天才与凡人只有一步之隔，这一步就是勤奋。以下是人见人爱的小编分享的剑桥商务英语BEC高级词汇及解析【优秀8篇】，您的肯定与分享是对小编最大的鼓励。
1.One section of the class was reading and the other section was writing.
班上的一部分人在看书，另一部分人在写东西。
重点词语：section n.部分，区
商务用语：section foreman 领班
all sections of poeple 各界人民
show sth. in section 把某物以断面显示出来
2.They were selected from many applicants.
他们是从许多报名者当中选出来的。
重点词语：select vt.选择，挑选 adj.精选的
商务用语：a select club 选择会员严格的俱乐部
be select in choosing ones friends 谨慎择友
3.Ill send down to the kitchen for coffee.
我会吩咐厨房准备咖啡。
重点词语：send vt.送，寄，发送，派遣，打发
商务用语：send away for 函购
send in an account 开送账单，报账
send by dispatch 把(某物)作快件送发
send to the hammer 拿出去拍卖
4.He received a heavy sentence.
他受到很重的刑罚。
重点词语：separate vt.分开 adj.分开的；不同的
商务用语：separate estate 独有财产
1.BEC商务英语历年高级真题
2.关于BEC商务英语高级应试技巧汇总
3.最新BEC商务英语高级范文
4.BEC商务英语高级必备词汇
5.BEC商务英语高级阅读技巧
6.商务英语BEC高级听力必备短语与考试技巧
7.高级商务英语BEC《阅读理解》练习题
8.BEC高级商务英语考试应试技巧推荐
9.BEC商务英语高级考试部分真题练习
10.关于BEC商务英语高级阅读技巧
To: Alice Hu, Personal Secretary
From: David Guan, Head of Research
Date: 1 May 2001
Subject: Urgent trip to French subsidiary
I’ll visit Pierre Blanco in Paris on 2 May 2001 in the afternoon. Please book me return flight tickets and accommodation at Hilton Hotel for my three-day visit. In my absence, you should schedule and then fax me the arrangements for next week.
V. Oral Practice
Training Opportunities
l How important is it to you to be offered opportunities for training in a job?
参考答案：
It’s very important because ongoing training can guarantee that employees have necessary skills to meet the requirements of the job.
l What do you think makes a training course effective?
参考答案：
First, a qualified and experienced teacher can make the course effective. A further factor is to satisfy staff needs.
(location, materials, audio-visual aids)
l How do you think employees should be selected to attend training courses?
参考答案：
All new staff should receive orientation programme to facilitate their job. For ongoing training, HR Department can carry out opinion surveys among staff to include as many staff as possible.
l Do you think employees should contribute towards the cost of training?
(Should employees pay some of the cost of their training?)
参考答案：
I don’t believe so. Many big name companies now make full use of training as motivation. This will help retain staff and enhance staff loyalty to the company. So I reckon that companies not employees should contribute towards the cost.
Teamwork
l Do you prefer working on your own or as a member of a team?
参考答案：
I prefer to work in a team. Teamwork means that team members can swap ideas and offer help.
l Which do you think are more effective, small teams or larger teams?
参考答案：
I think small teams are very effective. Small teams can ensure better communication and fighting spirits.
l Do you think teams always need to have a leader?
参考答案：
Yes, I believe so. A team leader can allocate roles, chair regular meetings and set targets for the team.
l Do you think it is important for a team to have regular meetings?
参考答案：
Definitely. At regular meetings, team members can swap ideas and ensure the flow of information.
Homework
1. Oral practice:
Advantages and disadvantages of each form of communication
(faxes, letters, e-mails, phone calls, memos, notes)
2. Self-study exercise 1 on page 15. You can check your answers against the key at the back of the book.
3.
You are taking your annual holiday at the beginning of July and you will be out of the office for three weeks.
Write a memo of 40 –50 words to your secretary, telling him/her:
·when you are going on holiday and for how long;
·what should happen to your mail;
·what he/she should do in case of an emergency.
英语证书（BEC）考试是由剑桥大学考试委员会与教育部考试中心联合推出的一项权威性的考试，该证书在英国、英联邦各国及欧洲大多数国家的商业企业部门获得认可，并且能作为考生英语能力的证明，
商务英语证书（BEC）考试分三个级别，初级（BEC Preliminary）针对大学英语二级或高中以上水平的学生，中级（BEC Vantage）则主要适合通过了大学英语四、六级的学生，同时也适合于从事国际商务的专业人士和公司的职员。商务英语高级（BEC Higher）由于对英语水平及商务知识都有较高的要求，证书含金量高，目前参加该级别考试的人数呈上升的趋势。
以上三级考试的运行模式相似，皆涵盖了对学生听说读写能力的测试。考试分两个阶段进行：第一阶段为笔试，包括阅读、写作和听力，一般是上午进行；第二阶段为口试，一般是下午进行。
BEC初级考试时间分别为：阅读、写作90分钟，听力约40分钟（含填写答题卡时间），口试12分钟。下面拟从读、写、听、说四个方面分别介绍一下参加商务英语初级（BEC Preliminary）考试应该注意的问题以及相关的应试技巧。今天我们先来看看阅读技巧。
一、阅读
初级阅读材料由句子或短小段落组成，考试题型主要是：搭配题，选择题，填空题；共分7个部分，以下分别讲解。
（一）阅读的第一部分主要测试考生的理解、判断能力。该部分由五个简短的句子构成（有时后设一问题）和三个选项，要求找出与原句含义相同的选项或选出对原句的正确解释及说明。这部分出现的句子一般都是比较常用的商务用语，内容涉及时间、日程安排、商品订单等一些常见的商务情境。因此，考生应记住并掌握一些相关的词汇及商务用语。答题时，尽可能仔细地阅读这些句子与其三个选项，抓住关键词，做出正确选择，不被似是而非的各种选择项所误导。
（二）这部分配对题由一组词组和五个句子组成。考生须把每个词组和标有A到H的各个句子进行相应的配对。由于只有五个句子，并非每个词组都能得到配对。此项考题的测试重点是考生的词汇量，包括一部分商务词汇。考生应熟悉以列表、内容提要、目录等形式出现的各类阅读材料，例如：姓名、地址或书籍的目录，办公室计划，公司或商店的各个部门，商品目录的各个条目，尤其要注意公司内部结构及工作人员与其工作职责的表达。
（三）该部分一般由八个图表（或者一张图表带有八个不同部分）与五个句子组成。每个句子都是对特定的图表或图表的某一部分的描述，
考生需要将问题和标有A到H的图表部分进行相应的配对。这部分考题主要测试考生理解、分析图表的能力。考生应该能够分析图表数据，了解图表之间细微的差别，同时理解各句子的准确含义，尤其是某些描述图表走势的动词短语，例如：“rose steadily”（稳定上升），“remained stable”（保持稳定），“decreased slowly”（缓慢减少），“reached a peak”（达到最高点）等描述图表用语。
（四）此部分的阅读材料是一篇100-150字的短文，主要测试考生对阅读材料细节的理解能力。这部分选择题的三个选项是固定的（A. Right, B. Wrong, C. Doesn't say）。题目的内容与原文一致时选A；不一致时选B；如果题目的信息在原文中没有提到，也没有针对性的句子证明它是对或错，则应选C。考生要特别注意B和C的区别：B 指文中有材料证明题目内容与原文不符，是错的，C则表示文中没有提到，其表述并不一定是错误的。
（五）这部分考题由一篇短文和六个选择题组成。文章包含的信息量相对来说比较多，并且往往取材于传单、报纸、杂志等。考生阅读时可按卷面排列的顺序先看文章后读问题，也可先读问题再看文章。根据实际经验，我们发现从问题入手阅读效率会更高些。因为，一般来说问题的语言较为简单明确，容易理解。考生读后可首先了解问题的内容，带着问题去阅读文章，可做到阅读时目标明确，有的放矢，尽量减少盲目性阅读。
（六）此部分填空题一般包含12个空白处，要求考生从给出的三个选择项中选择一个填入空白处。主要是测试考生的语法知识，考查考生对文章的整体及上下文的理解以及对语法结构的分析能力。这部分所要填的词主要是虚词，如介词、连词及冠词等；也有少量实词，如动词、代词、副词等。因此考生应将注意力主要放在句子的语法结构及词语的搭配上。
（七）这部分考题首先给出两篇短文，常以备忘录（MEMO）及广告等形式出现。考生再根据这两篇短文包含的信息完成后面一张表格的填空。表格内有五个空白栏，考生必须填上一个单词、一个数字或一个词组。这部分考题测试的是考生获取相关信息并且准确完成表格填空的能力。需要提醒考生注意的是，考题要求第三点里的“in CAPITAL LETTERS”，意为用大写字母填写答案，这一要求很容易被考生忽略，所以考生务必要认真阅读考题要求，不能有半点遗漏。
阅读题的解题步骤常为：
第一步：快速阅读所给出的两篇短文，了解具体内容，理顺人或物之间的关系。
第二步：认真阅读短文后的表格，明确需要填写的栏目。
第三步：从短文中找出相对应的答案填写。
【 经验】会员积分怎么获得？怎么查询？积分可以如何使用？可以直接转换为现金吗？
shareba经验分享： 如何挣钱
十万份免费下载/阅读资料：
shareba经验分享： 如何挣钱
〔
商务英语：BEC商务英语高级应试技巧
〕随文赠言：【受惠的人，必须把那恩惠常藏心底，但是施恩的人则不可记住它。――西塞罗】第一项：单词填空
实用技巧：
1．力争在第一遍就完成80%以上的缺口，在第二遍时完成并校对所有缺口，
2．缺口顺序完全按照行文顺序。
3．在听力开始之前仔细阅读第一项文字部分，尤其是缺口部分前的字句，理解其意思，因为不要指望说话人会在提及缺口内容之前说出与缺口部分前的字句完全一致的字句。说话人往往说出与缺口部分前字句意思相同的其他表达，包括使用近义词，近义句等。
4．缺口部分包括：单个名词或形容词（通常词形比较复杂）；两个名词构成的结构；一个形容词和一个名词构成的结构；动词加名词的结构；数词。
5．缺口是名词（或名词结构）的标志是：缺口前有介词的出现，
6．缺口是形容词的标志是：缺口后有名词的出现。
7．缺口是动词（或动词结构）的标志是：缺口后有介词的出现。
8．缺口是数词（或数词结构）的标志是：缺口前后有number、percentage等提示词的出现。
9．当缺口处单词（或结构）过长时，可以在第一遍时进行速记，第二遍时完成。
10．当确实掌握了缺口处单词的中文意思但又想不出英文时可以用同义词代替。
【 经验】会员积分怎么获得？怎么查询？积分可以如何使用？可以直接转换为现金吗？
shareba经验分享： 如何挣钱
十万份免费下载/阅读资料：
查了BEC H的成绩，很惊讶地发现自己得了A，说实话，BEC考试那天状态不是很好，听听力的时候觉得没有像往常一样那么有信心，有些答案是不太确定的，所以没想过自己能得A，但是因为是英语专业的，所以在考试准备上可能比较沾光。考过CET4,650分以上，专四的成绩也还不错。
关于BEC
书和资料
看过大家论坛上很多帖子，也有很多牛人把自己用过的资料和书推荐给大家，我其实也没有什么可以补充的。我用的书目很简单，连教材都没有看过，专注于真题集2，3,4，还有人民邮电出的那本写作指南，口语的话也是从大家上找来的PASS必备口语手册，相信大家都能找到。另外补充的是我9月开始上了新东方的BEC高级班，所以有一份新东方的资料，还有写作老师给的范文什么的。
准备时间
我其实是从上新东方的那天开始准备BEC的，用了两个多月的时间。基本上从十月份开始我每天都要用一个半小时的时间做阅读题，一周写两次作文，每天坚持听听力。口语的练习我没有找Partner,最后两个星期的话我是每天早上起来就看一道口语题，然后就开始说，看看自己对待这个话题能说几个点，能用上多少专业的词汇，然后再看参考的答案，对比，熟读。
我觉得准备考试需要有一个计划。准备之前应该先了解清楚考试的基本信息，流程，时间，内容什么的大概有个了解。然后需要去评估一下自己听说读写四项中哪一项最弱，或者说哪一项需要准备的时间最长，这样子准备起来效率才会比较高。有许多材料的同学准备时间可能应该更长些，不然什么材料都只是随便看下的话效果可能不太理想。
准备内容
阅读
阅读的话在我看来主要是积累词汇短语还有保证速度，另外语法基础也要扎实一些，不然改错题有些麻烦。词汇积累的话看一些外刊杂志有帮助(比如Economist）,我准备的时候因为比较怕麻烦，看这种长文章没什么耐心，所以我就把真题集里面的阅读题都仔细看了，然后把词汇和短语总结起来，还有一些近义词（题干里和文章里的对应词汇）都总结了一下，掌握了这些东西，后来发现对口语也有帮助，说起口语来显得专业了些。速度的话练习的时候多注意一下，最后一两个星期的时候练习阅读要一套一套地练，按照考试时间来练。做题的时候跳读的话会提高速度，我很多时候会先看题干，根据题干找文章对应点，比较快。改错和完型的话就要看语法基础了，有时间的话可以找本语法书看看，如果基础好的话就没问题。
听力
上新东方的时候我听老师说听力部分是很多同学都头疼的地方。我的听力在练习的时候一直比较好，反而是考试的时候自我感觉差了些。我觉得练听力是提高英语水平很好的方法，还可以顺便提高一下口语水平。我练习听力的话是一定要练到脱离原文的情况下把文章全部听懂，答案全都找到，所以一篇听力文章至少听过十遍吧，到后来对出题点好像都有了些模糊的感觉。练听力的话也可以看着原文跟着听力读，自己的速度如果能跟上的话，说明自己理解的差不多了，跟原文很像的话口语水平就上来了，
我觉得BEC的听力比较考察逻辑和推理，所以听的时候注意力要集中。我一开始听到跟题目里相似的表达时会很开心，立刻选答案。后来我发现BEC听力有时候喜欢拐个弯，得理解整句，甚至整段话的意思才行。因为每天面对的都是英语，所以我准备考试的时候没有专门另外找材料来练习听力，但是个人觉得论坛里推荐的听力材料很好，大家有时间想提高听力的话拿来听也挺好的。听力的关键是一些连词，往往传达出了一些态度还有观点。
写作
写作的话我觉得跟其它考试的考察点差不多，可能多了一项是对businessEnglish词汇的掌握程度。我上新东方还有自己平时练习最大的感触是写作文应该言之有物，写出来的话最好不要太空泛，要有一点实质性的内容。此外，写作文应该有比较好的逻辑性，具体说就是整体结构，句子之间的链接和前后呼应，要用上连词，还有呼应性的词汇吧。此外，句子形式可以多样一些，词汇量大一点儿的话当然更好。我觉得背模板太多了也不好，因为这样容易跟其他人相似。平常看阅读题的时候发现好的表达都可以积累下来，变成自己的东西，写文章的时候用出来效果也还不错。
口语
口语跟写作都是表达个人的观点，所以我觉得口语跟写作有些时候要求差不多，逻辑性还有实质内容都很重要。练习每个题目的时候最好要想两至三个点，并且每个点之间要有一定的联系，能被串联起来。平时练习的时候用上从听力和阅读中总结出来的专业词汇，这些词汇在考试中都会给自己加分的。说话速度也不一定要很快，稍微磕绊应该也没有太大的问题。练习的次数多了说的自然会顺一些。如果考点可以找partner,提前找好，两人练习下时间控制什么的当然好。我考试的地方不能自选partner,我和partner是考口语前20分钟的时候才开始熟悉，我们就大概定了一下时间怎么分配，谁先说什么的就去了。平时练习的话自己说给自己听也挺好，看看自己说的和书上的差距，看看书上的答案有什么逻辑。这样收获还挺大的。
真题
我这次考BEC（月）后，觉得样题集和真正考试之间也是有一定差距的。比方说这次考试的时候，听力部分第一题大家都觉得比较难，但平时练习的时候大家会觉得样题里听力第二部分比较难。阅读的题跟平时难度的分布好像也不太一样。所以考试的时候心里要有一点儿准备，题目跟自己想的可能会不太一样。这样真遇到了就不会太紧张了。
重要澄清
BEC当天考试完我立刻发现作文Part2我忘记写自己选择了什么题目了。我赶快上了论坛，才发现有个考试注意事项，里面写着Part2一定要选题号，不然就没分了。当时我就想着完了，自己这次考试白考了。但是结果的话应该是不扣分，或者说扣了少量的分，但不会都扣完的。无论如何，能不忘尽量不忘，忘记了也别有压力啊。
总之，考BEC的话无论成绩如何我都感觉自己收获了很多东西，不仅仅是英语水平的提高，对一些商务知识有了更多的了解，思考问题好像也更有逻辑了。我觉得自己报班也对自己有帮助（这个不是广告哈），但是每个人学习方法都不一样。我报班是为了督促自己，提醒自己不要忘记了还要准备这个考试。上新东方后学习到了商务知识，还有很多考试的准备方法。自己准备的话，有计划，有大家的经验，也有论坛上提供的这么多资料，相信也肯定能够取得理想的成绩的。
希望我的分享对大家准备考试有帮助~祝大家取得好成绩
【 经验】会员积分怎么获得？怎么查询？积分可以如何使用？可以直接转换为现金吗？
shareba经验分享： 如何挣钱
十万份免费下载/阅读资料_m_628846_0_5_1.html
学员liyf906：Dear Madam or sir，pls be kindly comments my homework. I presented it wrong to lesson 3 jsut now，pls forget that one and comments on this. Sorry for the confusion. lili The illustration shows consumer goods price development in 3 European countries over the past 25 years. The price in Germany，the lowest among 3，presents a general downward trend starting at 5% in 1971 and fluctuates over the next 16 years ，reaching the trough 0% at the beginning of 1986. Predically enough，the percentage goes up gradually within the next 9 years around 2%，which still below its starting points Comparing with UK，we see a level off in France，standing at 4% and with its highest point in 1984 at only 12% and no sharp movement has taken place in the rest of the year. Contrary to France，UK，the highest of the 3，has seen a dramatic fluctuation，starting at 20%，jumping even up to 25% in and collapsed to German starting level in 1985 at only 5%. While people is happy with the situation，there was a strong recovery in 1988 to 14%. Out of expectation，the price declined again to bottom out in 1994 at only 3% and climb up steadily after.
老师回复：The illustration shows consumer goods price development in 3 European countries over the past 25 years. The price in Germany，the lowest among THE 3 COUNTRIES，presents a general downward trend starting at 5% in 1971 and fluctuates over the next 16 years ，reaching the trough 0% at the beginning of 1986. Predically enough，the percentage goes up (2% )within the next 9 years ，which still below its starting points Comparing with THE UK，France SHOWED LITTLE CHANGE，standing at 4% and with its highest point in 1984 at only 12% and THERE ARE NO sharp movement in the rest of the year. Contrary to France，THE UK，the highest of the 3，has seen a dramatic fluctuation，starting at 20%，jumping even up to 25% in 1996 and collapsed to German starting level in 1985 at only 5%. While people is happy with the situation，there was a strong recovery in 1988 to 14%. Out of expectation，the price declined again to bottom out in 1994 at only 3% and climb up steadily after.
1.注意时态
2.注意语句的连贯
学员liyf906: Dear Madam，
here below is my homework with regard to a recommendation for training sessions，pls be kindly comments，many thanks in advance. lili Report on: Necessity of a one-day sales training session to staff of Automotive Sales Division Introduction: This reports sets out the recommend a one-day based sales training session for all staff in Automotive Sales Division. Findings Nowadays，with the ever increasing brisk development of Auto industry in China，its relevant auxiliary suppliers are also come under the fierce competition，so does our lubriants industry. To equip our sales team with the appropriate social communiation skills and necessary lubriants knowledge so to compete in today’s dynamic and fast developing market is a key challenge to us. Conclusion Therefore，a one-day training session with regard to the following courses are badly needed and reommended: 1) Full picture of today’s lubricant market and Company profile 2) lubricants basic knowledge 3) skills required during the telephone or face-to-face contact with clients From this training session，I do think our sales team can be well motivated and guided in the future sales work and the cost for training shall be more than covered by the business we will be able to attract and handled. Recommendation A survey to all the participants shall be launched beforehand，which focusing on the difficulties they ever encountered during the actual work so that the items whi
p.a.(=per annum) n. 每年
packaging n. 包装物；包装
parent company n. 母公司，总公司
part-time adj. 部分时间工作的，业余的
participate v. 参加，分享 (in)
partnership n. 合伙(关系)，合伙，合伙企业
patent n. 专利
pay n. 工资，酬金 v. 付钱，付报酬
take-home pay 实得工资
payroll n. 雇员名单，工资表
peak n. 峰值，顶点
penetrate v. 渗透，打入(市场)
penetration n. 目标市场的占有份额
pension n. 养老金，退休金
perform v. 表现，执行
performance n. 进行，表现工作情况
performance appraisal n. 工作情况评估
perk n. 额外待遇(交通、保健、保险等)
personnel n. 员工，人员
*petty cash n. 零用现金
phase out n. 分阶段停止使用
*pick v. 提取生产用零部件或给顾客发货
* picking list n. 用于择取生产或运输订货的 表格
pie chart n. 饼形图
pilot n. 小规模试验
pipeline n. 管道，渠道
plant capacity n. 生产规模，生产能力
plot v. 标绘，策划
*plough back n. 将获利进行再投资
* point of sale (POS) n. 销售点
policy n. 政策，规定， 保险单
*portfolio n. (投资)组合
*portfolio management n. 组合证券管理
post n. 邮件，邮局；职位
position n. 职位
potential n. 潜在力，潜势
power n. 能力
purchasing power 购买力
PR=Public Relations 公共关系
*preference shares n. 优先股
price n. 价格
market price 市场价，市价
retail price 零售价
probation n. 试用期
product n. 产品
production cycle n. 生产周期
production schedule n. 生产计划
product life cycle n. 产品生命周期
product mix n. 产品组合(种类和数量的组合)
productive adj. 生产的，多产的
*profile n. 简介形象特征
profit n. 利润
operating profit n. 营业利润
profit and loss account n. 损益帐户
project v. 预测
promote v . 推销
promotion n. 提升，升级
proposal n. 建议，计划
prospect n. 预期，展望
prospectus n. 计划书，说明书
prosperity n. 繁荣，兴隆
prototype n. 原型，样品
*publicity n. 引起公众注意
public adj. 公众的，公开的
go public 上市
public sector 公有企业
publicity n. 公开场合，名声，宣传
publics n. 公众，(有共同兴趣的)一群人 或社会人士
punctual adj. 准时的
punctuality n. 准时
purchase v. &n. 购买
purchaser n. 买主，采购人
QC(=Quality Circle) n. 质检人员
qualify v. 有资格，胜任
qualified adj. 有资格的，胜任的，合格的
qualification n. 资格，资格证明
quality n. 质量
quality assurance n. 质量保证
quality control 质量控制，质量管理
quarterly adj./adv. 季度的，按季度
questionnaire n. 调查表，问卷
quote n. 报价，股票牌价
quotation n. 报价，股票牌价
R
R&D Research and Development 研究与开发
radically adv. 根本地，彻底地
raise n. (美)增加薪金
v. 增加，提高；提出，引起
range n. 系列产品
rank n./v. 排名
rapport n. 密切的关系，轻松愉快的气氛
rate n. 比率，费用 采集者退散
fixed rate 固定费用，固定汇率
going rate 现行利率，现行汇率
rating 评定结果
ratio n. 比率
rationalise v. 使更有效，使更合理
raw adj. 原料状态的，未加工的
raw material n. 原材料
receive v. 得到
receipt n. 收据
receiver n. 接管人，清算人
accounts receivable 应收帐
receivership n. 破产管理
recession n. 萧条
reckon v. 估算，认为
recognise v. 承认
reconcile v. 使……相吻合，核对，调和
recoup v. 扣除，赔偿
recover v. 重新获得，恢复
recovery n. 重获，恢复
recruit v. 招聘，征募 n. 新招收的人员
recruitment n. 新成员的吸收
red n. 红色 来源：考试大
in the red 赤字，负债
reduce v. 减少
reduction n. 减少
redundant adj. 过多的，被解雇的
redundancy n. 裁员，解雇
reference n. 参考，参考资料
reference number (Ref. No.) 产品的参考号码
refund n./v. 归还，偿还
region n. 地区
tactic n. 战术，兵法
tailor v. 特制产品
tailor made products 特制产品
take on 雇用
takeover n. 接管
target n. 目标
v. 把……作为目标
tariff n. 关税；价目表
task n. 任务，工作
task force n. 突击队，攻关小队(为完成某项任务而在一起的一组人)
tax n. 税，税金
capital gains tax n. 资本收益税
corporation tax n. 公司税，法人税
income tax n. 所得税
value added tax 增值税
tax allowance 免减税
tax avoidance 避税
taxable 可征税的
taxation 征税
tax-deductible 在计算所得税时予以扣除的
telesales n. 电话销售，电话售货
temporary adj. 暂时的
temporary post 临时职位
tender n./v. 投标
territory n. (销售)区域
tie n. 关系，联系
throughput n. 工厂的总产量
TQC(=Total Quality Control) n. 全面质量管理
*track record n. 追踪记录，业绩
trade n./v. 商业，生意；交易，经商
balance of trade 贸易平衡
trading profit 贸易利润
insider trading 内部交易
trade mark 商标
trade union 工会
trainee n. 受培训者
*transaction n. 交易，业务
transfer n./v. 传输，转让
*transformation n. 加工
transparency n. (投影用)透明胶片
treasurer n. 司库，掌管财务的人
*treasury n. 国库，财政部
trend n. 趋势，时尚
*trouble-shooting n. 解决问题
turnover n. 营业额，员工流动的比率
staff turnover 人员换手率
stock turnover 股票换手率
undertake v. 从事、同意做某事
undifferentiated marketing n. 无差异性营销策略
uneconomical adj. 不经济的，浪费
unemployment n. 失业
unemployment benefit n. 失业津贴
unit n. 单位
unit cost n. 单位成本
update v. 使现代化
up to date adj./adv. 流行的，现行的，时髦的
upgrade v. 升级，增加
upturn n. 使向上，使朝上
USP 唯一的销售计划
高级商务英语BEC谈判
Part I Objectives
· What you should know before negotiating
· 北美商务谈判须知
· Seven useful tactics in negotiation
· 谈判的七条战略
· Negotiation language focuses
· 谈判口语用法总结
Part II The How-Tos
What you should know before negotiating in US
Your business card will not be refused, but you may not always receive one in return. Try not to be offended--in the U.S., the rituals involved in exchanging business cards are sometimes not observed as closely as in other cultures.
The recipient of your card will probably place it into a wallet, which a man may put in the back pocket of his pants. This gesture is done for convenience and is not meant to be a sign of disrespect, as it might be in other cultures.
In many cases, business cards are not exchanged unless you want to contact the person later.
Usually, business is conducted at an extremely fast pace.
In a meeting, the participants will proceed with business after some brief, preliminary “small talk.”
Many Americans believe that their country is the most successful economic and democratic power, and assume that American ways are the “correct” ones. This attitude frequently leads to a lack of interest in or knowledge of other cultures.
Americans often know little of concepts such as “saving face” and the social niceties and formalities that are vitally important to other cultures.
The United States is a very ethnocentric culture, and so it is closed to most “outside” information. Thinking tends to be analytical, concepts are abstracted quickly, and the “universal” rule is preferred.
Regardless of the negotiator, company policy is always followed.
There are established rules for everything, and experts are relied upon at all levels.
The concept “time is money” is taken seriously in U.S. business culture, so always get to the point.
In the U.S.A., money is a key priority and an issue that will be used to win most arguments. Americans don't always realize that businesspeople from many other cultures rarely, if ever, sacrifice status, protocol, or national honour for financial gain.
In arguments, Americans will often emphasize their financial strength and/or indomitable position. Generally, they will use a majority vote unhesitatingly if they have it and will not spend much time seeking consensus. In many cases, they are willing to fire anyone jeopardizing their deal.
Americans regard negotiating as problem-solving through “give and take” based on respective strengths. They often are unaware that the other side may have only one position.
American businesspeople are opportunistic and willing to take chances. Opportunism and risk taking often result in Americans going for the biggest possible slice of the business, 100 % if possible.
U.S. salespeople sometimes bring final contracts to first meetings with prospective clients. In large firms, contracts under $10,000 can often be approved by one middle manager in a single meeting.
Be aware that the United States is the most litigious society in the world. There are lawyers who specialize in practically every industry and segment of society.
In negotiations, points are made by the accumulation of objective facts. This evidence is sometimes biased by faith in the ideologies of democracy, capitalism, and consumerism. The subjective feelings of the participants are not as much of a factor.
In general, people from the U.S. will not hesitate to answer “no.”
American businesspeople can be very blunt and will not hesitate to disagree with you. This approach often causes embarrassment to business travelers who are unaccustomed to dealing with Americans.
Although they are risk-takers, American businesspeople will have a financial plan which must be followed.
Often, American businesspeople try to extract an oral agreement at the first meeting.
Americans tend to dislike periods of silence during negotiations; they are used to making up their minds quickly and decisively.
Persistence is another characteristic you will frequently encounter in American businesspeople; there is a prevailing belief that there is always a solution. Moreover, they will explore all options when negotiations are at an impasse.
Anxiety often develops over deadlines and results. The work ethic is strong, so that it appears that Americans' lives revolve around work.
Refrain from discussing personal matters during business negotiations.
Consistency is another characteristic among American businesspeople: when they agree to a deal, they rarely change their minds.
Americans tend to be future oriented.
Innovation often takes precedence over tradition.
Golf is a popular sport, especially among businesspeople. Moreover, the golf course is often a venue for business discussions and deals.
Ethnic and social bias against some minorities does exist. Nevertheless, personal equality is guaranteed by law.
Traditional sex roles are changing rapidly, but women are still striving for equality in pay and positions of authority.
This culture stresses individual initiative and achievement. Moreover, Americans can also be very competitive in both work and leisure.
In the structure of the workplace, there is an inevitable inequality in employees' roles, but personal equality is guaranteed by law.
Although the United States is probably the most individualistic of all cultures, each employee is essentially replaceable in any workplace.
Outside of the office, Americans tend to be informal and insist on staying on a “first name basis.” Nevertheless, it's important to understand the office hierarchy, and a visitor should learn the rank and titles of all members of the organization.