(完整版)工商管理专业英语unit13

一、名词解释1. The plan of action is, at one and the same time, the result envisaged, the line of action to be followed, the stages to go through, and methods to use.2. Human needs are states of felt deprivation. Humans have manly complex needs. These include basic physical needs for food, clothing, warmth, and safety; social needs for belonging and affection; and individual needs for knowledge and self-expression.3. Customer value is the difference between the values the customer gains from owning and using a product and the costs of obtaining the product.4. Place, another key marketing-mix tool, includes the various activities the company undertakes to make the product accessible and available to target customers.5. Group technology is a concept that currently is attracting a lot of attention from the manufacturing community.6. Issuing bank is obligated to honor drawings under the L/C regardless of the buyer’s ability or willingness to pay.7. Letter of credit is an instrument issued by a bank on behalf of the importer (buyer) promising to pay the exporter (beneficiary)upon presentation of shipping documents in compliance with the terms stipulated therein.8. Leader ship is a personal relationship in which one person directs, coordinates, and supervises others in the performance of a common task.9. Advising bank. The correspondent bank in the beneficiary’s country to which the issuing bank sends the L/C is commonly referred to as the “advising”.10. Marketing mix is one of the key concepts in modern marketing theory. Marketing mix is the set of marketing tools that the firm uses to pursue its marketing objectives in the target market.11. Total quality management means a comprehensive approach to quality by everyone in an organization to provide customers with reliable products and services.二、简答1. What are the features of a good plan of action? P30一个好的行动计划有什么特点：（1）统一性，即一个既能面向整体又能顾及各个部分的行动计划。

Part I Unit 13 CulturesBusinessVocabulary1Please make sure that our order will be executed to the entire A of ourcustomers.A satisfactionB satisfactoryC satisfying C satisfied2The goods A if your L/Chad arrived by the end of this month.A would have been shippedB would be shippedC will be shippedD should have been shipped3Unless otherwise B , we wish to arrange to take out insurance on the shipment against All Risks and War Risk.A instructingB instructedC to instructD instructs4Please tell us A the goods will betransshipped.A whereB whatC whichD who5Please B us how the goods arepacked. A advice B advise C notice D note6Our customers request you Bwhat you mean by "prompt shipment".A explainB to explainC explainingD explained7 B the end of March, we had shipped 2,000 tons of rice to London.A InB ByC atD from8Shipment will be D in May 2007.A leftB startedC set outD effected9Goods will be shipped within one month after C of your order.A receivingB receptionC receiptD received10I t is imperative that all your future credits should allow transshipment and Ashipment.A partialB partlyC in partD parted11S hipment is to be made during March to MayA three equal lots.A inB atC byD on 12irect steamers to your port are few C_______ winter season.A at duringB onCDby13 P lease try your best to ship our orderD that steamer.A forB inC with Dby14 we find _____ C _____ transshipment of your order is not possible.A whenB whatC thatD how15For your order, we have Aspace on S.S. "Mermaid" due to arrive at Hong Kong around May 28.A hiredB boughtC firedD purchased16S ince the transaction is made CFOB basis, you are to ship the goods by asteamer to be designated by us.A atB byC onD in17In our letter of May 5, we made Dclear that shipment is to be effected in June.A youB themC thatD it18Please make efforts to get the goodsC immediately.A to dispatchB dispatchingC dispatchedD dispatch19We have shipped your order on board M/V,which sails B _ your port tomorrow.A atB forC toB to damageD damage Part I D from20 After inspection, we found nine cases A_A damaged C damagingPhrase Translation1企业文化company culture2社会习俗social customs3历史事件historical events4文化意识cultural awareness5全球商务global business6欧盟European Union7发达形象developed image8英美文化Anglo-American culture 9出口业务export business10创新设计original design11原产国country of origin12个人接触personal contact13玩具生产公司toy manufacturing firm 14仓库经理Warehouse Manager15公关部经理Public Relations Manager16行政员工administrative staff17文化冲击culture shock18闲谈small talk19贸易集团trading group20名片business cardPart II Sentence Translation1.T his country is sensitive to how it presents itself to the outside world.这个国家对怎样向外界展示自己的形象非常敏感。

Unit 13 Money13.1 Negotiating(n.談判）the priceA. Vocabulary1. Three different situations(1) in a business meeting, price negotiable（adj.可磋商的）;in a personal arts and crafts (n.手工/工藝）store, price negotiable;in the regular(adj.規則的/有秩序的）run by a company or a government, price fixed(adj.固定不變的）.(2) The type of things that are variable(n.變數，adj.可變的）when a customer and supplier are negotiating the price of an article.Eg. Delivery dates, quantity, method of payment, packaging, methods of delivery, insuranceB. Listening (略)backlog n. 积压未办之事，积压的工作My secretary can not cope(vi. 竟爭，對抗，克服）with the backlog of paperwork.reduction ❒♓♎✈☞☯⏹ n. 缩小；减少somewhere between 大约[大概，略多于，略少于]（某数）C. Grammar(1) Model Sentence:Will you give me a discount if I pay cash?But if you’re prepared to wait, we’ll give you a reduction in price.(2) 在以when, after, before, as soon as等引导的时间状语从句和在以if, unless, once等引导的条件状语从句中，用一般现在时表示一般将来时。