原创 BEC高级考试口语过程详解 (武汉地区)

第一篇：原创 BEC高级考试口语过程详解 (武汉地区)

发现网上很少有关于BEC口语部分考试的详解过程 刚考完趁热打铁写一个~~~ 我考的是高级，笔试时间是在11月20号，考试很奇怪11月19号就开始考口语啦，所以各位同学一定要看清楚自己的准考证上面口语考试的时间，不要觉得考试是从20号才开始的！

湖北只有一个考点在武大，所以考试人数很多，貌似下午一点半就开始考了，每隔一个小时一场。我被安排到了下午6点半那一场。到了6点的时候，工作人员就告诉你，可以进场了同学们，先去候考室！如果你和你的partner在一个候考室，那很好，你们还是可以搭伴的，但是如果不在一个，那就很麻烦了，这时候你就必须自由结合找一个看着顺眼的新同学当你的partner.顺便提一句，考场是按名字的首字母顺序排的，比如我是H，我们考场就很多姓胡和姓黄的。

我们一个候考室是40个人，快到6点半的时候，工作人员会发给你一张表，上面需要涂黑你考试的时间，你partner的考生编号之类的（注意，是他/她的），记得拿2B铅笔。到时候工作人员会说的很清楚这里就不详说啦。然后我们的工作大叔就问，谁准备好了呀，现在可以考啦。有一些先驱同学这时候就会举手，然后去楼上的候考室。大概过十分钟，大叔就会说，还有谁呀，这时候大家陆陆续续都跟他说准备好了。排着号就上楼了。等我和partner(刚认识的)上去的时候已经是最后了。然后我就看到楼上的候考室坐着“一对儿一对儿”的考生，有20个人（十组）。

这个时候候考室的工作人员就查你的身份证，准考证。查完以后说：我们这有十个考场，我现在把你们每组编一个号，一会我叫几号，几号你们就去对应的考场。不一会儿就叫到了我和partner，把包儿扔考场门口就拿着那张表就进去了。里面坐着俩人。一个看着就是老师的负责提问给分，另外一个看着像学生的只负责听，帮着在你俩的表上填个什么东西。

真正开始啦！那个考官说话非常清晰，先问你叫什么名字，来自哪里，然后随便问问你的专业学习情况什么的，对未来的计划，不用说很多。然后就问点商务上问题，问我的是觉得家族产业对中国商业的影响之类的。然后就是第二部分，这个不用说了，口语必备上都有，接着第三部分。第三部分你和你的partner 说完了之后还不算完，考官会再提一些问题，好像一个人有三个吧，你和你的partner 都是一样的。但是顺序是这样的：如果一道题先让你回答后让partner回答，那第二道题就是先让partner回答，这样比较公平。

考官很和蔼，所以不用紧张！能说多少就说多少~~~ 好啦，这就是整个过程，希望可以给大家帮助！

第二篇：BEC高级口语考试话题总结

1.Different Communication Styles

不同的交流风格

The way people communicate varies widely between, and even within, cultures.One aspect of communication style is language usage.Across cultures, some words and phrases are used in different ways.For example, even in countries that share the English language, the meaning of “yes” varies from “maybe, I'll consider it” to “definitely so,” with many shades in between.Another major aspect of communication style is the degree of importance given to non-verbal communication.Non-verbal communication includes not only facial expressions and gestures;it also involves seating arrangements, personal distance, and sense of time.In addition, different norms regarding the appropriate degree of assertiveness in communicating can add to cultural misunderstandings.For instance, some white Americans typically consider raised voices to be a sign that a fight has begun, while some Asian, African, Jewish and Italian Americans often feel that an increase in volume is a sign of an exciting conversation among friends.Thus, some white Americans may react with greater alarm to a loud discussion than would members of some American ethnic or non-white racial groups.2.Different Attitudes Toward Conflict

对待冲突的态度不同

Some cultures view conflict as a positive thing, while others view it as something to be avoided.In the U.S., conflict is not usually desirable;but people often are encouraged to deal directly with conflicts that do arise.In fact, face-to-face meetings customarily are recommended as the way to work through whatever problems exist.In contrast, in many Eastern countries, open conflict is experienced as embarrassing or demeaning;as a rule, differences are best worked out quietly.A written exchange might be the favored means to address the conflict.3.Different Approaches to Completing Tasks

采用不同方法去完成任务

From culture to culture, there are different ways that people move toward completing tasks.Some reasons include different access to resources, different judgments of the rewards associated with task completion, different notions of time, and varied ideas about how relationship-building and task-oriented work should go together.When it comes to working together effectively on a task, cultures differ with respect to the importance placed on establishing relationships early on in the collaboration.A case in point, Asian and Hispanic cultures tend to attach more value to developing relationships at the beginning of a shared project and more emphasis on task completion toward the end as compared with Americans.Americans tend to focus immediately on the task at hand, and let relationships develop as they work on the task.This does not mean that people from any one of these cultural backgrounds are more or less committed to accomplishing the task, or value relationships more or less;it means they may pursue them differently.4.Different Decision-Making Styles

不同的做决定的风格

The roles individuals play in decision-making vary widely from culture to culture.For example, in the U.S., decisions are frequently delegated--that is, an official assigns responsibility for a particular matter to a subordinate.In many Southern European and Latin American countries, there is a strong value placed on holding decision-making responsibilities oneself.When decisions are made by groups of people, majority rule is a common approach in the U.S.;in Asia consensus is the preferred mode.Be aware that individuals' expectations about their own roles in shaping a decision may be influenced by their cultural frame of reference.5.Different Attitudes Toward Disclosure

对待披露/曝光的态度不同

In some cultures, it is not appropriate to be frank about emotions, about the reasons behind a conflict or a misunderstanding, or about personal information.Keep this in mind when you are in a dialogue or when you are working with others.When you are dealing with a conflict, be mindful that people may differ in what they feel comfortable revealing.Questions that may seem natural to you--What was the conflict about? What was your role in the conflict? What was the sequence of events?--may seem intrusive to others.The variation among cultures in attitudes toward disclosure is also something to consider before you conclude that you have an accurate reading of the views, experiences, and goals of the people with whom you are working.

第三篇：BEC高级口语总结

一、团队合作

1.团队合作的好处（重要性）或缺点

In a team, I can learn from my fellow workers , get help from them when I am under pressure.When you work with more people, you get a chance to listen to different points of view, to learn to see things in a different perspective.Sometimes, team membership requires you to give up some individuality in order for the team to function as a whole.Sometimes you feel your own contribution to the team cannot be measured, so you work less than you would individually.2.团队合作的要点/特点

Mutual trust is the first secret of successful teamwork.When members share a trusting relationship, they will feel free to express their views, understand each other’s capabilities and limitations, and communicate with each other timely.This helps to bring out the potentials, experience and creativity of the individual and create good work environment.Full co-operation among team members has a direct impact on the success or failure of the team.When team members develop a strong awareness of cooperation, they would make collective efforts to achieve the common objectives and ensure a higher level of quality and workmanship.On top of that, timely communication and decision making will also help to improve work efficiency.Characteristics like mutual trust, co-operation, commitment, openness of expression among team members are essential to a good team.Besides, a team should also be clear about the common goals they aim to attain.3.怎样形成团队合作的文化

二、企业内部沟通

1.重要性（好处）

The employee can make suggestions to the boss about internal development, and discuss areas they can improve on.In this way, the employee can contribute to the overall improvement of the company.2.和员工沟通管理信息需考虑的要点

First of all, I think it’s important to clearly state your overall purpose and expectation.In this way, employees know exactly what they should do to meet work requirements and to achieve performance excellence.In addition to this, providing feedback on their performance is also important.On the managerial part, performance reviews help mangers to keep track of possible problems in their own work.On the part of the employees, they get encouraged for their hard work and are given chances to correct mistakes made on the job.Besides, mangers should be more open in sharing information with their subordinates.They should let employees know in advance any proposed changes before they actually occur.This will enhance mutual understanding and trust.3.与顾客沟通的必要性（好处）及如何与顾客沟通？

三、降低成本

1.控制生产成本需考虑的要点（方法）及作用

Train workers

In these days of changing technologies and methods, it is necessary to train your workers to keep them up to date.Staff training is extremely important nowadays.You see, technologies keep changing and if employees get regular training, they would be able to work more efficiently.It's the competence of the workforce that sharpens the competitive edge of the company.Get quality from suppliers Low quality goods from suppliers is a major source of waste.You should not only try to get quality suppliers but also work with your suppliers to help them improve their operations and quality of output.In cost management, it's important to cut down the cost of raw materials, as to a large extent, it helps to determine the product prices.Cost-conscious companies always seek to work with good suppliers who can offer quality raw materials with reasonable prices.Low quality materials from suppliers are actually a waste of money.Efficiency of production line is another important thing to consider.When introducing a production line, it is important to consult an ergonomics specialist and see that it's user-friendly and will not cause too much physical stress and strain.Meanwhile, workers should get fully-trained to work more efficiently on the line.Measures should also be taken to eliminate waste.On top of that, management should develop good benefits system to boost the morale of the workers.2.不恰当的控制成本的方法及危害

downsizing Some company leaders feel they can reduce costs by simply downsizing or reducing the number of workers or middle managers.Unfortunately, it’s not a proper way.One of the biggest effects of downsizing to reduce costs is that the good employees quickly leave the company for greener pastures.Thus the company is left with the deadwood employees, who are supposed to do twice the work as before.Reducing customer service Customer service can be a nuisance and is often expensive.Sometimes companies will reduce or eliminate the service they give to the customers.Unfortunately, a neglected customer is an ex-customer.Customer service can enhance customer satisfaction and loyalty.Good customer relationship helps to improve your company image and boost sales.As a result, large-scale production will be cost effective for your company.Cutting corners A quite way to cut costs is by cutting corners in production or service methods.Some company leaders feel that by using cheaper material and labor, and by eliminating part and steps, they can cut costs and save money.It is true that costs may be cut in the short turn, but often the product or service is of such a low quality that repair and rework costs go through the roof.Also customers may become unhappy with the low quality and move on to another supplier.四、时间管理

1.有效管理时间有多重要？

时间管理技巧：

When managing a busy schedule, time management skills are important.They are es-sential skills for effective people.Keeping To-Do lists would remind you of all essential tasks to be finished.It's a powerful method of organising yourself and a way of reducing stress.Deciding work priorities can help you concentrate on the right things which are important and urgent.Tackling problems in order of importance allows you to separate important jobs from the many time-wasting trivial ones.2.设立目标的重要性/怎样设立目标？

设立目标的重要性：

By setting clearly-defined goals, you can measure and take pride in the achievement of those goals and raise your self-confidence due to your achievements, ability and competence.Self-confidence, by turns, will enable you to achieve higher and more difficult goals.怎样设立目标？

Set goals which are specific, measurable, realistic and achievable.Your optimum goals are those which cause you to ‘stretch’ but not ‘break’ as you strive for achievement.Goals can give creative people a much-needed sense of direction.3.作计划的重要性/怎样作计划？

五、管理

1.团队的核心领导的重要性

2.优秀的管理者应该具有的素质：

六、销售

1.销售技巧

Speak effectively and sincerely about my product or service.Learn to be a good listener because if you don’t listen to and understand the needs of buyers you can’t become a successful sales professional.Know my competitors and the merits and pitfalls of their products.A successful salesman should connect with customers and create a desire to buy him willingly and happily.2.广告的重要性

When aiming to increase sales of a product, it's important to advertise the product because advertising can inform, persuade and remind potential customers of the product.Marketers can launch an advertising campaign to attract a large number of consumers.And, effective advertising can enhance consumer perceptions of quality in the product, thus encouraging customers to buy this product repeatedly.3.广告媒体的选择

The media the marketer selects must be capable of accomplishing the communications objectives of information, persuading, and reminding potential customers of the products.Broadcast media include television and radio.Newspapers, magazines, outdoor advertising represent the major types of print media.The internet is a new medium.Nowadays, many companies jump to advertise on the internet.Internet advertising can assist in raising awareness of brands, it is most successful when combined with traditional advertising such as TV or print.With more and more people using the internet, advertisements on the internet can reach large audiences.4.处理顾客投诉

When customers complain, it's important that staff should apologize first, because cus-tomers must be very upset when they are dissatisfied with the product or service, some may even be aggressive.At this time, employees should remain calm and collected, listen to the complaints and apologize for the problem, and then the customers may feel that they are taken good care of.Suggesting a solution to the problem is also important.An apology is not enough, em-ployees should also try to deal with the existing problems, if they suggest a solution to the problem, customers may not be so dissatisfied, and they may not take their business elsewhere.It's also important that employees should not make any promises that they cannot keep.If employees cannot keep promises, customers may get disappointed, then, they may switch to other producers.5.处理顾客投诉的重要性

Businesses benefit from treating complains as welcome resource and opportunities to gain innovative ideas for improvement.Customers often have stronger commitments to a company after a conflict has been solved than they would have if they had never complaint at all.Customer complaints offer organizations the opportunity to overcome problems and improve commitments to service.七、产品开发

1.市场调研

In developing new products, I think market research is very important.By carrying out market research, a company can get such information as whether there exists a niche market for a new product, and what are customers' needs and tastes for the new product, therefore, the new product will sell well when it is launched into market.2.创新

第四篇：口试考官：2010年BEC高级口语考试经验小结

口试考官：2010年BEC高级口语考试经验小结

来源：BEC之家 【牵手考试大，成功你我他】 2010年8月5日

炎热的5月，见证了BEC高级考生挥汗如雨的奋战。我在北外考场以口语考官的身份，考差了14对、28人的高级口语。下面是一些点评。

问过姓名之后，就是Where are you from？

这道题，我的考场都是正确反应：

I am from Sichuan, China.其它考场有的人说I'm from Ren Min University.答成了自己的学校。

第一部分有两套题，其中那个第一套题和去年一样，没有变化：

Work or Studies:

-What you find most interesting about your job or course

-About your future career plans

-Why you decided to learn English

-About your ideal kind of employer *

-Why you chose your particular career

-About the place where you work or study.*

其中画有*的题目有的考生没有理解。ideal kind of employer不一定需要考生是有工作的，因为它在问 “你理想的雇主具有哪些特点”，即使是在校生，也可以发表自己的意见、有的可说；学习或工作的地方，有的人没有思路，有的人有思路但是调理不清楚,用词也没有注意到质量。下面是比较好的答案：

About the place where you work or study.*

I am a student in the Renmin University and I study fianance in the School of Finance.What I am most proud of my university is the prestige, which has been built over years with joint efforts from the school administration, professors and scholars as well as from business owners....Type 2 Could you tell me

-How important you think imports are for people in your country

imports 的含义有些考生没有理解，那就是“进口”；理解后，也有人回答的不扣题。大部分人都能想到引进先进技术，但是英文的表述欠缺，下面这个回答较好：

Needless to say, imports play an essential role in economic development of China.In 1980s, China has just started the open-door policy and imports and exports started to become more dynamic.There are three significant aspects impacted by imports.The first one is in culture.Imported TV programs from Japan, US and some European countries brighten up the TV screens.The earliest ones include A Xin, produced in Japan, which is a biography of a ternacious woman named A Xin, who thrived the ups and downs in her life through hard-working.Another one , Man fromt the Atlantis, produced in the US, is a science fiction.The 2nd aspect is in commodities.Brand names such as Maxim, a French brand, and McDonald's, the fast food chain, entred the Chinese market.Later on, a lot of other well-known big names followed suit.Lastly,new technologies in car-making, information technologies were also imported initially, though numerous solutions and innovations have been developed locally by Chinese later on.-What you think the advantages are for people in your country of spending time working abroad

这个题目许多人都能想到开阔眼界等，用词也比较俗

Working abroad offers a variety of benefits to people in general, including the Chinese.Firslty, it allows people to get a global vision, which is an assets nowadays, when globalisation is taking place at a rapid rate.Specifically speaking, it is not uncommon to find foreign companies in China or doing business with Chinese counterparts.A global perspective will certainly help communications among multi-national team members.Secondly, people can sharpen their English language skills.Needless to say, English is the working language in the world and working in another contry enables people to get more exposure language-wise.It is obvious that the workers would use the language to serve a purpose in their job, rather than learning it from a text book.Such practice of language will certainly polish their English.Last but not least, people may understand different cultures better.When living and working abroad, people hava an opportunity to closely observe the local way of life, to be more exact, how people handle their daily tasks and how they do so differently between cultures.Something as simple as cutting a grape fruit could demonstrate such a difference.-Whether you think the use of mobile phones for business is always positive in your country

这个题目有一个陷阱：always,哪里有一成不变的事情呢？所以客观的回答应该说手机在工作中大多数情况下是有用的，但是它也有一些不利于工作的地方。

Generally, mobile phones are quite useful in daily work.As known to all, people send text message, exchange emails and check maps on cell phones, which come in quite handy.However, I wouldn't say it is ALWAYS useful.A case in point is that when people attend meetings ,they get distracted by the messages on their cell phones, not to mention phone calls which are not urgent nor important.Besides distraction, it increases stress for cell phone users.People are on call all the time, which resulted in a dim line between life and work.By that I mean, employees are always on the work mode.Gradually, stress may lead to reduced productivity.-How important you think language training will be in your country in future

这道题很不容易答出彩，大多数人都去说成英语的培训，而题目是讨论“语言培训”。所以，可以说中文的培训、沟通技巧、邮件、手机短信中的语言规范化等等，甚至是商务应用文的写作等等。

其image, 它比较product的重

集中

音应该的是

问题有Image, PROduct

：

；

important 的替换词。

此次考试答得综合比较好的是学德语和阿拉伯语的同学，两个男生，英语专业的只有一个还比较好，其他人距离高级的要求还有些差距。总之，在我经手的14对考生中，10对左右时通过口语考试的。

第五篇：BEC高级a级自己总结口语材料

[转载]BEC高级口语presentation的材料

口语具体的考试形式就不多说了，相信大家都知道，这里主要说一下presentation部分经常考的内容。由于很多同学的专业并不是和商务有关的，因此积累一定的商务知识和素材就十分必要。

首先是Marketing，一般presentation部分考官会给三个题目供你选择，可以说必有一道是关于Marketing的，所以这方面的材料要好好准备。以下是我当时准备的一些常用材料。I.Pricing Strategy

1.the product itself: the cost of producing plus your expecting profit

2.similar products, the rival firms: What are their prices? What are your product’s competitive advantages? In what aspect does your product superior to others? This can add extra value to your product.3.target customer: Whether they are wealthy or not? Can they afford the price? Ex: How to ensure that price levels for new products are set appropriately?

○1 The first problem is who your target customers are.Their income, occupation, preference.○2 Do market research to make sure whether your target customers can afford the price level.There are mainly four ways of doing market research: survey, telephone interview, observation and questionnaire.○3 Test your product in a small region.Find out how it sells, get the feedbacks of the customers.Decide whether to make any adjustment.II.Product Package

Ex: The importance of packaging products appropriately

○1 Traditionally, the purpose of packaging a product is to protect the product or to make it convenient for carrying, as some products are liquid or sticky.○2 Today, the package add value to the product, especially to the consumer goods.The package is the product’s first impression to the customer.They may judge the quality of the product by its package and decide whether to buy it or not.Sometimes, a gorgeous package is a symbol of identity, especially when the product serves as a gift or present.○3 You have to packaging your products appropriately so that your products can stand out from the crowd and be bought by the customers.III.Diversification

Ex: The importance of product diversification to the success of a business.这时你可能对product diversification并不是很熟悉，可以举一些案例，比如, the case of coca-cola: despite of its regular cola, it produce diet cola for people who get diabetes or adiposity problems.然后借以说明product diversification的作用。

○1 Meet the needs of different customers.○2 Increase the company’s market shares/market penetration.○3 Marketing segmentation: the division of potential buyers according to age, sex, lifestyle, etc with the aim of designing and promoting goods and services to meet their specific need.(此定义引自《牛津英汉双解商务英语辞典》，我认为很不错的一本商务英语词典，每个词汇都有在商务方面的中英两种解释和例句)

IV.Advertising 1.Media

○1 The types of media: TV and radio commercial, newspapers and magazine, poster and bill board, direct mail, the Internet, etc ○2 Advantages and disadvantages of the major types

TV: high attention, combination of sight, sound and motion;high cost and less audience selectivity.Newspaper: flexibility, good local market coverage, broad acceptance;short life, poor reproduction quality.Magazine: high geographic and demographic selectivity, credibility, long life, good pass-along readership;having rivals in the same magazine.Direct mail: audience selectivity, flexibility, no ad competition within the same medium;relatively high cost, junk mail image.Internet: high reach of international audience, similar effect as TV commercial, interactive;the users of Internet are limited, compared with TV.○3 Consider your target audience and your budget to make a wise decision.2.Agency

○1 Select a suitable agency A.Consider the reputation and past performances of the agency.Agencies provide the client with the services of highly skilled individuals who are specialists in their chosen field.B.Same compensation philosophies.Different compensation systems may result in disagreement.C.Stability in agency’s policies.Mergers and acquisitions may lead to policy changes.This will have negative effect on the performance of the agency.○2 Ensure that agencies maintain a high level of effectiveness.A.Regular reviews: financial and qualitative assessments.B.Financial audit: It is designed to verify costs and expenses, salaries for the employees, and payments to the media and outside suppliers.C.Give detailed instructions or certain trainings to the agencies about how to represent a company.D.Make full disclosure of any potential and existing conflict of interest.One agency cannot run two accounts which are indirect competition with each other.In some cases, even indirect competition will not be tolerated.3.Trade fair and exhibition

○1 Types of exhibition.What are exhibited? Whether it is related to your field? Whether you can find potential customers, suppliers, or partners?

○2 Scale of exhibition.How many participants are listed? Whether it is local or national or international? ○3 Publicity of exhibition.How far is the organizer willing to increase public awareness? Whether they are able to attract public attention and the leading companies of the field?

○4 Cost of admission.Some of the exhibitions are relatively high, because they wish to attract only the professionals of their own field.Some are admission free, because their target market is the entire population.○5 Other points: Location, transportation, accommodation and time.Ex: The importance of selecting appropriate members of staff to attend exhibitions.○1 The exhibition is a stage for a company to exhibit its product, capacity and credibility.○2 The members need to know every aspect of the product and the company, and what the company wants in the exhibition.○3 They should have eloquence to promote the product and the flexibility to adapt to the changes.○4 Because they represent the image of the company, they should also have a good physical appearance.V.Market Research

The definition of market research: study carried out by a company before launching a new product, into the needs, lifestyle, income, etc of potential buyers and to measure the success of similar products that are already available.It may involve interviewing people in the street or giving away sample product.○1 Market research can be done for both a product and a company.As for a product, it is the first step when promoting a new product.It can find out whether the market accept the product or not.As for the company, market research can find out the customers’ opinion about the after-sales services and corporate image.○2 There are generally four ways of doing market research, observation, survey, questionnaire and telephone interview.○3 There are four procedures while doing market research.First, represent suitable questions.Second, record the customers’ feedbacks.Third, gather these statistics.Forth, analyse them and draw a conclusion.VI.Sales

Ex: How to sell a product effectively in international markets.○1 Advertising.Choose a media to advertise your products in a foreign country, TV commercials, magazines, bill board, or etc.Make sure it suits the local tastes.Maybe you can try to sell on the net;it will receive the world-wide attention.○2 Do market research.Find out whether the products are accepted by foreign customers.It can be carried out as surveys, observations, and questionnaires.○3 Adjust your product to the local tastes.Although the case of your products are the same, you can change some details.Take IKEA, the largest furniture retailer, for example, is doing well in suiting the local taste.○4 What I want to put emphasis on is franchising.Franchising is a good way to sell your prosuct in a foreign country.As local businessmen understand their own culture best.其次是HR Management，这一部分也很重要，而且这些材料在写作时都可以派上用场 I.Recruitment

Ex: How to ensure that the best candidate for a post is selected.How to organise an effective recruitment drive.○1 Hiring a new employee is an investment.Getting a niche person for a niche role will add value to an organization.Organization can never be sure that they have selected the right person until he or she starts working, but an efficient recruitment and selection process can reduce the risk.○2 Produce an accurate job description, a list of skills, experience, attitudes and so on.○3 Choose the best recruitment method: internal recruitment, job advertisements, recruitment agencies and headhunting/executive search.○4 A shortlist of candidates will then be draw up to be put through the company’s recruitment processes, usually interviews.This will produce the ideal candidate.○5 Negotiate terms with this candidate.It should be both affordable for the company and attractive enough to get the ideal candidate.II.Motivation

Ex: How to achieve and maintain high motivation among a workforce.The importance to a company of having well motivated staffs.○1 Well motivated staffs can add value to the company.They are enthusiastic, creative and loyal.They increase the productivity and quality.○2 Spiritual motivation.A.Give employees guidance when they are just recruited.B.Demonstrate a commitment to career development and promotion from within.C.Forster a sense of team spirit.D.Publicly recognize and congratulate employees for good work.○3 Material motivation.A.Set incentive schemes: profit sharing, bonus scheme.