice to consumers, it is crucial to understand their needs and preferences. Consumers today are more health-conscious than ever before, making them increasingly interested in products that are natural, organic, and nutritious. By tapping into these trends and highlighting the benefits of our juice, we can appeal to this target audience.Creating a Compelling StoryOne of the most effective ways to persuade consumers is by telling a compelling story. We can start by outlining the journeyof our juice, from sourcing fresh ingredients to the production process. By emphasizing the quality and purity of our product, we can build trust with consumers and differentiate ourselves from competitors.Highlighting the BenefitsWhen selling juice to consumers, it is essential to highlight the benefits of our product. In addition to being natural and organic, our juice is also packed with vitamins, minerals, and antioxidants that promote overall health and well-being. By showcasing these benefits, we can convince consumers that our juice is not only delicious but also a smart choice for their health.Engaging with ConsumersAnother important aspect of selling juice to consumers is engaging with them directly. This can be done through sampling events, social media promotions, and other interactive marketing strategies. By allowing consumers to experience the taste and quality of our juice firsthand, we can create lasting connections and encourage repeat purchases.Building Trust and LoyaltyUltimately, the key to selling juice to consumers is building trust and loyalty. By consistently delivering a high-qualityproduct and exceptional customer service, we can earn the loyalty of our customers and turn them into brand ambassadors. Through word-of-mouth recommendations and positive reviews, we can attract new customers and grow our business.ConclusionSelling juice to consumers may seem like a daunting task, but with the right strategies in place, it can be a rewarding and successful endeavor. By understanding the needs of our target audience, creating a compelling story, highlighting the benefits of our product, engaging with consumers, and building trust and loyalty, we can convince consumers to choose our juice over competitors. With passion, perseverance, and creativity, we can make our juice the go-to choice for health-conscious consumers everywhere.篇2Juice is a delicious and healthy beverage that provides numerous health benefits. It is packed with essential vitamins, minerals, and antioxidants that can improve overall wellness. As a salesperson, it is my passion to promote the consumption of fruit juices to consumers and educate them about the benefits of including it in their daily diet.One of the main advantages of fruit juice is that it is a convenient and refreshing way to meet your daily fruit intake. Many people struggle to eat the recommended amount of fruits every day, and drinking juice is a great way to ensure you are getting an adequate amount of essential nutrients. Fruit juices also provide a quick and easy source of energy, making them a perfect choice for busy individuals who need a naturalpick-me-up during the day.In addition to being a convenient and nutritious beverage, fruit juice also has numerous health benefits. Many fruits are rich in antioxidants, which help to protect the body from harmful free radicals and reduce the risk of chronic diseases. For example, orange juice is high in vitamin C, which can boost the immune system and prevent illnesses like the common cold. Similarly, pomegranate juice is packed with antioxidants that can lower blood pressure and reduce the risk of heart disease.Another benefit of fruit juice is its versatility. There are countless varieties of fruit juices available on the market, each with its own unique flavor and nutritional profile. Whether you prefer the tangy taste of cranberry juice or the sweet flavor of apple juice, there is a fruit juice option for everyone. Additionally, fruit juices can be used in a variety of recipes, from smoothiesand cocktails to marinades and salad dressings, adding a burst of flavor and nutrition to your dishes.As a salesperson, it is my goal to educate consumers about the benefits of fruit juice and help them make healthy choices for themselves and their families. By providing information about the nutritional content of different fruit juices, as well as tips for incorporating them into a balanced diet, I hope to inspire individuals to make fruit juice a regular part of their daily routine.In conclusion, fruit juice is a delicious and nutritious beverage that offers a wide range of health benefits. As a salesperson, I am passionate about promoting the consumption of fruit juice and helping consumers make informed choices about their health and wellness. By highlighting the convenience, health benefits, and versatility of fruit juice, I hope to inspire others to make this delicious beverage a regular part of their diet.篇3Title: Selling Juice to ConsumersJuice is a popular beverage that offers a refreshing and healthy option for consumers to enjoy. As a salesperson, it is important to effectively market and sell juice to potentialcustomers. In this article, we will discuss some strategies for selling juice to consumers.Firstly, it is crucial to highlight the health benefits of juice. Juice is a natural source of vitamins and minerals, making it a nutritious choice for individuals looking to improve their diet. By emphasizing the health benefits of juice, salespeople can attract health-conscious consumers who are looking for a healthier alternative to sugary drinks.In addition to highlighting the health benefits of juice, it is also important to emphasize the taste and quality of the product. Juices come in a variety of flavors, from classic orange juice to exotic blends like pineapple and mango. By offering samples to customers, salespeople can allow consumers to taste the product and experience its delicious flavors firsthand. This can help build trust and confidence in the product, leading to increased sales.Another important aspect of selling juice to consumers is to communicate the product's value proposition. Salespeople should highlight the competitive pricing, convenience, and quality of the juice to demonstrate why it is a superior choice compared to other beverages on the market. By effectively communicating the product's value proposition, salespeople can persuade consumers to make a purchase.Furthermore, it is essential to engage with customers on a personal level to build rapport and trust. Salespeople should be knowledgeable about the product and be able to answer any questions or concerns that consumers may have. By providing excellent customer service and building relationships with customers, salespeople can create a loyal customer base that will continue to purchase juice in the future.In conclusion, selling juice to consumers requires a combination of effective marketing strategies, communication skills, and product knowledge. By highlighting the health benefits, taste, and quality of the product, emphasizing the value proposition, and engaging with customers on a personal level, salespeople can successfully sell juice to consumers and build a successful business.Overall, juice is a versatile and delicious beverage that offers a range of health benefits. By effectively marketing and selling juice to consumers, salespeople can tap into a growing market of health-conscious individuals looking for a refreshing and nutritious beverage option. With the right strategies and techniques, salespeople can successfully sell juice to consumers and build a loyal customer base that will continue to support their business for years to come.。

产品推销会英语作文Title: Strategies for Successful Product Sales Presentation。

In today's competitive market, effective product sales presentations are crucial for businesses to showcase their offerings and persuade potential customers to make a purchase. Whether it's pitching a new product to a client or delivering a sales presentation to a group of investors, mastering the art of product promotion in English is essential. Here are some key strategies to ensure a successful product sales presentation:1. Know Your Audience: Before crafting your presentation, research your audience thoroughly. Understand their needs, preferences, and pain points. Tailor your message to resonate with them and address their concerns directly. Whether you're speaking to professionals in the industry or consumers, speaking their language and addressing their specific interests will make yourpresentation more compelling.2. Highlight Unique Selling Points: Clearly articulate the unique features and benefits of your product. What sets it apart from competitors? Whether it's innovative technology, superior quality, or unmatched affordability, emphasize what makes your product special and why customers should choose it over alternatives. Use persuasive language and compelling visuals to drive your points home.3. Tell a Story: Engage your audience by weaving a narrative around your product. Share real-life examples, case studies, or testimonials that demonstrate its value and effectiveness. Stories resonate with people on an emotional level, making your presentation more memorable and persuasive. Use storytelling techniques to create a connection with your audience and leave a lasting impression.4. Demonstrate Value: Show, don't just tell. If possible, provide live demonstrations or interactive experiences to showcase your product in action. Let youraudience see firsthand how it works and the benefits it offers. Use multimedia elements such as videos, animations, or interactive slides to enhance your presentation and make it more engaging. Visual aids can help clarify complex concepts and reinforce your key messages.5. Address Objections: Anticipate and address any objections or concerns your audience may have. Be preparedto answer questions about pricing, functionality, compatibility, or any other potential barriers to purchase. Approach objections with empathy and confidence, providing evidence and reassurance to alleviate doubts. Turning objections into opportunities to further highlight the strengths of your product can help overcome skepticism and build trust.6. Call to Action: Conclude your presentation with a clear and compelling call to action. Encourage youraudience to take the next step, whether it's making a purchase, scheduling a demo, or signing up for a free trial. Provide easy-to-follow instructions and incentives to motivate action. A strong call to action reinforces thepurpose of your presentation and guides your audience towards the desired outcome.7. Follow Up: Don't let your presentation be the end of your interaction with your audience. Follow up with personalized messages, additional information, or special offers to keep the momentum going. Nurture leads and build relationships through ongoing communication and support. A thoughtful follow-up strategy can turn a successful presentation into a long-term business opportunity.In conclusion, mastering the art of product sales presentation in English requires careful planning,effective communication, and a deep understanding of your audience. By following these strategies, you can create compelling presentations that resonate with your audience, showcase the value of your product, and drive successful sales outcomes. Remember to continuously refine your approach based on feedback and results to ensure ongoing success in your sales efforts.。

购买国产化妆品是最好的选择英语作文When it comes to purchasing makeup, there are many options to choose from. From high-end, luxury brands to drugstore products, consumers have a wide variety of choices. However, one option that is often overlooked is buying domestically-produced makeup. In this essay, I will discuss why purchasing domestic makeup is the best choice for consumers.First and foremost, buying domestic makeup supports the local economy. By purchasing products that are made in your own country, you are contributing to the growth and success of domestic businesses. This, in turn, creates job opportunities and stimulates economic growth. When consumers choose to support domestic makeup brands, they are investing in their own communities and helping to create a more sustainable and prosperous economy.In addition to supporting the local economy, purchasing domestic makeup can also have a positive impact on the environment. Buying products that are made locally reduces the carbon footprint associated with transportation and shipping. This is because domestically-produced makeup does not have to travel long distances to reach the consumer, resulting in lower emissions and a reduced impact on the environment. Furthermore, domestic makeup brands are often subject to stricter environmental regulations and standards, leading to more sustainable and eco-friendly production practices.Furthermore, domestic makeup products often undergo rigorous testing and quality control measures to ensure that they meet high safety and quality standards. When consumers purchase domestic makeup, they can have confidence in the safety and efficacy of the products they are using. This is because domestic makeup brands are often subject to strictregulations and oversight, ensuring that they meet thehighest quality and safety standards.Another benefit of buying domestic makeup is thepotential for greater product innovation and diversity. Domestic makeup brands are often more attuned to the specific needs and preferences of local consumers, leading to the creation of products that are tailored to their needs. Additionally, domestic makeup brands may be more responsiveto consumer feedback, leading to a greater variety ofproducts that cater to a wide range of skin tones, types, and preferences.Lastly, purchasing domestic makeup can also be a more affordable option for consumers. Domestic makeup brands may have lower production costs, which can result in more competitive pricing for consumers. This can make high-quality makeup products more accessible to a wider range of consumers, regardless of their budget.In conclusion, buying domestic makeup is the best choice for consumers for a variety of reasons. Not only does it support the local economy and reduce environmental impact, but it also ensures high quality, safety, and diversity in makeup products. Additionally, domestic makeup can be a more affordable option for consumers. By choosing to purchase domestic makeup, consumers can make a positive impact on their communities and the environment while also enjoying high-quality, innovative makeup products.。

预测密卷2024年高考预测密卷二卷英语（新高考版）【分值：150分时间：120分钟】注意事项：1．答题前，考生务必在试题卷、答题卡规定的地方填写自己的姓名、座位号。

2．回答选择题时，选出每小题答案后，用2B铅笔把答题卡上对应题目的答案标号涂黑，如需改动，用橡皮擦干净后，再选涂其他答案标号。

回答非选择题时，将答案写在答题卡上，写在本试卷上无效。

3．考试结束，务必将试题卷和答题卡一并上交。

第一部分听力（共两节，满分30分）做题时，先将答案标在试卷上。

录音内容结束后，你将有两分钟的时间将试卷上的答案转涂到答题卡上。

第一节（共5小题；每小题1.5分，满分7.5分）听下面5段对话。

每段对话后有一个小题，从题中所给的A、B、C三个选项中选出最佳选项。

听完每段对话后，你都有10秒钟的时间来回答有关小题和阅读下一小题。

每段对话仅读一遍。

1．Which country said no to the man?A．Australia. B．France. C．The U. S.2．Where is the man’s wife going this summer?A．Morocco and Iran. B．Turkey and Qatar. C．Iran and Libya.3．What will the man do in the coming days?A．To pay a visit to his parents.B．To stay in Sanya with his parents.C．To fly to Harbin with his parents.4．How will the man spend his holidays?A．Work in a supermarket.B．Run his father’s restaurant.C．Get a job in a restaurant.5．Where does the conversation take place?A．In a bookstore. B．In an exhibition. C．In a library.第二节（共15小题，每小题1.5分，满分22.5分）听下面5段对话或独白。

Z20名校联盟（浙江省名校新高考研究联盟）2023-2024学年高三上学期第一次联考英语试题学校:___________姓名：___________班级：___________考号：___________二、阅读理解The ebike has become an essential item, and even the King has been spotted riding one. According to the market research company Mintel, sales have almost tripled over the past five years. While ebikes have become increasingly commonplace, they are still undeniably expensive. You can pick up a perfectly adequate push bike for £300, but most ebikes cost nearly £2,000. Now, Cycling Electric, designed to help consumers choose an ebike, offers the following recommendations.Best folding bikeCarbo Model XPrice: £2, 799 | Weight: 13.3kgRange: up to 34 milesThis is one of the most convenient bikes, from a little-known label. The lightweight Carbo X is the perfect example of convenience thanks to its carbon frame and belt drive, instead of a metal bike chain. This makes it lighter and less likely to get messy than an electric Brompton, with its more traditional, oily chain.Most stylishTemple Cycles ClassicPrice: from £2, 995 | Weight: 19kgRange: up to 74 milesThis Bristol-based brand is known for its elegant pushbikes, which are hand-built in the city.This is its electric version. It’s a very sleek and functional commuter option and not too heavy. Temples have fewer proprietary (品牌专卖的) parts and so are serviceable in any bike shop. Stylish as they may be, the VanMoofs and the Cowboys can be a bit more complex to get back-up and service.The money-no-object optionRiese & Müller Nevo4 GT Vario GXPrice: £5, 380 | Weight: 28.4kgRange: up to 93 milesThis is a prime example of the attention to detail delivering a high-quality experience in functionality, comfort and practicality — if you can afford it. It has the capacity to handle 25kg of luggage in a pannier, powerful road lights and a beautifully smooth motor.21．What is the advantage of the Temples over other stylish ebike brands?A．They are more lightweight. B．They have more functions.C．They have easier access to service. D．They are more comfortable.22．Which ebike will a consumer probably choose, who cares most about an excellent experience?A．Carbo Model X. B．The VanMoofs and the Cowboys.C．Temple Cycles Classic. D．Riese & Müller Nevo4 GT Vario GX. 23．Where is the text probably taken from?A．An online post. B．A magazine column.C．A market research report. D．An official document.【答案】21．C 22．D 23．B【导语】本文是一篇应用文，主要介绍的是Cycling Electric推荐的三款电动自行车。

关于销售讨论商品对客户的影响英语作文The Impact of Sales on Customers。

Sales play a crucial role in influencing customers' purchasing decisions. Whether it's a physical store or an online platform, the way products are presented and marketed can significantly impact customers' perceptions and ultimately drive sales. In this article, we will explore how various factors in the sales process can influence customers and lead to successful transactions.Firstly, the visual appeal of a product can greatly affect customers' interest. When browsing through a store or website, customers are drawn to visually appealing products. This includes factors such as attractive packaging, well-designed displays, and high-quality product images. A visually appealing product not only catches customers' attention but also creates a positive impression, making them more likely to consider purchasing it.Secondly, effective product descriptions and demonstrations can provide customers with valuable information and persuade them to make a purchase. Detailed and accurate descriptions help customers understand the features, benefits, and unique selling points of a product. Additionally, demonstrations, whether through videos or in-store trials, allow customers to see the product in action and experience its benefits firsthand. By providing comprehensive information and demonstrations, salespeople can build trust and credibility, making customers more confident in their purchasing decisions.Furthermore, the influence of sales personnel cannot be underestimated. Knowledgeable and friendly salespeople can significantly impact customers' buying decisions. When customers have questions or concerns, a helpful and attentive salesperson can provide the necessary information and address any doubts, ultimately guiding customers towards a purchase. Moreover, salespeople who genuinely understand the customers' needs can recommend suitable products or offer personalized solutions, enhancing the overall buying experience.In addition to the product itself, pricing strategies also have a significant impact on customers. Customers are often attracted to discounts, promotions, or special offers. These pricing strategies create a sense of urgency and value, encouraging customers to make a purchase. However, it's essential for businesses to strike a balance between offering attractive prices and maintaining profitability. Overly aggressive pricing strategies may lead to short-term gains but can harm the brand's long-term reputation and profitability.Another factor that influences customers' purchasing decisions is social proof. Positive reviews, testimonials, and recommendations from other customers can significantly influence potential buyers. In today's digital age, customers often rely on online reviews and ratings to assess a product's quality and reliability. Therefore, businesses should actively encourage satisfied customers to leave reviews and testimonials, as these can serve as powerful marketing tools.Lastly, the overall customer experience plays a crucial role in influencing customers' perceptions. From the moment a customer enters a store or visits a website until the post-purchase follow-up, every interaction shapes their overall experience. Friendly and efficient customer service, easy navigation on the website, and hassle-free return policies all contribute to a positive customer experience. Businesses that prioritize customer satisfaction and go the extra mile to ensure a seamless experience are more likely to build long-term customer loyalty and advocacy.In conclusion, the impact of sales on customers is multifaceted. Visual appeal, effective product descriptions, knowledgeable sales personnel, pricing strategies, social proof, and the overall customer experience all play significant roles in influencing customers' purchasing decisions. By understanding these factors and implementing effective sales strategies, businesses can successfully influence customers and drive sales.。

判断When decorating the house, you can use low-quality paints because they are cheap.错It is good for your health to keep windows and doors open for at least 15 hours a day.对Placing green plants inside is a good way to make your house greener.对You can keep wastes inside for many days if they are untouched.错Flies and mosquitoes are carriers of bacteria and viruses.对Milk cartons are unburnable trash.错Everyday Henry can leave his rubbish outside as he wishes.错Plastics would harm the environment if you were to burn them.对You can leave batteries and clothes once every week.错Henry can just leave all his rubbish outside his apartment without putting them into a bag.错The Belgian city of Ghent has declared Mondays meat-free days.错The livestock sector has become one of the top two or three most significant contributors to the most serious environmental problems.对The author is a complete vegetarian.错According to the passage, people who eat less meat will be easily sick.错There aren't many vegetarian dishes in the restaurant mentioned in the passage.错They are talking about a camera.错You can find a mobile phone in any of latest MP4.错The new cell phone is just like a pad对Digital devices are becoming bigger and harder to carry.错The cell phone generally has memories of over 512 MB.对About half of American families have televisions in children's bedrooms错Parents sometimes use television as a pacifier and it never works.错The bad effect of television on children has not been proved.对The result of the survey is an underestimation.对There are more and more television programs designed for children now.对Both of them like online shopping very much.错Being cheap is one of the reasons for online shopping.对Henry is a big fan of digital products, so he likes sitting in front of the computer all day.错Henry will go to the department store with Sally.对Both of them will visit the computer store.错JD set a record of 1 billion yuan in sales on Singles'Day.错The delivery services were paralyzed because of overloading the items.对You can buy everything including items you selected on impulse on Singles'Day because of the low price.错Sealing a deal in advance can avoid the heavy online traffic.对When the package arrives, sign for it as soon as possible because the delivery is so busy.错Judy doesn't like to play games that require her to think hard.错Henry is good at darts.对Henry used to play dominos with his parents every day.错Judy enjoys playing cards online.错Judy is an expert at mahjong.错Cepheus can play poker but cannot defeat human opponents.错Deep Blue can play poker as well and once defeated a world champion in chess.错In order to refine its play in poker, Cepheus was trained to play with hands of the entire human race.错Cepheus is eveloped aiming at beating all human players.错Due to the limitation of computer's computational capabilities, Cepheus may not conduct far more complex supercomputing.对Henry thinks the transportation system is simple.错Julie believes more roads should be built and there will be fewer traffic jams.对According to Henry, people should be encouraged to use cars.错Both Henry and Julie agree that people should pay tax for using cars.错According to Henry, people will be in favor of using cars less to make the air cleaner.错Google's self-driving car is not fully functional.错There is no real person who needs to be in the self-driving car.错Google's self-driving car needs to be tested to work with traffic lights.对The car's doom-like shape is for adding multiple cameras and sensors.错BMW is also working with government on legislations about driverless cars to run on all roads.错Your phone can be charged if you just put it in the pocket of your jeans made of the yarn.对The fabric was developed for the American Army.错The fabric can carry power but not data through a helmet.错Now we can charge a battery without wires, chargers or sockets.错The only way to charge your phone is to keep a pair of khakis plugged in.错George can't remote control the costumer's mobile phone.错The charge of the download service is low.错The Smart Tutor app will help the costumer to speed up his phone.错The purpose of the consumer is to set up a Google account.对The consumer can use the application without his PIN Code.错IPhone has been sold well in the Chinese market.对There hadn't been any wearable devices launched before Apple Watch.错Baidu, Lenovo, Xiaomi have all announced their own smart watch.错There may be no rosy prospect for the Apple Watch because its price is much higher than the local ones.错Apple Inc.'s new product will come out as a whole the next year without any accessories.错This product performed very well in experiment.对Maggie is very proud of this new product错The food is likely to be overcooked or undercooked if you use the microwave oven.错The “Correct Cook” is a unique option of this new product.对You can get the new product this month by ordering it online.错In the future, the surgeon may not be present in the operating theater对The first medical robots are already being used by the U.S. government in 2000错The robots have been able to perform major operations such as gall bladder surgery and heart surgery.错A robot can crack open a patient's chest precisely.错Robots can help surgeons when they are tired.对The patient did his last physical exam two years ago对The doctor advises the patient to do some other exams, such as blood work, an EKG or an ultrasound错The patient does exercise regularly错The patient has too many hamburgers every day.错The doctor asks the patient to have a blood analysis.对More and more people hope to make new laws and protect copyrights对Extensive laws could necessarily suppress new ideas and innovation.错3D printers will be more and more expensive.错If one prints something that is covered by copyright, then he is infringing someone's copyright.对Lucas hopes that new laws will not punish people for printing something for their commercial use.错He went to Starbucks before he met Roger.错He did not remember the flavor of Roger's coffee.错He will make an opening speech at his company next week.错He is available between five and six p.m.对He is supposed to finish his report at four p.m. tomorrow.错The farmers are increasingly unable to use fields close to the sea because of climate change.对Salinization means a mixture of salt and water.对Marc Van is now using sea water to grow healthy and tasty vegetables.错A computer program named “ sensors ” keeps the same salinity in eight testing areas.错The vegetables from the test areas were stronger than those grown in fresh water.错He is planning to go to Xiamen for his holiday.错He will go with his boss who likes smoking错He is afraid to take a plane because of high anxiety.错He is sick and tired of business trips.错He likes taking an occasional business trip for a change of pace.错He takes Mary's advice.对In order to gain the boss's favor, he will try to behave well in Xiamen.对Thieves in the capital steal 10 cars each day.错The smart anti-theft system uses a computer or a mobile phone to tell owners the location of stolen cars.对The owners can send any text messages to stop the vehicle.错This new kind of smart anti-theft devices were assembled in China.对Tony Wanga has spent $ 750 buying trackers for his minibus taxis对According to the text, the future vehicles can let the drivers see the area behind the car错According to the text, the future vehicles can tell you about what other drivers are doing.对The government is pushing for technology that would warn drivers of danger coming from any direction.对The government is pushing for technology that would not increase the cost of the car.错The cars would send text messages to each other within about 300 -yard.错The cars would share information of speed, direction and GPS position with each other.对Janet is fascinated by the diversity of Chinese food对Danny believes that China does a better job on food safety than U.S错The law on food sanitation management is not strictly carried out in China对When we choose food, we need to check the basic information on the label.对Anne Hathaway 5 is Janet's favorite actress.错Janet is a fan of the film director Christopher Nolan.对The movie Inception 6 was also directed by Christopher Nolan.对The screenplay of Interstellar was written by Jonathan Nolan.错We can build large solar arrays in space to collect energy from the sun if a space elevator comes into being.对Rockets have many drawbacks in terms of cost, payload, and safety.对You would see the curve of the horizon after 2 hours'space elevator ride.错The damage of opening up space far outweighs the benefits it brings.错选择— Hello, may I speak to Henry?— _______This is Henry speaking.— If you're short-listed for the interview, we'll ring you by Friday.— _______OK，Madam.I'm looking forward to hearing from you.This garden is three times as ______ as that one.bigI have never read a book that is ______ than Harry Potter.more interetingGoing “green” ____ have to be a challenge.doesn't— Could you recommend some famous architectural buildings to visit in China?— _______I highly recommend the Bird's Nest.— What is the training about?— _______It is about the latest flood-proof design.You do not mind long hours, do you?workingWe will____you later.contactA _____ designer is needed.full-time— What do you think of the documentary Protecting the Earth?— ________. It has attracted lots of TV audiences.Pretty good— Sir , could you please put out your cigarette? This is a smoke-free（无烟的）school.— __________I'm sorry about thisMary can’t help ________when she saw her parents,cryingHe __ voters to go to the polls tomorrow. appeal forIt is necessary to have a team leader with __ you can work.whom— I want to look for a smart phone priced about 1000 Yuan. Do you have some to recommend?— _______Of course，Please take a look at this one.— How long is this cell phone guaranteed?— ______You can refund it in 7 days and exchange it in one year.The company has$10 million for advertising.budgetedPrices of daily goods ___________ online can be lower than store prices.bought is well known,Shanghai is a big city．As— Would you like to join us to shop online?— ______, but I should finish my homework first.I'd love to— So kind of you to recommend such a good website for shopping.— _______.My pleasureHaving an education from a school will make you realize your dream andget______recognition.reputableIt was not _______ he took off his glass ____I realized who he was.until；thatThe book you ordered is not.available— Do you still like playing Majiang now?— Not at all.Ihaven't played it for ages.— How often do you go dancing?— Every other dayThere are many ways _____________ the problem.to solveIt's no use _____________ here, let's go home.waitingThese shops _____________ to the needs of children.cater— Sorry. I have taken your car key by mistake.— It doesn't matter— If you like I can mail the tax bill for you?— That's very kind of youThe organization has __________ a campaign to raise money for the unchedWhat I should do is__________the task soon.to finishHe gave the boss a report which __________ the current market.analyzed— I saw a car crash into the tree just now.— Wow,that's scaring.— Oh, dear! I've just broken a window.— .Don't worrryIf I had time ,__________ see that new movie at the University Theatre.I'dThis new policy will thousands of new jobs for the young people.generateThe organization will a survey about the career choices of the collegegraduates.ConductAt its annual Technology Innovation Conference, Baidu_______________announced a working prototypeThe new device announced at the conference is _______________Baidu EyeThe company's CEO Robin Li believes that _______________people will get used to searching by image and audioBaidu Eye has all the features except that _______________.it has a small screenWhich of the following statement is NOT true?Baidu has already announced the release of Baidu Eye.The {#1}owner had not left any forwarding address.formerThe characteristics of the machine are fully detailed in our {#1}.brochureA firm might sometimes sell at a loss to drive a {#1}out of business, and thereby increase its market petitorThere will be more frequent rounds of {#1}by our security personnel.inspectionWe {#1}to reply in full within 10 working days.guaranteeEveryone's fingerprints are {#1}.uniqueDust bags act as a filter and {#1}will be reduced if they are too full.suctionClever children {#1}knowledge easily.ansorb{#1} and nurses may be replaced by robots in the future.surgeonsYour report on the application of domestic robot lacks{#1}precisionThis robot was designed as an{#1} of manpower.extensionThis is an ambitious and intriguing movie, full of striking{#1} .imageryThe robot soccer competition was rounded off this afternoon, and all the experts agreed that this was a truly sensational{#1} .performanceHis new theory has caused a{#1} hroughout the civilized world.sensationShe was a medical{#1} before she entered politics practitionerThe air rescue operation has now been{#1} down scaledAccording to the passage, a robot in the future can______________serve you coffee in the bed Chad Jenkins believes that_______________drones are the initial steps of developmentDmitry Grishin_______established an investment firmRobots have to become automatons that can truly learn because_____________.it's impossible to pre-program a robot for everything it will meet withWhich of the following statement is NOT true?The robot platforms are going to be invaluable and costly.Which of the following may be TRUE about a Barbie?Large breasts.What does Valeria claim about her appearance?She is a real natural Barbie in lifeWhich statement is TRUE according to the passage?The president ASPS said that plastic surgery should never be used to transform oneself into a favorite celebrity or a play toy.Does Barbie play a role in women's life?Yes, it influences how women want to look in real life.Why didn't the children have the chance to know their grandmother?Because she died of breast cancer a long time agoWhat were the narrator's children worried about?She might get breast cancer in the future.What does the underlined word “ This ” refer to in Para. 3 ?The nipple delay operationWhat does Angelina Jolie think of having a mastectomy?It is not easy to have a mastectomy, but it is a worthwhile choice.Which is the proper paraphrase of the last sentence of the passage?Some difficulties will not frighten us, if we are able to undertake and have a control over themWhat are the main functions of 3D printing?It can print almost anything.Michael mentioned that a company has introduced a 3D printer for food producing. What is the name of this company?Michael mentioned that a company has introduced a 3D printer for food producing. What is the name of this company?Is the 3D printer that can make foods very big?No, it is as big as an ovenWhat is the most obvious weakness of the 3D printer mentioned?It prints very slowlyWhat is Lucas'attitude towards 3D printing?Conservative.What is 3D printing good at according to the passage?It can make both big and small items Where is the 3D printer located?It is inside a shipping container.What is the weakness of the 3D printer?It cannot spread the plastic evenly.How long will the 3D printer take to make the canal house in Amsterdam?Less than 3 years. Which of the following statements is correct according to the passage?The top floors of the canal house will be more richly decoratedWhat are the distinct features of this 3D map?It can vocalize building information and directions when touchedWhat is the ultimate purpose of designing this 3D map?To help visually impaired visitors navigate public spaces.How do people use this 3D map?People can browse a verbal index of all points of interest.What does the underlined phrase “last mile problem” in Para. 7 mean?It's difficult to get to a specific place, such as an office, a café, a bar, etc.Which of the following statements is TRUE according to the text?The visually impaired people can hear a fountain gurgling or a bell tower chiming when using 3D maps.What's people's usual reaction when they see a person throw a cigarette butt?It varies Filters can be made into a material that can hold electricity energy wellSuper-capacitors made from carbon can easily carry an electrical currentThe story tells the readers the truth that one person's trash is another person's treasure Which is NOT mentioned about Chinese food in the dialog?Delicate presentation.Janet believes that some illegal traders only care about making moneyWhich of the following is Danny's point of view?S. does better than China regarding the law enforcement of food safety.Which one is NOT the reason of food safety issue, according to the dialog?Popularity of cheaper foodFrom this dialog we know that there is still a lot of work to be done to improve food safety Which of the following is NOT related to animal farming, according to thepassage?Desertification of land.Why does Modern Meadow try to produce lab-grown edible meat?To get rid of some negative environmental effects associated with animal farming.What might be the biggest challenge when this lab-grown meat is launched to the market?Consumer acceptance of this product.Who might not be the potential customers of this meat?People with plenty access to safe meat productionFrom this passage, we can learn that lab-grown edible meat is yet to come and it will solve some practical problemsIf a space elevator is built, what can't be built by us?Skyscrapers in spaceThe main reason of building a space elevator instead of using rockets is that the cost of building a space elevator is a fraction of using rocketsWhich statement is TRUE according to the passage?You can't see the stars in the middle of the day.You can't see the stars in the middle of the day.Be greater than.Which option can summarize the main idea of this passage?Why do we need to build a space elevator?—Oh. Dear!I’ve lost my new watch.—_________________What a pity!—How isyour business going?—_________________Good, it's growing all the time.—Do you mind my using my mobile phone here?— ________________.No, of course notThey are_______make an announcement later on today.expected toYou will quickly get used to_______this new digital camera using—How about having a drink?—_________________Good idea— ________________—Can you tell me something about your new product?Can I help you, sir?—Perhaps you have heard our products. Would you like to know something more?—_________________Sure. Go aheadWe_________to deliver the goods within a week.guaranteeThe Cheetah robot made by MIT's scientists can jump over hurdles while _____running —Do you think cosmetic surgery is more popular with women?— .Yes，absolutely. Because women pay more attention to beautyI accepted my nose surgery, the ____ and patient doctor was really helpful during my recovery period.graciousYou will get your cosmetic surgery on your nose.Please tell me if you like this medical plan _____.or not— I have a scar on my face, so I’ve make up my mind to have a plastic surgery.— .Good idea.—What advice would you give to a friend who wants cosmetic surgery?— .I would tell them that there are many risks and much cost of that surgery.—What do you want to be?— I would study computer science than dancer.—Do you like that technology exhibition?— Yes, I like it very much. It shows me the impressive magic power of 3D printing.— 3D printing is one of the latest technological innovations.—____Maybe its functions are questionable.Really?There are ____ calls for lawmakers to consider copyright laws increasing____the new law is used one day, I hope it will not punish people using 3D printersfor personal purposes.If—What errands did you have to do today?—___________________________Done one, and another one to do.—Y ou know a good schedule brings efficiency to the work.—___________________________I see your point.—Good morning, Jeff. Would you mind going to get me a cup of coffee at the Starbucks?—___________________________No problem! You want the usual?It ______me that I had a choice hitThe current death rate is reduced _______10% compared with that of the year of 1980.by —This apple pie is too sweet, don't you think so?—_________________________. I think it's just right, actually Not really.—What are you going to do this weekend?一_________________________. If time permits, I may go to Shanghai with my friends It depends—I get at least half an hour of exercise almost every day.— Oh great!_________________________Keep it upIf you have any ______news of my husband, please let me know definiteSome experts think reading is the fundamental skill upon______school education depends.which—Do you eat porridge every day?—No, sometimes I’d have a cup of soybean milk, a boiled egg and a steamed bun for my breakfast—I think the other reason can be identified from the industrialization of food production.—.Some illegal traders care about nothing but making money.Yes, you bet— So how can we buy safe food?—.When we choose food, we must remember to check its tag, confirming whether the basic information is marked on itThe technology has several advantages earlier attempts to engineer meat in vitro in comparison topeople are no longer worried about whether their food is safe or not they enjoy a better life.Only if……can—Space travel must be very very expensive.—.The cost of a seat on the Virgin craft is $ 250,000 Of course.Henry: Good morning.Mary: Good morning. Please sit down, Henry. Well, I am Mary, the manager ofPersonnelDesignsix monthslatest flood-proof design of houses3000RMBnext MondayYou jump into a car, tell it where you want to go then sit back and let a computer take control. It seems a dream in the future. It isn't.B.so that A creating B to C less C atHe was finding it difficult to make decisions increasinglyI'm always pleased to try out a new varietyUnemployment is a major of poverty causeTechnology and good management. That's a winning combinationThe team is now a good of experience and youth mixturerelaxing cloudyJanet and Danny are talking about what to have for a typical breakfast.Janet: Good morning!Danny: Morning!Janet: What would you like to have for breakfast?A. It's not my thingB. soybean milkC. tasty and healthyD. You can say that againE. That's so terrible AECBDtwisted cruller对hot chocolate错steamed bun对Cheese错fried egg错Porridge对butter bread错soybean milk对Coffee错chopped fruit对阅读SOM Company is informing Henry of the interview for the interior designer position.A.interior designerB.expecting newsA.first roundB.Friday morningA.Personnel DepartmentThere are plenty of ways to make your house look greener. It doesn't matter how many people reside in your home. It doesn't even matter what is the size of your home. What matters is how your house looks and how it affects you and others residing in it........FTTTFWhile there are still many people who don't feel comfortable using a credit card to buy over the Internet, e-commerce is absolutely here to stay. If you take a few precautions buying over the Internet can actually be safer than using your credit card in a restaurant.CABCCA brand new Minecraft game will be story-driven.FFTTFMan is a land animal, but he is also closely tied to the sea. Throughou t history the sea has served the needs of man. The sea has provided man with food and a convenient way to travel to many parts of the world. Today, nearly two—thirds of the world's population live within 80 kilometers of the sea coast.C the food, energy sources, and mineralsC all of the aboveB the sea, in the broad sense, has not yet been developedA the people in AsiaC Man and the SeaDiary of a Space ZucchiniA. June 17B. June 21C. June 24D. June 26E. July 1The blossom of space-grown sunflower is different from that on Earth.CGardener will soon be returning to Earth and the new crew will take care of the space-grown plants like Broccoli, Sunflower, and Zucchini AGardener is reluctant to leave the space since he had tears in his eyes when he said goodbye to the space plants.EGardener transplanted Broccoli, Sunflower, little Zuc, and Zucchini into very small bags which can only contain their root ball and a splash of water.DGardener and his crew will leave on July 1 .EThe spaceship is very narrow inside.BTessera Multimedia was founded in 1997 and specializes in design and1of web, multimedia and mobile applications.Development by projects up to date qualifiedRoby Mini is just 40 centimeters tall, has a large round screen for a head and has been designed to help senior citizens living alone.Manufactured by robotics company Shanghai PT Info, the brightly colored robot, which costs 5,000 yuan ($790), was launched on Aug 14 to help entertain and monitor elderly people.Roby Mini is the name of.a robotRoby Mini is designed to help entertain and monitor senior citizensAccording to this passage, the number of registered residents at least 60 years old will be increase to 5 million by 2018The writer thinks “the future is not easy for Shanghai PT Info” because.the company will face tough competition in the marketplaceThe best title for this passage is Robot Gives Help to Older PeopleB.so I will stop all orders with your company.C.This is the first time we’ve received a complaint of this nature.D.they will be returned to your factory immediately.E.it’s your job to do that, not ours. CAEBDB.Maybe its functions are questionableC. It is really trueD. What are the main functions of it?E. In fact, it is as big as an oven BDCEAB.the amount ofA.unableB.byC.experimentC.dyingWide World of RobotsEngineers who build and program robots have fascinating jobs. These researchers tinker (修补) with machines in the lab and write computer software to control these devices. "They're the best toys out there," says Howle Choset at Carnegie Mellon University in Pittsburgh. Choset is a roboticist, a person who designs, builds or programs robots. TFTFFagainst pests, weeds and drought. This, they argue, will be essential to meeting th e needs of a booming population in decades to come and avoiding starvation.A.ByB.is projected B.evenC.However A.modestlyTFFTF。

一、听力（共25题，每题2分，共50分）1. What does the woman mean when she says "You're not going to like this, but..."?A. She is going to make a difficult decision.B. She is going to give him a gift.C. She is going to help him with his work.D. She is going to visit him soon.2. Why does the man suggest going to the park instead of the cinema?A. The park is closer.B. The park is cheaper.C. The park has more space.D. The park is quieter.3. What is the woman's main concern about the job?A. The salary is too low.B. The working hours are too long.C. The office is too small.D. The company has a bad reputation.4. What does the man say about his new car?A. It is very expensive.B. It is not as good as he expected.C. It is the best car he has ever owned.D. It is difficult to drive.5. Why does the woman want to cancel her flight?A. She is feeling unwell.B. She has to go to the hospital.C. She has a meeting to attend.D. She has lost her passport.二、阅读理解（共25题，每题2分，共50分）（一）阅读下列短文，从每题所给的四个选项中选出一个最佳答案。

Supplier's guide for product developmentPart 2-core processes 20© Volkswagen, 1446, Konzern-EntwicklungssteuerungSupplier's guide for product development2.1 Procurement processA main focus of the present guide are subjects which are from the point of view of the technical development for new suppliers within the scope of the product development of the biggest meaning. An introduction to processes relevant for suppliers and applications which lie in the area of responsibility of the procurement also counts to it.2.1.1 introductionThe procurement of the Volkswagen group is split in the ranges of Procurement for production material and general procurement. The range of Procurement for production material is made up again of the Commodities displayed in illustration 11.Illustration 11: Overview of the different ranges of the procurementProcurement decisions become short in the Volkswagen group of the Corporate Sourcing Committee (: CSC) grieved. The decisions of this committee are valid about all marks away.Beside the central procurement ranges of every mark the Volkswagen group seats so-called regional shopping offices (RSO = On the regional level Sourcing of office) to open new procurement markets and to upgrade passing ones. Illustration 12 makes clear the present activities of regional procurement offices worldwide.© Volkswagen, 1446, Konzern-Entwicklungssteuerung21Procurement for production materials: parts and components forthe vehicleGeneral Procurement: resources, production of good and services for theproduction processresources, services and systemsProjectPurchasing & Buying Parts Managementmetalinteri orexteriorElectric al & Electron icsSupplier's guide for product developmentRegional offices (Ros) Lander assignmentCentral Europe Eastern EuropeNorth Africa Turkey IndiaIllustration 12: Regional procurement offices of the Volkswagen group worldwide2.1.2 Division of the procurement processesWith the choice and nomination of group suppliers two different procurement processes play a role. These are:❑ Forward Sourcingfor parts to be produced and newly to be developed. This process is used in general with developmentprojects for new vehicles or aggregates❑ Worldwide Sourcingfor the already existing parts manufactured after drawing which should be procured at the respectivemarket locally. The destination of this process is to create market transparency, to optimise thelogistics costs as well as to improve the quality of standard parts.For new ones as well as for standard parts a worldwide inquiry and assignment strategy occurs.The division of the procurement processes is displayed in illustration 13 figuratively.22© Volkswagen, 1446, Konzern-EntwicklungssteuerungSupplier's guide for product developmentIllustration 13: Division of the procurement processes2.1.3 Component procurement in the product process of developmentIn principle two different process attempts are used in the Volkswagen group with Forward Sourcing and Worldwide Sourcing for the component procurement. The temporal classification of these processes in the product life cycle makes clear illustration 14.Illustration 14: Differentiation between Forward Sourcing and Worldwide Sourcing processThe Forward Sourcing process is used with new projects and is linked up to the market launch (ME) with the so-calledpurchase part management process. This process being based on the gate principle makes sure that suppliers are able with manufacturing beginning (SOP = start of Production) to deliver the concerning extents in the respective number of pieces or quality what reduces the project risk again.© Volkswagen, 1446, Konzern-Entwicklungssteuerung23For new parts in existing models in new modelsFor existing share in existing models in new models (carry-over parts)Supplier of highperformance of unit and subsequent production ResponsibilitySupplier with lessdevelopment content as reproducer and / or second applicant for partial volume.before commercial launch After commercial launchForward Sourcing (new parts)Purchased PartsManagement- Forward SourcingGlobal Sourcing (existing components) Purchased PartsManagement-Global Sourcingsupplier information and offersupplier SelectionOf the Worldwide Sourcing process, however, is used only after the market launch of a product and isaccompanied by a suitable purchase part management process with different gates. You find closer information to the purchase part management process for Forward Sourcing and Worldwide Sourcing in chapter 2.5 "Purchase part management".Forward Sourcing processThe procurement process for suppliers in development projects encloses basically three phases displayed in illustration 15.Illustration 15: Phases of the Forward Sourcing of processPhase 1 - Supplier Self-Disclosure and offerThe Volkswagen group determines potential suppliers on the basis of themSupplier Self-Disclosure (LSA). The Volkswagen group transmits to the supplier the inquiry documents (also inquiry package called) on basis more technically, more financially, organizational as well as qualitative demands. The supplier edits these documents and as a result transmits his offer to theVolkswagen group. The suppliers who have received an inquiry must fancy in this phase, besides, with the suitable development department. Besides, the presentation should contain information todeveloping competence and available technologies. The template of pattern parts has turned out in this connection as especially helpful. The contact data of the concerning development department can be taken from the inquiry documents.24 © Volkswagen, 1446, Konzern-EntwicklungssteuerungSupplier Profile and offerSupplier selectionapproval process for Forward Sourcing -suppliers list-Registration on Group Business Platform-Supplier Self-Disclosure -preselection for inquiry -Request to supplier -range of Volkswagen-Presentation of the technical concept in the technical development-TE-Audit-process Audit -Suppliers decision -notification about nomination-kick-off event -SET-work-Purchase Parts Management-Component clearancesproduction releaseSupplier nominated and the beginning of the development process as a first supplierHit Supplier ScreeningTip: With the establishment of contact with the range of Development the supplier should take care with the respective development department proactively of the exhibition of a suitable secrecy arrangement.The arrangement itself is edited about the department of Te of service / office (departmental abbreviation / G).Phase 2 - supplier's choiceThe results of the supplier's judgment with which the abilities (Te and process audit) and capacities of a supplier are determined flow in onto the decision of the group to the nomination of component suppliers. At the end of the ability judgment the supplier receives the classification A, B or C and for a nomination atleast the classification B is necessary. Suppliers with the classification B are obliged to put up anoperation plan with improvement measures. After successful qualification a renewed audit is carried out.An overview about the contents of both audits gives illustration 16.Illustration 16: Overview about the contents of the Te and process audit in the supplier's choiceThe final procurement decisions of the Volkswagen group are based on the one hand on the entries of all partners and, on the other hand, on strategically considerations as well as on the competitiveness of the submitted offers. On this occasion, is to be mentioned that all procurement decisions are madeunanimously.Phase 3 - release process for Forward SourcingIn this phase the Volkswagen group monitors the capacity of the supplier within the respective project.For main components the process of the purchase part management is applied. Besides, are seated to so-called gates - measuring dots for the capacity classification of the supplier - and releases specific for component are monitored. The single gates are closely connected with vehicle landmarks. Developing releases can be thereby traced and it can be guaranteed, that the pattern parts for the respective one© Volkswagen, 1446, Konzern-Entwicklungssteuerung25Landmark are delivered. The purchase part management process becomes short from so-called purchase part management-teams (: KTM teams) monitored and controlled. These consist of representatives of different function ranges and are responsible for the following dots:❑ Realization of regular project talks ❑ Sequential monitoring of the supplier.Global Sourcing processThe procurement process for suppliers within the scope of the Worldwide Sourcing corresponds Extensively to that of the Forward Sourcing:Illustration 17: Phases of the Global Sourcing processPhase 1 - Supplier Self-Disclosure and offerPhase 1 corresponds to that of the Forward Sourcing process. Phase 2 - supplier's choiceThe second phase also corresponds to that of the Forward Sourcing process, howeverif begins after the nomination a process in whose course the supplier industrializes the component for manufacturing and develops as a second developer on the basis of available function and construction space default.26 © Volkswagen, 1446, Konzern-EntwicklungssteuerungSupplier Self-Disclosure and offerSupplier selection Purchased Parts Management Global Sourcing-Registration on Group Business Platform-Supplier Self-Disclosure -Preselection for inquiry -Request to supplier -Range of Volkswagen -Presentation of the technical concept in the technical development-TE-audit-process Audit -suppliers decision -Notification about nomination-kick-off event-Commitmentconversation-Purchased Parts Management -component clearances Hit Supplier ScreeningSupplier nominated and thebeginning of the industrialization process as a second supplierproduction releaseSupplier's guide for product developmentPhase 3 - release process for Global-SourcingThis phase resembles the purchase part management for the Forward Sourcing process.Nevertheless, differences arise with the definitions of the single gates as well as with the kind of the goods to be delivered or results of working (e.g., pattern and prototype). With projects within the scope of the Worldwide Sourcing of process gates Reviews - the final evaluations are attached by reaching of a gate - not to vehicle landmarks, but in between the supplier and the KTM team of agreed appointments.2.1.4 Group business platform and registration processThe Volkswagen group uses the group to business platform to communicate in every phase of a vehicle project with his suppliers. Started with the registration process about the offer delivery up to the pursuit of landmarks and pattern states - the group business platform forms the central turntable for the communication with all organisations of the Volkswagen group with her integrated applications.Illustration 18: Group business platform of the Volkswagen groupTip: On the group business platform there are for every range (e.g., procurement, quality assurance, development) special applications for suppliers. One or several should the applications called in this guide not be available to you, you must let this only about the B2B activate team.© Volkswagen, 1446, Konzern-Entwicklungssteuerung27SuppliersVolkswagen GroupGroup Business PlatformWorldwideinformation and communication hubB2B portalSupplier's guide for product developmentYou reach the B2B team at the following address:b2bteam@the contact data of the B2B of team you find in the range "Help" of herGroup business platform. Illustration 19 shows the range "Help" on the platform and offers an example of integrated applications.Illustration 19: Integrated applications to the group business platformRegistration processHow already in chapter 2.1.3 "Component procurement in the product process of development"described, new suppliers must go through a registration process in the first phase of the procurement process. The first part of the registration on the group business platform forms the so-called Supplier Self-Disclosure which become by choice of the button "Partner!" it is launched. The data transmitted within the scope of the Supplier Self-Disclosure are checked in the second step by the B2B team on correctness. If the data are correct, the B2B switches team the suppliers for the third and last step of the registration process freely. To conclude the registration, now the supplier must enter additional information on the supplier's data bank of the Volkswagen group. Finally the B2B user agreement must be accepted and be set up a Company administrator on the platform. The whole registration process is summarized into illustration 20.28© Volkswagen, 1446, Konzern-EntwicklungssteuerungB2B portalSupplier's guide for product developmentIllustration 20: Registration process for the group business platform (abstract)© Volkswagen, 1446, Konzern-Entwicklungssteuerung29Part 1: Become a partnerPart 2: Data ReviewPart 3: additional informationvisit:and click on the link "Become a Partner""Partners will" click on the link "Start Supplier Questionnaire" and they fill up the formData receive Confirmation and assignment of a registration numberReview of supplier self-assessment by the SITCreating the user record, the initial password registrar obtaining a user ID and for Initial registration in the protected area of the B2Bsupplier platformElectronic confirmation of the B2B User AgreementCreating a user profile for the Company Administratorin UMSCompany information incl. DUNS numberRegistration Numbertest successfulThe B2B AGREEMENT must Moreover, within 6 weeks in the original signed will be sent toVolkswagen.B2B portalSupplier's guide for product developmentYou find closer information to the registration process on the login page the group business platform:→Do you select "partner become"→"The registration process " and afterwards "Supplier Self-Disclosure start". On the left screen page a description of the registration process is available in the PDF format to the download.2.1.5 Supplier Self-DisclosureAs already in chapter 2.1.3 "Component procurement in the product process of development" described, new suppliers must go through a so-called Supplier Self-Disclosure in the first phase of the procurement process. The forms necessary for it - in Volkswagen also LSA forms called - are made available by the buyer responsible for component. The satisfactory form offers to Volkswagen the first overview about the product portfolio of the supplier, available technologies, present customers (e.g., animal one, animal two), the organizational structure (e.g., technical arrangements, joint-ventures) as well as about capacities and the respective capacity spectrum (e.g., quality assurance, development).Illustration 21: LSA formTip: The LSA form is to be filled very completely. Only so is made sure that inquiries are sent by the procurement to possible suppliers.Supplier's guide for product development2.1.6 Information specific for development in the inquiry packageThe destination of the first phase of the procurement process (supplier's information / offer) is to be decided it whether a supplier comes to the narrower choice. The offer delivery on the part of the supplier occurs online about the application "Online Requests (ESL)" (ESL: Electronic Supplier link) on the group business platform. Click on the following icon to access this application:Illustration 22: The application "Online-Anfragen (ESL)" to the group business platformOffers are specific for project and specific for component. The supplier must guarantee that all aspects find consideration concerning the used technology, the production procedure and the load notebook standards on offer. The procurement of the Volkswagen group can make sure by the fact that all offers are comparable. However, the supplier can make sure with the fact that no important and information possibly relevant for price is absent to the respective component.Illustration 23 shows the inquiry overview with the different inquiry kinds in the application "ESL".List of sent requestsIllustration 23: Inquiry overview in ESLInquiry kind Every component is requested separately. These inquiries (also RFQ or Request for Quotation) are also specific for vehicle and are divided into Global Sourcing inquiries and Forward Sourcing inquiries. You find closer information to both procurement processes in chapter 2.1.2 "Division of the procurement processes". In the inquiry list both inquiry kinds can be distinguished with the help of the abbreviations fa for Forward Sourcing and G for Global Sourcing.Contacts for every part are fixed by different ranges involved in the respective development project of Contact. These are also performed in every inquiry and are to be consulted with questions to the inquiry documents.Contents relevant for development of the inquiry package The inquiry packages relevant for development (compressed in the ZIP format) are marked in illustration 24 and must be considered in the offer delivered by the suppliers.3.Offer SpecificDocuments1. Volkswagen brand2. Volkswagen GroupSpecific inquiry ContactIllustration 24: Contact information of a selected inquiry package and contents relevant for developmentOf inquiry package1) Looks at documents specific for offer from the position of the product development, this package containsall essential, information on offer to be considered to the component requested in each case.The typical contents of such a package are performed in the following:❑ Component-load notebook (briefly: BT-LAH or LH) with closer information to himto respective developing standards (e.g., marginal conditions concerning the component or project,used technology, test standards and project management directives)Illustration 25: Component-load notebook❑ Reference drawingIllustration 26: Reference drawing as a basis for the offer❑ Draught responsibility arrangement (KV rate)Purpose of the so-called draught responsibility rate (briefly: KV rate) it is to fix the responsibilites of theparties by the development of components, modules and systems already early obligingly. With theKV rate it concerns a value specific for component which is agreed on basis of the draughtresponsibility arrangement by agreement. Further information about this subject is demonstrated inchapter 2.1.10 "Bases to the draught responsibility arrangement".2) Mark of Volkswagen The second package encloses demands specific for mark and objectives which must be considered on offer:❑ Procurement: Shopping conditions on the procurement of production material❑ Quality: Agreed high-class ability destination.3) Volkswagen group - research & developmentThe first and package to be downloaded by the suppliers on offer to be considered contains information to the following subjects relevant for product development:❑ Volkswagen group norm VW99000 "general demands toCapacity performance within the scope of the component development" see also chapter 2.1.9"juridical arrangements and their influence on technical drawings", chapters 2.2 "of The ProductDevelopment Process of the Volkswagen group" as well as chapters 2.3 "Approval processeswithin the Product Development Process "❑Supplier's manual for prototypesSee also chapter 2.7 "Prototype drawee processes and demands"❑Supplier's guide for product development (this document)❑Manufacturer's password for vehicle parts❑Template part curriculum vitae.2.1.7 Norm data bank of the Volkswagen groupDemands for e.g. components, (Raw) materials, testing methods as well as to the supply of data and components are described in the Volkswagen group with the help of internal norms.To this it is refered in technical drawings as well as in the component-load basting contained in the inquiry package. Illustration 27 shows such a reference.Illustration 27: Reference to covalid norms on technical drawingsIt must be guaranteed by all developing suppliers, that to the project themto in each case actual versions of the norms to be applied are available. This isSupplier's guide for product developmentin particular during the nomination process of meaning, because only is so guaranteed that the offer encloses all demands for components and check.The in each case actual versions of the suitable norms can be downloaded into several languages directly by the group business platform.The application necessary for it called "online norm texts" the group business platform is available to you in the range "information" under the menu dot "Tools". By clicking the following icon you reach directly to the application:In the application "online norm texts (ONNO)" can be seen following norm kinds and be downloaded: ❑Volkswagen group factory Standard – VW❑Technical condition of delivery – TL❑Test instruction – PV❑Technical guideline documentation – TLD❑Construction directive – KR❑High-class specification – QP❑Norm part drawings - N / SDL.The action with the search for norms in the application "online norm texts" is displayed in illustration 30. Norms and directives are published into different languages which are indicated by the suitable land flags. Check after appearance of the hit list which is the in each case actual version of the document.Besides, the application "online norm texts" offers the button Extents about which itself a list of norms specific for project gets which can be downloaded then at regular intervals equem.Tip: Should the application "online norm texts" on the group business platform not be indicated, get in contact please with the B2B team to apply for access. You find the contact data of the SIT in chapter 2.1.4 "Group business platform and registration process".Supplier's guide for product development Illustration 28: Application "online norm texts" on the group business platformSupplier's guide for product development2.1.8 Norm parts and repeated hasteWith all new projects norm haste and repeated haste are to be used mainly from the Volkswagen group norm VW60000 "variation reduction of connection elements". If the part spectrum is not described yet, the parts are short exclusively from the norm part administration system (: To use NVS) of the Volkswagen group. In the norm part administration system information is administered to norm parts, half witnesses and fuels.In addition, are also offered repeated haste of the group. All hyperkV-users also have in the partner company net the access privileges for the NVS (HyperKVS: see chapter 2.9.5 "surgical data interchange").With parts with limited release consultation with the department representatives of the principal (see contacts in the national carriage group norm VW60000) is necessary. The demands of the Volkswagen group norm VW60457 are valid "mechanical connection elements for mechanical connection elements; Requirement profile thread parts".Tip: A localisation of norm - or Repeat parts is to be tuned, in any case, with the release places of the Volkswagen group.2.1.9 Juridical arrangements and their influence on technical drawingsAmong the rest, the Volkswagen group norm VW99000 "general demands to the capacity performance within the scope of the component development" contains demands of juridical kind. With acceptance of this group norm the supplier (or contractor) accepts the juridical arrangement described in it.On this occasion, chapter 2.5 "juridical arrangements" of the Volkswagen group norm VW99000 is to be followed especially. Demands for the data to be provided by the suppliers (e.g., technical drawings) arise from this chapter again. From suppliers submitted offers must enclose the supply of data which may be used by the Volkswagen group in unlimited measure.The suppliers are informed during the procurement process of the responsible buyer about this demand. With nomination these circumstances are held on in a written arrangement. In this connection is to be pointed out to chapter 2.5.5.3 Copyrights of the Volkswagen group norm VW99000.Tip: To avoid civil disputs after the nomination, the Volkswagen group norms VW99000 are "general demands to the capacity performance within the scope of the component development "und VW01058" drawings; to work through inscriptions" from the supplier carefully and completely.38© Volkswagen, 1446, Konzern-EntwicklungssteuerungB2B portalSupplier's guide for product development2.1.10 Bases to the draught responsibility arrangementThe draught responsibility arrangement (briefly: KVV) divides itself into the end of a principle arrangement KVV and into the individual portion of the supplier in the technical draught of a component. The acknowledgement of the KVV by the supplier is a requirement for the assignment of a new part.The portion of the supplier in the technical draught is expressed about the KV rate and is directed after the developing depth requested by the suppliers. Inclusively is valid: the less constructive default by the Volkswagen group, the higher is the KVV portion. The definition of the KV rate by the designer responsible for component takes place in the early draught phase of a new part development and is a component of the inquiry documents (see chapter 2.1.6 "information specific for development in the inquiry package").Following classifications of the KV rates are valid it:❑ series suppliers (low developing depth):KV rate 10%❑ Standard developer ("middle" developing depth):KV rate 30 - 70%❑Draught developer (high developing depth):KV rate 90%As mentioned above the arrangements with KVV are valid for all new parts, are excluded here: ❑ Raw parts❑ Norm parts❑ Company means❑ Process materialYou find further information about the subject draught responsibility arrangement in the range "information" of the business division "Quality assurance" on the group business platform under following link:© Volkswagen, 1446, Konzern-Entwicklungssteuerung39B2B portalSupplier's guide for product development2.1.11 LION - supplier's part information onlineWith LION (supplier's part information online) it concerns an online application. Their main focus lies on the communication between supplier and the Volkswagen group during the preseries phase and initial phase. LION enables to suppliers to retrieve data specific for component from data banks of the Volkswagen group and to update these data independently.LION offers:❑ Actual, clear and standardised exchange of information betweento the Volkswagen group and his suppliers❑ Less redundant inquiries and with it a lowering of the costs forCommunication and coordination❑ Reduction of the treatment expenditure, by manual data inputthere originates and thereby less input error.LION encloses different modules which are used as a function of the project progress. Duties are assigned for each of the part numbers for which he was nominated automatically to the supplier. Such duties are, e.g.: ❑ Listing of pattern appointments and supplier's contact data(LION module "part appointments" and "contact data")❑ Documentation of the part generation and the part curriculum vitae(LION module "part generation state care")❑ Documentation of Reviews and tool appointment pursuit betweenSuppliers and organisations of the Volkswagen group (LION module "CoRe" - Commitment Reviews) The application "LION" is available after occurred registration by the B2B support on the group business platform and can be called by choice of the following icon:Illustration 29 shows how you can access LION.。

广告是否会影响你购买产品的决定英语作文Title: Does Advertising Influence Your Purchasing Decision?In today's society, advertising plays a significant role in influencing consumer purchasing decisions. Companies spend millions of dollars on advertising campaigns to persuade consumers to buy their products or services. However, the question remains, does advertising really impact our buying behavior?There is no denying the fact that advertising has a powerful influence on consumers. Through various mediums such as television, radio, print, and social media, companies are able to reach a wide audience and promote their products or services. These advertisements often create a desire or need in consumers to own a certain product, leading them to make a purchasing decision based on the information provided in the ad.One way in which advertising influences consumer behavior is through brand awareness. When consumers are repeatedly exposed to a particular brand or product through advertisements, they are more likely to remember the brand when making a purchasing decision. For example, if a consumer sees a commercial for a certain brand of soda multiple times,they are more likely to choose that brand when they are at the store deciding which soda to buy.Another way in which advertising influences consumer behavior is through emotional appeal. Many advertisements use emotional appeals such as humor, fear, or nostalgia to evoke a certain feeling in consumers. These emotions can lead consumers to buy a product based on how it makes them feel rather than on the product's features or benefits.In addition, advertising can also create a sense of urgency in consumers to buy a product. Limited-time offers, exclusive deals, and flash sales are all tactics used by advertisers to encourage consumers to make a quick decision to purchase a product before it's too late. This sense of urgency can lead consumers to act impulsively and buy a product without fully considering if they need it or not.However, it's important to note that advertising is not the sole factor that influences consumer purchasing decisions. Other factors such as personal preferences, recommendations from friends and family, price, quality, and brand reputation also play a role in determining what products consumers choose to buy.In conclusion, advertising does have a significant impact on consumer purchasing decisions. By creating brand awareness,using emotional appeals, and creating a sense of urgency, advertisers are able to influence consumers to buy their products. However, it's important for consumers to be aware of these tactics and to make informed decisions when making a purchase. By considering all factors, consumers can make choices that align with their needs and preferences rather than being solely influenced by advertising.。

产品促销英语作文Title: Effective Strategies for Product Promotion。

In today's competitive market, effective product promotion plays a crucial role in driving sales and enhancing brand awareness. In this essay, we will explore various strategies for promoting products successfully.First and foremost, one of the most effective ways to promote a product is through digital marketing channels. With the increasing use of the internet and social media platforms, digital marketing offers a wide reach and precise targeting options. Utilizing social media advertising, search engine optimization (SEO), and email marketing can help businesses reach their target audience efficiently.Secondly, organizing promotional events can also create buzz and generate interest in the product. These events can range from product launches and demonstrations to contestsand giveaways. By providing an interactive and engaging experience, businesses can attract potential customers and encourage them to try out the product.Moreover, collaborating with influencers and brand ambassadors can significantly amplify the reach of product promotion efforts. Influencers have a loyal following and credibility among their audience, making them valuable partners for promoting products. By leveraging their influence, businesses can reach a larger audience and build trust with potential customers.Furthermore, offering discounts, coupons, and special promotions can incentivize customers to make a purchase. Limited-time offers and exclusive deals create a sense of urgency, prompting customers to take action quickly. By strategically pricing the product and offering attractive discounts, businesses can stimulate sales and increase revenue.Additionally, leveraging customer reviews and testimonials can enhance the credibility of the product andinfluence purchasing decisions. Positive reviews from satisfied customers serve as social proof and reassure potential buyers about the quality and value of the product. Encouraging satisfied customers to share their experiences through reviews and testimonials can help build trust and credibility for the brand.Furthermore, creating compelling and visually appealing product content is essential for capturing the attention of potential customers. High-quality images, videos, and product descriptions can showcase the features and benefits of the product effectively. By investing in professional photography and content creation, businesses can make their products stand out in a crowded market.In conclusion, effective product promotion requires a strategic approach that leverages various marketingchannels and tactics. By embracing digital marketing, organizing promotional events, collaborating with influencers, offering discounts, leveraging customer reviews, and creating compelling product content, businesses can successfully promote their products anddrive sales. Implementing these strategies thoughtfully and consistently can help businesses achieve their marketing objectives and stay ahead of the competition.。

English-Chinese Glossary of Terms Commonly Used Within The Coca-Cola System 可口可乐系统专用词汇AAcceptabilityAccountAccount CardAccount Data Base Account ProfilesAccount Qualification Account DepotAccounts Payable-Trade Accounts Receivable AccrualsAccrued Expense Accumulation Table AcidificationActivated Carbon Purification Activity UpdateAdhesive TapeAdvance SellAdvertising & Promotion AffordabilityAge Sensitive BeverageAge StandardAgitatorAir CompressorAir ConditioningAir ContentAlcohol DrinkAlkalinityAlkalinity ReductionAllied ProductsAluminium Can, 2-piece Can Aluminium Closure/Cap Aluminium Roll-On Closure Amusement ParkAnnual Business Plan Appearance 乐得买客户客户卡客户数据库客户分布情况客户确认会计处应付账款应收账款预提预提费用缓冲台酸化活性炭净化活动汇报胶带预售广告及促销（推广）买得起敏感货龄期饮料货龄标准搅拌器空压机空调空气含量含酒精饮料碱度降低碱度公司其他品牌的产品铝罐，易拉罐，两片罐铝质防盗盖铝质辊压密封瓶盖，铝质防盗盖游乐园年度业务计划外观Approved Advertising Material Supplier Approved SupplierArt WorkArticles Produced On LineAsbestos-Free Filter Media Aspartame-Containing Beverage AssessAssetAssets AcquisitionAssets and LiabilitiesAssign(share,assets,capital,etc.) AssignmentAt WorkAttributesAuditAudit FindingAuditorAuthorizationAuthorized Representative Authorized SupplierAuthorized Testing Procedures Auxiliary EquipmentAuxiliary MaterialsAvailabilityAvailableAwningsAxial Strength 认可的广告物品供应商认可的供应商画稿（生产线）制成品不含石棉的过滤介质含阿斯巴甜的饮料（非糖，低热量）评估资产资产购置资产与负债分配（股权，资产及资金等的）转让企事业特性审核，调查，检查，审计审核结论审核人员，审计人员授权授权代表授权的供应商授权的试验程序辅助设备辅助材料买得到可获得的遮阳蓬轴向承压力BBackwash Sand FilterBackwashBag SugarBags-in-boxBalance SheetBannerBAP(Bottler Annual Plan)BaseBASISBenchmarkBeverageBeverage BaseBeverage Lot Identification Beverage PlantBeverage Plant ToursBeverage Quality Manual Beverage SectionBoard Of DirectorsBOD5(Biological Oxygen Demand) Body &END MaterialBoilerBottle ConveyorBottle WasherBottle Washer InfeedBottle Washer OutfeedBottled BeverageBottlerBottling PartnerBowling Alley(Centre)BrandBrand AwarenessBrand LoyaltyBrand OrderBrand PositioningBrand PresenceBreach of the ContractBreakageBreakeven V olumeBrixBuckling PressureBudgetBudgeted Sales 反洗砂滤器反冲洗袋糖，袋装糖箱中袋，复合袋（糖浆）包装资产负债表横幅装瓶厂年度计划主剂饮料高级标准信息系统基准饮料饮料主剂饮料批号标识饮料厂饮料厂厂房参观饮料质量手册饮料区，饮料部董事会生化需氧量罐身和罐盖材料锅炉瓶传送带洗瓶机洗瓶机进口洗瓶机出口瓶装饮料装瓶厂，灌装厂装瓶合作者，灌装伙伴保龄球球道（保龄球场）品牌品牌认知度品牌忠诚度品牌顺序品牌定位品牌出现率违反合同破损率损益平衡销量白利糖度罐底耐压预算预算销售Bulk Purchase Bulk Tank Bunting Business Location 批量购置槽罐挂旗业务场所CCalibrationCanCan LidCan WarmerCanned BeverageCannerCapitalCapital StockCapperCapping MachineCarbo-CoolerCarbon and Foreign Matter Carbon DioxideCarbon Purifier Carbonated Soft Drink (CSD) CarbonatorCarbonationCartonCase (Plastic Case)Case PackerCase WasherCashCash AuditCash BalanceCash EquivalentCash FlowCash Flow StatementCash in TransitCash on DeliveryCash on HandCash OperatingCash Reckon ClerkCasingCaustic Concentration/Strength Caustic SodaCaustic Soda TankCaustic SolutionCease &Desist Letter Census FormatCensus TeamCentering CupCertificate of Analysis 校正，调校罐装产品罐盖暖罐机罐装饮料装罐厂资本股本封盖机封盖机碳酸化冷却缸碳粒和异物二氧化碳碳净化器碳酸饮料碳酸化器碳酸化纸箱塑料箱，周转箱装箱机洗箱机现金现金审计现金余额现金等价物现金流现金流量表在途现金货到付款留有现金现金运转现金核对员装箱，外壳苛性碱浓度苛性碱碱槽苛性碱液警告信客户调查表调查组定中杯分析证明书CertificationCertified Supplier Chlorofluorocarbons (CFC) ChainChairmanChannelChannel MarketingChannel PlanChannel PrioritiesChannel, Sales ChannelCheck InCheck OutChina National AIC (Administrations for Industries &Commerce) Chlorinated WaterCisternClear WellClarityClassification of GoodsClean-in-Place (CIP)CleaningCleaning and Sanitizing Procedure Clock InClock OutCloggingCO2 PurificationCoagulationCoca-Cola“Coca-Cola” TrademarkCoca-Cola Trademark Cups CoconutCOD (Chemical Oxygen Demand) CoderCodesCoding and Labeling of Products Coke Contour Bottle (PET) Coke LightCold DrinkCold PlateCold StorageColiformCollateral DepositCollection BinCombo Meal 认证认证的供应商氯氟碳化物联销店主席、董事长渠道渠道市场推广渠道计划主渠道销售渠道入库出库中国国家工商管理局氯水蓄水箱清水池清晰度商品分类定位清洗（消毒）清洗清洗和消毒程序报到下班阻塞二氧化碳净化凝聚可口可乐“可口可乐”商标“可口可乐”杯椰子化学需氧量打码机法规，编码产品的日期编码可口可乐弧形瓶（塑料瓶）健怡可乐冷饮冷板冷藏库大肠杆菌抵押金垃圾箱套餐CommitmentComplaintsConcentrateCondensateCondenserConformityConsignment Follow-up Consolidated Bottling Operation Constant Pursuit of Excellence ConsumerConsumer Information Center Consumer PromotionConsumer Response Program Consumer SatisfactionConsumer Service System (CSS) ContainerContaminationContingencyContra AccountContract EmployeeConvenience Store (CVS) Conventional Route SalesConverter FacilityConveyorCoolerCo-operative SignCo-packerCopyCorporate Marketing Service Department Corrective ActionCorrective MaintenanceCorrugated Carton BoxCorrugationsCost ControlCost EffectivenessCost of Glass Sale (GCS/COGS)Cost of Goods SoldCost of Purchase (COP)CounterCounter Top SignCrateCreate StrategyCredit Sales/PurchaseCrimping Diameter (for crown) 承付投诉浓缩液冷凝水凝结器/电容合格托销品跟进合资装瓶业务不断追求卓越消费者消费者咨询中心消费者促销客户投诉程序顾客满意（度）消费者服务系统容器，包装物污染应变费用抵消账户合同员工便利店传统路线销售转化设备输送带冰柜合作广告牌协议生产厂副本/文稿可口可乐公司总部市场服务部纠正措施，纠正行动纠正维修瓦楞纸箱瓦楞波纹成本控制成本效果玻璃瓶销售成本产品销售成本购买成本计数器柜台上的售点广告周转箱制定策略赊销/售压盖后直径Crisis ManagementCrisis Management Program Crisis Management Team CriteriaCross-Functional Involvement CrownCrown ChuteCrown Hopper Loader CulletsCurrent AssetCurrent LiabilityCustomerCustomer Service 危机管理危机管理程序危机管理小组准则多部门参与皇冠盖瓶盖滑槽瓶盖送料斗破（碎）玻璃流动资产流动债务顾客，客户客户服务DDanglerData BankData EntryData CodeData CodingDays on Hand (Inventory)Days Sales CoverageDeaeratorDecorationDedicated RouteDeduction from RevenueDefault FeeDelivery SlipDelivery SystemDelivery Time WindowDelivery TruckDemand ChainDemographicsDepalletizingDepartment StoreDependabilityDepositDepotDepreciationDescription of Expenditure/Disposal DetergentDevelop PolicyDiet CokeDifferentiationDiffuserDimensionsDirect Store Delivery (DSD) Direct DeliveryDirect DistributionDirect Rout Supervisor DisbursementDiscountDiscount &AllowanceDiscount PriceDispatcherDispatchingDispatching System 吊牌数据库资料登录日起编码日期编码手头日数（库存）可销售日数脱气机布置专有路线收入扣减违约金送货单供应系统送货时间展示表送货车需求链消费者人身资料卸盘百货商场可信性定金，押金仓库，配送中心（不一定含营业所性质）折旧开支项目及报废摘要洗涤剂，清洗剂设计政策健怡可乐（非糖，低热量型）区别，鉴别雾化器尺寸直接向商店送货直接送货直接配销直销线路主任报账折扣/优惠折扣及补贴折扣价格调度员装运分配调度系统DispenseDispenserDispensing Equipment Dispensing ValveDisplayDisplay EquipmentDisplay SignsDisposalDispositionDistributionDistribution CentreDistribution ChainDistribution Network DistributorDividend PaidDME (Direct Marketing Expenses) Document Holder DocumentationDome ReversalDominanceDonationDosing PumpDouble Door CoolerDouble Seam 配制现调机现调设备现调机阀陈列陈列设备陈列标志报废处置，处理配销配送中心分销链分销网分销商汇出红利市场推广费文件持有者文档/纪录罐底部凸出主导地位捐赠供料泵（定量）双门冷柜双重卷封End TypeEnjoymentEnvironmental Assurance Department EquipmentEquipment FillingEquity InterestEquity InvestmentEvaluation StrategyEvaluation Criteria7-ElevenException ReportingExchange RateExclusivityExecutiveExecutive CopyEx-factoryExisting AccountExpediterExpiration 盖型怡神环境保证部设备设备产品摆放（冰冻）公平权益资产投资策略评估评价准则便利店特殊情况报表汇率专销/专卖主任生效本出厂现有客户加紧完成计划费用期满，保质期FantaFanta OrangeFast Food or QSRFIFO (First In First Out)File a RegistrationFile an OppositionFill CheckFilling HeightFill Level DetectorFill Level Inspection Machine Filled BottleFillerFiller BowlFilling and CappingFilter AidFilterpressFinal Rinse WaterFinal Syrup/Flavored Syrup Financial ImpactFinancial Leverage Finished BeverageFinished Goods Inventory Finished ProductFixed AssetsFixed BudgetFixed CostFlag LineFlat Bed TruckFlavorFlavor SetFlavor StripFleet CostFlexibilityFloe Potential Test FloeculationFlow RatesForkliftFountain Operation Fountain or Post-mix FranchiseFull Depth CaseFull Service 芬达系列橙型芬达，芬达橙味饮料快餐餐厅先进先出登记提出异议检查注入高度注液高度液面检验机注入液位检查机已灌装瓶注入机注入缸灌注及加盖助滤器板框式压滤机最后冲洗用水后糖浆财务效果财务杠杆作用成品成品仓库最终产品，成品固定资产固定预算固定成本挂旗平板车香料，香精，口味（食用）口味组合口味标签车队费用弹性絮凝试验凝絮流速，流量叉车现调汽水业务（部）现调机特许，授权全深箱全面服务Fulls in Inventory FundsFuture Consumption 成品库存资金非即饮GAP ChartGas V olumeGate (injection molded)Gate AreaGeneral InformationGeneral TradeGeneric BottleGinger AleGlass BottleGlass Door CoolerGlass Door Merchandiser (GDM) Glass NeedsGMP (Good Manufacture Practice) Granulated SugarGrapeGrocery StoreGross MarginGross ProfitGross RevenueGuava 差距图二氧化碳气体积含量门（注塑成型）注塑门区一般信息一般客户通用瓶子干姜水玻璃瓶玻璃门冰柜玻璃门冷柜，立式冰柜玻璃瓶需求量良好的厂房管理，良好生产操作/规范砂糖葡萄食杂店毛利，毛利率毛利营业收入总额番石榴Hand CartHand TruckHandlingHanging MobileHaulbackHeaven &EarthHelperHigh Fructose Concentrated Syrup(HFCS) High Fructose Starch Derived SyrupHit RateHolderHookHot Melt GlueHot SanitationHouse Lease AgreementHouse Purchase AgreementHousing Provident Fund HousekeepingHurdle RateHypermarket 四轮手推车二轮手推车处理，搬运吊牌回库天与地（果汁系列）助理工高浓度果糖浆高果糖淀粉糖浆客户拜访成功率持有者，股东钩子热熔胶热消毒房屋租赁合同房屋销售合同住房公积金厂房卫生，理货最低期望收益率，最低回报率特大型超级市场Ice ChestIcemakerIdentificationInactive AccountIncome StatementIncome TaxIncremental RevenueIndicatorIndirect DistributionIndividual DocumentIndoor AdvertisingInflationInfrastructureInfringementIngredientsInoutlet Execution StandardsInoutlet MarketingInsect Electrocution Devices Insulating MaterialIntegrated RouteInterestInterest ExpenseIntermediaryInternal Rate of Return (IRR) International Business Sector International Organization For Standardization InventoryInvoicingIron Content 保温桶（箱）制冰机标志，区分，辨识不活跃客户损益表所得税增量营业收入指标间接配销分列文件户内广告通货膨胀基础结构侵犯（版权），侵害（专利权）成份/配料售点服务标准售点推广电子驱虫器绝热材料综合路线（包括玻璃瓶及一次性包装）利息利息费用中间商内部回报率国际经营部国际标准化组织（ISO）存货，库存发票编印含铁量Joint-Venture: Equity Joint VentureCooperative Joint Venture JuiceJuice Containing BeverageJuice DrinksJust in Time (JIT) 合资企业：合资经营企业合作经营企业果汁含果汁饮料果汁饮料及时Key AccountKey Account PlanKey DriverKey IndicatorsKey Performance Indicator (KPI) Key Results AreaKey TaskKickoffKiosksKrestKSF（Kang Shifu）重点客户重点客户计划关键推动因素关键指标关键业绩指标关键成绩主要任务开始运作，启动销售亭皇廷（调酒系列）康师傅（竞争品牌之一）LabelLead TimeLeakageLeaseLease Term (period of tenancy) Legal RepresentativeLeisureLemon-Lime Drinks LemonadeLesseeLessorLetter of ConformanceLevel IndicatorLight BoxLining CompoundLivelyLoad CellLoad Platform/Loading Dock Loan and Notes Payable LocationLogisticsLong-Term DebtLong-Term Investment LubricantLychee 标签交货期渗漏租赁租赁期限法定代表娱乐场所柠檬酸性饮料柠檬水承租方出租方一致性证书，合格证书液位指示灯箱内衬密封胶生动地地磅，称量传感器装卸平台贷款及应付票据场所后勤长期债务长期投资润滑剂荔枝Magnetic SwitchManagementManagement FeeManaging Customer Relationships MangoManifoldManualManufacturing FacilityMarket ConditionMarket DeveloperMarket PresenceMarket SegmentMarket SegmentationMarket ShareMarketingMarketing ManagerMarketing PlanMarkupMaster Control Document Material HandlingMaterial Resource Planning McDonald’sMechanismMega PlantMembershipMenu StandMerchandiseMerchandiserMerchandisingMerchandising Equipment Merchandising Practice Merchandising StandardsMergerMesophilic Bacteria Microbiologically Testings Microbiologically Sensitive Product Micron FilterMilk DrinksMiscellaneous IncomeMissionMixMixing Instruction 电磁开关管理管理费搞好客情关系芒果复式接头/多支接头手册生产线，生产厂家，生产设备市场状况市场拓展人员市场展现率市场细分市场细分化市场占有率市场市场部经理市场推广计划加价率主控文件材料处理材料资源计划麦当劳机制大型生产厂家会员制餐牌座货物，推销，营销理货员生动化生动化设备生动化工作生动化标准合并，兼并嗜温细菌微生物测试对微生物敏感产品精细过滤器奶类饮品杂项收入使命组合配置规程（混比）Mixing TankMixing TimeMoistureMonitorMonitoring Activities Monitoring ControlMouldMouth FeelMultiple Barrier Water Treatment Multiple Service Frequency Multi-use Poster 混合容器/液容器搅拌时间湿气监察检查活动监控霉菌口感多节水处理多次服务频率多用途海报Net Book Value (NBV)Net IncomeNet Income-Current Year-to-Date Net Present Value (NPV)Net Profit MarginNet RevenueNet Sales IncomeNon Carbonated Beverage (NCB) Non Carbonated Soft DrinkNon-conformance Nonconforming Material Nonconforming Product NonconformityNon-refillable PETNorth America Business sector Notary Office 账面净值净利润当年净利润净现值净利率比净收入净销售收入非碳酸饮料非碳酸饮料不合格不合格材料不合格产品不合格一次性用塑料瓶北美经营部公证处O-RingObjective EvidenceObserved StopsObsolete Trademarked Packaging Material OdourOff-odourOff-premiseOff-tasteOfficial FormulasOn-premiseOn Route Material HandlingOn the Job Training (OJT)Open Date CodingOpenabilityOpening TorqueOperating AssetOperating CapitalOperating DivisionOperating ExpenseOperating IncomeOperating LiabilityOperating ProfitOperationOperational Business Plan (OBP) Operational PlanningOrangeOrganization UnitOriginal (Hard) CopyOther Addition (Deduction)Other PayableOunceOutdoor AdertisingOutletOutlet ChargingOutlet of ProcessOut of Sale (OOS)Out-of-StockOutside Purchases ReturnedOver-the-Counter (OTC)OverageOvercrimpedOverhead 胶圈/“O”型圈客观证据跟随拜访数废止的带商标的包装材料气味异臭非即饮异味正式配方即饮路线材料处理岗位培训最后饮用日期编码开启可靠性开启扭矩营运资产营运资本区域业务公司营运费用营运利润，营运收益营运负债营运利润操作，作业，业务业务经营计划业务计划橙组织机构，生产厂家，组织单元原件其他收入/（支出）其他应收款盎司，纸杯容量户外广告销售点，售卖点客户收费加工点无货销售断货，缺货空瓶退回加工厂柜台销售过期产品压盖过紧（皇冠盖）行政费用Overhead Projector Oz 投影仪安士（即：盎司），纸杯容量P3P（Pervasiveness,Preferred Beverage,Price Relative To Value）PackagePackage FacingPackage MixPackage SetPaid TimePalletPalletizationPalletizerPalletizingPalletsPaper CupPassivationPasteurizationPasteurizerPathogenic BacteriaPaybackPayback PeriodPayment MethodPayment in AdvancePayment in CashPayment in Full/PartPayroll ListPE Paper CupPeoplePerformance MeasurementPerformance TrackingPest or Vermin ControlPETPHPhoto CellPhoto SwitchPhysical CasePhysical DistributionPicking3-piece CanPinchPlanned ArrangementsPlan-o-gramPlant ToursPlastic Crate 3P策略（无处不在，情有独钟，物有所值）包装，包装物包装排面包装组合包装配套支付时间托板、托盘码放货盘装货机，上盘机装盘，堆垛托盘，货盘纸杯钝化巴氏灭菌巴氏消毒致病细菌回报回报期支付方法预付款现金支付全额/部分支付工资单涂塑杯员工业绩衡量业绩跟踪虫鼠管制聚酯塑料（瓶）酸碱值光电元件光电开关自然箱食物配送拣货三片罐（一般指马口铁罐）瓶腰计划协议生动化标准图案厂房参观塑料周转箱PlatformPoint of Purchanse（POP）Point of Sale (POS)POS/POP MaterialsPolishing FilterPosterPost-mixPost-mix DispenserPotable WaterPower FactorPre-coat TankPre-inspectionPre-mixPre-rinsePre-sell SupervisorPre-sellerPreliminary ApprovalPremixPremix BeveragePrepaymentPreservativesPressure GaugesPressure RegulatorPreventive MaintenancePrice-ElasticPricing Menu ItemsPrimary ShelvesPrimary ThrustPrimary Leaker (Canned Product) Prime LocationPrior TerminationProcedureProcessProcess Capability Index Process DevelopmentProcess EquipmentProcess WaterProcessing SystemProduct LiabilityProduct MixProduct RackProduct PotationProduct StackingProduct Support 平台售点售点售点广告精滤器海报现调现调机饮用水功率因素预涂罐预先检查预调预冲洗预售路线主任预售业务代表初步审定预调预调饮料预付款项防腐剂压力表压力调节器预防性维修，定期维修价格弹性价格/价值主要陈列货架主要方向原漏罐（罐装成品）最佳位置提前终止程序工艺过程工艺过程能力指数工作进程工艺设备生产用水加工系统产品责任产品组合货架产品周转产品堆放产品保障，支持Production Date Code Production Line Production Run ProductivityProfitProfit and Loss Statement Profit Before TaxProfit ImpactPromotionProper Application Test(PA T) Proper Image ProportionerProtocolProvisionProximity Switch Psychographic PublicationPublicizePublicly-ListedPulldown TimePumps and Motors Pungent ProductPurityPush-Pull Door Sticker 生产日期编码生产线生产班组生产率利润损益表，资产盈亏平衡表税前利润利润分析，利润冲激促销旋盖密封耐压试验正确的形象混比器草案副食店感应开关消费者心态资料公告/印刷品宣传上市公司预热/预冷时间泵和马达刺激性口味的产品/浓香型产品纯度推拉牌QSR-Quick Service Restaurant Food Qualification ProcessQuality AssuranceQuality Assurance Information System(QASIS) Quality AuditQuality Control ChecklistQuality Control Testing EquipmentQuality DocumentQuality LevelQuality MeasureQuality PlanningQuality ProgramQuality RecordQuality SurveillanceQuality System 快餐餐厅坚定过程质量保证质量保证信息系统质量审核品控检查表质量控制测试设备质量文件质量水平质量量度质量策划质量纲要质量记录质量监督质量体系Rack RoomRacksRaidRaiseRate of ReturnRatioRaw CasesRaw Water SourceRB (Returnable Bottle) Reaction TankReady-to-Consume Receivable Turnover ReceivingRecognizeRecoverable Cost RecreationRecycleRefreshmentRegistered Capital Registered Trademark Regular Price RegulationsReliabilityRemote Carbonator Reserve StockResidence Permit Residual ChlorineResidueResultsRetailRetailerRetained Earning Retained Earnings Statement Retention Samples Retention Time (Precipitator) Retirement Insurance RetortReturn on EquityReturnsReuseRevenueRing Pull 售点仓库货架查处筹措回报率比率自然箱原水源玻璃瓶（可回收）反应缸即饮应收账款周转率收货或入库认知可收回成本娱乐场所循环利用怡神注册资本注册商标正常标价条例，规定可靠性远碳酸化器保留存货居住许可证残氯残留效益，效果零售零售商未分配利润保留盈余表，留存收益表产品留样，保留样品（沉淀缸）保存时间养老保险高温杀菌资本回报退货再用收入拉环Ring RestrictionRinse (with)RinserRinser PressureRinsing WaterRodentRodent Bait BoxRoll-on Pilfer-proof (ROPP) Rolling EstimateRoot CauseROSSRotation StandardRouteRoute BookRoute CardRoute RideRoute SettlementRoute SupervisorRoute TruckRoutine MaintenanceRR (Returnable, Refillable) RTD (Ready-to-drink) Beverage Rules 环路交通管制冲洗冲瓶机，冲罐机喷咀冲瓶的压力冲洗水鼠，蛀虫诱鼠箱铝质防盗箱滚动估算根本原因可口可乐标准财务系统，区域公司标准系统周转标准路线（销售）路线客户手册路线卡路线跟车路线结账路线主任路线车辆日常维护可回收的，可用于重新罐装的即饮饮料规定SSafetySafety ValveSalesSales CenterSales ForceSales ForecastSales InvoiceSales ManagerSales OfficeSales ReportsSales RevenueSales V olumeSales WarehouseSalesman ContestSalinitySampling ProgramSand FilterSand Filter EffluentSanitarySanitationSanitizingSatisfying CustomersScheduled TimeSchematic DrawingScratch CardScreenScrew CapSeam InspectionSeamerSecondary DisplaySecondary Leaker (Canned Product) Secondary ThrustSecuritySedimentSeedingSegmentSelling ToolsSemi-permanentSensitive Areas and Activities Series, SetService CallService Center 安全安全阀销售营业所（一般含仓库）销售队伍销售预测销售发票销售经理营业处（一般不含仓库）销量报告销售收益销售量营业所仓库业务人员奖励盐分抽样程序/赠饮活动砂滤器砂滤水卫生消毒消毒满足客户需求计划时间示意图刮刮卡筛网螺旋盖卷封检查封罐机辅助陈列第二腐蚀（灌装成品）辅助方向保安沉淀铺货（指玻璃瓶包括库存在客户手中的数量）划分销售工具半永久性敏感地区和敏感活动系列服务拜访服务中心ServingSet UpShare-Owner’s EquityShellShelf LabelingShelf LifeShelvesShippingShipping ListShort-Term DebtShort-Term SecuritiesShrink FilmSignageSimple SyrupSituation ReviewSizeSlide ProjectorSnift CamSnift ValueSoakSoda WaterSolutionSortSOT (Stay-on-Tab)SpaceSpace-to-SalesSpecificationSpray NozzleSpriteSprite Proprietary Bottle (PET)SS (Suspended Solids)Staggered SchedulesStandard CrownStandard Operating Procedure (SOP) Standing SignStarting Gauge (for can)State-ownedStatistical Process Control Statistical Process Capability (SPC) StatutesSteel CanStem TimeSterilizationSticker (一次)服务（量）/（一次）饮用（量）调试股东权益塑料箱货架贴纸货龄货架发货，出货，发运装运单短期负债短期证券收缩膜广告牌初糖浆（单糖浆）现状分析容量/尺码幻灯机排气阀凸轮排气阀浸泡苏打水溶液分拣环保盖陈列空间按销量分配陈列空间，销售空间标准，规格，技术指标喷嘴雪碧雪碧流线瓶（塑料瓶）悬浮固体交错程序表标准盖标准操作程序竖牌罐材厚度（易拉罐）国营统计过程控制生产制程能力统计测试法令铁罐（二片或三片罐）干线时间高温杀菌招贴纸/标贴Still TanksStilled BeverageStirrupStockStock Keeping Unit (SKU) Stock RotationStore BannersStore KeeperStrainerStrategic Focus Strategic Planning Strategic Thrust StrategyStrawberryStreet MarketStreet VendorSugar SiloSugar StacksSummary InvoicingSun Umbrella Supermarket SupervisorSupplierSupplySupply Chan SweetenerSyrupSyrup ContentSyrup Outlet LineSyrup PreparationSyrup TankSyrup Throw 沉淀箱无碳酸气饮料升降座存货库存单位库存周转商店横幅仓管员滤网策略重点策略性计划策略方向战略，战术草莓集贸市场路边小摊贩储糖料斗糖垛发票汇总太阳伞超级市场（超市）监督人，主任供应商供给供应链甜味剂糖浆糖浆含量糖浆输出管道糖浆调制糖浆桶（罐）糖浆注入量TTacticsTake on a New Look/Appearance Talofloc TMTamper Evident Package Tamper-evidentTarget AudienceTarget ConsumerTasteTechnical Operation ServiceTel-sellTemporary EmployeeTesting LaboratoryTesting ProcedureTestingsTetra-pakThermal ShockThermally Processed Beverages ThoroughTightness Rating (2-pc can)Time Value of MaoneyTinplateTonic WaterTonnageTotal InvestmentTotal Product Management TraceabilityTrade Accounts Receivable Trade ChannelTrade PromotionTrade Sample Laboratory Trademark Exclusive Right Trademark Infringement Trademark Infringer Trademark Law of the PRC Trademark Presence Trademark Registration Certificate Trademark LogoTraditionalTraditional HotelTraditional RestaurantTraffic RestrictionTrailer 策略改观塔罗絮凝试验防盗保险包装防盗保险目标消费者目标消费者口味技术运作服务部电话预售临时员工测试实验室测试程序测试利乐包热冲击热灌注饮料彻底，详尽紧密度（易拉罐卷边）资金的时间价值马口铁汤力水送货量投资总额总体产品管理可追溯性应收账款贸易渠道市场促销市场样品试验率商标专有权商标侵权商标侵权者中华人民共和国商标法商标展现商标注册证注册商标传统普通酒店普通餐馆交通管制挂车Transaction Transaction Size Transfer, Shift Transferring System Transportation Rebate Transportation Truck Transshipment Trash Compactor TrayTreated Water Treatment Chemicals TrialTrippageTrippage Analysis Truck LoadTruck Load Sheet Turbidity 交易购买量转移运输系统运输折让运输车跨区销售废料堆半纸箱，托盘经处理水水处理用化学品试饮，试车回瓶周期玻璃瓶周转次数分析卡车装卸量装运单浑浊度Ultraviolet Pesticide Lamp Uncaser Undercrimped Unemployment Insurance UNIDGASUnit CaseUnloading UnscramblerUpdateUpdate Meeting Upscale HotelUpscale RestaurantUse OccasionUTC (Under the Cap) 紫外线杀虫灯卸箱（瓶）机压盖不足（皇冠盖）失业保险环球数据集成系统标准箱（8安士，24瓶）卸货理瓶机最新消息汇报会（项目）高级酒店高级餐馆饮用场所促销盖Value Chain Value Pricing ValveVaporizer Variable Cost VehicleVendingVending Equipment Vending Machine VendorVent Tube VerificationVisit FrequencyV olume DriverV olume Rebates 增值链，价值链物有所值定价阀门蒸发器可变成本车辆售卖自动贩卖机自动贩卖机摊贩排气管验证拜访频率推动销售因素销售折让Wall Painting Warehouse Warehouse Supervisor WarmerWasherWashing Wastewater Wastewater Discharge Wastewater Treatment Water BathWater Bath Cooler Water CoolerWater Treatment Water Treatment System Wax Paper CupWeigh BridgeWeight AverageWet Cooler Wholesale Wholesale Partner WholesalerWindow SignWiring DiagramWork AreaWorking Capital Working Permit 墙身广告仓库仓库主任暖瓶（罐）机洗瓶机清洗废水废水排放废水处理水槽水冷柜水冷柜水处理水处理系统蜡杯，涂蜡纸杯计量台加权平均水柜批发批发合作伙伴批发商橱窗广告品配线图工作区营运资本工作许可证Year-to-Date (YTD) YeastYield 当年累计酵母菌收获率。

Consumers' Responses to Sales Promotions ofFast Moving Consumer Goods in NepalBinod Shrestha 1AbstractThis research study examined consumers' perceptions of products they purchased under sales promotion offers, and their effects on repurchase intentions of the same products after the end of the offers. The research began with an exploratory study of marketers' observations of the effectiveness of consumer sales promotion programs, and consumers' opinions regarding the products. The findings of this exploratory research were used to develop hypotheses and survey instrument. A consumer survey was carried out to empirically test the effectiveness of sales promotion offers on three perceptual dimensions viz. quality, price and fun; and the impact of these perceptions on repurchase intentions. The research revealed that consumers perceived that they receive quality and price benefits but not hedonic benefits from the products purchased under product and prize based sales promotion offers. The sales promotion offers neither encour-aged repurchase intentions nor substantial short term brand switching. Offering a gift attached to the product appeared to reward loyal consumers only. These findings have implications for mar-keters' decisions to offer consumer sales promotions.Key WordsConsumers' perception, customers' loyalty, non-price sales promotion offers, repurchase intention1. IntroductionGrowing competition has forced marketing practitioners to constantly evolve and reinvent their practices around the world. Nepal is no longer an exception. One of the popular marketing tactics has been the increasing use of different types of raffles and free schemes aimed at brand building. These practices are consumer sales promotions which consist of a collection of incen-tive tools, mostly short term, designed to stimulate the purchase of particular products or ser-vices by consumers (Blattberg & Nelsin, 1990). This study investigated whether the sales promo-tion programs really contribute to brand building, purchase and repurchase intentions in Nepal. Nepali marketers have different views on the long term effectiveness of these consumer sales promotion programs. Some marketers opine that the programs are effective in generating addi-tional sales and in building brand; and others do not agree with this version. Despite divergent views, most Nepali consumer goods companies including multi-national companies have em-ployed such sales promotion approaches. There has been an explosion of "copy cat" tactics in sales promotion in almost all product categories. Such practices have created an environment of self-imposed margin pressures. The money spent on these promotions especially in case of Fast Moving Consumer Goods (FMCG), is passed on to consumers (Lamsal & Tamang, 2004). How-ever, there is no empirical research exploring the effectiveness of sales promotion in Nepal. This study, which examines the effects of the sales promotion tactics on consumers' perceptions and repurchase intentions, is therefore potentially important for effective marketing decision making. Research in other countries indicates that sales promotions induce trial purchases but they nei-ther turn new customers into loyal users nor convince loyal customers to abandon their preferred 1 Dr. Binod Shrestha, Associate Professor, Marketing, Kathmandu University School of Management (KUSOM),Nepal, binod@.npbrand. Consequently, such promotions do not result in a permanent market gain (Mela, Gupta & Lehmann, 1997). Sales promotions with their incessant discounts, coupons, deals, and premia devalue the product in the buyers' minds leading them to buy those products only when they go on sale (Ong, Ho & Tripp, 1997). However, packaged goods companies feel compelled to make these offers and to blame the heavy use of sales promotions for decreasing brand loyalty, increas-ing consumer price sensitivity, and diluting brand quality image (Papatla & Krishnamurti, 1996).There are no available studies on the contributions of sales promotions on trial purchases, qual-ity perceptions, price sensitivity, brand image, brand loyalty and market gains in Nepal. The current research explored whether sales promotions in Nepal induced trial purchases or long term market gains, and identified the underlying reasons for consumers' responses.1.2 Objectives of the StudyThis research tried to answer the following questions:What are the popular sales promotion offers in Nepal?What are consumers' perceptions of sales promotion offers in Nepal?What are their effects on consumers' repurchase intentions, brand loyalty, and brand switching?2. Method and Review of LiteratureThe study was carried out in four phases. The first two phases were exploratory in nature de-signed to understand the practices, opinions, and evaluation of sales promotion programs from the perspective of marketing managers and consumers. The findings were used to develop hy-potheses. Survey instrument was finalized in the third phase of study on 100 respondents. The hypotheses were empirically tested using a consumer survey in the last phase.3. Exploratory Study3.1 Phase 1: Interaction with MarketersThe first part of the exploratory study was aimed at understanding what marketers believe about the effects of consumer sales promotions on sales in general and on their brands in particular. Four purposively selected marketing managers of four different FMCG companies who were involved in brand development through sales promotion programs were consulted. In addition, 10 FMCG wholesalers and retailers were selected based on convenient sampling to share their observations about the effects of sales promotions. These marketing executives held a common view about the decreasing effectiveness of sales promotions during the last five years. They said that additional sales generated through sales promotions have been gradually reduced to 10 - 20 % in recent years as opposed to about 80 to 100% some 10 years ago. They opined that consumer sales promotions have been used merely to stabilize market share by retaining loyal consumers rather than for beating the competition. Consumers have become used to continuous promotion campaigns from different competitors in different product categories. Consumers expect to find something extra in each packet of the products they purchase. Consequently, as research has also suggested, offering consumer sales promotions are seen as compulsory in many product catego-ries (Mela, et.al.1997; Papatla & Krishnamurti , 1996).As indicated by the interviewees, sales promotions in Nepal, which claim to differentiate among brands with unique schemes, result in only short term gains and not in long term brand differen-tiation. This observation is particularly valid in product categories where customers do not find real differences in taste, quality, function or image among competing brands. Retailers and whole-salers interviewed reported that households usually purchase food products in bulk and consum-ers prefer those brands which contain some form of cash prize, coupon, etc. This observation holds for toiletry products as well. For instance, consumers asked for Sunsilk shampoo when an umbrella and a towel were attached. Sales of Close-Up tooth paste increased due to the addition of sunglasses. Once the promotion is over, consumers switch back to their original brands. This supports research findings regarding consumers who buy those products only when there are sales promotion offers and switch back to their preferred brand leading to post promotion dips in sales (Brown, 1974). Further study of these phenomena will help marketers to select effective promotional offers for their products either for short term or long term market gains.3.2 Phase 2: Survey on Sales Promotion OffersA survey was carried out on 40 consumers to find out the types of promotional offers available in the market across different brands of FMCG product categories and to solicit their opinions about the products that they had purchased under promotional offers within the previous two months. The findings were used to generate statements for the survey instrument. This survey was carried out in February 2008. A semi structured open ended questionnaire was used to gather data. In-depth probes were used when participants' initial responses were incomplete.4 MBA students collected information from 10 consumers each. They were male and female consumers selected on the basis of convenient sampling in different shopping centers of the Kathmandu valley.The following four categories of non-price sales promotions (Brassington & Pettit, 1997) were popular among the consumers during the study period: 1) Product-based promotion and 2) Prize-based promotion. Product-based promotion included: a) Premium offers in which an additional product is attached as a gift (e.g. a towel with the purchase of a bottle of shampoo, a toothbrush with toothpaste, etc.) and b) Extra product offers with additional quantities of products offered as a bonus, such as ‘buy 2 get one free’ when purchasing soap or an extra 25 grams of glucose powder in a packet. Similarly prize-based promotion included: a) Lucky draw sweepstakes or cash coupons with or without scratch cards or coins or gold coins, or necklaces in one or several coupons with distinct symbols or alphabets randomly placed in packets of products such as tea and instant noodles, and b) Contests with lucky draws held for the participants who submit slogans or statements such as 'guess the flavor of a fruit drink and win an iPod each week through the lucky draw'. Price based promotions, which offer monetary incentives such as reduced price, discounts and rebates, was not popular among the consumers during this survey.In addition, the survey collected statements about participants' interest in purchasing products that offered promotion schemes, the impression that promotional offers made on them, their satisfaction with products purchased under promotional offers, and their intentions to purchase the products once the promotional offers ended. The responses generated 25 common statements which were used to develop the instrument.3.3 Hypotheses DevelopmentThe exploratory study provided base information regarding the popularity of non-price promo-tion offers, which included product- and prize-based promotions. Several studies indicated that consumers developed different types of perceptions of products sold under price based promo-tions than of those sold under non-price promotions. Campbell and Diamond (1989) stated that non-price promotions are perceived as 'gains' whereas price-oriented promotions are seen as 'reduced losses.' Chandon, Wansink, and Laurent (2000) classified price promotions as provi-sions for utilitarian benefits to consumers, while many non-price promotions mainly offer hedo-nistic benefits (entertainment). Price-based promotions have a negative influence on perceptionsof quality as consumers perceive price reduction at the cost of quality of the product (Blattberg & Neslin, 1990; Boulding, Lee, & Staelin, 1994). These research findings revealed that consum-ers may develop three different types of perception about the promotion offers viz. quality per-ception, price perception and fun perception. Therefore, the following three hypotheses measure Nepali consumers' perceptions developed by different types of non-price promotional offers. H1: Consumers have different levels of quality perceptions of products purchased under differ-ent non-price promotion offers.H2: Consumers have different levels of price perceptions of products purchased under different non-price promotion offers.H3: Consumers have different levels of fun perceptions of products purchased under different non price promotion offers.Research on the effects of the two types of sales promotion activities indicates varying degrees of effectiveness in brand building. The research state that price promotions result in short-term increases in market share through brand switching by trial purchase (Leone & Srinivasan, 1996; Grewal, Krishanan & Borin 1998; and Priya, 2004). But, price promotions do not seem to con-tribute to brand loyalty (Gupta 1988). Rather, they have a negative effect on brand equity (Mela, et.al. 1997). Furthermore, there is no relationship between price promotion and subsequent re-peat purchase (Neslin & Shoemaker, 1989; Ehrenberg, Hammond & Goodhardt, 1994). There-fore, consumers who shift brands due to promotions change back once the promotion is over (Brandweek, 1994). In contrast, non-price promotions add excitement and value to brands and can even encourage brand loyalty (Aaker, 1991). They have the potential to encourage brand loyalty and strengthen the bond between consumers and their brand choices (Fournier, 1998; Huff & Alden, 1998).Therefore, it is reasonable to test the hypotheses that non-price sales promotion offers influence long term brand switching and encourage repurchase intentions among Nepali consumers, and to determine the contribution of perceptions on repurchase intentions.H4: Consumers have different levels of repurchase intentions on products purchased under dif-ferent non price promotion offers.H5: Repurchase intentions for products bought under non-price sales promotions offers will be determined by quality perceptions, price perceptions and fun perceptions.Mela found that the influence of sales promotions in general vary with loyal and non-loyal con-sumers (Mela, et al.1997). For example, non-price promotions increased the price sensitivity of non-loyal customers, but decreased that of loyal customers. The following hypothesis was devel-oped to test whether loyal customers have different types of perceptions than the non-loyal customers.H6: Consumers' loyalty on the product purchased under sales promotion is influenced by quality perception, price perception, and fun perception.H7: The proportion of consumers who switch brands due to non-price sales promotion offers will be higher than those who do not switch.3.4 Final SurveysPhase 3: Survey for Instrument DevelopmentThe 25 statements generated in the previous exploratory study were included in a questionnaireto develop a reliable instrument for further study on consumers' perception, and their repurchase intentions. The questionnaire was administered to consumers who had purchased a product un-der any promotional offer within the previous week. The participants specified the brand of the product which they had purchased and answered questions about the type of promotion scheme offered. Respondents were then asked to express their opinion on their purchases by ticking 25 statements on a seven point likert scale anchored Totally Disagree =1 through Totally Agree =7. Questions pertaining to demographic factors (sex, age, occupation, number of family members living together, and family income) were also included in the questionnaire, drafted in Nepali. The same 4 students who were involved during the exploratory study surveyed 25 respondents each. The questionnaire was designed to be self-administered. However, students read the ques-tions to respondents when they could not read or they were unwilling to do so. The questionnaire was administered to 100 consumers in different conveniently selected shopping areas in the Kathmandu valley in March 2008 during the time some sales promotion offers were on. The responses to the 25 statements were analyzed by using principal components analysis. Table 1 shows the results after elimination of the items having factor loading of less than 0.58 in any factors. There were three factors (see table 1 for factor loading).Table 1: Factor AnalysisItems1231. It is a quality product..239.592.3542. I bought it because of its brand, not because of the promotionaloffers.-.152.672.1003. I bought it for quality, but not for the promotional offers..130.697-.2214. I get more by paying the same old price..191.069.7485. I feel, I saved money..242.031.5826. It gives additional things in free..223.049.7477. It provides extra benefits..300.084.7048. The sales promotional offers attract me..863.036.0479. It provides happiness to me to purchase the products withpromotional offers..787.043.25410. The promotional offers motivate me to purchase the product..804.055.05711. It is a fun..685.219.29912. I buy this product because I am satisfied with this brandof product..044.805.045 13. I will continue buying this product because I have been buyingit for a long time..012.770.011 Eigen value 6.29 3.83 1.88 Percentage of explained variance25.1815.307.50The following three common statements were related to quality perceptions because they were associated with the overall or differentiated quality of a product with respect to its intended form, features, and performance (Kotler & Keller, 2006). "It is a quality product," "I bought it because of its brand, not because of the promotional offer," and "I bought it for quality but not for the promotional offer".Similarly, the following four statements were related to price perceptions, which were associated with the relevant price level of the brand as well as to its corresponding price volatility or vari-ance, such as frequent discounts and savings (Blattberg & Wisniewski, 1989). "I get more by paying the same old price", "I feel, I saved money", "It gives additional things free", and "It provides extra benefits".Other statements indicating hedonistic gains are subjective and experiential, such as enjoyment, excitement, and fantasy (Assael, 2006). The following five statements fit the definition of hedo-nistic: "The promotional offers attract me", "It provides happiness to me to purchase the prod-ucts with promotional offers", "The promotional offers motivate me to purchase the product", and "It is fun".Participants also answered a question regarding whether they intended to purchase the same products again after the end of the promotions. The following two statements: "I buy this prod-uct because I am satisfied with this brand of product", and "I will continue buying this product because I have been buying it for a long time" were used. These statements assess the repeat purchase intentions which reflect behavioral loyalty of consumers towards a brand (Keller, 2008). Although these statements loaded on quality perception in the factor analysis (Table 1), they were separated because conceptually they reflect repurchase intentions. Four Cronbach's alpha's were calculated for the 13 final items in the questionnaire to establish reliability. The alphas were 0.680 (quality), 0.864 (price) 0.872 (fun) and 0.779 (repurchase intentions) respectively.3.5 Phase 4: Main SurveyThe questionnaire was finalized for the final phase of survey. The rest of the questions were on brands, product categories, and demographic data. 200 consumers were interviewed in various shops and shopping centers in the Kathmandu valley between April and June 2008 during shopping hours. 181 responses were analyzed after deleting responses that did not meet the criteria for administration because they were on non FMCG such as TVs and vehicles, and the rest were on food and toiletry product categories (See Table 3 for descriptions of the products).4. Data AnalysisOne-way ANOVAs were used to assess the effects of different sales promotion offers on consumers' perceptions of quality, price, and fun. Pearson correlations were calculated to determine the relationship of promotional offers to these three types of perceptions. Backward regression technique was used to determine the effects of product categories, promotional offers, demographic factors and the three perceptions on repurchase intentions. A regression model with significant contributing factors was presented. Dummy variables were used for all the categorical variables for correlation and regression analysis. For measuring the determinants of loyal and non-loyal consumers, binary logit analysis was used as the variable consumer loyalty is categorical and perceptions were measured in interval scales. Consumers' loyalty was derived from repurchase intentions. The respondents whose repurchase intentions were up to 4 in the Likert scale ranging from 1 - 7 were considered non-loyal consumers. Those who showed repurchase intentions beyond 4 were considered loyal consumers. Therefore, contrary to loyal consumers, non-loyal consumers were considered to be those who do not intend to continuepurchasing the same products after the end of the sales promotion offers. They switched their brand for a short period of time probably because of sales promotion offers. Z - test was used to determine whether the proportion of consumers who engaged in short term brand switching was higher than those who did not switch.Respondents' profile is shown in Table 2 below.Table 2: Description of RespondentsItem Description Frequency PercentageGender Female7038.6Male11161.3 Age10 to 202011.021 to 303049.731 to 404625.441 to 502212.2More than 503 1.7 Family size 1 to 33016.64 to 610558.0More than 64625.4Family income (Month)Less than 10,000168.810,000 to 20,0005630.920,000 to 30,0005429.830,001 to 40,0002916.0More than 40,0002614.4 Sample respondents were selected by intercepting them in different selected shopping centers during shopping hours. Shopping centers were selected using convenient sampling. A majority of the respondents were male (61.3%). The majority of the respondents (75.1%) were between 21 to 40 years of age. Most of them (83.4%) live in extended joint families with more than four family members. Similarly, the majority of the respondents (60.7%) have family incomes of be-tween Rs. 10,000 - 30,000 per month.Respondents answered the questionnaire with reference to a single brand of product that they had purchased in the previous week. 101 respondents (55.8%) answered for food products which included instant noodles, food supplement products, and beverages of different brands. The rest of the respondents answered for toiletry products such as tooth paste, shampoo, hair oil, soaps, etc. Details of brands and product categories are presented in Table 3 below.Table 3: Descriptions of ProductsBroad product Product Frequencies Percentage Major brands and categories categories their representationin the surveyFood Instant noodles4525.4Mayos (15) and Wai Wai(22)Food supplement3016.0Dabur chawanprash andglucose (10) Glucovita (5)Horlicks (3) Viva (3)Beverage drinks2614.4Dabur Real juice (7) Pepsi(7) Tokla tea (6)Toiletry Tooth paste4323.8Pepsodent (30) Dabur Red(9)Shampoo189.9Sunsilk (14)Other toiletries1910.5Dabur amala hair oil (6)(hair oil, cream,Gillette blades (3) Dettolsoap razor blades soap (3)etc.)Three types of promotional offers were used for the analysis. Sweepstakes and contests were grouped into prize-based promotional offers due to the small sample size of contest based pro-motional offers.5. Result and DiscussionOne-way ANOVAs (See Table 4 below) were used to determine the effects of the promotion offers on the three perceptual dimensions. Quality perceptions (F = 4.18, p = .017) and price perception (F = 10.96, p = .000) varied significantly across types of promotional offers, but not in the case of fun perceptions (F = 0.07, p = .58). These results supported H1 and H2, but not H3. Consumers have higher perceptions of quality and price in product-based sales promotions than prize based promotions.Table 4: One Way ANOVA: Effects of Different Promotional Offers on Perceptual Dimensions and Descriptive DataType of promotional Quality perception Price perception Fun perception N offers Mean Standard Mean Standard Mean StandardDeviation Deviation Deviation Premium 5.76 1.08 5.12 1.14 4.82 1.3880 Extra products 5.72 1.06 4.64 1.42 4.47 1.4632 Prize 5.24 1.26 4.08 1.54 4.68 1.4869 Total 5.56 1.17 4.64 1.43 4.70 1.43181 F 4.1810.96.67P0.17.000.511In order to determine the strength of associations between promotional offers and perceptions, Pearson's correlations were calculated, creating dummy variables for two categories of salespromotions, assigning zero for product-based promotions and one for prize-based promotions. Correlation analysis (Table 5) indicated that strengths of associations between promotional of-fers and consumers' price perceptions (r = - 0.33 p = .000) are slightly higher than quality percep-tions (r = - 0.20 p = .007). Similarly, the relationship between sales promotion offers and repur-chase intentions was also significant (r = - 0.18 p = .013).Table 5: Bivariate and Partial CorrelationsCorrelation r Significant (2 tail) Promotional offers x quality perception-.199.007** Promotional offers x price perception-.331.000** Promotional offers x fun perception-.046.542 Promotional offers x repurchase intention-.184.013* Quality perception x repurchase intentions.667.000** Price perception x repurchase intentions.263.000** Fun perception x repurchase intentions-.098.189 Quality perception x repurchase intentions. Promotional offers.654.000** Price perception x repurchase intentions. Promotional offers.218.003** Fun perception x repurchase intentions. Promotional offers.091.223 Partial correlations between quality perceptions and repurchase intentions, controlling for sales promotion offers (r = 0.65, p = .000), were almost the same as bivariate correlation coefficients between quality perceptions and repurchase intentions (r = 0.67 p = .000). Similarly, partial correlations between price perceptions and repurchase intentions, controlling for sales promo-tion offers, (r = 0.22, p = .003) were slightly lower than bivariate correlation coefficients for price perceptions and repurchase intentions (r = 0.28 p = .000). The lower partial correlation coefficients indicated lesser effects of sales promotion offers on repurchase intentions which indicated that H4 was not fully supported by these results. Therefore, brand image, not the sales promotions may have been responsible for the repurchase intentions.In order to identify the determinants of repurchase intentions, regression using a backwards model was used, including all three perceptual dimensions along with the dummy variables de-mographic factors, product categories, and types of promotional offers. The regression results (Table 6 below) indicated that quality perception ( = 0.64, p = 0.000) and price perception ( = 0.15, p =0.009) were significant contributors to repurchase intentions which supported H5 ex-cept fun perception. This result further supported the ineffective contribution of sales promo-tional offers to repurchase intentions because other variables, including sales promotion, were not found to be significant contributors to repurchase intentions.Table 6: The Effects of Perceptions on Repurchase IntentionsIndependent variables Standardized Beta t Significant (p-value) Quality perception.64011.487.000Price perception.147 2.632.009Notes: R2 = 0.466Respondents who scored more than 4 on the 7 point likert scale were considered loyal consum-ers. The majority of these respondents (85%) were loyal consumers because they reported that they bought the same brands regardless of promotional offers and will continue to do so. A Binary Logit model was used to find out the contributing perceptual dimensions to enhanced brand loyalty. Quality perception was found to be the only factor that influenced consumers' brand loyalty (see Table 7 for the results of Binary Logit model), as indicated by the Wald Statis-tics 26.947 (p=.000) slightly supporting H6 i.e. quality perception but not others.The percentage of respondents who were not loyal to brand was low (about 15%). These respon-dents switched brand under the influence of promotional offers. Z - test was run to test the null hypothesis that the proportion of brand switchers does not exceed 15%. Because the Z value (-0.031) was less than the tabulated value of 1.645 (one tail at 95% confidence level), the null hypothesis could not be rejected. Therefore, the proportion of brand switchers due to non-price sales promotion is less than 15%, and this result did not support H7.This study indicated that non-price sales promotion is more popular than price sales promotion among consumers in Nepal. Explorations of the contribution of non-price sales promotion offers to consumers' perceptions of brands indicate that the offers increase consumers' favorable price perceptions. These perceptions are in the form of price gains, as indicated by the reports col-lected from consumers during the exploratory stage of the research. These price perceptions are more favorable when the sales promotions have premium gifts or extra products attached than when the prize-based promotions with scratch cards or lottery coupons. Although the reports of consumers suggested that they did not purchase brands for sales promotion offers, but for brand names or quality, this study shows a positive relationship between sales promotion and quality perceptions. Apparently, consumers find sales promotion offers beneficial in terms of price and quality gains. There are no significant relationship between sales promotions and fun perceptions. This result contradicts with the research finding which stated that non-price sales promotions mainly offer hedonic benefits (Chandon, et al, 2000). Nepali consumers perceive non-price sales promotion as price and quality benefits only. They are motivated to buy more for utilitarian benefits than hedonic ones.Table 7: The Effect of Perceptions on Brand LoyaltyPerceptions Wald statistics SignificanceQuality26.947.000Price 1.213.271Fun 1.387.239Cox & Snell R square = .326Negelkerke R square = .572Investigations of the effects of sales promotions on repurchase intentions showed disappointing prospects for marketers who introduce sales promotions to brand- loyalty building. The study found that non-price sales promotions do not contribute much to repurchase intentions. Al-though there are slight contributions of the sales promotions to quality perceptions and price perceptions, they are not sufficient to induce repurchase intentions among consumers. Consum-ers who have been buying the same brands for a long time, due to their quality and brand images, have intentions to continue. The significant contributing factors for repurchase intentions are quality perceptions followed by price perceptions; however, the effects of sales promotion offers on both of these perceptions are quite low. Therefore, non-price sales promotions do not contrib-ute to repurchase intentions.。

旺旺英语Lesson 12Soft Drink Wars: the Next Battle 软饮料战：下一次战争The reformulation of Coke has given the feuding cola giants a chance to go at each other again.可口可乐的重新配方为长期不和的可乐巨头提供了一个新开战的机会。

But Coca-Cola and PepsiCo are spoiling for yet another fight, and this time they’re picking on the little guys: non-cola makers like Seven-Up and Dr Pepper.By Monci Jo Williams 但是可口可乐和百事可乐一心想进行另一场战斗，这一次它们选中了小企业：“七喜”和“佩拍博士”。

In the U.S. soft drink industry, where 1% of the market is worth $ 300 million in retail sales, Coca-Cola and PepsiCo don’t wage mere market share battles. They fight holy wars. These days the fighting is on two fronts. One is on the vast plains of the cola business, where the reformulation of Coke has Pepsi on the defensive. The other is in the back alleys of the smaller, non-cola market. Until now these have been dominated by other companies. As growth of high-calorie colas slows, however, Coca-Cola and PepsiCo are invading new territory.在美国的软饮料行业，1％的市场份额就意味着3亿美元的零售额，可口可乐公司和百事可乐公司进行的不仅仅是争夺市场份额的斗争，他们进行的是“圣战”。

B220•ApplicationStainless Steel Ball and StemTechnical dataFunctional dataValve Size 0.75" [20]Fluidchilled or hot water, up to 60% glycol Fluid Temp Range (water)0...250°F [-18...120°C]Body Pressure Rating 600 psi Close-off pressure ∆ps 200 psiFlow characteristic equal percentage Servicing maintenance-free Flow Pattern 2-way Leakage rate0% for A – AB Controllable flow range 75°Cv14 Body pressure rating note 600 psi No Characterized Disc TRUECv Flow RatingA-port: as stated in chart B-port: 70% of A – AB Cv MaterialsValve body Nickel-plated brass body Stem seal EPDM (lubricated)SeatPTFEPipe connection NPT female ends O-ring EPDM (lubricated)Ballstainless steel Suitable actuatorsNon-SpringTR LRB(X)NRSafety notesWARNING: This product can expose you to lead which is known to the State of California to cause cancer and reproductive harm. For more information go to Product featuresThis valve is typically used in air handling units on heating or cooling coils, and fan coil unit heating or cooling coils. Some other common applications include Unit Ventilators, VAV box re-heat coils and bypass loops. This valve is suitable for use in a hydronic system with variable flow.B220 Flow/Mounting detailsDimensionsDimensional drawingsLRB, LRXA B C D E F H1H29.4" [239] 2.7" [69] 5.8" [147] 5.1" [129] 1.3" [33] 1.3" [33] 1.2" [30]1" [25]TRA B C D E F4.0" [102] 2.7" [69]5.4" [137] 5.1" [129] 1.3" [33] 1.3" [33]TFRB, TFRXA B C D E F7.0" [178] 2.7" [69] 5.5" [139] 4.8" [122] 1.5" [39] 1.5" [39]LFA B C D E F8.6" [218] 2.7" [69] 6.3" [159] 5.6" [142] 1.8" [46] 1.8" [46]ARB N4, ARX N4, NRB N4, NRX N4A B C D E F11.4" [289] 2.7" [69]7.8" [199]7.1" [181] 3.1" [80] 3.1" [80]TFRB, TFRXA B C D E F7.0" [178] 2.7" [69] 5.5" [139] 4.8" [122] 1.5" [39] 1.5" [39]ARB N4, ARX N4, NRB N4, NRX N4A B C D E F11.4" [289] 2.7" [69]7.8" [199]7.1" [181] 3.1" [80] 3.1" [80]LRX24-SR-T•••••Modulating, Non-Spring Return, 24 V, for DC 2...10 V or 4...20 mATechnical dataElectrical dataNominal voltageAC/DC 24 V Nominal voltage frequency 50/60 Hz Power consumption in operation 1.5 W Power consumption in rest position 0.2 WTransformer sizing 3 VA (class 2 power source)Electrical Connection Screw terminal (for 26 to 14 GA wire)Overload Protectionelectronic thoughout 0...90° rotation Functional dataOperating range Y 2...10 VOperating range Y note 4...20 mA w/ ZG-R01 (500 Ω, 1/4 W resistor)Input Impedance 100 kΩ for 2...10 V (0.1 mA), 500 Ω for 4...20 mA Position feedback U 2...10 VDirection of motion motor selectable with switch 0/1Manual override external push button Angle of rotation 90°Angle of rotation note adjustable with mechanical stop Running Time (Motor)90 s Noise level, motor 35 dB(A)Position indicationMechanically, pluggable Safety dataDegree of protection IEC/EN IP54Degree of protection NEMA/UL NEMA 2 UL Enclosure Type 2Agency Listing cULus acc. to UL60730-1A/-2-14, CAN/CSA E60730-1:02, CE acc. to 2014/30/EU Quality Standard ISO 9001Ambient temperature -22...122°F [-30...50°C]Storage temperature -40...176°F [-40...80°C]Ambient humidity max. 95% r.H., non-condensing Servicingmaintenance-free WeightWeight1.1 lb [0.50 kg]Safety notes3/8”-16 shaft clevis for AHK/AH.Battery Back Up System for SY(7~10)-1105/16” shaft clevis for LH.Cable to ZIP-RS232 US to diagnostic/programming socket.MFT95 resistor kit for 4 to 20 mA control applications.Electrical installationLRX24-SR-TINSTALLATION NOTESProvide overload protection and disconnect as required.Actuators may be connected in parallel. Power consumption and input impedance must be observed.Actuators may also be powered by 24 VDC.Only connect common to negative (-) leg of control circuits.A 500 Ω resistor (ZG-R01) converts the 4...20 mA control signal to 2...10 V.Actuators are provided with a numbered screw terminal strip instead of a cable.Meets cULus requirements without the need of an electrical ground connection.Warning! Live Electrical Components!During installation, testing, servicing and troubleshooting of this product, it may be necessary to workwith live electrical components. Have a qualified licensed electrician or other individual who has beenproperly trained in handling live electrical components perform these tasks. Failure to follow all electricalsafety precautions when exposed to live electrical components could result in death or serious injury.2...10 V / 4...20 mA Control。