应用型大学英语综合教程4课文原文12346
初中毕业留言-锦州商务职业学院
Unit 一
A
1 Dr. Rob
Boll was craving a hot turkey dinner and a slice
of apple pie. After a hectic week treating
patients with sore throats and ear infections
at his family practice, the 52-year-old physician
was ready
for a night of home cooking and
fellowship at his church’s annual fund-raising
dinner.
2 Stepping inside the crowded gym at
St. John’s United Church of Christ, Boll and his
family found
a long line of people waiting to
be seated. He wasn’t surprised. The turkey feast
had become a
popular event in Mokena,
Illinois, attended by hundreds from the
surrounding Chicago suburbs.
Many weren’t even
members of the congregation. They’d simply heard
about the good food and
were willing to pay
$$10 to heap their plates and help pay for the
church’s new community center.
Boll and his
wife, Dana, and their son, Kyle, 14, went every
year.
3 After sitting down, Boll had barely
placed his napkin in his lap when he heard a
commotion on
the other side of the room.
“Help!” a woman shouted. “Does anybody know how to
do the
Heimlich?”
4 Jumping up from the
table, the doctor could see a white-haired woman
slumped over in her chair.
“I’m a doctor.
What’s going on?” Boll said to the group gathered
around 76-year-old Pat Rohrer.
5 “My mother-
in-law choked on a piece of turkey,” answered a
frantic Colleen Rohrer. “We’
ve tried the
Heimlich maneuver, but it’s not working.” Boll
reached around Pat’s abdomen and
pulled
sharply upward with his fists. Nothing happened.
Moving quickly, he lifted Pat up and onto the
floor to get her into a better position. Twice
again he tried the Heimlich, but she still didn’t
respond.
6 This can’t be happening, Boll
thought. He worried he wouldn’t be able to help
her. Looking up,
he recognized Steve Hoblin, a
nurse from the hospital near his office. “Steve,
stick your fingers down
her throat and see if
you can sweep anything out,” he said. Hoblin
reached in and pulled out a small
piece of
turkey.
7 But Pat still wasn’t breathing. In
fact, she was rapidly turning blue. Apparently,
some food was
still lodged in her throat. Boll
knew he needed to do something drastic — and fast
— to get air into
her lungs. His only chance
was to perform an emergency tracheotomy.
8
“Call 911! And get me a sharp knife!” he shouted.
His wife ran to the kitchen, and Hoblin
handed
over his pocketknife.
9 Boll had never done
the operation before. He flashed back to the only
time he’d seen one
performed: during his
residency 20 years earlier. That procedure had
been done in a sterile, controlled
environment
by expert surgeons. How was a family doctor
supposed to accomplish the same thing at
a
church dinner with a dull pocketknife?
10 He
was relieved to see that his wife had found a
clean paring knife. Taking a deep breath, Boll
carefully cut a small slit in Pat’s neck. As
blood poured from the wound, he broke into a
sweat. But
Boll knew it was too late to stop.
Two or three precious minutes had already passed.
She couldn’t
survive much longer without
oxygen. Boll figured he had about 45 seconds to
save her life.
11 Oblivious to the crowd
breathlessly watching him work, Boll steadied his
hands and continued.
But the knife
wouldn’t cut deep enough. Out of nowhere, a man
handed Boll a switchblade. It had a
tapered
point, nice and sharp, with a three-inch blade
that locked securely in place. Boll quickly
finished the cut.
12 Then, as if she
were reading his mind, Colleen handed him a
tracheotomy tube. Her son,
Shaun — Pat’s
grandson — has a severe lung condition and needs a
tube to keep his airway clear.
But he could
manage without it for an hour or so.
13 Pat was turning bluer by
the second. Colleen helped Boll gently push the
tube into Pat’s trachea.
Seconds ticked by
like minutes, but the pair worked calmly, with
precision — just like a surgical
team, thought
the doctor.
14 “I’m in,” he said once the
tube was finally in place.
15 But the crisis
was far from over. Boll needed to resuscitate the
unconscious woman. Fortunately,
her family
never went anywhere without an emergency kit
containing a manual resuscitator bag, just
in
case Shaun had trouble breathing.
16 Colleen
clicked the bag onto the tube and pumped. Within
seconds, Pat Rohrer started breathing
and the
color returned to her cheeks.
17 As
paramedics rushed in and took over, Boll stood up,
trembling. He certainly hadn’t
anticipated
anything like this when he left his job as a
social worker to go to med school.
18 “I’m
not terribly religious,” Boll says now, “but I
know now that God goes to turkey
dinners at
churches. To take a doctor who only half knows
what he’s doing and give him the right
tools —
I don’t know how I recalled what I needed to do.
To me, there’s no explanation but
divine
intervention.”
19 Maybe so, but Howard
Stephens, assistant chief of the Mokena Fire
Protection District, was quick
to point out,
“Without Dr. Boll, this lady wouldn’t have made
it.”
20 Now that her grateful mother-in-law
is back at home, with no signs of infection from
the
switchblade surgery, Colleen says, “We are
so thankful that in this age of lawsuits, Dr. Boll
was
willing to put himself on the line. He
just stepped up and did what had to be done.”
B
What can you bring into the US?
1
When you arrive in or return to the United States,
you will have to go through US Customs.
2
US Customs is the division of the US Department of
the Treasury that is responsible for
obtaining
all duties and taxes on items imported into the
United States.
3 On the flight, you will be
given a customs declaration form to complete. You
must give this form
to the customs officer
when you arrive at the airport terminal. The
officer will ask you about your
purpose in
this country. Your answers should be short,
direct, and honest. Avoid giving extra
information. The officer will ask for more
details only if needed.
4 Customs officers
may examine luggage, cargo, and travelers if they
suspect someone is smuggling
items into the
country. Many airports have sniffer dogs that
search for drugs or agricultural products.
You
should review the US Customs website, which
provides guidelines for international travelers
entering the country.
Things to consider
5 You are allowed to bring less than $$100
worth of gifts into the United States without
paying
duty.
6 Do not bring any food
into the country. It is against the law to bring
perishable food products
into the United
States. This includes fruit, vegetables, meat, and
plants. If you were given food on the
plane,
leave it on the plane.
7 Linens, clothes,
professional equipment, and other household items
may be brought into the
country without paying
duty — but only if you have owned them for a while
and they are not for
resale.
8 Products
made from certain animal species are forbidden in
this country. For more information,
contact
the Animal and Plant Health Inspection Service.
9 There isn’t a
limit to how much money you may bring. However, if
you are transporting more
than $$10,000, you
must file a report with US Customs.
10 Any
medications that contain narcotics, or which are
administered by a syringe, must be
accompanied
by a signed prescription from your physician.
Penalties for smuggling narcotics are
very
severe.
What can you bring into the UK?
11 The last hurdle before entering the United
Kingdom is passing through HM Revenue & Customs.
It’s really not very complicated as long as
you obey a few simple rules.
12 It’s also
faster than you might expect. European Union (EU)
countries use three channels for
customs
processing. If you arrive from another EU country,
whatever passport you hold, choose the
Blue
Channel once you’ve collected your luggage.
Arriving from outside the EU, choose either the
Green Channel — if you have nothing to declare
based on the allowances — or the Red Channel, if
you have goods over the duty-free allowance.
13 The whole thing is based on an honor
system. But keep in mind that, though it doesn’t
happen often, you can be stopped for a spot
check in the Green or Blue Channels, and the
penalties
for breaking the law are pretty
stiff.
Unit 二
A
1 The forest was
full of shadows as a little girl hurried through
it one summer evening in June. It
was already
eight o’clock and Sylvia wondered if her
grandmother would be angry with her for being
so late.
2 Every evening Sylvia left
her grandmother’s house at five thirty to bring
their cow home. It was
Sylvia’s job to bring
the animal home to be milked. When the cow heard
Sylvia’s voice calling her,
she would hide
among the bushes.
3 This evening it had taken
Sylvia longer than usual to find her cow. The
child hurried the cow
through the dark forest,
toward her grandmother’s home. As the cow stopped
at a small stream to
drink, Sylvia put her
bare feet in the cold, fresh water of the stream.
4 She had never before been alone in the
forest as late as this. Sylvia felt as if she were
a part of the
gray shadows and the silver
leaves that moved in the evening breeze.
5 It
was only a year ago that she came to her
grandmother’s farm. Before that, she had lived
with
her mother and father in a dirty, crowded
factory town. One day, Sylvia’s grandmother had
visited
them and had chosen Sylvia from all
her brothers and sisters to come help her on her
farm in
Vermont.
6 The cow finished
drinking, and as the nine-year-old child hurried
through the forest, the air was
suddenly cut
by a sharp whistle not far away. Sylvia knew it
wasn’t a friendly bird’s whistle. She
forgot
the cow and hid in some bushes. But she was too
late.
7 “Hello, little girl,” a young man
called out cheerfully. “How far is it to the main
road?” Sylvia
was trembling as she whispered
“two miles”. She came out of the bushes and looked
up into the face
of a tall young man carrying
a gun.
8 The stranger began walking with
Sylvia as she followed her cow through the forest.
“I’ve been
hunting for birds,” he explained,
“but I’ve lost my way. Do you think I can spend
the night at your
house?” Sylvia didn’t
answer. She was glad she could see her grandmother
standing near the door of
the farm house.
9 When they reached her, the
stranger explained his problem to Sylvia’s smiling
grandmother.
10 “Of course you can stay with
us,” she said. “We don’t have much, but you’re
welcome to
share what we have. Now Sylvia, get
a plate for the gentleman!”
11 After eating,
they all sat outside. The young man explained he
was a bird collector. “Do you put
them in a
cage?” Sylvia asked. “No,” he answered slowly, “I
shoot them and stuff them with
special
chemicals to preserve them. I have over one
hundred different kinds of birds from all over the
United States.”
12 “Sylvia knows a lot
about birds, too,” her grandmother said proudly.
“She knows the forest
so well, the wild
animals come and eat bread right out of her
hands.”
13 “Maybe she can help me then,” the
young man said. “I saw a white heron two days ago.
I’
ve been looking for it ever since. It’s a
very rare bird. Have you seen it, too?” He asked
Sylvia. But
Sylvia was silent. “You would know
it if you saw it,” he said. “It’s a tall, strange
bird with soft
white feathers and long thin
legs. It probably has its nest at the top of a
tall tree.”
14 Sylvia’s heart began to beat
fast. She had seen that strange white bird on the
other side of the
forest. The young man was
staring at Sylvia. “I would give ten dollars to
the person who showed me
where it is.”
15
That night Sylvia’s dreams were full of all the
wonderful things she and her grandmother could
buy for ten dollars.
16 Sylvia spent the
next day in the forest with the young man. He told
her a lot about the birds they
saw. Sylvia
could not understand why he killed the birds he
seemed to like so much. She felt her heart
tremble every time he shot an unsuspecting
bird as it was singing in the trees.
17
Sylvia would have liked him vastly better without
his gun; but as the day waned, Sylvia still
watched the young man with loving admiration;
the woman’s heart, asleep in the child, was
vaguely
thrilled by a dream of love. They
stopped to listen to a bird’s song; they pressed
forward again
eagerly — speaking to each other
rarely and in whispers; Sylvia followed the young
man, fascinated,
a few steps behind, with her
gray eyes dark with excitement.
18 Long after
the moon came out and the young man had fallen
asleep, Sylvia was still awake. She
had a plan
that would get the ten dollars for her grandmother
and make the young man happy. When
it was near
sunrise, she quietly left her house and hurried
through the forest. She finally reached a
huge
pine tree. Her plan was to climb to the top of the
pine tree. She could see the whole forest from
there. She was sure she would be able to see
where the white heron had hidden its nest.
19
Sylvia’s bare feet and tiny fingers grabbed the
tree’s rough trunk. Sharp dry branches
scratched at her like cat’s claws as she
climbed higher and higher.
20 When Sylvia had
at last reached the tree’s highest branch, the
golden sun’s rays hit the green
forest. Two
hawks flew together in slow-moving circles far
below Sylvia. Sylvia felt as if she could go
flying among the clouds, too.
21
Suddenly Sylvia caught a flash of white that grew
larger and larger. A bird with broad white
wings and a long slender neck flew past Sylvia
and landed on a pine branch below her. The white
heron smoothed its feathers and called to its
mate, sitting on their nest in a nearby tree. Then
it flew
away.
22 Sylvia gave a long sigh.
She knew the wild bird’s secret now. Slowly she
began her dangerous
trip down the ancient pine
tree. She did not dare to look down and tried to
forget that her fingers hurt
and her feet were
bleeding. All she wanted to think about was what
the stranger would say to her
when she told
him where to find the heron’s nest.
23 About an hour later
Sylvia came back home. Both her grandmother and
the young man stood up
as she came into the
kitchen. The splendid moment to speak about her
secret had come, but Sylvia
was silent. She
remembered how the white heron came flying through
the golden air and how they
watched the sun
rise together from the top of the world. Sylvia
could not speak. She could not tell the
heron’s secret and give its life away.
24
The young man went away disappointed later that
day. He never returned. Many a night Sylvia
heard the echo of his whistle haunting the
forest. She forgot even her sorrow at the sharp
report of
his gun and the sight of thrushes
and sparrows dropping silent to the ground, their
songs hushed and
their pretty feathers stained
and wet with blood.
25 Were the birds
better friends than their hunter might have been?
Who can know?
B
1 Hello, everyone! My
name is Luca. On behalf of Suntan Tours I’d like
to welcome you all to
Los Cabos. The bus ride
to your hotel will take about fifteen minutes.
Right now I’d like to
take a few minutes to
familiarize you with the area and discuss some
brief safety precautions. Firstly, I
ask that
you remain seated until we reach our destination
and that you not eat or drink while on the
bus. Secondly, please note that it is against
the law to get drunk in public. Enjoy your
vacation, but do
drink responsibly, and do not
drink and drive.
2 I promise you are going to
enjoy your stay here in San Jose, Los Cabos. This
is a beautiful, quiet
city where you can
relax, sit by the beach, enjoy great meals, and
feel very safe. You can walk into
town and
enjoy the fountains or take a moonlit walk along
the water. Please do not swim here. This is
not a safe place to swim because there is a
strong undertow. Cabo San Lucas is the place to go
if you
want to enjoy swimming in the ocean.
You can take a short bus ride from your hotel.
There you will
also enjoy entertainment and
dancing.
3 Suntan Tours offers a variety of
special discounts depending on your travel plans.
We have golf
packages, as well as guided whale
boat tours and fishing charters. There will be a
short information
session at 1:00 p.m. in the
lobby of the hotel tomorrow, where you can learn
all about these offers.
We recommend that you
do not purchase packages from street vendors, as
they are not always 100
percent reliable. They
also may charge you more than what they say. It
is advisable to allow Suntan
Tours to book all
of your day trips and activities while you are
here.
4 If you need to exchange your dollars
into pesos, please use a bank or money exchange.
We
don’t recommend exchanging your money at
the hotel, because you won’t get a fair rate. Some
restaurants will accept American or Canadian
money, but you are better off exchanging your
money
and paying with pesos. Or, if you
prefer, you can always use your credit cards. (To
be continued)
5 We’re going to be pulling up
to the hotel in just a few minutes. Please sit
back and enjoy the
view of the ocean on the
left-hand side of the bus as we enter the city. I
ask that you remain in your
seats until we
have come to a complete stop. Javier will be
meeting us at the bus to help you with your
bags. Please double-check to make sure your
bag has been taken off the bus. On behalf of
Suntan
Tours, have a wonderful vacation in San
Jose, and I hope to see you tomorrow at the
information
session.
Unit三
A
1
Ryan Halligan was taunted for months. Classmates
spread rumors via instant messaging that the
13-year-old boy was gay. A popular female
classmate pretended to like him and chatted with
him
online, only to copy their personal
exchanges and share them with her friends. Unable
to cope, the
teenager
from Vermont in the US, killed himself.
2
Gail Jones, a 15-year-old from the UK, took her
life after receiving, at one point, 20 silent
calls
on her cell phone every 30 minutes. Her
father, Glyn, suspects a final call in the middle
of the night
pushed her over the edge.
3
These are extreme but far from unique examples of
the devastation caused by cyber-bullying.
Since Halligan died in 2003 and Jones in 2000,
more and more children are logging on to the
Internet,
so it’s likely that online bullying,
including sending threatening messages, displaying
private messages,
and posting embarrassing
videos and photos online, is also increasing.
4 A study last month by the Pew Internet &
American Life Project, based in Washington, found
that one third of US teenage Internet users
have been targets of cyber-bullying. And as online
communication evolves from instant messaging
and chatrooms to social networking sites and
YouTube, the venues where bullying occurs are
becoming both more central to young people’s
lives,
and more public.
5 Research into
the causes and effects of cyber-bullying is still
in its infancy. But it is
becoming clear
that aspects of online communication encourage
people to act aggressively, prompting
them to
do things they wouldn’t dare to try in real life.
6 What’s more, the ability to reach more
people, and the always-on culture of the Internet,
mean
that cyber-bullying can have an even more
detrimental effect on the victim than conventional
playground bullying. “It’s school-yard
bullying taken to the next level,” says Justin
Patchin, a
criminologist at the University of
Wisconsin. A study by UK-based Internet market
research firm
YouGov in 2006 found that for
one in eight young people cyber-bullying is even
worse than physical
bullying.
7 One
reason for this is the sheer number of people who
can view something that is posted online.
“It
would be bad enough to be cyber-bullied by one kid
and nobody else knew about it, but a video
seen by hundreds or thousands of your peers
could be devastating,” says Robin Kowalski, a
psychologist at Clemson University in South
Carolina and co-author of the book Cyber Bullying:
Bullying in the Digital Age, which will be
published in October.
8 Ghyslain Raza, also
known as the “Star Wars Kid”, learned this the
hard way. In 2002, the
somewhat overweight and
slightly awkward Canadian adolescent made a video
of himself playing with
a pretend light sabre
and left it lying around at school. When his
classmates found the video in 2003,
they
posted it online as a joke. (To be continued)Raza
was so upset he finished the school year from a
psychiatric ward. Unfortunately for him, it
wasn’t just his friends who found the video
amusing.
According to UK marketing firm The
Viral Factory, it became the Internet’s most
downloaded video
of 2006.
9 Another
reason cyber-bullying is so harmful is its
relentlessness, says John Carr, chair of the
Children’s Charities’ Coalition for Internet
Safety in London. “When I was a kid, playground
bullying stopped when the bell rang and you
went back inside or when you went home at the end
of
the day,” he says. “With cyber-bullying it
is 247, 365 days a year. There is no escape.”
(To
be continued)While an adult could simply
turn off the computer, that’s not really an option
for
today’s teens, who are dependent on the
Internet for communicating with their peers. “This
is the
always-on generation,” says Kowalski.
“This is how they communicate.” A 2007 Pew study
found
that 93 percent of US teens use the
Internet and 61 percent go online daily.
10
The Internet doesn’t just amplify the effect of
bullying, however. The many options to remain
anonymous when online, by using pseudonyms,
say, for instant messaging, mean people can write
things they would not
dare to if their identity was known.
11
Anonymity was at the heart of a 2001 incident when
a student at an elite high school in New
York
City set up a Web page that let students vote
anonymously on who they felt was their most
promiscuous peer. (To be continued) “Just
enter the name of the person in the interschool
who u
think is the biggest ho (be them FEMALE
or MALE) and write the number of their grade next
to
their name (maybe even their school),” read
the site. “Since it’s anonymous, u can write about
whomever u please!” More than 13,000 votes
were cast, and about 150 names, mostly girls,
appeared
before it was shut down.
12
Anonymity can also amplify bullying’s negative
effect on the victim. “The psychological
ramifications of not knowing who’s attacking
you can be maddening,” says Kowalski. “The
bully could be your best friend, a sibling, or
half the school.” In a recent, as yet unpublished
survey
she carried out, nearly half of the
children she interviewed didn’t know who their
cyber-bully was.
13 The lack of face-to-face
contact might tempt bullies to new levels of
cruelty. “On the
playground, seeing the
stress and pain of the victim face-to-face can act
as an inhibitor to some
degree,” explains
Carr. “In cyberspace, where there is no visual
contact, you get more extreme
behaviour.”
Kowalski says the effect is unique to computer-
mediated communication. “There is a
distancing
of the self and immediacy in response that we
don’t have in any other form of
communication,” she says. “On the computer,
it’s like it’s not really you.”
14 So what
can be done? Led by Ruth Aylett of Heriot-Watt
University in Edinburgh, Scotland, a
consortium of European researchers recently
developed role-playing software called FearNot!,
which
gets children to empathize with victims
of bullying. After watching a short animation of a
child being
bullied either in the playground
or online, the viewer is asked to help the victim
by typing advice into
the computer. The
software will be tested in schools in the UK and
Germany later this year.
15 Meanwhile, some
governments have taken legislative action. In
January 2006, the US Congress
passed a law
making it a federal crime to “annoy, abuse,
threaten, or harass” another person over
the
Internet. Approximately 36 states have enacted
similar legislation. (To be continued) And in
South
Korea, the “Internet real-name system”,
introduced last month, forces online portals and
news
websites to record the identities of
people who post content and to disclose their
contact details if
someone wants to sue them
for libel or infringement of privacy.
16
However, it can be difficult to persuade people to
take these laws seriously, and in the US they
only apply to over-18s. “Many jurisdictions
don’t want to investigate or prosecute these
cases,” says
Al Kush of , an Internet safety
advocacy group based in Seattle, Washington. “They
are short-staffed and busy pursuing what they
call ‘real crime’.”
17 John Halligan, the
father of the boy who killed himself after being
harassed online, continues to
lobby for cyber-
bullying legislation that specifically targets
children. He also talks to school groups
and
runs a website recounting the events that led to
his son’s death. “It won’t bring Ryan
back,”
he says. “But it is helping a lot of Ryans out
there that are still alive and don’t know where
to turn.”
B
1 In order to conduct
online transactions between you and your customer,
you need an online
payment system to
facilitate your online transactions.
2
Common Uses of Online Payment Systems
•
Sending money to friends and family
•
Paying for online purchases
• Receiving secure, instant payment for
auctions
• Sending a payment request to a
customer
Receiving charity donations
Collecting money for a group gift, an event, or a
dinner bill
3 PayPal and WorldPay are the
online payment system market leaders. However,
other options
such as Beanstream and VersaPay
are also available.
4 Advantages of Using
Online Payment Systems
It enables your
business to accept payments and other transactions
online.
It enables transactions in various
currencies in all major countries.
Online
transactions take place in real time.
• Some
providers have simple, user-friendly interfaces.
5 Disadvantages of Using Online Payment
Systems
• Online transaction problems can
become your problems even though it’s handled by
your provider.
• It is expensive to
customize an online payment system.
• You may
incur high chargeback penalties, especially if you
are using their merchant
account.
• You
may not own the rights for your online payment
system. This can be an issue
• when selling
your business
A Few Examples
PayPal
6 PayPal is a well-established
(through eBay) provider of online payment
solutions. With PayPal
you can accept all
major credit cards. PayPal also allows you to set
up debit card payments and e-mail
transfers.
WorldPay
7 An alternative to PayPal is
WorldPay. It allows you to accept all major credit
cards. WorldPay
also allows you to accept
debit card transactions and local payment schemes.
WorldPay might be a
better option for you if
you do most of your business in Europe.
Beanstream
8 Beanstream offers you a
variety of payment processing and authentication
services. Unlike
PayPal and WorldPay, which
have limited customization capabilities,
Beanstream can design and build
customized
payment solutions for your e-business.
VersaPay
9 Located in Vancouver, British
Columbia, VersaPay offers online merchants a wide
variety of
advanced credit and debit card
processing services. Like Beanstream, VersaPay can
design and build
customized payment solutions
for your e-business.
10 When starting a
business, PayPal and WorldPay may be the best
options for you. However, when
your e-business
starts to pick up, you may want to consider other
providers, such as Beanstream and
VersaPay,
that can customize your online payment system.
Unit 四
A
1 The valley known as
Sleepy Hollow hides from the world in the high
hills of New York state.
There are many
stories told about the quiet valley. But the story
that people believe most is about the
apparition of a headless horseman. The story
says the man died many years ago during the
American
Revolutionary War and he had his head shot
off. He is ever seen hurrying along in the gloom
of night,
looking for his lost head.
2
Near Sleepy Hollow is a village called Tarry Town.
The village had a small school and the
school
teacher was named Ichabod Crane. Ichabod Crane was
a good name for him, because he was
tall and
thin, just like a crane. His shoulders were small,
joined to long arms. His head was small, too,
and flat on top. He had big ears, large glassy
green eyes, and a long nose.
3 Ichabod
did not make much money as a teacher. And although
he was tall and thin, he ate
like a fat man.
To help him pay for his food he earned extra money
teaching young people to sing.
4 Among the
ladies Ichabod taught was one Katrina Van Tassel.
She was the only daughter of a rich
Dutch
farmer. She was a blooming lass of fresh eighteen;
plump as a partridge; ripe and melting and
rosy-cheeked as one of her father’s peaches.
Ichabod had a soft and foolish heart for ladies,
and soon
found himself interested in Miss Van
Tassel.
5 But there were many hurdles
blocking the road to Katrina’s heart. One was a
strong young
man named Brom Van Brunt, a hero
to all the young ladies. He was broad-shouldered
and
double-jointed, with short curly black
hair, and a bluff but not unpleasant countenance.
He always
won the horse races in Tarry Town
and earned many prizes. Brom was never seen
without a horse.
Such was the enemy Ichabod
had to defeat for Katrina’s heart.
6 Stronger
and wiser men would not have tried. But Ichabod
had a plan. He could not fight his
enemy in
the open. So he did it silently and secretly. He
made many visits to Katrina’s farm and made
her think he was helping her to sing better.
7 Time passed, and the town people thought
Ichabod was winning. Brom’s horse was never seen
at Katrina’s house on Sunday nights any more.
8 One day in autumn Ichabod was asked to
come to a big party at the Van Tassel home. He
dressed in his best clothes. A farmer loaned
him an old horse for the long trip to the party.
9 Brom Van Brunt rode to the party on his
fastest horse, called Daredevil. All the young
ladies
smiled happily when they saw him.
10 Ichabod was happy dancing with Katrina, the
lady of his heart, while Brom, sorely smitten with
love and jealousy, sat brooding by himself in
one corner. When the music stopped, the young
people sat together to tell stories about the
Revolutionary War.
11 Soon stories about
Sleepy Hollow were told. The most feared story was
about the rider
looking for his lost head. One
farmer told how he raced the headless man on a
horse. The farmer ran
his horse faster and
faster. Until the headless horseman suddenly
stopped. Gone were his clothes and
his skin.
All that was left was a man with white bones
shining in the moonlight.
12 The stories
ended and time came to leave the party. Ichabod
seemed very happy until he said
goodnight to
Katrina. Was she ending their romance? He left
feeling very sad. Had Katrina been
seeing
Ichabod just to make Brom Van Brunt jealous so he
would marry her?
13 Well, Ichabod began his
long ride home.
14 He thought he saw
something white move in the tree. But no, it was
only the moonlight shining
and moving on the
tree. Then he heard a noise. His body shook. He
kicked his horse faster. The
horse ran fast
and then suddenly stopped, almost throwing Ichabod
forward to the ground.
15 There, in the
dark woods on the side of the river where the
bushes grew low, stood an ugly
thing. Big and
black. It did not move, but seemed gathered up in
the gloom, like some gigantic
monster ready to
spring upon the traveler.
16 Ichabod’s hair
stood straight up. What was to be done? To turn
and fly was now too late.
Summoning up, therefore, a show of courage, he
demanded in stammering accents, “Who are you?”
He received no reply. Ichabod’s old horse
began to move forward. The black thing began to
move along the side of Ichabod’s horse in the
dark. Ichabod made his horse run faster. The black
thing moved with them. Side by side they
moved, slowly at first.
17 Ichabod felt his
heart sink. For a moment the moon shone down and
to Ichabod’s horror, he
saw it was a horse.
And it had a rider. But the rider’s head was not
on his body. It was in front of the
rider,
resting on the horse. He rained a shower of kicks
and blows upon his horse, hoping by a sudden
movement to give his companion the slip; but
the spectre started full jump with him. Away,
then,
they dashed through thick and thin;
stones flying and sparks flashing at every bound.
18 Up ahead was the old church bridge where
the headless horseman stops and returns to his
burial place.
19 “If only I can get
there first, I am safe,” thought Ichabod. Ichabod
looked back to see if the
headless man had
stopped. He saw the man pick up his head and throw
it with a powerful force. The
head hit Ichabod
in the face and knocked him off his horse to the
dirt below.
20 They found Ichabod’s horse
the next day peacefully eating grass. They could
not find Ichabod.
21 They walked all across
the valley. They saw the foot marks of Ichabod’s
horse as it had raced
through the valley. They
even found Ichabod’s old hat in the dust near the
bridge. But they did not
find Ichabod. The
only other thing they found was lying near
Ichabod’s hat.
22 It was the broken pieces
of a round orange pumpkin.
23 The town
people talked about Ichabod for many weeks, and
finally they came to believe that
the headless
horseman had carried Ichabod away.
24 Much
later an old farmer returned from a visit to New
York City. He said he was sure he had
seen
Ichabod there. He thought Ichabod silently left
Sleepy Hollow because he had lost Katrina.
25 As for Katrina, her mother and father gave her
a big wedding when she married Brom Van
Brunt.
Many people who went to the wedding saw that Brom
smiled whenever Ichabod’s name was
spoken. And
they wondered why he laughed out loud when anyone
talked about the broken orange
pumpkin found
lying near Ichabod’s old dusty hat.
B
Introduction
1 Many people would agree
that the best way to make a sale is through a
direct sale, say, from your
shop, or on the
Internet. Consequently, telemarketing is commonly
overlooked, but in fact
telemarketing is
responsible for millions of sales each year.
Telemarketing is currently going through a
growth phase after many years of doubt and is
being adopted by all businesses — small to large.
2 For people new to telemarketing, it may take
time to become a sales expert on the phone (just
like it
does for most tasks), but once you
have mastered the technique, it can become a
strong marketing
tool.
3 Telemarketing
is not solely used to make an instant sale, but
also to make appointments that may
lead to a
sale.
4 The area of telemarketing is
extremely wide, and we aim to introduce you to the
basics of the
subject by pointing you in the
right direction for a successful campaign.
6
In most instances you should only try to fix a
meeting. All too often prospective customers are
lost not due to your product, but by the
attempt to get the customers to buy something they
have not
seen, by someone they do not know.
The pressure of trying to sell over the telephone
is almost
without parallel. How much simpler
the whole process would be if you just
concentrated on getting
the appointment!
7 By concentrating on the
appointment you can avoid the specifics of
productservice performance
and instead
concentrate on:
• We have something here that
I know will excite you, and if you can give me 30
minutes (be
honest with the time) I would love
to show you how it will immediately improve your
profitability.
Cold Callers Beware
8
Since 25 June 2004 it has been an offence to
telephone a BUSINESS that has registered its
telephone number(s) with the Telephone
Preference Service (TPS), as not wanting
unsolicited
business-to-business telephone
calls.
9 The new regulations are in addition
to the existing regulations that cover CONSUMER
cold
calling. Once a telephone number has been
registered with the TPS, it takes 28 days to
become an
offence if you cold call it.
10 If you have an existing list of past clients,
you WOULD have to “clean” the list through TPS
if you had no idea if they would want to hear
from you again.
Unit 六
A
1 Carter
Druse was born in Virginia. He loved his parents,
his home, and the South. But he loved
his
country, too. One morning in the autumn of 1861,
when the country was ravaged by a terrible
civil war, the young Virginian said, quietly
but gravely, “Father, a Union regiment has
arrived. I am
going to join it.”
2 The
old man looked at his only son for a moment, too
shocked to speak. Then he said, “As of
this
moment you are a traitor to the South. Please
don’t tell your mother about your decision. She is
sick, and we both know she has only a few
weeks to live.”
3 Carter’s father paused,
again looking deep into his son’s eyes. “Carter,”
he said, “no
matter what happens — be sure you
always do what you think is your duty.”
4
Both Carter Druse and his father left the table
that morning with a broken heart. And Carter
soon left his home, and everyone he loved, to
wear the blue uniform of the Union soldier.
5
One sunny afternoon, a few weeks later, Carter
Druse lay at full length upon his stomach, his
feet
resting upon his toes, his head upon his
left forearm. His extended right hand loosely
grasped his rifle.
He was sleeping while on
duty. If detected he would be dead shortly
afterward, death being the just
and legal
penalty of his crime. Fortunately, no one could
see him. He was hidden by some bushes,
growing
by the side of the road.
6 The road Carter
Druse had been sent to guard was only a few miles
from his father’s house.
7 It began in a
forest, down in the valley, and climbed up the
side of a huge rock. Anyone standing
on the
top of this high rock would be able to see down
into the valley. And that person would feel
very dizzy, looking down.
8 Hidden in
the valley’s forest were five Union regiments —
thousands of Carter’s fellow
soldiers. They
had marched for thirty-six hours. Now they were
resting. But at midnight they would
climb that
road up the rocky cliff.
9 Their plan was
to attack by surprise an army of Southerners,
camped on the other side of the
cliff. But if
their enemy learned about the Union Army hiding in
the forest, the soldiers would find
themselves
in a trap with no escape. That was why Carter
Druse had been sent to the road to make
sure
that no enemy soldier spied on the valley, where
the Union Army was hiding.
10 But Carter Druse had fallen asleep.
Suddenly, as if a messenger of fate came to touch
him on the
shoulder, the young man opened his
eyes. As he lifted his head, he saw a man on
horseback
standing on the huge rocky cliff.
His first feeling was a keen artistic delight. (To
be continued)On
the colossal pedestal of the
cliff was a statue of impressive dignity. Carter
could not see the man’s
face, because the
rider was looking down into the valley. The figure
of the man sat on the figure of
the horse,
straight and soldierly, but with the repose of a
Grecian god carved in the marble which
limits
the suggestion of activity.
11 Carter
discovered he was very much afraid, even though he
knew the enemy soldier could not
see him
hiding in the bushes.
12 Suddenly the horse
moved, pulling back its head from the edge of the
cliff. Wide awake, Carter
was alive to the
significance of the situation now. He raised
his gun and aimed for the
horseman’s heart. A
small squeeze of the trigger, and Carter Druse
would have done his duty.
13 At that
instant, the horseman turned his head and looked
in Carter’s direction. He seemed to
look at
Carter’s face, into his eyes, and deep into his
brave, generous heart.
14 Carter’s face
became very white. His entire body began shaking.
His mind began to race. In
his fantasy, the
horse and rider became black figures, rising and
falling in slow circles against a fiery
red
sky.
15 Carter did not pull the trigger.
Instead, he let go of his gun.
16 Brave and
strong as he was, Carter almost fainted from the
shock of what he had seen.
17 Is it so
terrible to kill an enemy who might kill you and
your friends? Carter knew that this man
must
be shot from ambush — without warning.
18
Slowly, a hope began to form in Carter Druse’s
mind. Perhaps the Southern soldier had not
seen the Northern troops.
19 Perhaps he
was only admiring the view. Perhaps he would now
turn and ride carelessly away.
20 Then
Carter looked down into the valley and saw a line
of men in blue uniforms, slowly leaving
the
forest and bringing their horses to a stream. And
there they were — in plain sight!
21 Carter
Druse looked back to the man and horse standing
there against the sky. Again he took
aim. But
this time he pointed his gun at the horse. Words
rang in his head — the last words his father
ever spoke to him: “No matter what happens, be
sure you always do what you think is your duty.”
22 Carter Druse was calm as he pulled the
trigger of his gun.
23 At that moment, a
Union officer happened to look up from his hiding
place near the edge of the
forest. His eyes
climbed to the top of the cliff that looked over
the valley.
24 And then the officer saw
something that filled his heart with horror. A man
on a horse was
riding down into the valley
through the air!
25 The rider sat
straight, a strong clutch upon the reins to hold
his charger from too impetuous a
plunge.
From his bare head his long hair streamed upward.
His hands were concealed in the
cloud of the
horse’s lifted mane. The horse looked as if it
were galloping across the sky. Its
body was
proud and noble.
26 As the frightened Union
officer watched this horseman in the sky, he
almost believed he was
witnessing a messenger
from Heaven. At almost the same instant, he heard
a crashing sound in the
trees. The sound died
without an echo. And all was silent.
27 The
officer got to his feet, still shaking. He went
back to his camp. But he didn’t tell anyone
what he had seen. He knew no one would ever
believe him.
28 Soon after firing his gun,
Carter Druse was joined by a Union sergeant.
29 “Did you fire?”
the sergeant whispered.
30 “Yes.”
31
“At what?”
32 “A horse. It was on that rock.
It’s not there now. It went over the cliff.”
Carter’s face
was white. But he showed no
other sign of emotion. The sergeant did not
understand.
33 “See here, Druse,” he said,
after a moment’s silence. “Why are you making this
into a
mystery? I order you to report. Was
there anyone on the horse?”
34 “Yes.”
35 “Who? ”
36 “My father.”
B
Pre-
negotiation
1 Before you decide to
negotiate, it is a good idea to prepare. What is
it exactly that you want to
negotiate? Set out
your objectives (e.g. I want more time to pay off
the loan). You have to take into
account how
it will benefit the other party by offering some
sort of reward or incentive.
2 What is
involved (money, sales, time, conditions,
discounts, terms, etc)? Know your extremes:
how much extra can you afford to give to
settle an agreement? Although you are not aiming
to give
out the maximum, it is worth knowing
so that you will not go beyond your limit.
Negotiation
3 It is important that you
approach the other party directly to make an
appointment to negotiate,
should it be in
person, writing, or by phone, as this will allow
you to set the agenda in advance.
Don’t give
away anything that will give them a chance to
prepare too thoroughly: it’s not war, but
it
is business!
4 So, it’s time to negotiate
and you’ve prepared well. What else must you have?
Two things:
confidence and power. Your power
will come from your ability to influence. For
example, you may be
the buyer (but not always
in a strong position), or have something that the
other party wants, or you
may be able to give
a reward or an incentive. For example, you may be
selling kitchen knives and as
part of the
package you are giving a knife sharpener and a
storage unit away free as an incentive.
5
It is always important that you keep the
negotiation in your control: this can mean within
your
price range, your delivery time, or your
profit margin. If you fail to do so, you will end
up on the
wrong side of the agreement, and
with nothing out of the deal other than
maintaining trading
relationships.
6
When negotiating, aim as high as you feel
necessary in order to gain the best deal for
yourself.
The other party may bring this down
but it is a good tactic, as it is always easier to
play down than to
gain. Make sure that you
remain flexible throughout the negotiation in case
the opposition
decides to change the direction
of the agreement.
Coming to an Agreement
7 Once you have come to a final agreement, it is
important that you have it down in writing, along
with both parties’ signatures, though this is
not always possible or practical. Before it is
signed, or
formally ordered, it is wise not to
say anything about the terms agreed because your
next sentence
might break the agreement: the
best salespeople never oversell — well, not until
they have to!
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