Useful language from Module 2Wordlistbranch headquarters promotiontake part in call centre holding company recognition take seriously cash bonus manufacturing research and developmenttake with a pinch of salt corporation parental leave distribution centre pension reward trademark division perks subsidiary turnover flexible plant take care warehouse found (a company) position take onExpressionsPresentingGood morning and thanks for coming.Today I'd like to tell you about...If you have any questions, I'll be happy to answer them at the end.In my brief presentation we'll begin by looking at... First of all there's.../ and finally there's...Then I'll give an overview of...OK, let's move on to look at...One thing I'd like to point out is...Take a look at this chart, which shows...Here you can see...Finally. I'd like to talk about...So that brings me to the end of my presentation. Thanks for listening.Are there any questions?Module 2.1 Company benefitsBenefits and incentivesV ocabulary1) Ask students to work alone as they rank the ten items and then compare and discuss in pairs. Make sure they give reasons.ExtensionIn Part Two of the Speaking Test, students might need to give a one-minute presentation entitled, "What is important when choosing a job?". Put students in pairs and tell them to practise a similar presentation, taking turns to be the examiner or the candidate. Students can use some of the ideas listed in exercise 1. 2) 2.1 Students listen out for five of the benefits and incentives in exercise 1. Note that this is a similar task to Part Two of the Listening Test.Answers1 a company car2 flexible working hours3 parental leave4 an impressive job title5 a pension2.1 Listening scriptSpeaker 1 It's great because usually it means my wife can use the one at home and we even take mine away at weekends. I work for quite a relaxed company and they don't seem to mind how I use it for leisure.Speaker 2I thought it wouldn't change the way I worked after the first six months, but as they got older it actually became more complicated with getting them to school or if they wanted to do activities in the afternoon. But my boss has been really good about it and some days I can do a half day if I want and then I might work later on other days - or I take work home, which I don't like doing, but it's the only way... Speaker 3 It's actually the law now so they had to let me have it. It was only two weeks but at least I had time to help my wife out. Mind you, after all the late nights and crying I was really happy to get back to work for a while and have a rest!Speaker 4I've just been promoted from Assistant IT Technician to Chief Operational Network Administrator. It means I get a bit of a pay rise and new business cards with my name on. I'm not sure if I get my own office though.Speaker 5The problem for me is that I won't have enough to live on when I'm 60 and I can't afford a private plan. So I'll probably try and keep working for a few more years, and anyway, I heard the government is planning to raise the age of retirement...Is working for Xerox too good to be true?Reading3) Set students a time limit of about three minutes to answer the question. The aim is to find any benefits and incentives, but tell students not to read in too much detail at this stage.Answersopportunities for promotion, training and staff development, a pension*Note that the article also mentions a "reward and recognition scheme" which is another form of incentive.4) Now students read the article in much more detail to answer questions 1-5. Refer them to the Exam Success tip on reading the complete text before answering any questions.Answers1 B2 A3 C4 B5 CExpressions with takeV ocabulary5 As a quick lead-in, ask students to brainstorm collocations and expressions they can think of with take, eg take a day off, take a taxi, take a break, take off, etc.Answers1 take (Moloney's comments) with a pinch of salt2 take care of3 Take (Carole Palmer)4 took part in5 takes on6 takes seriouslyExtensionAsk students to write six new sentences using take from the exercise. They can relate the sentences to their own work or life, eg I'd take the news of a pay rise with a pinch of salt. (not so sure, doubtfully)Module 2.1 Company benefitsAsking questions about jobsSpeaking1) Tell students to imagine they were the journalist writing the article on Xerox on the previous page. They need to create the questions they asked during the interviews with Kim Moloney and Carole Palmer. The article offers clues as to the tense needed for each question. This exercise should be a review for students at this level and provides some basic questions for asking about a job.Answers1 How long have you been working for the company?2 When did you join (the company)?3 What was your first job?4 What are you responsible for?5 Where are you based?6 What would you like to do in the future?2) Students practice asking and answering the questions. If possible, try to pair students who haven't yet met in the class. Make sure the answers use the correct tense and give feedback.The PastGrammar3) Students match the three verb forms to the correct tense definitions.AnswersPast simple: startedPresent perfect: has movedPresent perfect continuous: has been workingRefer students to the Grammar reference on page 128. Suggest they also re-read the information on the present perfect and present perfect continuous in Module 1. Remind students that we tend not to use continuous forms with stative verbs. Also point out that verbs like work and live can often be used in the present perfect and present perfect continuous form with little change in meaning. The main change in emphasis is that the continuous form emphasises that the action is ongoing. You could also draw these timelines on the board to help clarify the meaning:Past simplePast NowX ↑Present perfectPastNowPast Now4) Students underline the correct verb form. When checking answers, ask students to try and explain their choice.Answers1 began2 trademarked3 became4 has been5 has been working6 has been7 took partPhotocopiable activity 2.1See page 162.5) Students complete the letter of application with the verbs in different tenses.Answers1 have been working2 joined3 have had4 have been considering5 has expanded / has been expanding (we are unsure if the expansion has ended)6 completed7 have been studying8 has agreedA letter of applicationWriting6) Begin by asking students if they have ever applied for a job. Elicit the process, eg Where did you find out about the job? Did you have to write a letter or fill in a form? This task resembles the format for Part Two of the Writing Test with students being given a text and then some handwritten notes. Ask students to underline key information. Make sure they realise that they must include the handwritten notes and stay within the word limit. If you are short of time this could be set as homework. If it is done in class, students could work in pairs and draft the letter together.Possible answerDear Sir or Madam,I saw your advert for the post of Personal Assistant to Overseas Sales Manager in yesterday's newspaper and I would like to apply for the position.As you can see from my attached CV, I have been working for a travel agency for the last six months, which I have really enjoyed. Before that I worked as a receptionist and secretary for two years.I have a good knowledge of English as I completed a course at college and I am also fluent in Italian having lived in Rome for the summer in 2006.Please note that my current manager has agreed to write me a reference. I look forward to hearing from you.Yours faithfully(students' name) Module 2.2 Presenting your companyCompany termsVocabulary1) This activity checks that students know some key vocabulary before starting. The definitions are in the information files on pages 126 and 131, or students can check in their dictionaries.During the task, make sure students know how to pronounce all the words. It may be helpful to drill the word stress in these words:distribution, warehouse, headquarters, subsidiary, corporation, division.PresentationsListening2) 2.2 For this first listening, students only need to listen out for the words in exercise 1.Answersheadquarters corporation divisions2.2 Listening scriptExtract 1 Good morning and thanks for coming. Today I'd like to tell you about the world's largest document management company. With a turnover of nearly sixteen billion dollars the Xerox Corporation develops and markets innovative technologies with products and solutions that customers depend upon to get the best results for their business. In my brief presentation we'll begin by looking at some of the key figures behind the company's success and how the company is structured. Then I'll give an overview of Xerox around the world and finally I'd like to talk about some of the trends affecting out market and its future growth. If you have any questions, I'll be happy to answer them at the end. So, here you can see, the turnover for last year was nearly sixteen billion dollars, with a final income of 978 million dollars. We operated from our headquarters in Rochester New York State in 160 countries with 55,000 employees, with over half of those in the USA. This next chart shows you how the corporation is split into four divisions. First of all there's Xerox Global Services...Extract 2And finally there's Xerox Innovation with five centres in the United States, Canada and Europe. Note that six percent of revenue was dedicated toresearch and development last year as the key part of our mission statement is, and I quote, "to help people find better ways to do great work." OK, let's move on to look at Xerox around the world in a little more detail. Take a look at this chart, which shows revenue by region. So about half our revenue is from the US market. Then Europe with over five billion dollars and the rest of the world with over two. One thing I'd like to point out is...Extract 3 Finally, how is the market for the document industry looking? Well it would be unrecognisable to the people who founded the orginal company in 1906 and even compared to the second half of the twentieth century. More and more offices are moving from black and white printing to color, and from paper documents to electronic documents. These are clearly the future opportunities and areas of growth in what is a total market worth an estimated 112 billion dollars...So that brings me to the end of my presentation. Thanks for listening. I hope it's been of interest. Are there any questions?3) Students can work in pairs and try to say the numbers. In order to check their answers, you could play the recording again so students can listen for pronunciation.Answerssixteen billionnine hundred and seventy-eight millionone hundred and sixtyfifty-five thousandhalffoursixfive billiontwo billionnineteen oh sixone hundred and twelve billion4) 2.2 Students listen again and write notes.Answers16,000,000,000 turnover978,000,000,000 final income160 countries55,000 employees half of 55,000 in the USA4 divisions6% of revenue dedicated to research and development 5,000,000,000 dollars revenue in Europe (over) 2,000,000,000 dollars rest of world revenue 1906 company founded 112,000,000,000 total marketPhotocopiabel activity 2.2See page 163.5) 2.2 Give students time to study the flowchart and read the expressions. Then, play the recording at least once for students to match the expressions. Afterwards, students could check their answers by reading the listening script.Answers1 A2 F3 F4 D5 A6 C7 B8 B9 B 10 D11 D 12 A 13 B 14 C 15 FPronunciation6) 2.3 Students might find the idea that we pause so often in a presentation quite strange, but it is a standard technique with experienced presenters, especially when talking to larger audiences. Play the recording and students mark the pauses. With more confident groups, let them try to predict where the pauses will go before listening. It might help to point out that we tend to pause whenever there is a full stop or comma, after signal phrases (Today/Firstly/Next), to separate key information (eg the name of a company), or to emphasise information (as in the presentation about Xerox - the world's / largest / document / management / company). Students can check their answers in the listening script on page 135 where the pauses are indicated already.2.3/2.4 Listening scriptPresenter Good morning/ and thanks for coming. / Today/ I'd like to tell you about/ the world's/ largest/ document / management/ company./ With a turnover of nearly sixteen billion dollars/ the Xerox Corporation develops/ and markets/ innovative technologies/ with products and solutions/ that customers depend upon to get the best results/ for their business./ In my brief presentation/ we'll begin by looking at/ some of the keyfigures/ behind the company's success/ and how the company is structured./ Then/ I'll give an overview of Xerox around the world/ and finally/ I'd like to talk about some of the trends/ affecting our market/ and its future growth./ If you have any questions,/ I'll be happy to answer them at the end.7) 2.4 This is designed as a drill and helps to focus students on intonation and stress, as well as pausing. It's a useful strategy that they can learn to apply to their own presentations. Drill it as a class, or students could also practice on their own at home.Giving a presentationSpeaking1) Ask students what kind of company they would like to run if they had the chance. Tell them this is their "dream" company and they are going to create it. Working alone, they make up facts and figures to fill in the first column of the table. The aim of the task is to give controlled practice of the expressions for presenting. Their ideas can be as far-fetched as they like.2) Refer students back to the expressions in exercise 5 on page 21. Students work in pairs and give their presentations. They may find it helpful to repeat their presentations at least twice so they could also change partners. The person listening takes notes and could also offer feedback and suggestions on possible improvements.ExtensionAfter students have give their presentations to partners, you could ask them to do the same again to the class. Also, students could follow the advice in the Learning Tip and record their presentation or transcribe it, marking pauses as they did in exercise 6 on page 21.3) Students prepare a full-length presentation about a company for their next lesson. This could be their own company or one they know well. Alternatively, students could research a company using information on its website and use this as the basis for a presentation. A memoWritingAsk students if they receive memos at work. What are they about?Who writes them? With pre-work learners, ask them if they can define what a memo is.4) Refer students to the Exam Success tip before they read the instructions.Answers1 All staff.2 Any staff with a company based pension scheme.3 There have been changes in the government pension laws.4 This will affect the current company based pension scheme.5 A presentation will be given by the Head of Finance on the changes and any effects.5) The next two exercises help students to write effective subject lines. Make sure students realise the importance of a subject line, which is to summarise the key content of the memo and help the reader to identify the purpose easily.Answerpresentation, changes, pension, schemeExtensionBefore students do exercise 6, ask them to apply questions 2-5 from exercise 4 to each of the memos in exercise 6. Note that all the memos are to "All staff".6) Students should begin by underlining any key words. They could compare these with a partner. Then they will need to choose the best three or four words to keep the subject lines brief.Possible answersMemo 1: Display of new factory plansMemo 2: Presentation on flexitime and home-working Memo 3: Spanish classes7) This is very similar to the writing task in Part Two of the Writing Test. It could be done in class (perhaps with students in pairs) or set for homework.Possible answerTo: All StaffFrom: (name of student)Date: 1st OctoberSubject: Presentation of new insurance policyTo offer staff a better health insurance scheme, we are now working with a new insurance company. Please note therefore that a representative from this company will present the new staff policy on 9th October at 2pm in the conference room. All staff are welcome to attend.Module 2.3 Reading Test: Part fiveExam practice1) Students complete the table with words that are typically focused on in this part of the Reading Test. Answersprepositions articles conjunctions auxiliary pronounsverbsfor the because has whichto a so are whoof and do2) After students work in pairs, ask everyone to feed back to the class so ideas can be shared. It's also a good idea for students to use good dictionaries so they can check the word types beforehand.Possible answersprepositions articles conjunctions auxiliary pronounsverbsin an when have itat no article while does himby that3) Ask students to read the rubric carefully. They should always read the whole text first before trying to answer. You might want them to work in pairs and discuss possibilities. Draw their attention to the fact that many of the words will be those looked at in exercises 1 and 2, although other types of words may still be incorrect (see 10 in this text).Answers1 WILL2 OF3 WHO4 IN5 DO6 CORRECT7 TO8 AND9 CORRECT10 TAKE 11 FOR 12 CORRECTWriting Test: Part OneExam PracticeRefer students to the Exam Success tip. Students will be fairly familiar with this type of task now as they were introduced to the format on page 12 of Module 1 (exercise 3) and page 23 of Module 2 (exercise 7). For this reason, you can set exam conditions so students can work alone. Allow 10-15 minutes.Possible answerFrom: (student's name)Subject: Confirmation of seminar detailsDate: XXXTo: Assistant seminar organisersPlease note that I have booked Rooms 101 and 102 for the seminar next week. I'd be grateful if you would now confirm this booking and the final schedule for the event with security. Also note that Mr. Singh will be one hour late on the Monday morning.Exam self-checkRefer students to the advice in the Learning Tip. They should swap their work with a partner. It's helpful if students become used to commenting on and being supportive of each other's work.。
商务英语专业术语名词解释Unit oneSole proprietorship: a business owned and controlled by one person for profits.Incorporator/shareholder: owners of the corporation who hold shares which represent the ownership of the company.Unlimited liability: obligation to pay one’s debts not only with one’s own business, but with one’s own personal properties when the company goes bankrupt.Partnership: a business co-owned and controlled by two or more persons for profits.Unit twoTarget market: a market that represents a group of people who have similar needs and wants and are believed to have interest in the same products.Unit threeIndustrial products: products and services purchased by business to produce other consumer products or industrial products.Unit fourWholesaler: a middleman who buys large quantities of good from producers and sells them to retailers.Retailer: served as middleman buying goods from producers and selling them to customers. They are owners of the goods..Unit sixDepartmentalization: assigning tasks and responsibilities to different departments.Centralization: in a centralized organization, most decision-making authority is kept in the hands of upper level managers, and most lower-level decisions must be approved by upper management before they can be carried out.Decentralization: as a business grows, more and more decisions should be made at lower levels of management to increase efficiency.Span of management: it means that the number of employees a manager supervises.Unit sevenPerformance appraisal: it is an evaluation based on regular basis which can indicate an employee’s strengths and weakness and know his due contribution to the goals of a firm.Closed promotion system: promoting decisions are made only by the managers. It may save time and energy. But decisions are dependent too heavily on the manager’s impression on the employees.Open promotion system: job vacancies and their specifications are openly posted. All employees who feel qualified for the jobs can apply for them. And the managers can have final say as who will be promoted.Unit eightManagement by objectives(MBO): it helps managers in setting and carrying out their plans and allows employees to participate in setting their goals and determining the manner by which they achieve their tasks.Three types of leadership style: 1) autocratic leadership style(boss-centered style): this style retains full authority for decision making and employees have little or no point.2) participative leadership style(democratic style): this style allow the leaders to accept some employee input, but the leaderusually uses their authority to make decisions.3) free-rein leadership style(subordinate-centered style): this style delegates much authority to employees and allow them to make decisions to complete the objective.Unit tenIntentional tort: wrongful act that results in injury to someone due to intentional action.Common law: law madeby judges and also called unwritten law. Judgment is on case-by-case basis and previous court decisions are often referred to.Statutory law: law established by legislative bodies and also called written law. Statutory law takes precedence if a conflict occurs between it and common law.Consideration: parties of the contract must exchange items of value.Patent: an exclusive right granted by the government to allow the inventor to make, use or sell his invention.Warranty: a promise by the manufacturer or seller that the product will work reasonably well.Chapter 11Endowment life insurance: It can provide savings and life protection, but premium is higher and build-up cash value of savings is faster.Proximate cause: the insurance company can only provide compensation when the insured risk is direct or closest cause of the loss the insured suffers.Insurance: a risk-sharing mechanism whereby many individuals contribute to a pool of money which will be used to compensate those contributors who suffer losses.Indemnity: it is an insurance contract that promises to pay for the replacement or repair of lost or damaged goods. The insured can’t obtain more compensation than the amount of loss he actually suffers.Subrogation: the insurance company can only provide compensation when the insured risk is direct or closest cause of the loss the insured suffers.Chapter 12Comparative advantage: if a country can make something better or more cheaply than it other country can make, it has a comparative advantage.Protective tariff: tax imposed to restrict the particular kind of products to protect national industry and home market.。
Fundamentals of businessUnit 1sole proprietorship 商个体，个体户partnership 商合伙，合伙公司corporation (股份有限)公司franchise 特许经营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access获取方法，渠道assets 资产financing 筹集的资金，融资marketing 营销dissolution 解散law firm 法律事务所accounting firm 会计事务所real estate firm 房地产公司partner 合伙人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go broke 破产internal conflict 内部纷争，冲突broth 肉汤incorporator 公司股东sales revenue 销售收入legal person 法人sue 起诉，控告bankrupt 破产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resilient 有弹性的，可恢复的dividend 股息，分红income tax 所得税double taxation 双重征税corporate charter 公司执照industrial relations 劳资关系incur 引起，导致stockholder 股东executive 公司行政领导franchisor 授予特许者décor （店铺）装饰attire （员工）服装unit 2replica 复制品centralized 中央集权的chronic shortage 长期短缺product-oriented 产品导向的acquire 获得personal selling 当面推销publicity 媒体推介bulk buying 大宗购买discount price 打折销售uniform specification 统一规格marketing mix 营销组合promotion 促销utility 功能，便利channels of distribution 分销渠道，销售渠道market segmentation 市场细分zero in on… 瞄准，集中精力于…demographic 人口统计的psychographic 消费心态学product-use variable 产品用途因素unit 3convenience goods 方便商品shopping goods （货比三家后再购买的）商品specialty goods 特种商品，特色商品feasibility 可行的marketability 可销售性pilot model 样品，样机prototype 样机commercialization 商业化product life cycle 产品生命周期pricing 定价profit-oriented objectives 利润导向型目标return on capital 资本（投资）回报率sales-oriented objective 销售额导向型目标be sold under cost 亏本销售，赔本买卖follow-the leader objective 跟进型目标equilibrium price 均衡点价格break-even 盈亏平衡点double-edge sword 双刃剑skimming strategy 撇脂战略penetration strategy 渗透战略loss leader pricing strategy （用少量低价商品）诱导战略odd pricing strategy 心理定价战略price lining strategy 分类定价战略unit 4wholesaler 批发商retailer 零售商discount store 折扣商店，平价商店turnover 周转率mail-order house 邮购公司vending machine 自动售货机virtual store 虚拟商店，网上商店agent 代理商broker 经纪人time utility 时间上的方便place utility 地点上的方便ownership utility 获得拥有权上的方便information utility 信息上的方便form utility 产品成型上的方便truck rates 卡车运费perishable 易腐烂的forklift 叉车conveyer belt 运输带crane 吊车unit 5promotion mix 促销组合product advertising 产品广告institutional advertising 厂商整体形象广告outdoor billboard 户外广告牌spot （播放）时段specialist magazine 专业杂志hypermedia （互联网上的）超媒体yellow pages 电话薄advertising agency 广告代理公司artwork 艺术设计commission 佣金prospect 物色（潜在顾客）qualify 确认approach 接触（顾客）make presentation 演示handle objections 处理（顾客）不同意见close 成交follow-up售后跟踪point-of-sale displays 销售点上的演示sweep stakes 摸奖，赌券coupon 打折券，优惠券premium 奖励券trade stamp 行业优惠券redeem 兑换，返还trade show 行业展览会sponsorship 赞助public relations 公共关系publicity 媒体推介word of mouth 口碑unit 6portability 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 交换媒体store of value 价值存储unit of account 计算单位，会计单位demand deposit 活期存款interest-bearing 产生利息的checking account 支票帐户withdrawal 取款minimum balance 最少余额credit union 信用社serial number 序列号liquidity变现性，流动性portfolio 投资组合securities 有价证券savings account 存款帐户currency exchange 货币兑换letters of credit 信用证banker＇s acceptance 银行承兑draft 汇票access card 自动柜员机卡credit card 信用卡debit card 借记卡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discount rate 贴现率open-market operation 公开市场运作vault 金库dealer （有价证券）券商unit 7trade credit 行业信用commercial paper 短期融资券factor （对应收帐等的）贴现account receivable 应收账款account payable 应付账款open account 开立账户，赊账帐户promissory note 本票draft 汇票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compensating balance 补偿余额revolving credit 循环信用the going interest rate 市场利率face value 面值factor 贴现商debt capital 债务资本corporate bond 公司债券equity capital 权益资本retained earnings 留用利润dividend 股息depreciation 折旧stock 一个公司的股票总称IOU 借据equity financing 股权融资share 股票其中的一张debt financing 借款融资capital structure 资本结构cash flow 现金流utilities companies 水，电等公用事业公司maturity date 到期日principal 本金redemption premium 赎金preferred stock 优先股callable 可召回的common stock 普通股creditor 债权人liquidation 清算unit 8managerial accounting 管理会计financial accounting 财务会计financial statement 财务报表balance sheet 资产负债表owner＇s 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liabilities 负债current liabilities 流动负债long-term liabilities 长期负债current ratio 流动比率quick ratio （acid test 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 owner＇s investment 投资回报率unit 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（公司）bull 预计股价会涨者，买多者bear 预计股票会跌者，卖空者speculator 投机者forfeit 放弃growth stocks 绩优股blue chip 蓝筹股，绩优股speculative issues 收益与风险俱大的股票unit 10risk management 风险管理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premium 保险费insurance policy 保险合同insurable interest 可保利益indemnity 补偿subrogation 代位proximate cause 近因insured 保户dependent 抚养人utmost good faith 最大诚信compensation 赔偿contribution 全部赔偿不能超过应得补偿insurable risk 可保风险underwrite 承保policyholder 保户property insurance 财产险marine insurance 海险adversity 灾祸aviation insurance 航空险liability insurance 责任险premises 单位，私家所属的场所worker＇s 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 expenses 手术费用hospital expenses 住院费用cafeteria plan 自选组合term life insurance 简单寿险limited payment life insurance 定期寿险endowment life insurance 增值寿险straight life insurance 完全寿险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unit 11common law 普通法，习惯法，判例法statutory law 制定法，成文法regulatory law 行政法规jurisdiction 管辖，权限lawful purpose 合法目的competency of parties 合同各方具备能力voluntary agreement 自愿缔约meeting of the minds 合意coercion 胁迫fraudulent manipulation 欺诈操纵consideration 对价proper form 有效形式breach of contract 违约enforceable 可实施的，可执行的tort law 侵权法negligence 疏忽surgical forceps 手术用镊子title to property 财产所有权trial 试用cash on delivery 货到付款，交货付现free on board 离岸价格unauthorized 未经授权的royalty 版税，专利使用费license 允许使用（专利）warranty 担保merchantability 可用性refund 退款negotiable instrument 票据certificate of deposit 存款单maker （本票，支票）出票人drawer （汇票）出票人endorsement 背书blank endorsement 普通背书restrictive endorsement （指定收票人的）特种背书qualified endorsement 限定性背书without recourse 不可追索agency law 代理法principal 委托人，授权人agent 代理人power of attorney 委任书，授权书equitable 公平的terms of reference 授权范围overbill 开出超过合理数额的账单bankruptcy law 破产法petition for bankruptcy 破产申请referee 调解人trustee 托管人proceeds 收益extension agreement 延展协议reorganization 重组unit 13planning 规划means and ends 手段和目的organizing 组织chain of command 指挥链，指令链leading 领导motivate 激励，激发autonomy 自主权rewards 回报，奖励controlling 调控deviation 偏离，背离corrective measure 矫正措施chief executive officer 首席执行官function/division manager 部门经理operating manager 操作层经理human skills 人际关系技能conceptual skills 概括技能technical skills 操作技能recruit 招聘，招募political tint 政治色彩bottom-line manager 一线经理，基层经理proven track record 被实践证明的业绩记录headhunter 猎头公司job specialization 工作专门化departmentalization 部门化unity of command 统一指挥line authority 直线职权staff authority 职能（部门的）职权line-and-staff organization 直线――职能混合型组织responsibility 责任delegation分权，授权span of management 管理跨度，管理幅度hierarchical levels 管理层次，组织结构层次functional organization 按功能划分部门的组织divisional organization 按事业部划分的组织division manager 部门经理，事业部经理generalist 经验全面的人才，通才matrix organization 矩阵型组织standing committee 常设委员会ad hoc committee 特别委员会grapevine 非正式沟通的途径。
商务英语词汇大全文库一、国际贸易1. 进出口：Import / Export2. 贸易顺差：Trade Surplus3. 贸易逆差：Trade Deficit4. 自由贸易区：Free Trade Zone (FTZ)5. 关税：Tariff6. 世界贸易组织：World Trade Organization (WTO)7. 贸易壁垒：Trade Barrier8. 非关税壁垒：Non-T ariff Barrier (NTB)9. 贸易协定：Trade Agreement10. 区域经济一体化：Regional Economic Integration二、商务谈判1. 谈判：Negotiation2. 议价：Bargaining3. 报价：Quotation4. 还价：Counteroffer5. 合同：Contract6. 交货期：Delivery Date7. 支付方式：Payment Method8. 谈判策略：Negotiation Strategy9. 协商：Mediation10. 仲裁：Arbitration三、营销策略1. 市场调研：Market Research2. 目标市场：Target Market3. 产品定位：Product Positioning4. 品牌建设：Brand Building5. 促销策略：Promotion Strategy6. 广告宣传：Advertising Promotion7. 公共关系：Public Relations (PR)8. 市场细分：Market Segmentation9. 定价策略：Pricing Strategy10. 销售渠道：Sales Channel四、金融与投资1. 货币：Currency2. 外汇：Foreign Exchange (FX)3. 本币：Domestic Currency4. 外汇市场：Foreign Exchange Market (FX Market)5. 国际金融市场：International Financial Market (IFM)6. 投资组合：Portfolio7. 股票：Stocks8. 债券：Bonds9. 期货与期权：Futures & Options10. 对冲基金：Hedge Funds11. 风险投资：Venture Capital (VC)12. 私募股权投资：Private Equity (PE)。
