外教社 商务英语入门期末概念,词汇等总结.doc

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1、一 Forms of Business Ownership1. 重要的短语和词汇 joint ventures 合资企业 corporations 公司 limited liability companies 有限责任公司 mergers and acquisitions 企业兼并与收购 franchises 特许经营 raise capital 筹资 fringe benefits附加福利 drawback 阻碍 make binding decisions 做出有约束力的，附有义务的决定 agreement 协议 creditor 债权人 pool their money and cred

2、it 筹资和贷款 dividend 股息 incorporate a business 组建公司 capital base 资本基础 retain profits 保留盈余 interdisciplinary 跨学科的 claim bankruptcy 宣布破产 a salaried laborer or employee 上班族 high-achievement employee generate profit 创造利润 wind up/close business 关闭生意 be liable for 对.负有法律责任 state-owned enterprise 国有企业 broad o

3、f directors 董事会 barre 除.之外 issuance 发行 minute book 记录簿 bylaws and minutes 规章制度和会议记录 annual report 年度报告 sales volume 销售量 total assets 总资产 financial condition 财政状况 satisfy claims 还清索赔金额 pay off business debts 偿清债务 terminology 术语 paperwork 文书工作 default 违约 real state 房地产 create a concentrated market 形成一

4、个集中市场 availability 可利用性 innovation 创新 sec-kill scandal 秒杀门 start from scratch 白手起家 a franchise agreement 特许经营合同 franchise 特许者 franchisee 被特许者 trademark 注册商标 deliver a product or service 送货/提供服务 coupon 优惠券 production line 生产线 2. 定义：An organization that is owned.and usually managed,by one person is ca

5、lled sole proprietorships(个人企业) Advantage:Be your own boss/Keep profit from your business/Enjoy freedom to wind up your business Disadvantage: Difficult to raise capital /Unlimited liability/Long hours working for the owner/Limited life span /Lose fringe benefitsPartnership（合伙企业）: A legal relationsh

6、ip between persons carrying on a profit-motivated business. (maybe a partnership between two partners or among thirty )Advantages Bring different skills and resource the business /Easier to pay the rent ,utilities ,and other bills incurred by a business (A limited partnership is specially to designe

7、d to raise money )Disadvantages Personally responsible for liability of the partnership/There exists division of profits/Disagreement among partners/Difficult to terminate Key elements of general partnership (1)common ownership(2)shared profits and losses (3)the right to participate in managing the

8、operation of the businessGeneral partnership（普通合伙）：a business with at least one general partner who has unlimited liability（无限责任）for the debts of the business (general partners arrange and run the business)Limited partnership(有限合伙): An arrangement where a person can contribute to a business without

9、being involved in the affairs of the partnership (limited partners are investors only)Joint Ventures: (合资企业)the pooling of resources and expertise by two or more business ,typically from different areas or countries to achieve a particular goal .the risks and rewards of the enterprise are also share

10、d (eg:Hewlett-Packard and Samsung).Advantage Access to new markets and distribution networks*分销渠道)/Increased capacity（生产力）/The sharing of risks with a partner/Access to specialized staff and technology.Disadvantages 1.If the objective of the venture is completely clear ,or not communicated to all th

11、e staff ,problems are likely to arise .2.There is an imbalance in the level of the expertise ,investment or assets brought into the venture by the different the partners3.Different culture and management style results in poor integration and co-operation between the partners.4.The partner businesses

12、 (总公司)do not provide sufficient leadership and support in the early stageThe corporation （公司）:a legal entity（法人实体） ,allowed by legislation ,which permits a group of people ,as shareholders（股东） (for-profit companies 盈利性企业) or members (non-profit companies), to create an organization, which can then f

13、ocus on pursuing set objective ,and empowered（授权与） with legal rights which are usually only reserved for individual ,such as to sue or be sued ,own property ,hire employees or loan and borrow money Advantages（P12.13） Limited liability /Skilled management team /Transfer of ownership /Greater capital

14、base/Stability Disadvantages(P13,14) Multiple taxation(双重课税) /Difficulty and expense of starting /Government involvement /Lack of secrecy /Lack of personal interest /Credit limitations(信用额度)（P13,14）Limited liability companies (LLC):（有限责任公司）A type of business ownership combining several features of c

15、orporation and partnership structure .It is not a corporation or a partnership .The numbers of the members are unlimited and may be individual Advantages Limited liability /Flexible profit distribution(灵活的利益分配)/No minutes/Flow through taxation（转移课税）Disadvantages Limited life /Going public (上市)/Added

16、 complexity（变得复杂）Merger(兼并) :the result of the combination of two companies (or corporations) to form a new company .Acquisition（收购） :one company buying the property and obligations of another company A horizontal merger（横向收购）joins firms in the same industry and allows them to diversify（横线多样化）or exp

17、end their products (e.g. The merger of a bicycle company and a tricycle company , TCL and TMS )A Vertical merger（纵向兼并）is the joining of two firms involved in different stages of the related business a manufacture（生产商）merging with a supplier（供应商）of component（零部件） products ,or a manufacturer merging w

18、ith distributor（分销商）of its products.A potential competition merger(conglomerate)(混合兼并)unites firms in completely unrelated industrials.A franchises (特许经营)is the right to use a business name and sell products or services, usually in a specific geographical territory. (McDonalds and KFC). Advantages I

19、t is a way to reduce risk and receive support from a large network./The preliminary work has been done with an infrastructure (基础设施)well established, a product line （产品线）in place, and the marketing strategy (营销策略)developed. /The customer base (顾客群)may be set, sometimes with good name recognition.（品牌

20、认同） /The franchiser usually provides management assistance and training and may offer financial support. Disadvantages A franchise offers less freedom than an independent business.Initial franchise fees(加盟费) may be expensive. (Start-up costs for a KFCs restaurant is about $5 million to $6 million in

21、 China.)/The franchise often demands a large share of the profits referred to as royalty payments（专利权税）./The reputation of one franchisee could be adversely affected by the failings of others.Types of corporationsPrivate Attempts to earn a satisfactory profitPublic Owned and run by the governmentClo

22、sed Stock held by only a few owner and not sold on the stock marketOpen Stock held by numerous people and actively sold on the marketMunicipal Cities and townships that carry out businessDomestic incorporated in one province or country and doing business within that regionForeign Incorporated in one

23、 province or country and doing business in another province country Alien Incorporated in one nation and operating in another nation Non- Service organization incorporated forProfit limited- liability status二 Management 1.定义：（1.）Management is defined as the application of planning,organizing,directi

24、ng,and controlling functions in the most efficient manner possible to accomplish meaningful organizational objectives. The theme of management is that a central person must-by using such skills as decision making,communication and objective setting-coordinate the work activities of others to achieve

25、 organizational objectives(组织目标).（书上39页图）（2.）Planning means defining goals for future organizational performance(企业运作) and deciding on the tasks and use of resources needed to attain them.Strategic （long-range）planning(战略规划)determines the major goals of the organization as well as the policies,proce

26、dures,and strategies for obtaining and using resources to achieve those goals.Tactical(short-range) planning(短期规划) is the process of developing detailed,short-term strategies about what is to be done,who is to do it,and how it is tod be done.Operational planning(运营规划) is the process of setting work

27、standards and schedules necessary to implement the tactical objectives.Contingency planning(应急计划)is the process of preparing alternative courses of action that may be used if the primary plans dont achieve the organizations objectives. (3) .Organizing involves the assignment of tasks,the grouping of

28、 tasks into departments,and the allocation of resources to departments.Autocratic leadership(专制型领导)，the close style of supervision,means providing subordinates with detailed job instructions.Democratic leadership(民主型领导)，or general supervision(also referred to as participatory).In this style,the mana

29、ger consults with subordinates about his job activities,problems,and corrective actions.(3) Controlling involves verifying(核实) that actual performance matches the plan.The core idea of control is to modify behavior and performance when deviations(背离) from plans are discovered.The process of control

30、has five basic steps:1. set clear standards for time,quality,quantity,and so on.2. Monitor and record actual performance(results),3. Compare results against plans and standards.4. Communicate results and deviations to the employees involved.5. Take corrective actions(采取矫正行动) when needed.（4） Organiza

31、tional structure(组织结构) is the formal decision-making framework by which job tasks are divided,grouped,coordinated,（书上47页图）Departmentalization by function organizes by the functions to be performed,Departmentalization by product assembles all functions needed to make and market a particular product a

32、nd placed under one executive. Departmentalization by geographical regions groups jobs on the basis of territory or geography.Departmentalization by process groups jobs on the basis of product or customer flow.Departmentalization by customer groups jobs on the basis of a common set of needs or probl

33、ems of specific customers.（5. ）As enterprises grow from an owner to a group to a corporation,a number of managerial levels of management-top level,middle level and first level-are usually portrayed as a managerial hierarchy(管理层) （书53 图表）TOP Level Manger（高层管理者） title-president(总裁)，chairperson(主管),exe

34、cutive director，chief executive officer(CEO)，and executive vice-president(执行副总裁)Middle Level Manger(中层管理者) responsibility-receive the broad overall strategies,missions,and objectives from top-level managers and translate them into specific action programs.The emphasis is on implementing the broad or

35、ganizational plans. First Level Manger(基层管理者)responsibility-is directly responsible for the precise detail ordered to coordinate the work of non-mangers.His function emphasize directing and controlling the work of employees in order to achieve the team goals,must work directly with employees and mot

36、ivate them to perform satisfactorily.(6) Managerial Roles(经理人角色)（书56 图）A role is a set of expectations for a mangers behavior.These ten roles are divided into three groups:interpersonal(manging through people),informational(manging by information),and decisional(manging actions).Interpersonal Roles(

37、人际关系角色)In the figurehead(名誉领袖) role,the manger handles ceremonial and symbolic activities foe the department or organization.The manager represents the organization in his or her formal managerial capacity as the head of the unit.In the liaison(联络人) role,the manger interacts with peers and people in

38、side and outside the organization.The top-level manger uses the liaison role to gain favors and information,while the supervisor uses the liaison role to maintain the routine flow of work.The leader(领导人)role encompasses(围绕) relationships with subordinates,including motivation,communication,and influ

39、ence.Informational role(信息角色) describe the activities used to maintain and develop an information network(信息网)In the monitor（监听者） role,the manger receives and collects information from many sources.The manger acquires information from others and scans written materials to stay well informed.In the r

40、ole of disseminator（传播者）,the manger transmits special information into the organization.The top-level manger receives and transmits more information from people outside the organization than the supervisor.In the role of spokesperson（发言人）,the manger disseminates the organizations information into it

41、s environment. Decisional Roles(决策角色)In the entrepreneur(企业家角色) role,the manager initiates change.In the disturbance handler(障碍排除者) role，the manager resolves conflicts among subordinates or between the managerdepartments. The resource allocator(资源分配者) role pertains to decisions about how to allocate

42、 people,time,equipment,budget,and other resources to attain desired outcomes.In the negotiator(谈判者) role,the manager negotiates on behalf of the organization.Management Skills(管理技能) Conceptual skill(概念技能) is the cognitive ability to see the organization as a whole and the relationship among its part

43、s.(the ability to think strategically(战略性)Human skill(人际技能)is the managers ability to work with and through other people and to work effectively as a group member.Technical skill(技术技能)is the understanding of and proficiency in the performance of specific tasks.(61页图2.11)2.重要的短语和词汇managerial actons 管

44、理行为 state of economy 经济状况 meet peopleneeds 满足需求 meet the strategic objectives 实际战略目标 set annual budgets 制定年度预算 structural reorganizations 结构重组 division 部门 downsize 精简，裁减 a diversity of workforce/labor force 劳动力多样化 distribution center 配送中心，快递公司 delegate ones responsibility 分配（委任）职责 accident reports 事

45、故报告 departmentalization 部门化 department stores 百货商场 home accessories 家居装饰 pharmaceutical company 制药公司 domestic sales 国内销售 be discharged 出院 out-patient 出院 preliminary diagnostic tests 初步诊断 non-for-profit organizations 非营利性组织 project director(项目总监) sales coordinator(区域销售) line manger(生产线管理人员) section c

46、hief/head(工长) division manager(部门经理）budget allocations(财政预算) priority（得到优先处理）budget resources（预算来源）pant floor(工房) improve managerial potential(提高/增强某人的管理技能) top-priority task(首要任务)四Marketing1.重要的短语和词汇 sales promotion促销 set price定价 advertise campaign 广告 production-oriented 生产导向 put it in perspective

47、显示在脑海中 catalogue 产品目录 a high level of unfulfilled demand 高水平的完满的需求 a sales team 销售团队 sustainable development 可持续发展 hard selling 强行推销 discretionary income(可支配收入) develop the product 开发产品 sales-oriented 销售为导向 profit-oriented 盈利为导向（书129 销售与营销的不同）package design 包装设计 trademark 商标 warranty 质保 service poli

48、cy 服务方针 target customers 目标顾客 sales personnel 销售人员 pay one for two 买一送一 entice 诱使 quantity or crash discounts数量或者现金折扣 sell off 清仓 introductory stage 引入期 maturity stage 成熟期 decline stage 衰退期 market share 市场份额 economic climates 经济环境 market segments 市场细分 retailer 零售商 wholesaler 批发商 ultimate consumer 终端

49、消费者 mail order 邮购 e-commerce 电子商务 product range 产品系列 shopping carts 购物车 retail outler 零售点 retail premises 铺/店面 direct supply/sale 直效行销 direct to retailer 零售商销售（P135） sales call 销售拜访 promotion goals(促销目标) develop an advertising campaign 策划广告活动 target audience 目标观众 build awareness 树立品牌意识 effectiveness of the advertisements 广告的有效性 an advertising agency 广告代理 coupons(赠券) reba