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商务英语复习重点

第一章

单词：business 商业entrepreneur 企业家Material resources 物力资源human resources 人力资源

Financial resources 财政资源information resources 信息资源

Manufacturing business 制造业tangible goods 有形财物

Service business 服务型行业middlemen 经纪人

Sales revenue 销售收入expense 费用

Profit 利润loss 亏损

Free-market system 自由市场经济pure competition 完全竞争

Supply 供给demand 需求

Monopolistic competition 垄断市场oligopoly 垄断寡头

Monopoly 垄断

段落：①、A person who risks his or her time ,effort ,and money to start and operate a business is called an entrepreneur . To organize a business ,an entrepreneur must combine four kinds of resources :material , human ,financial ,and informational . 企业家的概念和组成

②、Pure competition is the complete form of competition .Pure competition is the market situation in which there are many buyers and sellers of a product , and no single buyers or sellers is powerful enough to affect the price of that product. In pure competition ,then, sellers and buyers as well must accept the going price.完全竞争

③、Monopolistic competition is a market situation in which there are many buyers along with relatively many sellers who differentiate their products form the products of competition .垄断竞争

④、An oligopoly is a market situation in which there are a few sellers . 寡头垄断

⑤、A monopoly is a market with only only seller.完全垄断

第二章

单词：sole proprietorship 独资企业unlimited liability 无限责任Partnership 合伙general partner 普通合伙人

Limited partner 有限合伙人corporation 公司

Stock 股份stockholder 股东

Close corporation 股份不公开公司open corporation 股份公开公司

Corporate charter 公司执照common stock 普通股

Preferred stock 优先股board of director 董事会

Corporate officers 公司官员limited liability 有限责任

Merger 兼并，合并cooperative 合作社

Joint venture 合资企业syndicate 财团

段落：

①、In today a business environment , there are three major forms of legal organization : sole proprietorship , partnership , and corporation.企业的组织形式

②、A sole proprietorship is a business that owned by one person . Sloe proprietorship is the oldest and simplest form of business ownership ,and it is the easiest and start. In most

instances ,the owner simply decides that he or she is in business and begins operations.独资企业

③、A partnership is an association of two or more persons to act as co-owners of a business for profit. 合伙企业

④、A corporation is an artificial person created by law ,with most of legal rights of a real person .股份公司

句子翻译：1、I think we should start /make a start/get started.

我想我们应该开始/着手开始/进入正题了吧。

2、First of all I’d like to introduce/let me introduce two colleagues form our Dalian office.

首先我想介绍一下/请允许我介绍一下来自大连办公处的两位同仁。

3、Would you like to say a few words about yourselves.

请简单介绍一下你自己好吗？

4、Have you all got a copy of the agenda?

你们都拿到这项议程的印件了吗？

5、If everyone has got a copy of the agenda ,let me first explain the purpose of the meeting.

如果大家都拿到这项会议的复印件，请让我先解析一下召开这次会议的目的。

6、Now let’s look at the agenda in detail.

现在让我们讨论一下该议程的细节。

7、As you can see three are five main points/items.

正如你所见，该议程主要说明了5点。

8、I propose /suggest that we take them in the following order.

我建议我们将这项议题列入下一个项目。

9、As we have a lot of get through this morning ,can we agree on the ground rules?

因为今天上午我们有许多事情要做，我们是否可以在这些基本的规则上达成一致？

10、Moving to the first point. 转入第一要点。

11、So, to summarize what has been said so far,....那么，总结以上所述。。。

12、keeping an eye on the time 注意掌握时间

13、We’er running short of time 我们时间不够了。

14、Could you please be brief？请简单谈一谈，好吗？

15、Well, I think that covers everything on that point .Let’s move on.

嗯，我想上述已经包括该要点所有内容，我们接着谈下一点。

16、I’d like to propose the following amendments.我建议做如下的修正。

17、Can we take a vote on that proposal. 我们队这个建议投票，怎么样？

18、So ,that motion has been accepted/rejected by 4 vote to 3

这样，该项动议以4:3的投票结果通过/否决。

第三章

单词：management 管理，经营accountability 会计责任Top managers 高层管理者middle managers 中层管理者

Supervisor 基层管理者rank-and-file workers 基层工人

Programmed decisions 程序化决策information distributors 信息传播者Spoke-persons 发言人figurehead 头面人物

Liaison 联络人organizers 组织者

Risk-takers 风险承担者disturbance handlers 障碍问题处理者Resource allocator 资源配置者negotiators 协商者

Planning 计划strategic planning 长期计划Organizing 组织leading 领导Leadership style 领导风格motivation 动力

Controlling 控制pre-controls 事前控制Interactive controls 事中控制post-control 事后控制

Skill 技巧management by objective（MBO）目标管理

段落：Management is the process of coordinating human ,mater ,financial ,and informational resources to accomplish organizational objectives efficiently and effectively . Mangers are the employees responsible for the coordination .Organizations are groups of people deliberately assembled to set , plan, and accomplish specific objectives . If a firm accomplishes its objectives with minimal wastes and costs ,it is said to be efficient. 管理过程

第四章

单词：organization 组织organizing 组织

Organization chart 组织图organization structure 组织结构

Job specialization 工作专门化job rotation 工作轮换

Job enlargement 工作扩展job enrichment 工作丰富化

departmentalization 部门化departmentalization by function 按职能划分部门Departmentalization by produce 按产品划分部门

Departmentalization by location 按区位划分部门

Departmentalization by customer 按顾客划分部门

Delegation 授权responsibility 责任

Decentralized organization 分权组织centralized organization 集权组织

Line management position 直线式管理职位

Staff management position 参谋式管理职位

Span of management 管理幅度organization height 组织高度

Compressed workweek 压缩工作周

Flexible workweek 弹性工作周job sharing 工作分享

Ad hoc committee 特设委员会standing committee 常务委员会

Task force 工作组managerial hierarchy 管理层次

Bureaucratic structure 官僚型结构organic structure 有机型机构

Matrix structure 矩阵型机构informal group 非正式团体

Grapevine 私人关系

段落：

①、Job specialization is the separation of all organizational activities into distinct tasks and the assignment of different tasks to different people.工作专门化

②、The span of management is the number of subordinates who report directly to one manager.管理幅度

③、A bureaucratic structure is a management system based on a formal framework of authority

that is carefully outlined and precisely followed.官僚型结构

④、An organic structure is a management system founded on cooperation and knowledge-based authority .It is much less formal than the bureaucracy and much more flexible.有机型结构

⑤、The matrix structure is an organization structure that combines vertical and horizontal lines of authority.矩阵型结构

第五章

单词：operations management 经营管理utility 效用

Form utility 形式效用production 生产

Technology 技术research and development 研究与开发Design planning 设计计划operational planning 运营计划

Purchasing 采购inventories 存货

Inventories control 存货控制EOQ 经济批量发Just -in-time inventory system 准时库存体系scheduling 进度表

Gantt chart 甘特图表PERT 计划与评估审查发Quality control 质量控制quality circles 质量小组

Inspection 检查robotics 机器人化

Flexible manufacturing system 柔性生产系统

Productivity 劳动生产率，生产能力

段落：Purchasing consists of all the activities involved in obtaining required materials , supplies ,and parts form other firms .The objective of purchasing is to ensure that required materials are available when they are needed ,in the proper amounts ,and at minium cost. 采购

翻译：

A：When are you planning to open the factory ?你打算何时开办那家工厂？

B：We reckon it will open at the beginning of September.我会考虑在九月开业。

A：In the meantime are you going to promote your product?你打算同时宣传你的产品吗？

B：No ,we holp to start selling in September.不我们希望在9月份开始销售.

A : So you don’t expect any orders in September?那么你在9月不会有什么订单了？

B: Probably not ,we anticipate orders will come in form October on-wards.大概不会，我们预期从10月开始接受订单。

A：What level of sales do you forecast for October?那你预计十月的销售水平如何？

B：Well, we project sales of about $200 000.嗯，我们的计划销售大约20万美金

A：That sounds very optimistic .Do you have the figures to support that?听起来前景很乐观，你有什么数字依据吗？

第六章

单词：human resource management 人力资源管理

Human resource planning 人力资源计划

Replacement chart 替换图skills inventory 技艺库

Job analysis 工作分析job description 工作说明

Job specification 工作规范recruiting 招工

Selection 选择orientation 定位Compensation 报酬compensation system 补偿制度

Wage-level decision 工资水平决策wage-structure decision 工资结构决策Individual-wage decision 个人工资决策hourly wages 小时工资

Salary 月工资commissions 佣金

Bonus 奖金profit-sharing 利润分配

Employee benefits 员工福利employee training 员工培训Management development 管理开发performance appraisal 绩效评估

段落：

1、Employment applications are useful in collecting factual information on a candidate’s education ,work experience ,and personal history .the data obtained form applications are usually used for two purposes :to identify candidates who are worthy of further scrutiny and to familiarize interviewers with applicants’ backgrounds.就业申请

2、Interviews provide an opportunity for the applicant and the firm to learn more about each other .Interviews can pose problems to test the candidate’s abilities .They can probe employment history more deeply and learn something about the candidate’s attitudes and motivation. The candidate, meanwhile ,has a chance to find out more about the job and the people with whom he or she would be work.面试

翻译:

告知国籍

1、Excuse me ,where are you form ?请问你从哪里来

2、Would you please tell me where are you form ?你能告诉我你是哪里人吗？

3、Are you form Canada?你是加拿大人吗？

4、Does she come form japan?她是日本人吗？

5、Excuse me ,can you tell me your nationality ?对不起，你能告诉我你的国籍吗？

6、Shall I have your nationality ?你能告诉我你的国籍吗？

告知职业

1、A：What do you do?你做什么行业

B：Ｉwork as a factory manager.

B:I am for an electronics company.

B:I am retried 我退休了

2、A :Who do you work for?你在哪里做事？

B：I work for Bill Electronics Company .

B :I am self-employed .我是个体户

3、A：Where are you based?你的公司在哪里？

B：We are based in Dalian.

4、A：What exactly do you do ? 具体说你做什么？

B：I am in charge of .....我负责、、、、

B：I have been there for six years

B: Well ,it is not a easy question .It all depends.这不好说，得看情况

图表说明：P161

第七章

单词：marketing 市场营销marketing concept 销售观念Consumer orientation 消费者导向goal orientation 目标导向Marketing mix 销售组合market segmentation 市场分割

Market research 市场研究primary data 主数据Secondary data 次要数据brands 商标

Packaging 包装persuasive labels 劝导型标签Product life cycle 产品寿命周期consumer goods 消费品

Shopping goods 店置品speciality goods 特殊品Convenience goods 便利品industrial goods 工业品

Target market 目标市场opportunity exploration 寻取机会Screening 筛选preliminary profit planning 临时性利润计划Market mix creation 营销组合创意test market 市场检验

Market introduction 市场导入

段落：For any organization , profit oriented or nonprofit , successful use of the marketing concept requires a thorough understanding of the target market .One technique used to develop the understanding is market segmentation—the process of separating , identifying , and evaluating the various layers of a market in order to design a marketing mix . There are five basic forms of market segmentation : demographic, geographic , psychographic, benefit, and volume. Their characteristics follow:

①、Demographic segmentation is segmentation by age , gender , income or race .(人口细划)

②、Geographic segmentation is segmentation by region—urban versus rural.（地理细划）

③、Psychographic segmentation is segmentation by life-style , personality , values or attitudes.

（心理细划）

④、Benefit segmentation is segmentation according to product characteristics.（受益细划）

⑤、V olume segmentation is segmentation by using light versus heavy.（使用量细划）

营销与销售用语：

1、Product quality is falling. 产品质量正在下跌。

You must/should/need to improve product quality . 你们必须要提高产品质量

2、Profitability is declining .利润正在下降。

You must/should/need to reduce costs. 你们必须要降低成本。

3、Your top sales people are leaving.你们的高级销售人员正在纷纷离职。

You must/should/need to offer them better salaries . 你们必须要给他们更加好的工资待遇。

4、Your deliveries are always late. 你方交货总是延迟。

You must improve delivery time . 你们必须及时交货。

5、Your products are too expensive . 你方产品价格太高。

You must/should/need to reduce prices.你们必须要降低产品价格。

6、You’re growing too fast .you must to control your growth.你方发展太快，你们必须控制发展速度。

7、The product is not sufficiently well known.这产品还没家喻户晓。

You must to extend advertising.你们必须加大宣传力度。

8、If demand slumped , we would have to increase advertising.如果需求下降，我们将不得不增强广告宣传。

9、If we had poor weather , our sales would decrease . 如果气候不佳，我们的销售将会下降。

10、If war broke out , we would have to scale down our production.如果战争爆发，我们便不得不缩小生产规模。

11、Sales have fallen since the beginning of June.6月初开始销售已经下跌。

12、The marketing department has recruited two new assistants so far this year.今年到目前为止销售部已经招进了两位新人员。

13、We start the advertising campaign last month and since then sales have rocketed.我们上个月开始广告大战，从此销售突飞猛进。

14、We have already sold more units this year than we did in the whole of last year.今年销售额早已超过了去年全年的销售额

15、He felt we should not have taken on so many sales people last year .他感到去年我们不该招聘那么多销售人员。

第八章

单词：

Promotion 推销advertising 广告

Informative advertising 信息性广告persuasive advertising 劝购性广告Reminder advertising 提醒性广告promotional mix 推销组合Institutional advertising 宣传性广告advocacy advertising 倡导性广告Product advertising 产品广告pioneering advertising 开拓性广告Comparative advertising 比较性广告advertising media 广告媒介Advertising agencies 广告代理人personal selling 专人销售Professional salespeople 专业推销人员canned presentations 促销Coupons 优惠券premium 贴价Samples 样品contests 竞争，竞奖Sweepstake 彩票式角逐point-of-purchase displays 定点展销Public relations 公共关系publicity 宣传

段落：The stimulation of consumer demand for goods or services by advertising , publicity ,personal selling , and so on is promotion . The broad goal of promotion is to either reinforce existing behavior or modify it . Informing , persuading , reminding target audiences about a firm’s goods and services are promotional tasks .If they are performed successfully ,they result in either reinforcement of modification of consumer behavior ,whichever is the firm’s objective . The tasks are performed primarily through advertising-any paid form of non-personal presentation by an identified sponsor on behalf of goods , services , or ideas.

翻译：

1、I’m calling form Dalian ,China .I’d like to book a room in your hotel . 我现在中国大连打电

话。我想在你旅馆订一个房间。

2、I’d like a British suite ,Please .我喜欢一套英式房间

3、My arrival and departure dates are form March 15th to March 20th .我到达和离开这里的日期

分别是3月15和3月20 日。

4、Is there a special rate for a group reservation？对集体预订有特殊优惠吗？

5、I’d like to book 5 double rooms with twin beds for three days .我想预订5个双人间，住3天。

6、How much do you charge for a single room with breakfast ? 单人间包括早餐在内收费多少

7、My company will cover all the expense .We’ll send you a check right away.我公司支付一切

开销，我们马上会寄送一张支票。

8、Could I pay with traveler ’s checks? 我能用旅行支票支付吗？

9、I’ve just arrived form Hong Kong .Could you let me have a room for this evening ?我刚从香

港来，今晚我可以在这住一晚吗？

10、I’d like to change some US dollars and I’d like to know today’s exchange rate .我想兑

换一些美元，所以想知道今天的汇率。

11、Is this where I can pay my hotel bills?在这里付旅馆的账单吗？

12、My room number is 1206 and I’d like to check out now.我的房间号码是1206 ，我想

结账。

第九章

单词：

Channel of distribution 销售渠道middlemen 中间商

Merchant middlemen 中间商functional middlemen 职能性中间商Wholesaler 批发商retailer 零售商

Distributor 经销商jobbers 批发商

Commission merchant 代销商agent 代理商

Broker 经纪人manufacturer’s sales branch 制作商所属经销分支机构Manufacturer’s sales office 制作商销售门市部

Independent retailer 独立零售商chain store 连锁零售商

Department store 百货商店discount store 折扣商店

Catalog discount showroom 按商品价目表折扣展销店

Supermarket 超级商店convenience store 方便商店

Warehouse store 仓库商店non-store retailer 无店铺零售

Door-to-door retailer 挨门逐户零售商mail-order retailer 邮售零售商

Vending machines 自动贩卖机shopping center 购物中心

Neighborhood shopping center 邻近购物中心

Community shopping center 社区购物中心

Regional shopping center 地区购物中心

Franchising 专营权physical distribution 实物销售

Inventory control 库存控制order processing 订货单处理Warehousing 仓储materials handling 物资管理

Transportation 运输carrier 承运人

段落：

1、A channel of distribution or marketing channel is a sequence of marketing organizations that directs a product form the producer to the ultimate user. 分销渠道

2、A merchant middlemen is a middleman that actually takes title to products by buying them .商人

3、Wholesalers help retailers by buying in large quantities and then selling to retailers in smaller quantities and by delivering goods to retailers.批发商

4、Department stores are large retail establishments consisting of several parts or departments.百货商店

第十章

单词：

Financing management 财务管理short-term financing 短期筹资

Cash flow 现金流量long-term financing 长期筹资

Budget 预算equity capital 股本

Debt capital 借入资本unsecured financing 无担保的筹资Common stock 普通股preferred stock 优先股

Retained earnings 留存收益corporate bond 公司债券Maturity date 到日期trustee 受托人Debenture bonds 信用债券mortgage bonds 抵押债券Convertible bonds 可换债券

段落：

1、Short-term financing is a money that will be used for a period of one year or less and then

repaid.短期筹资

2、Long-term financing is money that will be used longer than one year ..长期筹资

3、Short-term financing usually easier to obtain than long-term financing.短期比长期更容易获

得

4、Sources for long-term financing vary with the size type of business .for corporations,

equity-financing options include the sale of stoke and the use of profits not distributed to owners .The available debt-financing options are long-term loans and sale of corporate bonds .

长期筹资的来源

第十一章

单词：

Risk 风险risk management 风险管理

Insurer 保险商premium 保险费Insurance policy 保险单insurance 保险

Insurance risks 可保风险uninsurable risks 不可保风险

Principle of indemnify 赔偿原则stock insurance company 股份保险公司Mutual insurance company 互相保险公司fire insurance 火险Coinsurance clause 共同保险条款extended coverage 延期保险责任Fidelity bond 职工信誉保险automobile liability insurance 汽车责任保险Automobile physical damage insurance 汽车实物保险

No-fault auto insurance 无过失汽车保险public liability insurance 公名性责任保险Product liability insurance 产品责任保险ocean marine insurance 海洋运输保险Inland marine insurance 内陆水运保险business interruption insurance 业务中断保险Work’s compensation insurance 职工抚恤金保险

Medical insurance 医疗保险life insurance 人寿保险Beneficiaries 受益人term life insurance 定期人

Whole life insurance 终生人寿保险cash surrender value 退保金额Endowment life insurance 定期返还universal life insurance 通用人寿保险

段落：

1、The fee charged by an insurance company is called the premium .保险费

2、The premiums that are set by actuaries are based on the amount of risk involved and the

amount to be paid in case of a loss. 精算师

3、Medical insurance is insurance that covers the cost of medical attention ,including hospital care , physicians’ and surgeons’ fees , prescription medicines ,and related services.（医疗保险、内科、外科、处方药）

第十二章

单词：

Accounting 会计bookkeeping 簿记Private accountant 私人会计师public accountant 公共会计师Certified public accountant 注册会计师assets 资产Liabilities 负债owner’s equity 所有者权益Accounting equation 会计方程式double-entry bookkeeping 复式簿记General journal 普通日记账general ledger 普通总账Posting 过账trial balance 试算表Balance sheet 资产负债表liquidity 变现性Current assets 流动资产fixed assets 固定资产Intangible assets 无形资产current liabilities 流动负债Accounts payable 应付账款notes payable 应付票据Long-term liabilities 长期负债income statement 利润表Gross sales 销售总额net sales 销售净额Cost of goods sold 销售成本gross profit sales 销售毛利Operation expenses 营业费用selling expenses 销售费用General expenses 一般营业费用net income 净收入Financial ratio 财务比率net profit margin 纯利润率Return on equity 股本收益率earning per share 每股平均收益

Working capital 营运资金current ratio 流动比率Acid-test ratio 酸性测试比率accounts receivable turnover 应收账款周转率Inventory turnover 存货周转率debt-to-assets ratio 负债与资产比率Debt-to-equity ratio 负债与产权比率

段落：

1、Accounting is the process of systematically collecting , analyzing , and reporting financial

information.会计的概念

2、The accounting equation is a relationship that forms the basis for the accounting process. It

show the relationship among the firm’s assets , liabilities , and owner’s equity .会计方程式

3、Assets =Liabilities + Owner’s Equity资产=负债+所有者权益

4、Double-entry bookkeeping is a system in which each financial transaction is recorded as two

separate accounting entries in order to maintain the balance show in the accounting equation.

复式记账法

5、A balance sheet is a summary of a firm’s asset , liability , and owner’s equity accounts at a

particular time ,showing the various dollar amounts that enter into the accounting equation.资产负债表

6、A income statement is a summary of a firm’s revenues and expenses during a specified

accounting period.利润表

第十三章

单词：

Trust 信托，托拉斯price fixing 限价

Market allocations 市场分析boycott in restraint of trade 抵制贸易限制Price discrimination 价格歧视tying agreement 搭销条款

Binding contract 有约束力的契约interlocking directorate 连锁董事会Community of interests 共用利益集团FTC 联邦贸易委员会Natural monopoly 自然垄断deregulation 放松管制

Income taxes 所得税progressive tax 累进税

Excise tax 消费税customs duty 关税

Regressive tax 递减税proportional tax 比例税

段落：

A trust is a business combination that is created when one firm obtains control of competing firms by purchasing their stock or their assets. Eventually ,the trust gains control of the entire industry and can set prices and manipulate trade to suit its own interests.

托拉斯公司是一种联合企业形式，它是一个企业通过购买其他竞争性企业的股份或资产来获取对其控制来建立的，最终，托拉斯就获取了对全行业的控制并能规定价格和操纵贸易，以满足适合自己的利益需求。

第十四章

单词：

International business 国际商务absolute advantage 绝对优势Comparative advantage 比较优势exporting 出口

Importing 进口balance of trade 贸易差额

Trade deficit 贸易逆差balance of payments 国际收支

Import duty 进口税import quota 进口配额Embargo 禁运foreign exchange control 外汇管制Currency devaluation 外币贬值economic community 经济共同体General Agreement on Tariffs and Trade 关税及贸易总协定

Licensing 许可证joint venture 合资企业Multinational enterprise 跨国企业International Monetary Fund 国际货币基金组织Export-Import bank of the United States 美国进出口银行

Multinational Development Bank 多国开发银行

段落：

1、A nation’s balance of trade is the total value of its exports less the total value of its imports , over some period of time .一个国家的贸易差额是指一定时期内其出口总值减去进口总值的数额。

2、An embargo is a complete halt to trade with a particular nation or in a particular product .Most often the embargo is used as a political weapon . 贸易禁运是指与一个特定国家完全停止贸易来往或停止某一特定产品的贸易。大多数情况下，其被作为一个政治武器来使用。

3、By limiting the amount of foreign currency that importers can obtain, a government limits the amount of goods that importers can purchase with that currency.通过对进口商所能获取的外币量限制，政府可以限制进出口商以外币购买商品的数量。

4、At a still deeper level of involvement in international business ,a firm may develop its own production and marketing facilities in one or more foreign nations . This direct investment provides complete control over operations , but it carries a greater risk than the joint venture . The firm is really establishing a subsidiary in a foreign country .Most firms do so only after they have acquired some knowledge of the host country’s market .

在参与国际商务的更深层次上，企业会在一个或多个外国国家开发其自己的产品和销售渠道。这种直接的投资对经营活动提供完全的控制，但它都比合资经营承担更大的风险。企业确实是在外国建立子公司。多数企业只有在其已掌握东道国市场的一些情况以后，才能这样做。

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