Relationship Banking
　　one of the more dissembles trends in the financial-service industry in recent times has been the adoption of programs designed to encourage more personalized relationships between an institution's employees and its clients,particularly those who are major depositors.The expression most commonly used to describe the type of program is"relationship banking."A good definition is provided in the 1985 book Marketing Financial Services:
　　In relationship banking the emphasis is on establishing a long-term,multiple-service relationship;on satisfying the totality of the client's financial need;on minimizing the need or desire of clients to splinter their financial business among various institutions.
　　Implicit within any definition of relationship banking is recognition that the financial-service requirements of one individual or relationship group.A successful relationship-banking program is,therefore,independent individual in a large part on the development of a series of financial-service"package,"each designed to meet the needs of identifiably homogeneous groups.
　　Another dimension of relationship banking is the development of highly personalized relationships between employee and client.In most financial institutions today the client is serviced by any employee who happens to be free at the time,regardless of the nature of the transaction.personalized relationships are therefore difficult to establish.In a full relationship-banking program,however,the client knows there is one individual within the institution who has intimate knowledge of the client's requirements and preferences regarding complex transactions.over time,the client develops a high level of confidence in this employee.In short,a personalized relationship evolves between client and employee.
　　1、According to the passage,what is a necessary first step in instituting relationship banking?
　　A.resigning bank buildings.
　　B.hiring congenial staff who make clients welcome.
　　C.recognizing the needs of groups and individuals.
　　D.teaching bank employees to be more confident.
　　参考答案：C
　　参考解析：第三段的最后一句，a series of financial-service"package,"each designed to meet the needs of identifiably homogeneous groups.一个成功的关系银行项目就是要有很多的系列服务项目，不同的项目可以满足不同人的需求，所以要创立关系银行，要做的第一件事就是充分认识个人和群体的不同需求。
　　2、With what subject is the passage mainly concerned?
　　A.the decline of the financial-service industry
　　B.variety within financial services
　　C.a way making more personal
　　D.increasing everyday banking transaction
　　参考答案：C
　　参考解析：本文主要讲述的是使银行服务更加个性化的方法。文章的开头就点明了主题。one of the more dissembles trends in the financial-service industry in recent times has been the adoption of programs designed to encourage more personalized relationships between an institution‘s employees and its clients.
　　3、According to the definition of relationship banking quoted in the passage,one of the main aims of this type of banking is to encourage clients to ___.
　　A.consult with each other concerning their finances
　　B.keep all their business with a single bank
　　C.recognize their own banking
　　D.keep their financial requirement to a minimum
　　参考答案：B
　　参考解析：第二段最后一句，In relationship banking the emphasis is on…minimizing the need or desire of clients to splinter their financial business among various institutions.
　　关系银行的目的是把客户分散资金到不同银行中的需求和期望降到最低，使他们只在一个银行进行交易，只与一个银行保持业务关系。
　　4、Which of the following can be inferred from the passage about relationship banking programs?
　　A.they have recently been discontinued
　　B.they are already being used
　　C.they will shortly used
　　D.they will be used in the distant future
　　参考答案：B
　　参考解析：第一段提到了，由此可以推断关系银行这一项目已经得到了采用。
　　5、What is the meaning of the word"institutions"in the first paragraph?
　　A.banks
　　B.schools
　　C.hospitals
　　D.police stations
　　参考答案：A
　　参考解析：指公共机构，在本文中指的是银行
　　参考译文：
　　最近金融服务业的一个比较隐晦的趋势是采用一些旨在鼓励机构雇员和客户之间更个性化的关系，尤其是那些主要的存款人。最常用来描述程序类型的表达是“关系”。银行业务。1985年出版的《市场营销金融服务》一书中给出了一个好的定义：
　　关系银行业务的重点是建立长期的、多服务的关系；满足客户的全部金融需求；最小化客户在各机构之间开展金融业务的需要或愿望。
　　关系银行业务的任何定义都隐含着承认个人或关系集团的金融服务要求。因此，成功的关系银行业务程序在很大程度上是独立于开发一系列金融服务“一揽子计划”的个人，每个计划都旨在满足识别的需要。均匀群。
　　关系银行业务的另一个维度是员工和客户之间高度个性化关系的发展。在当今的大多数金融机构中，不管交易的性质如何，碰巧有自由的员工为客户提供服务。因此，很难建立个性化的关系。然而，客户知道机构内有一个人非常了解客户对于复杂交易的要求和偏好。随着时间的流逝，客户对这个员工产生了高度的信心。简言之，客户和e.雇员。