工商导论 单词
工商导论听写
Sole proprietorship 个体经营Partnership 合伙经营Corporation 股份有限公司Multinational corporation 跨国公司Written contract 书面合同Real estate=real property, immovable property, realty 房地产Credit card 信用卡Go bankrupt=go broke 破产Get on one’s nerves 让…烦恼Issue bonds and stocks 发行股票和债券Collateral 抵押物Delegate=appoint 委托、授权Dividend 红利、股息Franchise 给予特许经营权Business strategy 商业战略Bank loan 银行贷款Personal assets 私人财产Resilient, flexible,elastic 有弹性的Chapter2Developed country 发达国家Economic reform 经济改革High technology 高科技Chronic shortage of products长期产品短缺Marketing mix:product, price,promotion,place营销组合Long-term customer loyalty 长期客户忠诚Identify,specify 明确、确定Market segmentation 市场细分Target market 目标市场Prospective customer 潜在客户Purchasing power 购买力Bulk buying 大量购买Bad debt 坏账Specification,standard 标准、规范Facilitate acquiring and selling 便于采购和销售Develop a comprehensive plan 开发一套综合计划Special appeal 特殊吸引力Sales brochures 销售手册Benefit price ratio 性价比Gain popularity 受欢迎Chapter3Consumer products 消费产品Industrial products 工业产品reputation 商誉Specialty goods 特色商品Brand identification 品牌标志Brand awareness 品牌意识To satisfy the ever-growing needs of the consumers 满足消费者日益增长的需求New and innovative ideas 新颖的创意Dynamic process 动态过程Prototype,pilot model,sample 样品Further alteration 进一步改造Feedback=response 反馈Product life cycle 产品生命周期Introduction 促销期growth 成长期maturity 成熟期decline 衰退期Market get saturated 市场趋于饱和An optimized approach 最佳方法The return on capital 资金回报率Monopoly capital 垄断资本Market share 市场份额Unit price 单价Units sold, sales volume 销售量Break-even point 盈亏平衡点Equilibrium price 均衡点价格Fixed costs 固定成本Variable costs 可变成本Fringe benefits 附加福利Regular customer 老顾客Wholesalers 批发商Retailers 零售商Agents 代理商Brokers 经纪人Intermediaries 中间商Cash and carry 付款提货、自购自运Department store 百货商店Conventional store 便利店Discount store 折扣店Hypermarket 巨型超市General store 杂货店Specialty store 专卖店Virtual store 网上商店Mail-order house 邮购公司Direct selling 上门销售Multilevel marketing 多层直销Commission佣金Fill the gap弥补空缺Restricted coverage有限分布Prompt delivery及时运送Vulnerable to terrorist attacks易受恐怖袭击Chapter5It is not done for nothing.不是白做的. Optimal results 最好的结果Personal selling 当面销售Positive image 正面形象Outdoor billboards 户外广告牌Posters 海报Mass media 大众媒介Well-selling products 热卖产品Drawback 缺点Modify 修改Electric displays电子演示板Diversify 多元化Further research进一步研究Verbal,audio,video 口头的，音频的，视频的Shall I wrap it up for you?让我为您包起来吗？Negative information负面信息Accumulate and redeem积分和兑换Chapter6Three functions of moneyA medium of exchange 交换媒介A store of value 价值储藏A unit of account 计算单位M1Currency 现金Demand deposits 活期存款Other checkable deposits 其他可以开支票的存款M2M1Time deposits 定期存款Money market funds 货币市场基金Two basic services of financial institutions: Take in deposits 吸收存款Make loans 放贷Currency exchange 货币兑换Letters of credit 信用证Banker’s acceptance 银行承兑Financial counseling 理财咨询Home mortgage 住房抵押Pension funds 养老金Social security 社会保障Insurance company 保险公司Federal Reserve System美国联邦储备体系Reserve requirement 存款准备金要求Change in the discount rates 改变贴现率Open-market operations 公开市场操作Chapter7Chapter8 Chapter9 Chapter10Survive and prosper 生存与发展fierce competiton 激烈竞争Works-in-process 半成品Finished products 产成品Conservative companies 保守的公司Adventurous companies 敢于冒险的公司Negative consequence 不良后果Intentional act 故意行为Beneficiary 受益人Premium 保险金Claim compensation 索赔Pay one’s claim 理赔Health insurance 医疗险Life insurance 人寿险for a variety of reasons 由于种种原因surgical and hospital expenses手术和住院费用Chapter11 Chapter12。
工商导论第二版Cloze翻译详解
工商导论第二版Cloze翻译详解第一章建立企业在三种最基本的企业经营组织形式中，独资企业最容易成立和解散。
它的优点包括所有者可以保留所有的利润，在商业运作中有自由，并保密。
如果企业成功，所有者还可以获得个人满足感。
另一方面，独资企业在规模和寿命方面有限制，所有者必须对所有的义务承担无限的责任。
在合伙企业中，成员主要分为两类:普通合伙人和有限合伙人，前者负责管理公司，因此负有无限责任;后者的责任仅限于他们在合伙企业中的投资。
与独资企业相比，合伙企业更容易获得资金和信贷。
他们也可以提高，因为他们的合伙人通常有不同的和互补的经验和教育背景。
主要的缺点是普通合伙人对公司的所有义务负责。
目前，我国主要的商业组织大多采取公司的形式，因为所有的所有者都承担有限责任，所有权和经营权的分离可以大大提高这种组织的绩效。
通过发行股票，他们筹集资金的能力大大增强。
但是，公司也有问题，主要是重税，缺乏商业秘密和严格的政府监管。
第二章营销概论营销的过程从创造产品和服务来满足顾客需要开始。
除了产品本身，营销组合包括定价、购买和推广策略。
事实上，营销的作用可以分为交换功能（购买和销售），分销功能（运输和存储），促进功能（标准化、融资和风险承担）。
企业认识到他们的市场营销可以更有针对性。
市场可以根据地理、人口、心理或产品使用变量进行细分。
市场研究可以通过研究消费者的购买行为和态度来帮助确定目标市场。
市场研究可以帮助市场营销者了解该细分市场的共同特性如何影响消费者的购买决策。
许多个人和心理的考虑，加上许多社会和文化的影响，决定了消费者的行为。
在做出购买决定时，消费者首先要确定自己的需求，然后在实际购买之前尽可能多地收集他们认为必要的信息。
购后评价对营销人员也很重要，因为它们会影响未来的购买模式。
由于其他国家的消费者行为、语言和习惯与我国不同，国际营销往往需要营销者重新考虑营销组合。
新产品、反映较高运输成本的价格、特定文化的广告以及利用外国公司来分销产品可能是必要的。
自考《工商导论》资料。
Setting up a business:建立一个公司：独资企业；合资企业；公司；授权经营1.Sole Proprietorship:（A sole proprietorship is a business owned and controlled byone person.）A:Simple to Establish;Free in Decision-Making;Easy to Keep Opreational and Financial Secrecy;Less Tax burden;Exclusive Use of Profits.D:Unlimited Liability;Limited Access to Capital;Limited Managerial Expertise. 2.Partnership(Those who believe that”two heads are better than one”often chooseworking in a partnership rather than running their business alone)A:Improved Access to Capital and Credit;Greater Possibility for Good Management;Definite LegalFramework;Better Prospects for Groweh.D:Unlimited Liability;Internal Conflicts;Problem of Continuity.3.Corporation:A:Limited Liability;Easy to Expand;Separated Ownership andManagement;Continuous life;D:Double Taxation;High Organizing Costs;Lack of Secrecy.4.Franchising:A:Instant customer recognition;still enjoy some independence as asole proprietor.D:Do not guarantee success;sacrifice some independence.Marketing: an overview1.The Functions of Marketing 营销的功能：Marketing Research ;Acquiring;Selling;Transportation;Storge;Finance and Credit;Risk Taking;Standardization and Grading.2;The Marketing Mix 营销组合：Product Price Promotion PlaceMarket Segmentation 市场细分：Geographic Variables;Demographic Variables; Psychographic Variables;Produce-use Variables3.Types of products产品分类：Consumer Products ; Industrial Products4.Development of New Products:Generating New Produce Ideas;Screening; Development;Testing;Commercialization5.Product Life Cycle产品的生命周期：Introduction,Growth;Maturity;Decline. Pricing Objectives 定价的目标:Prodit-Oriented Objectives;Sales-Oriented Objectives;Follow-the-Leader Objectives.Princing Strategies定价策略:Skimming Strategy;Penetration Strategy;Loss Leader Pricing Stratrgy;Odd Pricing Strategy;Price Lining Strategy.Wholesalers 批发商1.Retailers零售商:Department Stoeres;Discount Srores;Supermarkete;Hypermarkets; General Stoers;Specialty Stores;Door-to-Door Sellers;Mail-Order Houses;Vending Machines;Virtual Stores.2.The Cost and Value of Middlemen 中间商的价值Time Utility ; Place Utility ; Ownersship Utility ; Information Utility ; Form Utility 3.Modes of Transportation 运输方式：Rail;Truck;Pipeline;Water;Air.Promotion1.Advertising:Newspaper,Television,Radio,Direct,Mail,Magazines,Internet,Outdoor, Others2.Personal Selling:Prospect,Quqlify,Approach,Make Presentation,Handle Objections, Close,Follow-up.Money and Banking1.Money:portability,divisibility,stability,durability,acceptability.Printed paper纸币，metal coins硬币2.what does money do?medium of exchange，a store of value,a unit of account3.Types of Money钱的分类:M-1:currency,demand deposits,and other checkabledeposits现金，活期存款，支票存款;Time deposits定期存款。
business law工商导论11章
柯达破产事件
2012年1月19号有家百年老 店宣布破产了，而且是家 享誉世界一百二十余年， 年营业收入最高时超过200 亿美元的著名企业。她就 是柯达公司------在影像 成像、医疗、和无损检测 产品等诸多领域全球排名 领先，尤其在影像成像领 域积累了110多年的经验的 百年老店。
Thank You 您的消息是什么?
背书是指书票的持票人或背书人收款的书利书书书他人的行书1blankendorsement普通背williamwhite2restrictiveendorsement限制性背书paytohenrybrownonlynottransferablenegotiablewilliamwhite3specialendorsement特书背书paytotheorderofhenrybrown
Negotiable Instruments
A negotiable instrument(票据) is any form of business paper used in place of cash to facilitate business transactions. Negotiable instrument include checks, certificates of deposit （存款单）, promissory notes （本票） and drafts（汇票）.
properties of negotiable instrument
four characteristic： a.it must be in writing and signed by the maker(本票，支 票) or drawer（汇票）;必须是书面的，并由出票人签字； b.it must contain an unconditional promise or order to pay a spe cific sum of money 必须是无条件承诺或指令支付一定金额； c. payment must be made on demand or at a definite future date. 必须是可即期支付或在确定的远期支付； d. It must be payable to order or to bearer必须是可按指令支付 ent
工商导论期末概念_词汇等总结
一．Forms of Business Ownership1.重要的短语和词汇joint ventures合资企业corporations公司limited liability companies有限责任公司mergers and acquisitions企业兼并与收购franchises特许经营raise capital筹资fringe benefits附加福利drawback阻碍make binding decisions做出有约束力的，附有义务的决定agreement协议creditor债权人pool their money and credit筹资和贷款dividend股息incorporate a business 组建公司capital base资本基础retain profits保留盈余interdisciplinary跨学科的claim bankruptcy宣布破产a salaried laborer or employee上班族high-achievement employee generate profit创造利润wind up/close business关闭生意be liable for对...负有法律责任state-owned enterprise国有企业broad of directors董事会barre除...之外issuance发行minute book记录簿bylaws and minutes规章制度和会议记录annual report年度报告sales volume销售量total assets总资产financial condition财政状况satisfy claims还清索赔金额pay off business debts偿清债务terminology术语paperwork文书工作default违约real state房地产create a concentrated market形成一个集中市场availability可利用性innovation创新sec-kill scandal 秒杀门start from scratch白手起家a franchise agreement特许经营合同franchise特许者franchisee被特许者trademark注册商标deliver a product or service送货/提供服务coupon优惠券production line生产线2.定义：An organization that is owned and usually managed,by one person is called sole proprietorships(个人企业)Advantage:Be your own boss/Keep profit from your business/Enjoy freedom to wind up your businessDisadvantage:Difficult to raise capital/Unlimited liability/Long hours working for theowner/Limited life span/Lose fringe benefitsPartnership（合伙企业）:A legal relationship between persons carrying on a profit-motivated business.(Maybe a partnership between two partners or among thirty)Advantages Bring different skills and resource the business/Easier to pay the rent,utilities,and other bills incurred by a business(A limited partnership is especially to designed to raise money) Disadvantages Personally responsible for liability of the partnership/There exists division of profits/Disagreement among partners/Difficult to terminate Key elements of general partnership(1) common ownership(2)shared profits and losses(3)the right to participate in managing the operation of the businessGeneral partnership（普通合伙）：a business with at least one general partner who has unlimited liability（无限责任）for the debts of the business(general partners arrange and run the business) Limited partnership(有限合伙):An arrangement where a person can contribute to a business without being involved in the affairs of the partnership(limited partners are investors only)Joint Ventures:(合资企业)the pooling of resources and expertise by two or more business,typically from different areas or countries to achieve a particular goal.The risks and rewards of the enterprise are also shared(eg:Hewlett-Packard and Samsung).Advantage Access to new markets and distribution networks*分销渠道)/I ncreased capacity（生产力）/The sharing of risks with a partner/Access to specialized staff and technology. Disadvantages1.If the objective of the venture is completely clear,or not communicated to all the staff,problems are likely to arise.2.There is an imbalance in the level of the expertise,investment or assets brought into the venture by the different the partners3.Different culture and management styleresults in poor integration and co-operation between the partners.4.The partner businesses(总公司)do not provide sufficient leadership and support in the early stage The corporation（公司）:a legal entity（法人实体）,allowed by legislation,which permits a group of people,as shareholders（股东）(for-profit companies盈利性企业)or members(non-profit companies),to create an organization,which can then focus on pursuing set objective,and empowered（授权与）with legal rights which are usually only reserved for individual,such as to sue or be sued,own property,hire employees or loan and borrow moneyAdvantages（P12.13）Limited liability/Skilled management team/Transfer of ownership/Greater capital base/StabilityDisadvantages(P13,14)Multiple taxation(双重课税)/Difficulty and expense of starting/Government involvement/Lack of secrecy/Lack of personal interest/Credit limitations(信用额度)（P13,14）Limited liability companies(LLC):（有限责任公司）A type of business ownership combining several features of corporation and partnership structure.It is not a corporation or a partnership.The numbers of the members are unlimited and may be individualAdvantages Limited liability/Flexible profit distribution(灵活的利益分配)/No minutes/Flow through taxation（转移课税）Disadvantages Limited life/Going public(上市)/Added complexity（变得复杂）Merger(兼并):The result of the combination of two companies(or corporations)to form a new company.Acquisition（收购）:One company buying the property and obligations of another companyA horizontal merger（横向收购）joins firms in the same industry and allows them to diversify（横线多样化）or expend their products(e.g.The merger of a bicycle company and a tricycle company, TCL and TMS)A Vertical merger（纵向兼并）i s the joining of two firms involved in different stages of the related business—a manufacture（生产商）merging with a supplier（供应商）of component（零部件）products,or a manufacturer merging with distributor（分销商）of its products.A potential competition merger(conglomerate)(混合兼并)unites firms in completely unrelated industrials.A franchises(特许经营)is the right to use a business name and sell products or services,usually in a specific geographical territory.(McDonald’s and KFC).Advantages It is a way to reduce risk and receive support from a large network./The preliminary work has been done with an infrastructure (基础设施)well established,a product line（产品线）in place,and the marketing strategy(营销策略)developed./The customer base(顾客群)may be set,sometimes with good name recognition.（品牌认同）/The franchiser usually provides management assistance and training and may offer financial support.Disadvantages A franchise offers less freedom than an independent business. Initial franchise fees(加盟费)may be expensive.(Start-up costs for a KFC’s restaurant is about$5 million to$6million in China.)/The franchise often demands a large share of the profits referred to as royalty payments（专利权税）./The reputation of one franchisee could be adversely affected by the failings of others.Types of corporationsPrivate Attempts to earn a satisfactory profitPublic Owned and run by the governmentClosed Stock held by only a few owner and not sold on the stock marketOpen Stock held by numerous people and actively sold on the marketMunicipal Cities and townships that carry out businessDomestic incorporated in one province or country and doing business within that region Foreign Incorporated in one province or country and doing business in another province country Alien Incorporated in one nation and operating in another nationNon-Service organization incorporated forProfit limited-liability status二．Management1.定义：（1.）Management is defined as the application of planning,organizing,directing,and controlling functions in the most efficient manner possible to accomplish meaningful organizational objectives. The theme of management is that a central person must-by using such skills as decision making,communication and objective setting-coordinate the work activities of others to achieve organizational objectives(组织目标).（2.）Planning means defining goals for future organizational performance(企业运作)and deciding on the tasks and use of resources needed to attain them.Strategic（long-range）planning(战略规划)determines the major goals of the organization as well as the policies,procedures,and strategies for obtaining and using resources to achieve those goals. Tactical(short-range)planning(短期规划)is the process of developing detailed,short-term strategies about what is to be done,who is to do it,and how it is told be done.Operational planning(运营规划)is the process of setting work standards and schedules necessary to implement the tactical objectives.Contingency planning(应急计划)is the process of preparing alternative courses of action that may be used if the primary plans don't achieve the organization's objectives.(3).Organizing involves the assignment of tasks,the grouping of tasks into departments,and the allocation of resources to departments.Autocratic leadership(专制型领导)，the close style of supervision,means providing subordinates with detailed job instructions.Democratic leadership(民主型领导)，or general supervision(also referred to as participatory).In this style,the manager consults with subordinates about his job activities,problems,and corrective actions.(3)Controlling involves verifying(核实)that actual performance matches the plan.The core idea of control is to modify behavior and performance when deviations(背离)from plans are discovered. The process of control has five basic steps:1.set clear standards for time,quality,quantity,and so on.2.Monitor and record actual performance(results),pare results against plans and standards.municate results and deviations to the employees involved.5.Take corrective actions(采取矫正行动)when needed.（4）Organizational structure(组织结构)is the formal decision-making framework by which job tasks are divided,grouped,coordinated,Departmentalization by function organizes by the functions to be performed, Departmentalization by product assembles all functions needed to make and market a particular product and placed under one executive.Departmentalization by geographical regions groups jobs on the basis of territory or geography.Departmentalization by process groups jobs on the basis of product or customer flow. Departmentalization by customer groups jobs on the basis of a common set of needs or problemsof specific customers.（5.）As enterprises grow from an owner to a group to a corporation,a number of managerial levels of management---top level,middle level and first level--are usually portrayed as a managerial hierarchy(管理层)TOP Level Manger（高层管理者）title--president(总裁)，chairperson(主管),executive director，chief executive officer(CEO)，and executive vice-president(执行副总裁)Middle Level Manger(中层管理者)responsibility--receive the broad overall strategies,missions, and objectives from top-level managers and translate them into specific action programs.The emphasis is on implementing the broad organizational plans.First Level Manger(基层管理者)responsibility--is directly responsible for the precise detail ordered to coordinate the work of non-mangers.His function emphasize directing and controlling the work of employees in order to achieve the team goals,must work directly with employees and motivate them to perform satisfactorily.(6)Managerial Roles(经理人角色)A role is a set of expectations for a manger's behavior.These ten roles are divided into three groups:interpersonal(managing through people),informational (managing by information),and decisional(managing actions).Interpersonal Roles(人际关系角色)In the figurehead(名誉领袖)role,the manger handles ceremonial and symbolic activities foe the department or organization.The manager represents the organization in his or her formal managerial capacity as the head of the unit.In the liaison(联络人) role,the manger interacts with peers and people inside and outside the organization.The top-level manger uses the liaison role to gain favors and information,while the supervisor uses the liaison role to maintain the routine flow of work.The leader(领导人)role encompasses(围绕)relationships with subordinates,including motivation,communication,and influence.Informational role(信息角色)describe the activities used to maintain and develop an information network(信息网)In the monitor（监听者）role,the manger receives and collects information from many sources.The manger acquires information from others and scans written materials to stay well informed.In the role of disseminator（传播者）,the manger transmits special information into the organization.The top-level manger receives and transmits more information from people outside the organization than the supervisor.In the role of spokesperson（发言人）,the manger disseminates the organization's information into its environment..Decisional Roles(决策角色)In the entrepreneur(企业家角色)role,the manager initiates change.In the disturbance handler(障碍排除者)role，the manager resolves conflicts among subordinates or between the manager”departments.The resource allocator(资源分配者)role pertains to decisions about how to allocate people,time,equipment,budget,and other resources to attain desired outcomes. In the negotiator(谈判者)role,the manager negotiates on behalf of the organization. Management Skills(管理技能)Conceptual skill(概念技能)is the cognitive ability to see the organization as a whole and the relationship among its parts.(the ability to think strategically(战略性))Human skill(人际技能)is the manager’s ability to work with and through other people and to work effectively as a group member.Technical skill(技术技能)is the understanding of and proficiency in the performance of specific tasks.2.重要的短语和词汇managerial actions管理行为state of economy经济状况meet people’needs满足需求meet thestrategic objectives实际战略目标set annual budgets制定年度预算structural reorganizations结构重组division部门downsize精简，裁减a diversity of workforce/labor force劳动力多样化distribution center配送中心，快递公司delegate one's responsibility分配（委任）职责accident reports事故报告departmentalization部门化department stores百货商场home accessories家居装饰pharmaceutical company制药公司domestic sales国内销售bedischarged出院out-patient出院preliminary diagnostic tests初步诊断non-for-profit organizations非营利性组织project director(项目总监)sales coordinator(区域销售)line manger(生产线管理人员)section chief/head(工长)division manager(部门经理）budget allocations(财政预算)priority（得到优先处理）budget resources（预算来源）pant floor(工房) improve managerial potential(提高/增强某人的管理技能)top-priority task(首要任务)三.Marketing1.重要的短语和词汇sales promotion促销set price定价advertise campaign广告显示在脑海中catalogue产品目录a higha sales team销售团队sustainablediscretionary income(可支配收入)develop the product开发产品sales-oriented销售为导向profit-oriented盈利为导向（销售与营销的不同）package design包装设计trademark商标warranty质保service policy服务方针target customers目标顾客sales personnel销售人员pay one for two买一送一entice诱使quantity or crash discounts数量或者现金折扣sell off清仓introductory stage引入期maturity stage成熟期decline stage衰退期market share市场份额economic climates经济环境market segments市场细分retailer零售商wholesaler批发商ultimate consumer终端消费者mail order邮购e-commerce电子商务product range产品系列shopping carts购物车retail outler 零售点retail premises铺/店面direct supply/sale直效行销direct to retailer零售商销售（P135）sales call销售拜访promotion goals(促销目标)develop an advertising campaign策划广告活动target audience目标观众build awareness树立品牌意识effectiveness of the advertisements广告的有效性an advertising agency广告代理coupons(赠券)rebate(价格折扣)premium(赠品) bonus pack加量不加价money-off promotion折扣促销public relations公共关系news release 新闻发布feature article专题文章captioned photograph带有图片说明的图片an editorial编者a news conference记者招待会sponsorship赞助The product life cycle产品生命周期revenue收益product development产品研发incubation孵化between A and B在A和B的相互作用下launch/release a brand-new product发布新产品negative profit负收益the product class产品类product awareness产品意识a profit margin边际利润recoup development costs quickly迅速回收研发成本build brand awareness树立品牌意识selective distribution选择性分销intensive distribution广泛型/密集型分销survival of product产品的生命trade discount贸易折扣build product preference树立品牌偏好peak达到（高峰期）advertising expenditure广告支出extend the product life cycle延长产品生命differentiate the product from使产品不同于a price war价格战shelf space货架量build brand loyalty树立品牌忠诚度competitive edge竞争优势discontinue the product停产产品a successor product替代产品product line产品线rejuvenate更新liquidate inventory清算库存a niche market利基市场/瞄准机会的市场phase out逐步淘汰reinforce the brand image加强品牌形象Need recognition需求认知search收集信息Evaluation of alternatives分析选择Purchase decision决定购买After-purchase evaluation售后评价cognitive dissonance认知失调reference groups咨询群体sub-culture亚文化perception认知a day-care center日托中心portable可携带的proactive主动的address a specific topic or problem提出问题exploratory research探测性调研focus group interviews专题组座谈experimental research实验性调研descriptive research描述性调研secondary data第二手资料primary data第一手资料mass marketing大量营销target marketing目标营销heterogeneous异类的identifiable可衡量substantial殷实unique needs反应差异(市场细分的要求P154)segmentation bases细分依据（P155)geographic segmentation bases(地理因素）demographic segmentation bases（人口因素）population density人口密度hinterland穷乡僻壤psychographic segmentation bases消费心理因素health conscious健康意识fitness-oriented以健康为主的behaviouralistic segmentation bases消费行为因素2.定义:Marking is the process of planning and executing the conception,pricing,promotion,and distribution of goods,services and ideas to create exchanges that satisfy individual and organizational objectives.The marketing concept(市场营销观念)is the philosophy that firms should analyze the needs of their customers and then make decisions to satisfy those needs,better than the competition.The production concept（生产观念）was the idea that a firm should focus on those products that it could produce most efficiently and that the creation of a supply of low-cost products would in and of itself create the demand for those products.The selling concept（推销观念）paid little attention to whether the product actually was needed;the goal simply was to beat the competition to the sale with little regard to customer satisfaction.The Marketing Concept(市场营销观念)Focusing on customer needs before developing the product Aligning all functions of the company to focus on hose needs realizing a profit by successfully satisfying customer needs over the long-term4P Product is a bundle of tangible(有形的)and intangible attributes（属性）including packaging, color,brand,services and the r eputation(信念理念)of sellers.Consumer products are produced for and purchased by households for their use.Industrial products are sold primarily for use in producing their products.Price refers to the value or worth of a product that attracts the buyer to exchange money or something of value for the product.1.recoup(补偿)any overheads（企业经常性费用）pete with rival companies3.charge a price your customers are willing to buy.（四种定价法）Place/Distribution simply refers to how you will sell your products to your customers. Promotion(促销)Personal selling（人员销售）is personal communication of information to persuade a prospective customer（潜在客户）to buy sth that satisfies an individual’s needs.(几种不同的促销方式见课本）Advertising is non-personal communication of information paid for by an identified sponsor such as an individual or an organization.Publicity（宣传）is a non-personal form of communicationsales promotion(销售促销)is a paid form of non-personal communication that provides direct incentives to customers,salespeople,and marking intermediaries（营销机构）for purchasing a product.Consumer Buying Behavior(消费者购买行为)The actions and decisions of individuals who purchase products for their personal use constitute consumer buying behavior.Industrial Buying Behavior（企业购买行为）The purchase decision making of organizations such as manufacturers,service providers,government agencies,institutions,and non-profit groups is referred to as industrial buying behavior.（P149three ways）Marketing research(市场营销调研)is the process of systematically gathering,analyzing andinterpreting data pertaining to（关于）the company’s market,customers and competitors,with the goal of improving marketing decisions.（P151five processes）Market Segmentation（市场细分）the division of a market into different homogeneous(同类的）groups of consumers is called market segmentation.四．Human Resources Management（人力资源管理）1.重要的短语和词汇cover letter自荐信socialization定位Labor market劳动力市场promotion升职/提拔transfer调动demotion降级separation解雇compensation酬劳projected突出的demographics人口统计数字fill the job/position填补空缺a written statement 书面陈述qualified employees合格力人才substantial surplus or shortage人力过剩或不足rate of turnover人员更替速率scouting人才物色staff the organization招聘职员hinges on取决于set up stands设立摊位entry-level入门水平，适合无经验者或者初入市场者的campus recruitment校园招聘job openings职位空缺vacant position空位employment checks招聘调查credit checks信用调查honor兑换financial obligation及时还债cross-check反复核对，交叉核对a line manager生产线管理人员take a physical examination体检claim for compensation索赔/理赔the terms of the offer开个条件employment policies招聘政策promotion-from-within内部提拔boost the morale of the employees鼓舞士气career development职业规划proper orientation正确定位work hour工作时间pay schedule工资体制indoctrinate灌输，传授subunit二级单位a training program培训项目organizational analysis组织分析analysis of job requirement工作分析performance record业绩记录on-the-job method在职培养off-the-job method脱产培训lathe车床vestibule training岗前培训management development program管理发展课程seminar座谈会/商讨会case study案例分析simulation模拟分析field ship实地考察mountain hiking登山computer-assisted instruction CAI计算机辅助讲授emotional resiliency情感弹性incumbent职责所在的would-be managers要提拔管理者resilient现任/在职的管理人员fringe benefit额外福利time wage实薪piece rate wage产品数量bonus奖金stock options股票购买特权quota配额base salary底薪stipulate规定overhead cost管理费用preset预设的pension退休金paid vacation带薪假期vision care视力保健tailor-made合适的，特制的cafeteria benefit自助式福利计划voluntary separation自动离职absenteeism旷工，缺勤societal社会的organizational climate and culture组织氛围和文化versatile多面手的stakeholder赌金保管者job enrichment丰富工作内容job enlargement扩大工作面rotate轮换2.定义The Human Resources Management(HRM)（人力资源管理）process is an ongoing procedure that tries to keep the organization supplied with the right people in the right positions.（1）Human resource planning(人力资源规划)is designed to ensure that personnel needs will be constantly and appropriately met.（四个方面）Future needs/Future balance/Recruiting or laying off employees/Development of employees（2）Recruitment(招聘)is concerned with developing a pool of job candidates（工作应聘者）in line with the human resource plan.Job AnalysisJob Description lists the objectives,responsibilities,main tasks of the job,the conditions under which the job is to be done,and its relationship to other jobs.Hiring Specification(招聘细则)defines the specific skills,education,experience,and qualifications that an individual must have in order to perform effectively in the position.The Four C’s Model for Evaluating Human Resources(评价人力资源的四个C模式) competence能力commitment责任心congruence一致，和谐cost effectiveness成本效力（3）Selection(选拔)involves using application forms（申请表）,resumes,interviews,employment and skill tests（技能测试）,and reference checks(征信调查)to evaluate and screen job candidates for the managers who will ultimately select and hire a candidate.（4）Socialization or orientation(定位)is designed to help the selected individuals fit smoothly into the organization.（5）Training and development(培训与发展/培养)are both aimed at increasing employees' abilities to contribute to organizational effectiveness.（组织效能）（6）Performance appraisal(绩效考核/评价)，which involves both informal performance appraisal and formal systematic parers and an individual'job performance with standards or objectives developed for the individual'position.六．Corporate Culture企业文化1.重要的短语和词汇Social etiquette and demeanor社交礼节和飞度designation称号attorney律师litigation起诉adversary对手visionary有远见的emerging新兴的Identification of Corporate Culture企业文化的确认theme parks主题公园collegial学院派toxic有害的subculture次培养occupational,professional or financial divisions(职业，专业，经济状况)avid extreme adventurer热心的极限冒险者niche定位，合适的环境defect-free products没有瑕疵产品price leadership价格领先mechanism途径，手段wield有效地行使underscore强调abiding持久不变的payroll付给工人的薪金总额blackjack21点，一种纸牌游戏acronym首字母缩略词commemorate纪念，庆祝inauguration就职演说enunciation宣告，阐明humblebee大黄蜂，雄蜂aerodynamic空气动力学的2.定义Corporate culture is described as the personality of an organization,or simply as"how things are done around here”Guide how employees think,act and feel.Include core values(核心价值观)and beliefs,corporate ethics,and rules of behavior（道德规范和行为规范）Functions of Corporate Culture1.Provide a sense of identity for members.(导向)2.Generate commitment to the organization’s mission.（凝聚）3.Clarify and reinforce standards of behavior.（约束）(1)Culture as the Organization’s Personality作为企业个性的文化1.Risk Taking Personalities.(喜欢冒险的个性)Certain organizations encourage employees to take risks.2..Attention to Detail Personalities（注重细节的个性）.This type of organizations focuses attention on the details of the organization where they have made quality their driving themes.3.Outcome Oriented Personalities(注重结果的个性)This type of organizations succeeds by focusing on results in certain aspects of their business.4.People Orientation Personalities(以人为本的个性)Adobe-systems,the third largest manufacturer of personal computer software,treats its employees as“family”.5.Team Orientation Personalities（注重团体的个性）.Increasing number of organizations(and especially service providers)are shaping their cultures around the team concept.6.Aggressive Personalities(积极进取的个性).Some organizations value aggressiveness as a major part of the way that business is done.7.Non-stable Personalities(不求稳的个性).Companies which emphasize growth could be easily identified as having non-stable personalities.(2)Different Corporate Culture characteristic1.Sensitivity to the needs of customers and employees2.Interest in having employees generate new ideas3.Value placed on taking risks4.Openness of available communication options5.Friendliness and congeniality(亲和力)of employees towards one another6.Value placed on people in the organization(3)Creation of Corporate Culturepany Founders(企业的创建者).The founders often possess dynamic personalities,strong values,and a clear vision of how the organization should operate.2.Experience with the General Business and Industry Environment(企业外部环境的体验) Organizational culture often develops out of an organization’s experience with the general business and industry external environment.3.Contact with Others（企业内部群体和个体间的联系）This refers to the shaping of the organization based on how it develops out of contact between groups and individuals within an organization.(4)Tools for Transmitting Culture企业文化的传播途径Symbols象征stories故事jargon行话ceremonies仪式defining culture in writing书面原则(5)Influence of Corporate Culture on Climate and Management Practice(企业文化对企业氛围以及企业管理行为的影响)Subtle differences between organizational culture and organizational climate Organizational culture refers more specifically to the values,beliefs,and customs or norms of an anizational philosophyOrganizational climate more general,more nebulous(模糊的)it refers to the general atmosphere of an organization.。
工商英语重点词汇及句子
一、专业词汇sub-process 子系统子过程company life cycle企业生命周期customer satisfaction顾客满意度cash flow现金流commercial paper商业汇票national income theory国民收入理论prince index价格指数aggregate supply总供给trade barriers贸易壁垒deflation通货膨胀compensatory damage补偿性赔偿limited partnership有限合伙制the internal revenue code国内税务法规internet economy互联网经济tangible and intangible assets有形和无形资产psychological assessment心理测评contingency theory权变理论information symmetry信息对称sustained competitive advantage持续竞争优势administrative assistant行政助理information flow信息流daily management日常管理strategic plan战略规划trade credit商业信贷aggregate economic analysis总量经济分析nation’s aggregate income and output国家总收入和总产出market economy市场经济customer prince index消费者价格指数aggregate demand总需求sanction of a society社会控制机制punitive damage惩罚性损失赔偿intangible entity无形实体publicly held corporation公开招募性公司article of corporation公司章程by-low议事程序stock certificate股权证明resource-based theory基于资源的理论rare resource稀有资源functional-level strategy职能层战略二、重点句子1. We hedge on this issue because an individual could possess the raw materials, production capabilities, and provide the end product for personal use and therefore exist as a business of one.我们之所以避开这个话题，是因为个人也可以拥有原材料、生产能力并提供最终产品供个人使用，因此也可以作为一个企业存在2. Economists are interested in being able to measure both the level of output of an economy and changes in that output level over time。
工商导论2
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Providing Value and Satisfaction
Consumers buy products that offer the best value to meet their needs and wants
Value and Benefits
Value compares a product’s benefits with its costs. Benefits include the functions and the emotional satisfaction associated with owning, experiencing, or possessing a product.
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The Function of Marketing
1. Marketing Research 市场调查
Collecting and analyzing data to identify a market or a market segment for particular goods or services and to answer questions such as the number and the location of potential customers, their purchasing power and buying habits, and proper ways to promote sales. 收集分析数据，为某一商品或服务确定市场或 市场细分，回答诸如潜在顾客的人数和位置、他 们的购买力和购买习惯，以及恰当的促销方法等 一些问题。
McGraw Hill/Irwin Irwin/McGraw Hill Foreign Language College
工商导论词汇
商学概论词汇(293) Chapter1 (27)business 企业profit 利润not-profit (or nonprofit) organization 非营利组织management 管理operation manager 运营管理marketing 市场营销accountant 会计师finance 理财财务（活动）economics 经济学resources 资源factors of production 生产要素free market system 自由市场体系demand 需求demand curve 需求曲线supply 供给supply curve 供给曲线gross domestic product (GDP) 国内生产总值business cycle 经济周期，商业周期recession 衰退depression 不景气，萧条（期）full employment 充分就业unemployment rate 失业率price stability 物价稳定inflation 通货膨胀deflation 通货紧缩consumer price index（CPI）消费者价格指数national debt 国债Chapter 2 (7)entrepreneur 企业家small business administration 小企业管理局small business 小企业goods-producing sector 商品生产部，制造业service-producing sector 服务生产部，服务业business plan 商业计划franchise 特许经营权Chapter 3 (8)ethics 伦理，道德business ethics 商业伦理corporate social responsibility 企业社会责任stakeholders 利益相关者conflict of interest 利益冲突insider trading 内幕交易whistle-blower 告密者code of conduct 行为规范Chapter 4 （25）manager 经理，管理者management 管理planning 计划，规划strategic planning 战略规划，战略计划SWOT analysis SWOT分析goals （长期）经营目标objectives （中期）经营目标controlling 控制technical skills 专业技能，技术技能interpersonal skills 社交技能，人际技能conceptual skills 概念技能，理性思维技能time-management skills 时间管理技能decision-making skills 决策技能sole proprietorship 独资（经营）unlimited liability 无限责任partnership （or general partnership）合伙制（经营）limited partnership 有限合伙制（经营）corporation 公司shareholders 股东stock 股份board of directors 董事会dividends 股息limited liability 有限责任private （or closely held）corporation 不公开招股公司public corporation 公开招股公司Chapter 5 （35）human resource management (HRM) 人力资源管理strategic human resource planning 战略人力资源计划job analysis 工作分析job description 职位描述job specification 工作说明recruiting 招聘，雇佣discrimination 歧视，差别待遇selection 甄选application 申请（书）interview 面试contingent worker 临时工orientation 上岗领导off-the-job training 脱产培训on-the-job training 在职培训，在岗培训motivation 动机equity theory 公平理论job redesign 工作再设计job rotation 工作转换job enlargement 职位扩大化job enrichment 工作丰富化flextime 弹性工作时间job sharing 工作分担telecommuting 远程办公performance appraisals 业绩评价，绩效评价turnover 人员流动downsizing 缩小规模，裁员employment-at-will 自由就业wages 工资（按小时计）salary 薪水piecework 按件付酬的工作commission 佣金incentive program 激励机制bonuses 奖金benefits 福利labor union 工会collective bargaining 集体谈判，劳资双方的谈判Chapter 6 （18）product 产品industry 行业market 市场market segment 细分市场market share 市场份额operations management (OM) 运营管理project team 项目团队product development process 产品开发过程product concept 产品说明，产品概念prototype 样品patent 专利make-to-order strategy 按订单生产mass production (or make-to-stock strategy) 批量生产mass customization 大众化定制capacity 生产能力layout 设计，安排master production schedule (MPS) 主生产进度表computer-aided design (CAD) 计算机辅助设计Chapter 7 (45)marketing 市场营销marketing concept 市场观念marketing strategy 营销战略，营销策略target market 目标市场consumer market 消费品市场industrial market 工业品市场market segment 细分市场marketing mix 营销组合marketing research 营销研究secondary data 二手资料primary data 原始资料focus group 小组讨论brand 标识，品牌trademark 商标private branding 自定商标generic branding 无商标（产品）manufacturer branding 制造商牌号brand equity 商标资产，品牌资产brand loyalty 品牌偏好，品牌忠诚packaging 包装labeling 贴标签intermediary 中间商retailers 零售商wholesalers（distribution）批发商profit margin 利润率physical distribution 物流storage warehouse 储藏库distribution center 配送中心materials handling 物流搬送just-in-time production 准时制生产supply chain 供应链supply chain management（SCM）供应链管理customer value triad 顾客价值三合一value chain 价值链promotion mix 促销组合advertising 广告personal selling 人员促销，个人销售sales promotion 促销publicity 宣传推广public relations 公共关系customer-relationship management 客户关系管理product life cycle 产品生命周期external marketing environment 外部营销环境consumer behavior 消费者行为advertising agency 广告商，广告公司Chapter 8 (28)absolute advantage 绝对优势comparative advantage 比较优势balance of trade 贸易差额trade surplus 贸易顺差trade deficit 贸易逆差joint ventures 合资企业foreign direct investment(FDI) 外国直接投资foreign subsidiary 外国子公司multinational corporation (MNC) 多国公司culture 文化high-context culture 高情境文化low-context culture 低情境文化gross nation income per capita 人均国民收入exchange rate 汇率subsidies 补助金，补贴trade controls 贸易管制protectionism 贸易保护主义tariffs 关税quota (入口货等的) 配额embargo 贸易禁运dumping 倾销world trade organization 世界贸易组织International Monetary Fund 国际货币基金组织World bank 世界银行trading blocs 贸易同盟European Union 欧洲联盟North American Free Trade Association 北美自由贸易协定General Agreement On Tariffs And Trade 关税及贸易总协定Chapter 9 （40）stakeholders （公司的）利益相关者accounting 会计management accounting 管理会计financial accounting 财务会计financial statements 财务报表generally accepted accounting principles （GAAP）公认会计准则income statement 收益表；利益表；损益表revenues 销售收入expenses 费用；开支cost of goods sold 销售成本operating expenses 经营费用gross profit（or gross margin）毛利；总利润net income （or net profit）净收益（或净利润）breakeven analysis 盈亏平衡分析fixed costs 固定成本variable costs 可变成本breakeven point in units 单位盈亏平衡点balance sheet 资产负债表asset 资产liability 债务、负债owner’s equity 所有者权益fiscal year 财政年度accounting equation 会计等式account receivable 应收账款account payable 应付账款inventory 存货；库存量depreciation expense 折旧费用classified balance sheet 分类资产负债表liquidity 流运性；变线速度current asset 流动资产long-term asset (or fixed asset) 长期资产current liability 流动负债long-term liability 长期负债statement of cash flows 现金流量表operating activity 经营活动investing activity 投资活动financing activity 筹集活动certified public accountant (CPA) 注册会计师；执业会计师audit 审计private accountant 私人账户Chapter 10 (60)money 货币money market mutual funds 货币市场共同基金demand deposits 活期存款M-1 狭义货币，交易货币M-2 广义货币commercial bank 商业银行savings bank 储蓄银行credit union 信用合作社finance company 信贷公司insurance company 保险公司brokerage firm 经济商号mutual fund 共同基金money market fund 货币市场基金pension fund 退休基金Federal Reserve System（the fed）联邦储备系统（美联储）discount rate 贴现率prime rate 最低银行利率financial plan 财务计划maturity （票据等的）到期short-term loan 短期贷款intermediate loan 中期贷款long-term loan 长期贷款lines of credit 信用额度amortization 分期付款security 担保品collateral 担保品，抵押品unsecured loan 无担保贷款interest 利息cash-flow management 现金流管理trade credit 商业信用budget （一手）预算cash budget 现金预算capital budget 资本预算angel 赞助人venture capitalist 风险资本家initial public offering（IPO）首次公开发行（的股票）investment banking firm 投资银行primary market 初级市场secondary market 二级市场New York Stock Exchange （NYSE）纽约股票交易所American Stock Exchange （AMEX）美国证券交易所Over-the-counter (OTC) market 场外交易市场NASDAQ 纳斯达克Securities and Exchange Commission （SEC）美国证券交易委员会insider trading 内线交易market index 市场指数Dow Jones Industrial Average （DJIA）道琼斯工业平均指数NASDAQ Composite Index 纳达斯综合指数Standard & Poor’s Composite Index （S&P 500）标准普尔股价指数bull market （股市中的）牛市bear market (股市中的) 熊市equity financing 产权融资debt financing 债券融资stockholder’s equity 股东权益dividends 股息common stock 普通股preferred stock 优先股cumulative preferred stock 累积优先股convertible preferred stock 可兑换优先股bonds 债券。
商务英语工商导论专业单词表
stockholder 股东Fundamentals of business executive 公司行政领导Unit 1franchisor 授予特许者dsole proprietorship 商个体，个体户écor （店铺）装饰attire （员工）服装partnership 商合伙，合伙公司corporation (股份有限)公司unit 2 franchise 特许经营replica 执照复制品)license/permit (营业centralized 中央集权的sole proprietor 个体业主chronic shortage 长期短缺shareholder 股东product-oriented 产品导向的board director 董事会成员，董事acquire unlimited liability 无限责任获得personal selling 获取方法，渠道当面推销accesspublicity 资产assets 媒体推介bulk buying financing 筹集的资金，融资大宗购买discount price 打折销售marketing 营销uniform specification 统一规格dissolution 解散marketing mix 营销组合法律事务所law firmpromotion 促销accounting firm 会计事务所utility 功能，便利real estate firm 房地产公司channels of distribution 分销渠道，销售渠道partner 合伙人general partner 市场细分market segmentation 普通合伙人…)limited partner (责任有限合伙人瞄准，集中精力于zero in on…人口统计的供货商supplier demographicextend credit 提供信贷消费心态学psychographic法律框架legal framework 产品用途因素product-use variable破产go brokeunit 3internal conflict 内部纷争，冲突肉汤convenience goods 方便商品broth incorporator shopping goods （货比三家后再购买的）商品公司股东sales revenue 销售收入specialty goods 特种商品，特色商品feasibility 可行的法人legal person可销售性sue 起诉，控告marketabilitybankrupt 样品，样机pilot model 破产bond 债权样机prototype商业化抵押物collateral commercialization产品生命周期…finance 为提供资金product life cycle定价扩张expansion pricing所有权与经profit-oriented objectives 利润导向型目标separated ownership and managementreturn on capital 资本（投资）回报率营分离销售额导向型目标termination 终结sales-oriented objectiveresilient 亏本销售，赔本买卖be sold under cost 可恢复的有弹性的，跟进型目标follow-the leader objective dividend 股息，分红equilibrium price 所得税income tax 均衡点价格双重征税double taxation 盈亏平衡点break-even公司执照corporate charter 双刃剑double-edge swordindustrial relations 劳资关系撇脂战略skimming strategy渗透战略penetration strategy 引起，导致incurloss leader pricing strategy （用少量低价商品）诱premium 奖励券trade stamp 行业优惠券导战略redeem 兑换，返还odd pricing strategy 心理定价战略trade show 行业展览会price lining strategy 分类定价战略sponsorship 赞助unit 4 public relations 公共关系publicity 媒体推介wholesaler 批发商word of mouth 口碑retailer 零售商discount store 折扣商店，平价商店unit 6周转率turnoverportability 邮购公司可携带性mail-order housedivisibility vending machine 自动售货机可分割性stability 虚拟商店，网上商店稳定性virtual storedurability 耐用性，耐磨损性agent 代理商acceptability 合法使用性经纪人brokerdenomination 面值time utility 时间上的方便paper note 纸币place utility 地点上的方便inflation 通货膨胀ownership utility 获得拥有权上的方便transaction 交易信息上的方便information utilitycirculation 流通form utility 产品成型上的方便legal tender 法定货币truck rates 卡车运费medium of exchange perishable 易腐烂的交换媒体store of value 价值存储叉车forkliftunit of account conveyer belt 运输带计算单位，会计单位活期存款demand deposit crane 吊车产生利息的interest-bearingunit 5支票帐户checking account取款withdrawal 促销组合promotion mixproduct advertising 产品广告minimum balance 最少余额credit union 厂商整体形象广告institutional advertising 信用社serial number 序列号outdoor billboard 户外广告牌spot liquidity变现性，流动性（播放）时段specialist magazine 专业杂志portfolio 投资组合有价证券（互联网上的）超媒体hypermedia securities存款帐户savings account yellow pages 电话薄货币兑换currency exchange 广告代理公司advertising agency信用证artwork 艺术设计letters of creditcommission 银行承兑＇s acceptance banker佣金draft 汇票物色（潜在顾客）prospectaccess card 自动柜员机卡确认qualify接触（顾客）信用卡credit card approach借记卡debit card 演示make presentation理财咨询financial counseling 处理（顾客）不同意见handle objectionshome mortgage 成交close 住房抵押互助储蓄银行follow-up售后跟踪mutual savings bank销售点上的演示point-of-sale displays 存款人depositorsweep stakes 摸奖，赌券养老基金pension fund保险费premium 打折券，优惠券couponunchecked 不受控制的creditor 债权人liquidation 可持续的清算sustainableFederal Reserve 美国联邦储备局unit 8美联储Fedmanagerial accounting 管理会计discount rate 贴现率financial accounting 财务会计open-market operation 公开市场运作financial statement vault 金库财务报表balance sheet 资产负债表dealer （有价证券）券商owner＇s equity 所有者权益unit 7patent 专利copyright 版权行业信用trade creditcurrent assets 流动资产commercial paper 短期融资券fixed assets 固定资产factor （对应收帐等的）贴现intangible assets 无形资产account receivable 应收账款liabilities 负债account payable 应付账款current liabilities open account 开立账户，赊账帐户流动负债long-term liabilities 长期负债promissory note 本票current ratio 流动比率draft 汇票quick ratio （acid test ratio）速动比率义务，债务obligationrental revenue line of credit 信用额度租赁收入gross profit margin 无担保的secured/ unsecured 有/ 毛利润率net profit margin 净利润率collateral 抵押物inventory turnover 库存周转率inventory 库存average inventory 平均库存compensating balance 补偿余额account receivable turnover 循环信用revolving credit 应收账款周转率the going interest rate 市场利率s investment ＇投资回报率return on owner 面值face valueunit 9factor 贴现商securities market 债务资本debt capital 证券市场underwrite 承销corporate bond 公司债券broker 经纪人equity capital 权益资本retained earnings 留用利润stock exchange 股票交易所股票经销商（公司）股息dividend stock brokerage预计股价会涨者，买多者bull depreciation 折旧预计股票会跌者，卖空者bear 一个公司的股票总称stock投机者IOU 借据speculator股权融资equity financing 放弃forfeitshare 股票其中的一张growth stocks 绩优股借款融资debt financing blue chip 蓝筹股，绩优股资本结构capital structure speculative issues 收益与风险俱大的股票现金流cash flowunit 10utilities companies 水，电等公用事业公司risk management 风险管理到期日maturity date半成品本金principal works-in-process概率redemption premium 赎金probability优先股preferred stock pirating 海盗活动callable 可召回的马六甲海峡the Strait of Malacca 套期保值hedging 普通股common stockfeed 饲料meeting of the minds 合意coercion 胁迫risk-sharing mechanism风险分担机制fraudulent manipulation 欺诈操纵premium 保险费consideration 对价insurance policy 保险合同proper form 可保利益有效形式insurable interestbreach of contract 违约indemnity 补偿enforceable 可实施的，可执行的subrogation 代位tort law 侵权法proximate cause 近因negligence insured 保户疏忽surgical forceps 抚养人手术用镊子dependenttitle to property 财产所有权utmost good faith 最大诚信trial 赔偿compensation 试用cash on delivery 货到付款，交货付现contribution 全部赔偿不能超过应得补偿free on board 离岸价格insurable risk 可保风险unauthorized 未经授权的underwrite 承保royalty 版税，专利使用费保户policyholderlicense 允许使用（专利）property insurance 财产险warranty 担保marine insurance 海险merchantability 可用性adversity 灾祸refund 退款航空险aviation insurancenegotiable instrument liability insurance 责任险票据certificate of deposit 单位，私家所属的场所存款单premisesmaker worker＇s compensation 工伤赔偿（本票，支票）出票人drawer （汇票）出票人split-liability 责任分担endorsement vandalism 打砸等破坏行为背书blank endorsement 无过错汽车保险no-fault auto insurance 普通背书restrictive endorsement （指定收票人的）特种背reimburse 报销surgical expenses 手术费用书qualified endorsement 限定性背书hospital expenses 住院费用without recourse 不可追索自选组合cafeteria planagency law 代理法term life insurance 简单寿险principal 定期寿险limited payment life insurance 委托人，授权人agent endowment life insurance 增值寿险代理人power of attorney 委任书，授权书完全寿险straight life insuranceequitable 公平的group life insurance 集团寿险terms of reference 授权范围关键人物险key person insuranceoverbill 信用寿险开出超过合理数额的账单credit life insurancebankruptcy law fidelity bond 忠实险破产法petition for bankruptcy 履行义务险破产申请surety bond referee 调解人unit 11trustee 托管人proceeds 普通法，习惯法，判例法common law 收益extension agreement 制定法，成文法statutory law 延展协议reorganization regulatory law 行政法规重组jurisdiction 管辖，权限unit 13合法目的lawful purposeplanning 合同各方具备能力competency of parties 规划手段和目的means and ends 自愿缔约voluntary agreement organizing 组织chain of command 指挥链，指令链leading 领导motivate 激励，激发autonomy 自主权rewards 回报，奖励controlling 调控deviation 偏离，背离corrective measure 矫正措施chief executive officer 首席执行官function/division manager 部门经理operating manager 操作层经理human skills 人际关系技能conceptual skills 概括技能technical skills 操作技能recruit 招聘，招募political tint 政治色彩bottom-line manager 一线经理，基层经理proven track record 被实践证明的业绩记录headhunter 猎头公司job specialization 工作专门化departmentalization 部门化unity of command 统一指挥line authority 直线职权staff authority 职能（部门的）职权line-and-staff organization 直线――职能混合型组织responsibility 责任delegation分权，授权span of management 管理跨度，管理幅度hierarchical levels 管理层次，组织结构层次functional organization 按功能划分部门的组织divisional organization 按事业部划分的组织division manager 部门经理，事业部经理generalist 经验全面的人才，通才matrix organization 矩阵型组织standing committee 常设委员会ad hoc committee 特别委员会grapevine 非正式沟通的途径。
工商导论unit1
2) Forms of Business Ownership
• • Legal Classification Economic types Based Classification
Starting a Small Business
2) Forms of Business Ownership
Legal Classification
financial resources and skills
fund, maintain, and expand its operation responsible manner, business ethics
laws and government regulations,
Contents
Unit 1 & 12
3. The People and Activities of Business
all activities concerned with obtaining money and using it effectively
The Organization of This Book
Figure 1.1
• Sole Proprietorship 独资企业 • Partnership 合伙企业 • Corporation 公司
Economic types Based Classification
• • • • • • • State-owned Enterprises 国有企业 Collectively-owned Enterprises 集体所有制企业 Private Enterprises 私营企业 Corporate Enterprises (Joint-equity Enterprises) 股份制企业 Joint Venture 联营企业 Foreign-funded Enterprises 外商投资企业 Joint-equity cooperative Enterprises 股份合作企业
工商英语单词
trade terms 贸易术语trade practrices 贸易惯例unware不懂dispute争议litigation诉讼entailtransaction 交易this delivery dose not take place 不能发货between parties to the contract 合同双方lawsuit 法律诉讼degenerate to a point 下降到一点respective obligations 各自的责任find the full expression of those in the trade terms interpretations 解释ICC国际商会amendments and additions 修改和增加bring in line with 和什么相符合stems from 源于revision 修改containers 集装箱multimodal transport 多式联运roll off 滚装运输FCA承运人交货价irrespective 不管consequence 结果chart 表contract for 承担assume 承担appoint 指定departure 起运EXW--EX Works 工厂交货价FCA承运人交货价FASFOB离岸价CFRCIFCPT Carrige paid toCIPbear 承担ship's rail 船舷appropriate合适的as well as any additional costs附加费用procure marine insurance 办理海运保险obtain insurance on minimun coverage最小保险范围chanmber of commerce商会trade terms 贸易术语port of destination 目的港port of shipment 装船港bill of lading 提单customs clearance 报关container yard 集装箱场insurance premium 保险费rail transport 轨道运输container traffic 集装箱运输inland waterway 内陆河运telegraphic transfer 电汇railway terminal 铁路终点站commercial invoice 商业发票multimodal trasport 多式联运electronic date interchange 电子数据交换negotiable transpot document 可转让的货运单据department 部门establish 开出irrevocable 不可撤销的L/C amount 信用证金额in favor of 受益人by order of 受托于district 区negotiation 议付sight drafts 即期汇票drawn on 以谁为付款人invoice value 发票金额accompanied 附带quantity 数量description货品名称specification规格freight collect运费到付freight prepaid 运费预付postage 邮寄费be for account of 记在。
工商导论第一章
《工商导论》（Fundamentals of Business）考核方式：考试考试题型：选择题；填空；连线搭配；英译汉；汉译英。
教学目的以英语为授课语言，全面、系统、概要地介绍市场经济体制下工商企业的运作，让学生对市场经济既现代工商企业的运作用一个总体印象，并熟悉同期业环境、经营管理、金融财务、法律保险等方面有关的英语词汇和用语，为下一步学习更微观、更具体的课程打下基础。
1．商务知识：了解在中国融入全球经济时，在工商管理方面所需的基本概念和相关的英语知识。
2．词汇：商务英语词汇具有比较强的专业性，要求学生在一学期的学习中有管理、营销、金融、财务、贸易、法律和保险等方面1000左右的专业词汇积累，以及商务常见的缩略语，机构名称等。
3．听力与口语：能够流利地在一般性的商务活动中进行交流，能流利地进行商务方面的口头陈述和报告，并能对相关案例做讨论，；4．写作：能看懂和起草商务单据、文件、信函和报告；5．阅读：能够阅读原版的经贸书刊。
Set up a business and be my own bossChapter One Setting up a Business建立企业Four major forms of business:1.sole proprietorship个体经营优点：易于建立；simple to establish;决策自由；freer in decision-making;易于保守经营和财务秘密；easy to keep operational and financial secrecy税收负担较少；less tax burden独自享有利润exclusive use of profits缺点：无限责任；unlimited liability有限的资金渠道；limited access to capital有限的管理技巧limited managerial expertise2.partnership合伙企业优点：更方便得到资金和信贷；improve access to capital and credit优质管理的可能性大大增加greater possibility for good management明确的法律框架；definite legal framework更好的发展前景better prospects for growth缺点：无限责任；unlimited liability内部矛盾；internal conflict持续性问题problem of continuity3.corporation 大型股份制公司优点：有限责任；limited liability易于发展壮大；easy to expand所有权与经营权分离；separated ownership and management持续的生命力continuous life缺点：双重税收；double taxation高组织成本；high organizing costs缺少秘密；lack of secrecy特许经营4.franchise特许经营优点：顾客即刻认可；instant customer recognition自主性；independence获得培训指导；receive training and guidance借贷更容易less difficulty getting bank loans缺点：减少风险但不保证成功；reduce risk ,they do not guarantee success要牺牲部分独立性sacrifice some independence。
工商导论（英译汉）
一：Debt or Equity Financing?Debt or equity financing?this is a question many firms have to answer during their financial planning . Debt financing means obligations to pay loan lenders or bond buyers a fixed amount of interest regardless of the firm’s financial conditions .if the firm fails to pay, it may lose its assets and even go bankrupt. So the safest strategy would be to avoid any debt . For most firms,however ,using equity as the only source of funds is either inadequate for its operations or too expensive. Therefore,an optimized mix of debt and equity financing should be found to meet the firm’s long-term financial needs and maximize shareholders’weath.Such a mix,also called capital structure ,varies form industry to industry and form firm to firm . For industries and firms which have predictable cash flows (e.g. utilities companies),the portion of debt-financing can be higher than those with different cash flow patterns.二：Marketing MixTo carry out the above functions,the marketers must develop a comprehensive plan or strategy covering the following major areas,i.e.,product ,price,promotion and place , usually summarized as “the 4 p’s” of marketing.Below is an overview of the 4p’s; detailed discussions will be given in the following chapters.1.product A product starts with consumer needs and must be different from rivalcommodities to stand competition;in other words,it must have special appeal for consumers in aspects like quality,utility or image.2.Price Most people ,rich or poor,are sensitive to price . in order to attract customers andbeat competition,firms try their best to lower the price.But too low a price will leave them with no profit and may violate laws . So firms should take costs, rivals’ prices and pricing regulations all into account when pricing their products.3.Promotion Promotion means making a product and its benefits known and stimulatingconsumer demand for it. Among the most often used promotional tools are advertising,packaging,salesbrochures,personalselling,etc.4.Place Firmsmust,through cost-effective channels of distribution and timelytransportation,make their goods services available where and when they are wanted.三：Who sets the Price?“of course the seller sets the price,”many consumers would answer with no hesitation . But in reality , many forces interact in price setting .First of all ,in a market economy,buyers play a greater role in price setting than most people believe. If the sellers are given the liberty of setting prices at their will , they will certainly charge the highest price possible , but that will scare away most ,if not all,of the buyers.As a result ,the sellers will have to cut the price to the point that it is high enough for them to make a profit butlow enough to attract a sufficient number of buyers . So,by buying or not buying a product the buyers can exercise great influence in the price setting process.Secondly, supply and demand also interact in price setting in a market economy. When the supply of a product exceeds the demand for it , the price will go down , and vice versa. According to the economic theory of supply and demand , price is set where supply meets demand ,and this price is referred to as the equilibrium price.四：First, commercial banks are required to store some of their funds (a reserve) either in their own vault or as deposit with their local Federal Reserve Banks. In order to control the money supply , the Fed can adjust reserve requirements for commercial banks. Higher reserve requirements for commercial banks . Higher reserve requirements mean that banks have less money to lend ,and reduce the expansion of money . Lower requirements , conversely, will result in an increased supply of money.The Fed also acts as the commercial bankers’bank . When commercial banks need money, they can borrow from the Federal Reserve Banks and pay interest on theloans . The rate of interest charged by the Fed is called discount rate. If the Fed wants to reduce the money supply , it increases the discount rate, making borrowing more expensive and bank loan-making less attractive. Low discount rates , on the other hand ,encourage borrowing and lending , resulting in expansion of the money supply. Changes in the discount rate cause more subtle shifts in the Fed uses this tool frequently . In the 1980s, for instance ,the Fed adjusted the the discount rates considerably.The third instrument the Fed can use to control the money supply is its open-market operations .When it wants to increase the money supply , the Fed buys securities from dealers. The dealers’ banks are credited for the transactions, so the banks have more money to lend and this expands the money supply .to decrease the supply of money , the Fed sells securities.Open-market operations are the most effective tools of control because they act quickly and predictably .五：Bonds provide very steady income and have the least risk .Therefore,they are more appealing to those with fixed income (e.g. the retired).Also attractive to income-minded investors are dividend-yielding stocks such as preferred stock and common stocks which regularly pay dividends . For investors who are still young and can wait for the long term mon stocks with good growth potential are of particular interest .In reality , many investors own bonds , dividend-yielding stocks ,blue chips as well as speculative issues . For example , they may invest most of their money in blue chips for long term growth , some in bonds or dividend-yielding stocks for regular income . and a small portion in speculative issues for quick money .。
(整理)商务英语工商导论专业单词表.
Fundamentals of businessUnit 1sole proprietorship 商个体，个体户partnership 商合伙，合伙公司corporation (股份有限)公司franchise 特许经营license/permit (营业)执照sole proprietor 个体业主shareholder 股东board director 董事会成员，董事unlimited liability 无限责任access获取方法，渠道assets 资产financing 筹集的资金，融资marketing 营销dissolution 解散law firm 法律事务所accounting firm 会计事务所real estate firm 房地产公司partner 合伙人general partner 普通合伙人limited partner (责任)有限合伙人supplier 供货商extend credit 提供信贷legal framework 法律框架go broke 破产internal conflict 内部纷争，冲突broth 肉汤incorporator 公司股东sales revenue 销售收入legal person 法人sue 起诉，控告bankrupt 破产bond 债权collateral 抵押物finance 为…提供资金expansion 扩张separated ownership and management 所有权与经营分离termination 终结resilient 有弹性的，可恢复的dividend 股息，分红income tax 所得税double taxation 双重征税corporate charter 公司执照industrial relations 劳资关系incur 引起，导致stockholder 股东executive 公司行政领导franchisor 授予特许者décor （店铺）装饰attire （员工）服装unit 2replica 复制品centralized 中央集权的chronic shortage 长期短缺product-oriented 产品导向的acquire 获得personal selling 当面推销publicity 媒体推介bulk buying 大宗购买discount price 打折销售uniform specification 统一规格marketing mix 营销组合promotion 促销utility 功能，便利channels of distribution 分销渠道，销售渠道market segmentation 市场细分zero in on…瞄准，集中精力于…demographic 人口统计的psychographic 消费心态学product-use variable 产品用途因素unit 3convenience goods 方便商品shopping goods （货比三家后再购买的）商品specialty goods 特种商品，特色商品feasibility 可行的marketability 可销售性pilot model 样品，样机prototype 样机commercialization 商业化product life cycle 产品生命周期pricing 定价profit-oriented objectives 利润导向型目标return on capital 资本（投资）回报率sales-oriented objective 销售额导向型目标be sold under cost 亏本销售，赔本买卖follow-the leader objective 跟进型目标equilibrium price 均衡点价格精品文档break-even 盈亏平衡点double-edge sword 双刃剑skimming strategy 撇脂战略penetration strategy 渗透战略loss leader pricing strategy （用少量低价商品）诱导战略odd pricing strategy 心理定价战略price lining strategy 分类定价战略unit 4wholesaler 批发商retailer 零售商discount store 折扣商店，平价商店turnover 周转率mail-order house 邮购公司vending machine 自动售货机virtual store 虚拟商店，网上商店agent 代理商broker 经纪人time utility 时间上的方便place utility 地点上的方便ownership utility 获得拥有权上的方便information utility 信息上的方便form utility 产品成型上的方便truck rates 卡车运费perishable 易腐烂的forklift 叉车conveyer belt 运输带crane 吊车unit 5promotion mix 促销组合product advertising 产品广告institutional advertising 厂商整体形象广告outdoor billboard 户外广告牌spot （播放）时段specialist magazine 专业杂志hypermedia （互联网上的）超媒体yellow pages 电话薄advertising agency 广告代理公司artwork 艺术设计commission 佣金prospect 物色（潜在顾客）qualify 确认approach 接触（顾客）make presentation 演示handle objections 处理（顾客）不同意见close 成交follow-up售后跟踪point-of-sale displays 销售点上的演示sweep stakes 摸奖，赌券coupon 打折券，优惠券premium 奖励券trade stamp 行业优惠券redeem 兑换，返还trade show 行业展览会sponsorship 赞助public relations 公共关系publicity 媒体推介word of mouth 口碑unit 6portability 可携带性divisibility 可分割性stability 稳定性durability 耐用性，耐磨损性acceptability 合法使用性denomination 面值paper note 纸币inflation 通货膨胀transaction 交易circulation 流通legal tender 法定货币medium of exchange 交换媒体store of value 价值存储unit of account 计算单位，会计单位demand deposit 活期存款interest-bearing 产生利息的checking account 支票帐户withdrawal 取款minimum balance 最少余额credit union 信用社serial number 序列号liquidity变现性，流动性portfolio 投资组合securities 有价证券savings account 存款帐户currency exchange 货币兑换letters of credit 信用证banker＇s acceptance 银行承兑draft 汇票access card 自动柜员机卡精品文档credit card 信用卡debit card 借记卡financial counseling 理财咨询home mortgage 住房抵押mutual savings bank 互助储蓄银行depositor 存款人pension fund 养老基金premium 保险费unchecked 不受控制的sustainable 可持续的Federal Reserve 美国联邦储备局Fed 美联储discount rate 贴现率open-market operation 公开市场运作vault 金库dealer （有价证券）券商unit 7trade credit 行业信用commercial paper 短期融资券factor （对应收帐等的）贴现account receivable 应收账款account payable 应付账款open account 开立账户，赊账帐户promissory note 本票draft 汇票obligation 义务，债务line of credit 信用额度secured/ unsecured 有/无担保的collateral 抵押物inventory 库存compensating balance 补偿余额revolving credit 循环信用the going interest rate 市场利率face value 面值factor 贴现商debt capital 债务资本corporate bond 公司债券equity capital 权益资本retained earnings 留用利润dividend 股息depreciation 折旧stock 一个公司的股票总称IOU 借据equity financing 股权融资share 股票其中的一张debt financing 借款融资capital structure 资本结构cash flow 现金流utilities companies 水，电等公用事业公司maturity date 到期日principal 本金redemption premium 赎金preferred stock 优先股callable 可召回的common stock 普通股creditor 债权人liquidation 清算unit 8managerial accounting 管理会计financial accounting 财务会计financial statement 财务报表balance sheet 资产负债表owner＇s equity 所有者权益patent 专利copyright 版权current assets 流动资产fixed assets 固定资产intangible assets 无形资产liabilities 负债current liabilities 流动负债long-term liabilities 长期负债current ratio 流动比率quick ratio （acid test ratio）速动比率rental revenue 租赁收入gross profit margin 毛利润率net profit margin 净利润率inventory turnover 库存周转率average inventory 平均库存account receivable turnover 应收账款周转率return on owner＇s investment 投资回报率unit 9securities market 证券市场underwrite 承销broker 经纪人stock exchange 股票交易所stock brokerage 股票经销商（公司）bull 预计股价会涨者，买多者bear 预计股票会跌者，卖空者speculator 投机者精品文档forfeit 放弃growth stocks 绩优股blue chip 蓝筹股，绩优股speculative issues 收益与风险俱大的股票unit 10risk management 风险管理works-in-process 半成品probability 概率pirating 海盗活动the Strait of Malacca马六甲海峡hedging 套期保值feed 饲料risk-sharing mechanism风险分担机制premium 保险费insurance policy 保险合同insurable interest 可保利益indemnity 补偿subrogation 代位proximate cause 近因insured 保户dependent 抚养人utmost good faith 最大诚信compensation 赔偿contribution 全部赔偿不能超过应得补偿insurable risk 可保风险underwrite 承保policyholder 保户property insurance 财产险marine insurance 海险adversity 灾祸aviation insurance 航空险liability insurance 责任险premises 单位，私家所属的场所worker＇s compensation 工伤赔偿split-liability 责任分担vandalism 打砸等破坏行为no-fault auto insurance 无过错汽车保险reimburse 报销surgical expenses 手术费用hospital expenses 住院费用cafeteria plan 自选组合term life insurance 简单寿险limited payment life insurance 定期寿险endowment life insurance 增值寿险straight life insurance 完全寿险group life insurance 集团寿险key person insurance 关键人物险credit life insurance 信用寿险fidelity bond 忠实险surety bond 履行义务险unit 11common law 普通法，习惯法，判例法statutory law 制定法，成文法regulatory law 行政法规jurisdiction 管辖，权限lawful purpose 合法目的competency of parties 合同各方具备能力voluntary agreement 自愿缔约meeting of the minds 合意coercion 胁迫fraudulent manipulation 欺诈操纵consideration 对价proper form 有效形式breach of contract 违约enforceable 可实施的，可执行的tort law 侵权法negligence 疏忽surgical forceps 手术用镊子title to property 财产所有权trial 试用cash on delivery 货到付款，交货付现free on board 离岸价格unauthorized 未经授权的royalty 版税，专利使用费license 允许使用（专利）warranty 担保merchantability 可用性refund 退款negotiable instrument 票据certificate of deposit 存款单maker （本票，支票）出票人drawer （汇票）出票人endorsement 背书blank endorsement 普通背书restrictive endorsement （指定收票人的）特种背书qualified endorsement 限定性背书without recourse 不可追索agency law 代理法principal 委托人，授权人精品文档agent 代理人power of attorney 委任书，授权书equitable 公平的terms of reference 授权范围overbill 开出超过合理数额的账单bankruptcy law 破产法petition for bankruptcy 破产申请referee 调解人trustee 托管人proceeds 收益extension agreement 延展协议reorganization 重组unit 13planning 规划means and ends 手段和目的organizing 组织chain of command 指挥链，指令链leading 领导motivate 激励，激发autonomy 自主权rewards 回报，奖励controlling 调控deviation 偏离，背离corrective measure 矫正措施chief executive officer 首席执行官function/division manager 部门经理operating manager 操作层经理human skills 人际关系技能conceptual skills 概括技能technical skills 操作技能recruit 招聘，招募political tint 政治色彩bottom-line manager 一线经理，基层经理proven track record 被实践证明的业绩记录headhunter 猎头公司job specialization 工作专门化departmentalization 部门化unity of command 统一指挥line authority 直线职权staff authority 职能（部门的）职权line-and-staff organization 直线――职能混合型组织responsibility 责任delegation分权，授权span of management 管理跨度，管理幅度hierarchical levels 管理层次，组织结构层次functional organization 按功能划分部门的组织divisional organization 按事业部划分的组织division manager 部门经理，事业部经理generalist 经验全面的人才，通才matrix organization 矩阵型组织standing committee 常设委员会ad hoc committee 特别委员会grapevine 非正式沟通的途径。
工商导论(英译汉)
一：Debt or Equity Financing?Debt or equity financing?this is a question many firms have to answer during their financial planning . Debt financing means obligations to pay loan lenders or bond buyers a fixed amount of interest regardless of the firm’s financial conditions .if the firm fails to pay, it may lose its assets and even go bankrupt. So the safest strategy would be to avoid any debt . For most firms,however ,using equity as the only source of funds is either inadequate for its operations or too expensive. Therefore,an optimized mix of debt and equity financing should be found to meet the firm’s long-term financial needs and maximize shareholders’weath.Such a mix,also called capital structure ,varies form industry to industry and form firm to firm . For industries and firms which have predictable cash flows (e.g. utilities companies),the portion of debt-financing can be higher than those with different cash flow patterns.二：Marketing MixTo carry out the above functions,the marketers must develop a comprehensive plan or strategy covering the following major areas,i.e.,product ,price,promotion and place , usually summarized as “the 4 p’s” of marketing.Below is an overview of the 4p’s; detailed discussions will be given in the following chapters.1.product A product starts with consumer needs and must be different from rivalcommodities to stand competition;in other words,it must have special appeal for consumers in aspects like quality,utility or image.2.Price Most people ,rich or poor,are sensitive to price . in order to attract customers andbeat competition,firms try their best to lower the price.But too low a price will leave them with no profit and may violate laws . So firms should take costs, rivals’ prices and pricing regulations all into account when pricing their products.3.Promotion Promotion means making a product and its benefits known and stimulatingconsumer demand for it. Among the most often used promotional tools are advertising,packaging,salesbrochures,personalselling,etc.4.Place Firmsmust,through cost-effective channels of distribution and timelytransportation,make their goods services available where and when they are wanted.三：Who sets the Price?“of course the seller sets the price,”many consumers would answer with no hesitation . But in reality , many forces interact in price setting .First of all ,in a market economy,buyers play a greater role in price setting than most people believe. If the sellers are given the liberty of setting prices at their will , they will certainly charge the highest price possible , but that will scare away most ,if not all,of the buyers.As a result ,the sellers will have to cut the price to the point that it is high enough for them to make a profit butlow enough to attract a sufficient number of buyers . So,by buying or not buying a product the buyers can exercise great influence in the price setting process.Secondly, supply and demand also interact in price setting in a market economy. When the supply of a product exceeds the demand for it , the price will go down , and vice versa. According to the economic theory of supply and demand , price is set where supply meets demand ,and this price is referred to as the equilibrium price.四：First, commercial banks are required to store some of their funds (a reserve) either in their own vault or as deposit with their local Federal Reserve Banks. In order to control the money supply , the Fed can adjust reserve requirements for commercial banks. Higher reserve requirements for commercial banks . Higher reserve requirements mean that banks have less money to lend ,and reduce the expansion of money . Lower requirements , conversely, will result in an increased supply of money.The Fed also acts as the commercial bankers’bank . When commercial banks need money, they can borrow from the Federal Reserve Banks and pay interest on theloans . The rate of interest charged by the Fed is called discount rate. If the Fed wants to reduce the money supply , it increases the discount rate, making borrowing more expensive and bank loan-making less attractive. Low discount rates , on the other hand ,encourage borrowing and lending , resulting in expansion of the money supply. Changes in the discount rate cause more subtle shifts in the Fed uses this tool frequently . In the 1980s, for instance ,the Fed adjusted the the discount rates considerably.The third instrument the Fed can use to control the money supply is its open-market operations .When it wants to increase the money supply , the Fed buys securities from dealers. The dealers’ banks are credited for the transactions, so the banks have more money to lend and this expands the money supply .to decrease the supply of money , the Fed sells securities.Open-market operations are the most effective tools of control because they act quickly and predictably .五：Bonds provide very steady income and have the least risk .Therefore,they are more appealing to those with fixed income (e.g. the retired).Also attractive to income-minded investors are dividend-yielding stocks such as preferred stock and common stocks which regularly pay dividends . For investors who are still young and can wait for the long term mon stocks with good growth potential are of particular interest .In reality , many investors own bonds , dividend-yielding stocks ,blue chips as well as speculative issues . For example , they may invest most of their money in blue chips for long term growth , some in bonds or dividend-yielding stocks for regular income . and a small portion in speculative issues for quick money .。
工商导论
第一章商业的几种形式P4 第二段开头结尾都是partnerships的那段合伙公司常见的类型Advantages里的2、4P5 Disadvantages里的2、3P7 Double Taxation双税P8 第二段第一句加盟经营(franchising)的定义第二章老师说过重点P16～17 营销组合(marketing mix)全部主要是4个P第三章老师说过重点Product的分类 Product Life CycleP27～28 盈亏平衡点分析(Break-even Analysis)第四章营销渠道的种类P35 Agents and Brokers那一段第二句P37～38 运输的五种模式第五章老师讲了重点P45～46 Personal Selling的七个步骤P46～47 Exhibie5表格P47 本页第三段第一句Publicity的定义第六P52 黑体字钱的五个特点（what is money）P53～54 What Does Money Do?里的黑体字钱的三个功能P54 钱的种类（M1 M2）第七章老师划过重点，如下：P64 最后一段第一句行业信用(Trade credit)的定义P65～66 最后一句“If a firm ……repayment”P67 第二段第一句贴现商(factor)的定义最后第二段留存收益(Retained Earnings)P68～71 债券和股票的区别P68 Bonds和Stock里优先股和普通股的区别第八章老师说过重点：P76 第一段第一句会计(Accounting)的定义最后一段第一句资产负债表(Balance sheet)的定义P77 第二段第三句“This gradual……accumulated depreciation累积折旧”倒数第二段讲负债(liabilities)的重要P79 流动比率(current radio)和速动比率(quick ratio)知道怎么算P81～82 毛利润率(gross profit margin)、净利润率(net profit margin)和库存周转率(inventory turnover)的三个运算公式P82 投资回报率(return on owners' investment)第十二章 International Business绝对优势与相对优势第十三章老师说过重点four basic management functionP131 图片P135 图片SWOT analysis 的定义第十四章Job description第十五章McGregor’s Theory X and Theory Y1) Sole Proprietorship--Advantages and Disadvantages;2)Partnership--Advantages and Disadvantages；3) Corporation-Advantages and Disadvantages;4)Franchising-Advantages and Disadvantages;5)The Marketing Mix;6)Markets Segmentation;7)Product Life Cycle;8)Pricing Objectives;9)Break-even Analysis;10) M-1; M-2;11) Commercial Banks;12) Trade Credit and Bank Loans;13) Features of Bonds and Features of Stock;14) Debt or Equity Financing;15) Balance Sheet, and Income Statement; 19)Types of Law;20) Contract Law; Tort Law;21) Intellectual Properties;21)Business Bankruptcy;22)Comparative Advantage;23)Trade Barriers-Tarrif and Non-Tariff.。
经贸英语之工商导论知识点总结
1.basic forms of business答：sole proprietorship; partnership; corporation2.Types of organizational structure答：Functional organization; Divisional organization; Matrix organization; Committee organization;3.Advertising medias答：Newspaper, television, radio,direct mail, magazines, the Internet, outdoor billboard and poster;4.New product development process答Generating new product ideas; Screening; Development; Testing; Commercialization.5.Pricing strategies答：skimming strategy; penetration strategy; loss leader pricing strategy; odd pricing strategy; price lining strategy.6.Sales promotion答：Point-of-sale displays, specialty advertising, sampling, contests, lotteriessweepstakes, coupons, trade stamps, premiums, trade shows, sponsorship.7.sources financing答：The most common source of funds are trade credit, bank loans, commercial paper and factoring accounts receivable.8.items in a balance sheet答：A balance sheet is made up of three types of accounts, i.e. assets, liabilities and owners’ equity;Assets: cash, accounts, receivable, inventory, investments in other business, land,equipment, buildings, vehicle, patents, copyrights, etc.Liabilities: short-term or current liabilities and long-term liabilities. Owners’ equity=assets minus liabilities, For sole proprietor, it means the value ofEverything owned; for corporation, it means capital stock.9.challenges of international trade答：Social and cultural differences; foreign exchange, trade barriers; tariffs;Non-tariff barriers.10.Maslow’ s hierarchy of human needs答：Abraham Maslow was the first researcher to identify human needs systemtically and rank them in a hierarchy;From bottom to top are physiological needs, Security needs, social needs, esteem needs, self-actualization needs.Maslow’s hierarchy has been accepted as the most comprehensive theory ofHuman needs ever proposal and is widely used by managers inmotivating theirEmployees.1.Function of marketing:marketing research; acquiring; selling; transportation; storaging; finance and credit; risk taking; standardization and grading2.marketing mix:Product; price; promotion; place3.market segmentation:Geographic variables; demographic variables; psychographic variable; product-use variables.4.nonprice strategies:Add value; Educate customers; Establish Relationships.5.Retailers:Department stores; discount stores; supermarkets; hypermarket; general stores; specialty stores;Other retailing businesses:Virtual stores; vending machines; mail-order houses; direct selling; cart and kiosks; multilevel marketing6.The cost and value of intermediaries:Time utility; place utility; ownership utility; form utility; informationutility; service utility.7. personal selling process:Prospect; qualify; approach; make presentation; handle objections; close; follow-up.8.Management function:Planing; organizing; leading; controlling9.strategies for motivating employees:Rewards and punishment; management by objectives(MBO); participative management; make jobs more satisfying and motivating; modified work schedules;2011/12《经贸英语选读》复习指南：Part I. Multiple-Choice Questions 答题卡上（共40题，每题1分）There are two types of exercises: One type is to test your memory of the basic concepts learned in the text book; the other type is the understanding and use of concepts in case study.Examples:When a business’s revenues exceed its expenses, it has created ____.A.ProfitsB.SalesC.LossespetitionWhich of the following is not true about promotional methods for marketing:A.Businesses use them to communicate informationB.They replace exchange relationship with customers.C.They seek to persuade people to purchase productsD.They are intended to make products more attractive. Procter and Gamble has Baby Care, Beauty Care, Health Care, and Home and Fabric Care divisions in its US operations. This is an example ofA.geographic departmentalization.B.process departmentalizationC.maintenance departmentalization.D.product departmentalization.Part II. Reading Comprehension（共12题，每题2分）3 passagesPart III. Filling in the blanks. （共10题，每题1分）Part IV. Questions（共4题，每题4分）key concepts:basic forms of business(unit 1)Types of organizational structure (unit 13/136p Advertising medias （5/ 43pNew product development process（3/22ppricing strategies(3/23pSales promotion(5/46psources financing (7/63-68pitems in a balance sheet(8/73-75pchallenges of international trade(12/120p以后Maslow’ s hierarchy of human needs(15/158pPart IV. Writing（共1题，10分）About150 wordsA topic is given.重点章节12 15 13 1 2 3 4 5。
工商管理专业英语词汇记忆
工商管理专业英语词汇记忆definite a.1.明确的，确切的 2.一定的，肯定的单词记忆：de表示强调+fin限制+ite形容词后缀→限制一个范围→明确的，确切的mission n. 使命，任务;代表团;布道; vt. 派遣;向……传教单词记忆：missto send 派遣 +ion名词后缀→被派遣出去完成任务→使命，任务;代表团subtle adj. 微妙的;精细的;敏感的;狡猾的;稀薄的unquestionable adj. 毫无疑问的;确实的;无可挑剔的单词记忆：un否定 +question问题+able形容词后缀→没有问题的→毫无疑问的;确实的;无可挑剔的sound vt. 听诊;测量，测…深;使发声;试探;宣告n. 声音，语音;噪音;海峡;吵闹;听力范围;[医] 探条adj. 健全的，健康的;合理的;可靠的;有效彻底的attendance n. 出席;到场;出席人数单词记忆：attend出席 +ance名词后缀→出席;到场;出席人数quarrel vi. 吵架;争论;挑剔;n. 吵架;怨言;争吵的原因;方头凿vacant adj. 空虚的;空的;空缺的;空闲的;茫然的单词记忆：vac空的 +ant形容词后缀→空虚的;空的distinguished adj. 著名的;卓著的;高贵的单词记忆：distinguish区别 +ed形容词后缀→区别对待的→著名的;卓著的;高贵的communication n. 通讯，[通信] 通信;交流单词记忆：com一起 +muni服务，运动+cation 复合名词后缀→一起互动，交流→通讯，[通信] 通信;交流deliver vt. 交付;发表;递送;释放;给予打击;给…接生;vi. 实现;传送;履行;投递单词记忆：dedown +liverlive生命→使新生命诞生下来→给…接生accident n.1.意外遭遇，事故 2.意外，意外因素单词记忆： ac 前缀，加强语气+cid 发生+ent 名词后缀→偶然发生的→意外，事故discharge vi. 获准离开, 释放n. 1.释放,解雇 2. 排出,发射 3. 卸货,下客 4. 执行; 履行 n.排出，放出，放电单词记忆： disapart离开+ char car车，搬运 + ge age名词或者动词后缀→准许离开beneath prep. 在…之下adv. 在下方单词记忆： be 加强+ neath under→在…之下adv. 在下方friendship n. 友谊;友爱;友善单词记忆：friend 朋友+ ship 抽象状态名词后缀→友谊;友爱;友善connection n. 连接;关系;连接件单词记忆：con 一起+ nectnext邻近，连接+ion 名词后缀→连接;关系cheerful adj. 快乐的;愉快的;高兴的单词记忆： cheer 愉快+ ful形容词后缀→快乐的;愉快的;高兴的miserable adj. 悲惨的;痛苦的;卑鄙的单词记忆： miser 痛苦+ able形容词后缀→悲惨的;痛苦的unfortunate adj. 不幸的;令人遗憾的;不成功的单词记忆：un 否定+ fortunate幸运地→不幸的;令人遗憾的nourishing adj. 有营养的;滋养多的v. 滋养;养育单词记忆：nourish 滋养+ ing形容词缀→滋养多的content vt. 使满足n. 内容，目录;满足;容量adj. 满意的单词记忆：con together+ tenttain包含→包含了全书概括的部分→内容，目录debate vt. 辩论，争论，讨论vi. 辩论，争论，讨论n. 辩论;辩论会单词记忆：de down+ bate打→企图在语言上把别人打倒→辩论，争论inconvenience n. 不便;麻烦vt. 麻烦;打扰单词记忆：in 否定+ convenience方便→不便accommodate vt. 容纳;使适应;供应;调解vi. 适应;调解感谢您的阅读，祝您生活愉快。
经贸英语之工商导论知识点总结
1.basic forms of business答：sole proprietorship; partnership; corporation2.Types of organizational structure答：Functional organization; Divisional organization; Matrix organization; Committee organization;3.Advertising medias答：Newspaper, television, radio,direct mail, magazines, the Internet, outdoor billboard and poster;4.New product development process答Generating new product ideas; Screening; Development; Testing; Commercialization.5.Pricing strategies答：skimming strategy; penetration strategy; loss leader pricing strategy; odd pricing strategy; price lining strategy.6.Sales promotion答：Point-of-sale displays, specialty advertising, sampling, contests, lotteriessweepstakes, coupons, trade stamps, premiums, trade shows, sponsorship.7.sources financing答：The most common source of funds are trade credit, bank loans, commercial paper and factoring accounts receivable.8.items in a balance sheet答：A balance sheet is made up of three types of accounts, i.e. assets, liabilities and owners’ equity;Assets: cash, accounts, receivable, inventory, investments in other business, land,equipment, buildings, vehicle, patents, copyrights, etc.Liabilities: short-term or current liabilities and long-term liabilities. Owners’ equity=assets minus liabilities, For sole proprietor, it means the value ofEverything owned; for corporation, it means capital stock.9.challenges of international trade答：Social and cultural differences; foreign exchange, trade barriers; tariffs;Non-tariff barriers.10.Maslow’ s hierarchy of human needs答：Abraham Maslow was the first researcher to identify human needs systemtically and rank them in a hierarchy;From bottom to top are physiological needs, Security needs, social needs, esteem needs, self-actualization needs.Maslow’s hierarchy has been accepted as the most comprehensive theory ofHuman needs ever proposal and is widely used by managers inmotivating theirEmployees.1.Function of marketing:marketing research; acquiring; selling; transportation; storaging; finance and credit; risk taking; standardization and grading2.marketing mix:Product; price; promotion; place3.market segmentation:Geographic variables; demographic variables; psychographic variable; product-use variables.4.nonprice strategies:Add value; Educate customers; Establish Relationships.5.Retailers:Department stores; discount stores; supermarkets; hypermarket; general stores; specialty stores;Other retailing businesses:Virtual stores; vending machines; mail-order houses; direct selling; cart and kiosks; multilevel marketing6.The cost and value of intermediaries:Time utility; place utility; ownership utility; form utility; informationutility; service utility.7. personal selling process:Prospect; qualify; approach; make presentation; handle objections; close; follow-up.8.Management function:Planing; organizing; leading; controlling9.strategies for motivating employees:Rewards and punishment; management by objectives(MBO); participative management; make jobs more satisfying and motivating; modified work schedules;2011/12《经贸英语选读》复习指南：Part I. Multiple-Choice Questions 答题卡上（共40题，每题1分）There are two types of exercises: One type is to test your memory of the basic concepts learned in the text book; the other type is the understanding and use of concepts in case study.Examples:When a business’s revenues exceed its expenses, it has created ____.A.ProfitsB.SalesC.LossespetitionWhich of the following is not true about promotional methods for marketing:A.Businesses use them to communicate informationB.They replace exchange relationship with customers.C.They seek to persuade people to purchase productsD.They are intended to make products more attractive. Procter and Gamble has Baby Care, Beauty Care, Health Care, and Home and Fabric Care divisions in its US operations. This is an example ofA.geographic departmentalization.B.process departmentalizationC.maintenance departmentalization.D.product departmentalization.Part II. Reading Comprehension（共12题，每题2分）3 passagesPart III. Filling in the blanks. （共10题，每题1分）Part IV. Questions（共4题，每题4分）key concepts:basic forms of business(unit 1)Types of organizational structure (unit 13/136p Advertising medias （5/ 43pNew product development process（3/22ppricing strategies(3/23pSales promotion(5/46psources financing (7/63-68pitems in a balance sheet(8/73-75pchallenges of international trade(12/120p以后Maslow’ s hierarchy of human needs(15/158pPart IV. Writing（共1题，10分）About150 wordsA topic is given.重点章节12 15 13 1 2 3 4 5。
商务英语 工商导论
McGraw Hill/Irwin Irwin/McGraw Hill Foreign Language College
Copyright © 2003Copyright © 2007 by Xiaoping Zhang. All rights reserved by The McGraw-Hill Companies, Inc.
McGraw Hill/Irwin Irwin/McGraw Hill Foreign Language College
Copyright © 2003Copyright © 2007 by Xiaoping Zhang. All rights reserved by The McGraw-Hill Companies, Inc.
1- 8
Sole Proprietorship
Disadvantages Unlimited liability (the owner is personally responsible for all aspects of the business) Limited access to capital (lack of long period relation with banks and less security guarantee mean inability to raise large amounts of money Limited managerial expertise (one field expert does not mean expert in every aspect of business, i.e. marketing, finance, HR, operation etc) Life of the business is limited to the life of the proprietorship (the only way to transfer ownership of a sole proprietorship is to sell the entire business, otherwise, the life of the business ends when the sole proprietor dies)
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Chapter1Sole proprietorship 商个人，个体户partnership 商合伙，合伙公司Corporation（股份有限）公司license/permit （营业）执照Sole proprietor 个体业主shareholder 股东Board director 董事会成员，董事unlimited liability无限责任Go bankrupt (go broke) 破产access获取方法，渠道Assets资产Financing融资Marketing营销Partner合伙人Dissolution解散Law firm法律事务所Accounting firm会计事务所Real estate firm房产中介所General partner普通合伙人Limited partner(责任)有限合伙人Supplier供货商Extend credit 提供信贷legal framework 法律框架internal conflict内部纷争，冲突broth肉汤incorporator公司股东stockholder股东sales revenue销售收入legal person法人sue起诉，控告bond债权collateral抵押物finance为。
提供资金expansion扩张separated ownership and management所有权与经营分离termination终结dividend股息，分红income tax所得税double taxation双重征税corporate charter公司章程industrial relations劳资关系incur引起，导致executive公司行政领导have fewer restriction有较少的局限性keep minutes作会议记录franchising特许经营franchisor授予特许者franchisee获取特许者décor （店铺）装饰attire （员工）服装chapter2replica复制品centralized中央集权的chronic shortage长期短缺white elephant白象，中看不中用的东西CRM（customer relationship management）客户关系管理Personal selling当面推销Publicity媒体Bulk buying大宗购买Discount price打折销售Uniform specification统一规格Acquire获得Marketing mix营销组合Promotion促销Utility功能，便利Channels of distribution分销渠道Market segmentation市场细分Zero in on集中精力于。
Geographic variable地理区域因素Demographic variable人口统计因素Psychographic variable心理因素Product-use variable产品用途因素Chapter6Portability可携带性Divisibility可分割性Stability稳定性Durability耐用性，耐磨损性Acceptability合法使用性Denomination面值Paper note纸币Inflation通货膨胀Transaction交易Circulation流通Legal tender法定货币Medium of exchange交换媒介Store of value价值存储Liquid流动性（变为现金性）Unit of account计算单位，会计单位Demand deposit活期存款Checkable可用支票变现的Time deposit定期存款Mutual fund共同基金Interest-bearing产生利息的Checking account支票账户Withdrawal取款Minimum balance最少金额Credit union信用社Serial number序列号Portfolio投资组合Securities有价证券Savings account存款账户Currency exchange货币兑换Letters of credit信用证Banker’s acceptance 银行承兑Draft汇票Credit card信用卡Debit card借记卡Access card自动柜员机卡Financial counseling 理财咨询Home mortgage住房抵押Mutual savings bank互助储蓄银行Depositor 存款人Pension fund养老基金Premium保险费Unchecked不受控制的Sustainable可持续的Federal Reserve美国联邦储备局Fed美联储Reserve requirements储备金要求Discount rate贴现率Open-market operation公开市场运作Vault金库Dealer（有价证券）券商Chapter 7Trade credit行业信用Commercial paper短期融资券Factor（对应收账等）贴现Account receivable应收账款Promissory note本票Account payable应付账款Open account赊账账户Principal 本金obligation义务、债务Line of credit信用额度Secured/unsecured有、无担保的Collateral抵押物Inventory库存Stock股票（总称）Bond债券Compensating balance补偿余额Chapter8Managerial accounting管理会计Financial accounting财务会计Financial statement 财务报表Balance sheet资产负债表Liabilities负债Owners’ equity所有者权益Patent专利Copyright版权Current assets流动资产Fixed assets固定资产Intangible assets无形资产Income statement损益表Current liabilities流动负债Long-term liabilities长期负债Current ratio流动比率Quick ratio速动比率Rental revenue租赁收入Gross profit margin毛利润率Net profit margin净利润率Inventory turnover库存周转率Average inventory平均库存Account receivable turnover应收账款周转率Return on owners’ investment投资回报率Chapter 9Securities market证券市场Underwrite承销Broker经纪人Stock exchange股票交易所Stock brokerage股票经销商Bull and bear牛市和熊市（跌）Speculator投机者Forfeit放弃Speculative issue收益与风险极大的风险Chapter 10Risk风险Works-in-process半成品Probability概率Pirating海盗活动The Strait of Malacca马六甲海峡Hedging套期保值Feed饲料Risk-sharing mechanism风险分担机制Insurance policy保险合同Insurable interest可报利益Indemnity应得补偿Subrogation权益转让Proximate cause近因Insured保户Policyholder保户Dependent抚养人Utmost good faith最大诚信Compensation赔偿Contribution分摊/全赔偿不能超过应得赔偿Insurable risk可保风险Property insurance财产险Liability insurance责任险Health insurance健康险，医疗险Life insurance寿险，人身保险Rider附加险Marine insurance海险Aviation insurance航空险Adversity灾祸Premises单位、私家所属的场所Workers’ compensation工伤赔偿Split-liability责任分担Vandalism打砸等破坏行为No=fault auto insurance无过错汽车保险Reimburse报销Surgical expense手术费用Hospital expense住院费用Cafeteria plan自选组合Term life insurance自选组合Straight life insurance简单寿险limited payment life insurance 定期寿险 Endowment life insurance 增值寿险 group life insurance 集团寿险 key person insurance 关键人物险 credit life insurance 信用寿险 fidelity bond 忠实险 surety bond 履行义务险 Chapter 12Absolute advantage 绝对优势 Comparative advantage 相对优势 Specialization 专业化 Sanction 制裁 Ban 禁止Licensee 购买特许者Foreign -owned enterprise 外资企业Research and development center 研发中心 Multinational corporation 跨国公司 Foreign exchange 外汇 Exchange rate 汇率 Quotation 外汇牌价Forward exchange rate 远期汇率 Spot rate 现期汇率Trade barrier 贸易壁垒Strategic military materials 战略军事物资 Tariffs 关税Revenue tariffs 财政关税 Protective tariffs 保护关税 Infant industries 幼稚产业 Defense materials 国防物资 Import surtax 进口附加税 Countervailing duty 反补贴税 Anti -dumping duty 反倾销税 Variable levy 差价税 Specific duty 从量税 Ad valorem duty 从价税 compound duty 混合税 alternative duty 选择谁non -tariff barriers 非关税壁垒 quotas 配额voluntary export quotas 资源出口配额 import license 进口许可证 state monopoly 国家垄断government procurement 政府采购 trade protectionism 贸易保护主义packaging包装labeling 标签。