题目内容
The term authority refers to the rights inherent in a managerial position to give orders and expect the orders to be followed. Authority was a major concept for the classical management writers; they (1) it as the glue that held an organization together.It was to be delegated (2) to subordinate managers, (3) them certain rights while providing certain specified limits (4) which to operate. Each management position has certain rights that the position holder (5) just bemuse they hold that position. Authority (6) to one’s position within an organization and ignores the personal (7) of the individual manager. It has nothing directly (8) the individual (9) flows from the position that the individual holds. When a person (10) a position of authority, he or she no longer has any authority. The authority remains with the position and (11) new holder. When managers delegate authority, commensurate responsibility must be given (12) . That is, when one is given the "right" to do something, one also (13) a corresponding "obligation" to (14) . Allocating authority (15) responsibility can create (16) for a person, and no one should be (17) responsible for something (18) which he or she has no authority. Classical writers recognized the (19) of equating authority and responsibility.In (20) ,they stated that only authority could be delegated. They supported this contention by noting that the delegate was held responsible for the actions of the people to whom work had been delegated.
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The best salespeople first establish a mood of trust and rapport by means of "hypnotic pacing" statements and gestures that play back a customer’ s observations, experience, or behavior. Pacing is a kind of mirror-like matching, a way of suggesting: "I am like you. We are in sync. You can trust me." The simplest form of pacing is "descriptive pacing", in which the seller formulates accurate, if banal, descriptions of the customer’s experience. "It’s been awfully hot these last few days, hasn’t it ... You said you were going to graduate in June." These statements serve the purpose of establishing agreement and developing an unconscious affinity between seller and customer. In clinical hypnosis, the hypnotist might make comparable pacing statements. "You are ham today to see me for hypnosis." "You told me over the phone about a problem that concerns you." Sales agents with only average success tend to jump immediately into their memorized sales pitches or to hit the customer with a barrage of questions. Neglecting to pace the customer, the mediocre sales agent creates no common ground on which to build trust. A second type of hypnotic pacing statement is the "objection pacing" comment. A customer objects or resists, and the sales agent agrees, matching his or her remarks to the remarks of the customer. A superior insurance agent might agree that "insurance is not the best investment out there", just as a clinical hypnotist might tell a difficult subject. "You are resisting going into trance. That’s good. I encourage that." The customer, pushing against a wall, finds that the wall has disappeared. The agent, having confirmed the customer’s objection, then leads the customer to a position that negates or undermines the objection. The insurance salesperson who agreed that "insurance is not the best investment out there" went on to tell his customer, "but it does have a few uses." He then described all the benefits of life insurance. Mediocre salespeople generally respond to resistance head-on, with arguments that presumably answer the customer’s 0biection. This response often leads the customer to dig in his heels all the harder. The most powerful forms of pacing have more to do with how something is said than with what is said. The good salesperson has an ability to pace the language and thought of any customer. With hypnotic effect, the agent matches the voice tone, rhythm, volume, and speech rate of the customer. He matches the customer’s posture, body language, and mood. He adopts the characteristic verbal language of the customer. If the customer is slightly depressed, the agent chares that feeling and acknowledges that he has been feeling "a little down" lately. Ill essence, the top sales producer becomes a sophisticated biofeedback mechanism, sharing and reflecting the customer’s reality—even to the point of breathing in and out with the customer. "We are in sync" is another way of saying______.
期货交易实行到期一次性结清的结算方式。（）
Space enthusiasts look to the day when ordinary people, as well as professional astronauts and members of Congress, can leave Earth behind and head for a space station resort, or maybe a base on the moon or Mars. The Space Transportation Association, an industry lobbying group, recently created a division devoted to promoting space tourism, which it sees as a viable way to spur economic development beyond Earth. The great stumbling block in this road to stars, however, is the sheer difficulty of getting anywhere in space. Merely achieving orbit is an expensive and risky proposition. Current space propulsion technologies make it a stretch to send probes to distant destinations within the solar system. Spacecraft have to follow multi-laver, indirect trajectories that loop around several planes in order to gain velocity from gravity assists. Then the craft lack the energy to come back. Sending spacecraft to other solar systems would take many centuries. Fortunately, engineers have no shortage of inventive plans for new propulsion systems that might someday expand human presence, literally or figuratively, beyond this planet. Some are radical refinements of current rockets or jet technologies. Others harness nuclear energies or would ride on powerful laser beams. Even the equivalents of "space elevators" for hoisting cargoes into orbit are on the drawing board. "Reach low orbit and you are halfway to anywhere in the Solar System," science-fiction author Robert A. Heinlein memorably wrote, and virtually all analysts agree that inexpensive access to low Earth orbit is a vital first step, because most scenarios for expanding humankind’ s reach depend on the orbital assembly of massive spacecraft or other equipment, involving multiple hunches. The need for better launch systems is already immediate, driven by private and public sector demand. Most commercial payloads are destined either for the now crowed geo-stationary orbit, where satellites jostle for elbow room 36,000 kilometers above the equator, or for low-Earth or bit, just a few hundred kilometers up. Low-Earth orbit is rapidly becoming a space enterprise zone, because satellites that close can transmit signals to desktop or even handheld receivers. Scientific payloads are also taking off in a big way. More than 50 major observatories and explorations to other solar systems’ bodies will lift off within the next decade. The pressing demand for launches has even prompted Boeing’s commercial space division to team up with RSC—Energia in Moscow and Kvaerner Maritime in Oslo to refurbish an oil rig and create a 34,000—ton displacement semi-submersible launch platform that will be towed to orbitally favorable launch sites. According to the passage the low-Earth orbit is______.
Space enthusiasts look to the day when ordinary people, as well as professional astronauts and members of Congress, can leave Earth behind and head for a space station resort, or maybe a base on the moon or Mars. The Space Transportation Association, an industry lobbying group, recently created a division devoted to promoting space tourism, which it sees as a viable way to spur economic development beyond Earth. The great stumbling block in this road to stars, however, is the sheer difficulty of getting anywhere in space. Merely achieving orbit is an expensive and risky proposition. Current space propulsion technologies make it a stretch to send probes to distant destinations within the solar system. Spacecraft have to follow multi-laver, indirect trajectories that loop around several planes in order to gain velocity from gravity assists. Then the craft lack the energy to come back. Sending spacecraft to other solar systems would take many centuries. Fortunately, engineers have no shortage of inventive plans for new propulsion systems that might someday expand human presence, literally or figuratively, beyond this planet. Some are radical refinements of current rockets or jet technologies. Others harness nuclear energies or would ride on powerful laser beams. Even the equivalents of "space elevators" for hoisting cargoes into orbit are on the drawing board. "Reach low orbit and you are halfway to anywhere in the Solar System," science-fiction author Robert A. Heinlein memorably wrote, and virtually all analysts agree that inexpensive access to low Earth orbit is a vital first step, because most scenarios for expanding humankind’ s reach depend on the orbital assembly of massive spacecraft or other equipment, involving multiple hunches. The need for better launch systems is already immediate, driven by private and public sector demand. Most commercial payloads are destined either for the now crowed geo-stationary orbit, where satellites jostle for elbow room 36,000 kilometers above the equator, or for low-Earth or bit, just a few hundred kilometers up. Low-Earth orbit is rapidly becoming a space enterprise zone, because satellites that close can transmit signals to desktop or even handheld receivers. Scientific payloads are also taking off in a big way. More than 50 major observatories and explorations to other solar systems’ bodies will lift off within the next decade. The pressing demand for launches has even prompted Boeing’s commercial space division to team up with RSC—Energia in Moscow and Kvaerner Maritime in Oslo to refurbish an oil rig and create a 34,000—ton displacement semi-submersible launch platform that will be towed to orbitally favorable launch sites. The major difficulty in developing space travel is that______.
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