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Reading Power 유형편 완성(2017) Chapter6
Reading Power 유형편 완성(2017) Chapter6
Reading Power 유형편 완성(2017) Chapter6
Chapter REVIEW 03~05
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Chapter REVIEW 03~05
Matt was attending his meeting of the board of directors of a small nutrition company at which the board was to decide which of several national accounting firms the company would use to audit its financial records. Each firm had sent representatives to make a presentation to the board's auditing committee. The auditing committee narrowed the field to two. The president of the company, William, who participated in all of the meetings, was asked to give his recommendations to the board. William began by emphasizing that the senior member of the team sent by the first accounting firm, Dick, was extremely well qualified. His firm represented more publicly traded companies in the southwest United States than any other, and had the best connections within the business and financial communities. William described Dick as extremely confident. The impression Dick left was that his firm would be doing William a favor if it agreed to perform the audit, not that he truly cared about the company. William then told the board that the senior representative of the team from the second accounting firm, John, was younger, and not as confident. But he was friendly and paid close attention as William described his business, and the role he hoped the accounting firm would fulfill. John also was well qualified; but his qualifications and experience, and those of his company, didn't measure up to those of the first accounting firm. After William's presentation to the board, Matt put the question directly to William, "Who do you recommend, and why?" William responded, "I think we should go with the second firm." "John seems like the kind of guy who will think about us when he's shaving." And that's who got the business — John, the guy who impressed William that he would think about William's company when he was shaving. That's who usually gets the business and forges the deepest and longest-lasting personal and business relationships; because he's the one whose concern for us makes us feel important.
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1 Matt was attending his meeting of the board of directors of a small nutrition company at which the board was to decide which of several national accounting firms the company would use to audit its financial records. 2 Each firm had sent representatives to make a presentation to the board's auditing committee. 3 The auditing committee narrowed the field to two. 4 The president of the company, William, who participated in all of the meetings, was asked to give his recommendations to the board. 5 William began by emphasizing that the senior member of the team sent by the first accounting firm, Dick, was extremely well qualified. 6 His firm represented more publicly traded companies in the southwest United States than any other, and had the best connections within the business and financial communities. 7 William described Dick as extremely confident. 8 The impression Dick left was that his firm would be doing William a favor if it agreed to perform the audit, not that he truly cared about the company. 9 William then told the board that the senior representative of the team from the second accounting firm, John, was younger, and not as confident. 10 But he was friendly and paid close attention as William described his business, and the role he hoped the accounting firm would fulfill. 11 John also was well qualified; but his qualifications and experience, and those of his company, didn't measure up to those of the first accounting firm. 12 After William's presentation to the board, Matt put the question directly to William, "Who do you recommend, and why?" 13 William responded, "I think we should go with the second firm." 14 "John seems like the kind of guy who will think about us when he's shaving." 15 And that's who got the business — John, the guy who impressed William that he would think about William's company when he was shaving. 16 That's who usually gets the business and forges the deepest and longest-lasting personal and business relationships; because he's the one whose concern for us makes us feel important.