工商管理专业英语
(完整版)工商管理专业英语unit10
➢ Total customer cost: The total of all the monetary, time, energy, and psychic costs associated with a marketing offer.
Business School of Nankai University
Text
More than 35 years ago, Peter Drunker insightfully observed that a company’s first task is “to create customers.” However, creating customers can be a difficult task. Today’s customers face a vast array of product and brand choices, price, and suppliers. The company must answer a key question: How do customers make their choices?
➢ dissatisfied: adj. Feeling or exhibiting a lack of contentment or satisfaction. 不满意的，不高兴的感觉或流露不满意或不满足的
➢ consistently: adv. 一贯地， 一向， 始终如一地 ➢ vow: v. To declare or assert: 宣称或断言： ➢ switch: v. To shift, transfer, or divert 改变转变、转移或改换 ➢ affinity: n. A natural attraction or feeling of kinship. 共鸣，吸引
工商管理专业英语Unit 2 The Scope of Managem
整理课件
5
Glossary
• mission ['miʃən]
• n. 使命、任务、代表团 • v. 派遣、传教
• e.g. A starting point is to write a
mission statement that defines why
affordable transportation available to
every person. • 亨利· 福特设想制造出每个人都能负担得起
的交通工具。
整理课件
4
Glossary
• strive [straiv]
• v. 奋斗、努力 strive after/for为...奋 斗 strive toward 向...奋进
整理课件
10
Glossary
• interpersonal [.intə'pə:sənl]
• adj. 人与人之间的、人际关系的
• e.g. Managers also employ skills that
fall into three basic categories:
interpersonal,
Unit 2 The Scope of Management
整理课件tail [in'teil]
• v. 使必须、带来、伴随 • n. 限定继承权 • e.g. Management entails planning,
organizing, coordinating, leading, and controlling resources to efficiently reach these goals. • 管理需要计划、组织、协调、领导和控制 资源来有效地达到这些目标。
工商管理专业英语答案
工商管理专业英语答案【篇一：工商管理专业英语(郑琦,华东师范大学出版社)课后习题及翻译】翻译contingent dynamic conflict compromise interdependent reliancepopularitysufficientinsightsgeneralizememoirsclassic management sciencebehavioralintegrate sole1、the managers described their own experiences and triedto (generalize) the principles they believed could be applied in similar situations.管理人员描述了自己的经历和试图推广的原则，他们认为可以应用在类似的情况下。
2、even today ,a great deal of what we know about management comes from the autobiographies and （memoirs）of men and women who are or have been practicing managers.甚至在今天, 我们所了解的管理学也都出自于那些管理人员的自传和论文集。
3、according to the text ,the three well-establishedapproaches to management thought are the (classical) approach ,which focuses on the task of managing work and organizations ;the (behavioral) approach ,which focuses on the task of managing people;and the (managementscience)approach,which focus on the task of production and operations.根据本文，管理思想中有三个行之有效的方法，分别是古典方法、行为方法和管理学科学方法，其中古典方法专注于管理工作和组织的任务,行为方法专注于管理人的任务，管理学科学方法专注于生产和运营的任务。
工商管理专业英语unit1-The-Evolut
• reliance: n.The act of relying or the state of being reliant. 依赖依靠
• sufficient: adj. Being as much as is needed. 充足的 • characteristic: n. A feature that helps to identify, tell
Unit One The Evolution of Management as a Field of Study
Glossary
• evolution: n . The process of developing. 发展 • generalize: v. To infer from many particulars. 概括. • autobiography: n. The biography of a person
➢ Behavioral Approach (to Management)
also called behavioral school to management, （管理学） 行为（研究）方法 here it refers to a body of literature characterized by its concern for human behavior in the work environment. The school’s primary means for acquiring knowledge is scientific method, with emphasis on research. Chronologically, the behavioral approach to management thought followed the classical approach. Its first phase was identified with human relations theory, popular in the 1940s and early 1950s. Its second phase was the behavioral science approach, which came into popular use in the early 1950s.
工商管理专业英语
affordable adj. 支付得起的、不太昂贵的 v. afford 担负得起、提供、给予 affordable housing 经济适用房
3. 3. Focus: specific regional market or customer groups
Managerial Structure
First-line managers middle managers
top managers
Strategic goals
tactical objectives operational objectives
adj. 客观的、真实的、目标的
Management pyramid 管理金字塔、管理组织结构 Top managers 高层管理者（通常包括CEO, COO, CFO, CIO等） Strategic goals 战略目标（全局的、总体的目标） Middle managers 中层管理者（通常包括部门经理、分公司经理等） Tactical objectives 战术目标（部门的目标、服从于strategic
New Manager
1.Thinks of self as sponsor（发起者主 办 者 ） , team leader, or internal consultant（顾问）. 2.Deals with anyone necessary to get the job done. 3.Changes organizational structures in response to market change. 4.Invites others to join in decision making. 5.Shares information.
工商管理专业英语Unit1-3课件
Management science approach Focuses on the task of production and operations, uses of mathematical and statistic techniques to build models for the solution of production and operations problems.
nonroutine /nɔnru:'ti:n/ analogue ['æ nəlɒg+
Translation 1.当然，富有远见并不是成功的保证。
2.通常，一份任务报告书的目标总是聚焦于该 企业所服务的市场和顾客群。
3.这些管理人员都是能制定计划并引导企业朝 目标前进的战略家。
4.与其他人的沟通、和他们一起高效率地工作、 激励他们、领导他们，这些都是在人际关系 方面所需要的能力。
2.该领域的研究能使作为组织成员的个人更好 地理解自己的、同事的、上司的及下属的组 织行为。
The study of the field should enable you as an organizational member to better understand your own organizational behavior, as well as that of your peers, superiors, and subordinates.
English for Bu
Learning Objectives:
●This course is designed to help the students of Business Administration improve the professional English reading comprehension and the ability to use English for business communication and negotiation. （提高专业 英语阅读理解水平以及运用能力）
工商管理专业英语Unit4-What
• 第一，组织中的大部份工作可以毫不夸张地说是由群体完 成的，无论是短期工作队或是在组织表格中标明的正式工 作群体。
a
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Glossary
• predict [pri‘dikt]
• v. 预言、预报、预知、预测 • e.g. We are therefore interested in predicting and explaining the
a
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Glossary
• subset [‘sʌbset]
• n. 子集
• e.g. These organizational behaviors are important because they
represent a subset of people-related operative goals which help
due to lack of patronage, it ceases to be an organization.
• 然而，如果你最喜欢的饭店或酒馆由于缺少客人光顾而关 门，那么它就不再是一个组织了。
a
5
Glossary
• impact [‘impækt,im’pækt]
• n. 影响、冲击力 • v. 冲击、撞击、产生影响 • e.g. Particular technologies have an important impact on the
Unit 4 What is Organization behavior?
a
1
Glossary
• beast [bi:st]
• n. 兽、畜生、凶残的人
高考英语职业名词分类汇总
高考英语职业名词分类汇总在高考英语中，职业名词是一个常见的题型，涉及到各个行业和职业。
了解职业名词的分类和相关知识，对于高考英语的备考非常重要。
下面将详细介绍高考英语职业名词的分类。
一、工商管理类1. 管理者/主管 - manager/supervisor2. 行政人员 - administrative staff3. 会计师 - accountant4. 接待员/前台 - receptionist5. 财务经理 - financial manager6. 人力资源专员 - human resources specialist7. 市场营销经理 - marketing manager8. 国际业务经理 - international business manager9. 销售代表 - sales representative10. 项目经理 - project manager二、教育类1. 教师 - teacher2. 幼儿园老师 - kindergarten teacher3. 学校校长 - school principal4. 教育顾问 - education consultant5. 辅导员 - counselor6. 教育研究员 - educational researcher7. 高中生辅导员 - high school guidance counselor8. 大学教授 - university professor9. 课程设计师 - curriculum designer10. 校外培训员 - extracurricular trainer三、医疗保健类1. 医生 - doctor2. 护士 - nurse3. 外科医生 - surgeon4. 牙医 - dentist5. 心理咨询师 - psychologist6. 助产士 - midwife7. 药剂师 - pharmacist8. 康复治疗师 - physical therapist9. 保健专家 - health specialist10. 医学研究员 - medical researcher四、科技类1. 工程师 - engineer2. 计算机程序员 - computer programmer3. 网络管理员 - network administrator4. 数据分析师 - data analyst5. 软件开发人员 - software developer6. 电子工程师 - electrical engineer7. 信息安全专家 - information security specialist8. 网络安全专家 - network security specialist9. 科学家 - scientist10. 技术支持 - technical support五、艺术类1. 演员 - actor/actress2. 歌手 - singer3. 舞者 - dancer4. 画家 - painter5. 摄影师 - photographer6. 剧作家 - playwright7. 设计师 - designer8. 影视制作人 - filmmaker9. 音乐家 - musician10. 雕刻家 - sculptor六、法律类1. 律师 - lawyer2. 法官 - judge3. 检察官 - prosecutor4. 法律顾问 - legal advisor5. 合同专员 - contract specialist6. 仲裁员 - arbitrator7. 司法调查员 - forensic investigator8. 刑事辩护律师 - criminal defense lawyer9. 知识产权律师 - intellectual property lawyer10. 法案撰写员 - bill drafter七、体育类1. 运动员 - athlete2. 教练 - coach3. 裁判 - referee4. 体育记者 - sports journalist5. 运动理疗师 - sports physical therapist6. 足球运动员 - soccer player7. 游泳教练 - swimming coach8. 体育评论员 - sports commentator9. 体育营销经理 - sports marketing manager10. 体育科学家 - sports scientist八、媒体与传播类1. 记者 - journalist2. 编辑 - editor3. 出版商 - publisher4. 广播主持人 - radio/TV host5. 公关专员 - public relations specialist6. 社交媒体经理 - social media manager7. 广告创意总监 - creative director8. 摄影记者 - photojournalist9. 网络内容创作者 - content creator10. 传媒分析师 - media analyst九、公共服务类1. 警察 - police officer2. 消防员 - firefighter3. 社会工作者 - social worker4. 心理咨询师 - psychologist5. 社区服务人员 - community service worker6. 图书馆管理员 - librarian7. 公园管理员 - park ranger8. 城市规划师 - urban planner9. 环境保护专家 - environmental protection expert10. 海关官员 - customs officer十、其他职业1. 翻译 - translator2. 导游 - tour guide3. 飞行员 - pilot4. 宇航员 - astronaut5. 军事人员 - military personnel6. 宗教领袖 - religious leader7. 艺术家 - artist8. 作家 - writer9. 发明家 - inventor10. 探险家 - explorer以上是高考英语职业名词的分类汇总。
工商管理专业英语unit-6
navigational: adj. The act or practice of sailing, or of piloting an aircraft.导航的 artificial intelligence: The ability of a machine to perform those activities that are normally thought to require intelligence. 人工智能
Glossary
prototype: n. An original type, form, or instance that serves as a model on which later stages are based or judged. 原型 chassis: n. The rectangular steel frame, supported on springs and attached to the axles, that holds the body and motor of an automotive vehicle. 底盘 carousel: n. A circular conveyor on which objects are displayed or rotated旋转式传送带 profitable: adj. Yielding profit; advantageous or lucrative.有利可图的 outmaneuver: v. To overcome (an opponent) by artful, clever maneuvering.智胜在机 智、谋略上胜过（对手）
工商管理专业英语unit
Business School of Nankai University
Text
Management is needed in every type of organization. An auto plant, a city government, a baseball team, an army, and a school all require management. Every organization has goals. Management entails planning, organizing, coordinating, leading, and controlling resources (land, labor, capital and information) to efficiently reach these goals. The challenges of management include maintaining an organizational structure, developing both long- and short-tem plans, motivating employees, and maintaining quality—a measure of how closely goods and services conform to predetermined standards and customer expectations. To meet these challenges, managers must possess certain skills that enable them to fulfill specific roles. As Bill Gates has demonstrated, when managers possess the right combination of vision, skill, experience, and determination, they can lead an organization to success.
工商管理专业英语unit13 Integrated Logistics Management
Key Terms and Concepts
➢ Integrated logistics management: Integrated logistics management is a logistics concept that emphasizes the teamwork, both inside the company and along all the marketing channel organizations, in order to maximize the performance of the entire distribution system 综合物流管理
定制的
• distributor: n. One that markets or sells merchandise,
especially a wholesaler. 发行者，销售者
• consolidator: n. 集运人 • replenishment: n. to fill up again 补给，补充 • stock up: 采购，囤积 • bin: n. A container or enclosed space for storage 箱柜 • designated: adj. To point out or call by a special name指定
Business School of Nankai University
Text
• Building Channel Partnerships
• The members of a distribution channel are linked closely in delivering customer satisfaction and value. One company’s distribution system is another company’s supply system. The success of each channel member depends on the performance of the entire supply chain. For example, Wal-Mart can charge the lowest prices at retail only if its entire supply chain— consisting of thousands of merchandise suppliers, transport companies, warehouses, and service providers—operates at maximum efficiency.
工商管理专业英语unit18 The Realities of Public Relations
Key Terms and Concepts
➢ globalizaiton: The idea that the world is developing a single economy and culture as a result of improved technology and communications and the influence of very large multinational companies.
• Public relations involves research into all audiences: receiving information from them, advising management of their attitudes and response, helping to set policies that demonstrate responsible attention to them and constantly evaluating the effectiveness of all PR programs. This inclusive role embraces all activities connected with ascertaining and influencing the opinions of a group of people. But, just as important, public relations involves responsibility and responsiveness in policy and information to the best interests of the organization and its publics.
工商管理专业英语
一、英译中1．Vertical integration –垂直统一管理2．Markup –涨价3．Lead time –订货和交货之间的时间4．Status Quo—现状现存情况或事态5．Market positioning–-市场定位6．Market segment—市场细分7．Executive –主管、高级执行人员8．Supervisor –监督9．Elasticity –弹性10．Differentiation –差异化11．Wholesale–批发商12．Retailer –零售商13．Discount –折扣14．Margin –最低利润15．Media advertising –媒体广告16．Point of Purchase Advertising –售卖场所广告17．Sales representative –销售代表18．Compensation –薪酬19．Gross profit –毛利20．Bidder –投标人二、中译英1. 如今的消费者要面对大量的产品、品牌、价格和生产厂商。
Today’s customers face a vast array of product and brand choices, prices, and suppliers.2. 零售商们需要考虑目标市场和产品定位。
Retailer must consider target markets and product positioning.3. 人员招聘是人力资源管理中的一个重要部分。
Recruitment is a significant part of Human Resource Management (HRM).4. 顾客的满意度和产品质量有关。
Customer satisfaction is relative to product’s quality.5. 每个企业都应该找到自身的竞争优势。
工商管理专业英语
1、英汉专业术语互译基层管理者：lower-level management 以战略为向导：strategy oriented 优先股：preferred stock 普通股：common stock产品生命周期：product life cycle 权变的：contingency期货：future 目标：objective成果：outcome 个人：individual集体：group 子目标：subgoal 支行：subbranch分行：branch系统：system下属：subordinate 上级：superior 战略管理：strategy management 贯彻实施：implementation）评估（2个）：evaluation assess动态的：dynamic 开发：exploit 竞争优势：competitive advantage 分析：analyze 内部：internal 外部：external 市场：market 市场细分：market segment 最小化：minimize最大化：maximize 灵活性：flexlbility 稳定性：stability构建：build 评价标准：criteria 权重：weight 理性决策者：rational decision market 偏好顺序：preference ordering 预算：budget 分母（标准）：denominator 浏览：scanning探知：detect新型市场：emerging market 方案：scenario 本金：principal 利息：interest产出：generate 每年：annual 员工：staff 经济复苏：economic boom 信贷危机：credit crisis 同事：colleague 大规模订制：mass customization房地产：real estate 可持续的：sustainable 竞争者：competitor 消费者口味：consumers` taste 堡垒：barrier模仿：imitation 药厂：pharmaceutical创新：innovation规模经济：economies of scale 锁定供应商：lock in supplier 专供合同：exclusive contract游说：lobby 进口关税：import tariff 海关：custom 组织结构：organization structure 框架：framework 复杂性：complexity 劳动分工：division of labor 纵向层级：vertical level 横向层级：horizontal level 层次：hierarchy 协调：coordinate 交易：transaction 规章制度：rule and regulation 消费者行为分析：consumer behavior analysis 正规化：formalization集权：centralization 分权：decentralization 授权：empower 搭配组合：mixed and matched 组织设计：organization design 优先处理：priorities 职权：authority职务：position权力：power 产能：capacity 广义：the large concept裁员：downsizing重组：restructuring 管理跨度：span of control 主管：supervisor 古典学者：classical writer 古典学派：classical school 有机式结构：organic organization 机械式结构：mechanistic organization 总体战略：overall strategy专业化：specialization 纵向分工：vertical differentiation 横向分工：horizontal differentiation 简单化结构：simple structure责任：accountability 低正规化：low formalization 高集权化：high centralization超载：overload 首先发动：initiate 变革：change 信息失真：misinformation 沟通不善：poor communication 消除误会：misunderstanding clarify 计算机化：computerization企业文化：corporate culture根深蒂固：entrenched 创造力：creativity 激发创造力：stimulate creativity 方式：approach 创新型组织：innovative organization 品牌：brand 破产（2个）：bankrupt liquidate服装：apparel 收购：acquired 执行官：executive市场潜力：market potential 盘活：turn around 自制的：autonomous 班组：crew 装：load卸：unload 运输：delivery 产品线：production line监管：supervise 自主权：discretion储：stock position 运：delivery 库存：stock存货：inventory 授权：empowerment 一线员工：frontline employee 脑力：brainpower 无责备文化：no-blame culture 调查：survey 资深的：senior 协会：society 需求层次理论：need theories市场潜力：market potential 创造力：creativity 创新力：innovation 概率：probability 绩效评估：performance evaluation 持续经营：going concern 公平理论：equity theory情境理论：situational theories 权变理论：contingency theories 言语沟通：verbal communication 非言语沟通：nonverbal communication 书面沟通：written communication 口头沟通：oral communication 单向沟通：one-way communication 双向沟通：two-way communication积极倾听：active listening 沟通网络：communication network 垂直沟通：vertical communication 下行沟通：downward communication 上行沟通：upward communication 水平沟通：horizontal communication 正式沟通：formal communication 非正式沟通 informal communication 纠正行为 corrective action 机制：mechanisms 资源resource 来源：source 外包：outsourcing 流动资产：current asset 固定资产：fixed asset 流动负债：current liabilities 长期负债：long-term liabilities 股票：stockholder 利益相关者：stakeholder 利息：interest 利率：interest rate 所得税：income tax 增值税：valueadded tax KA （主要客户）：key account 财务报表：financial statement 资产负债表：balance sheet 预算：budgeting 原材料：raw materials 在制品：work-in-process 成品：finished-goods 半成品：semi-finished goods二、缩写词1、R&D ：Research and Development2、ISO ：International Standardization Organization3、MBO ：Management By Objective4、SWOT ：s trengths, weaknesses, opportunities and threats.5、TQM ：Total Quality Management6、MIS ：M anagement Information System7、M&A ：Merge And Acquisition 8、SCM ：Supply Chain Management9、CEO ：chief executive officer 10、CFO ：C hief Financial Officer 11、JIT ：just in time12、HRM ：Human Resource Management 13、ERP ：Enterprise Resource Plan14、SWIFT: Society for Worldwide Interbank Financial Telecommunication15、EOQ ：economical ordering quantity 16、ROI ：return on investment三、简答1、SWOT 分析The term SWOT analysis refers to analyzing the organization`s internal strengths and weaknesses as well as external opportunities and threats in order to identify a niche that the organization can exploit2、BCG 矩阵The BCG matrix identifies four business group ：stars cash cows question marks and dogs3、五力分析模型4、公司的竞争战略1）公司层战略 corporate-levelstrategy （1）stability strategy （2）growth strategy （3）retrenchment strategy （4）combination strategy2）事业层战略 business-level strategy（1）adaptive strategy （2）competitive strategyCompetitive strategy 竞争性战略：1）over-all cost strategy 2）differentiation strategy3）focus strategy3）职能层战略 functional-level strategy5、职权的结构Authority structure1）coercive power 2）reward power6、部门化的方式departmentalization1) Customer departmentalization 2) Functional departmentalization 3) Geographic departmentalization 4) Process departmentalization 5) Product departmentalization7、组织结构类型Organization structure1) Mechanistic organization (1) Linear structure (2) Functional structure (3) Matrix structure (4) Network structure (5) Simple structure2) Organic structure8、马斯洛需求层次理论Hierarchy of needs theory1)Physiological needs 2）Safety needs 3）Belongingness needs 4）Esteem needs5）Self-actualization needs9、双因素理论two-factor theory 1) motivator 2）hygiene factor激励因素：1）process theories 2）content theories10、强化理论reinforcement theory 1）positive reinforcement 2)negative reinforcement11、期望理论的内容Expectancy theory1）effort-performance expectancy 2) performance-outcome expectancy12、管理的三种方式1）autocratic 2）democratic 3）lasissez-faire13、管理方格图the management grid1) employee-centered 2）job-centered 3）production-centered14、五种常见沟通网络five kind of communication network1）wheel network 2）chain network 3）Y network 4）circle network 5）star network15、沟通网络图1）sender 2）encoding process 3）medium 4）decoding 5)noise 6)feedback16、责任中心的五种类型：five type of responsibility center1）standard cost center 2）revenue center 3）profit center 4）investment center17、管理者的权力结构18、控制control 1）feedforward control 2)concurrent control 3)feedback control19市场控制market control 1）overcontrol 2）undercontrol20、会计的六要素：six accounting elementsassets liabilities woners` equity revenues expenses profits21、管理者的权利结构manager`s power structure1）referent power 2）expert power 3）authority四、论述What Managers DoThe successful manager capably performs four basic managerial funcations :planning，organizing，leading，and controlling. However as you will see，the amount of time a manager spends on each function depends on the level of the particular job.Planning. In general ,planning involves defining organizational goals and proposing ways to reach them. Managers plan for three reason to establish an overall direction for the organization`s future , to identify and commit the organization`s resources to achieving its goals and to decide which tasks must be done to each those goalsOrganizing. Organizing is the process of creating a structure of relationships that will enable employees to carry out management`s plans and meet organizational goalsLeading. Leading involves communicating with and motivating others to perform the tasks necessary to achieve the organization`s goalsControlling. The process by which a person ,group ,or organization consciously monitors performance and takes corrective action is controllingWe use these function to help explain exactly how managers do their jobs。
山东财经大学工商管理专业英语
英语专业术语1.management ：is the process of utilizing human and capital resources appropriately to achieve the firm”s goals and objectives.2.marketing ：isresponsible to see that the right product is available to the right customers, at the right time ,in the right place ,and at the right price.3.Finance：is the processof acquiring ,controlling ,and planning the use of a business ”funds in order to accomplish the goals and objectives of the business effectively and efficiently.4.Strategy ：refers to top managem ent”s plans to develop and sustain competitive advantage so that the organization”s mission is fulfilled.5.Strategic management：is a broader term that includes top management”s analysis of the environment in which the organization operates prior to formulating a strategy ,as well as the plan for implementation and control of the strategy.moditization：refers to the increasing difficulty firms have distinguishing their products and services from those of their rivals.7.Mass customization：refers to the ability to individualize product and service offerings to meet specific buyer needs.8.Economies of scale ：the decline in unit costs of a product or service that occurs as the absolute volume of production increases.9.The production era ：was characterized by increased use of machines and new organizational techniques that vastly increased the amount of goods that could be made . 10The sale era ：was characterized by a belief that customers were reluctant to by ,in part because so many companies were competing for their attention.11.the marketing era ：saw the view of selling as a large activity than that of the individual sales representative “overcoming ”the objections of buyers.12.the marketing company era ：in the marketing company era ,overall business strategy is developed with extensive participation by the marketing departmeng and the use of marketing research to help the company decide how to better serve customers.简答题：1.what are the five key functions of business?1)management;2)Marketing;3)Accounting4)Finance;5)Information systems2.what is marketing’s function?Marketing is responsible to see that the right product is available to the right customer,at the right time,in the right place,and at the right price.3.what are the theoretical frameworks of strategic management?1)industrial organization2)Resource-based3)Contingency theory4.what resources can be used for sustained competitive advantage?If resources are to be used for sustained competitive advantage-----a firm‟s ability to enjoy strategic benefits over an extended period of time---those resources must be valuable,rare,not subject to perfect imitation,and without strategically relevant substitutes.valuable resources are those that contribute significantly to the firm‟s effectiveness and efficiency.rare resources are possessed by only a few competitors,and imperfectly imitable resources cannot be fully duplicated by rivals.5.what is the influence of the internet on strategic management?1)movement toward information symmetry2)Internet as distribution channel3)Speed4)Interactivity5)Potential for cost reductions and cost shifting.6.what are two key trends that changed the context of strategic management?1)commoditization refers to the increasing difficulty firms have distinguishing their products and services from those of their rivals.2)Mass customization,refers to the ability to individualize product and service offerings to meet specific buyer needs. 7.what are the five eras ofmarketing identified byPerreault and McCarthy?1)the simple trade era2)The production era3)The sales era4)The marketing departmentera5)The marketing companyera8.what are the”4Ps”inmarketing activities?1)Product2)Place3)Price4)Promotion9.when is personal sellingof great importance?In general,if the cost of aproduct is high,the product iscomplex,the risk of making apoor choice is great,or theuses and benefits of theproduct ate difficult tounderstand,then personalselling activities may be themost important part of thepromotion effort coordinatedby the seller.10.what are the two kinds ofsales promotions?1)trade promotions are salespromotions used bymanufacturers to provideincentives to firms in thechannel of distribution toincrease the activity of thosefirms in moving the producttoward retail outlets.2)Consumer promotions aresales promotions targetingend-user of the product.翻译句子：第一单元：1.There are primarily two thatbear upon our discussion.与我们的讨论有关的定义主要有两个。
工商管理专业英语unite8课后题答案
Unit8 E-commerceAnswer the following questions.1.What is Internet?A: The Internet is a worldwide network of millions of computers and computer networks. It is a public, voluntary, and cooperative effort between the connected institutions and is not owned or operated by any single organization.2.How are Internets formed?A: Internets are formed by connecting networks through special computers in each network known as gateways, whose interconnections are made through various communication paths, including telephone lines, optical fibers, and radio links.3.Can you explain the functions of www?A: World Wide Web (WWW) is a system of resources that enable computer users to view and interact with a variety of information, including magazine archives, public and private informational resources, databases, and software programs. The WWW can be accessed by a computer connected to an internet, an interconnection of computer networks, or through the public Internet, the global consortium of interconnected computer networks.4.What are the most prevalent products sold online in the U.S.?A: The most prevalent products sold online include airline tickets, computer peripherals, software, books, music discs, apparels, and videos.5.Why are advertisers slow to move their spending from one medium to another?A: (1) Internet is developing as a media channel but it will take some time before it is accepted as a traditional medium along with television and printed media. The development of online media will be similar to that of offline counterparts: acceptance, and profits, will take time to develop, and only a small number of companies will succeed.(2) Certain consumers view Internet advertising as the best medium, however, it tends to lag behind TV advertising effectiveness .And Internet as a medium is better suits for high-involvement product than for low-involvement products.6. How is the effectiveness of online advertisements?A: Firms are skeptical about the reach and effectiveness of these advertisements. Too quickly, banner advertisements became the standard online format, and click-through rates became the principal measures of effectiveness.7.What is the role of Internet service providers?A: Internet Service Providers are the gatekeepers to the online world for the subscribers of Internet service. Internet Service Providers are themselves big marketers and they have a vast database of customers who surf the World Wide Web.8.What does “brick-and-mortar” mean?A: Brick-and-mortar means retailers with strong and established brand presence, physical distribution relationships, and capital investment in traditional formats.9. What are the most important concerns to online consumers?A: (1) Security is the most important concern to online consumers, and a Web site provides easy access to products and clearly posts delivery fees and policies wound reduce consumers’security worries. The second most important issue is price. Free shipping and attractive discounts by Internet marketers often encourage online purchases. Brand effect, delivery method, and other postpurchase service factors are the third most important issue during the online shopping process. 10.What product groups are most likely to succeed on the Internet?A: The product groups most likely to succeed on the Internet are convenience, shopping, and specialty goods.11. What are the shortcomings of Internet?A: The Internet does not provide consumers with the feel, touch, and smell of the product being advertised. Another weakness of Internet is its perceived lack of reliability.12. Why is it hard for a brand to put out second-rate products and services?A: The democratizing of information and knowledge makes it harder and harder for a brand to put out second-rate products and services. With their newfound ability to talk back, your customers will gladly to tell you all about it if you don’t live up to their expectations. With equal justice, they will not only tell you, they will tell each other spanning all times zones in the world with millions of clicks.13. Do you think traditional brick-mortar stores have an advantage in e-commerce? Why?A: Traditional brick-mortar stores have an advantage in e-commerce.Even though a lot of new brands developed on the net because of the unprecedented opportunities that opened up, traditional brick-mortar businesses that have brands with good equity have a definite advantage over these new brands.More and more old economy companies are moving rapidly into e-commerce. These companies have the advantage of well-known brands that can be successfully used in the online world to attract customers.A distinct advantage traditional retailers enjoy is their ability to offset low margin sales by up-selling other merchandise with much higher margins.14. How does Internet help to create competitive advantage?A: The Internet has given these companies a channel to get access to and feedback from final customers. These companies can get more information, more quickly from customers through the Internet. This allows them greater responsiveness in improving services and amenities, which helps to create competitive advantage.The Internet also presents an opportunity to improve customer service with lower costs.。
工商管理专业英语词汇
Unit 1 The Evolution of Management as a Field of Studyevolution n.the process of developing发展generaliz e v. to infer from many particulars 概括autobiography n.the biography of a person written by thatperson 自传memoir n. an account of the person experiences of anauthor 回忆录，自传extremely ad. Being in or attaining the greatest orhighest degree 极度地anthropologist n.someone who studiesanthropology 人类学家perspective n. the way in which a situation or problem in judged so that proper considerationis given to each part 合理观察，视角turnover n. the number of workers hired by an establishment to replacethose whohaveleft in a given period oftime 人员更替数approach n.the method used in dealing with oraccomplishing 方法contingency n. a possibility that must beprepared for可能事件，可能出现的情况dynamic a. characterized by continuouschange 不断变化的confrontation n. discord or a clash of opinionsand ideas 观点或思想的不断冲撞incur v. to acquire or come into 获得compromise v.something that combines qualities or elements of different things 折中interdependent a. mutuallydependent互相依存的characteristic n. a feature that helps toidentify 特性popularity n. the quality or state of being popular普及sole a. of or relating to only one individualor group 单独的reliance n. the act of relying or the state ofbeing reliant依赖，依靠sufficient a. being as much as is needed 充足的alliance n. the act of becoming allied or the condition ofbeing allied 结盟demographic n. of or relating todemography 人口统计complement v.to serve as a complementto 补足Unit 2 The Scope of Managemententail v. to have, impose, or require as a necessary accompaniment or consequence 伴随conform v. to act or be in accord or 使和谐一致agreementenvision v. to picture in themind 想象affordable a. that can beafforded 买得起的strive v. to exert much effort or energy 努力mission n. special assignment given to a person or group 任务informercial n.a commercial television program orrelatively long commercial segment offering consumerinformation商业信息片franchise n. authorization granted tosomeone tosell or distribute a company ’sgoods orservices in a certainarea 特许经营权tactical a. of, relating to, orusing tactics 战术的departmental a. 部门的peer n. a person who has equal standing with anotheror others 同等的人，与他人在爵位、阶级或年龄上相当的人interpersonal a. relating to, occurring among, or involvingseveral people 人与人之间的foster v. to promote the growth anddevelopment of 促进pervasive a.having the quality or tendency to pervade orpermeate 渗透性的stakeholder n. one who has a share or aninterest 股东flourish v. to be in a period of highest productivity 活跃automotive a. moving by itself 自动的nonroutine n. 非常规程序analogue n.something that bears an analogy to something else 类似情况Unit 3 What are Orgnizations ? beast n. something a thing 事物organization n. a group of people with special purpose, such as a club or business 团体，组织，机构，社团invention n. something invented 发明物contrivance n. device or tool, esp. one made by an individual for aparticular puipose 发明物；器械patronage n.all the patrons of a shop, hotel, etc,as a group 为了赞助而产生的impact n. the force of an idea, invention, system, etc.影响力perspective n. the way in which a matter is judged, so thatconsideration andimportanceis five to each part 判断事物的方法association n. the act of joining or the state of being joined with somebody or something 联合；结合；结交very a. (used for giving force to an expression)(用于强调)正是；完全；实在whim n. a sudden idea or wish, often not reasonable 突起的（怪）念头；一时的兴致fancy n. an image, opinion, or idea imagined and not basedon fact无事实根据的幻觉，意见或看法achieve v. to finish successfully 完成；实现soul n. a person 人；灵魂guidelines n.the main points about something which is to bedealt with指导方针；行动纲领bridge v. to build a brige across 架桥gap n. an amount of distance prdifference 差异；差距；歧异by virtueof in virtue of 依靠；由于surviva l n.something which has continued to exist from anearlier time 生存behavior n. way of behaving 行为；举动subset n. a set contained within a set 子集maintenance n.the act of maintaining 维持；维护；保养；赡养turnover n. the number of workers that are hired by a firmto fill the places of workers who have left in a particularperiod 人员更新efficiency n. the state or quality of being efficient 功效；效率；效能intellectual a. concerning the intellect 智力的limitation n. the fact or conditions of limiting orbeing limited 限制事实或状态chart n. information written ordraw inthe form of a picture graph,etc. ,usu. Withthe intention of making itunderstood 图表predict v. to see or describe in advance as a result of knowledge, experience, reason, etc. 预言；预测Unit 4 Developing Qpality and Competitive Advantageinnovative a. marked by or given to innovations 革新的，创新的optimize v. to make as perfect or effective aspossible使最优化，使尽可能底完善或有效medieval a. relating or belonging to the MiddleAges 中世纪的tenant n. one that pays rent to use or occupy land, a building, or other property ownedbyanother 佃户usher v. to precede and introduce 宣告，展示介绍；开始，开创exotic a. intriguingly unusual ordifferent 异乎寻常的；奇异的strenuous a.requiring great effort, energy, orexertion 艰巨的，需要巨大努力、能量或投入的hazardous a. marked by danger 带有危险性的；危险的artificial intelligence the ability ofmachine toperform those activities that arenormally thought to requireintelligence 人工智能navigational n.an original type,from,or instance that serves as a model on whichlater stages are based or judged原型chassis n.the rectangular steel frame,supportedon springs and attached to theaxles, that holds the body and motor of an automotivevehicle 底盘carousel n. a circular conveyor on which objects are displayedor rotated 旋转式传送带outmaneuver v. to overcome by artful, clevermaneuvering智胜，在机智、谋略上胜过CEO Chief Executive Officer 执行总裁Unit 5 Competitive Industry Environment Analysislong-term a.involving, maturing after, or being in effect fora long time 长期的aggregation n. a group or formed bythis 集合体carbonated a. containing carbondioxide 充了碳酸气的root beer n. 以黄樟油、冬青油为香料的无醇饮料ale n. any of various type of beer, esp. one that ispale in color麦酒caffeine n. a bitter white alkaloid,C8H10N4O2 咖啡因alignment n.the act of aligning or the condition of being aligned 结盟meaningless a.having no meaning orsignificance 无意义的，无价值的withdrawal n. retreat of military force in the face of enemy or after a defeat撤退verticalintegration垂直统一管理interactive a. acting or capable of acting oneach other互相作用的deli a delicatessen 熟食店n.buffet n. a meal at which guests serve themselves from various dishes displayed in a table orsideboard 自助餐nutrition n. the process of nourishing or being nourished 营养slacken v. to make or become less vigorous 缓和pharmaceutical a. of or relating to pharmacy orpharmacists 制药的neuroscience n. any of the sciences, such as neuroanatomy and neurobiology, that deal withthe nervous system 神经科学inflammatory a. characterized or caused by inflammation 发炎的niche n. a special are of demand for a product or service 产品或服务所需的特殊领域preemptive a. undertaken or initiated to deter or prevent an anticipated, usually unpleasantsituation or occurrence 先发制人的entrant n. one that enters, especially one that enters a competition 参加竞赛者cellular phone n. 便携式电话dramatically ad. catching and holding theimaginationby unusual appearance oreffects 戏剧地，引人注目地replenishment n. something added to complete a thing, make up for adeficiency补给，补充backward integration后向合并alleviate v. to make morebearable 减轻oleomargarine n. margarine 人造黄油，人造奶油tinplate n. very thin sheets of iron or steelcovered with tin 镀锡铁皮；马口铁maturity n. the state or quality of being fully frownor developed 成熟shakeout n.经济衰退cereal n.a grass such as wheat, oats, or corn, the starchy grains of which areused as food 谷物razor n. a sharp-edged cutting instrument usedespecially forshaving the face orremovingother bodyhair剃刀Unit 6 Materials and Process ~ Management of a Companyinventor y n. the quantity of goods and materialson hand 库存submit v. to commit to the consideration or judgment ofanother 使⋯⋯听从bidder n. one who attempts to win a contract bybidding 投标人obsolete a. outmoded in design, style, orconstruction 过时的establis h v. to set up 建立resource n. the total means available to acompanyfor increasingproductionorprofit, including plant, labor, and raw material储备力量stockpil e v.a supply stored for future use, usually carefully accruedand maintained 储存calculat e v.to make an estimateof 计算interchange v. to give and receive mutually 交换telecommunication n. the electronic systems used in transmitting messages, as by telegragh,cable, telephone, radio, ortelevision电讯executive n. a person or group havingadministrative or managerialauthority in anorganization 经营管理人simulation n. representation of the operation orfeaturesof one process or systemthroughthe use ofanother 模拟principl e n. a fixed or predetermined policy or modeof action 准则eliminat e v. ti get ridof 消除multifunction a. 多功能的flexible a . responsive to adelay 可变通的；灵活的holdup n . an interruption or a delay 停顿incentiv e n. something, such as the fea r of punishment or the expectati onof reward, that induces action or motivates effort 诱因；动机coordinate v . to harmonize in a common action oreffort 调整Unit 7 Operating Statement of aCompanywholesale a. of, relating to, or engaged in the sale of goods in largequantities for resale批发clarity n. clearness of thought orstyle 清晰readabilit y n . interesting or easy toread 易读，可读性concise a. expressing much in few words 简明的，简洁的inventor y n. the quantity of goods and materialson hand 库存grosssales销售总额netsales扣除销货折扣和退货后净额margin n. the minimum return that an enterprise may earn still payfor itself 最低利润grossprofit毛利，总利润，利润毛额salessalaries销售人员的工资advertising expense 广告费用officesalaries办公室或一般文秘人员工资miscellaneous a. made up of a variety of parts or ingredients 混杂的seemingly ad. apparently; ostensibly 表面上地skeleton n. a supporting structure or framework 构架invoice n.a detailed list ofgoodsshipped or services rendered, with an account ofall costs发货清单refund n. a repayment offunds退款cancellations n. the act or an instance of canceling 取消Unit 8 Human Resource Management: An Overviewutilization n. making use of 利用；使用mesh v. to connect结合；相合representative n. a person acting in place of one or more other 代表；代理capitaln. money used for starting a business 资金primary a.chief; main 主要的supervisor n.one who is in charge of a particular department orunit, as in a governmental agency or school system 监督；管理人员cosmetic n. a preparation such as face-cream, body-powder, etc. , intended to make the skinor hair more beautiful 化妆品substantive a. expressing existence表示存在的insight n. the power ofusingone’s mind to understand something deeply,without help from outside information 洞察力；见识catalyst n.a substance which, without itself changing, causes chemicalactivity to quicken 催化剂energizer n. something or somebody that gives energy to 使活跃的人或物quit v. infml to stop andleave 停止；辞职recruitment n. 招聘，招工mission n.a group ofpeople,esp. people acting for their country, who are sentabroad forspecial reason 使团，代表团；任务，使命plague v. to cause continual discomfort, suffering, or trouble to, to makerather angry折磨，烦恼；使得灾祸compensation n. 赔偿金，赔偿费，赔偿物self-esteem n. one’sgood or too good opinion of one ’sown worth 自尊心；自大，自负。
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工商管理专业英语重点一．名词解释：1.what is a manager?答： A manager is a person who plans,organizes,directs,and controls the allocation of human ,material,financial,and information resources in pursuit of the organization’s goals.2.What is the difference between middle managers and first-line managers?答：The heavier emphasis onmanaging group performance and allocating resources represent the most important differences between first-line ang middle managers.3.How can you characterize top-managers’ work?答：Top managers spend most of their day(over 75 percent) planning and leading.pressures and demands on top managers can be intense.4.What is the one of natural outcomes of outsourcing?答：Modular corporations come into being.二．选词填空1.Adrian was in charge of the allocation of available funds.2.Our firm is oriented towards the export side of the business.3.The on-time delivery of goods is required in the contract.4.The graphic displays will be heloful to illustrate the increase of the output.panies cannot survive fierce competition without innovative personnels.6.Keeping the accounts is part and parcel of my job.7.The CEO and other high-level executives are often referred to as top management.8.The tasks that managers do include planning,organizing,leading,andcontrolling the work of an organization.9.Functional managers supervise employees having expertise in one area,such as accounting,human resources,sales,finance,marketing,or production.10.general managers are responsible for the operations of a more complex unit,such as a company or a division.11.He carried out a number of frauds on trusting people who lent him money..12.He would not havesucceeded in such a risky business if he had not been such a clever entrepreneur.13.They could not tell the commcnding officer from his subordinates.14.The two old rivals vie for the frist place.15.Some people cannot be trusted to work wihout supervision.16.Half of the medical supplies have already been allocated to the victims of the earthquake.17.Can you differentiate this kind of rose from the others?18.The factory has laid off workers because of the drop in sales.19.They were blame for their failure to hold down expenditure.20.The company has slashed the costs of the project in order to seize the last chance to survive.21.The company is trying to diversify its range of products so that they can get more market shares.22.Mr. Black realized that his company was in dire straits and it went beyond him to deal with the whole situation.23.Tom, my next door neighbor, is exempt form military service because of his poor health.24.With the economic environment improved , his company’s sale in that area is getting less susceptible to the crisis.25.Mr.White declared that he was not liable for his partner’s debts.26.The employees sued their manager for breach of contract.27.If we cannot keep on holding the edge in the services, we’ll lose our share in market.28.Nowadays, the manufacturing industry cannot make do without services.29.To merge or not to merge—that’s the question. The board of the company has deferred the decision to do it.30.A country’s infrastructure services must develop with its economic growth because no advanced society can be without these services.31.三．翻译英译汉：1.Sometimes, though, a first-line manager is a recent college graduate who is responsible for the work of both hourly employees and professionals. Such a first-line manager is likely to have little hands-on experience. Lack of experience isn’t a problem if the new manager is willing to learn and has the competence to communicate with diverse types of people , to coach and counsel subordinates, and to provide constructive constructive feedback.答;然而有时一个第一线经理是新来的大学毕业生，负责管理计时雇员和专业人员的工作。
这样的第一线经理可能很少有亲身的经验。
缺少经验不一定是麻烦，但这要求新经理乐于学习，并且有能力和不同类型的人打交道，培训和指导下属，并提供建设性的反馈。
2.managers and acquisitions兼并与收购3.corporate restructuring公司重组4.downsizing缩编5.outsourcing decision外包决策6.modular corporation组件公司7.unit cost of production单位生产成本8.strategic alliance 战略联盟9.overhead管理费用petitive advantage竞争优势work form of organization网络型组织（结构）汉译英1.社团community2.首席执行官chief executive officer3.常务董事managing director4.流行价格prevailing price5.监督员supervisor6.市场份额market share7.计算机程序员computer programmer8.管理能力managerial competency9.保险业务员insurance agent10.资源配置allocation of resources11.新闻广播员newscaster12.任务小组task force13.销售合作人sales associate14.收入，税收revenue15.管理，管理人员management16.工作框架work setting17.电话营销中心telemarketing center18.顾客投诉customer complaint19.业绩评价标准evaluation criteria for performance20.具体运作计划specific operational plans21.分派权力与责任delegate authority and responsibility22.协调进度与资源coordinate schedules and resources23.商务合作人business associate24.财务崩溃financial debacle25.刺激业务增长spur the growth of the business26.监督现场工作supervise on-site work27.生物芯片混合了计算机技术和生物科学，是通过新网络企业创造的最令人兴奋的产品中的一种。