《国际商务英语》2015最新串讲笔记
国际商务英语笔记1-12课
Lesson 11. International trade: can be defined as the exchange of goods and services produced in one country with those produced in another.2. International specialization: one country producing more of a commoditythan it uses itself and selling the remainder to other countries.3. The theory of comparative advantage: holds that even if a country is less efficient than another in the production of both commodities, i.e. it has absolute disadvantage in producing both commodities, there is still a basis for mutually beneficial trade.4.国际专业化：international specialization 绝对利益：absolute advantage比较利益：comparative advantage5. rich in advantage over point on across borders6.Translation:(1) 在复杂的经济世界中，没有一个国家可以完全自给自足。
In the complex economic world, no country can be completely self- sufficient.(2) 随着制造业和技术的发展，出现了另一个刺激贸易的因素，即国际专业化。
国际商务英语unit.doc
New International Business EnglishUnit 8 Dealing with problems8.1What seems to be the problem? B You'll hear eight short phone calls. Match the NUMBER of each call to one of these sentences in your book.The first two examples1. The agreement was that you'd let us have three sets of documentation, but we only seem to have been sent one. Could you do something about this right away, please?2. We asked you to send us all the necessary documentation, but we've been invoiced for three sets. As far as I can tell we only need one set, and there should be no charge for this, according to your letter.3. Hello. Listen I'm terribly sorry, but I thought I'd be able to make it in good time for our meeting this afternoon. The trouble is that there's been a terrible hold-up on the motorway. I've been sitting in a queue for two hours, so I don't think I'll be able to get to you till quarter to two. Will you still be available then?4. Sorry about this, but, there's been a problem with air traffic control and my flight has been re-timed to quarter to This means that it won't arrive in time for our lunch appointment. I'm terribly sorry about this. Will you still be in the office later in the afternoon say about quarter to five? I know this is very late, but I won't be able to make it till then.5. The thing is that there are some scratches on the front panel of 15 of the consignment. Now I realize this won't affect the operation of the units but obviously we can't sell them to our customers unless they're in perfect condition, so what we want you to do is to include an extra 15 in next month's order and we'll send the faulty ones back to you. Is that agreeable? Oh, and if in the meantime we discover any more with the same fault, we'll let you Know and perhaps we can have our money back on those.6. We examined the packages when they were delivered and they seemed to be in good order, but when we opened the packages, we discovered that 15 out of 20 packages were water-stained on the inside. Some of this water seems to have soaked through the inner packaging and the contents are wet inside. They've obviously been left out in the rain in transit and your inner packaging was... was inadequate. Anyway, I've been asked to tell you that we'll be withholding payment on the entire consignment until you arrange to have the faulty items collected and replaced.7. Look, the blessed thing has broken down again. And yes, we have switched it off so that it can cool down. Yes, I suppose it is a quite warm day, but this machine is supposed to be capable of operating 24 hours a day. No, I want you to get someoneout here today to look at it and put things right. Assuming it's not a design fault, there must be something an engineer can do to stop this happening every time the temperature rises over 25 degrees!8. Yes, it's happened again. The feed roller mechanism has jammed again. I called the service engineer, but he says we've been using the wrong grade of paper and that we should be using 60 gram. Well, we can't replace our entire stock of 85 gram just to make it work in one machine. Now I'd like you to Know that we want the complete feed and transport mechanism replaced straight away The last time the engineer serviced it he informed us that the problem was caused by a faulty circuit board, even though this was obviously not what was wrong with it. Anyway, he replaced it and we were charged for this, and by the way, we'd like a refund for this charge, too.8.2 We all make mistakes-sometimes! B You'll hear telephone message that was recorded on your answering machine yesterday.Lucia Donato: This is Lucia Donato at UNIFLEX in La Spezia. We've been expecting your order this month and it hasn't arrived yet. And... Um... I must admit that I'm a bit surprised by this but... er...I'm assuming that you want to repeat last month's quantities. If you want to make any changes, you'd better let me know. We'll be loading tomorrow afternoon, so could you contact me first thing tomorrow, please?8.3 Complaining and apologizing A You will hear four phone calls so conversations. 1. Customer: Er...good morning. Er... I bought this box of computer paper last week but it's not the right size -it should be A4.Assistant: Oh, sorry about that. Um...it says A4 on the box.Customer: Oh, yes I know but...here. if you look inside you'll see: it's a smaller size. Assistant: Oh, yeah, so it is. I'm very sorry...er... I'll get you another box. Customer: Oh ,right, thanks.Assistant: Er. I'm very sorry but we haven't got another box in stock. Customer: Oh, no!Assistant: Yeah, I am sorry about that. Er. if you like, I'll just call our other branch to see if they have any.Customer: Oh, no.. er. don't bother. Um.. I'd prefer a refund.Assistant: of course. That's 11.95... Here you are. Sorry about that. Customer: Oh, that's all right, thanks anyway. Bye.Assistant: Bye.2. M.r South: I'm...er... I'm sorry to bother you, Mrs. West.Mrs. West: Yes, Mr. South?Mr. South: Er.. it may have slipped your mind, but you told me last week that. that you'd send in the orders to Compass International.Mrs. West: Yes, that's right, yes, I did send in the order. Er... on Friday afternoon. Mr. South: Well, the…the thing is, did. Did you realize there were two separate orders: one...one for northern region and another for eastern region?Mrs. West: Oh dear! Jeez, I'm sorry. I didn't realize the eastern region had ...had to be done too.Mr. South: Oh, it really doesn't matter, there's still just time.Mrs. West: Well, I'll phone Compass and explain, shall I?Mr. South: Er...no, no, I think it'd be best to send the order by telex, don't...don't you?Mrs. West: Yeah, yeah, all right. I'll do that right away. Sorry againMr. South: Oh... oh, that's all right.3. Mr. Joiner: Good morning. Carpenter and Sons, can I help you?Miss Zimmermann: Hello, this is Heidi Zimmermann of Schreiner International. Mr. Joiner: Hello, Miss Zimmermann. This is Ted Joiner. What can I do for you? Miss Zimmermann: Well, I think there may have been some...a misunderstanding about our last order.Mr. Joiner: Oh dear, what seems to be the problem?Miss Zimmermann: We've just started unloading the truck and the quality of the goods doesn't appear to be Class A1, which is what we ordered.Mr. Joiner: Oh dear, I'm very sorry. Let me just check this on the computer. ...Er...oh dear, yes, I'm afraid there has been a slip-up in our shipping department. I'm very sorry, it's certainly our fault. Wh...what would you like us to do about itMiss Zimmermann: Well, we can keep the goods and...and use them for another order of ours, if you will charge us 20% less for the load and ship us a load of Class Al right away.Mr. Joiner: That sounds fair enough. Let me just check the stock position. Yes, we can ship tomorrow morning, if that's all right?Miss Zimmermann: Oh yes, that will be fine.Mr. Joiner: Oh, good. Er...thank you very much, Miss Zimmermann. I'm very sorry that this happened.Miss Zimmermann: That's quite all right. Goodbye.4. Telephonist: Good afternoon. Windsor Products.Mr. Wong: May I speak with Tina Castle in marketing please?Telephonist: Tina Castle, certainly. One moment, please.Miss Castle: Tina Castle.Mr. Wong: Hello, this is Henry Wong of ArrowPrint.Miss Castle: Hi,Mr. Wong: What can I do for you?Mr. Wong: It's about the order for your new packaging. I think you may have forgotten to send us the color negatives.Miss Castle: I sent the complete set of negatives by airmail on the 14th, I remember packing them up myself. They should have arrived by now.Mr. Wong: Yes, well we did get a package from you on the 18th, but the problem is that the colour negatives were missing.Miss Castle: Are you sure?Mr. Wong: Yes, we only got the black and white ones.Miss Castle:...Oh dear I've just been through my out-tray and I've found them here.I'm very sorry, it's my fault. I'll send them by courier at once.Mr. Wong: No, no, no, that's not necessary. My assistant, Mr. Patel is coming to your office tomorrow, so you can give them to him and he can bring them back.Miss Castle: Right. I'll make sure he gets them. I'm sorry this happened.Mr. Wong: it's perfectly all right, Miss Castle. Goodbye.8.4 Friday afternoon: Delivery problems A1 You will hear a telephone message left for you by your production manager Mr. Robinson.Ted Robinson: This is Ted Robinson. Um... it's about these new alloy components. Now, when the components were unpacked and inspected, we found that although most of the parts are OK, the screw adaptors don't meet our specifications. Now, the...the ones that you sent us are GJ501s and we need JG 507s. I'll say that again-JG507s. Now I've checked your order and that was correct and so was the proforma the suppliers sent, so it seems to be the fault of the supplier's packing department. Now, the problem is: if the right parts don't arrive by next Wednesday, part of the production line will have to stop. And in all 5,000 screw adaptors have to be replaced, of which 500 are needed for next week's production. So, can you do something about this and let me know what you propose to do? OK? Goodbye.8.5 Only the best is good enough... B You will hear an interview with manager consultant.Interviewer: Sarah Lockhart is the Quality Director of AP Management Consultants Sarah, how is Quality with a capital Q different from what's always been known as 'quality control'?Ms. Lockhart: The idea of Quality is a concept that is coming to be the driving force of many parts of industry today. The interesting thing is that it can be applied to both the service sector and the manufacturing sector. We can talk about Quality of manufacturing and quality of service. Quality is something that affects all the functions of the company and all the staff from board level down to line managers and employees.Interviewer: So how would this be applied to manufacturing?Ms. Lockhart: Well, the Key idea here is 'Zero Defects'-the company should be aiming to produce goods that are perfect. So that customers are entirely satisfied and they don't discover any faults at all after delivery has taken place. Interviewer: Yes, but surely nobody's perfect. We all make mistakes sometimes. Ms. Lockhart: Well, yes, people make mistakes but we believe that everybody wants to be perfect and they want their product to be perfect and to have no eff...defects. Interviewer: Ah, I see.Ms. Lockhart: In the past it was considered impossible to mass-produce goods to a very high standard. There would always be rejects and some faulty goods would inevitably get through to the customer, because carrying out a quality control of every manufactured item would be too expensive and therefore unprofitable. Quality control usually consisted of random checks-operating rather like Customs officers in the green channel at an airport. Customers came to expect there to be some faults in the goods -and it was just a fact of life in manufacturing. Anything that was wrong could always be put right later by complaining to the supplier and getting him to repairor replace the faulty goods.Well, the Quality revolution, if I can call it that, turns these views on their head. There are several reasons for this. First, putting mistakes right -fixing a faulty machine or collecting it and replacing it -are labour-intensive and costly and it's more cost -effective to eliminate the need for this by producing a perfect product with zero defects in the first place. Second, if your competitors are able to produce goods with zero defects, then clearly customers will prefer those. So in order to survive you have to keep ahead of your competitors. Obviously this applies to devices too-your service has to be so good that there is no dissatisfaction and hence no complaints from clients. Complaints usually mean that there are defects in your product or in your service-and even your accounts department is providing a service to you and your suppliers and customers.Interviewer: The big problem about all this is the other links in the chain. I mean, you're dependent on the quality of materials supplied to you as a manufacturer that you will then transform in your factory. How does this fit in?Ms. Lockhart: Yes, I agree, this is one of the problems. You normally don't have a direct control over your supplier's processes but you can change suppliers in order to obtain the materials of the highest quality This will normally mean paying more, but the extra cost can be easily justified if your own production quality improves. If, however, you're obtaining poor quality materials from a single source you may have to start looking for alternative suppliers, or impose your own quality control on all incoming supplies before you accept them.Interviewer: All right, suppose a company wants to introduce Quality as part of its business philosophy, how easy is it to set about doing this?Ms. Lockhart: First of all you have to sell the concept to everyone in the company: at board level, to senior management, to line managers and to the employees. Everyone has to believe in quality for it to succeed -it won't work if you have a group of people somewhere in the company who are working against you-that may mean production staff careless or office staff who don't provide a good service to customers and to other members of their own company. New staff can be trained relatively easily, but established staff tend to be much harder to persuade about new ideas. The major arguments we use in our seminars are to do with taking a pride in your work.-well, you know, everyone likes to feel they're doing a good job, and we say 'If your competitors are successfully doing this, can you afford not to? If we can't sell our service or product, we'll lose business and people will lose jobs.Interviewer: Sarah, thanks very much.Ms. Lockhart: Thank you.Unit 9 Visitors and travellers9.1 Did you have a good journey? You'll hear conversation in which visitor being met at the airport.Sandra: Hello, are...are you Mr. Brown?Mr. Brown: Yeah.Sandra: Oh, I'm Sandra EllisMr. Brown: Hi, Sandra.Sandra: I...er...welcome to Manchester.Mr. Brown: Well, I'm sorry I'm so late, You see, there was fog at Amsterdam and we were delayed there. I hope you haven't been waiting too long.Sandra: No, no, it's OK. I was able to catch up on some of my notes.Mr. Brown: Oh, good.Sandra: Well, it's a great pleasure to meet you, Mr. Brown.Mr. Brown: Yeah, I've been looking forward to meeting you too, Sandra. Sandra: How was your flight?Mr. Brown: Well, not too bad, thanks.Sandra: Oh, good, well I think the best thing is we'll go to your hotel first if that's Ok. My car's just outside.Mr. Brown: Terrific.Sandra: Can I take one of your bags?Mr. Brown: Oh thanks, yeah, here you are Sandra.Sandra: Right now, is there anything you'd like to do before we set off?Mr. Brown: Well, I'd just like to make a quick phone call, if...er...that's all right, Sandra: Yes, sure. Look, there are some phone booths over there. Um...would you like to have a drink or something to eat before we go into town or...?Mr. Brown: Well, er...maybe just a coffee if we've got time.9.2 Hotels and accommodation A You'll hear Ms. Muller phoning the Hotel Concorde on behalf of Mr. Meier.Receptionist: Hotel Concorde.Vera Muller: Good morning. My name's Vera Muller. I'd like to book some accommodation for tomorrow for five nights.Receptionist: April 1st to 5th.Just one moment, madam. We are rather full at the moment, because of the trade fair. What kind of rooms would you like?Vera Muller: I'd like three single rooms, all on the same floor.Receptionist: I have three double rooms but not three singles available, sorry. Vera Muller: What's the difference in price?Receptionist: Single rooms are 400 francs, doubles are 700 francs.Vera Muller: I see, um...what kind of rooms are the double rooms? Receptionist: Very nice rooms, madam. I can give you three doubles on the sixth floor overlooking the city. They have balconies and bathrooms.Vera Muller: Mow, one of the guests is in a wheelchair. Are these rooms accessible by wheelchair?Receptionist: Ah, no madam. The lift goes to the fifth floor only. In this case youcould have three rooms on the ground floor. One single and two doubles. No view of the city, but close to the garden.Vera Muller: And do you have a small conference room I can reserve for April 3rd all day?Receptionist: Er...yes, we have a nice quiet room that will take about 12 people, would that be suitable?Vera Muller: Yes, that will be fine. And... um...are the public rooms all accessible without having to go up or down steps?Receptionist: Yes, madam. The restaurant is on the first floor-there's a lift. Otherwise everything, including the conference room is on the ground floor.Vera Muller: All right, fine. Um... then I'd like to book the three rooms on the ground floor for Acme International. The guests' names are: Mr. H. Meier, Miss A. Schwarz and Mr. D. Negri.Receptionist: Thank you, so that's three rooms on the ground floor arriving on April 1st and departing on April 6th. And the conference room all day on April 3rd.Vera Muller: Right.Receptionist: OK. Can I have your telephone number, Please.Vera Muller: Yes, it's 41 (that's Switzerland 22 34 89 23. And I'm Vera Muller. Receptionist: Fine, thank you, Ms. Muller. Goodbye.Vera Muller: Goodbye...it's OK, Mr. Meier. I've booked the rooms in Toulouse. Mr. Meier: Great. Thanks, Vera.9.3 Local knowledge: You are the expert! A You'll hear three conversations in which people are giving directions.Man: Um, can you tell me how to get to the restaurant for the meal tonight? Woman: Well, it's a bit complicated... um... I'd better show you on the map. It'll take about 20 minutes on foot.Man: Oh, that's OK, I've got enough time and it's a lovely evening.Woman: Right then. Now let's see, um... well, first of all you go to the right as you leave this building, OK? And then you turn left when you get to the town hall. Man: Right.Woman: Mm, then you keep straight on and you just cross the river. Er... oh, you'll see the railway station on your right, got it?Man: Yeah.Woman: OK, now you continue along that road for about three blocks till you come to a church. Um... and opposite the church there's a big square. Now, the restaurant is down a little back street on the other side of the square. It's called the Black Bear- it's just there on the map.Man: Oh, I see. Yes.Woman: Do you see?Man: Yes, that's fine, no problem. Thanks very much.Woman: You're very welcome. Enjoy your evening.Man: Thanks.Woman: Can you tell me how to get to the restaurant where the lunch is being held?Man: Oh, yes, sure. Well, er... you can take a taxi or you can take the tram, that's the best idea, yes.Woman: Oh, wow, yeah!Man: it's the number 89 which says 'Zoo' on the front.Woman: 89-'Zoo'.Mmm.Man: Right, you'll need to get a ticket from the machine before you get on. Right now, at the fifth stop you get off, cross the road, walk on for about 100 metres. Woman: OK.Man: OK, now... now, the restaurant on the left. And you can't miss it because it's called the Black Eagle.Woman: Black Eagle. OK fine, thanks very much.Man: That's all right, not at all. Enjoy your lunch!Woman: Thanks.Woman: Can you tell me how to get to the restaurant where we're meeting tomorrow? Man: Certainly. When you come out of the car park, turn left, OK?Woman: Left. Right, fine.Man: Drive straight on until you see the blue signs that say 'City'. Now, follow these signs as far as the lake and then turn right and drive along the lake for about five kilometers. Now, the restaurant is on the right just after the first village, you can't miss it. It's called the White Swan.Woman: Oh, fine. OK, I'll see you there tomorrow at about 11 then.Man: At 11,fine.9.4 Eating, socializing and telling stories A(1) You'll two people looking this menu in your book.Man: Mmm, that was delicious!Woman: Mmm, would you like a dessert?Man: Yes, please. Can you... um... help me with the menu?Woman: Yes, certainly. These are starters, and these are main courses and these are desserts. See?Man: Ah, yes, um...hmm, can you tell me that Boston Indian Pudding is? Woman: Yes, it's a specialty of this region. It's a sort of...mm... dark cake which contains dried fruit soaked in tea.Man: Tea?Woman: it's hot and you have it with ice cream. Very nice.Man: I see. And... um... what's Hot Fudge Sundae?Woman: That's something rather special. It's a kind of ice cream with a hot sticky sauce over the top—very sweet and fattening!Man: I don't really like the sound of that. What about Zabaglione?Woman: Well, that's difficult to explain, it's a bit like a warm mousse. It's made of egg yolks, sugar and Marsala wine. It's an Italian specialty.Man: That sounds very nice, I'll have that, please.Waitress: Are you ready to order your desserts?Woman: Yes, John?Man: I'd like to have the Zabaglione and a large black coffee, please.Woman: Just an iced tea for me, please.C You'll hear two people talking about travel experiences.Man:...anyway, I felt pretty upset, I can tell you!Woman: Haha. Well, something even worse happened to some friends of a colleague of mine in New York. The husband was on... on an extended business trip and the idea was that his wife would come over in the middle of it to spend a long weekend with him. He was flying in from Boston, and the wife from Europe and they were going to meet up on the Friday evening and stay the weekend together at one of those very big hotels near Central Park. Well, the hotel computer had got the first letter of their name wrong- their name began with a B (I think it was Berry) but it was spelt on the computer with a P. So the wife arrived at the hotel gave her name and asked 'Has my husband arrived yet and the reception clerk looked her up on the computer and said 'No, not yet' and so she said she'd wait in their room and she was shown to the room. So she turned on the TV and, you know, started waiting. Well, then about half an hour later the husband arrived and gave his name and spelt it out very carefully to the reception clerk and asked 'Has my wife arrived yet? and she looked up the name on the computer and said 'No, not yet', so he said he'd wait in the room and theclerk promised to send his wife up to him when she arrived and he was shown up to a different room. So he turned on the TV and started Waiting. Well, they Both waited for a couple of hours and then the wife called reception, was told her husband still hadn't arrived so she went down to the restaurant and had a meal and then, being tired, you know, she went to bed. The husband was now quite hungry so, after calling reception and being told his wife still hadn't arrived, he went down to have his dinner, and then went to bed. Well, the next day, they narrowly missed each other at breakfast, so they decided there was no point in sitting around waiting so they both went out shopping or sightseeing, missed each other again that evening and didn't finally meet up again till the next afternoon, By this time the husband had to fly off to Washington for a meeting first thingon Monday!Man: Oh, that's amazing! ※※※it's always strange in a new city. I...I remember once I was going to a conference in Norway. I landed at Oslo Airport and as I didn't Know the city I picked up a whole lot of leaflets and a street map at the airport before catching the bus into town, Well, one of the leaflets was quite fat, about 100 pages long and it was called 'Where to eat in Oslo', So I started looking at it to find a nice restaurant to go to that evening- I always prefer to eat out rather than in my hotel. And I soon realized that the same restaurant was being described again, looked all the way through the leaflet and every page was a description of the same restaurant! There were no others in there! 100 pages all about the same restaurant. Woman: What was the name of the restaurant?Man: I can't remember!Woman: Haha!※※※Oh, that reminds me. Ha! A colleague of mine was in Sweden. He was at the end of a tough series of meetings in Stockholm and about to fly back home to London. Well, he checked his suitcase in and went through to the departurelounge, had a drink and caught his plane back to Heathrow. Unfortunately, the check-in clerk had put the wrong label on his case and it had the tag for a different flight on it.Man: So he went to London and his luggage went somewhere else?Woman: No, no, no, no, worse than that. They did a security check on all the luggage that was being loaded onto the other flight and found that there was no passenger name with that manifesto to match the particular suitcase. So they very carefully took the case off to the far corner of the airport and security police BLEW IT UP! Haha. Luckily it only contained dirty clothes and a toothbrush and stuff like that And he got fully compensated by the airline.※※※Man: I remember my boss telling me about something that happened a few years ago. There was a long delay at the airport, which apparently was quite common then, and then there came an announcement over the loudspeaker: 'We are sorry but the plane is sick, we will find a new one', So they all settled down for a long wait, feeling reassured that they weren't having to fly in a faulty plane. Two hours later there was another announcement: We have found a new plane, But the new plane is more sick than the first one, so we will take the first one. And they were all escorted to the first plane and it took off but they all felt very nervous and everyone started knocking back the gin and the whisky. Anyway eventually they arrived at their destination and by this time everyone had managed to forget that the plane was 'sick' but instead of landing the plane kept circling round and round and round. Everyone started to get worried again Mhm. And then a man in uniform came out of the little door leading to the flight deck with a screwdriver. He walked half way down the aisle, stopped and lifted up the carpet. Then he raised a metal flap and reached inside with the screwdriver. There was a loud click and then they heard the landing ear going down. The man in uniform went back to the flight deck. The plane made its final approach and landed safely. As they all came down the steps he said you could literally see everyone still shaking with fear.9.5 Organizing a conference March 30 You'll hear a recorded message from Madeleine Tennant, one of the four speakers.Speaker: Er...this is Madeleine Tennant. Um... I'm calling about the conference in May. Um... I'd like to have my expenses paid in cash in dollars, not by cheque in your currency. Um... I haven't had time to book a flight yet so I don't know how much the tickets'll cost, but. um... I'll let you know the amount when I arrive for the conference.。
《国际商务管理学》串讲笔记5
国际商务管理学串讲笔记560.有关贸易术语的国际贸易惯例：A＜1932年华河——牛津规则＞；B＜1941年美国对外贸易定义修订本＞；C＜2000年国际贸易术语解释通则＞；D＜1958年纽约公约＞61.FOB：指卖方在合同规定的装运港把货物装到买方指定的船上，并负责承担货物在装运港越过船舷前的一切费用和风险（不包括运费、保险费，只包括货物价值）62.CIF：指卖方负责租船订舱，按期在装运港将合同规定的货物装上运往约定目的港的船上，办理保险手续，并负责支付运费和保险费（成本+运费+保险）63.CFR：是由卖方负责运输安排，买方负责保险（成本+运费）64.出口合同的履行程序包括备货、催证、审证、改证、租船订舱、报验、报关、投保、装船、制单结汇65.进口合同的履行程序，包括开立信用证、租船订舱、办理保险、审美付款、接货报关、检验、索赔66.出口信贷：指一个国家为了鼓励出口，增强本国商品的竞争能力，通过本国银行对本国出口商或国外进口商提供的贷款67.卖方信贷：指出口方银行向本国出口商提供的货款68.买方信贷：指出口方银行向外外国进口商提供的贷款69.国际技术贸易的形式：一许可证贸易、支付条款：A一次支付B提成支付CA与B相结合二技术咨询服务、三交钥匙工程承包、四合作生产与合作研究、五技术补偿贸易、六国际特许经营许可证贸易，又称许可贸易，是交易双方以签订技术使用许可协议的形式所进行的技术贸易，即通过签订许可证协议，许可人允许受许可人在一定条件下使用他的专利、商标或专有技术，而由受许可人支付一定的报酬，作为取得此项使用权的价格的交易。
技术咨询服务：指技术贸易的一方利用自已掌握的技术、信息、经验和技术条件，包括雇佣的工程技术人员、技术设备和技术资料等，协助另一方完成某项特定的技术经济任务，达到双方商定的目标。
交钥匙工程承包：指工程承包主负责完成从拟订建设方案、设计采购设备、土木工程、安装调试到人员培训等全部工作，直到项目建成、验收合格之后才交给委托方的一种工程承包形式。
商务英语-国际商务英语-重点分析
学习目标1、Income Level and the World Market2、Regional Economic Integration3、Economic GlobalizationGNP and GDPPer capita income and per capita GDPHigh-income, middle income and low-income countriesStandards for classificationRepresentative countriesTriad and QuadUnited StatesWestern EuropeJapanCanadaOther important markets for ChinaTrade Terms1.GNP国民生产总值: Gross national Product. The market value of goods and services produced by the property and labor owned by the residents of an economy.Trade Terms2.GDP国内生产总值: Gross Domestic Product. The market value of all goods and services produced within the geographic area of an economy.Trade Terms3.National income国民收入4.Per capita income人均收入Trade Terms5.Per capita GDP人均国内生产总值: It is calculated by dividing its total GDP by its population, which reveals the average income level of consumers.Trade Terms6.PPP购买力平价: Purchasing power parity7.Consumerism消费主义8.Income distribution收入分布: The proportions of its rich, middle income and poor people.Trade Terms9.Infrastructure基础设施10.Staple goods大路货11.Invoice （开）发票12.Creditor country债权国Trade Terms13. OECD经合组织，经济合作与开发组织:Organization for Economic Cooperationand Development.14. The Commonwealth of IndependentStates 独联体，独立国家联合体Trade Terms15. ASEAN 东盟，东南亚国家联盟: Associationof Southeast Asian Nationals.16. NIEs（亚洲四小虎）: Newly IndustrializedEconomies17. Factors of production生产要素Trade TermsGNP and GDP are two important concepts used to indicate a country’s totalincome. The difference between them isthat the former focuses on ownership ofthe factors of production while the latterconcentrates on the country whereproduction takes place.Trade TermsIn assessing the potential of a country as a market, people often look at per capita income since it provides clues about the purchasing power of its residents..Trade TermsCountries of the world are divided by the World Bank into three categories of high-income, middle-income and low-income economies.Trade TermsChina with a per capita income of over $1100 is a middle-income country though it was a low-income country just a few years ago.Trade TermsAs far as China is concerned, other markets we should pay particular attention to are those around us: the Four Tigers, the ASEAN countries, Russia, etc. These countries with very promising market potential and can offer good business opportunities to China.Regional Economic Integration-Business Knowledge（1）Major objectives of regional integration（2）Four levels of regional economic integrationA. Free trade areaB. Customs unionC. Common marketD. Economic unionRegional Economic Integration-Business Knowledge（3）European Union (EU)（4）Asia-Pacific Economic Cooperation (APEC)（5）Organization of Petroleum Exporting Countries (OPEC)Trade Terms1. Economic integration经济一体化2. Free trade area自由贸易区: The members remove barriers to trade among themselves while still adopts each own external policyTrade Terms3. Customs union关税同盟: The members remove barriers to trade among themselves and adopt the same external policy4. Tariff rates关税税率Trade Terms5. Settlement结算，结账6. NAFTA北美自由贸易协定: North American Free Trade AgreementTrade Terms7. Common market 共同市场: The members remove barriers not only to trade but also to factors of production and adopt the same external policy.8. Banknotes circulation 货币流通Trade Terms9. Cartel 卡塔尔10.APEC亚太经合组织，亚洲太平洋经济合作组织: Asia Pacific Economic CooperationTrade Terms11.OPEC石油输出国组织: Organization of Petroleum Exporting Countries12.European Commission 欧盟委员会13.Council of ministers 部长理事会14.Dual-Ministerial Meeting 双部长会议Trade Terms15. Quota Restrictions配额限制16. Economic Union 经济同盟: The members remove barriers not only to trade but also to factors of production, adopt the same external policy and harmonize their taxation, government expenditure, industry policies and use the same currency.Trade Terms17. EU欧盟，欧洲联盟: European Union18. EC欧共体，欧洲共同体: European Community19. Benelux荷比卢（比利时、荷兰和卢森堡三国）:Belgium, Netherlands, LuxemburgTrade Terms20. Mercousur 南方共同市场: Southern Cone Customs Union21. ECSC欧洲煤钢共同体: European Coal and Steel CommunityTrade Terms22. EEC欧洲经济共同体: European Economic Community23. EURATOM欧洲原子能共同体，欧洲原子能联营: European Atomic Energy CommunityTrade Terms24. SOM高官会议: Senior Officials Meeting25. TILF贸易投资便利化自由化: Trade and investment liberation and facilitationTrade Terms26. ECOTECH经济技术合作: Economic and technical cooperation27. Political entity 政治实体Trade Terms28. Sovereign state 主权国家29. Multi-polarization 多极化Trade Terms30. Sub-committee 分委员会31. Territory economies 区域经济体Trade Terms32. Pacific Rim 环太平洋圈33. Informal Meeting of Economic Leaders 领导人非正式会议Trade TermsThe past decades witnessed increasingly growing importance of regional economic integration.Trade TermsThe most notable free trade area is the North American Free Trade Agreement (NAFTA), the largest free market formed by the United States, Canada and Mexico in 1991.Trade TermsThe members of an Economic Union are required not only to harmonize their taxation, government expenditure, industry polices, etc., but also use the same currency.Trade TermsThe European Commission is one of the governing organs of the European Union. It is the body that puts proposals to the Council of Minister for decision and sees that the members carry out their duties under the treaty.Trade TermsAPEC was set up at the Ministerial Meeting held in the Australian capital Canberra attended by 12 members of Australia, the United States, Canada, Japan, Republic of Korea, New Zealand and six ASEAN countries.Economic Globalization-Business Knowledge(1) Economic globalization as an objective trendA. Basic featureB. Advantages and negative impactsEconomic Globalization-Business Knowledge(2) Multinational corporationsA. Organization- parent and affiliatesB. Characteristicsa. Enormous in sizeb. Wide geographical spreadc. Longevity and rapid growthEconomic Globalization-Business KnowledgeC. Need, goals and rolesa. Profitb. Securityc. As vehicles for cross-border transfer resourcesEconomic Globalization-Business KnowledgeD. Four typesa. Multi-domestic corporationb. Global corporationc. Transnational corporationd. World companyTrade Terms1. Share holders 股东2. Economic globalization 经济全球化3. Board of directors 董事会4. Inputs 投入Trade Terms5. Economic environment 经济环境6. Parent MNC headquarter 跨国公司母公司，总部7. Affiliate MNC子公司，分支机构，附属机构8. Branch company 分公司Trade Terms9. Subsidiary company 子公司10.Day-to-day running 日常管理Trade Terms11.MNC跨国公司: Multinational corporation, are made up of vast numbers of foreign subsidiaries, companies in which over 50 percent is owned by the parent company.Trade Terms12.Home county 母国: The country where the headquarter of the investor is located.13.Host country 东道国: The host country is a foreign country where the investor operates.Trade Terms14.MNE跨国企业: Multinational enterprise: A typical multinational enterprise shall be defined as a business organization which owns (whether wholly or partly), controls and manages assets, often including productive resources, in more than one country, through its member companies incorporated separately in each of these countries. Each member company is known as a multinational corporation.Trade Terms15.Economies of scale 规模经济16. Increase and growth 数量的增多和规模的增大17. Revenue adjusted for inflation（除去通货膨胀后的）实际收入。
《国际商务》课程笔记
《国际商务》课程笔记第一章：国际商务概述一、国际商务的概念1. 定义：国际商务是指个人、企业、政府和其他组织在跨越国界的情况下，进行的商品、服务、技术、资本、劳动力等经济资源的交换和流通活动。
这些活动涉及到不同国家之间的经济交易、合作与竞争。
2. 范畴：国际商务涵盖了国际贸易、国际直接投资、国际间接投资、国际金融市场、国际企业经营管理等多个领域。
二、国际商务的特点1. 跨国界：- 语言差异：国际商务活动需要克服语言障碍，进行有效沟通。
- 文化差异：不同国家的文化背景影响商务行为和交易方式。
- 法律差异：各国的法律体系不同，国际商务活动需遵守相关国家的法律法规。
2. 复杂性：- 政治因素：政治稳定性、国际关系等对国际商务活动产生影响。
- 经济因素：汇率波动、经济周期、市场竞争等影响国际商务的决策。
- 金融因素：国际金融市场波动、资本流动限制等对国际商务活动产生影响。
3. 风险性：- 汇率风险：货币汇率变动可能导致收益或损失。
- 政治风险：政治动荡、政策变动可能影响国际商务活动的顺利进行。
- 市场风险：市场需求变化、竞争格局变动等带来不确定性。
4. 机遇与挑战并存：- 市场机遇：国际市场为企业提供了更广阔的发展空间。
- 竞争挑战：国际市场竞争激烈，企业需不断提升自身竞争力。
三、国际商务的重要性1. 促进经济增长：- 资源配置：国际商务有助于全球资源的优化配置，提高资源使用效率。
- 生产效率：国际竞争促使企业提高生产效率，推动技术进步。
2. 拓展市场空间：- 规模经济：企业通过国际商务活动实现规模经济，降低成本。
- 市场多元化：企业可分散市场风险，提高市场竞争力。
3. 促进技术进步：- 技术引进：国际商务活动有助于企业引进先进技术和管理经验。
- 技术创新：国际市场竞争促使企业加大研发投入，推动技术创新。
4. 提高人民生活水平：- 产品多样化：国际商务丰富了消费者的选择，提高生活品质。
- 价格竞争：国际竞争促使企业提供性价比更高的产品和服务。
自考国际商务英语课文脉络笔记
L1 International Business1.商务知识1.1major differences between international business and domestic businessA. differences in legal systemB. differences in currenciesC. differences in cultural backgroundD. differences in natural and economic conditions1.2 major types of international businessA. tradea. commodity(visible) tradeb. service(invisible) tradeB. investmenta. foreign direct investment(FDI)b.portfolio investmentstocks, bonds or certificates of depositsC. other typesa. licensing(high customs duty and non-tariff barrier, strong intellectual property protection)franchising(hotel and restaurant business)In comparison with the relation between the licenser and the licenser, the franchiser has more control over and provides more suppoort for the franchisee.b. management contract and contract manufacturingc. turnkey project and BOTL2 Income Level and the World Market1.商务知识1.1 GDP and GNPA. GDP market value of all goods and services produced within the geographic area of an economy.B. GNP market value of all goods and services produced by the property and labor owned by theresidents of an economy.1.2 per capita income and per capita GDP1.3 high income, middle income and low income countriesA. H: annual per capita income of $9386 and above;1). OECD; 2). rich oil producing countries of the Middle East; 3). small-industrialized countries orregions;B. M: annual per capita income below $9386 but above $765;1). most East European countries; 2). most members of the Commonwealth of Independent States; 3). 6OECD countries; 4). quite a number of Latin America countries; 5). some Asian countries; 6). South Africa, Libya, Nigeria and Algeria;C. L: annual per capita income of $765 and below;1). most African countries; 2). some Asian countries; 3).a few Latin American countries;1.4 Triad and QuadA. Triad: US, Western Europe and JapanB. Quad:Triad and Canada1.5 other important markets for Chinathe Four Tigers, the ASEAN countries, Russia, India and AustraliaL3 Regional Economic Integration1商务知识1.1 major objectives of regional integrationto better enjoy the benefit of free flow of goods,services,capital,labor and other resources.1.2 four levels of regional economic integrationA. free trade areaabsence trade barriers;the North American Free Trade Agreement(NAFTA, formed by US,Canada and Mexico);B. customs unionabsence trade barriers; practice of common external policy;Southern Cone Customs Union (Mercosur, formed by Argentina, Brazil, Paraguay and Uruguay in 1991);C. common marketabsence trade barriers; practice of common external policy; free production factor mobility;the European Community(1967-1994,became a true common market in 1992);D. economic unionabsence trade barriers; practice of common external policy; free production factor mobility;integration of the domestic policies;European Union;1.3 European Union(EU)A. historythe European Coal and Steel Community(ECSC,1952);the Treaty of Rome(1957,signed by France, Germany, Italy and the Benelux countries);the European Economic Community(EEC,1957-1967);the European Atomic Energy Community(EURATOM,1957-1967);the European Community(formed by merging ECSC,EEC and EURATOM,1967-1994);the Single European Act(1992);the Maastricht Treaty(1994);the European Union(1994-);B. structurethe European Commission(executive body);the Council of Ministers(decision making);the European Parliament(membership application and trade agreement approval);1.4 Asia-Pacific Economic Cooperation (APEC, has 21 members)A. the Seoul Declaration(1991);B. a five-layer organizational structure:the Informal Meeting of Economic Leaders(China,2001);the Dual-Ministerial Meeting;the Meeting for Ministers Responsible for Trade;the Senior Officials Meeting(SOM);Committee of Trade and Investment, Economic Committee, Economic and Technical Cooperation Subcommittee of SOM, and Budget Management Committee (four subordinate committees underSOM);C. objectives:trade and investment liberation and facilitation(TILF) and economic and technicalcooperation (ECOTECH);1.5 Organization of Petroleum Exporting Countries (OPEC,13 members,1960,Vienna)L4 Economic Globalization1. 商务知识1.1 economic globalization as an objective trendA. basic feature: free flow of commodity, capital, technology, service, and information inthe global context for optimized allocation;B. advantages and negative impactsa. advantages: 1).giving new impetus and providing opportunities to world economic development; 2),making the various economies more and more interdependent and interactive;b. disadvantage: making countries more vulnerable to the adverse events across the globe;1.2 multinational corporationsA. organization:parent MNC and affiliate MNCB. characteristics: 1). enormous size; 2). wide geographical spread; 3). longevity and rapid growth;C. two basic needs: profit and security;D. roles: as vehicles for cross-border transfer of resources;E. four types1). multi-domestic corporation(decentralized);2). global corporation(power and responsibility concentrated at the headquarters);3). transnational corporation(integrated in an independent network of affiliates);4). world company (internationalized)L5 International Trade (1)1. 商务知识1.1 the defintion of international tradethe exchage of goods and services produced in one country with those produced in anoother.1.2 two reasons for international tradeA. the uneven distribution of natural resources among countriesB. international specialization1.3 two theories for international specializationA. the theory of absolute advantagea commodity will be produced in the country where it costs least in terms of resources.B. the theory of comparative advantagea. contents of the theoryeven if a country is less efficient than another in the production of both commodities, there is still a basis for mutually beneficial trade.b. not a static conceptA country may develop a particular comparative advantage purely through its own actions.c. the cornerstone of modern thinking on international traded. David Ricardo, the economist who introduced the theoryL6 International Trade (2)1. 商务知识1.1 other bases for trade among countriesA. patterns of demandB. economy of scaleC. innovation or style1.2 the reasons why complete specializtion may never occurA. strategic or domestic reasonsB. transport costC. protectionist measures1.3 tariff barriers-- the most common form of trade restrictiona tax levied on a commodity when it crosses the boundary of a customs area.A. export duty (tax levied on goods leaving an area)B. import duty (tax levied on goods entering an area)a. specific dutyb. ad valorem dutyc. compound dutyC. drawback: duties paid on imported goods that are returned if the goods are reexported.D. MFN treatment: a tariff treatment under which a country is required to extend to allsignatories any tariff concessions granted to any participating country.1.4 quotas--the most common form of non-tariff barriersin quantity or valume terms, on a country or global basis, unilaterally or be negotiated on "voluntary"basis1.5 invisible tradeA. transportation service across national boundariesmaritime ships is the most important means (Greece and Norway have large maritime fleets)B. insurance (Lloyd's of London is a leading exporter of this service)C. tourismD. immigrant remittance: the money sent back to home countries by people working in a foreign landL7 Incoterms 20001. 商务知识1.1 the neseeity and purpose of having Incoterms1). to eliminate any of misunderstanding and subsequent dispute;2). to provide a set of international rules for the interpretation of the most commonlyused trade terms in foreign trade.1.2 the reasons for the 2000 revision of IncotermsA. spread of customs-free zonesB. changes in transportation practicesC. increased use of electronic communication1.3 the four groups of InsotermsA. Group E: the seller makes the goods available to the buyer at the seller's own premises;EXW (Ex Works);B. Group F: the seller is called upon to deliver the goods to carrier appoined by the buyer;FCA (Free carrier);FAS (Free Alongside Ship);FOB (Free On Board);C. Group C: the seller has to contract for carriage, but without assuming the risk of loss or damage to thegoods or additional costs due to events occurring after shipment and dispatch;CFR (Cost and Freight);CIF (Cost, Insurance and Freight);CPT (Carriage Paid To);CIP (Carriage and Insurance Paid to);D. Group D: the seller has bear all costs and risks needed to bring the goods to the country of destination;DAF (Delivered At Frontier);DES (Delivered Ex Ship);DEQ (Delivered Ex Quay);DDU (Delivered Duty Unpaid);DDP (Delivered Duty Paid)1.4 the three most commonly used termsA. FOB (free on board)B. CFR (cost and freight)C. CIF (cost, insurance and freight)1.5 chandges to some areasA. the customs clearance and payment of duty obligations under FAS and DEQ;B. the loading and unloading obligations under FCA;L8 Business Contract1. 商务知识1.1 the definition of the contractan agreement which sets forth binding obligations of the relevant parties.1.2 two types of business negotiation: oral and written1.3 process of negotiation and conclusion of the contractA. inquiry (enquiry)a first enquiry should content: 1). how the name and address of the exporter have been abtained; 2). thebusiness line and usual practice of the importer;B. quotationa firm offer should made of: 1). the time of shipment and the mode of payment desired;2). an exact description of the goods; 3). the validity period;C. offer and acceptanceD. counter-offera counter-offer may be made in relation to: 1). price; 2). terms of payment; 3). time of shipment; or 4).other terms and conditions of the offer;1.4 the necessity of the written contract: 1). as the proof of the agreement; 2). as the basis for its execution.1.5 the types of contractsA. sales contractB. purchase contractC. sales (or purchase) confirmation (less detailed than a contract)1.6 the setting of a contractA. the title: 1). the type of the contract; 2). the number of the contract; 3). the date;B. the contract propera. the name and address of the buyer and the sellerb. the details of the commodity transactionc. the terms and conditions mutually agreedd. indication of the number of original copies, language(s) used, and the validityC. the signatures of the contacting partiesD. the stipulations on the back of the contractL9 Modes of Trade1. 商务知识1.1 origin and development of counter tradeorigined from pre-World War II years when clearing system was introduced between familiar trading partners exchanging unrelated goods.1.2 current counter tradeA. barter: the direct exchange of goods and services which is completed in a short period of time.B. counter purchase: the assumption by an exporter of a transferable obligation through separate butlinked contract to accept as full or partial payment goods and services from the importer or importing country.C. buyback: an agreement by an exporter of plant and equipment to take back in the future part of theoutput produced by these goods as full or partial payment. The goods and services taken back are tied to the original goods exported (different from B).D. features common to the three forms of counter trade: "bundling"1.3 major advantages of counter tradeA. helping to deal with foreign exchange shortageB. promoting exportC. reducing uncertainty regarding export receiptsD. bypassing international price agreementE. helping countries with debt problems to import goods1.4 the drawbacks of counter trade: it can be very risk business.L10 International Payment1. 商务知识1.1 the complexity of payment in international tradeA. risks faced by the exporter and the importerB. political factors, commercial factors, grographical factors and language barrier etc.1.2 two methods of payment used under certain conditionsA. cash in advance or partial cash in advanceB. open accountC. consignment transaction1.3 the draft (bill of exchange)A. definitiondraft: an unconditional order to a bank or a customer to pay a sum of money to someone on demand orat a fixed time in the future.drawer: the person who draws the draft, usually the exporterdrawee: the person to whom the draft is drawn)payee: the person receiving the payment, usually the drawerB. sight draft (calls immediate payment on presentation)usance draft (tenor draft or term draft, is payable at a later date)C. clean draft (without documents)documentary draft (is accompanied by the relevant documents)1.4 documentary collectionA. documents against payment (D/P): documents will not be released to the importer until payment iseffected.a. D/P at sightb. D/p after sightB. documents against acceptance (D/A): documents are handed over to the importer upon his acceptanceof the draft drawn by the exporter.L11 The Letter of Credit (I)1. 商务知识1.1 the definition of the letter of credita letter issued by a bank at the request of the importer in which the bank promises to pay upon presentation of the relevant documents.1.2 the unique and characteristic feature of the letter of credit: bilateral security1.3 the relevant parties of the letter of credit and their roles in its process of operationA. the applicant (instructs his bank to issue an L/C)B. the opening bank (issues the credit and sends it to the advising bank)C. the advising bank (examines the credit and advises the beneficiary of its receipt)D. the beneficiary (examines the credit and requests the openerto make amendments to any discrepancies,then prepare the relevant documents and dispatch the goods)E. the negotiating bank (buys the exporter's draft submitted to it under the credit)F. the comfirming bank (adds its confirmation to the credit)1.4 the major contents of the letter of credit1). the number of the credit and the place and time of its establishment2). the type of the credit3). the contract on which it is based4). the major parties relevant to the credit5). the amount value of the credit6). the place and date on which the credit expires7). the description of the goods8). transportation clause9). stipulations relating to the draft10).stipulations concerning the shipping documents required11).certain special clause if any12).instructions to the negotiating bank13).the seal or signature of the opening bank14).whether the credit follows "the uniform customs and practice for documentary credits"1.5 the documents being the only concern of the banks in credit operation"in credit operations all parties concerned deal in documents, and not in goods, service and/or other performance to which the documents may relate"L12 The Letter of Credit (II)1. 商务知识1.1 major types of credits and their functions, forms and mechanismA. clean credit (only requirs clean draft for payment) and documentary creditB. revocable credit (commitments can be altered or even canceled without consulting with the beneficiary)and irrevocable creditC. confirmed credit (credit confirmed by a bank other than the issuing bank) and unconfirmed creditD. sight credit (payment can be made upon presentation of the draft and impeccable documents) andusance creditE. transferable credit (credit can be transferred by the original beneficiary to one or more parties) andnon-transferable creditF. non-draft credit (payment to be made by presentation of the documents without the formality ofdrawing and presenting a draft)a. payment creditb. deferred payment creditG. revolving credit (stipulated that its amount can be renewed or reinstated without specific amendment tothe credit being made)1.2 the limitations of the letter of creditA. inability to provide absolute securityB. being more expensive than other forms of paymentL13 Major Documents Required in Worlt Trade1. 商务知识1.1 the importance of correct documentation1).difficulties in taking delivery; 2).refusal by the bank to make payment,1.2 major types of documentsA. commercial invoicea. major contents1). invoice number and the date; 2). name and address of the buyer and the seller;3). contract number and credit number; 4). description of the goods;5). unit price, total price, price terms, and commission and discount if any;6). terms of delivery and terms of payment; 7). packing, shipping marks;8). seal or signature of the exporter;b. points to be noted: the description of the goods in the invoice must comply with the credit and thetotal invoice value should not exceed the total amount of the covering L/C.B. packing lista. major contents: the number, date, name and description of the goods, shipping marks, packing,number of packages, specific contents of each package and its net weight and gross weight etc.b. documents with similar function: specification list (emphasizes the description of specification of thegoods); weight list (also weight note or weight memo, emphasizes the weight of the goods and are used for goods which are based on the weight for price calculation)C. the bill of ladinga. 3 major functions1). as a cargo receipt2). constitutes a contract of carriage between the carrier and the consignor3). a document of title to the goodsb. major contents1). the carrier (shipping company); 2). the shipper or consignor (exporter);3). the consignee (the importer or made out "to order);4). the notify party (the agent of the consignee or the consignee himself);5). a general description of the goods; 6). shipping marks; 7). the freight;8). the port of shipment and the port of destination; 9). the place where the bill of lading is issued;10). the date when the bill of lading is issued;c. clean bill of lading (states that the goods have been shipped in apparent good order and condition)and on board bill of lading (indicates that the shipment has been actually loaded on the carrying vessel bound for the port of destination)d. ocean bill of lading,airway bill and railway bill, cargo receipt;D. insurance policy and insurance certificatea. major contents1). the insured; 2). cargo description; 3). the amount insured and the risks covered; 4). contentsconcerning transportation; 5). the place where claims are to be settled;6). the date on which the document is issued;b. the difference between the two: the latter is a bit simpler than the formerE. various certificatescertificate of quality, certificate of weight, certificate of quantity, certificate of health, certificate of disinfection, certificate of origin, veterinary certificate etc.F. other documentscustoms invoice, consular invoice, consular visa, shipping advice etc.L14 International Transportation1. 商务知识1.1 definitiontransportation: the movement of freight and passengers from one location to another. freight transportation: the economic movement of commodities and products and the effect of such movement on the development and advancement of business.1.2 the five major modes of transportation: water, rail, truck, pipeline, and air.1.3 three types of carriersA. common carriersB. contract carriersC. private carriers1.4 importance, role, and contribution of transportationtransportation plays a major role in the production process; it moves raw material, inter-mediate product between producers and finished products to consumers; by widening the market areas that a producer canreach, it encourages the introduction of more efficient, larger-scale production techniques;1.5 the four factors that are substantially changing transportationA. transportation deregulationB. just-in-time inventory systemC. competition based on high levels of customer serviceD. globalization of business2.生词与短语primitive, in a broad/formal sense, grocery, stringent, shackle, limelight, logistics, committed to, thrusted sb./sth. into the limelight, dockside, at an ever-accelerating pace, innovation,3. 商务术语freight transportation, freight system, natural product provinces, volume loading and unloading machinery, common carrier, contract carrier, private carrier, production process, intermediate products, production techniques, economies of scale, per-unit production costs, commercial intercourse, service packages, just-in-time inventory system, production approach, production input, globalization of business, distribution manager, logistics system,L15 Insurance (I)1. 商务知识1.1 definitiona social device in which a group of individuals transfer risk and provides for payment of losses from funds contributed by all members who transferred risk.1.2 the idea of a known premium vs. the uncertainty of risk1.3 the common pool and the advantages enterprises can gain from it the main stimulus to enterprise is the release of funds.1.4 insurance for overseas tradeA. necessityIn bridging both the geographical gap and the time lag serious risks have to be run.B. functionmoving the burden of risk from the shoulders of the exporters and importers, and placing it upon the shoulders of specialist risk-bearing underwriters,it is the handmaiden of commerce.L16 Insurance (II)1. 商务知识1.1 three main principles of insuranceA. insurable interest: no one may insure anything unless he has an interest in it.B. utmost good faith: the people who decide what premium is fair for a particular cover do so on the basisof written statements made in a proposal form.C. indemnity (not apply to life or personal accident insurance): a contract of insurance is one whichrestores a person who suffered a loss into the same position as he was in before the loss occurred.1.2 two sub-principles of insuranceA. contribution: a person cannot be allowed to insure twice for the same risk, and claim compensationfrom both insurers.B. subrogation: when the cargo A insured with B is damaged by C's negligence, B will be substituted for Ain any legal action against C.1.3 the doctrine of proximate cause (the direct cause of the loss): when an insurance policy is made out to cover a certain risk, a claim becomes payable only if that risk occurred as the proximate (closest) cause of the loss suffered.1.4 three basic types of marine insuranceA. free from particular average (F.P.A.)B. with particular average (W.A. or W.P.A)C. all risksL17 International Monetary System and Exchange Rate1. 商务知识1.1 the international monetary systemA. sterling-based gold standard (19C--1918)B. dollar-based gold standard (1945--1971.8)C. the floating system (1971.8--)1.2 exchange rateA. fixed exchange rateby which each country pegged its currency to gold to establish its par valueB. flexible exchange ratemajor currencies float in the foreign exchange market; other currencies follow a fixed exchange rate by pegging themselves to a major currency and float with it.C. major factors influencing exchange ratea. international balance of paymentthe value of one's own currency will go up with favorable balance of payment;b. inflationwhen inflation intensifies, the value of the currency will drop;c. interest ratehigh interest rate will increase the exchange rate of one's own currency;D. common measures for intervention in exchange ratea. buying or selling foreign currencywhen the price of a foreign exchange goes too high, the central bank may sell it out of its foreign exchange reserves;b. raising or lowering discount ratewhen the price of a foreign exchange goes too high, the government may raise the discount rate to absorb foreign fund;c. foreign exchange controlwhen the exchange rate fluctuates violently, a government may have to resort to foreign exchange control to make up its BOP deficit and lower the demand for foreign exchange;E. the pros and cons of the two different kinds of exchange ratethe fixed exchange rate system reduces the riskiness of international business and curbs inflation, but it is vulnerable to disorderly changes in currency value; the flexible exchange rate system protects domestic currency from the impact of foreign idle funds and fluctuations of exchange rate, and is helpful to the stability of the economy, but frequent wild swings of the value of currencies will increase the riskiness of trade and affect international investment.F. direct quote (the price of a foreign currency in terms of the home currency)indirect quote (the price of home currency in terms of a foreign currency)G. buying price (the rate by which a commercial bank buys a currency)selling price (the rate by which a commercial bank sells a currency)medial price (the average of the buying price and the selling price)L18 International Financial Organizations1. 商务知识1.1 the World Bank GroupA. constituent parts: IBRD, IDA, IFC, MIGAB. objectives: to help raise standards of living in developing countries by channelingfinancial resources to them from developed countries.1.2 the International Bank for Reconstruction and Development (IBRD,1945)A. source of its capital1). subscribed by its members;2). comes from its retained earnings and the flow of repayments on its loans;B. financing of its lending operations (from its own borrowings in the world capital market)C. operation of loans grantinga. repayment time (15-20 years) and grace period (5 years)b. target countries (developing countries)c. interest rate (calculated according to a guideline related to its cost of borrowing)D. basic rules governing its operation1). must lend only for productive purposes and must stimulate economic growth in the developingcountries;2). cannot finance a trade deficit, but can finance an infrastructure project;3). must pay due regard to the prospects of repayment;4). the decisions to lend must be based on economic considerations alone;1.3 the International Development Association (IDA,1960)A. relation with IBRD and membershipaffiliated to IBRD;membership in IDA is open to all members of the IBRD.B. objective: providing assistance for the poorer developing countries with soft loansC. source: 1).subscriptions, general replenishments from developed members;2). transfers from the IBRD;D. terms of credits: only to governments; 10Ys grace periods and 35-40Ys maturities; without interest.1.4 the International Finance Corporation (IFC,1956)A. function: to assist the economic development of LDCs by promoting growth in the private sector oftheir economies and helping to mobilize domestic and foreign capital;B. relation with IBRDa separate entity, affiliated to IBRD and draws upon the Bank for administrative and other services;membership in the IBRD is a prerequisite for membership in the IFC;1.5 Multilateral Investment Guarantee Agency (MIGA)A. mandate: to encourage equity investment and other direct investment flows to LDCs through themitigation of noncommercial investment barriers;B. ways for carrying out the mandate。
国际商务英语第5章
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Ⅰ. Placing an Order for Men’s Shirts on the Basis of Samples
Name of Commodity Style No. Size Color Quantity (Dozen) Unit Price per Dozen CIF London ￡ XXX Men’s Shirts Men’s Shirts XXX S, M, L XL, XXL Equally Assorted White, Red, Blue, Yellow Green& Grey Equally Assorted 200 50 50 50 50 XXX S, M, L XL, XXL Equally Assorted White, Red, Blue, Yellow Green& Grey Equally Assorted 200 100 100 50 50 XXX S, M, L XL, XXL Equally Assorted White, Red, Blue, Yellow Green& Grey Equally Assorted 200 100 100 50 50 Total quantity: Say XXX Only 1400 ￡ XXX ￡ XXX
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Ⅰ. Placing an Order for Men’s Shirts on the Basis of Samples
Dear Sirs, Re :Placing An Order for Men’s Shirts We thank for your quotation of April 15, together with a parcel containing some samples of men’s shirts. On perusal, we find the materials you use for making the shirts are of high quality and the workmanship is excellent, which we believe will make our customers satisfied. So we are pleased to place an order with you according to your terms and conditions for the follows:
05844国际商务英语国际商务英语商务术语总结
05844国际商务英语国际商务英语商务术语总结05844国际商务英语国际商务英语商务术语总结Lesson11.Customsarea关税区:2.Conversion货币兑换3.Visibletrade有形贸易: The form of modity trade,i.e.exportingand importing goods produced or manufactured in one country for consumption or resale in another.(including cash transaction-by means of money and market, and counter trade) 4.Invisibletrade无形贸易: The form of transportation, munication, banking,insurance, consulting, information etc.is called invisible trade or service industries.5.FDI外国直接投资:Foreign direct investments.Returnsthrough controlling the enterprises or assetsinvested in a host country./P.256.Onecountry acquires assets in a foreign country for the purpose of controlling and managing them.6.Portfolioinvestment证券投资: Purchases of foreign financial assets fora purpose other than controlling.7.Stocks股票:Capital stocks or bonds.8.Bonds债券:The papers issued by a government or a firm with promise to pay back the money lent or invested together with interest.9.Maturity（票据等）到期10.Certificateof deposit大额存单11.Licensing许可经营:In licensing, a firm leases the right to use its intellectual property to a firm in another country.They choose licensing because they do not have to make cash payments to stat business, and can simply receive ine in the form of royalty.12.Franchising特许经营:Under franchising, franchisee is allowed to operatein the name of another, franchiser who provides the former with trademarks, brand names, logos and operating techniques for royalty.13.TradeMark商标14.Patent专利15.Royalty专利（许可）使用费，版税16.Copyright版权17.Licenser许可方18.Licensee被许可方19.Franchiser特许方:A firm who provides the franchisee with trademarks, brand ,names, logos and operating techniques for royalty.20.Franchisee被特许方:A firm is allowed to operate in the name of another.21.Managementcontract管理合同: Under a management contract, one panyoffers managerial or other specialized services to another within a particular period for a flat payment ora percentage of the relevant business volume.22.Valuechain价值链23.Turnkey project“交钥匙”工程: For aninternational turnkey project, a firm signs a contractwith a foreign purchaser and undertakes all the designing, contracting and facility equipping before handing it over to the latter upon pletion.24.建设、经营和移交:Build,Operate, Transfer25.Expertise专门知识26.Bonus红利、奖金、津贴27.Royalty 许可使用费28.Internationalinvestment国际投资: Supplying capital by residents of one country to another.29.Contractmanufacturing承包生产 30.GATT关贸总协定:General Agreement on Tariffs and Trade31.Internationalbusiness国际商务: Transaction between parties from different countries.Sometimesbusiness across the borders of different customs areas of the same country is also regarded as import and export.32.Intellectual property知识产权 33.Oildeposit: 石油储备 =oil reserves 34.thereserves of natural resources 自然资源储备35.Personaladvancement个人的晋升，个人素质的提高以及个人事业的进步等。
商务英语讲义
商务英语口语第一课时Introductionⅰ、Why take BEC exams?strong growthrigorous quality controlwide suitabilitywide business contextvalue for study and business careerinternational recognition for work and studyⅱ、What is International Business English? 什么是国际商务英语？国际商务英语，指的是人们从事国际商务活动中所使用的具有行业特征的英语，这些行业包括：国际贸易、国际金融、国际会计、国际运输、国际商法、保险、银行、经济、营销、物流、企业管理、商业服务等。
由此看来，商务英语不是一种独立的语言，它仍然是英语，是在国际商务背景下使用的英语。
ⅲ、How to learn International Business English? 怎样学习国际商务英语？掌握一定的商务英语词汇、短语和句型。
(1) 词汇方面commerciale.g. The TV show was interrupted by too many commercials.prospecte.g. He called on some prospects but failed to make a sale.makee.g. These products are of Chinese make.The factory manufactured five makes of tractors.(2) 短语方面soft selling hard sellingSome sales people adopt a direct ‘hard sell’ approach, while others use a more indirect ‘soft sell’ approach.have a bad yearThe corporation is having a bad year and it will probably be necessary to dismiss a few office staff.break into/penetrate the marketThere is chance that we’ll manage to break into the UK market(3) 句型方面I am writing to you concerning… You can’t miss it. I can’t agree more. It may have slipped your mind, but… You can always reach me at the number… We would very much appreciate it if you could…I noted with interest your advertisement for… Yes, that’s true, but on the other hand… That’s exactly what I think. Maybe, but don’t you think…? You are wanted on the phone. As req uested, we enclose for your attention…(4) 旧词“新义“honoure.g, All credit cards honoured here. The bank honoured this cheque.covere.g. I have got myself covered against fire.royaltye.g. Besides copyright, the writer got a 10 percent royalty on sales. The technology transfer fee shall be paid in royalties.(5) 同义词、近义词、相似词的辨析。
国际商务英语学习教程讲解
国际商务英语学习教程讲解第十一课总结会议Concluding a Business MeetingActionGS 第三季会议在各部门负责人一一报告，以及与会者热烈讨论之后，即将落幕。
会议主持人Jennifer，此时再度上台，为会议做个总结。
英文正文That wraps up the last item on the agenda. Before we close, are there any questions?Fine. In summary, I think we agree that this quarter's domestic sales figures show a marked trend in microwave sales. Sam, I'd like you to follow up on that, please. Let's see where this is heading. Jane, thank you for the comprehensive PR status report. I understand there are still a few problems to be worked out, but we all trust in your ability. Ladies and gentlemen, the new design is satisfactory. Let's keep Action ahead of the game.Finally, I appreciate your comments and suggestions about the Canadian sales outlook. This is our first opportunity to promote our products in North America, so we certainly want to cover every detail.Well, then, that covers everything. I make a motion to close the third quarterly meeting of Action Appliances. Is there a second?中文翻译议程上的最后一项讨论完毕。
国际商务英语重点总结
国际商务英语重点总结第一章一、选择判断题1. What is communication?Transmission of information and meaning from one person or group to another.二、简答题1.Why do you need good communication skills?（为什么你需要良好的沟通技巧）Good communication skills are essential for（良好的沟通技巧是……的基本）Job placement （工作安排）Job performance （工作表现）Career advancement （职业发展）Success in the new world of work （事业成功）2. How may the sender encode a message?（发件者通过什么方式发送信息）Verbally or nonverbally. By speaking, writing, gesturing.（口头或者非口头，类似说、写、手势）3. What kinds of channels carry messages?（信息以什么方式承载）Letters, e-mail, memos, TV, telephone, voice, body.（信件、邮件、备忘录、电视、电话、声音、躯体）4. How does a receiver decode a message?（接收者如何接收信息）Hearing, reading, observing.（听、读、观察）5. When is communication successful?（什么时候沟通被视为成功的）When a message is understood as the sender intended it to be.（当信息被理解为发送者所期望的时候）6. How can a communicator provide for feedback?（如何给沟通者提供反馈）Ask questions, check reactions.（提问、检查反映）7. Keys to Building Powerful Listening Skills（建立强大倾听技巧的关键）Stop talking.（停止说话）Control your surroundings.（控制周围的环境）Establish a receptive mind-set.（建立一个尊重的态度）Keep an open mind.（保持一个开放的思维方式）Listen for main points.（聆听主要观点）Capitalize on lag time.（利用滞后时间）Listen between the lines.（在范围内倾听）Judge ideas, not appearances.（从观点做出判断而不是外表）Hold your fire.（控制脾气）Take selective notes.（做简要笔记）Provide feedback.（提供反馈）8. Nonverbal Communication（非口头沟通包括哪些）Eye contact, facial expression, and posture and gestures send silent messages.（眼神交流、面部表情、姿势和手势发出的无声信息）9. Keys to Building Strong Nonverbal Skills（建立强大非口头沟通技巧的关键）Establish and maintain eye contact.（建立眼神沟通）Use posture to show interest.（用姿势表示兴趣）Improve your decoding skills.（提高接收信息的技巧）Probe for more information.（探索更多信息）Avoid assigning nonverbal meanings out of context.（避免意思之外的非语言表达）Associate with people from diverse cultures.（将人与其对应的文化背景相联系）Appreciate the power of appearance.（对外在作出赞赏）Enlist friends and family.（争取朋友和家人的帮助）10. Improving Communication Among Diverse Workplace Audiences（提高与不同场所中对象的沟通技巧）Understand the value of differences.（理解价值观的差异）Create zero tolerance for bias.（争取零偏差的理解对方观点和表达自己观点）Learn about your own cultural self.（了解自己的文化）Learn about other cultures（了解其他的文化）Make fewer workplace assumptions.（少做工作场所的假设）Build on similarities.（建立相似的对比）第二章一、选择判断题1. Choosing Communication ChannelsFace-to-face conversation , Telephone call , Voice mail message , Fax , E-mail , Face-to-face group meeting , Video-or teleconference , Memo , Letter , Report or proposal .二、改错题1.从观众的角度和利益出发，语气客气委婉2.强调使用第二人称you，而不是we，us，our3.使用交谈语气但略显正式不要太口语化，同时要简洁4.使用积极的语言，即多使用肯定句，尽量不要出现强硬的must和否定假设5.使用包容性词语，不要出现his/her等易产生性别歧视的用词6.使用有礼貌的语言，不要过分命令化和粗鲁化第三章一、简答题1. Collecting Information（获取信息的途径）Search manually (books, magazines, journals).（手动搜索：书籍、杂志、期刊）Access electronically (Internet, databases, CDs).（使用电子方式：网络、数据库、CD）Go to the source (interviews, surveys, questionnaires, focus groups).（直接接触：采访、调查、问卷调查、小组调查）Conduct scientific experiments (measure variables using control groups).（科学实验：设立对照组、实验组进行比较）2.Tips for Making Outlines（制作大纲的技巧）Define main topic in title.（将主题定义为标题）Divide the topic into three to five main points.（将主题分为三到五个主要论点）Break the components into subpoints.（进行分段）Make each component exclusive (no overlapping).（每一个段落进行分别论述：段落内容不重复）Use details and evidence to support subpoints.（使用细节和证据证明论点）3.The advantages of direct strategy and indirect strategy（直接策略和间接策略的优点）Direct strategy:（直接策略）Saves reader’s time（节约读者时间）Sets a proper frame of mind（树立的观点鲜明）Prevents frustration（避免歧义）Indirect strategy：（间接策略）Respects feelings of audience（尊重读者感受）Encourages a fair hearing（鼓励平等的倾听）Minimizes a negative reaction（减少抵触情绪）4.When direct strategy and indirect strategy use?（直接策略和间接策略使用的合适时间）Direct strategy：（直接策略）Receiver is receptive（接收者是易接受的）Receiver requires no education about topic（接受信息不需要该主题的相关知识作为基础）Message is routine（常规消息）Indirect strategy：（间接策略）Receiver may be upset or hostile（接收者是不安或敌对的）Receiver must be persuaded or educated（接收者必须被说服或教育）Message is sensitive（信息比较敏感）二、改错题1.用分号和逗号将长句分开易于浏览2.主动语态与被动语态间的转换，主动语态更多用于商务写作，被动语态强调动作而非动作执行者，被动语态也常用于宣布坏消息3.并列与平行架构间的省略，并列式尽量主语一致4.词序、主语引起的歧义需要改正第四章一、简答题1. Designing Documents for Readability（设计文章使文章更具有可读性）（1）Employ white space.（留出空白）Headings（标题）Short paragraphs（短小的段落）Ragged-right margins（右边距合适）（2）Choose appropriate typefaces.（选择合适的字体）Useful for body text（用于正文的字体）Times New Roman、宋体Useful for headings（用于标题的字体）Arial、方正姚体（3）Use bulleted and numbered lists.（使用项目标号或标号列表）Break up complex information into smaller chunks.（把复杂的信息分成更小的块）Use numbered lists for sequences.（使用标号列表）Use bulleted lists for items that don’t require a certain order.（使用不需要标号的列表）2. How to Proofread Complex Documents（如何校对复杂的文件）Allow adequate time.（留出足够多的时间）Print a copy and set it aside for a day.（打印一份复印件至于旁边）Be prepared to find errors.（做好寻找出错误的准备）Read once for meaning and once for grammar/mechanics.（一遍从语法出发一遍从结构出发）Reduce your reading speed.（减慢你的阅读速度）For documents that must be perfect, have someone read the message aloud.（对于文件必须是完美的，应该有人能够大声的将上面的信息读出来）Note names, difficult words, capitalization and punctuation.（注意名称、生僻词、大小写和标点符号的正确运用）二、改错题1.避免句子冗长，将宾语从句that或其他动词前的内容删去2.避免使用there is/was或it is/was，尽量将其删去3.移除重复词或用其他词进行简略化的代换4.将术语转化成普通话语5.将带ment或tion的名词转化为动词6.去掉不必要的副词7.用更清晰的话替换模糊词，例如用名字而不是The man，明确的计划而不是The plan，清晰的形容词而不是笼统的形容词，具体的方式而不是一个动词8.使用数字标号代替First，图标进行更加清晰的描述，尽量用首词进行段落或topic的概括第五章一、选择判断题1. Writing Plan for Information and Procedure E-Mail Messages and MemosSubject line: Summarize the message content.Opening: Expand the subject line by stating the main idea concisely in a full sentence.Body: Provide background data and explain the main idea. In describing a procedure or giving instructions, use command language (do this, don't do that).Closing: Request action, summarize the message, or present a closing thought.2. Writing Plan for RequestsSubject line: Summarize the request and note the action desired.Opening: Begin with the request or a brief statement introducing it.Body: Provide background, justification, and details. If asking questions, list them in parallel form. Closing: Request action by a specific date. If possible, provide a reason. Express appreciation, if appropriate.3. Writing Plan for RepliesSubject line: Summarize the main information from your reply.Opening: Start directly by responding to the request with a summary statement.Body: Provide additional information and details in a readable format.Closing: Add a concluding remark, summary, offer of further assistance, or request for further action.二、简答题1. Components of E-Mail and Memos（E-mail和备忘录的组成部分）（1）Subject Line（标题）Summarize message clearly and concisely.（清晰概括地总结信息）Avoid meaningless one-word headings, such as "Help" or "Urgent."（避免使用单词作为标题例如"Help"或者"Urgent"）（2）Opening（开头）Frontload main idea immediately.（立即表达出中心思想）Avoid reviewing background.（避免重复背景）（3）Body（主体）Organize information and explanations logically.（将信息和解释有逻辑地组织起来）Cover just one topic.（紧紧围绕着一个主题展开叙述）Use numbered and bulleted lists.（使用标号或顺序表）Consider adding headings for visual impact.（考虑添加小标题带来视觉上的的更深印象）（4）Closing options（结尾）End with action information, dates, and deadlines.（以活动信息、日期、截止期限等结尾）Summarize the message.（总结全部信息）Provide a closing thought.（避免封闭式的思想）2. Using E-Mail Smartly, Safely, and Professionally（如何聪明地、安全地、专业地使用E-mail）（1）Getting Started（开篇）Consider composing off line.（考虑好整篇的思路）Type the receiver’s address correctly.（正确输入接收者的地址）Avoid misleading subject lines.（避免对主题有任何误导）（2）Content, Tone, Correctness（内容，语调，正确性）Be concise.（简明）Don’t send anything you wouldn’t want published.（不要发送任何你不想公开的信息）Don’t use e-mail to avoid contact.（不要用电子邮件避免联系）Care about correctness and tone.（关注语气是否合适）Resist humor and rage.（避免过分地幽默和愤怒）（3）Netiquette（礼节）Limit any tendency to send blanket copies.（限制对使用复制的倾向）Never send “spam.”（永远都不要发送垃圾邮件）Consider using identifying labels, such as ACTION, FYI, RE, URGENT.（考虑使用合适的标签）Use capital letters only for emphasis or for publication titles.（仅用于强调和标题时使用大写字母）Seek permission before forwarding.（在转发前寻求许可）（4）Reading and Replying（阅读和回复）Scan all messages before replying.（回复前阅读所有信息）Acknowledge receipt.（确认收到）Don’t automatically return the sender’s message.（不要自动送回发件人的消息）Revise the subject line if the topic changes.（如果主体变更要修改主题行）Provide a clear, complete first sentence.（使用清晰完整的首句）Never respond when you are angry.（永远不要在愤怒时回复）（5）Personal Use（个人使用）Don’t use company computers for personal matters unless allowed by your organization.（除非组织允许，不要使用公司电脑进行个人事务）Assume that all e-mail is monitored.（假设所有邮件都被监控）（6）Other Smart Practices（其他小技巧）Consider cultural differences.（考虑文化差异）Double-check before hitting the Send button.（在发送前再做一次检查）第六章一、简答题1. Why are letters still important in business?（为什么在商务中信件仍然很重要）They produce a permanent record.（可以形成永久性的记录）Unlike e-mail, they are confidential.（相比于邮件更加机密）They convey formality and sensitivity.（可以表述更敏感的信息也更正式）They deliver persuasive, well-considered messages.（他们传递更具有说服力和更深思熟虑的消息）2. Goals in Adjustment Letters（调整信件的目的）To rectify the wrong, if one exists（如果存在错误可以纠正）To regain the confidence of the customer（重拾顾客的信心）To promote future business and goodwill（促进未来的业务和商誉）3. Using Sensitive Language（使用敏感语言需要注意的）Don’t use negative words (trouble, regret, misunderstanding, fault, error, inconvenience, you claim).（不要使用负面词语）Don’t blame custo mers—even when they may be at fault.（就算顾客有错误也不要指责客户）Don’t blame individuals or departments within your organization.（不要指责你组织中的部门或个体）Don’t make unrealistic promises.（不要许不切实际的诺言）第七章一、简答题1. When is persuasion necessary?（何时需要进行劝说）Requests for time, money, information, special privileges, and cooperation require persuasion.（需要时间，金钱，信息，特权和合作的时候需要进行劝说）2. Why are requests granted?（为什么请求是理所当然的）Requests may be granted because the receivers：（请求是理所当然的因为接收者）are genuinely interested in your project.（对你的项目很感兴趣）see benefits for others.（看到了别人的利益）expect goodwill potential for themselves.（对他们自己很有潜力）feel obligated as professionals to contribute their time or expertise to "pay their dues."（觉得有义务为为专业人士贡献时间或对方会支付相关费用）3. Persuading Within Organizations（组织内部的劝说）（1）Persuading subordinates（说服下属）Instructions or directives moving downward usually require little persuasion. However, persuasion may be necessary to：（指令或命令通常只需要较小的说服力，然而说服仍然是必要的）ask workers to perform outside their work roles（要求下属扮演工作之外的角色）accept changes not in their best interests (such as pay cuts, job transfers or reduce benefits).（要说服的事情不影响其利益，如：削减工资，工作调整，削减福利）（2）Persuading the boss（说服上级）In requests moving upward：（说服上级的基础）provide evidence.（提供证据）don’t ask for too much.（不要求太多）use words such as “suggest” and “recommend.”（使用“建议”和“推荐”等词语）Sentences should sound nonthreatening, for example, “It might be a good idea if....” （语句中不携带威胁的成分，例如“如果这样，这将是一个很好的办法”）4. Gaining Attention（如何吸引注意力）Question（设问）Benefit（达成相关利益）Offer（提供一个选择）Quotation or proverb（引用谚语）Related fact（相关事实）Testimonial（客户评价）Startling Statement（令人吃惊的例子）5. Maslow’s Hierarchy of Needs（马斯洛的需求层次理论）Physiological needs include the need for food, clothing, and shelter.（生理需求保罗对食物、穿衣和居住的需要）Security and safety needs include the need to be free from physical danger and to be secure in the feeling that physiological needs can be met.（安全需求包括对身体安全和安全感还有心理安全的需要）Social needs involve the need to be loved, to be accepted, and to belong. （社会需求包括被爱，被接受和归属感的需要）Ego needs involve the need to be heard, to be appreciated, and to be wanted.（尊重需要包括被倾听背心上和被需要的需求）Self-actualizing needs involve the need to achieve one’s fullest potential.（自我实现需要包括实现个人目标的需求）6. Eliciting Desire（如何激发顾客欲望）Testimonials（客户评价）Names of satisfied users (with permission)（满意的客户名称：被允许提供的情况下）Money-back guarantee or warranty（退款保证或保修）Free trial or sample（免费试用的样品）Performance tests, polls, or awards（性能测试、投票、抽奖）Objections and questions（对反对意见的反馈和解答）7. Motivating Action（增加积极性的方法）Offer a gift（赠送礼物）Promise an incentive（承诺奖励）Limit the offer（限量供应）Set a deadline（设立截止日期）Guarantee satisfaction（保证满意）第八章一、简答题1. Guidelines for Developing Informal Reports（撰写非正式报告的步骤）Determine problem and purpose.（决定主题）Gather data.（收集数据）Organize data.（整理数据）Write first draft.（初稿撰写）Edit and revise.（编辑和修改）2. Gathering Data for Reports（为报告收集数据的来源）Company records（公司记录）Personal observations（个人观察）Surveys and questionnaires（调查问卷）Interviews（采访）Printed material（印刷品）Electronic resources（电子资源）二、作文题rmation Report（信息报告）Information reports provide findings without analysis or persuasion. For example, your boss asks you to investigate prepaid legal services as a possible employee benefit.（信息报告提供无分析或说服的结果。
【英语资料】国际商务英语
2. Reference and Date
– In business correspondence, reference will be given by a firm to another. Reference may include a file number, departmental code, or the initials of the signer, followed by that of the typist of the letter. They are marked as “ Our Ref: *** ”and “ Your Ref:*** ” to avoid confusion.
salutation and the body of the letter. If the letter is in the full block form, it is
placed at the left-hand margin. In other styles, it is centered over the body of
– (1)Opening(or Introduction)
• The opening is actually the background of this letter. It indicates the referring letter，contract or letter of credit to which response will be made.
the letter. In order to invite the receiver’s attention, it is usually underlined. In
front of it “Re:” or “Subj:” is written as:
《国际商务英语International Business E》读书笔记模板
读书笔记模板
01 思维导图
03 目录分析 05 精彩摘录
目录
02 内容摘要 04 读书笔记 06 作者介绍
思维导图
关键字分析思维导图
商务英语
单证
商务英 语
国际
贸易
人才
参考答案
经济 教辅
表 国际
国际
试卷
资料
商务英语
内容摘要
2022年1月1日，《区域全面经济伙伴关系协定》(RCEP)正式实施。这使得中国的对外贸易的发展又上了一个 新的台阶。在全球经济一体化趋势日益明显的今天，全球范围内的科技竞争、贸易摩擦和市场争夺愈演愈烈。这 是一场争夺国际市场的战斗，其实质是人才的竞争。在这种背景下，作为国际贸易用语的英语变得越来越重要， 社会上也越来越迫切地需要既有专业知识又能熟练运用英语的人才。为了有效地提高学生们的实际语言运用能力， 培养既有专业知识又能熟练运用英语的人才，使学生们所学的知识能够跟上时代的步伐，满足社会经济生活的实 际需求，我们特别编写了这本（国际商务英语）。在这本教材里，介绍了最新的“中欧安全智能贸易航线试点计 划”（安智贸）以及期货贸易，以更好的质量和最新的内容呈现给广大读者。本教材的编写宗旨是：力求传授实 用的商务英语知识和国际商务相关领域的知识，提高学生们的商务英语综合素质和跨文化商务交际能力以及思辨 创新能力。所涉及的内容包括国际商务谈判，国际贸易术语，国际结算，国际保理业务，国际运输方式，国际保 险，电子商务，国际期货贸易以及国际商务信函等。
Futures Trading
Chapter 15
Internation 1
al Business Corresponde nce
《国际商务管理学》串讲笔记2
国际商务管理学串讲笔记220.WTO最高决策权力机构是部长大会，至少每年召开一次21.部长大会下设总理会和秘书处，负责WTO的日常会议和工作22.1945年12月27日，正式成立国际货币基金组强IMF，总部美国华盛顿，2003年5月底IMF已有184个成员国，1947年3月1日开始办理业务，理事会是IMF的最高权力机构23.国际商会ICC成立于1919年，在法国巴黎设有国际秘书处24.ISO9000质量管理体系标准，ISO14000环境管理体系25文化。
定义为一个群体所共有的价值观和行为准则的体系26.文化的基本构成因素：一价值观和态度、语言、三教育、四习惯和风俗习惯、五宗教与伦理、六物质文化27.教育发达程度可以用识字率和普教水平来描述。
教育水平与国际商务管理的关系体现在：一教育水平直接影响人们的消费行为二教育情况决定了当地人力资源的基础水平三教育水平是制约国际商务活动的重要因素，影响到企业的国际商务管理28.马克斯韦伯在＜新教伦理与资本主义精神＞一书中认为新教伦理强调努力工作和创造财富，并认为这是资本主义在西方国家发展的重要动力——新教工作伦理29.个人主义倾向：英国、美国、荷兰、加拿大；集体主义倾向：厄瓜多尔、危地马拉、巴基斯坦、印度尼西亚30.荷兰学者霍夫施泰德，把不同文化中行为差异的尺度分为：一权力距离：是指一个社会中不同的组织和构成员在权力上的差异程度（美国权力距离最大）二回避不确定性：指不同文化中社会成员对不确定性风险的接受程度，即人们到不确定性的威协并建立制度和信念来减少或回避这一不确定性的程度三个人主义：具有明显个人主义倾向的国家重视个人独创性和成就，具有集体主义倾向的国家重视集体的成就例：中国四男性化程度：指追求成功、金钱为物质的倾向；主要标志：财富和社会承认31.政府在经济发展中的作用：一参与者、二管理者32.政治风险——一没收、征用与国有化；二涉外经济管制：A外汇管制B进口限制C 税收管制D价格管制E劳工问题33.国际商务管理活动所面临的法律环境具有一定特殊性：一与国际商务管理有关的国内法律；二国际性法律与组强；三国际商务管理面对的国外法律体系。
《国际商务英语》词汇
《国际商务英语》串讲笔记Aabroad adv. 在国外，出国，广泛流传absence n. 缺席，离开absent adj. 不在，不参与absenteeism n. （经常性）旷工，旷职absorb v. 吸收，减轻（冲击、困难等）作用或影响abstract n. 摘要access n. 接近（或进入）的机会，享用权v. 获得使用计算机数据库的权利accommodation n. 设施，住宿account n. 会计帐目accountancy n. 会计工作accountant n. 会计accounts n. 往来帐目account for 解释，说明account executive n. （广告公司）客户经理*accruals n. 增值，应计achieve v. 获得或达到，实现，完成acknowledge v. 承认，告知已收到（某物），承认某人acquire v. 获得，得到*acquisition n. 收购，被收购的公司或股份acting adj. 代理的activity n. 业务类型actual adj. 实在的，实际的，确实的adapt v. 修改，适应adjust v. 整理，使适应administration n. 实施，经营，行政administer v. 管理，实施adopt v. 采纳，批准，挑选某人作候选人advertise v. 公布，做广告ad n. 做广告，登广告advertisement n. 出公告，做广告advertising n. 广告业after-sales service n. 售后服务agenda n. 议事日程agent n. 代理人，经纪人allocate v. 分配，配给amalgamation n. 合并，重组ambition n. 强烈的欲望，野心*amortise v. 摊还analyse v 分析，研究analysis n. 分析，分析结果的报告analyst n. 分析家，化验员annual adj. 每年的，按年度计算的annual general meeting （AGM）股东年会anticipate v. 期望anticipated adj. 期待的appeal n. 吸引力apply v. 申请，请求；应用，运用applicant n. 申请人application n. 申请，施用，实施appointee n. 被任命人appraisal n. 估量，估价appreciate v. 赏识，体谅，增值*appropriate v. 拨出（款项）approve v. 赞成，同意，批准aptitude n. 天资，才能*arbitrage n. 套利arbitration n. 仲裁*arrears n. 欠帐assemble v. 收集，集合assembly-line n. 装配线，流水作业线assess v. 评定，估价asset n. 资产current asset n. 流动资产fixed asset n. 固定资产frozen asset n. 冻结资产intangible assets n. 无形资产liquid assets n. 速动资产tangible assets n. 有形资产assist v. 援助，协助，出席audit n. 查账，审计automate v. 使某事物自动操作average n. 平均，平均水准awareness n. 意识；警觉Bbacking n. 财务支持，赞助backhander n. 贿赂*backlog n. 积压（工作或订货）bad debt 死账（无法收回的欠款）balance n. 收支差额，余额balance of payments n. 贸易支付差额balance sheet n. 资产负债表bankrupt adj. 破产的bankruptcy n. 破产bank statement n. 银行结算清单（给帐户的），银行对账单bar chart n. 条形图，柱状图bargain v. 谈判，讲价base n. 基地，根据地batch n. 一批，一组，一群batch production 批量生产bear market n. 熊市beat v. 超过，胜过behave v. 表现，运转behaviour n. 举止，行为，运转情况below-the-line advertising 线下广告，尚未被付款的广告benchmark n. 衡量标准benefit n. 利益，补助金，保险金得益fringe benefits n. 附加福利sickness benefit n. 疾病补助费bid n. 出价，投标takeover bid n. 盘进（一个公司）的出价bill n. 账单，票据billboard n. （路边）广告牌，招贴板black adj. 违法的in the black 有盈余，贷方black list 黑名单，禁止贸易的（货物、公司及个人）名单black Monday n. 黑色星期一，指1987年10月国际股票市场崩溃的日子blue chips n. 蓝筹股，绩优股blue-collar adj. 蓝领（工人）的Board of Directors n. 董事会Bond n. 债券bonus n. 津贴，红利books n. 公司帐目book value n. 账面价值，（公司或股票）净值bookkeeper n. 簿记员，记帐人boom n. 繁荣，暴涨boost v. 提高，增加，宣扬bottleneck n. 瓶颈，窄路，阻碍bottom adj. 最后的，根本的v. 到达底部，建立基础bounce v. 支票因签发人无钱而遭拒付并退回brainstorm n./v. 点子会议，献计献策，头脑风暴branch n. 分支，分部brand n. 商标，品牌brand leader n. 占市场最大份额的品牌，名牌brand loyalty n. （消费者）对品牌的忠实break even v. 收支相抵，不亏不盈break even point 收支相抵点，盈亏平衡点breakthrough n. 突破brief n. 摘要brochure n. 小册子broker n. 经纪人，代理人bull market 牛市budget n. 预算bulk n. 大量（货物）adj. 大量的bust adj. 破了产的buyout n. 买下全部产权CCAD（=Computer Aided Design）n. 计算机辅助设计call n. 打电话call on v. 呼吁，约请，拜访campaign n. 战役，运动candidate n. 求职者，候选人canteen n. 食堂canvass v. 征求意见，劝说capacity n. 生产额，（最大）产量caption n. 照片或图片下的简短说明capital n. 资本，资金capture v. 赢得cash n. 现金，现付款v. 兑现cash flow n. 现金流量case study n. 案例分析catalogue n. 目录，产品目录catastrophe n. 大灾难，大祸CEO n. Chief Executive Officer（美）总经理chain n. 连锁店challenger n. 挑战者channel n. （商品流通的）渠道charge n. 使承担，要（价），把……记入（账册等）chart n. 图表checkout n. 付款台chief adj. 主要的，首席的，总的CIF， c.i.f. 成本保险费加运费circular n. 传阅的小册子（传单等）circulate v. 传阅claim n./v. 要求，索赔client n. 委托人，顾客cold adj. 没人找上门来的，生意清淡的commercialise v. 使商品化commission n. 佣金*commitment n. 承诺commodity n. 商品，货物company n. 公司limited （liability）company （ltd.）股份有限公司public limited company （plc）n. 股票上市公司compensate v. 补偿，酬报compensation n. 补偿，酬金compete v. 比赛，竞争competition n. 比赛，竞争competitor n. 竞争者，对手competitive adj. 竞争性的component n. 机器元件、组件、部件，部分concentrated marketing n. 集中营销策略condition n. 条件，状况*configuration n. 设备的结构、组合conflict n. 冲突，争论*conglomerate n. 综合商社，多元化集团公司*consolidate v. 帐目合并*consortium n. 财团constant adj. 恒定的，不断的，经常的consultant n. 咨询人员，顾问，会诊医生consumables n. 消耗品consumer durables n. 耐用消费品（如：洗衣机）consumer goods n. 消费品，生活资料*contingency n. 意外事件continuum n. 连续时间contract n. 合同，契约contractor n. 承办商，承建人contribute v. 提供，捐献contribution n. 贡献，捐献，税conversion n. 改装，改造conveyor n. 运送，传递，转让core time n. （弹性工作制的）基本上班时间（员工于此段时间必须上班，弹性只对除此以外的时间有效）cost n. 成本fixed costs 固定成本running costs 日常管理费用variable costs 可变成本cost-effective adj. 合算的，有效益的costing n. 成本计算，成本会计credit n. 赊购，赊购制度credit control 赊销管理（检查顾客及时付款的体系）letter of credit 信用证credit limit 赊销限额credit rating 信贷的信用等级，信誉评价creditor n. 债权人，贷方*creditworthiness n. 信贷价值，信贷信用crisis n. 危机，转折点critical adj. 关键的*critical path analysis n. 关键途径分析法currency n. 货币，流通current adj. 通用的，现行的Current account 往来帐户，活期（存款）户current assets n. 流动资产current liabilities n. 流动负债customise v. 按顾客的具体要求制造（或改造等）；顾客化cut-throat adj. 残酷的，激烈的cut-price a. 削价（出售）的CV（=curriculum vitae）n. 简历，履历*cycle time n. 循环时间Ddamages n. 损害，损失deadline n. 最后期限deal n. 营业协议，数量v. 交易dealer n. 商人debit n. 借方，欠的钱v. 记入帐户的借方debt n. 欠款，债务to get into debt 负债to be out of debt 不欠债to pay off a debt 还清债务debtor n. 债务人aged debtors 长期债务人declare v. 申报，声明decline n./v. 衰退，缓慢，下降decrease v. 减少deduct v. 扣除，减去default n. 违约，未履行defect n. 缺陷defective adj. 有缺点的defer v. 推迟deferred payments n. 延期支付deficit n. 赤字delivery cycle n. 交货周期*demand management n. 需求规化demotivated adj. 消极的，冷谈的deposit n. 储蓄，预付（定金）depot n. 仓库depreciate v. 贬值，（对资产）折旧depressing adj. 令人沮丧的deputy n. 代理人，副职，代理devalue v. 货币贬值（相对于其它货币）diet n. 饮食，食物，特种饮食differentiation n. 区分，鉴别dimensions n. 尺寸，面积，规模direct v 管理，指导director n. 经理，主管Managing Director n. 总经理direct cost n. 直接成本direct mail n. （商店为招揽生意而向人们投寄的）直接邮件direct selling n. 直销，直接销售directory n. 指南，号码簿discount n. 折扣，贴现dismiss v. 让……离开，打发走dismissal n. 打发走dispatch n./v. 调遣display n./v. 展出，显示dispose v. 安排，处理（事务）dispose of 去掉，清除distribution n. 分配，分发，分送产品*diversify v. 从事多种经营；多样化divest v. 剥夺dividend n. 股息，红利，年息division n. 部门*dog n. 滞销品down-market a./ad. 低档商品的*down-time/downtime n. 设备闲置期DP（=Data Processing）n. 计算机数据处理，计算机数据处理部门dramatic adj. 戏剧性的drive n. 积极性，能动性due adj. 应付的，预期的dynamic adj. 有活力的Eearnings n. 工资efficiency n. 效率endorse v. 背书，接受engage v. 雇用entitle v. 授权entitlement n. 应得的权利holiday entitlement n. 休假权equity n. 股东权益equity capital n. 股本equities 普通股，股票estimated demand n. 估计需求evaluate v. 估价，评价eventual adj. 最终的exaggerate v. 夸张exceed v. 超过exhibit n. 展览，表现expenditure n. 花费，支出额expense n. 费用，支出expense account n. 费用帐户expenses n. 费用，业务津贴expertise n. 专长，专门知识和技能*exposure n. 公众对某一产品或公司的知悉；广告所达到的观众总数Ffacilities n. 用于生产的设备、器材facilities layout n. 设备的布局规化、计划facilities location n. 设备安置*factoring n. 折价购买债券*fail-safe system n. 安全系统feasibility study n. 可行性研究feedback n. 反馈，反馈的信息field n. 办公室外边，具体业务file n. 文件集，卷宗，档案，文件v. 把文件（或资料）归档fill v. 充任finance n. 资金，财政v. 提供资金financial adj. 财政的financing n. 提供资金，筹借资金finished goods n. 制成品firm n. 公司fire v. 解雇fix v. 确定，使固定在fix up v. 解决，商妥fiscal adj. 国库的，财政的*flagship n. 同类中最成功的商品，佼佼者flexible adj. 有弹性的，灵活的flextime n. 弹性工作时间制flier（=flyer）n. 促销传单float v. 发行股票flop n. 失败flow shop n. 车间fluctuate v. 波动，涨落，起伏FOB， f.o.b n. 离岸价*follow-up n. 细节落实，接连要做的事forecast v. 预测four P's 指产品PRODUCT、价格PRICE、地点PLACE、促销PROMOTION framework n. 框架，结构*franchise n. 特许经销权v. 特许经销，给予特许经销权franchisee n. 特许经营人franchiser n. 授予特许经营权者fraud n. 欺骗*freebie n. （非正式的）赠品，免费促销的商品freelance n.& adj. 自由职业者（的）funds n. 资金，基金futures n. 期货交易Ggap n. 缺口，空隙*gearing n. 配称（即定息债务与股份资本之间的比率）*gimmick n. 好主意，好点子goal n. 目标going adj. 进行的，运转中的going rate n. 产品的市场价格goods n. 货物，商品goodwill n. 声誉*go public v. 首次公开发行股票grapple with v. 与……搏斗，尽力解决grievance n. 申诉，抱怨gross adj. 总的，毛的gross margin n. 毛利率gross profit n. 毛利gross yield n. 毛收益gradually adv. 逐渐地group n. （由若干公司联合而成的）集团grow v. 增长，扩大growth n. 增长，发展guarantee n. 保证，保单guidelines n. 指导方针，准则Hhand in v. 呈送hand in one's notice 递交辞呈handle v. 经营*hands on adj. 有直接经验的hard sell n. 强行推销hazard n. 危险，危害行为head n. 主管，负责health and safety n. 健康和安全*hedge n. 套期保值hidden adj. 隐藏的，不明显的hierarchy n. 等级制度，统治集团，领导层hire v. 雇用hire purchase n. 分期付款购物法hit v. 击中，到达holder n. 持有者holding company n. 控股公司hostile adj. 不友好的，恶意的HRD n. 人力资源发展部human resources n. 人力资源*hype n. 天花乱坠的（夸张）广告宣传Iimpact n. 冲击，强烈影响implement v. 实施，执行implication n 隐含意义incentive n. 刺激；鼓励income n. 工资或薪金收入，经营或投资的收入earned income 劳动收入，劳动所得unearned income 非劳动收入，投资所得increment v. 定期增加incur v 招致，承担*indemnity n. 偿还，赔偿index n. 指数，索引retail price index 零售价格指数indirect costs n. 间接成本induction n. 就职industrial adj. 工业的industrial action n. （罢工、怠工等）劳工行动industrial relations n. 劳资关系inefficiency n. 低效率，不称职inflate v. 抬高（物价），使通货等）膨胀inflation n. 通货膨胀*infringe v. 违法，违章initial adj. 初步的innovate v. 革新input n. 投入insolvent adj. 无清偿力的installment n. 部分，分期付款insure v. 给……保险，投保insurance n. 保险interest n. 利息，兴趣interest rate n. 利率interim n. 中期，过渡期间intermittent production n. 阶段性生产interview n./v. 面试interviewee n. 被面试的人interviewer n. 主持面试的人，招聘者introduce v. 介绍，提出*inventory n. 库存buffer inventory n. 用于应付突发性需求的存货capacity inventory n. 用于将来某时使用的存货cycle inventory n. 循环盘存decoupling inventory n. 保险性存货（以应付万一）finished goods inventory n. 制成品存货（盘存）pipeline inventory n. 在途存货raw materials inventory n. 原材料存货work-in-progress inventory n. 在制品盘存（存货）invest v. 投资investment n. 投资investor n. 投资者invoice n. 发票v. 给（某人）开发票irrevocable adj. 不可撤消的，不能改变的issue n. 发行股票* rights issue n. 优先认股权IT=Information Technology 信息技术item n. 货物，条目，条款Jjob n. 工作job description 工作说明，职务说明*job lot n. 一次生产的部分或少数产品job mobility 工作流动job rotation 工作轮换job satisfaction 工作的满意感（自豪感）*job shop n. 专门车间jobbing n. 为一次性的或小的订货需求而特设的生产制度joint adj. 联合的joint bank account （几个人的）联合银行存款帐户journal n. 专业杂志*jurisdiction n. 管辖（权）junk bonds n. 低档（风险）债券，垃圾债券junk mail n. （未经收信人要求的）直接邮寄的广告宣传*just-in-time n. 无库存制度Kkey adj. 主要的，关键的knockdown adj. （价格）很低的know-how n. 专门技术Llabel n. 标签，标牌v. 加标签，加上标牌labour n. 劳动，工作，劳动力labour market 劳动力市场labour relations 劳资关系labour shortage 劳动力短缺*launch v. 在市场推出一种新产品n. 新产品的推出lay-off/layoff n./v. 临时解雇layout n. 工厂的布局lead v. 领先，领导lead time n. 完成某项活动所需的时间leaflet n. 广告印刷传单lease n. 租借，租赁物legal adj. 合法的lend v. 出借，贷款lessee n. 承租人lessor n. 出租人*ledger n. 分类帐nominal ledger n. 记名帐purchase ledger n. 进货sales ledger n. 销货帐*leverage n. 杠杆比率liability n. 负债liabilities n. 债务licence（US：license）n. 许可证license v. 许可，批准life cycle n. 寿命周期likely adj. 可能的*line process 流水线（组装）link n. 关系，联系，环liquid adj. 易转换成现款的liquidate v. 清算*liquidity n. 拥有变现力liquidation n. 清理（关闭公司），清算liquidator n. 清算人，公司资产清理人listed adj. 登记注册的listing n. 上市公司名录literature n. （产品说明书之类的）印刷品，宣传品litigate v. 提出诉讼loan n./v. 贷款，暂借logo n. 企业的特有标记lose v. 亏损loser n. 失败者loss n. 损失lot n. 批，量loyalty n. 忠诚，忠实Mmagazine n. 杂志，期刊mailshot n. 邮购maintain v. 维持，保持maintenance n. 维持，坚持major adj. 重大的，主要的，较大的majority shareholding 绝对控股make n. 产品的牌子或型号make-to-order adj. 根据订货而生产的产品make-to-stock adj. 指那些在未收到订货时就已生产了的产品management n. 管理，管理部门middle management n. 中层管理人员senior management n. 高层管理人员managerial adj. 管理人员的，管理方面的manager n. 经理plant manager n. 工厂负责人line manager n. 基层负责人staff manager n. 部门经理助理management accounts n. 管理帐目matrix management n. 矩阵管理*management information system（MIS）n. 管理信息系统manning n. 人员配备manpower n. 劳动力manpower resources n. 劳动力资源manual adj. 体力的，人工的，蓝领的manufacture v. （用机器）制造manufacturer n. 制造者（厂、商、公司）manufacturing adj. 制造的manufacturing industry 制造业margin n. 利润gross margin n. 毛利率net margin n. 净利润mark-up v. 标高售价，加价market n. 市场；产品可能的销量down market adv./adj. 低档商品/地的up market adj./adv. 高档商品的/地marketing mix n. 综合营销策略，指定价、促销、产品等策略的配合market leader n. 市场上的主导公司*market niche n. 小摊位，专业市场的一个小部分market penetration n. 市场渗入market segmentation 市场划分market share n. 市场占有率，市场份额*mass-marketing n. 大众营销术*master production schedule n. 主要生产计划*material requirements planning（MRP）n. 计算生产中所需材料的方法*materials handling n. 材料管理，材料控制maximise v. 使增至最大限度、最大化measure n. 措施，步骤media n. 新闻工具，传媒mass media 大众传媒（如电视、广播、报纸等）merchandising n. （在商店中）通过对商品的摆放与促销进行经营merge v. 联合，合并m，erger n. （，公司，企业等的）合并merit n. 优点，值得，应受method study n. 方法研究middleman n. 中间人，经纪人full milk n. 全脂牛奶skimmed milk n. 脱脂乳minimise v. 使减至最小限度，最小化*mission n. 公司的长期目标和原则mobility n. 流动性，可移性moderately adv. 中等地，适度地monopoly n. 垄断，独占mortgage n./v. 抵押motivate v. 激励，激发……的积极性motivated adj. 有积极性的motivation n. 提供动机，积极性，动力motive n. 动机Nnegotiate v. 谈判negotiable adj. 可谈判的，可转让的net adj. 净的，纯的network n. 网络*niche n. 专业市场中的小摊位notice n. 通知，辞职申请，离职通知Oobjective n. 目标，目的obsolete adj. 过时的，淘汰的，废弃的offer n. 报价，发盘offer v. 开价off-season adj./adv. 淡季的off-the-shelf adj. 非专门设计的off-the-peg adj. 标准的，非顾客化的opening n. 空位operate v. 操作，经营，管理operating profits 营业利润*operations chart n. 经营（管理）表*operations scheduling n. 生产经营进度表opportunity n. 机会*optimize v. 优化option n. 选择权share option n. 期权organigram n. 组织图organisation chart n. 公司组织机构图orient v. 定向，指引orientation n. 倾向，方向；熟悉，介绍情况outcome n. 结果outlay n. 开销，支出，费用*outlet n. 商店a retail outlet 零售店outgoings n. 开支，开销outlined adj. 概括，勾勒的草图output n. 产量*outsource v. 外购产品或由外单位制做产品outstanding adj. 未付款的，应收的over-demand n. 求过于供overdraft n. 透支overdraft facility 透支限额overdraw v. 透支*overhead costs n. 营业成本*overheads n. 企业一般管理费用overpay n. 多付（款）overtime n. 加班overview n. 概述，概观owe v. 欠钱，应付Pp.a.（=per annum）n. 每年packaging n. 包装物；包装parent company n. 母公司，总公司part-time adj. 部分时间工作的，业余的participate v. 参加，分享（in）partnership n. 合伙（关系），合伙，合伙企业patent n. 专利pay n. 工资，酬金v. 付钱，付报酬take-home pay 实得工资payroll n. 雇员名单，工资表peak n. 峰值，顶点penetrate v. 渗透，打入（市场）penetration n. 目标市场的占有份额pension n. 养老金，退休金perform v. 表现，执行performance n. 进行，表现工作情况performance appraisal n. 工作情况评估perk n. 额外待遇（交通、保健、保险等）personnel n. 员工，人员*petty cash n. 零用现金phase out n. 分阶段停止使用*pick v. 提取生产用零部件或给顾客发货* picking list n. 用于择取生产或运输订货的表格pie chart n. 饼形图pilot n. 小规模试验pipeline n. 管道，渠道plant capacity n. 生产规模，生产能力plot v. 标绘，策划*plough back n. 将获利进行再投资* point of sale （POS）n. 销售点policy n. 政策，规定，保险单*portfolio n. （投资）组合*portfolio management n. 组合证券管理post n. 邮件，邮局；职位position n. 职位potential n. 潜在力，潜势power n. 能力purchasing power 购买力PR=Public Relations 公共关系*preference shares n. 优先股price n. 价格market price 市场价，市价retail price 零售价probation n. 试用期product n. 产品production cycle n. 生产周期production schedule n. 生产计划product life cycle n. 产品生命周期product mix n. 产品组合（种类和数量的组合）productive adj. 生产的，多产的*profile n. 简介形象特征profit n. 利润operating profit n. 营业利润profit and loss account n. 损益帐户project v. 预测promote v . 推销promotion n. 提升，升级proposal n. 建议，计划prospect n. 预期，展望prospectus n. 计划书，说明书prosperity n. 繁荣，兴隆prototype n. 原型，样品*publicity n. 引起公众注意public adj. 公众的，公开的go public 上市public sector 公有企业publicity n. 公开场合，名声，宣传publics n. 公众，（有共同兴趣的）一群人或社会人士punctual adj. 准时的punctuality n. 准时purchase v. & n. 购买purchaser n. 买主，采购人QQC（=Quality Circle）n. 质检人员qualify v. 有资格，胜任qualified adj. 有资格的，胜任的，合格的qualification n. 资格，资格证明quality n. 质量quality assurance n. 质量保证quality control 质量控制，质量管理quarterly adj./adv. 季度的，按季度questionnaire n. 调查表，问卷quote n. 报价，股票牌价quotation n. 报价，股票牌价RR＆D Research and Development 研究与开发radically adv. 根本地，彻底地raise n. （美）增加薪金v. 增加，提高；提出，引起range n. 系列产品rank n./v. 排名rapport n. 密切的关系，轻松愉快的气氛rate n. 比率，费用fixed rate 固定费用，固定汇率going rate 现行利率，现行汇率rating 评定结果ratio n. 比率rationalise v. 使更有效，使更合理raw adj. 原料状态的，未加工的raw material n. 原材料receive v. 得到receipt n. 收据receiver n. 接管人，清算人accounts receivable 应收帐receivership n. 破产管理recession n. 萧条reckon v. 估算，认为recognise v. 承认reconcile v. 使……相吻合，核对，调和recoup v. 扣除，赔偿recover v. 重新获得，恢复recovery n. 重获，恢复recruit v. 招聘，征募n. 新招收的人员recruitment n. 新成员的吸收red n. 红色in the red 赤字，负债reduce v. 减少reduction n. 减少redundant adj. 过多的，被解雇的redundancy n. 裁员，解雇reference n. 参考，参考资料reference number （Ref. No.）产品的参考号码refund n./v. 归还，偿还region n. 地区*reimburse v. 偿还，报销reject n./v. 拒绝reliability n. 可靠性relief n. 减轻，解除，救济relocate v. 调动，重新安置remuneration n. 酬报，酬金rent v. 租n. 租金rep （代表）的缩写report to v. 低于（某人），隶属，从属reposition v. （为商品）重新定位represent v. 代表，代理representative n. 代理人，代表reputation n. 名声，声望reputable adj. 名声/名誉好的reserves n. 储量金，准备金resign v. 放弃，辞去resignation n. 辞职resistance n. 阻力，抵触情绪respond v. 回答，答复response n. 回答，答复restore v. 恢复result/results n. 结果，效果retail n./v. 零售retailer n. 零售商*retained earnings n. 留存收益retire v. 退休retirement n. 退休return n. 投资报酬*return on investment （ROI）n. 投资收入，投资报酬revenue n. 岁入，税收review v./n. 检查reward n./v. 报答，报酬，奖赏*rework v. （因劣质而）重作risk capital n. 风险资本rival n. 竞争者，对手adj. 竞争的rocket v. 急速上升，直线上升，飞升ROI Return on Investment 投资利润roughly adv. 粗略地round adj. 整数表示的，大约round trip 往返的行程royalty n. 特许权，专利权税run v. 管理，经营running adj. 运转的Ssack v. 解雇sales force 销售人员sample n. 样品v. 试验；抽样检验*saturation n. （市场的）饱和（状态）saturate v. 饱和save v. 节省，储蓄savings n. 存款scale n. 刻度，层次scapegoat n. 替罪羊scare adj. 缺乏的，不足的*scrap n. 废料或废品seasonal adj. 季节性的section n. 部门sector n. 部门*securities n. 债券及有价证券segment n. 部分v. 将市场划分成不同的部分segmentation n. 将市场划分成不同的部门semi-skilled adj. 半熟练的settle v. 解决，决定settlement n. 解决，清偿，支付service n. 服务，帮佣services n. 专业服务settle v. 安排，支付set up v. 创立share n. 股份shareholder n. 股东*shelf-life n. 货架期（商品可以陈列在货架上的时间）shift n. 轮班showroom n. 陈列室simulation n. 模拟shop n. 商店closed shop 限制行业（只允许本工会会员）open shop 开放行业（非会员可从事的工作）shop steward 工会管事shopfloor 生产场所shortlist n. ……供最后选择的候选人名单v. 把……列入最后的候选人名单sick adj. 病的sick leave 病假sick note 病假条sick pay 病假工资sickness 生病skill n. 技能，熟巧skilled employee n. 熟练工人*skimming n. 高额定价，撇奶油式定价slogan n. 销售口号slump n. 暴跌a slump in sales 销售暴跌soft-sell n. 劝诱销售（术），软销售（手段）software n. 软件sole adj. 仅有的，单独的sole distributor 独家分销商solvent adj. 有偿付能力的*sourcing n. 得到供货spare part n. 零部件specification n. 产品说明split v. 分离spokesman n. 发言人sponsor n. 赞助者（为了商品的广告宣传）spread n. （股票买价和卖价的）差额stable adj. 稳定的staff n. 职员stag n. 投机认股者v. 炒买炒卖stagnant adj. 停滞的，萧条的*statute n. 成文法statutory adj. 法定的steadily adv. 稳定地，平稳地stock n. 库存，股票stock exchange n. 证券交易所*stockbroker n. 股票经纪人stock controller 库房管理者storage n. 贮藏，库存量strategy n. 战略*streamline v. 精简机构，提高效率stress n. 压力，紧迫strike n. 罢工structure n. 结构，设备*subcontract v. 分包（工程项目），转包subordinate n. 下级adj. 下级的subscribe v. 认购subsidiary n. 子公司subsidise v. 补贴，资助subsidy n. 补助金substantially adv. 大量地，大幅度地summarise v. 概括，总结superior n. 上级，长官supervisor n. 监督人，管理人supervisory adj. 监督的，管理的supply n./v. 供给，提供survey n 调查*SWOT analysis n. SWOT分析是分析一个公司或一个项目的优点、弱点、机会和风险*synergy n. 协作Ttactic n. 战术，兵法tailor v. 特制产品tailor made products 特制产品take on 雇用takeover n. 接管target n. 目标v. 把……作为目标tariff n. 关税；价目表task n. 任务，工作task force n. 突击队，攻关小队（为完成某项任务而在一起的一组人）tax n. 税，税金capital gains tax n. 资本收益税corporation tax n. 公司税，法人税income tax n. 所得税value added tax 增值税tax allowance 免减税tax avoidance 避税taxable 可征税的taxation 征税tax-deductible 在计算所得税时予以扣除的telesales n. 电话销售，电话售货temporary adj. 暂时的temporary post 临时职位tender n./v. 投标territory n. （销售）区域tie n. 关系，联系throughput n. 工厂的总产量TQC（=Total Quality Control）n. 全面质量管理*track record n. 追踪记录，业绩trade n./v. 商业，生意；交易，经商balance of trade 贸易平衡trading profit 贸易利润insider trading 内部交易trade mark 商标trade union 工会trainee n. 受培训者*transaction n. 交易，业务transfer n./v. 传输，转让*transformation n. 加工transparency n. （投影用）透明胶片treasurer n. 司库，掌管财务的人*treasury n. 国库，财政部trend n. 趋势，时尚*trouble-shooting n. 解决问题turnover n. 营业额，员工流动的比率staff turnover 人员换手率stock turnover 股票换手率Uundertake v. 从事、同意做某事undifferentiated marketing n. 无差异性营销策略uneconomical adj. 不经济的，浪费unemployment n. 失业unemployment benefit n. 失业津贴unit n. 单位unit cost n. 单位成本update v. 使现代化up to date adj./adv. 流行的，现行的，时髦的upgrade v. 升级，增加upturn n. 使向上，使朝上USP 唯一的销售计划Vvacancy n. 空缺vacant adj. 空缺的value n./v. 价值，估价valuation n. 价值value-added n. 增加值variable n. 可变物variation n. 变化，变更variety n. 多样化a variety of 多种多样的vary v. 改变，修改VAT Value Added Tax 增值税vendor n. 卖主（公司或个人）venture n. 冒险，投机venue n. 地点，集合地点viable adj. 可行的viability n. 可行性vision n. 设想，公司的长期目标vocation n. 行业，职业vocational adj. 行业的，职业的Wwage n. （周）工资wage freeze n. 工资冻结warehouse n. 仓库，货栈wealth n. 财富，资源wealthy adj. 富裕的，丰富的welfare n. 福利white-collar 白领阶层white goods n. 如冰箱和洗衣机等用在厨房中的产品wholesale n./adj./adv. 批发wholesaler 批发商*wind up v. 关闭公司withdraw v. 拿走，收回，退出withdrawal n. 拿走，收回，退出wholesale n./a. 批发；批发的wholesaler n. 批发商work n. 工作working conditions n. 工作条件work-in-progress n. 工作过程workload n. 工作量work order n. （包括原料、半成品、成品的）全部存货总量work station 工作位置*working capital n. 营运资本，营运资金write off v. 取消write-off n. 债务的取消Y*yield n. 有效产量Z*zero defect n. 合格产品*zero inventory n. 零存货。
国际商务英语chapter1 Introduction to International Trade
Competitive pressure often makes service and white-collar jobs vulnerable to operations moving overseas.
Invisible Trade
Revenue and expenditure incurred by exchange of services and other nonmaterial commodities. Income and expenses concerning the import and export of commodities, e.g. freight, premium, processing charges. Income and expenses irrelevant to the import and export of commodities, e.g. traveling expenses, diplomatic agent expenses, overseas remittances, franchise fees, dividends paid to foreign investors, etc. As invisibles do not go through customs clearance, they are not indicated in customs statistics, but on a country’s statement of balance of payments.
国际商务英语复习要点
国际商务英语学科考试复习要点Lesson 1 International Business商务术语：FDI GDP BOT patent copyright value chain franchising (紫色书10-11页)考点：国际商务贸易的主要类型（major types of international business）A．Trade（贸易）：a. commodity trade (商品贸易,也叫有形贸易visible trade )b. service trade (服务贸易, 也叫无形贸易invisible trade)B. Investment (投资): a. foreign direct investment (FDI 外国直接投资)b. portfolio investment (证券投资)C. Other types (其他类型): a. licensing and franchising (国际许可与特许经营)b. management contract and contract manufacturing (管理合同和承包生产)翻译练习:1. 随着经济全球化的发展,无形贸易即使在发展中国家的国际贸易中所占的比例也逐渐增大With the development of economic globalization, invisible trade accounts for an increasing proportion of the world trade even in the developing countries2. BOT是“交钥匙”工程的一种流行的变通形式BOT is a popular variant of the turnkey projectLesson 2 Income Level and the World Market商务术语:GNP PPP ( purchasing power parity 购买力平价) Staple goods (大路货)creditor country ( 债权国) (紫色书25页)考点:国民生产总值和国内生产总值(GNP 和GDP)GNP: refers to the market value of goods and services produced by the property and labor owned by the residents of an economyGDP: refers to the market value of all goods and services produced within the geographic area of an economy.Per capita income (人均收入): It is calculated by dividing its national income by its population Triad and Quad (三方组合和四方组合): A. United StatesB. Western EuropeC. JapanD. Canada翻译练习:1. 国民生产总值和国内生产总值体现了一个国家的全部收入,在衡量国民收入方面可以互换使用。
国际商务英语串讲讲义
International Business EnglishLesson 1International BusinessBusiness Knowledge:The major differences between international business and domestic businessA.Differences in legal systemsB.Differences in currenciesC.Differences in cultural backgroundD.Different in natural and economic conditionsThe major types of international businessA. Trademodity tradeb.Service tradeB. Investmenta.Foreign direct investmentb.Portfolio investmentC. Other typesa.Licensing and franchisingb.Management contract and contract manufacturingc.Turnkey project and BOTTrade Terms:1.Customs area关税区:2.Conversion货币兑换3.Visible trade有形贸易: The form of commodity trade, i.e. exporting and importing goods produced or manufactured in one country for consumption or resale in another. (including cash transaction-bymeans of money and market, and counter trade)4.Invisible trade无形贸易: The form of transportation, communication, banking, insurance, consulting, information etc. is called invisible trade or service industries.5.FDI外国直接投资: Foreign direct investments. Returns through controlling the enterprises or assets invested in a host country. / P.256. One country acquires assets in a foreign country for the purpose ofcontrolling and managing them.6.Portfolio investment证券投资: Purchases of foreign financial assets for a purpose other than controlling.7.Stocks股票: Capital stocks or bonds.8.Bonds债券: The papers issued by a government or a firm with promise to pay back the money lent or invested together with interest.9.Maturity（票据等）到期10.Certificate of deposit大额存单11.Licensing许可经营: In licensing, a firm leases the right to use its intellectual property to a firm in another country. They choose licensing because they do not have to make cash payments to statbusiness, and can simply receive income in the form of royalty.12.Franchising特许经营: Under franchising, franchisee is allowed to operate in the name of another, franchiser who provides the former with trademarks, brand names, logos and operating techniques forroyalty.13.Trade Mark商标14.Patent专利15.Royalty专利（许可）使用费，版税16.Copyright版权17.Licenser许可方18.Licensee被许可方19.Franchiser特许方: A firm who provides the franchisee with trademarks, brand names, logos and operating techniques for royalty.20.Franchisee被特许方: A firm is allowed to operate in the name of another.21.Management contract管理合同: Under a management contract, one company offers managerial or other specialized services to another within a particular period for a flat payment or a percentage ofthe relevant business volume.22.Value chain价值链23.Turnkey project“交钥匙”工程: For an international turnkey project, a firm signs a contract with a foreign purchaser and undertakes all the designing, contracting and facility equipping before handingit over to the latter upon completion.24.BOT建设、经营和移交: Build, Operate, Transfer25.Expertise专门知识26.Bonus红利、奖金、津贴27.Royalty 许可使用费28.International investment国际投资: Supplying capital by residents of one country to another.29.Contract manufacturing承包生产30.GATT关贸总协定: General Agreement on Tariffs and Trade31.International business国际商务: Transaction between parties from different countries. Sometimes business across the borders of different customs areas of the same country is also regarded as importand export.32.Intellectual property知识产权33.Oil deposit: 石油储备= oil reserves34.the reserves of natural resources 自然资源储备35.Personal advancement个人的晋升，个人素质的提高以及个人事业的进步等。
国际商务英语重点总结
国际商务英语重点总结第一章一、选择判断题1. What is communication?Transmission of information and meaning from one person or group to another.二、简答题1.Why do you need good communication skills?（为什么你需要良好的沟通技巧）Good communication skills are essential for（良好的沟通技巧是……的基本）Job placement （工作安排）Job performance （工作表现）Career advancement （职业发展）Success in the new world of work （事业成功）2. How may the sender encode a message?（发件者通过什么方式发送信息）Verbally or nonverbally. By speaking, writing, gesturing.（口头或者非口头，类似说、写、手势）3. What kinds of channels carry messages?（信息以什么方式承载）Letters, e-mail, memos, TV, telephone, voice, body.（信件、邮件、备忘录、电视、电话、声音、躯体）4. How does a receiver decode a message?（接收者如何接收信息）Hearing, reading, observing.（听、读、观察）5. When is communication successful?（什么时候沟通被视为成功的）When a message is understood as the sender intended it to be.（当信息被理解为发送者所期望的时候）6. How can a communicator provide for feedback?（如何给沟通者提供反馈）Ask questions, check reactions.（提问、检查反映）7. Keys to Building Powerful Listening Skills（建立强大倾听技巧的关键）Stop talking.（停止说话）Control your surroundings.（控制周围的环境）Establish a receptive mind-set.（建立一个尊重的态度）Keep an open mind.（保持一个开放的思维方式）Listen for main points.（聆听主要观点）Capitalize on lag time.（利用滞后时间）Listen between the lines.（在范围内倾听）Judge ideas, not appearances.（从观点做出判断而不是外表）Hold your fire.（控制脾气）Take selective notes.（做简要笔记）Provide feedback.（提供反馈）8. Nonverbal Communication（非口头沟通包括哪些）Eye contact, facial expression, and posture and gestures send silent messages.（眼神交流、面部表情、姿势和手势发出的无声信息）9. Keys to Building Strong Nonverbal Skills（建立强大非口头沟通技巧的关键）Establish and maintain eye contact.（建立眼神沟通）Use posture to show interest.（用姿势表示兴趣）Improve your decoding skills.（提高接收信息的技巧）Probe for more information.（探索更多信息）Avoid assigning nonverbal meanings out of context.（避免意思之外的非语言表达）Associate with people from diverse cultures.（将人与其对应的文化背景相联系）Appreciate the power of appearance.（对外在作出赞赏）Enlist friends and family.（争取朋友和家人的帮助）10. Improving Communication Among Diverse Workplace Audiences（提高与不同场所中对象的沟通技巧）Understand the value of differences.（理解价值观的差异）Create zero tolerance for bias.（争取零偏差的理解对方观点和表达自己观点）Learn about your own cultural self.（了解自己的文化）Learn about other cultures（了解其他的文化）Make fewer workplace assumptions.（少做工作场所的假设）Build on similarities.（建立相似的对比）第二章一、选择判断题1. Choosing Communication ChannelsFace-to-face conversation , Telephone call , Voice mail message , Fax , E-mail , Face-to-face group meeting , Video-or teleconference , Memo , Letter , Report or proposal .二、改错题1.从观众的角度和利益出发，语气客气委婉2.强调使用第二人称you，而不是we，us，our3.使用交谈语气但略显正式不要太口语化，同时要简洁4.使用积极的语言，即多使用肯定句，尽量不要出现强硬的must和否定假设5.使用包容性词语，不要出现his/her等易产生性别歧视的用词6.使用有礼貌的语言，不要过分命令化和粗鲁化第三章一、简答题1. Collecting Information（获取信息的途径）Search manually (books, magazines, journals).（手动搜索：书籍、杂志、期刊）Access electronically (Internet, databases, CDs).（使用电子方式：网络、数据库、CD）Go to the source (interviews, surveys, questionnaires, focus groups).（直接接触：采访、调查、问卷调查、小组调查）Conduct scientific experiments (measure variables using control groups).（科学实验：设立对照组、实验组进行比较）2.Tips for Making Outlines（制作大纲的技巧）Define main topic in title.（将主题定义为标题）Divide the topic into three to five main points.（将主题分为三到五个主要论点）Break the components into subpoints.（进行分段）Make each component exclusive (no overlapping).（每一个段落进行分别论述：段落内容不重复）Use details and evidence to support subpoints.（使用细节和证据证明论点）3.The advantages of direct strategy and indirect strategy（直接策略和间接策略的优点）Direct strategy:（直接策略）Saves reader’s time（节约读者时间）Sets a proper frame of mind（树立的观点鲜明）Prevents frustration（避免歧义）Indirect strategy：（间接策略）Respects feelings of audience（尊重读者感受）Encourages a fair hearing（鼓励平等的倾听）Minimizes a negative reaction（减少抵触情绪）4.When direct strategy and indirect strategy use?（直接策略和间接策略使用的合适时间）Direct strategy：（直接策略）Receiver is receptive（接收者是易接受的）Receiver requires no education about topic（接受信息不需要该主题的相关知识作为基础）Message is routine（常规消息）Indirect strategy：（间接策略）Receiver may be upset or hostile（接收者是不安或敌对的）Receiver must be persuaded or educated（接收者必须被说服或教育）Message is sensitive（信息比较敏感）二、改错题1.用分号和逗号将长句分开易于浏览2.主动语态与被动语态间的转换，主动语态更多用于商务写作，被动语态强调动作而非动作执行者，被动语态也常用于宣布坏消息3.并列与平行架构间的省略，并列式尽量主语一致4.词序、主语引起的歧义需要改正第四章一、简答题1. Designing Documents for Readability（设计文章使文章更具有可读性）（1）Employ white space.（留出空白）Headings（标题）Short paragraphs（短小的段落）Ragged-right margins（右边距合适）（2）Choose appropriate typefaces.（选择合适的字体）Useful for body text（用于正文的字体）Times New Roman、宋体Useful for headings（用于标题的字体）Arial、方正姚体（3）Use bulleted and numbered lists.（使用项目标号或标号列表）Break up complex information into smaller chunks.（把复杂的信息分成更小的块）Use numbered lists for sequences.（使用标号列表）Use bulleted lists for items that don’t require a certain order.（使用不需要标号的列表）2. How to Proofread Complex Documents（如何校对复杂的文件）Allow adequate time.（留出足够多的时间）Print a copy and set it aside for a day.（打印一份复印件至于旁边）Be prepared to find errors.（做好寻找出错误的准备）Read once for meaning and once for grammar/mechanics.（一遍从语法出发一遍从结构出发）Reduce your reading speed.（减慢你的阅读速度）For documents that must be perfect, have someone read the message aloud.（对于文件必须是完美的，应该有人能够大声的将上面的信息读出来）Note names, difficult words, capitalization and punctuation.（注意名称、生僻词、大小写和标点符号的正确运用）二、改错题1.避免句子冗长，将宾语从句that或其他动词前的内容删去2.避免使用there is/was或it is/was，尽量将其删去3.移除重复词或用其他词进行简略化的代换4.将术语转化成普通话语5.将带ment或tion的名词转化为动词6.去掉不必要的副词7.用更清晰的话替换模糊词，例如用名字而不是The man，明确的计划而不是The plan，清晰的形容词而不是笼统的形容词，具体的方式而不是一个动词8.使用数字标号代替First，图标进行更加清晰的描述，尽量用首词进行段落或topic的概括第五章一、选择判断题1. Writing Plan for Information and Procedure E-Mail Messages and MemosSubject line: Summarize the message content.Opening: Expand the subject line by stating the main idea concisely in a full sentence.Body: Provide background data and explain the main idea. In describing a procedure or giving instructions, use command language (do this, don't do that).Closing: Request action, summarize the message, or present a closing thought.2. Writing Plan for RequestsSubject line: Summarize the request and note the action desired.Opening: Begin with the request or a brief statement introducing it.Body: Provide background, justification, and details. If asking questions, list them in parallel form. Closing: Request action by a specific date. If possible, provide a reason. Express appreciation, if appropriate.3. Writing Plan for RepliesSubject line: Summarize the main information from your reply.Opening: Start directly by responding to the request with a summary statement.Body: Provide additional information and details in a readable format.Closing: Add a concluding remark, summary, offer of further assistance, or request for further action.二、简答题1. Components of E-Mail and Memos（E-mail和备忘录的组成部分）（1）Subject Line（标题）Summarize message clearly and concisely.（清晰概括地总结信息）Avoid meaningless one-word headings, such as "Help" or "Urgent."（避免使用单词作为标题例如"Help"或者"Urgent"）（2）Opening（开头）Frontload main idea immediately.（立即表达出中心思想）Avoid reviewing background.（避免重复背景）（3）Body（主体）Organize information and explanations logically.（将信息和解释有逻辑地组织起来）Cover just one topic.（紧紧围绕着一个主题展开叙述）Use numbered and bulleted lists.（使用标号或顺序表）Consider adding headings for visual impact.（考虑添加小标题带来视觉上的的更深印象）（4）Closing options（结尾）End with action information, dates, and deadlines.（以活动信息、日期、截止期限等结尾）Summarize the message.（总结全部信息）Provide a closing thought.（避免封闭式的思想）2. Using E-Mail Smartly, Safely, and Professionally（如何聪明地、安全地、专业地使用E-mail）（1）Getting Started（开篇）Consider composing off line.（考虑好整篇的思路）Type the receiver’s address correctly.（正确输入接收者的地址）Avoid misleading subject lines.（避免对主题有任何误导）（2）Content, Tone, Correctness（内容，语调，正确性）Be concise.（简明）Don’t send anything you wouldn’t want published.（不要发送任何你不想公开的信息）Don’t use e-mail to avoid contact.（不要用电子邮件避免联系）Care about correctness and tone.（关注语气是否合适）Resist humor and rage.（避免过分地幽默和愤怒）（3）Netiquette（礼节）Limit any tendency to send blanket copies.（限制对使用复制的倾向）Never send “spam.”（永远都不要发送垃圾邮件）Consider using identifying labels, such as ACTION, FYI, RE, URGENT.（考虑使用合适的标签）Use capital letters only for emphasis or for publication titles.（仅用于强调和标题时使用大写字母）Seek permission before forwarding.（在转发前寻求许可）（4）Reading and Replying（阅读和回复）Scan all messages before replying.（回复前阅读所有信息）Acknowledge receipt.（确认收到）Don’t automatically return the sender’s message.（不要自动送回发件人的消息）Revise the subject line if the topic changes.（如果主体变更要修改主题行）Provide a clear, complete first sentence.（使用清晰完整的首句）Never respond when you are angry.（永远不要在愤怒时回复）（5）Personal Use（个人使用）Don’t use company computers for personal matters unless allowed by your organization.（除非组织允许，不要使用公司电脑进行个人事务）Assume that all e-mail is monitored.（假设所有邮件都被监控）（6）Other Smart Practices（其他小技巧）Consider cultural differences.（考虑文化差异）Double-check before hitting the Send button.（在发送前再做一次检查）第六章一、简答题1. Why are letters still important in business?（为什么在商务中信件仍然很重要）They produce a permanent record.（可以形成永久性的记录）Unlike e-mail, they are confidential.（相比于邮件更加机密）They convey formality and sensitivity.（可以表述更敏感的信息也更正式）They deliver persuasive, well-considered messages.（他们传递更具有说服力和更深思熟虑的消息）2. Goals in Adjustment Letters（调整信件的目的）To rectify the wrong, if one exists（如果存在错误可以纠正）To regain the confidence of the customer（重拾顾客的信心）To promote future business and goodwill（促进未来的业务和商誉）3. Using Sensitive Language（使用敏感语言需要注意的）Don’t use negative words (trouble, regret, misunderstanding, fault, error, inconvenience, you claim).（不要使用负面词语）Don’t blame customers—even when they may be at fault.（就算顾客有错误也不要指责客户）Don’t blame individuals or departments w ithin your organization.（不要指责你组织中的部门或个体）Don’t make unrealistic promises.（不要许不切实际的诺言）第七章一、简答题1. When is persuasion necessary?（何时需要进行劝说）Requests for time, money, information, special privileges, and cooperation require persuasion.（需要时间，金钱，信息，特权和合作的时候需要进行劝说）2. Why are requests granted?（为什么请求是理所当然的）Requests may be granted because the receivers：（请求是理所当然的因为接收者）are genuinely interested in your project.（对你的项目很感兴趣）see benefits for others.（看到了别人的利益）expect goodwill potential for themselves.（对他们自己很有潜力）feel obligated as professionals to contribute their time or expertise to "pay their dues."（觉得有义务为为专业人士贡献时间或对方会支付相关费用）3. Persuading Within Organizations（组织内部的劝说）（1）Persuading subordinates（说服下属）Instructions or directives moving downward usually require little persuasion. However, persuasion may be necessary to：（指令或命令通常只需要较小的说服力，然而说服仍然是必要的）ask workers to perform outside their work roles（要求下属扮演工作之外的角色）accept changes not in their best interests (such as pay cuts, job transfers or reduce benefits).（要说服的事情不影响其利益，如：削减工资，工作调整，削减福利）（2）Persuading the boss（说服上级）In requests moving upward：（说服上级的基础）provide evidence.（提供证据）don’t ask for too much.（不要求太多）use words such as “suggest” and “recommend.”（使用“建议”和“推荐”等词语）Sentences should sound nonthreatening, for e xample, “It might be a good idea if....” （语句中不携带威胁的成分，例如“如果这样，这将是一个很好的办法”）4. Gaining Attention（如何吸引注意力）Question（设问）Benefit（达成相关利益）Offer（提供一个选择）Quotation or proverb（引用谚语）Related fact（相关事实）Testimonial（客户评价）Startling Statement（令人吃惊的例子）5. Maslow’s Hie rarchy of Needs（马斯洛的需求层次理论）Physiological needs include the need for food, clothing, and shelter.（生理需求保罗对食物、穿衣和居住的需要）Security and safety needs include the need to be free from physical danger and to be secure in the feeling that physiological needs can be met.（安全需求包括对身体安全和安全感还有心理安全的需要）Social needs involve the need to be loved, to be accepted, and to belong. （社会需求包括被爱，被接受和归属感的需要）Ego needs involve the need to be heard, to be appreciated, and to be wanted.（尊重需要包括被倾听背心上和被需要的需求）Self-actualizing needs involve the need to achieve one’s fullest potential.（自我实现需要包括实现个人目标的需求）6. Eliciting Desire（如何激发顾客欲望）Testimonials（客户评价）Names of satisfied users (with permission)（满意的客户名称：被允许提供的情况下）Money-back guarantee or warranty（退款保证或保修）Free trial or sample（免费试用的样品）Performance tests, polls, or awards（性能测试、投票、抽奖）Objections and questions（对反对意见的反馈和解答）7. Motivating Action（增加积极性的方法）Offer a gift（赠送礼物）Promise an incentive（承诺奖励）Limit the offer（限量供应）Set a deadline（设立截止日期）Guarantee satisfaction（保证满意）第八章一、简答题1. Guidelines for Developing Informal Reports（撰写非正式报告的步骤）Determine problem and purpose.（决定主题）Gather data.（收集数据）Organize data.（整理数据）Write first draft.（初稿撰写）Edit and revise.（编辑和修改）2. Gathering Data for Reports（为报告收集数据的来源）Company records（公司记录）Personal observations（个人观察）Surveys and questionnaires（调查问卷）Interviews（采访）Printed material（印刷品）Electronic resources（电子资源）二、作文题rmation Report（信息报告）Information reports provide findings without analysis or persuasion. For example, your boss asks you to investigate prepaid legal services as a possible employee benefit.（信息报告提供无分析或说服的结果。
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《国际商务英语》串讲笔记1Aabroad adv.在国外，出国，广泛流传absence n. 缺席，离开absent adj. 不在，不参与absenteeism n.（经常性）旷工，旷职absorb v.吸收，减轻（冲击、困难等）作用或影响abstract n.摘要access n.接近（或进入）的机会，享用权v.获得使用计算机数据库的权利accommodation n.设施，住宿account n.会计帐目accountancy n.会计工作accountant n.会计accounts n.往来帐目account for解释，说明account executive n.（广告公司）客户经理*accruals n.增值，应计achieve v.获得或达到，实现，完成acknowledge v.承认，告知已收到（某物），承认某人acquire v.获得，得到*acquisition n.收购，被收购的公司或股份acting adj.代理的activity n.业务类型actual adj.实在的，实际的，确实的adapt v.修改，适应adjust v. 整理，使适应administration n. 实施，经营，行政administer v. 管理，实施adopt v.采纳，批准，挑选某人作候选人advertise v. 公布，做广告ad n.做广告，登广告advertisement n. 出公告，做广告advertising n.广告业after-sales service n.售后服务agenda n.议事日程agent n.代理人，经纪人allocate v.分配，配给amalgamation n.合并，重组ambition n.强烈的欲望，野心*amortise v.摊还analyse v分析，研究analysis n. 分析，分析结果的报告analyst n. 分析家，化验员annual adj.每年的，按年度计算的annual general meeting（AGM）股东年会anticipate v.期望anticipated adj.期待的appeal n.吸引力apply v. 申请，请求；应用，运用applicant n.申请人application n.申请，施用，实施appointee n.被任命人appraisal n.估量，估价appreciate v.赏识，体谅，增值*appropriate v.拨出（款项）approve v.赞成，同意，批准aptitude n.天资，才能*arbitrage n.套利arbitration n.仲裁*arrears n.欠帐assemble v.收集，集合assembly-line n.装配线，流水作业线assess v.评定，估价asset n.资产current asset n.流动资产fixed asset n.固定资产frozen asset n.冻结资产intangible assets n.无形资产liquid assets n.速动资产tangible assets n.有形资产assist v.援助，协助，出席audit n.查账，审计automate v. 使某事物自动操作average n.平均，平均水准awareness n.意识；警觉Bbacking n.财务支持，赞助backhander n.贿赂*backlog n.积压（工作或订货）bad debt死账（无法收回的欠款）balance n. 收支差额，余额balance of payments n. 贸易支付差额balance sheet n.资产负债表bankrupt adj. 破产的bankruptcy n. 破产bank statement n.银行结算清单（给帐户的），银行对账单bar chart n.条形图，柱状图bargain v.谈判，讲价base n. 基地，根据地batch n.一批，一组，一群batch production批量生产bear market n.熊市beat v. 超过，胜过behave v.表现，运转behaviour n. 举止，行为，运转情况below-the-line advertising线下广告，尚未被付款的广告benchmark n.衡量标准benefit n.利益，补助金，保险金得益fringe benefits n. 附加福利sickness benefit n.疾病补助费bid n.出价，投标takeover bid n.盘进（一个公司）的出价bill n. 账单，票据billboard n.（路边）广告牌，招贴板black adj.违法的in the black有盈余，贷方black list黑名单，禁止贸易的（货物、公司及个人）名单black Monday n.黑色星期一，指1987年10月国际股票市场崩溃的日子blue chips n.蓝筹股，绩优股blue-collar adj. 蓝领（工人）的Board of Directors n.董事会Bond n.债券bonus n.津贴，红利books n.公司帐目book value n. 账面价值，（公司或股票）净值bookkeeper n.簿记员，记帐人boom n.繁荣，暴涨boost v.提高，增加，宣扬bottleneck n.瓶颈，窄路，阻碍bottom adj.最后的，根本的v. 到达底部，建立基础bounce v.支票因签发人无钱而遭拒付并退回brainstorm n./v.点子会议，献计献策，头脑风暴branch n.分支，分部brand n.商标，品牌brand leader n.占市场最大份额的品牌，名牌brand loyalty n.（消费者）对品牌的忠实break even v.收支相抵，不亏不盈break even point收支相抵点，盈亏平衡点breakthrough n.突破brief n.摘要brochure n.小册子broker n.经纪人，代理人bull market牛市budget n.预算bulk n.大量（货物）adj.大量的bust adj.破了产的buyout n.买下全部产权《国际商务英语》串讲笔记2CCAD（=Computer Aided Design） n.计算机辅助设计call n.打电话call on v. 呼吁，约请，拜访campaign n.战役，运动candidate n. 求职者，候选人canteen n.食堂canvass v.征求意见，劝说capacity n.生产额，（最大）产量caption n.照片或图片下的简短说明capital n.资本，资金capture v.赢得cash n. 现金，现付款v. 兑现cash flow n. 现金流量case study n.案例分析catalogue n.目录，产品目录catastrophe n.大灾难，大祸CEO n. Chief Executive Officer（美）总经理chain n.连锁店challenger n.挑战者channel n.（商品流通的）渠道charge n. 使承担，要（价），把……记入（账册等）chart n.图表checkout n. 付款台chief adj. 主要的，首席的，总的CIF， c.i.f.成本保险费加运费circular n.传阅的小册子（传单等）circulate v.传阅claim n./v.要求，索赔client n.委托人，顾客cold adj.没人找上门来的，生意清淡的commercialise v.使商品化commission n.佣金*commitment n.承诺commodity n. 商品，货物company n. 公司limited （liability） company （ltd.）股份有限公司public limited company （plc） n.股票上市公司compensate v. 补偿，酬报compensation n. 补偿，酬金compete v.比赛，竞争competition n. 比赛，竞争competitor n. 竞争者，对手competitive adj.竞争性的component n.机器元件、组件、部件，部分concentrated marketing n.集中营销策略condition n. 条件，状况*configuration n.设备的结构、组合conflict n. 冲突，争论*conglomerate n.综合商社，多元化集团公司*consolidate v.帐目合并*consortium n.财团constant adj.恒定的，不断的，经常的consultant n.咨询人员，顾问，会诊医生consumables n.消耗品consumer durables n.耐用消费品（如：洗衣机）consumer goods n.消费品，生活资料*contingency n.意外事件continuum n.连续时间contract n.合同，契约contractor n.承办商，承建人contribute v. 提供，捐献contribution n. 贡献，捐献，税conversion n.改装，改造conveyor n. 运送，传递，转让core time n.（弹性工作制的）基本上班时间（员工于此段时间必须上班，弹性只对除此以外的时间有效）cost n.成本fixed costs固定成本running costs日常管理费用variable costs可变成本cost-effective adj.合算的，有效益的costing n.成本计算，成本会计credit n.赊购，赊购制度credit control赊销管理（检查顾客及时付款的体系）letter of credit信用证credit limit赊销限额credit rating信贷的信用等级，信誉评价creditor n.债权人，贷方*creditworthiness n.信贷价值，信贷信用crisis n.危机，转折点critical adj.关键的*critical path analysis n.关键途径分析法currency n.货币，流通current adj. 通用的，现行的Current account 往来帐户，活期（存款）户current assets n.流动资产current liabilities n.流动负债customise v. 按顾客的具体要求制造（或改造等）；顾客化cut-throat adj.残酷的，激烈的cut-price a.削价（出售）的CV（=curriculum vitae） n.简历，履历*cycle time n.循环时间Ddamages n. 损害，损失deadline n.最后期限deal n.营业协议，数量v.交易dealer n. 商人debit n. 借方，欠的钱v.记入帐户的借方debt n.欠款，债务to get into debt负债to be out of debt不欠债to pay off a debt还清债务debtor n.债务人aged debtors长期债务人declare v. 申报，声明decline n./v.衰退，缓慢，下降decrease v.减少deduct v.扣除，减去default n.违约，未履行defect n.缺陷defective adj. 有缺点的defer v.推迟deferred payments n.延期支付deficit n.赤字delivery cycle n.交货周期*demand management n.需求规化demotivated adj.消极的，冷谈的deposit n.储蓄，预付（定金）depot n.仓库depreciate v.贬值，（对资产）折旧depressing adj.令人沮丧的deputy n.代理人，副职，代理devalue v.货币贬值（相对于其它货币）diet n.饮食，食物，特种饮食differentiation n.区分，鉴别dimensions n. 尺寸，面积，规模direct v管理，指导director n.经理，主管Managing Director n.总经理direct cost n.直接成本direct mail n.（商店为招揽生意而向人们投寄的）直接邮件 direct selling n.直销，直接销售directory n. 指南，号码簿discount n. 折扣，贴现dismiss v.让……离开，打发走dismissal n.打发走dispatch n./v. 调遣display n./v. 展出，显示dispose v.安排，处理（事务）dispose of去掉，清除distribution n.分配，分发，分送产品*diversify v.从事多种经营；多样化divest v.剥夺dividend n.股息，红利，年息division n.部门*dog n.滞销品down-market a./ad.低档商品的*down-time/downtime n.设备闲置期DP（=Data Processing） n.计算机数据处理，计算机数据处理部门dramatic adj. 戏剧性的drive n.积极性，能动性due adj.应付的，预期的dynamic adj.有活力的《国际商务英语》串讲笔记3Eearnings n.工资efficiency n.效率endorse v.背书，接受engage v.雇用entitle v.授权entitlement n.应得的权利holiday entitlement n.休假权equity n.股东权益equity capital n.股本equities普通股，股票estimated demand n.估计需求evaluate v.估价，评价eventual adj.最终的exaggerate v.夸张exceed v.超过exhibit n.展览，表现expenditure n.花费，支出额expense n.费用，支出expense account n. 费用帐户expenses n.费用，业务津贴expertise n.专长，专门知识和技能*exposure n.公众对某一产品或公司的知悉；广告所达到的观众总数Ffacilities n.用于生产的设备、器材facilities layout n.设备的布局规化、计划facilities location n.设备安置*factoring n.折价购买债券*fail-safe system n.安全系统feasibility study n.可行性研究feedback n.反馈，反馈的信息field n.办公室外边，具体业务file n.文件集，卷宗，档案，文件v.把文件（或资料）归档fill v.充任finance n.资金，财政v.提供资金financial adj.财政的financing n.提供资金，筹借资金finished goods n.制成品firm n.公司fire v.解雇fix v.确定，使固定在fix up v. 解决，商妥fiscal adj. 国库的，财政的*flagship n.同类中最成功的商品，佼佼者flexible adj. 有弹性的，灵活的flextime n.弹性工作时间制flier（=flyer） n.促销传单float v.发行股票flop n.失败flow shop n.车间fluctuate v.波动，涨落，起伏FOB， f.o.b n.离岸价*follow-up n.细节落实，接连要做的事forecast v.预测four P's指产品PRODUCT、价格PRICE、地点PLACE、促销PROMOTION framework n.框架，结构*franchise n. 特许经销权v.特许经销，给予特许经销权franchisee n.特许经营人franchiser n.授予特许经营权者fraud n.欺骗*freebie n.（非正式的）赠品，免费促销的商品freelance n.& adj.自由职业者（的）funds n.资金，基金futures n.期货交易Ggap n.缺口，空隙*gearing n.配称（即定息债务与股份资本之间的比率）*gimmick n.好主意，好点子goal n.目标going adj.进行的，运转中的going rate n.产品的市场价格goods n.货物，商品goodwill n.声誉*go public v.首次公开发行股票grapple with v.与……搏斗，尽力解决grievance n.申诉，抱怨gross adj. 总的，毛的gross margin n.毛利率gross profit n.毛利gross yield n.毛收益gradually adv.逐渐地group n.（由若干公司联合而成的）集团grow v.增长，扩大growth n.增长，发展guarantee n. 保证，保单guidelines n.指导方针，准则Hhand in v.呈送hand in one's notice递交辞呈handle v.经营*hands on adj.有直接经验的hard sell n.强行推销hazard n.危险，危害行为head n.主管，负责health and safety n.健康和安全*hedge n.套期保值hidden adj.隐藏的，不明显的hierarchy n.等级制度，统治集团，领导层hire v.雇用hire purchase n.分期付款购物法hit v.击中，到达holder n.持有者holding company n.控股公司hostile adj.不友好的，恶意的HRD n.人力资源发展部human resources n.人力资源《国际商务英语》串讲笔记4Iimpact n.冲击，强烈影响implement v.实施，执行implication n隐含意义incentive n.刺激；鼓励income n.工资或薪金收入，经营或投资的收入earned income劳动收入，劳动所得unearned income非劳动收入，投资所得increment v.定期增加incur v招致，承担*indemnity n.偿还，赔偿index n.指数，索引retail price index零售价格指数indirect costs n.间接成本induction n.就职industrial adj. 工业的industrial action n.（罢工、怠工等）劳工行动industrial relations n. 劳资关系inefficiency n.低效率，不称职inflate v.抬高（物价），使通货等）膨胀inflation n.通货膨胀*infringe v.违法，违章initial adj.初步的innovate v.革新input n.投入insolvent adj.无清偿力的installment n.部分，分期付款insure v.给……保险，投保insurance n.保险interest n.利息，兴趣interest rate n.利率interim n.中期，过渡期间intermittent production n.阶段性生产interview n./v.面试interviewee n.被面试的人interviewer n.主持面试的人，招聘者introduce v.介绍，提出*inventory n.库存buffer inventory n.用于应付突发性需求的存货capacity inventory n.用于将来某时使用的存货cycle inventory n.循环盘存decoupling inventory n.保险性存货（以应付万一）finished goods inventory n.制成品存货（盘存）pipeline inventory n.在途存货raw materials inventory n.原材料存货work-in-progress inventory n.在制品盘存（存货）invest v.投资investment n.投资investor n.投资者invoice n.发票v.给（某人）开发票irrevocable adj.不可撤消的，不能改变的issue n.发行股票* rights issue n.优先认股权IT=Information Technology信息技术item n.货物，条目，条款Jjob n.工作job description工作说明，职务说明*job lot n.一次生产的部分或少数产品job mobility工作流动job rotation工作轮换job satisfaction工作的满意感（自豪感）*job shop n.专门车间jobbing n.为一次性的或小的订货需求而特设的生产制度joint adj.联合的joint bank account（几个人的）联合银行存款帐户journal n.专业杂志*jurisdiction n.管辖（权）junk bonds n.低档（风险）债券，垃圾债券junk mail n.（未经收信人要求的）直接邮寄的广告宣传*just-in-time n.无库存制度Kkey adj.主要的，关键的knockdown adj.（价格）很低的know-how n.专门技术Llabel n.标签，标牌v.加标签，加上标牌labour n.劳动，工作，劳动力labour market劳动力市场labour relations劳资关系labour shortage劳动力短缺*launch v.在市场推出一种新产品n.新产品的推出lay-off/layoff n./v.临时解雇layout n.工厂的布局lead v.领先，领导lead time n.完成某项活动所需的时间leaflet n.广告印刷传单lease n.租借，租赁物legal adj.合法的lend v.出借，贷款lessee n.承租人lessor n.出租人*ledger n.分类帐nominal ledger n.记名帐purchase ledger n.进货sales ledger n.销货帐*leverage n.杠杆比率liability n.负债liabilities n.债务licence（US： license） n.许可证license v.许可，批准life cycle n.寿命周期likely adj.可能的*line process流水线（组装）link n.关系，联系，环liquid adj.易转换成现款的liquidate v.清算*liquidity n.拥有变现力liquidation n.清理（关闭公司），清算liquidator n.清算人，公司资产清理人listed adj.登记注册的listing n.上市公司名录literature n.（产品说明书之类的）印刷品，宣传品litigate v.提出诉讼loan n./v.贷款，暂借logo n.企业的特有标记lose v.亏损loser n. 失败者loss n.损失lot n.批，量loyalty n.忠诚，忠实《国际商务英语》串讲笔记5Mmagazine n.杂志，期刊mailshot n.邮购maintain v.维持，保持maintenance n. 维持，坚持major adj.重大的，主要的，较大的majority shareholding绝对控股make n.产品的牌子或型号make-to-order adj. 根据订货而生产的产品make-to-stock adj. 指那些在未收到订货时就已生产了的产品management n.管理，管理部门middle management n.中层管理人员senior management n.高层管理人员managerial adj.管理人员的，管理方面的manager n.经理plant manager n.工厂负责人line manager n.基层负责人staff manager n.部门经理助理management accounts n. 管理帐目matrix management n.矩阵管理*management information system（MIS） n.管理信息系统manning n. 人员配备manpower n.劳动力manpower resources n.劳动力资源manual adj.体力的，人工的，蓝领的manufacture v.（用机器）制造manufacturer n.制造者（厂、商、公司）manufacturing adj.制造的manufacturing industry制造业margin n.利润gross margin n.毛利率net margin n.净利润mark-up v.标高售价，加价market n.市场；产品可能的销量down market adv./adj. 低档商品/地的up market adj./adv.高档商品的/地marketing mix n.综合营销策略，指定价、促销、产品等策略的配合market leader n.市场上的主导公司*market niche n.小摊位，专业市场的一个小部分。