1、chapter 1 forms of business ownershipclaim bankruptcy 宣布破產(chǎn)a salaried laborer or employee二班族 generate profit 創(chuàng)造利潤wind up/close business 關閉主意 be liable for對.負有法律責任 state-owned enterprise 國冇企業(yè) broad of directors 葷事會 barre除之夕卜 issuance 發(fā)行 minutc book 記錄簿 bylaws and minutes規(guī)章制度和會議記錄 annual report年度報告 sal

2、es volume 銷售量 total assets 總資產(chǎn) financial condition 財政狀況 satisfy claims還清索賠金額 pay off business debts 償清債務詞匯：joint ventures 合資企業(yè)corporations 公司limited 1 iabi 1 i ty compani es 有限責任公司 mergers and acqui si t ions 企業(yè)兼并與收購 franchises特許經(jīng)營 rai se capital 籌資fringe benefits 附加福利drawback 阻礙make binding decisio

3、ns做出有約束力的決定 agreement 協(xié)議creditor債權人pool their money and credit 籌資和貸款 dividend 股息incorporate a business 組建公司capital base資本基礎retain profits 保留盈余 interdisciplinary 跨學科的概念匯總：terminology 術語paperwork文書工作default 違約real state房地產(chǎn)create a concentrated market 形成一個集中市場 availability可利用性innovation 創(chuàng)新sec-kill scan

4、dal 秒殺門start from scratch 白手起家a franchise agreement 特許經(jīng)營合同franchise特許者franchisee被特許者trademark注冊商標del iver a product or service 送貨/提供服務 coupon優(yōu)惠券production line 生產(chǎn)線sole proprietorships （個人企業(yè)）定義：an organization that is owned, and usually mantiged, by one person is called sole proprietorships優(yōu)點：be your

5、 own boss/keep profit from your business/enjoy freedom to wind up your business缺點：difficult to raise capital/unlimited liability/long hours working for the owner/limited life span /lose fringe benefitspartnership （合伙企業(yè)）定義：a legal relationship between persons carrying on a profit-motivated business優(yōu)點

6、：bring different skills and resource to the busincss/easicr to pay the rent, utilities, a nd other bills in currcd by a busi ncss缺點：persona 11 yresponsible for licibility of the partnership/there exists division of profits/disagreement among partners/difficult to terminatejoint ventures （合資企業(yè)）定義：is

7、the poolin£ of resources and expertise by two or more business, typically from different areas or countries to achieve a particular goa 1.優(yōu)點：access to new markets and distribution networks/1 ncreased capacity/the sharing of risks with a partner/access to specialized staff and technology缺點：if th

8、e objective of the venture is completely clear, or not communicated to all the staff, problems are likely to arise/there is an imbalance in the level of the expertise, investment or assets brought into the venture by the different the partners/different culture and management style results in poor i

9、ntegration and cooperation between the partners/the partnet busincsscs do not provide sufficient leadership and support in the early stagethe corporati on （公司）定義：a legal entity, allowed by legislati on, which permits a group of people, as shareholders （f or-prof i t companies） or members （non-profit

10、 companies）, to create an organ izati on, which can then focus on pursuing set objective, and empowered 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 money優(yōu)點:limited liability/skilled management tcam/transf

11、cr of own er sh i p/g r c at er capital basc/stability缺點：multiple taxation/difficulty and expense of starting/governmont involvement/lack of secrecy/lack of person&l interest/credit limitationslimited liabi li ty companies （有限責任公司）定義:a type of bus in ess ownership combining several features of c

12、orporation and part nership structure it is not a corporation or a part nership .the n umbers of the members are uni imited and may be in di vidua 1.優(yōu)點：limited 1 iabi 1 i ly/flexible profit distribution/no minutes/flow through laxalion缺點：limited life/goin£ public/added complexitymerger （兼并）定義：i

13、s the result of the combination of two companies （or corporations） to form a new company.acquisition （收購）定義：is one company buying the property and obligations of another company.f ranch i ses （特許經(jīng)營）定義：is the right to use a business name and sell products or services, usually in a specific geographic

14、al territory.優(yōu)點：it is a way to reduce risk and receive support from a large network/the preliminary work has been done with an infrastructure well established, a product line in place, and the marketing strategy developed/the customer base may be set, sometimes with good name recognition/the franchi

15、ser usually provides management assistance and training and may offer financi al support缺點：a franchise offers less freedom than an independent busincsschapter 2 managementaccident reports 事故報告 departmentali閃tion 部門化 department stores 白貨商場 home accessories 家屈裝飾 pharmaceutical comptiny 制纟勺公司 domestic

16、sales 國內銷售 be discharged 出院 out-patient 出院 preliminary diagnostic tests 初步診斷 non-for-profit organizations 非營利性組織 project director 項目總監(jiān)詞匯：managerial actons 管理行為 state of economy 經(jīng)濟狀況 meet people* needs 滿足需求 meet the strategic objectives 實際戰(zhàn)略目標 set annual budgets制定年度預算 structural reorganizations 結構重組

17、division 部門downsize精簡,裁減a di versi ty of work force/labor force 勞動力多樣化 distribution center配送中心/快遞公司delegate one s responsibility 分配（委任）職責sales coordinator 區(qū)域銷售1 ine manger生產(chǎn)線管理人員section chief/head 工長division manager 部門經(jīng)理budget al locations 財政預算priority得到優(yōu)先處理budget resources 預算來源pant floor 工房improve

18、managerial potential提高/增強某人的管理技能 top-priority task 首要任務概念匯總：management （管理）定義：is defined as the application of planning, organizing, directing, and controiling functions in lhe most efficient manncr possible to accomplish mcaningful organizational objectivesplanning （計劃）定義：tt me a ns defining goals

19、for future organizati orml per forma nee and deciding on the tasks and use of resources n eeded to atta in them organizing （組織）定義：11 is involves the assig nmenl of tasks, the grouping of tasks into departme nls, a nd the al locati on of、 resources to departme r）ts.directing （領導）定義：is the use of infl

20、uence to motivate employees to achieve organizational goalscontrolling （控制）定義：tt is involves veri fy ing that actual performance matches the pl a nmanagement levels （管理層次）定義：as onlerpriscs grow from an owner to a group to a corporation, a number of managcrial levels of managementtop level, middle le

21、vel and first levelarc usually portrayed as a managerial hierarchy.chapter 4 marketing詞匯：sales promotion 促銷 set price 定價 advertise campaign 廣告 product ion-oriented 牛產(chǎn)導向 put i t in perspective顯示在腦海中 catalogue產(chǎn)品目錄 a sales team銷售團隊 sustainable development nj持續(xù)發(fā)展 hard sell ing強行推銷 discretionary income 可

22、支配收入 develop the product 開發(fā)產(chǎn)品 sales-oriented銷售為導向 profi t-oriented盈利為導向 package design 包裝設計 trademark 商標 warranty 質保 service policy 服務方針 target customers 目標顧客 sales personnel 銷偉人員 pay one for two 買一送一 entice誘使 quantity or crash discounts數(shù)量或者現(xiàn)金折扣 sell off 淸倉 introductory stage 引入期 maturity stage 成熟期

23、decline stage 衰退期 market share市場份額 economic cl imates 經(jīng)濟環(huán)境market segments 市場細分retai ler零售商 wholesaler 批發(fā)商 ultimtile consumer 終端消費者 mai 1 order 郵購 e-commerce電子商務 product range產(chǎn)晶系列 shopping carts 購物車 retai 1 outler 零售點 retai 1 premises 鋪/店面 direct supply/sale 直效行銷 direct to retai ler 零售商銷售 sales call銷

24、售拜訪 promotion goals 促銷目標 develop an advertising campaign 策劃廣告活動 target audience h標觀眾 bui id awareness樹立品牌意識 effectiveness of the advertisements 廣告的有效性 an advert is ing agency 廣告代理coupons 贈券 rebate價格折扌11 premium 贈品 bonus pack加量不加價 money-off promotion 折扣促銷 public relations 公共關系 news release新聞發(fā)布 featur

25、e article 專題文章 captioned photograph帶冇圖片說明的圖片an editorial 編者a news conference記者招待會sponsorship 贊助the product life cycle 產(chǎn)品生命周期irevenue 收益product development 產(chǎn)品研發(fā) incubation 孵化between a and b在a和b的相互作用blaunch/release a brand-new product 發(fā)布新產(chǎn)品 negative profit 負收益the product class 產(chǎn)品類product awareness 產(chǎn)品意

26、識a profit margin 邊際利潤recoup development costs quickly 迅速回收研發(fā)成本 build brand awareness 樹立品牌意識selective distribution 選擇性分銷intensive distribution廣泛型/密集型分銷 survival of product 產(chǎn)品的生命 trade discount 貿(mào)易折扣build product preference 樹 v品牌偏好peak達到高峰期advertising expenditure 廣告支出 extend the product life cycle 延長產(chǎn)品

27、生命 differentiate the product from 使產(chǎn)品不同于 a price war價格戰(zhàn) shelf space 貨架量build brand loyalty樹立品牌忠誠度 competitive edge 競爭優(yōu)勢discontinue the product 停產(chǎn)產(chǎn)品a successor product 替代產(chǎn)品product 1 ine 產(chǎn)品線 rejuvencite 更新1 iquidate inventory 清算庫存a niche market利基市場/瞄準機會的市場 phase out 逐步淘汰reinforce the brand image 加強品牌形

28、象 need recognition 需求認知search收集信息evaluation of alternatives 分析選擇 purchase decision 決定購買 after-purchase evaluation 售后評價 cognitive dissonance 認知失調reference groups 咨詢群體 sub-culture 亞文化 perception 認知 a day-care center li托中心 portable可攜帶的 proactive主動的address a specific topic or problem 提出問題 exploratory re

29、search 探測性調研focus group interviews 專題組座談 experimental resetirch 實驗性調研 descriptive research 描述性調研 secondary data 第二手資料 primary data第一手資料 mass market!ng 大量營銷 target marketing 目標營銷 heterogeneous 界類（l勺 identifiable 可衡量 substantial 殷實 unique needs 反應差異 segmentation bases 細分依 geographic segmentation bases

30、地理因素demographic segmental ion bases 人口 因素 population density 人口密度hinterltmd窮鄉(xiāng)僻壤psychographic segmentation bases 消費心理i大i素 health conscious 健康意識fitness-oriented以健康為主的behaviouralistic segmentation bases 消費行為因索概念匯總：mark i ng （市場營銷）定義：is the process of planning and executing the conception, pricing, prom

31、otion, and distribution of goods, services and ideas to create cxchanges that satisfy individual and organizational objectivesthe marketing concept （市場營銷觀念）定義：ts the philosophy that firms shouid analyze the needs of their customers and then make decisions to satisfy those noeds, better than the comp

32、etition.the production concept （生產(chǎn)觀念）定義：it 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 wou 1 d in and of itself create the demtind for those products關鍵問題：can we produce the product/can we produc

33、e enough of itthe selling concept （推銷觀念）定義：ts paid little attenlion lo whether the product actually was needed： the goal simply was to beat the competition to the sale with little regard to customer satisfaction. 關鍵問題：can we sell the product/can we charge enough for itthe marketing concept （ i|j場營銷觀

34、念）定義：it is involves:focusing on customer needs before developing the product/aiigning all functions of the company to focus on hose needs/realizing a profit by successfully satisfying customer needs over the iong-term關鍵問題：what do customers wan t/can we develop i t wh i 1 e they still want it/how can

35、 we keep our customers satisfied4pproduct （產(chǎn)品）定義：it is a bundle of tangible and intangible attributes including packaging, color, brand, services and the reputation of sellersprice （價格）定義：tt is refers to the value or worth of a product that attracts the buyer to exchange money or something of value

36、for the product三種定價：1 recoup any ovcrhcads/compctc with rival companies/charge a price your customers arc willing to buyplace/distribut ion （分銷）定義：it is simply refers to how you will sell your products to your customerspromotion （促銷）定義：1personal selling is personal communication of information to pe

37、rsuade a prospective customer to buy sth that satisfies an individuats needs.2. advertising is non-pcrsonal communication of information paid for by an identified sponsor such as an individual or an organization.3. publicity is a non-pcrsonal form of communication.3. sales promotion is a paid form o

38、f non-personal communication that provides direct incentives to customers, salespeople, and marking intermediaries for purchasing a productchapter 5 human resources management詞匯：cover letter 自薦信 socialization 定位 labor market勞動力市場 promotion升職/提拔 transfer 調動 demotion 降級 separation 解雇 compensation 酬勞 p

39、rojected突出的 demographics人口統(tǒng)計數(shù)字 fill the job/posilion 填補空缺 a written statement 書|何陳述 qualified employees 合格力人才 substantial surplus or shortage 人力過剩或不足 rate of turnover人員更替速率 scouting人才物色 staff the organization 招聘職員 hinges on取決于 set up stands設立攤位entry-level入門水平，適合無經(jīng)驗者或者初入市場者的 campus recruitment 校園招聘 j

40、ob openings職位空缺 vacant position 空位 employment checks 招聘調查 credit checks信用調査honor兌換 financial obi igat ion 及時還債 cross-check反復核對，交義核對 a 1 ine manager生產(chǎn)線管理人員 take a physical examination 體檢 claim for compensation 索賠/理賠 the terms of the offer 開個條件 employment policies 招聘政策 promotion-from-within 內部提拔 boost

41、 the morale of the employees 鼓舞士氣 career development 職業(yè)規(guī)劃 proper orientation ill確定位 work hour工作時間 pay schedule i'.資體制 indoctrinate 灌輸，傳授 subunit二級單位a training program 培訓項目 organizational analysis 組織分析 analysis of job requirement 工作分析 performance record 業(yè)纟貞記錄 on-the-job method 在職培養(yǎng) off-the-job me

42、thod 脫產(chǎn)培訓 ltilhe車床 vestibule training 崗前培訓 management development program 管理發(fā)展課程 seminar丿來談會/商討會 case study案例分析 simulation模擬分析 field ship實地考察 mountain hiking 登山 computer-assisted instruction cai 計算機輔助講授 emotional resiliency 情感彈性incumbent職責所在的would-be managers要提拔管理者resi 1 ient現(xiàn)任/在職的管理人員fringe benefi

43、t 額外福利time wage 實薪piece rate wage 產(chǎn)品數(shù)量bonus獎金stock options股票購買特權quota配額base salary 底薪stipulate 規(guī)定overhead cost管理費用preset預設的pension退休金paid vacation帶薪假期vision care視力保健tai 1 or-made合適的，特制的cafeteria benefit自助式福利計劃voluntary s epar at ion 自 動離職 absenteeism曠工，缺勤 societal社會的organizational climate and cultur

44、e 組織氛圍和文化 versati le多面手的stakeholder賭金保管者job enrichment豐富工作內容job enlargement擴大工作面rotate輪換概念匯總：human resources management（人力資源管理）定義：it is process is an ongoing procedure that tries to keep the organization supplied with the right people in the right positions.human resource planning（人力資源規(guī)劃）定義：tt is de

45、signed to ensure that personnel needs wi 11 be constantly and appropriately met.四個方而：future needs/fulure balti nce/recruiti n呂 or lay in呂 off emp 1 oyees/deve lopme nt of employeesrecruitment （招聘）定義：it is con cer ned with developing a pool of job can didates in line with the huma n resource pla n.、h

46、iring specification（招聘細則）the position.定義：it is defines the specific skills, education, experience, and qualifications that an individual must have in order to perform effectively in the four c' s model for evaluating human resources（評價人力資源的四個 c 模式）competence 能力/commitment 貴任心/congruence 一致，和諧/cost effectiveness