工商导论 单词
工商导论听写
Sole proprietorship 个体经营Partnership 合伙经营Corporation 股份有限公司Multinational corporation 跨国公司Written contract 书面合同Real estate=real property, immovable property, realty 房地产Credit card 信用卡Go bankrupt=go broke 破产Get on one’s nerves 让…烦恼Issue bonds and stocks 发行股票和债券Collateral 抵押物Delegate=appoint 委托、授权Dividend 红利、股息Franchise 给予特许经营权Business strategy 商业战略Bank loan 银行贷款Personal assets 私人财产Resilient, flexible,elastic 有弹性的Chapter2Developed country 发达国家Economic reform 经济改革High technology 高科技Chronic shortage of products长期产品短缺Marketing mix:product, price,promotion,place营销组合Long-term customer loyalty 长期客户忠诚Identify,specify 明确、确定Market segmentation 市场细分Target market 目标市场Prospective customer 潜在客户Purchasing power 购买力Bulk buying 大量购买Bad debt 坏账Specification,standard 标准、规范Facilitate acquiring and selling 便于采购和销售Develop a comprehensive plan 开发一套综合计划Special appeal 特殊吸引力Sales brochures 销售手册Benefit price ratio 性价比Gain popularity 受欢迎Chapter3Consumer products 消费产品Industrial products 工业产品reputation 商誉Specialty goods 特色商品Brand identification 品牌标志Brand awareness 品牌意识To satisfy the ever-growing needs of the consumers 满足消费者日益增长的需求New and innovative ideas 新颖的创意Dynamic process 动态过程Prototype,pilot model,sample 样品Further alteration 进一步改造Feedback=response 反馈Product life cycle 产品生命周期Introduction 促销期growth 成长期maturity 成熟期decline 衰退期Market get saturated 市场趋于饱和An optimized approach 最佳方法The return on capital 资金回报率Monopoly capital 垄断资本Market share 市场份额Unit price 单价Units sold, sales volume 销售量Break-even point 盈亏平衡点Equilibrium price 均衡点价格Fixed costs 固定成本Variable costs 可变成本Fringe benefits 附加福利Regular customer 老顾客Wholesalers 批发商Retailers 零售商Agents 代理商Brokers 经纪人Intermediaries 中间商Cash and carry 付款提货、自购自运Department store 百货商店Conventional store 便利店Discount store 折扣店Hypermarket 巨型超市General store 杂货店Specialty store 专卖店Virtual store 网上商店Mail-order house 邮购公司Direct selling 上门销售Multilevel marketing 多层直销Commission佣金Fill the gap弥补空缺Restricted coverage有限分布Prompt delivery及时运送Vulnerable to terrorist attacks易受恐怖袭击Chapter5It is not done for nothing.不是白做的. Optimal results 最好的结果Personal selling 当面销售Positive image 正面形象Outdoor billboards 户外广告牌Posters 海报Mass media 大众媒介Well-selling products 热卖产品Drawback 缺点Modify 修改Electric displays电子演示板Diversify 多元化Further research进一步研究Verbal,audio,video 口头的，音频的，视频的Shall I wrap it up for you?让我为您包起来吗？Negative information负面信息Accumulate and redeem积分和兑换Chapter6Three functions of moneyA medium of exchange 交换媒介A store of value 价值储藏A unit of account 计算单位M1Currency 现金Demand deposits 活期存款Other checkable deposits 其他可以开支票的存款M2M1Time deposits 定期存款Money market funds 货币市场基金Two basic services of financial institutions: Take in deposits 吸收存款Make loans 放贷Currency exchange 货币兑换Letters of credit 信用证Banker’s acceptance 银行承兑Financial counseling 理财咨询Home mortgage 住房抵押Pension funds 养老金Social security 社会保障Insurance company 保险公司Federal Reserve System美国联邦储备体系Reserve requirement 存款准备金要求Change in the discount rates 改变贴现率Open-market operations 公开市场操作Chapter7Chapter8 Chapter9 Chapter10Survive and prosper 生存与发展fierce competiton 激烈竞争Works-in-process 半成品Finished products 产成品Conservative companies 保守的公司Adventurous companies 敢于冒险的公司Negative consequence 不良后果Intentional act 故意行为Beneficiary 受益人Premium 保险金Claim compensation 索赔Pay one’s claim 理赔Health insurance 医疗险Life insurance 人寿险for a variety of reasons 由于种种原因surgical and hospital expenses手术和住院费用Chapter11 Chapter12。
工商导论第二版Cloze翻译详解
工商导论第二版Cloze翻译详解第一章建立企业在三种最基本的企业经营组织形式中，独资企业最容易成立和解散。
它的优点包括所有者可以保留所有的利润，在商业运作中有自由，并保密。
如果企业成功，所有者还可以获得个人满足感。
另一方面，独资企业在规模和寿命方面有限制，所有者必须对所有的义务承担无限的责任。
在合伙企业中，成员主要分为两类:普通合伙人和有限合伙人，前者负责管理公司，因此负有无限责任;后者的责任仅限于他们在合伙企业中的投资。
与独资企业相比，合伙企业更容易获得资金和信贷。
他们也可以提高，因为他们的合伙人通常有不同的和互补的经验和教育背景。
主要的缺点是普通合伙人对公司的所有义务负责。
目前，我国主要的商业组织大多采取公司的形式，因为所有的所有者都承担有限责任，所有权和经营权的分离可以大大提高这种组织的绩效。
通过发行股票，他们筹集资金的能力大大增强。
但是，公司也有问题，主要是重税，缺乏商业秘密和严格的政府监管。
第二章营销概论营销的过程从创造产品和服务来满足顾客需要开始。
除了产品本身，营销组合包括定价、购买和推广策略。
事实上，营销的作用可以分为交换功能（购买和销售），分销功能（运输和存储），促进功能（标准化、融资和风险承担）。
企业认识到他们的市场营销可以更有针对性。
市场可以根据地理、人口、心理或产品使用变量进行细分。
市场研究可以通过研究消费者的购买行为和态度来帮助确定目标市场。
市场研究可以帮助市场营销者了解该细分市场的共同特性如何影响消费者的购买决策。
许多个人和心理的考虑，加上许多社会和文化的影响，决定了消费者的行为。
在做出购买决定时，消费者首先要确定自己的需求，然后在实际购买之前尽可能多地收集他们认为必要的信息。
购后评价对营销人员也很重要，因为它们会影响未来的购买模式。
由于其他国家的消费者行为、语言和习惯与我国不同，国际营销往往需要营销者重新考虑营销组合。
新产品、反映较高运输成本的价格、特定文化的广告以及利用外国公司来分销产品可能是必要的。
自考《工商导论》资料。
Setting up a business:建立一个公司：独资企业；合资企业；公司；授权经营1.Sole Proprietorship:（A sole proprietorship is a business owned and controlled byone person.）A:Simple to Establish;Free in Decision-Making;Easy to Keep Opreational and Financial Secrecy;Less Tax burden;Exclusive Use of Profits.D:Unlimited Liability;Limited Access to Capital;Limited Managerial Expertise. 2.Partnership(Those who believe that”two heads are better than one”often chooseworking in a partnership rather than running their business alone)A:Improved Access to Capital and Credit;Greater Possibility for Good Management;Definite LegalFramework;Better Prospects for Groweh.D:Unlimited Liability;Internal Conflicts;Problem of Continuity.3.Corporation:A:Limited Liability;Easy to Expand;Separated Ownership andManagement;Continuous life;D:Double Taxation;High Organizing Costs;Lack of Secrecy.4.Franchising:A:Instant customer recognition;still enjoy some independence as asole proprietor.D:Do not guarantee success;sacrifice some independence.Marketing: an overview1.The Functions of Marketing 营销的功能：Marketing Research ;Acquiring;Selling;Transportation;Storge;Finance and Credit;Risk Taking;Standardization and Grading.2;The Marketing Mix 营销组合：Product Price Promotion PlaceMarket Segmentation 市场细分：Geographic Variables;Demographic Variables; Psychographic Variables;Produce-use Variables3.Types of products产品分类：Consumer Products ; Industrial Products4.Development of New Products:Generating New Produce Ideas;Screening; Development;Testing;Commercialization5.Product Life Cycle产品的生命周期：Introduction,Growth;Maturity;Decline. Pricing Objectives 定价的目标:Prodit-Oriented Objectives;Sales-Oriented Objectives;Follow-the-Leader Objectives.Princing Strategies定价策略:Skimming Strategy;Penetration Strategy;Loss Leader Pricing Stratrgy;Odd Pricing Strategy;Price Lining Strategy.Wholesalers 批发商1.Retailers零售商:Department Stoeres;Discount Srores;Supermarkete;Hypermarkets; General Stoers;Specialty Stores;Door-to-Door Sellers;Mail-Order Houses;Vending Machines;Virtual Stores.2.The Cost and Value of Middlemen 中间商的价值Time Utility ; Place Utility ; Ownersship Utility ; Information Utility ; Form Utility 3.Modes of Transportation 运输方式：Rail;Truck;Pipeline;Water;Air.Promotion1.Advertising:Newspaper,Television,Radio,Direct,Mail,Magazines,Internet,Outdoor, Others2.Personal Selling:Prospect,Quqlify,Approach,Make Presentation,Handle Objections, Close,Follow-up.Money and Banking1.Money:portability,divisibility,stability,durability,acceptability.Printed paper纸币，metal coins硬币2.what does money do?medium of exchange，a store of value,a unit of account3.Types of Money钱的分类:M-1:currency,demand deposits,and other checkabledeposits现金，活期存款，支票存款;Time deposits定期存款。
business law工商导论11章
柯达破产事件
2012年1月19号有家百年老 店宣布破产了，而且是家 享誉世界一百二十余年， 年营业收入最高时超过200 亿美元的著名企业。她就 是柯达公司------在影像 成像、医疗、和无损检测 产品等诸多领域全球排名 领先，尤其在影像成像领 域积累了110多年的经验的 百年老店。
Thank You 您的消息是什么?
背书是指书票的持票人或背书人收款的书利书书书他人的行书1blankendorsement普通背williamwhite2restrictiveendorsement限制性背书paytohenrybrownonlynottransferablenegotiablewilliamwhite3specialendorsement特书背书paytotheorderofhenrybrown
Negotiable Instruments
A negotiable instrument(票据) is any form of business paper used in place of cash to facilitate business transactions. Negotiable instrument include checks, certificates of deposit （存款单）, promissory notes （本票） and drafts（汇票）.
properties of negotiable instrument
four characteristic： a.it must be in writing and signed by the maker(本票，支 票) or drawer（汇票）;必须是书面的，并由出票人签字； b.it must contain an unconditional promise or order to pay a spe cific sum of money 必须是无条件承诺或指令支付一定金额； c. payment must be made on demand or at a definite future date. 必须是可即期支付或在确定的远期支付； d. It must be payable to order or to bearer必须是可按指令支付 ent
工商导论期末概念_词汇等总结
一．Forms of Business Ownership1.重要的短语和词汇joint ventures合资企业corporations公司limited liability companies有限责任公司mergers and acquisitions企业兼并与收购franchises特许经营raise capital筹资fringe benefits附加福利drawback阻碍make binding decisions做出有约束力的，附有义务的决定agreement协议creditor债权人pool their money and credit筹资和贷款dividend股息incorporate a business 组建公司capital base资本基础retain profits保留盈余interdisciplinary跨学科的claim bankruptcy宣布破产a salaried laborer or employee上班族high-achievement employee generate profit创造利润wind up/close business关闭生意be liable for对...负有法律责任state-owned enterprise国有企业broad of directors董事会barre除...之外issuance发行minute book记录簿bylaws and minutes规章制度和会议记录annual report年度报告sales volume销售量total assets总资产financial condition财政状况satisfy claims还清索赔金额pay off business debts偿清债务terminology术语paperwork文书工作default违约real state房地产create a concentrated market形成一个集中市场availability可利用性innovation创新sec-kill scandal 秒杀门start from scratch白手起家a franchise agreement特许经营合同franchise特许者franchisee被特许者trademark注册商标deliver a product or service送货/提供服务coupon优惠券production line生产线2.定义：An organization that is owned and usually managed,by one person is called sole proprietorships(个人企业)Advantage:Be your own boss/Keep profit from your business/Enjoy freedom to wind up your businessDisadvantage:Difficult to raise capital/Unlimited liability/Long hours working for theowner/Limited life span/Lose fringe benefitsPartnership（合伙企业）:A legal relationship between persons carrying on a profit-motivated business.(Maybe a partnership between two partners or among thirty)Advantages Bring different skills and resource the business/Easier to pay the rent,utilities,and other bills incurred by a business(A limited partnership is especially to designed to raise money) Disadvantages Personally responsible for liability of the partnership/There exists division of profits/Disagreement among partners/Difficult to terminate Key elements of general partnership(1) common ownership(2)shared profits and losses(3)the right to participate in managing the operation of the businessGeneral partnership（普通合伙）：a business with at least one general partner who has unlimited liability（无限责任）for the debts of the business(general partners arrange and run the business) Limited partnership(有限合伙):An arrangement where a person can contribute to a business without being involved in the affairs of the partnership(limited partners are investors only)Joint Ventures:(合资企业)the pooling of resources and expertise by two or more business,typically from different areas or countries to achieve a particular goal.The risks and rewards of the enterprise are also shared(eg:Hewlett-Packard and Samsung).Advantage Access to new markets and distribution networks*分销渠道)/I ncreased capacity（生产力）/The sharing of risks with a partner/Access to specialized staff and technology. Disadvantages1.If the objective of the venture is completely clear,or not communicated to all the staff,problems are likely to arise.2.There is an imbalance in the level of the expertise,investment or assets brought into the venture by the different the partners3.Different culture and management styleresults in poor integration and co-operation between the partners.4.The partner businesses(总公司)do not provide sufficient leadership and support in the early stage The corporation（公司）:a legal entity（法人实体）,allowed by legislation,which permits a group of people,as shareholders（股东）(for-profit companies盈利性企业)or members(non-profit companies),to create an organization,which can then focus on pursuing set objective,and empowered（授权与）with legal rights which are usually only reserved for individual,such as to sue or be sued,own property,hire employees or loan and borrow moneyAdvantages（P12.13）Limited liability/Skilled management team/Transfer of ownership/Greater capital base/StabilityDisadvantages(P13,14)Multiple taxation(双重课税)/Difficulty and expense of starting/Government involvement/Lack of secrecy/Lack of personal interest/Credit limitations(信用额度)（P13,14）Limited liability companies(LLC):（有限责任公司）A type of business ownership combining several features of corporation and partnership structure.It is not a corporation or a partnership.The numbers of the members are unlimited and may be individualAdvantages Limited liability/Flexible profit distribution(灵活的利益分配)/No minutes/Flow through taxation（转移课税）Disadvantages Limited life/Going public(上市)/Added complexity（变得复杂）Merger(兼并):The result of the combination of two companies(or corporations)to form a new company.Acquisition（收购）:One company buying the property and obligations of another companyA horizontal merger（横向收购）joins firms in the same industry and allows them to diversify（横线多样化）or expend their products(e.g.The merger of a bicycle company and a tricycle company, TCL and TMS)A Vertical merger（纵向兼并）i s the joining of two firms involved in different stages of the related business—a manufacture（生产商）merging with a supplier（供应商）of component（零部件）products,or a manufacturer merging with distributor（分销商）of its products.A potential competition merger(conglomerate)(混合兼并)unites firms in completely unrelated industrials.A franchises(特许经营)is the right to use a business name and sell products or services,usually in a specific geographical territory.(McDonald’s and KFC).Advantages It is a way to reduce risk and receive support from a large network./The preliminary work has been done with an infrastructure (基础设施)well established,a product line（产品线）in place,and the marketing strategy(营销策略)developed./The customer base(顾客群)may be set,sometimes with good name recognition.（品牌认同）/The franchiser usually provides management assistance and training and may offer financial support.Disadvantages A franchise offers less freedom than an independent business. Initial franchise fees(加盟费)may be expensive.(Start-up costs for a KFC’s restaurant is about$5 million to$6million in China.)/The franchise often demands a large share of the profits referred to as royalty payments（专利权税）./The reputation of one franchisee could be adversely affected by the failings of others.Types of corporationsPrivate Attempts to earn a satisfactory profitPublic Owned and run by the governmentClosed Stock held by only a few owner and not sold on the stock marketOpen Stock held by numerous people and actively sold on the marketMunicipal Cities and townships that carry out businessDomestic incorporated in one province or country and doing business within that region Foreign Incorporated in one province or country and doing business in another province country Alien Incorporated in one nation and operating in another nationNon-Service organization incorporated forProfit limited-liability status二．Management1.定义：（1.）Management is defined as the application of planning,organizing,directing,and controlling functions in the most efficient manner possible to accomplish meaningful organizational objectives. The theme of management is that a central person must-by using such skills as decision making,communication and objective setting-coordinate the work activities of others to achieve organizational objectives(组织目标).（2.）Planning means defining goals for future organizational performance(企业运作)and deciding on the tasks and use of resources needed to attain them.Strategic（long-range）planning(战略规划)determines the major goals of the organization as well as the policies,procedures,and strategies for obtaining and using resources to achieve those goals. Tactical(short-range)planning(短期规划)is the process of developing detailed,short-term strategies about what is to be done,who is to do it,and how it is told be done.Operational planning(运营规划)is the process of setting work standards and schedules necessary to implement the tactical objectives.Contingency planning(应急计划)is the process of preparing alternative courses of action that may be used if the primary plans don't achieve the organization's objectives.(3).Organizing involves the assignment of tasks,the grouping of tasks into departments,and the allocation of resources to departments.Autocratic leadership(专制型领导)，the close style of supervision,means providing subordinates with detailed job instructions.Democratic leadership(民主型领导)，or general supervision(also referred to as participatory).In this style,the manager consults with subordinates about his job activities,problems,and corrective actions.(3)Controlling involves verifying(核实)that actual performance matches the plan.The core idea of control is to modify behavior and performance when deviations(背离)from plans are discovered. The process of control has five basic steps:1.set clear standards for time,quality,quantity,and so on.2.Monitor and record actual performance(results),pare results against plans and standards.municate results and deviations to the employees involved.5.Take corrective actions(采取矫正行动)when needed.（4）Organizational structure(组织结构)is the formal decision-making framework by which job tasks are divided,grouped,coordinated,Departmentalization by function organizes by the functions to be performed, Departmentalization by product assembles all functions needed to make and market a particular product and placed under one executive.Departmentalization by geographical regions groups jobs on the basis of territory or geography.Departmentalization by process groups jobs on the basis of product or customer flow. Departmentalization by customer groups jobs on the basis of a common set of needs or problemsof specific customers.（5.）As enterprises grow from an owner to a group to a corporation,a number of managerial levels of management---top level,middle level and first level--are usually portrayed as a managerial hierarchy(管理层)TOP Level Manger（高层管理者）title--president(总裁)，chairperson(主管),executive director，chief executive officer(CEO)，and executive vice-president(执行副总裁)Middle Level Manger(中层管理者)responsibility--receive the broad overall strategies,missions, and objectives from top-level managers and translate them into specific action programs.The emphasis is on implementing the broad organizational plans.First Level Manger(基层管理者)responsibility--is directly responsible for the precise detail ordered to coordinate the work of non-mangers.His function emphasize directing and controlling the work of employees in order to achieve the team goals,must work directly with employees and motivate them to perform satisfactorily.(6)Managerial Roles(经理人角色)A role is a set of expectations for a manger's behavior.These ten roles are divided into three groups:interpersonal(managing through people),informational (managing by information),and decisional(managing actions).Interpersonal Roles(人际关系角色)In the figurehead(名誉领袖)role,the manger handles ceremonial and symbolic activities foe the department or organization.The manager represents the organization in his or her formal managerial capacity as the head of the unit.In the liaison(联络人) role,the manger interacts with peers and people inside and outside the organization.The top-level manger uses the liaison role to gain favors and information,while the supervisor uses the liaison role to maintain the routine flow of work.The leader(领导人)role encompasses(围绕)relationships with subordinates,including motivation,communication,and influence.Informational role(信息角色)describe the activities used to maintain and develop an information network(信息网)In the monitor（监听者）role,the manger receives and collects information from many sources.The manger acquires information from others and scans written materials to stay well informed.In the role of disseminator（传播者）,the manger transmits special information into the organization.The top-level manger receives and transmits more information from people outside the organization than the supervisor.In the role of spokesperson（发言人）,the manger disseminates the organization's information into its environment..Decisional Roles(决策角色)In the entrepreneur(企业家角色)role,the manager initiates change.In the disturbance handler(障碍排除者)role，the manager resolves conflicts among subordinates or between the manager”departments.The resource allocator(资源分配者)role pertains to decisions about how to allocate people,time,equipment,budget,and other resources to attain desired outcomes. In the negotiator(谈判者)role,the manager negotiates on behalf of the organization. Management Skills(管理技能)Conceptual skill(概念技能)is the cognitive ability to see the organization as a whole and the relationship among its parts.(the ability to think strategically(战略性))Human skill(人际技能)is the manager’s ability to work with and through other people and to work effectively as a group member.Technical skill(技术技能)is the understanding of and proficiency in the performance of specific tasks.2.重要的短语和词汇managerial actions管理行为state of economy经济状况meet people’needs满足需求meet thestrategic objectives实际战略目标set annual budgets制定年度预算structural reorganizations结构重组division部门downsize精简，裁减a diversity of workforce/labor force劳动力多样化distribution center配送中心，快递公司delegate one's responsibility分配（委任）职责accident reports事故报告departmentalization部门化department stores百货商场home accessories家居装饰pharmaceutical company制药公司domestic sales国内销售bedischarged出院out-patient出院preliminary diagnostic tests初步诊断non-for-profit organizations非营利性组织project director(项目总监)sales coordinator(区域销售)line manger(生产线管理人员)section chief/head(工长)division manager(部门经理）budget allocations(财政预算)priority（得到优先处理）budget resources（预算来源）pant floor(工房) improve managerial potential(提高/增强某人的管理技能)top-priority task(首要任务)三.Marketing1.重要的短语和词汇sales promotion促销set price定价advertise campaign广告显示在脑海中catalogue产品目录a higha sales team销售团队sustainablediscretionary income(可支配收入)develop the product开发产品sales-oriented销售为导向profit-oriented盈利为导向（销售与营销的不同）package design包装设计trademark商标warranty质保service policy服务方针target customers目标顾客sales personnel销售人员pay one for two买一送一entice诱使quantity or crash discounts数量或者现金折扣sell off清仓introductory stage引入期maturity stage成熟期decline stage衰退期market share市场份额economic climates经济环境market segments市场细分retailer零售商wholesaler批发商ultimate consumer终端消费者mail order邮购e-commerce电子商务product range产品系列shopping carts购物车retail outler 零售点retail premises铺/店面direct supply/sale直效行销direct to retailer零售商销售（P135）sales call销售拜访promotion goals(促销目标)develop an advertising campaign策划广告活动target audience目标观众build awareness树立品牌意识effectiveness of the advertisements广告的有效性an advertising agency广告代理coupons(赠券)rebate(价格折扣)premium(赠品) bonus pack加量不加价money-off promotion折扣促销public relations公共关系news release 新闻发布feature article专题文章captioned photograph带有图片说明的图片an editorial编者a news conference记者招待会sponsorship赞助The product life cycle产品生命周期revenue收益product development产品研发incubation孵化between A and B在A和B的相互作用下launch/release a brand-new product发布新产品negative profit负收益the product class产品类product awareness产品意识a profit margin边际利润recoup development costs quickly迅速回收研发成本build brand awareness树立品牌意识selective distribution选择性分销intensive distribution广泛型/密集型分销survival of product产品的生命trade discount贸易折扣build product preference树立品牌偏好peak达到（高峰期）advertising expenditure广告支出extend the product life cycle延长产品生命differentiate the product from使产品不同于a price war价格战shelf space货架量build brand loyalty树立品牌忠诚度competitive edge竞争优势discontinue the product停产产品a successor product替代产品product line产品线rejuvenate更新liquidate inventory清算库存a niche market利基市场/瞄准机会的市场phase out逐步淘汰reinforce the brand image加强品牌形象Need recognition需求认知search收集信息Evaluation of alternatives分析选择Purchase decision决定购买After-purchase evaluation售后评价cognitive dissonance认知失调reference groups咨询群体sub-culture亚文化perception认知a day-care center日托中心portable可携带的proactive主动的address a specific topic or problem提出问题exploratory research探测性调研focus group interviews专题组座谈experimental research实验性调研descriptive research描述性调研secondary data第二手资料primary data第一手资料mass marketing大量营销target marketing目标营销heterogeneous异类的identifiable可衡量substantial殷实unique needs反应差异(市场细分的要求P154)segmentation bases细分依据（P155)geographic segmentation bases(地理因素）demographic segmentation bases（人口因素）population density人口密度hinterland穷乡僻壤psychographic segmentation bases消费心理因素health conscious健康意识fitness-oriented以健康为主的behaviouralistic segmentation bases消费行为因素2.定义:Marking is the process of planning and executing the conception,pricing,promotion,and distribution of goods,services and ideas to create exchanges that satisfy individual and organizational objectives.The marketing concept(市场营销观念)is the philosophy that firms should analyze the needs of their customers and then make decisions to satisfy those needs,better than the competition.The production concept（生产观念）was the idea that a firm should focus on those products that it could produce most efficiently and that the creation of a supply of low-cost products would in and of itself create the demand for those products.The selling concept（推销观念）paid little attention to whether the product actually was needed;the goal simply was to beat the competition to the sale with little regard to customer satisfaction.The Marketing Concept(市场营销观念)Focusing on customer needs before developing the product Aligning all functions of the company to focus on hose needs realizing a profit by successfully satisfying customer needs over the long-term4P Product is a bundle of tangible(有形的)and intangible attributes（属性）including packaging, color,brand,services and the r eputation(信念理念)of sellers.Consumer products are produced for and purchased by households for their use.Industrial products are sold primarily for use in producing their products.Price refers to the value or worth of a product that attracts the buyer to exchange money or something of value for the product.1.recoup(补偿)any overheads（企业经常性费用）pete with rival companies3.charge a price your customers are willing to buy.（四种定价法）Place/Distribution simply refers to how you will sell your products to your customers. Promotion(促销)Personal selling（人员销售）is personal communication of information to persuade a prospective customer（潜在客户）to buy sth that satisfies an individual’s needs.(几种不同的促销方式见课本）Advertising is non-personal communication of information paid for by an identified sponsor such as an individual or an organization.Publicity（宣传）is a non-personal form of communicationsales promotion(销售促销)is a paid form of non-personal communication that provides direct incentives to customers,salespeople,and marking intermediaries（营销机构）for purchasing a product.Consumer Buying Behavior(消费者购买行为)The actions and decisions of individuals who purchase products for their personal use constitute consumer buying behavior.Industrial Buying Behavior（企业购买行为）The purchase decision making of organizations such as manufacturers,service providers,government agencies,institutions,and non-profit groups is referred to as industrial buying behavior.（P149three ways）Marketing research(市场营销调研)is the process of systematically gathering,analyzing andinterpreting data pertaining to（关于）the company’s market,customers and competitors,with the goal of improving marketing decisions.（P151five processes）Market Segmentation（市场细分）the division of a market into different homogeneous(同类的）groups of consumers is called market segmentation.四．Human Resources Management（人力资源管理）1.重要的短语和词汇cover letter自荐信socialization定位Labor market劳动力市场promotion升职/提拔transfer调动demotion降级separation解雇compensation酬劳projected突出的demographics人口统计数字fill the job/position填补空缺a written statement 书面陈述qualified employees合格力人才substantial surplus or shortage人力过剩或不足rate of turnover人员更替速率scouting人才物色staff the organization招聘职员hinges on取决于set up stands设立摊位entry-level入门水平，适合无经验者或者初入市场者的campus recruitment校园招聘job openings职位空缺vacant position空位employment checks招聘调查credit checks信用调查honor兑换financial obligation及时还债cross-check反复核对，交叉核对a line manager生产线管理人员take a physical examination体检claim for compensation索赔/理赔the terms of the offer开个条件employment policies招聘政策promotion-from-within内部提拔boost the morale of the employees鼓舞士气career development职业规划proper orientation正确定位work hour工作时间pay schedule工资体制indoctrinate灌输，传授subunit二级单位a training program培训项目organizational analysis组织分析analysis of job requirement工作分析performance record业绩记录on-the-job method在职培养off-the-job method脱产培训lathe车床vestibule training岗前培训management development program管理发展课程seminar座谈会/商讨会case study案例分析simulation模拟分析field ship实地考察mountain hiking登山computer-assisted instruction CAI计算机辅助讲授emotional resiliency情感弹性incumbent职责所在的would-be managers要提拔管理者resilient现任/在职的管理人员fringe benefit额外福利time wage实薪piece rate wage产品数量bonus奖金stock options股票购买特权quota配额base salary底薪stipulate规定overhead cost管理费用preset预设的pension退休金paid vacation带薪假期vision care视力保健tailor-made合适的，特制的cafeteria benefit自助式福利计划voluntary separation自动离职absenteeism旷工，缺勤societal社会的organizational climate and culture组织氛围和文化versatile多面手的stakeholder赌金保管者job enrichment丰富工作内容job enlargement扩大工作面rotate轮换2.定义The Human Resources Management(HRM)（人力资源管理）process is an ongoing procedure that tries to keep the organization supplied with the right people in the right positions.（1）Human resource planning(人力资源规划)is designed to ensure that personnel needs will be constantly and appropriately met.（四个方面）Future needs/Future balance/Recruiting or laying off employees/Development of employees（2）Recruitment(招聘)is concerned with developing a pool of job candidates（工作应聘者）in line with the human resource plan.Job AnalysisJob Description lists the objectives,responsibilities,main tasks of the job,the conditions under which the job is to be done,and its relationship to other jobs.Hiring Specification(招聘细则)defines the specific skills,education,experience,and qualifications that an individual must have in order to perform effectively in the position.The Four C’s Model for Evaluating Human Resources(评价人力资源的四个C模式) competence能力commitment责任心congruence一致，和谐cost effectiveness成本效力（3）Selection(选拔)involves using application forms（申请表）,resumes,interviews,employment and skill tests（技能测试）,and reference checks(征信调查)to evaluate and screen job candidates for the managers who will ultimately select and hire a candidate.（4）Socialization or orientation(定位)is designed to help the selected individuals fit smoothly into the organization.（5）Training and development(培训与发展/培养)are both aimed at increasing employees' abilities to contribute to organizational effectiveness.（组织效能）（6）Performance appraisal(绩效考核/评价)，which involves both informal performance appraisal and formal systematic parers and an individual'job performance with standards or objectives developed for the individual'position.六．Corporate Culture企业文化1.重要的短语和词汇Social etiquette and demeanor社交礼节和飞度designation称号attorney律师litigation起诉adversary对手visionary有远见的emerging新兴的Identification of Corporate Culture企业文化的确认theme parks主题公园collegial学院派toxic有害的subculture次培养occupational,professional or financial divisions(职业，专业，经济状况)avid extreme adventurer热心的极限冒险者niche定位，合适的环境defect-free products没有瑕疵产品price leadership价格领先mechanism途径，手段wield有效地行使underscore强调abiding持久不变的payroll付给工人的薪金总额blackjack21点，一种纸牌游戏acronym首字母缩略词commemorate纪念，庆祝inauguration就职演说enunciation宣告，阐明humblebee大黄蜂，雄蜂aerodynamic空气动力学的2.定义Corporate culture is described as the personality of an organization,or simply as"how things are done around here”Guide how employees think,act and feel.Include core values(核心价值观)and beliefs,corporate ethics,and rules of behavior（道德规范和行为规范）Functions of Corporate Culture1.Provide a sense of identity for members.(导向)2.Generate commitment to the organization’s mission.（凝聚）3.Clarify and reinforce standards of behavior.（约束）(1)Culture as the Organization’s Personality作为企业个性的文化1.Risk Taking Personalities.(喜欢冒险的个性)Certain organizations encourage employees to take risks.2..Attention to Detail Personalities（注重细节的个性）.This type of organizations focuses attention on the details of the organization where they have made quality their driving themes.3.Outcome Oriented Personalities(注重结果的个性)This type of organizations succeeds by focusing on results in certain aspects of their business.4.People Orientation Personalities(以人为本的个性)Adobe-systems,the third largest manufacturer of personal computer software,treats its employees as“family”.5.Team Orientation Personalities（注重团体的个性）.Increasing number of organizations(and especially service providers)are shaping their cultures around the team concept.6.Aggressive Personalities(积极进取的个性).Some organizations value aggressiveness as a major part of the way that business is done.7.Non-stable Personalities(不求稳的个性).Companies which emphasize growth could be easily identified as having non-stable personalities.(2)Different Corporate Culture characteristic1.Sensitivity to the needs of customers and employees2.Interest in having employees generate new ideas3.Value placed on taking risks4.Openness of available communication options5.Friendliness and congeniality(亲和力)of employees towards one another6.Value placed on people in the organization(3)Creation of Corporate Culturepany Founders(企业的创建者).The founders often possess dynamic personalities,strong values,and a clear vision of how the organization should operate.2.Experience with the General Business and Industry Environment(企业外部环境的体验) Organizational culture often develops out of an organization’s experience with the general business and industry external environment.3.Contact with Others（企业内部群体和个体间的联系）This refers to the shaping of the organization based on how it develops out of contact between groups and individuals within an organization.(4)Tools for Transmitting Culture企业文化的传播途径Symbols象征stories故事jargon行话ceremonies仪式defining culture in writing书面原则(5)Influence of Corporate Culture on Climate and Management Practice(企业文化对企业氛围以及企业管理行为的影响)Subtle differences between organizational culture and organizational climate Organizational culture refers more specifically to the values,beliefs,and customs or norms of an anizational philosophyOrganizational climate more general,more nebulous(模糊的)it refers to the general atmosphere of an organization.。
工商英语重点词汇及句子
一、专业词汇sub-process 子系统子过程company life cycle企业生命周期customer satisfaction顾客满意度cash flow现金流commercial paper商业汇票national income theory国民收入理论prince index价格指数aggregate supply总供给trade barriers贸易壁垒deflation通货膨胀compensatory damage补偿性赔偿limited partnership有限合伙制the internal revenue code国内税务法规internet economy互联网经济tangible and intangible assets有形和无形资产psychological assessment心理测评contingency theory权变理论information symmetry信息对称sustained competitive advantage持续竞争优势administrative assistant行政助理information flow信息流daily management日常管理strategic plan战略规划trade credit商业信贷aggregate economic analysis总量经济分析nation’s aggregate income and output国家总收入和总产出market economy市场经济customer prince index消费者价格指数aggregate demand总需求sanction of a society社会控制机制punitive damage惩罚性损失赔偿intangible entity无形实体publicly held corporation公开招募性公司article of corporation公司章程by-low议事程序stock certificate股权证明resource-based theory基于资源的理论rare resource稀有资源functional-level strategy职能层战略二、重点句子1. We hedge on this issue because an individual could possess the raw materials, production capabilities, and provide the end product for personal use and therefore exist as a business of one.我们之所以避开这个话题，是因为个人也可以拥有原材料、生产能力并提供最终产品供个人使用，因此也可以作为一个企业存在2. Economists are interested in being able to measure both the level of output of an economy and changes in that output level over time。
工商导论2
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Providing Value and Satisfaction
Consumers buy products that offer the best value to meet their needs and wants
Value and Benefits
Value compares a product’s benefits with its costs. Benefits include the functions and the emotional satisfaction associated with owning, experiencing, or possessing a product.
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The Function of Marketing
1. Marketing Research 市场调查
Collecting and analyzing data to identify a market or a market segment for particular goods or services and to answer questions such as the number and the location of potential customers, their purchasing power and buying habits, and proper ways to promote sales. 收集分析数据，为某一商品或服务确定市场或 市场细分，回答诸如潜在顾客的人数和位置、他 们的购买力和购买习惯，以及恰当的促销方法等 一些问题。
McGraw Hill/Irwin Irwin/McGraw Hill Foreign Language College
工商导论词汇
商学概论词汇(293) Chapter1 (27)business 企业profit 利润not-profit (or nonprofit) organization 非营利组织management 管理operation manager 运营管理marketing 市场营销accountant 会计师finance 理财财务（活动）economics 经济学resources 资源factors of production 生产要素free market system 自由市场体系demand 需求demand curve 需求曲线supply 供给supply curve 供给曲线gross domestic product (GDP) 国内生产总值business cycle 经济周期，商业周期recession 衰退depression 不景气，萧条（期）full employment 充分就业unemployment rate 失业率price stability 物价稳定inflation 通货膨胀deflation 通货紧缩consumer price index（CPI）消费者价格指数national debt 国债Chapter 2 (7)entrepreneur 企业家small business administration 小企业管理局small business 小企业goods-producing sector 商品生产部，制造业service-producing sector 服务生产部，服务业business plan 商业计划franchise 特许经营权Chapter 3 (8)ethics 伦理，道德business ethics 商业伦理corporate social responsibility 企业社会责任stakeholders 利益相关者conflict of interest 利益冲突insider trading 内幕交易whistle-blower 告密者code of conduct 行为规范Chapter 4 （25）manager 经理，管理者management 管理planning 计划，规划strategic planning 战略规划，战略计划SWOT analysis SWOT分析goals （长期）经营目标objectives （中期）经营目标controlling 控制technical skills 专业技能，技术技能interpersonal skills 社交技能，人际技能conceptual skills 概念技能，理性思维技能time-management skills 时间管理技能decision-making skills 决策技能sole proprietorship 独资（经营）unlimited liability 无限责任partnership （or general partnership）合伙制（经营）limited partnership 有限合伙制（经营）corporation 公司shareholders 股东stock 股份board of directors 董事会dividends 股息limited liability 有限责任private （or closely held）corporation 不公开招股公司public corporation 公开招股公司Chapter 5 （35）human resource management (HRM) 人力资源管理strategic human resource planning 战略人力资源计划job analysis 工作分析job description 职位描述job specification 工作说明recruiting 招聘，雇佣discrimination 歧视，差别待遇selection 甄选application 申请（书）interview 面试contingent worker 临时工orientation 上岗领导off-the-job training 脱产培训on-the-job training 在职培训，在岗培训motivation 动机equity theory 公平理论job redesign 工作再设计job rotation 工作转换job enlargement 职位扩大化job enrichment 工作丰富化flextime 弹性工作时间job sharing 工作分担telecommuting 远程办公performance appraisals 业绩评价，绩效评价turnover 人员流动downsizing 缩小规模，裁员employment-at-will 自由就业wages 工资（按小时计）salary 薪水piecework 按件付酬的工作commission 佣金incentive program 激励机制bonuses 奖金benefits 福利labor union 工会collective bargaining 集体谈判，劳资双方的谈判Chapter 6 （18）product 产品industry 行业market 市场market segment 细分市场market share 市场份额operations management (OM) 运营管理project team 项目团队product development process 产品开发过程product concept 产品说明，产品概念prototype 样品patent 专利make-to-order strategy 按订单生产mass production (or make-to-stock strategy) 批量生产mass customization 大众化定制capacity 生产能力layout 设计，安排master production schedule (MPS) 主生产进度表computer-aided design (CAD) 计算机辅助设计Chapter 7 (45)marketing 市场营销marketing concept 市场观念marketing strategy 营销战略，营销策略target market 目标市场consumer market 消费品市场industrial market 工业品市场market segment 细分市场marketing mix 营销组合marketing research 营销研究secondary data 二手资料primary data 原始资料focus group 小组讨论brand 标识，品牌trademark 商标private branding 自定商标generic branding 无商标（产品）manufacturer branding 制造商牌号brand equity 商标资产，品牌资产brand loyalty 品牌偏好，品牌忠诚packaging 包装labeling 贴标签intermediary 中间商retailers 零售商wholesalers（distribution）批发商profit margin 利润率physical distribution 物流storage warehouse 储藏库distribution center 配送中心materials handling 物流搬送just-in-time production 准时制生产supply chain 供应链supply chain management（SCM）供应链管理customer value triad 顾客价值三合一value chain 价值链promotion mix 促销组合advertising 广告personal selling 人员促销，个人销售sales promotion 促销publicity 宣传推广public relations 公共关系customer-relationship management 客户关系管理product life cycle 产品生命周期external marketing environment 外部营销环境consumer behavior 消费者行为advertising agency 广告商，广告公司Chapter 8 (28)absolute advantage 绝对优势comparative advantage 比较优势balance of trade 贸易差额trade surplus 贸易顺差trade deficit 贸易逆差joint ventures 合资企业foreign direct investment(FDI) 外国直接投资foreign subsidiary 外国子公司multinational corporation (MNC) 多国公司culture 文化high-context culture 高情境文化low-context culture 低情境文化gross nation income per capita 人均国民收入exchange rate 汇率subsidies 补助金，补贴trade controls 贸易管制protectionism 贸易保护主义tariffs 关税quota (入口货等的) 配额embargo 贸易禁运dumping 倾销world trade organization 世界贸易组织International Monetary Fund 国际货币基金组织World bank 世界银行trading blocs 贸易同盟European Union 欧洲联盟North American Free Trade Association 北美自由贸易协定General Agreement On Tariffs And Trade 关税及贸易总协定Chapter 9 （40）stakeholders （公司的）利益相关者accounting 会计management accounting 管理会计financial accounting 财务会计financial statements 财务报表generally accepted accounting principles （GAAP）公认会计准则income statement 收益表；利益表；损益表revenues 销售收入expenses 费用；开支cost of goods sold 销售成本operating expenses 经营费用gross profit（or gross margin）毛利；总利润net income （or net profit）净收益（或净利润）breakeven analysis 盈亏平衡分析fixed costs 固定成本variable costs 可变成本breakeven point in units 单位盈亏平衡点balance sheet 资产负债表asset 资产liability 债务、负债owner’s equity 所有者权益fiscal year 财政年度accounting equation 会计等式account receivable 应收账款account payable 应付账款inventory 存货；库存量depreciation expense 折旧费用classified balance sheet 分类资产负债表liquidity 流运性；变线速度current asset 流动资产long-term asset (or fixed asset) 长期资产current liability 流动负债long-term liability 长期负债statement of cash flows 现金流量表operating activity 经营活动investing activity 投资活动financing activity 筹集活动certified public accountant (CPA) 注册会计师；执业会计师audit 审计private accountant 私人账户Chapter 10 (60)money 货币money market mutual funds 货币市场共同基金demand deposits 活期存款M-1 狭义货币，交易货币M-2 广义货币commercial bank 商业银行savings bank 储蓄银行credit union 信用合作社finance company 信贷公司insurance company 保险公司brokerage firm 经济商号mutual fund 共同基金money market fund 货币市场基金pension fund 退休基金Federal Reserve System（the fed）联邦储备系统（美联储）discount rate 贴现率prime rate 最低银行利率financial plan 财务计划maturity （票据等的）到期short-term loan 短期贷款intermediate loan 中期贷款long-term loan 长期贷款lines of credit 信用额度amortization 分期付款security 担保品collateral 担保品，抵押品unsecured loan 无担保贷款interest 利息cash-flow management 现金流管理trade credit 商业信用budget （一手）预算cash budget 现金预算capital budget 资本预算angel 赞助人venture capitalist 风险资本家initial public offering（IPO）首次公开发行（的股票）investment banking firm 投资银行primary market 初级市场secondary market 二级市场New York Stock Exchange （NYSE）纽约股票交易所American Stock Exchange （AMEX）美国证券交易所Over-the-counter (OTC) market 场外交易市场NASDAQ 纳斯达克Securities and Exchange Commission （SEC）美国证券交易委员会insider trading 内线交易market index 市场指数Dow Jones Industrial Average （DJIA）道琼斯工业平均指数NASDAQ Composite Index 纳达斯综合指数Standard & Poor’s Composite Index （S&P 500）标准普尔股价指数bull market （股市中的）牛市bear market (股市中的) 熊市equity financing 产权融资debt financing 债券融资stockholder’s equity 股东权益dividends 股息common stock 普通股preferred stock 优先股cumulative preferred stock 累积优先股convertible preferred stock 可兑换优先股bonds 债券。
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Chapter1Sole proprietorship 商个人，个体户partnership 商合伙，合伙公司Corporation（股份有限）公司license/permit （营业）执照Sole proprietor 个体业主shareholder 股东Board director 董事会成员，董事unlimited liability无限责任Go bankrupt (go broke) 破产access获取方法，渠道Assets资产Financing融资Marketing营销Partner合伙人Dissolution解散Law firm法律事务所Accounting firm会计事务所Real estate firm房产中介所General partner普通合伙人Limited partner(责任)有限合伙人Supplier供货商Extend credit 提供信贷legal framework 法律框架internal conflict内部纷争，冲突broth肉汤incorporator公司股东stockholder股东sales revenue销售收入legal person法人sue起诉，控告bond债权collateral抵押物finance为。
提供资金expansion扩张separated ownership and management所有权与经营分离termination终结dividend股息，分红income tax所得税double taxation双重征税corporate charter公司章程industrial relations劳资关系incur引起，导致executive公司行政领导have fewer restriction有较少的局限性keep minutes作会议记录franchising特许经营franchisor授予特许者franchisee获取特许者décor （店铺）装饰attire （员工）服装chapter2replica复制品centralized中央集权的chronic shortage长期短缺white elephant白象，中看不中用的东西CRM（customer relationship management）客户关系管理Personal selling当面推销Publicity媒体Bulk buying大宗购买Discount price打折销售Uniform specification统一规格Acquire获得Marketing mix营销组合Promotion促销Utility功能，便利Channels of distribution分销渠道Market segmentation市场细分Zero in on集中精力于。
Geographic variable地理区域因素Demographic variable人口统计因素Psychographic variable心理因素Product-use variable产品用途因素Chapter6Portability可携带性Divisibility可分割性Stability稳定性Durability耐用性，耐磨损性Acceptability合法使用性Denomination面值Paper note纸币Inflation通货膨胀Transaction交易Circulation流通Legal tender法定货币Medium of exchange交换媒介Store of value价值存储Liquid流动性（变为现金性）Unit of account计算单位，会计单位Demand deposit活期存款Checkable可用支票变现的Time deposit定期存款Mutual fund共同基金Interest-bearing产生利息的Checking account支票账户Withdrawal取款Minimum balance最少金额Credit union信用社Serial number序列号Portfolio投资组合Securities有价证券Savings account存款账户Currency exchange货币兑换Letters of credit信用证Banker’s acceptance 银行承兑Draft汇票Credit card信用卡Debit card借记卡Access card自动柜员机卡Financial counseling 理财咨询Home mortgage住房抵押Mutual savings bank互助储蓄银行Depositor 存款人Pension fund养老基金Premium保险费Unchecked不受控制的Sustainable可持续的Federal Reserve美国联邦储备局Fed美联储Reserve requirements储备金要求Discount rate贴现率Open-market operation公开市场运作Vault金库Dealer（有价证券）券商Chapter 7Trade credit行业信用Commercial paper短期融资券Factor（对应收账等）贴现Account receivable应收账款Promissory note本票Account payable应付账款Open account赊账账户Principal 本金obligation义务、债务Line of credit信用额度Secured/unsecured有、无担保的Collateral抵押物Inventory库存Stock股票（总称）Bond债券Compensating balance补偿余额Chapter8Managerial accounting管理会计Financial accounting财务会计Financial statement 财务报表Balance sheet资产负债表Liabilities负债Owners’ equity所有者权益Patent专利Copyright版权Current assets流动资产Fixed assets固定资产Intangible assets无形资产Income statement损益表Current liabilities流动负债Long-term liabilities长期负债Current ratio流动比率Quick ratio速动比率Rental revenue租赁收入Gross profit margin毛利润率Net profit margin净利润率Inventory turnover库存周转率Average inventory平均库存Account receivable turnover应收账款周转率Return on owners’ investment投资回报率Chapter 9Securities market证券市场Underwrite承销Broker经纪人Stock exchange股票交易所Stock brokerage股票经销商Bull and bear牛市和熊市（跌）Speculator投机者Forfeit放弃Speculative issue收益与风险极大的风险Chapter 10Risk风险Works-in-process半成品Probability概率Pirating海盗活动The Strait of Malacca马六甲海峡Hedging套期保值Feed饲料Risk-sharing mechanism风险分担机制Insurance policy保险合同Insurable interest可报利益Indemnity应得补偿Subrogation权益转让Proximate cause近因Insured保户Policyholder保户Dependent抚养人Utmost good faith最大诚信Compensation赔偿Contribution分摊/全赔偿不能超过应得赔偿Insurable risk可保风险Property insurance财产险Liability insurance责任险Health insurance健康险，医疗险Life insurance寿险，人身保险Rider附加险Marine insurance海险Aviation insurance航空险Adversity灾祸Premises单位、私家所属的场所Workers’ compensation工伤赔偿Split-liability责任分担Vandalism打砸等破坏行为No=fault auto insurance无过错汽车保险Reimburse报销Surgical expense手术费用Hospital expense住院费用Cafeteria plan自选组合Term life insurance自选组合Straight life insurance简单寿险limited payment life insurance 定期寿险 Endowment life insurance 增值寿险 group life insurance 集团寿险 key person insurance 关键人物险 credit life insurance 信用寿险 fidelity bond 忠实险 surety bond 履行义务险 Chapter 12Absolute advantage 绝对优势 Comparative advantage 相对优势 Specialization 专业化 Sanction 制裁 Ban 禁止Licensee 购买特许者Foreign -owned enterprise 外资企业Research and development center 研发中心 Multinational corporation 跨国公司 Foreign exchange 外汇 Exchange rate 汇率 Quotation 外汇牌价Forward exchange rate 远期汇率 Spot rate 现期汇率Trade barrier 贸易壁垒Strategic military materials 战略军事物资 Tariffs 关税Revenue tariffs 财政关税 Protective tariffs 保护关税 Infant industries 幼稚产业 Defense materials 国防物资 Import surtax 进口附加税 Countervailing duty 反补贴税 Anti -dumping duty 反倾销税 Variable levy 差价税 Specific duty 从量税 Ad valorem duty 从价税 compound duty 混合税 alternative duty 选择谁non -tariff barriers 非关税壁垒 quotas 配额voluntary export quotas 资源出口配额 import license 进口许可证 state monopoly 国家垄断government procurement 政府采购 trade protectionism 贸易保护主义packaging包装labeling 标签。