商务英语知识点

商务英语Chapter1 Setting Up a Business ⑴Sole proprietorship个人独资企业，个体户本章重要词组：Sole proprietorship个体户sales revenue销售收入double taxation双重征税Limited liability company 有限责任公司dividend股息，分红Chapter2 Marketing: an Overview⑴The functions of marketing①Marketing research ②Acquiring ③Selling ④Transportation ⑤Storage ⑥Finance and Credit ⑦Risk Taking ⑧Standardization and Grading⑵4”p”:①Product ②price ③promotion ④place本章重要词组：market segmentation市场细分legal tender 法定货币Chapter3 Products and Pricing完形填空⑴Product life cycle:①introduction 特点：profits tend to be small and even losses may occur②growth 特点：sales increase quickly and profits begin to pour in○3maturity 特点：the total sales volume begins to fall,and the profits start to shrink .④decline 特点：the demand for the product continues to fall and so does the sales volume.⑵skimming strategy:When a product is at the introduction stage of its life cycle and there is little competition,it can be priced high to make maximum profit and skim the “cream” of the market.本章重要词组：Product life cycle产品生命周期（中英互译）profit-oriented objectives利润导向型目标sales-oriented objective销售额导向型目标skimming strategy撇脂战略Return on capital 投资回报率break—even analysis 盈亏平衡点分析Chapter4 Channels of distributionWholesaler批发商：wholesaler are middlemen who buy in large quantities from the producers and redistribute the goods to the middlemen at the next level retailers.Water 海上运输最便宜air 空运最贵本章重要词组：Channels of distribution分销渠道Chapter5 Promotion完形填空⑴The combination of the promotional tools is called the promotion mix.Tools that are commonly used for promotion are advertising广告, sales promotion促销,personal selling当面行销, public relations公共关系, publicity媒体推介, etc. At the core of the mix, of course, is a good product. Without such a product, the tools will be uesless or produce undesirable results.(2) Advertising media are newspaper,television,radio,direct mail,the internet,outdoor billboards,yellow pagesTelevision电视广告最贵本章的重要词组：promotion mix促销组合coupon打折券trade stamp行业优惠券trade show 行业展览会personal selling当面行销Chapter6 Money and Banking影响货币供应的三个工具：reserve requirements,changes in the discount rates,and open—market operations.本章重要词组：paper note 纸币legal tender法定货币time deposit定期存款demand deposit活期存款banker’s acceptance银行承兑credit card信用卡debit card借记卡pension fund养老基金reserve requirements储备金要求discount rate贴现率open-market operation公开市场运作Chapter7 Financing1、Trade credit分为三类：open account开立账户promissory note本票draft汇票2、promissory note(定义) which is an unconditional written promise by the buyer to make repayment to the seller on a particular date.本章重要词组：trade credit行业信用account receivable应收账款account payable应付账款open account开立账户promissory note本票draft汇票compensating balance补偿余额retained earnings留用利润depreciation折旧equity financing股权融资debt financing债务融资preferred stock优先股融资方式分两种：long—term financing short—term financingChapter8 Accounting⑴Balance sheet(定义) is one type of financial statement,which reports the financial health of a firm on a specific date.A banlance sheet is made up of three types of account,i.e. assets 资产,liabilities负债and owner s’ equity所有者权益.Assets are what a business owns.assets = liabilities + owner’s equity (资产=负债+所有者权益)⑵Gross profit margin = Gross profit / Net salesNet profit margin = Net income / Net sales本章重要词组：balance sheet 资产负债表current assets流动资产fixed assets 固定资产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income statement损益表gross profit margin毛利润率net profit margin 净利润率return on owners’ investment投资回报率Chapter9 The Securities Market本章重要词组：securities market证券市场stock speculator股票投机者Chapter12 International Business⑴Foreign exchange定义：Doing international business often involves use of currencies different from your own.本章重要词组：absolute advantage绝对优势comparative advantage相对优势licensing arrangement特许协议multinatioal corporation跨国公司foreign exchange外汇import surtax进口附加税tariffs关税quota配额import license进口许可证Chapter13 Managing Business Enterprises1、Planning:Planning involves setting goals and working out strategies to achieve the goals。

2、Organizing:老版工商导论P139组织第一段3、controlling:is the function or process in which the management gathers information,compares actual performance with expected results,and takes necessary measures to correct significant deviations.4、管理水平和技能，老版课本P140两个图记住。

5、Sources of Managers: ①the company itself ②educational institutions ③Other Organizations6、组织结构的图形和名称记住：重点在于矩阵制和事业部制本章重要词组：planning计划organizing组织controlling调控human skills人际技能conceptual skills概念技能technical skills操作技能job specialization工作专门化departmentalization部门化unity of command统一指挥matrix organization矩阵型组织Divisional organization事业部制Chapter14 Human Resources Management⑴job description（定义）: Based on the findings of the job analysis, a job descreption lists the objecetves, responsibilities, main tasks of the job, the conditions under which the job is to be done, and its relationship to other jobs.本章重要词组：job description工作描述job specification工作要求performance appraisal 业绩考评fringe benefits福利待遇base salary底薪（底薪不属于福利待遇）Chapter15 Motivation and Leadership⑴Maslow’s Hierarchy of Human Needs(马斯洛需要层次): physiological needs生理→security needs安全→social needs社交→esteem needs尊重→self actualization needs自我实现⑵Herzberg’s two-factor theory（赫兹伯格双因素理论）：hegienic factors(保健因素)+motivating factors（激励因素）⑶Mcgregor’s theory X and theory Y本章重要词组：Hawthorne effect霍桑效应management by objectives MBO目标管理trait theory素质理论促销，货币供应，怎样激励员工，激励措施可能出案例分析计算题。