尉卧话喻贸多大孝 《商务英语》 学习指南 学习指南 Unit Four I.Introduction 本单元包括第13,14,15,16,17和18章。这个单元以解释国际贸易中的市 场调研和市场选择开始，提请注意如想做好国际贸易，就一定要做好准备工作一 市场调研和市场选择：而后进入到这一单元的重点，也是国际贸易的目标和重要 特点：自由贸易，即无障碍的商品和服务的自由流动，以及自由贸易的一些形式， 指出了阻碍自由贸易目标实现的两大障碍：关税壁垒和非关税壁垒，并就关税壁 垒和非关税壁垒的一些形式进行了探讨，最后提出了促进贸易的一种形式一商品 交易会。 II.Warmer 1.Learning Objectives >To gain an understanding of the need for international market research To explore the difference between so-called "desk research"and "field research” To gain insight into the necessity of market selection and the ways to carry it out >To review types of free trade among countries To examine two forms of barriers to free trade;tariff barrier and non-tariff barrier >To learn the significance of trade fairs to exporters 2.Self-study Points Ch13 1. market research 2.desk research 3.field research 4. to differ 5. prior to 6. to undertake 7.to justify 8.to bind 9.to prohibit 10.to ban
《商务英语》 学习指南 1 学习指南 Unit Four I. Introduction 本单元包括第 13，14，15，16, 17 和 18 章。这个单元以解释国际贸易中的市 场调研和市场选择开始，提请注意如想做好国际贸易，就一定要做好准备工作— 市场调研和市场选择；而后进入到这一单元的重点，也是国际贸易的目标和重要 特点：自由贸易，即无障碍的商品和服务的自由流动，以及自由贸易的一些形式， 指出了阻碍自由贸易目标实现的两大障碍：关税壁垒和非关税壁垒，并就关税壁 垒和非关税壁垒的一些形式进行了探讨，最后提出了促进贸易的一种形式—商品 交易会。 II. Warmer 1. Learning Objectives ¾ To gain an understanding of the need for international market research ¾ To explore the difference between so-called “desk research” and “field research” ¾ To gain insight into the necessity of market selection and the ways to carry it out ¾ To review types of free trade among countries ¾ To examine two forms of barriers to free trade; tariff barrier and non-tariff barrier ¾ To learn the significance of trade fairs to exporters 2. Self-study Points Ch13 1. market research 2. desk research 3. field research 4. to differ 5. prior to 6. to undertake 7. to justify 8. to bind 9. to prohibit 10. to ban
尉卧话喻贸多大孝 《商务英语》 学习指南 11.to levy 12.to flourish 13.to persuade 14.to take...into account 15.with the help of 16.s0+ 17.to carry out Ch14 18.market selection 19.principles for market classification 20.target market 21.UNCTAD 22.OECD 23.to concentrate 24.to yield 25.to pinpoint 26.to repay 27.to go after 28.to make certain 29.to stay away 30.to deal with 31.to break down 32.to narrow down 33.in terms of Ch15 34.Customs union 35.European Economic Community 36.Treaty of Rome 37.to locate 38.to refer to 39.tariff 40.barrier 41.to consist of 42.to be similar to 43.to be subject to 44.in that 45.to ease 46.instead of 47.to be put into effect 48.to provide for Ch16 49.tariff barrier 50.ad valorem duty 51.specific duty 2
《商务英语》 学习指南 2 11. to levy 12. to flourish 13. to persuade 14. to take … into account 15. with the help of 16. so + ….. 17. to carry out Ch14 18. market selection 19. principles for market classification 20. target market 21. UNCTAD 22. OECD 23. to concentrate 24. to yield 25. to pinpoint 26. to repay 27. to go after 28. to make certain 29. to stay away 30. to deal with 31. to break down 32. to narrow down 33. in terms of Ch15 34. Customs union 35. European Economic Community 36. Treaty of Rome 37. to locate 38. to refer to 39. tariff 40. barrier 41. to consist of 42. to be similar to 43. to be subject to 44. in that 45. to ease 46. instead of 47. to be put into effect 48. to provide for Ch16 49. tariff barrier 50. ad valorem duty 51. specific duty
制卧话骨贸多上孝 《商务英语》 学习指南 52.alternative duty 53.compound duty 54.inflation 55.import duty 56.revenue 57.to base 58.to apply 59.to vary 60.to impose (on/upon) 61.to discourage 62.to provide somebody with something 63.to depend on 64.to free from 65.in accordance with 66.to keep up with Ch17 67.balance of payments 68.quota 69.foreign exchange 70.rate of exchange 71.wartime emergency measure 72.Gold Standard 73.World War I 74.not only...but also... 75.by means of 76.take the form of 77.the demand for 78.permit sb to do sth 79.in line 80.hold up 81.as required 82.Should the Customs authorities decide to inspect thoroughly each item imported,rather than just a sample,there will always be horrendous delays. 83.in one way or another 84.exclude...from... Ch18 85.trade fair 86.trade routes 87.China Export Commodity Fair 88.China International Exhibition Center 89.UIBE (University of International Business Economics) 90.the general public 91.consumer goods 3
《商务英语》 学习指南 3 52. alternative duty 53. compound duty 54. inflation 55. import duty 56. revenue 57. to base 58. to apply 59. to vary 60. to impose (on/upon) 61. to discourage 62. to provide somebody with something 63. to depend on 64. to free from 65. in accordance with 66. to keep up with Ch17 67. balance of payments 68. quota 69. foreign exchange 70. rate of exchange 71. wartime emergency measure 72. Gold Standard 73. World War I 74. not only…but also… 75. by means of 76. take the form of 77. the demand for 78. permit sb to do sth 79. in line 80. hold up 81. as required 82. Should the Customs authorities decide to inspect thoroughly each item imported, rather than just a sample, there will always be horrendous delays. 83. in one way or another 84. exclude…from… Ch18 85. trade fair 86. trade routes 87. China Export Commodity Fair 88. China International Exhibition Center 89. UIBE（University of International Business & Economics） 90. the general public 91. consumer goods
制卧活份览易大孝 《商务英语》 学习指南 92.agent 93.distributor 94.China Export Commodity Fair 95.Richard Nixon 96.originate 97.specialize 98.make a point 99.It is the industry counterpart of the fairs that are still held on a regular basis in most towns and cities where the general public can buy meat, vegetables,fish,clothing,and other assorted consumer goods. 100.engage in 101.For the Chinese exporters,the trade fair is often the fastest and most effective way to introduce a product and to find out exactly what buyers think of it and what modifications,if any,are necessary. 102.attribute...to III.Points to illustrate 1.to differ (from,in)(with,about,over,on) to be dissimilar or unlike in nature,quality,amount,or form;to be different;disagree; (of people)to have an opposite opinion不同，相异，有区别，看法不同，与..意 见相左， 1.Their house differs from mine in having no garage. 他们的房子和我的不同，区别在于他们的没有车库。 2.The two sides in the dispute still differ over the question of pay 争执的双方在报酬问题上仍各持己见。 2.to obtain to succeed in gaining possession of as the result of planning or endeavor;acquire;to become the owner of,especially by means of effort or planning经过计划或努力成 功地获得，获得，买到，得到 1.I haven't been able to obtain the record anywhere. 我到处都没有买到那张唱片。 2.He said the police had obtained this information by illegal means. 他说警方是靠非法手段获得这一资料的。 3.to undertake to set about;begin;to take up or accept (a duty or piece of work,especially one that is difficult or needs effort)从事，着手，进行，承担，接受（责任，艰苦的工作等) 1.She undertook responsibility for the changes. 她承担了作出这些改变的责任。 2.The Channel Tunnel is one of biggest engineering projects ever undertaken. 海峡隧道是人们至今所承建的最大的工程之一
《商务英语》 学习指南 4 92. agent 93. distributor 94. China Export Commodity Fair 95. Richard Nixon 96. originate 97. specialize 98. make a point 99. It is the industry counterpart of the fairs that are still held on a regular basis in most towns and cities where the general public can buy meat, vegetables, fish, clothing, and other assorted consumer goods. 100.engage in 101.For the Chinese exporters, the trade fair is often the fastest and most effective way to introduce a product and to find out exactly what buyers think of it and what modifications, if any, are necessary. 102.attribute… to III. Points to illustrate 1. to differ (from, in) (with, about, over, on) to be dissimilar or unlike in nature, quality, amount, or form; to be different; disagree; (of people) to have an opposite opinion 不同，相异, 有区别，看法不同，与… 意 见相左， 1. Their house differs from mine in having no garage. 他们的房子和我的不同，区别在于他们的没有车库。 2. The two sides in the dispute still differ over the question of pay. 争执的双方在报酬问题上仍各持已见。 2. to obtain to succeed in gaining possession of as the result of planning or endeavor; acquire; to become the owner of, especially by means of effort or planning 经过计划或努力成 功地获得，获得，买到，得到 1. I haven’t been able to obtain the record anywhere. 我到处都没有买到那张唱片。 2. He said the police had obtained this information by illegal means. 他说警方是靠非法手段获得这一资料的。 3. to undertake to set about; begin; to take up or accept (a duty or piece of work, especially one that is difficult or needs effort) 从事, 着手，进行, 承担，接受（责任，艰苦的工作等） 1. She undertook responsibility for the changes. 她承担了作出这些改变的责任。 2. The Channel Tunnel is one of biggest engineering projects ever undertaken. 海峡隧道是人们至今所承建的最大的工程之一
《商务英语》 学习指南 4.to justify to demonstrate or prove to be just,right,or valid;to give a good reason for;explain satisfactorily证明…正当、正确或有效，解释，为..辩护 1.You have to justify each budgetary expense as necessary. 你得证明每一项预算费用都是必要的 2.The government will find it difficult to justify this decision to the public. 政府会感到向公众解释这项决定的正确性是困难的。 5.to bind to enclose and fasten (a book or other printed material)between covers;to tie together, especially with rope;to tie up firmly;to cause to obey,especially by law or a promise; have a duty to装订，粘牢，包扎，捆，绑，粘合，约束，承诺，使负有义务 1.It is the shared commercial interests that bind the two companies together. 把这两家公司的命运连接在一起的是共同的商业利益。 2.The soldier bound up a wound with bandages himself. 战士自己用绷带包扎了伤口。 3.This flour mixture isn't wet enough to bind properly. 这面粉糨糊水不够，所以不粘。 4.They bound him to remain silent. 他们要他答应一定保持沉默。 6.to prohibit (from) to forbid by authority,to forbid by law or rule,:to make impossible禁止；阻止 We are prohibited from drinking alcohol during working hours. 工作时间内我们不得喝酒。 prohibited articles[goods]违禁品 to prohibit somebody from doing something.(=prohibit somebody's doing something.) 禁止某人做某事 1.Family finances prohibited his going to college 他的家庭经济情况不容许他上大学。 2.The price prohibited us from buying it 这东西价格太高，我们买不起。 7.to ban (from) a prohibition imposed by law or official decree;to forbid,especially by law, 禁令，禁止 1.After the accident,he was banned from driving. 事故发生后，他被禁止开车。 2.The new military government has banned strikes and demonstrations. 新的军人政府禁止罢工和示威活动。 8.to levy (on,upon) to impose or collect(atax,for example);to demand or collect officially征税，征收 5
《商务英语》 学习指南 5 4. to justify to demonstrate or prove to be just, right, or valid; to give a good reason for; explain satisfactorily 证明…正当、正确或有效, 解释， 为… 辩护 1. You have to justify each budgetary expense as necessary. 你得证明每一项预算费用都是必要的 2. The government will find it difficult to justify this decision to the public. 政府会感到向公众解释这项决定的正确性是困难的。 5. to bind to enclose and fasten (a book or other printed material) between covers; to tie together, especially with rope; to tie up firmly; to cause to obey, especially by law or a promise; have a duty to 装订，粘牢，包扎，捆，绑，粘合，约束，承诺，使负有义务 1. It is the shared commercial interests that bind the two companies together. 把这两家公司的命运连接在一起的是共同的商业利益。 2. The soldier bound up a wound with bandages himself. 战士自己用绷带包扎了伤口。 3. This flour mixture isn’t wet enough to bind properly. 这面粉糨糊水不够，所以不粘。 4. They bound him to remain silent. 他们要他答应一定保持沉默。 6. to prohibit (from) to forbid by authority; to forbid by law or rule; to make impossible 禁止；阻止 We are prohibited from drinking alcohol during working hours. 工作时间内我们不得喝酒。 prohibited articles [goods] 违禁品 to prohibit somebody from doing something. (=prohibit somebody's doing something.) 禁止某人做某事 1. Family finances prohibited his going to college. 他的家庭经济情况不容许他上大学。 2. The price prohibited us from buying it 这东西价格太高， 我们买不起。 7. to ban (from) a prohibition imposed by law or official decree; to forbid, especially by law; 禁令，禁止 1. After the accident, he was banned from driving. 事故发生后，他被禁止开车。 2. The new military government has banned strikes and demonstrations. 新的军人政府禁止罢工和示威活动。 8. to levy (on, upon) to impose or collect (a tax, for example); to demand or collect officially 征税，征收
楼金4 《商务英语》 学习指南 或收集（如税款） 1.The government has decided to levy a special tax on tobacco. 政府己决定对烟草征收特别税。 2.Personal income tax is levied for those whose annual income is more than 120.000 yuan in China. 在中国，个人收入调节税只对那些年收入在12万以上的人群征收。 9.to flourish to do or fare well;prosper;to be alive and well;to grow healthily;to be active and successful实行或进展得好，昌盛，茂盛，繁荣，兴旺发达 1.No village on the railroad failed to flourish. 凡是沿铁路的村庄都很繁荣。 2.The company has really flourished since we moved our factory to China. 自从我们把工厂搬到中国以后，公司就真正兴旺发达起来了。 10.to persuade to induce to undertake a course of action or embrace a point of view by means of argument,.reasoning,or entreaty劝导，说服 1.To make children fit to live in a society by persuading them to learn and accept its codes. 通过劝说孩子们学习和接受社会规范使他们适应社会生活。 2.Despite all my efforts to persuade him,he wouldn't agree. 尽管我竭尽全力劝他，他还是不同意。 11.prior to preceding,.before先于，在…以前 1.Audience can relax in the lounge prior to entering the theater. 观众在进入影院之前可以先在休息室内放松一下。 2.The agreements should be completed prior to the departure of your company's negotiators. 我们应该在贵公司谈判代表离开之前完成该项协议。 12.to take something into account take account of something.,to take into consideration;allow for.考虑，顾及 1.Whatever we do,we must take both our own interests and others'into account 无论我们做什么，我们既要考虑自己的利益，也要考虑他人的利益。 2.These figures do not take changes in the inflation into account.[Biz] 这些数字没有顾及通货膨胀方面的变化。 13.so adj.adv.+that... 如此…，以至于… 1.He was so fat that he couldn't get through the door. 他这么胖以至于他不能通过这道门。 2.She described the events so graphically that I could almost see them. 6
《商务英语》 学习指南 6 或收集（如税款） 1. The government has decided to levy a special tax on tobacco. 政府已决定对烟草征收特别税。 2. Personal income tax is levied for those whose annual income is more than 120.000 yuan in China. 在中国，个人收入调节税只对那些年收入在 12 万以上的人群征收。 9. to flourish to do or fare well; prosper; to be alive and well; to grow healthily; to be active and successful 实行或进展得好，昌盛，茂盛，繁荣, 兴旺发达 1. No village on the railroad failed to flourish. 凡是沿铁路的村庄都很繁荣。 2. The company has really flourished since we moved our factory to China. 自从我们把工厂搬到中国以后，公司就真正兴旺发达起来了。 10. to persuade to induce to undertake a course of action or embrace a point of view by means of argument, reasoning, or entreaty 劝导，说服 1. To make children fit to live in a society by persuading them to learn and accept its codes. 通过劝说孩子们学习和接受社会规范使他们适应社会生活。 2. Despite all my efforts to persuade him, he wouldn’t agree. 尽管我竭尽全力劝他，他还是不同意。 11. prior to preceding, before 先于，在…以前 1. Audience can relax in the lounge prior to entering the theater. 观众在进入影院之前可以先在休息室内放松一下。 2. The agreements should be completed prior to the departure of your company’s negotiators. 我们应该在贵公司谈判代表离开之前完成该项协议。 12. to take something into account take account of something.; to take into consideration; allow for.考虑，顾及 1. Whatever we do, we must take both our own interests and others’ into account. 无论我们做什么，我们既要考虑自己的利益，也要考虑他人的利益。 2. These figures do not take changes in the inflation into account. [Biz] 这些数字没有顾及通货膨胀方面的变化。 13. so + adj. / adv. + that… 如此……，以至于…… 1. He was so fat that he couldn’t get through the door. 他这么胖以至于他不能通过这道门。 2. She described the events so graphically that I could almost see them
尉好话喻觉易大孝 《商务英语》 学习指南 她把那些事件描述得活灵活现，我几乎象是能够亲眼目睹了。 3.The price you quote is so high that I feel it very difficult for us to reach an agreement. 你方报价太高了，以至于我觉得我们很难达成协议 Compare:such n.that... 1.She is such a kind girl that everyone of us likes her. 2.She is so kind that everyone of us likes her. 1.The research conclusion was made afterwards,that one market was so far away that the transport costs were too heavy. 后来得出的调查结论是一个市场非常远，运输成本太高。 2.Another market levied such heavy duties that again the prices would have been too high 另一市场征收的关税太高，这样价格又会太高。 14.to carry out To fulfill;:complete,perform;conduct实现，完成，进行，实行，执行 1.I have carried out my work. 我己经完成了我的工作。 2.We carried out experiments on medicine to cure SARS. 我们对治愈“非典”的药品进行了试验。 3.It is our obligation to carry out the long-term agreement 执行长期协议是我们的职责。 15.with the help of 1.在的帮助下 We completed the project with the help of Professor Wang 在王教授的帮助下我们完成了这项工程。 2.利用，借助于 We completed compiling the book with the help of written materials and books. 我们借助于许多书面资料和书籍完成了本书的编撰。 With the help of the market research,our products have entered the market of this country successfully. 在这份市场调查的帮助下，我们的产品成功地进入了该国市场。 16.The failure of managers to understand cultural differences,the failure to remember that customers differ from country to country,and the lack of investigation into whether or not a market exists prior to market entry have made international business a high-risk activity. 经理们不理解文化差异，忘记不同国家之间顾客的差异，在进入之前对是否存在市场缺乏调 研。所有这些因素使国际贸易成为一项高风险的活动。划线部分是本句的主语。 17.Getting information from published sources is often called 'desk research'... 从出版的书面材料中获得信息通常被称为“案头研究”。 1
《商务英语》 学习指南 7 她把那些事件描述得活灵活现,我几乎象是能够亲眼目睹了。 3. The price you quote is so high that I feel it very difficult for us to reach an agreement. 你方报价太高了，以至于我觉得我们很难达成协议 Compare: such + n. + that… 1. She is such a kind girl that everyone of us likes her. 2. She is so kind that everyone of us likes her. 1. The research conclusion was made afterwards, that one market was so far away that the transport costs were too heavy. 后来得出的调查结论是一个市场非常远，运输成本太高。 2. Another market levied such heavy duties that again the prices would have been too high. 另一市场征收的关税太高，这样价格又会太高。 14. to carry out To fulfill; complete; perform; conduct 实现，完成, 进行，实行，执行 1. I have carried out my work. 我已经完成了我的工作。 2. We carried out experiments on medicine to cure SARS. 我们对治愈“非典”的药品进行了试验。 3. It is our obligation to carry out the long-term agreement. 执行长期协议是我们的职责。 15. with the help of 1. 在...的帮助下 We completed the project with the help of Professor Wang. 在王教授的帮助下我们完成了这项工程。 2. 利用,借助于 We completed compiling the book with the help of written materials and books. 我们借助于许多书面资料和书籍完成了本书的编撰。 With the help of the market research, our products have entered the market of this country successfully. 在这份市场调查的帮助下，我们的产品成功地进入了该国市场。 16. The failure of managers to understand cultural differences, the failure to remember that customers differ from country to country, and the lack of investigation into whether or not a market exists prior to market entry have made international business a high-risk activity. 经理们不理解文化差异，忘记不同国家之间顾客的差异，在进入之前对是否存在市场缺乏调 研。所有这些因素使国际贸易成为一项高风险的活动。划线部分是本句的主语。 17. Getting information from published sources is often called ‘desk research’ … 从出版的书面材料中获得信息通常被称为“案头研究
尉卧语喻览多上孝 《商务英语》 学习指南 desk research案头研究（市场研究术语），桌上研究调查，室内研究 动名词短语Getting information”在句中做主语。 In most cases,exporting goods to other countries requires paying duties. 大部分情况下，出口商品到其他国家需要交关税。 比较：field research现场调研 Field research is often taken to mean... 现场调查研究通常被认为意味着 field research:现场调查研究，与desk research相对。 Be taken to..的意思为be considered to..;be assumed to..被认为，被当作 The matter is taken to have been settled. 这件事情被认为己决定下来。 l8..make this practicable.使之可以行得通。this做动词make的宾语， practicable做宾补。句式make+宾语+宾补(n./adj./inf.) To make it clean; To make him dean of the institute; To make us laugh 19.It was suggested to the company that it should do something about getting information.有人向该公司建议公司应该做些什么以获得信息。 “It be suggested to sb.that.”的意思是“向某人建议”，动词suggest作“建 议”解时，后面从句的谓语动词需采用虚拟语气，从句谓语动词形式为should+ 动词原形，should可以省略。 20.nor was there any ban on imports也没有禁止进口。否定词“nor”引导的 句子要倒装。 21..the total number of books imported,..进口笔记本的总数。过去分词 “imported”做后置定语，修饰名词“books'”。 22.Make a conclusion得出结论。 同义短语： to arrive at a conclusion to come to a conclusion to draw a conclusion to reach a conclusion 23.The manager of the factory visited the country concerned..工厂经理访问了 有关国家。句中concerned[常用于名词之后]有关（方面）的，被牵连的 the authorities concerned 有关当局 the parties concerned 关系人，当事人 8
《商务英语》 学习指南 8 desk research 案头研究(市场研究术语), 桌上研究调查, 室内研究 动名词短语“Getting information”在句中做主语。 In most cases, exporting goods to other countries requires paying duties. 大部分情况下，出口商品到其他国家需要交关税。 比较： field research 现场调研 Field research is often taken to mean… 现场调查研究通常被认为意味着… field research: 现场调查研究，与 desk research 相对。 Be taken to…的意思为 be considered to…; be assumed to… 被认为，被当作 The matter is taken to have been settled. 这件事情被认为已决定下来。 18. …make this practicable …使之可以行得通。this 做动词 make 的宾语， practicable 做宾补。句式 make + 宾语 + 宾补 （n./ adj. / inf…） To make it clean; To make him dean of the institute; To make us laugh 19. It was suggested to the company that it should do something about getting information. 有人向该公司建议公司应该做些什么以获得信息。 “It be suggested to sb. that…”的意思是“向某人建议…” ，动词 suggest 作“建 议”解时，后面从句的谓语动词需采用虚拟语气，从句谓语动词形式为 should + 动词原形，should 可以省略。 20. …nor was there any ban on imports 也没有禁止进口。否定词“nor”引导的 句子要倒装。 21. …the total number of books imported,…进口笔记本的总数。过去分词 “imported”做后置定语，修饰名词“books”。 22. Make a conclusion 得出结论。 同义短语： to arrive at a conclusion to come to a conclusion to draw a conclusion to reach a conclusion 23. The manager of the factory visited the country concerned. 工厂经理访问了 有关国家。句中 concerned［常用于名词之后］有关（方面）的， 被牵连的 the authorities concerned 有关当局 the parties concerned 关系人， 当事人
尉卧语喻览多上孝 《商务英语》 学习指南 (the)quarters concerned 有关方面 Where work is concerned,I always try to do my best. 至于工作，我总是竭尽全力地干。 Ch14 1.market selection 市场选择 又可称为“市场区隔”、“市场分片”、“市场划分”等。是指按照一定原则和 变数，把某一整体市场细分为欲望和需求大体相同的消费群体，结合自身的 资源条件，选择一个或几个消费群体作为自己目标市场的一种方法。 2.principles for Market classification 市场细分原则（变数） 就消费群体市场而言，主要有4大类：1)地理，如区域、城乡、气候等：2) 社会经济，如年龄、性别、家庭人口、家庭生命周期、收入、职业、教育、 民族、社会阶层等：3)心理，如生活方式、个性等，4)购买行为，如购买 动机、消费者所追求的利益、使用者情况、消费者对品牌的信赖程度等。 3.target market 目标市场 是指在整体市场细分后，被选定为营销活动目标的“子市场”。目标市场应 具备三个条件：1)拥有相当大的购买力和有足够的销售量；2)有较理想的 尚未满足的消费需要和有充分发展的潜在购买力：3)竞争对手还未能控制 整个市场。 4.UNCTAD(United Nations Conference on Trade and Development))联合国 贸易与发展会议 第二次世界大战以后，众多发展中国家继政治上获得独立后努力发展民 族经济，但由于旧的国际经济秩序的严重阻碍，发展中国家经济遭受极大损 害：初级产品出口停滞，贸易条件恶化，国际收支逆差不断扩大。为此，广 大发展中国家积极呼吁召开国际性会议，研究和解决它们的经济和贸易发展 问题。1962年月12月18日，联大批准召开贸易与发展问题大会。1964年 3-6月首届联合国贸易与发展会议(United Nations Conference on Trade and Development)在日内瓦召开。 贸发会议的宗旨是促进国际贸易，特别是促进发展中国家间的贸易和不 同经济体制与社会结构的国家间的贸易：制定有关国际贸易和经济发展问题 的原则和政策，并提出实施计划：审议、推进和开展与联合国系统内有关机 构在国际贸易和经济发展领域内和各项协作活动：协调各国政府和区域性经 济集团的有关贸易及发展政策。 贸发会议属联合国机构之一，其常设机构是贸易和发展理事会，秘书处 设在日内瓦。贸发会议有160多个成员国。从1964至今，共召开过十一届 贸发会议。我国于1972年4月第一次参加贸发会议。贸发会议的大部分成 员同时是关贸总协定的缔约国家和地区，它在关贸总协定中为维护发展中国 9
《商务英语》 学习指南 9 （the）quarters concerned 有关方面 Where work is concerned，I always try to do my best. 至于工作， 我总是竭尽全力地干。 Ch14 1. market selection 市场选择 又可称为“市场区隔”、“市场分片”、“市场划分”等。是指按照一定原则和 变数，把某一整体市场细分为欲望和需求大体相同的消费群体，结合自身的 资源条件，选择一个或几个消费群体作为自己目标市场的一种方法。 2. principles for Market classification 市场细分原则（变数） 就消费群体市场而言，主要有 4 大类：1）地理，如区域、城乡、气候等；2） 社会经济，如年龄、性别、家庭人口、家庭生命周期、收入、职业、教育、 民族、社会阶层等；3）心理，如生活方式、个性等，4）购买行为，如购买 动机、消费者所追求的利益、使用者情况、消费者对品牌的信赖程度等。 3. target market 目标市场 是指在整体市场细分后，被选定为营销活动目标的“子市场”。目标市场应 具备三个条件：1）拥有相当大的购买力和有足够的销售量；2）有较理想的 尚未满足的消费需要和有充分发展的潜在购买力；3）竞争对手还未能控制 整个市场。 4. UNCTAD（United Nations Conference on Trade and Development）联合国 贸易与发展会议 第二次世界大战以后，众多发展中国家继政治上获得独立后努力发展民 族经济，但由于旧的国际经济秩序的严重阻碍，发展中国家经济遭受极大损 害：初级产品出口停滞，贸易条件恶化，国际收支逆差不断扩大。为此，广 大发展中国家积极呼吁召开国际性会议，研究和解决它们的经济和贸易发展 问题。1962 年月 12 月 18 日，联大批准召开贸易与发展问题大会。1964 年 3-6 月首届联合国贸易与发展会议（United Nations Conference on Trade and Development）在日内瓦召开。 贸发会议的宗旨是促进国际贸易，特别是促进发展中国家间的贸易和不 同经济体制与社会结构的国家间的贸易；制定有关国际贸易和经济发展问题 的原则和政策，并提出实施计划；审议、推进和开展与联合国系统内有关机 构在国际贸易和经济发展领域内和各项协作活动；协调各国政府和区域性经 济集团的有关贸易及发展政策。 贸发会议属 联合国机构之一，其常设机构是贸易和发展理事会，秘书处 设在日内瓦。贸发会议有 160 多个成员国。从 1964 至今，共召开过十一届 贸发会议。我国于 1972 年 4 月第一次参加贸发会议。贸发会议的大部分成 员同时是关贸总协定的缔约国家和地区，它在关贸总协定中为维护发展中国
尉卧语喻览多上孝 《商务英语》 学习指南 家利益起着重要作用。 在历届会议上，广大发展中国家团结一致，采取统一行动，谴责不合理 的旧的国际经济秩序，揭露帝国主义和超级大国的掠夺、剥削和扩张，并为 建立公正合理的国际经济新秩序提出了许多积极建议和主张，其中有些建议 和主张已被联合国采纳。 5.OECD (Organization for Economic Co-operation and Development) 作与发展组织 【成立日期】其前身是1948年4月由西欧十几个国家在巴黎成立的欧洲经 济合作组织。1960年12月14日，加拿大、美国及欧洲经济合作组织的成员 国等共20个国家签署公约，决定成立经济合作与发展组织。在公约获得规 定数目的成员国议会的批准后，经济合作与发展组织于1961年9月30日在 法国巴黎正式宣告成立，简称经合组织或经合发组织。 【宗旨】促进成员国经济和社会的发展，推动世界经济增长：帮助各成员国 制定和协调有关政策，以提高各成员国的生活水平，保持财政的相对稳定： 鼓励和协调成员国为援助发展中国家作出努力，帮助发展中国家改善经济状 况，促进非成员国的经济发展。 【成员】29个(1998年底)。1995年加入的成员为捷克(10月28日)：1996 年加入的成员有匈牙利(3月29日)、波兰(7月11日)、韩国(10月11日)。 【主要负责人】秘书长Angel Gurria,(芬兰人)，2006年上任。 【总部】设在巴黎。 6.selection the act or an instance of selecting or the fact of having been selected选择，挑选 1.His selection as a presidential candidate was quite unexpected. 他被选为总统候选人颇出乎人们的意料。 7.selective of or characterized by selection,.discriminating,careful in choosing选择的，有 选择性的，精挑细选的 1.He's always very selective when he buys his suits. 他买西装时总是要很仔细地挑选。 2.You need a selective weed killer that won't damage your garden flowers. 你需要一种仅对杂草有杀伤力而不会伤害花木的除草剂。 8.to concentrate (on,upon) to direct one's thoughts,efforts or attention towards a particular activity or purpose,.to(cause to)come together in or around one place全神贯注，集中（思 想，精力，注意力等)，使集中于，使汇集于 1.This year the company has concentrated on improving its efficiency. 这家公司今年己经把力量集中在提高效率方面。 2.The terrorists concentrated their activities on the main supply routes. 恐怖分子把活动集中在主要供给路线上。 3.Industrial development is being concentrated in the Northwest of China. 10
《商务英语》 学习指南 10 家利益起着重要作用。 在历届会议上，广大发展中国家团结一致，采取统一行动，谴责不合理 的旧的国际经济秩序，揭露帝国主义和超级大国的掠夺、剥削和扩张，并为 建立公正合理的国际经济新秩序提出了许多积极建议和主张，其中有些建议 和主张已被联合国采纳。 5. OECD (Organization for Economic Co-operation and Development)经济合 作与发展组织 【成立日期】其前身是 1948 年 4 月由西欧十几个国家在巴黎成立的欧洲经 济合作组织。1960 年 12 月 14 日，加拿大、美国及欧洲经济合作组织的成员 国等共 20 个国家签署公约，决定成立经济合作与发展组织。在公约获得规 定数目的成员国议会的批准后，经济合作与发展组织于 1961 年 9 月 30 日在 法国巴黎正式宣告成立，简称经合组织或经合发组织。 【宗旨】促进成员国经济和社会的发展，推动世界经济增长；帮助各成员国 制定和协调有关政策，以提高各成员国的生活水平，保持财政的相对稳定； 鼓励和协调成员国为援助发展中国家作出努力，帮助发展中国家改善经济状 况，促进非成员国的经济发展。 【成员】29 个（1998 年底）。1995 年加入的成员为捷克（10 月 28 日）；1996 年加入的成员有匈牙利（3 月 29 日）、波兰（7 月 11 日）、韩国（10 月 11 日）。 【主要负责人】秘书长 Angel Gurria, （芬兰人），2006 年上任。 【总部】设在巴黎。 6. selection the act or an instance of selecting or the fact of having been selected 选择，挑选 1. His selection as a presidential candidate was quite unexpected. 他被选为总统候选人颇出乎人们的意料。 7. selective of or characterized by selection; discriminating; careful in choosing 选择的，有 选择性的，精挑细选的 1. He’s always very selective when he buys his suits. 他买西装时总是要很仔细地挑选。 2. You need a selective weed killer that won’t damage your garden flowers. 你需要一种仅对杂草有杀伤力而不会伤害花木的除草剂。 8. to concentrate (on, upon) to direct one's thoughts, efforts or attention towards a particular activity or purpose; to (cause to) come together in or around one place 全神贯注，集中（思 想，精力，注意力等），使集中于 ，使汇集于 1. This year the company has concentrated on improving its efficiency. 这家公司今年已经把力量集中在提高效率方面。 2. The terrorists concentrated their activities on the main supply routes. 恐怖分子把活动集中在主要供给路线上。 3. Industrial development is being concentrated in the Northwest of China