上海開放大學(xué)學(xué)士學(xué)位英語(yǔ)統(tǒng)一商務(wù)英語(yǔ)4教材文章中英文對(duì)照《商務(wù)英語(yǔ)4》教材文章（中英文對(duì)照）Unit1InternationalTravelPassage1Traveler’sChecks旅行支票Manyofthebanksandtravelservicesinwesterncountriesprovideaconveniencefortravelersbyissuingtraveler’schecks.Travelers,whenbuyingthechecks,havetosignthechecksinthepresenceofthebankorserviceclerks.Duringthetrip,travelerscancashthechecksattheagenciesofthebankorthetravelservicewhenevertheyneedaftertheircounter-signaturesarerecognized.Alotoftravelersliketobuythesechecksastheydon’thavetotakealongmuchcashandworryaboutcounterfeitsignatures.Theagencieswillgetbackthemoneytheyhavepaidbysendingthecheckstotheissuingoffices.在西方國(guó)家，很多銀行和旅行社都發(fā)行旅行支票，為旅客提供便利。購(gòu)買旅行支票時(shí)，旅客必須當(dāng)著銀行或旅行社職員的面，在支票上簽名。在旅行途中，當(dāng)旅客需要時(shí)，可以在復(fù)簽得到確認(rèn)后，向銀行或旅行社的代理機(jī)構(gòu)兌現(xiàn)旅行支票。很多旅客喜歡購(gòu)買旅行支票，因?yàn)檫@樣就無(wú)須攜帶大量現(xiàn)金，也不用擔(dān)心偽造簽名。代理機(jī)構(gòu)寄送旅行支票給發(fā)行機(jī)構(gòu)，就可以獲得其已經(jīng)支付的數(shù)額。Traveler’schecksaregenerallyofsmallfacevalue,suchastenortwentydollars,orfiveortenpounds,formiscellaneouspayments.Thereisnotimelimitfortheircirculationperiod.Itisveryprofitablefortheissuingofficestofinancethefundstheycollectbyissuingtraveler’schecksbecausetheynotonlyreceiveaservicechargefromthecheckbuyers,buttheyalsodon’tneedtopayanyinterestnomatterhowlongthechecksremainincirculationbeforeclearing.Thisiswhybanksandtravelservicesarewillingtoprovidethisconvenience.旅行支票通常是小面額，例如10美元或20美元、5英鎊或10英鎊，用于小額支出。旅行支票的流通沒有期限。對(duì)發(fā)行機(jī)構(gòu)來(lái)說(shuō)，通過(guò)發(fā)行旅行支票來(lái)提供融資便利是有利可圖的，因?yàn)榘l(fā)行機(jī)構(gòu)不但可以向支票購(gòu)買者收取費(fèi)用，而且，這些支票無(wú)論在外流通多久，在清算之前，發(fā)行機(jī)構(gòu)都可以無(wú)息占用（支票上的資金）。這正是銀行和旅行社愿意提供便利的原因所在。Passage2SchengenVisaApplicationSteps申根簽證申請(qǐng)步驟Identifythecountryorcountriesyouwillbetravelingto.Itisparticularlyimportanttoknowwhichcountriesyouaretravelingtobecauseitdetermineswhereandhowyouaregoingtosendyourapplication.確定你要去旅行的一個(gè)或幾個(gè)國(guó)家。確定你要去旅行的國(guó)家，這非常重要，因?yàn)檫@決定了你寄送申請(qǐng)的地點(diǎn)和方式?！馡fyouareintendingtovisitjustoneSchengencountry,youwillneedtoapplyfortheSchengenvisadirectlywiththeembassyorconsulateofthatparticularcountry.如果你打算只去一個(gè)申根國(guó)家旅行，那么，你需要直接向這個(gè)國(guó)家的大使館或領(lǐng)事館申請(qǐng)申根簽證?！馡fyouareintendingtovisittwoormoreSchengencountries,yourapplicationmustbesenttotheembassyorconsulateofthecountrythatshallbeyourmaindestination.如果你打算去兩個(gè)或更多的申根國(guó)家旅行，那么，你的申請(qǐng)必須寄送到主要目的地國(guó)家的大使館或領(lǐng)事館?！馡fyouareintendingtovisitseveralSchengencountries,butdonothaveamaindestination,youshouldapplyforthevisaattheembassyorconsulateofthefirstSchengencountryonyourtravelitinerary.如果你打算去多個(gè)申根國(guó)家旅行，但沒有主要目的地，那么，你應(yīng)該向旅行計(jì)劃中的第一個(gè)申根國(guó)家申請(qǐng)簽證。FilloutanapplicationformbeforehandtoobtainaSchengenvisa.Youcandownloadandprintofftheformonline.在獲得申根簽證前，你要填寫申請(qǐng)表格。你可以從網(wǎng)上下載并打印申請(qǐng)表格。PreparealltherequirementsforyourSchengenvisaapplication.Dependingontheconsulateorembassy,youarerequiredtoshowthefollowingdocuments:準(zhǔn)備申根簽證申請(qǐng)所需要的所有資料。大使館或領(lǐng)事館一般要求提交以下資料：●avalidnationalpassport;有效的公民護(hù)照；●evidenceshowingthepurposeofyourtrip(e.g.internationalconference);旅行目的證明材料（例如，參加國(guó)際會(huì)議）；●proofofmedicalinsurance;醫(yī)療保險(xiǎn)證明；●around-triptravelticket;往返機(jī)票；●proofoffunds.資金證明。ChecktheprocessingtimetoensureyougetyourSchengenvisaontime.Theprocessingtimevariesperembassy,soitisimportanttotaketheprocessingtimeintoaccountwhenplanningyourtrip.核實(shí)（簽證）處理時(shí)間，以確保你按時(shí)獲得申根簽證。各個(gè)使館（對(duì)簽證的）處理時(shí)間不同，因此，在計(jì)劃出行時(shí)，要將（簽證）處理時(shí)間考慮在內(nèi)。Unit2CustomerServicePassage1CustomerService客戶服務(wù)TheAmericanideaofcustomerserviceistomakeeachcustomerthecenterofattention.Andwhereveryougo,goodcustomerservicemeansmakingcustomersfeelspecial.美式客服理念認(rèn)為每位客戶都是關(guān)注的焦點(diǎn)。無(wú)論你到哪兒，良好的客戶服務(wù)就是讓客戶感覺與眾不同。Whencustomersgettoastore,theyaretreatedashonorguests.Customersdon’tusuallyfindstoreclerkssittingaroundwatchingTVorplayingcards.Instead,theclerksgreetthemwarmlyandoffertohelpthemfindwhattheywant.Customersusuallydon’thavetoaskhowmuchitemscost,sincepricesareclearlymarked.當(dāng)客戶走進(jìn)商店，他們會(huì)被當(dāng)作貴賓對(duì)待。客戶不會(huì)看到商店職員圍坐在一起看電視或打牌。相反，職員熱情問(wèn)候，提供幫助，找到客戶之所需。客戶通常也不用詢問(wèn)產(chǎn)品價(jià)格，因?yàn)閮r(jià)格已經(jīng)明確標(biāo)出。Whencustomersarereadytocheckout,theycangotothenearestandshortestcheckoutlane.Goodstoresopennewcheckoutlaneswhenthelineupsgettoolong.Someevenofferexpresslanesforcustomerswith10itemsorless.Aftertheypayfortheirpurchases,customersreceiveasmileandawarm“thankyouandhaveaniceday”fromtheclerk.結(jié)賬之時(shí)，客戶可以走向最近、最短的付款通道。當(dāng)排隊(duì)人數(shù)太多時(shí)，好的商店會(huì)開啟新的付款通道。一些商家甚至為購(gòu)買10件或10件以下商品的客戶提供快速付款通道?？蛻艚Y(jié)賬付款之后，職員會(huì)送上微笑和溫暖的祝福：“感謝您的光臨，祝您度過(guò)美好的一天?！盜nAmerica,customerservicecontinueslongafterthesale.Manyproductscomewithamoney-backguarantee.Expensiveitemslikecars,computersorstereooftenhaveawarrantythatensurestrouble-freeuseforaperiodofayearormore.Advertisementsregularlyincludethemotto,“Yoursatisfactionisguaranteed.”Soifthereisaproblemwiththeproduct,customerscantakeitback.Thecustomerservicerepresentativewilloftenallowthemtoexchangetheitemorreturnitforafullrefund.在美國(guó)，（商品）售出之后，客戶服務(wù)會(huì)延續(xù)很長(zhǎng)時(shí)間。許多產(chǎn)品都有退款承諾。汽車、電腦、音響等高價(jià)位的商品通常有質(zhì)保期，保證一年或更久的時(shí)間內(nèi)使用該產(chǎn)品沒有任何問(wèn)題。廣告一般有“包您滿意”之類的標(biāo)語(yǔ)。所以，如果產(chǎn)品有問(wèn)題，客戶可以把它送回去。客服代表往往會(huì)允許客戶更換其所購(gòu)商品或者全額退款。CustomerserviceinAmericagrowsoutofthebeliefthat“thecustomerisalwaysright”.Ifapersonreceivespoorservicefromastore,heprobablywillavoidshoppingthereinthefuture.Ontheotherhand,customersoftenremainloyaltoabusinessthathasexcellentserviceeveniftheirpricesarehigher.美式客戶服務(wù)相信“客戶永遠(yuǎn)是正確的”。如果商家的客戶服務(wù)差強(qiáng)人意，客戶可能不再在此購(gòu)物。另一方面，如果商家的服務(wù)上乘，即使其價(jià)格高一些，客戶也會(huì)對(duì)其很忠誠(chéng)。Passage2The“FeelGoodFactor”inCustomerService客戶服務(wù)中的“利好因素”Challengeinworkingincustomerserviceistoensurethatyouhavefocusedyourattentionontherightkeyareas,measuredbytherightKeyPerformanceindicator(KPI).OneofthemostimportantaspectsofacustomerserviceKPIiswhatisoftenreferredtoasthe“FeelGoodfactor”.Basicallythegoalisnotonlytohelpthecustomerhaveagoodexperience,buttoofferanexperiencethatexceedsexpectations.Severalkeypointsarelistedasfollows:客戶服務(wù)部門工作的一大挑戰(zhàn)，是保證聚焦于正確的關(guān)鍵領(lǐng)域，這可以用關(guān)鍵績(jī)效指標(biāo)（KPI）來(lái)衡量?？蛻舴?wù)關(guān)鍵績(jī)效指標(biāo)中最重要的一方面，是我們通常所說(shuō)的“利好因素”。從根本上說(shuō)，目標(biāo)是不但要幫助客戶獲得良好的體驗(yàn)，而且要提供超出客戶預(yù)期的體驗(yàn)。以下為主要幾點(diǎn)：Knowwhatproducts/servicesyouareofferingfrombacktofront.Inotherwords,beaninformationexpert.Itisokaytosay“Idon’tknow”,butitshouldalwaysbefollowedupby“butletmefindout”orpossibly“butthispersonwillbeabletoassistyou”.Whateverthesituationmaybe,makesurethatyoudon’tleaveyourcustomerwithanunansweredquestion.全面了解你所提供的產(chǎn)品或服務(wù)。換句話說(shuō)，要成為信息專家。說(shuō)“我不知道”沒問(wèn)題，但是，一定還要說(shuō)“讓我找找”或“這位能夠幫助到您”。不管什么情況，一定要確保客戶的問(wèn)題得到答復(fù)。Mostofthecommunicationthatyourelaytoothersisdonethroughbodylanguage.Ifyouhavenegativebodylanguagewhenyoucommunicatewithothers,itshowsthatyoudon’tcare.Twoofthemostimportantaspectsofpositivebodylanguagearesmilingandeyecontact.Makesuretolookyourcustomersintheeye.Itshowsthatyouarelisteningtothemandhearingwhattheyaresaying.Andofcoursesmilingismoreinvitingthanablanklookorfrown.你與他人的大多數(shù)溝通交流，是通過(guò)肢體語(yǔ)言完成的。如果你與他人交流時(shí)，你的肢體語(yǔ)言不積極，就說(shuō)明你不關(guān)心。積極的肢體語(yǔ)言擁有兩大關(guān)鍵點(diǎn)：微笑和眼神交流。確保要直視客戶的眼睛。這表明，你正在聆聽他們，聽到了他們所言。當(dāng)然，微笑會(huì)比茫然的表情或眉頭緊皺更加友好。Nothingsurprisesyourcustomersmorethananemployeegoingtheextramiletohelpthem.Alwayslookforwaystogoaboveandbeyondtheexpectationsofyourcustomers.Indoingso,ithelpsthemtoknowthatyoucareanditwillleavethemwiththe“FeelGoodFactor”thatyouaresearchingfor.沒有什么能比員工加倍努力去解決問(wèn)題更讓客戶驚喜的了。一定要想方設(shè)法，超越客戶的期望。這么做有助于客戶感受到你的關(guān)心，你一直追尋的“利好因素”也就傳遞給了客戶。Unit3NegotiationPassage1Non-VerbalCommunicationinNegotiation談判中的非言語(yǔ)交際Communicationplaysanimportantroleinanegotiation.Participantscommunicateinformationnotonlyverballybutnon-verballythroughbodylanguageandgestures.Byunderstandinghownon-verbalcommunicationworks,anegotiatorisabletounderstandtheinformationtheotherparticipantsaregivingoutnon-verbally.Atthesametime,thenegotiatorkeepsthingssecretthatwouldlimithis/herabilitytonegotiate.溝通交流在商務(wù)談判中起著非常重要的作用。談判人員不僅通過(guò)言語(yǔ)交流信息，還可以通過(guò)肢體語(yǔ)言和手勢(shì)等進(jìn)行非言語(yǔ)交際。通過(guò)理解非言語(yǔ)交際如何發(fā)揮作用，談判者能夠理解其他談判人員透露的非言語(yǔ)信息。同時(shí)，談判者對(duì)會(huì)限制他（她）談判能力的事情只字不提。Take“non-verbalanchoring”asanexample.Inanegotiation,apersoncangaintheadvantagebyverballyexpressinghis/herpositionfirst.He/shealsocan“anchor”andgainadvantagewithnon-verbalcueslikethefollowing.First,personalspace:thepersonattheheadofthetableistheobvioussymbolofpower.Negotiatorsmaybeunhappywiththisstrategicadvantage.Second,firstimpression:beginthenegotiationwithpositivegesturesandenthusiasm.Lookthepersonintheeyewithhonestyandrespect.Ifyoucannotmaintaineyecontact,theotherpersonmightthinkyouarehidingsomethingoryouaredishonest.舉“非言語(yǔ)定位”一例進(jìn)行說(shuō)明。在一場(chǎng)談判中，一個(gè)人可以先通過(guò)言語(yǔ)表明他（她）的身份地位，從而獲得優(yōu)勢(shì)。他（她）也可以采取“定位”的方法，通過(guò)下列非言語(yǔ)線索獲得優(yōu)勢(shì)。首先，個(gè)人空間。位于桌子前端的人明顯是權(quán)力的象征。談判者一般不喜歡這種戰(zhàn)略優(yōu)勢(shì)。其次，第一印象。以積極的手勢(shì)熱情飽滿地開始談判，誠(chéng)實(shí)而尊重地看著對(duì)方的眼睛。如果你不能保持目光接觸，那么談判的另一方可能會(huì)認(rèn)為你有所隱藏或者你并不誠(chéng)實(shí)。Anotherexampleisreadingnon-verbalcommunication.Beingabletoreadthenon-verbalcommunicationofanotherpersoncanbeagreatassetinthecommunicationprocess.Bybeingawareofdifferentsignsandexpressionsthatapersongivesverballyandnon-verbally,anegotiatorcanadjusthis/herapproachandthenegotiationcangosmoothly.Ifpossible,itmaybehelpfulfornegotiationpartnerstospendtimetogetherinacomfortableatmosphereoutsideofthenegotiationroom.Beingfamiliarwithanotherpersonhelpsyoutosensethedifferencesbetweenverbalandnon-verbalcommunicationwithinthenegotiationatmosphere.另外一個(gè)例子是讀懂非言語(yǔ)交際。能夠讀懂對(duì)方的非言語(yǔ)交際是交流過(guò)程中非常有用的能力。通過(guò)理解對(duì)方利用言語(yǔ)和非言語(yǔ)所表達(dá)出的不同信號(hào)和態(tài)度，談判者可以調(diào)整談判方法，使談判順利進(jìn)行。如果可能的話，談判雙方在談判室之外的輕松氛圍中共度一段時(shí)間，會(huì)有很大幫助。熟悉對(duì)方可以幫助你感覺出在談判環(huán)境中言語(yǔ)交際和非言語(yǔ)交際的不同。Passage2TheGoldenRulesofNegotiating談判的黃金法則Theartofnegotiatingisadifficultskillformostofus,evengoodsalespeople.Herearethreegoldenrulesforyoutofollow:對(duì)于我們大多數(shù)人，甚至是優(yōu)秀的銷售人員來(lái)說(shuō)，談判藝術(shù)是一種很難掌握的技能。在此給大家提供三條黃金法則：1.Alwaysstartthenegotiations.1.總是發(fā)起談判Youmustinitiatetheprocess.Thisisbecausewhoevercontrolsthestartofthenegotiationstendstocontrolwheretheyend.Ifyoulettheotherpartystartnegotiations,youwillbeconstantlygivingupcontrol,oftenwithoutevenrealizingit.Forinstance,whenyouasksomeonewhathisprojectbudgetis,youareallowinghimtostartthenegotiations.Youwillthenspendyourtimechasinghisnumberratherthanfindingthebestsolution.So,neverlettheotherpartycontrolthenegotiations.你必須啟動(dòng)談判程序，這是因?yàn)?，誰(shuí)控制了談判的開始，誰(shuí)就會(huì)控制談判在哪里結(jié)束。如果是對(duì)方發(fā)起談判的話，你會(huì)不斷地放棄對(duì)談判的控制，甚至通常連你自己都意識(shí)不到。例如，當(dāng)你問(wèn)某人，他的項(xiàng)目預(yù)算是多少時(shí)，你就讓對(duì)方發(fā)起了談判。于是，你就會(huì)花時(shí)間跟著他的數(shù)字跑，而不是尋找最佳解決方案。所以，永遠(yuǎn)也不要讓對(duì)方控制談判。2.Alwaysnegotiateinwriting.2.總是以書面形式談判Thepurposeofnegotiationsistoarriveataformalwrittenagreement,nottellastoryorspendtimetalking.Fromthefirstmomentyoubeginaproposal,youshouldcreateadocumentandtakeittotheclient.Itwillincludeallthepointsofagreementandbecomerealtotheprospectivecustomer.Negotiatingfirstandthenhavingtocreateadocumentaddsunnecessarytimetoatransaction.Butifyoubuildyourwrittenagreementasyounegotiate,youarepreparedtoaskforasignaturethemomentthedecisiontobuyismade.談判的目的是為了達(dá)成正式的書面協(xié)議，而不是講故事或者聊天。你從一開始提出建議，就應(yīng)該擬定文件并帶給客戶。文件應(yīng)包括協(xié)議的所有要點(diǎn)，并且潛在客戶能夠?qū)崿F(xiàn)。先談判再擬定文件會(huì)為交易的達(dá)成增加不必要的時(shí)間。但是，如果你在談判時(shí)就建立書面協(xié)議的話，一旦你決定購(gòu)買，你就可以準(zhǔn)備要求對(duì)方簽字了。3.Alwaysstaycool.3.總是保持冷靜Thenegotiationtablecanbeloadedwithagendas,egosandemotions.Greatnegotiatorsknowhowtostaycool,providingleadershipandsolutions,whiletherestoftheroombecomesinsanelyinvestedinpersonalagendasanduselessemotions.Crying,gettingangryandblowingoffsteammaymakeyoufeelgood,butsuchbehaviorwillnotbenefityouwhilenegotiating.Whentherestoftheroomgetsemotional,staycoolanduselogictonegotiateandclose.談判桌承載著議事日程、自我意識(shí)和各種情緒。當(dāng)談判室里的其他人失去理智，被個(gè)人議程和無(wú)用的情緒所左右時(shí)，偉大的談判者知道如何保持冷靜，如何領(lǐng)導(dǎo)他人并提出解決辦法?？藓啊嵟?、發(fā)脾氣可能會(huì)使你感覺好一些，但是，這樣的行為在談判時(shí)對(duì)你而言沒有一點(diǎn)好處。當(dāng)談判室里的其他人變得情緒化時(shí)，你一定要保持冷靜，有邏輯地談判并結(jié)束談判。Unit4FranchisePassage1Franchise特許經(jīng)營(yíng)權(quán)Franchisingisthepracticeofusinganotherfirm’ssuccessfulbusinessmodel.Theword“franchise”comesfromFrenchmeaningfree,andisusedbothasanounandasaverb.Forthefranchisor,thefranchiseisanotherwaytobuild“chainstores”todistributegoodsthatavoidstheinvestmentsanddebtsofachain.Thefranchisor’ssuccessdependsonthesuccessofthefranchisees.Thefranchiseecangetmoremoneythanadirectemployeebecauseheorshehasavitalinterestinthebusiness.特許經(jīng)營(yíng)是一種使用其他公司的成功經(jīng)營(yíng)模式的做法?！疤卦S經(jīng)營(yíng)權(quán)”在法語(yǔ)中的意思是“免費(fèi)”，既可用作名詞，也可用作動(dòng)詞。對(duì)于特許權(quán)擁有人來(lái)說(shuō)，特許經(jīng)營(yíng)是建立“連鎖店”的另一種方式，這樣可以分銷商品，避免連鎖店的投資和債務(wù)。特許權(quán)擁有人的成功依賴特許經(jīng)營(yíng)者的成功。由于在公司中的切身利益，特許經(jīng)營(yíng)者能夠比直屬雇員賺更多的錢。Itshouldberecognizedthatfranchisingisoneofthemeansavailableforgettinginvestmentmoneywithoutgivingupcontrolofthechainoperationandbuildingadistributionsystemforservicingit.Afterthebrandandtheactionplansarecarefullydesignedandproperlyoperated,franchisorsareabletosellfranchisesandexpandrapidlyacrosstheglobe.Itissaidabout4%ofallbusinessesintheUnitedStatesarefranchisee-worked.ButfranchisorrulesareusuallyverystrictintheUSaswellasinmostothercountries.Trademarks,proprietaryservicemarksandregulationsneedtobeobservedcarefully.應(yīng)該認(rèn)識(shí)到的是，特許經(jīng)營(yíng)是獲得投資的有效手段之一，同時(shí)不用放棄連鎖經(jīng)營(yíng)權(quán)，還能建立一套分配制度為之服務(wù)。在認(rèn)真設(shè)計(jì)品牌和行動(dòng)方案、合理運(yùn)營(yíng)之后，特許權(quán)擁有人就可以銷售特許經(jīng)營(yíng)權(quán)并在全球迅速擴(kuò)張。據(jù)說(shuō)，美國(guó)4%的商業(yè)都是特許經(jīng)營(yíng)的工作模式。但是，特許經(jīng)營(yíng)權(quán)的授予規(guī)則在美國(guó)與在其他大多數(shù)國(guó)家一樣，非常嚴(yán)格。要認(rèn)真遵守商標(biāo)權(quán)、專屬服務(wù)標(biāo)志權(quán)和規(guī)章制度。It’simportanttoknowthatthereisriskforpeoplebuyingthefranchises.Therearealotofmythssurroundingthesuccessandfailureratesoffranchisebusinesses.Oneofthemorepopularmythsstatesthatfranchisebusinesseshavelowerriskthanindependentbusinessstart-ups.Anotheronesuggeststhatit’salmostimpossibletofail.Bothareuntrue,andit’simportantfortoday’sfranchise-seekerstobeawareofthisfact.購(gòu)買特許經(jīng)營(yíng)權(quán)存在風(fēng)險(xiǎn)，了解這點(diǎn)很重要。有關(guān)特許經(jīng)營(yíng)成敗機(jī)率有很多迷思。其中一個(gè)較為流行的迷思是特許經(jīng)營(yíng)比獨(dú)立初創(chuàng)公司的風(fēng)險(xiǎn)低。另一個(gè)則是特許經(jīng)營(yíng)幾乎不可能失敗。兩者都不正確，對(duì)當(dāng)今希望從事特許經(jīng)營(yíng)業(yè)的人而言，重要的是意識(shí)到這個(gè)事實(shí)。Passage2FourTipsforBecomingaFranchisee成為特許經(jīng)營(yíng)人的四個(gè)竅門Ifyouwanttobecomeafranchisee,thetipsbelowcanhelpyoutofindtheperfectopportunity.如果你想成為特許經(jīng)營(yíng)人，下面的竅門能幫助你找到最好的機(jī)會(huì)。1.Befocusedonyourpreference關(guān)注你的偏好Onthestageofdecision-making,thebottomlineis:Don’truleoutabusinesswithoutlearningorseeingwhattheday-to-daywilllooklike.Forinstance,thinkaboutamomreturningtotheworkforcewhoknowsshewantstointeractwithchildrenonadailybasis.Amongthehundredsofoptionsthere,sheneedstodecideifshewouldliketobehands-onasateacherorifshewouldrathermanageafacilitythattutorschildreninmath.Decidingbetweenthetwoiseasyifsheconsiderswhichday-to-daypositionshewouldpreferandhowthatwillimpactherothergoals.決策階段的底線是，不了解公司的日常情況，就不要排除這個(gè)公司。比如說(shuō)，試想一位重返工作崗位的母親，她知道自己想要天天與孩子進(jìn)行交流。在眾多選擇中，她需要做決定，是親自做老師，還是經(jīng)營(yíng)一個(gè)場(chǎng)所來(lái)輔導(dǎo)孩子們的數(shù)學(xué)。如果她考慮一下，自己更喜歡哪種日常狀態(tài)，這將如何影響她的其他目標(biāo)，那么，在這兩個(gè)選擇中做決定就很容易了。2.Beproactivewithyourresearch主動(dòng)研究Afteryou’vedeterminedwhatroleyouwantinafranchise,it’simportanttostartresearchingdifferentoptions.Physicallyvisitmanydifferentfranchiselocationsandbrowsethewebandthendeterminewhatwillbeagoodfitinyourcommunity.當(dāng)你確定在特許經(jīng)營(yíng)中的角色后，開始研究不同的選擇是非常重要的。親自參觀一些不同的特許經(jīng)營(yíng)場(chǎng)所，瀏覽網(wǎng)站，然后決定什么最合適你的社區(qū)。3.Makesurethefranchisorhasexperience確定特許權(quán)擁有人具備經(jīng)驗(yàn)Beforesigningontoafranchise,itisessentialtoaskthefranchisorabouttheexecutiveteamanditspastindustryexperience.Findoutifthecompanyleadershavehadsignificantexperienceatanotherfranchiseandarenowapplyingthatknowledgesuccessfully.在簽訂特許經(jīng)營(yíng)合同之前，務(wù)必要向特許權(quán)擁有人了解其管理團(tuán)隊(duì)的情況及其過(guò)去的產(chǎn)業(yè)經(jīng)歷。要搞清楚公司領(lǐng)導(dǎo)人是否有在其他特許經(jīng)營(yíng)中積累的有益經(jīng)驗(yàn)，是否現(xiàn)在成功地應(yīng)用了這些知識(shí)。4.Readthefranchisedisclosuredocumentcarefully仔細(xì)閱讀特許經(jīng)營(yíng)的公開文件Thefirstthingtolookatishowmuchafranchisewouldcosttopurchase.Makesureyouhaveafinancialadvisorwhocanlookatthatitemwithyouandseethetypeofprofitafranchiseecanmakeonaverage.It’salsoimportanttotakealookatthepost-terminationclauseintheagreementtomakesurethatwhenyouwanttoleavethebusiness,youknowthetermswellandyourinterestsareproperlyprotected.首先要做的事是看一看特許經(jīng)營(yíng)的費(fèi)用。一定要有一位財(cái)務(wù)顧問(wèn)和你一起審閱條款，判斷特許經(jīng)營(yíng)人能夠賺取的平均利潤(rùn)。還有一點(diǎn)很重要，就是看一看協(xié)議中的后終止條款，以確定當(dāng)你不做這個(gè)業(yè)務(wù)時(shí)，你非常了解這個(gè)條款，并且你的利益得到了適當(dāng)保護(hù)。Unit5TeamWorkPassage1SuccessfulTeamWorkandTeamBuilding成功的團(tuán)隊(duì)合作和團(tuán)隊(duì)建設(shè)Teambuildingskillsarecriticalforyoureffectivenessasamanagerorentrepreneur.Andevenifyouarenotinamanagementorleadershiproleyet,betterunderstandingofteamworkcanmakeyouamoreeffectiveemployeeandgiveyouanextraedgeinyourcorporateoffice.團(tuán)隊(duì)建設(shè)技能對(duì)于經(jīng)理或企業(yè)家的高效性而言至關(guān)重要。即使你并未擔(dān)任管理或領(lǐng)導(dǎo)職位，較好地理解團(tuán)隊(duì)合作也能讓你成為一名更有效率的員工，從而賦予你在辦公場(chǎng)所的額外優(yōu)勢(shì)。Teambuildingsuccessiswhenyourteamcanaccomplishsomethingmuchbiggerandworkmoreeffectivelythanagroupofthesameindividualsworkingontheirown.Therearetwocriticalfactorsinbuildingahighperformanceteam.團(tuán)隊(duì)建設(shè)的成功是指相比同樣一群各自行事的個(gè)體，你的團(tuán)隊(duì)能夠取得更大的成就和更高的效率。在建設(shè)高效能團(tuán)隊(duì)的過(guò)程中有兩個(gè)關(guān)鍵要素。Thefirstfactorinteameffectivenessisthediversityofskillsandpersonalities.Itmeanspeopleusetheirstrengthsinfull,butcancompensateforeachother’sweaknesses.Or,differentpersonalitytypesbalanceandcomplementeachother.團(tuán)隊(duì)有效性的第一個(gè)要素是技能和性格的多樣性。這意味著人們?cè)诔浞职l(fā)揮才能的情況下，可以彌補(bǔ)彼此的短處。不同的性格類型可以相互平衡和補(bǔ)充。Theothercriticalelementofteamworksuccessisthatalltheteameffortsaredirectedtowardsthesamecleargoals,theteamgoals.Thisreliesheavilyongoodcommunicationintheteamandharmonyinmemberrelationships.團(tuán)隊(duì)合作成功的另一個(gè)要素是所有團(tuán)隊(duì)成員要朝著同一個(gè)明確的團(tuán)隊(duì)目標(biāo)共同努力。這主要靠團(tuán)隊(duì)成員之間良好的溝通和團(tuán)隊(duì)成員關(guān)系的融洽。Inreallife,teamworksuccessrarelyhappensbyitselfiftherearenofocusedteambuildingeffortsoractivities.Thereissimplytoomuchroomforproblems.Forexample,differentpersonalitiesmaybuildupconflicts.Orevenworse,somepeoplewithsimilarpersonalitiesmaystartfightingforauthorityanddominanceincertainareasofexpertise.Eveniftheteamgoalsareclearandacceptedbyeveryone,theremaybenoteamcommitmenttothegroupgoals,ornoconsensusonthemeansofachievingthosegoals.Theremaybealackoftrustandopenness,whichmayblockcriticalcommunicationandleadtolossofcoordinationintheindividualefforts.Thisiswhyeveryteamneedsagoodleaderwhoisabletodealwithallteamworkissues.在現(xiàn)實(shí)生活中，如果沒有致力于團(tuán)隊(duì)建設(shè)的努力和活動(dòng)，團(tuán)隊(duì)合作成功的概率就幾乎為零?？赡艹霈F(xiàn)問(wèn)題的地方太多了。例如，不同的性格有時(shí)可能造成矛盾。更為甚者，為了獲取在某些專業(yè)領(lǐng)域的權(quán)威地位和支配優(yōu)勢(shì)，相似性格的人可能會(huì)開始爭(zhēng)斗。即使團(tuán)隊(duì)目標(biāo)明確，并得到大家的一致認(rèn)可，也可能會(huì)有這樣的情況：團(tuán)隊(duì)沒有努力朝著團(tuán)隊(duì)目標(biāo)（奮斗），沒有形成實(shí)現(xiàn)目標(biāo)的共識(shí)。團(tuán)隊(duì)中可能會(huì)缺乏信任和坦誠(chéng)，從而導(dǎo)致重要溝通受阻，團(tuán)隊(duì)里的每個(gè)人自行其是，無(wú)法協(xié)作。所以，每個(gè)團(tuán)隊(duì)都需要一個(gè)能夠處理此類團(tuán)隊(duì)合作問(wèn)題的好領(lǐng)隊(duì)。Passage2TeamSpirit團(tuán)隊(duì)精神Teamspiritcanmakeorbreakateam.Teammateswhohaveteamspiritarebetterabletoworktogetherandachieveteamgoals.Theyarealsomoresatisfiedwiththeirteamactivities.JohnWooden,aformerbasketballcoachatUCLA,said,“Teamspiritmeansyouarewillingtosacrificepersonalconsiderationsforthewelfareofall.Thatdefinesateamplayer.”Therearecertainskillsteammembersdevelopthatserveasgoodexamplesofteamspirit.團(tuán)隊(duì)精神既能成就一個(gè)團(tuán)隊(duì)，也能擊垮一個(gè)團(tuán)隊(duì)。具備團(tuán)隊(duì)精神的成員能夠更好地合作并實(shí)現(xiàn)團(tuán)隊(duì)的目標(biāo)。他們對(duì)團(tuán)隊(duì)活動(dòng)也更滿意。加州大學(xué)洛杉磯分校的籃球隊(duì)前教練約翰·伍登說(shuō)：“團(tuán)隊(duì)精神意味著，你愿意為了大家的利益，犧牲個(gè)人的考慮。這才是團(tuán)隊(duì)成員的定義。”團(tuán)隊(duì)成員所具備的一些技能是團(tuán)隊(duì)精神的良好體現(xiàn)。Cooperation合作Cooperatingissimplyworkingtogetherasteammatesforthegoodoftheteam.Cooperationisaskillthatteammemberscansharpenduringpractice.Forexample,basketballplayersmustpracticepassingtheballindifferentplaysandsituations.Teamefficiencyisdirectlyrelatedtothecooperationofitsmembers.Actingcooperativelyisagoodwaytoshowteamspiritbecausedoingsocontributestotheoverallsuccessoftheteam.合作就是團(tuán)隊(duì)成員為了團(tuán)隊(duì)利益共同努力。合作是團(tuán)隊(duì)成員在實(shí)踐中能夠提高的一種技能。例如，籃球隊(duì)員們必須練習(xí)技能，能夠在不同的比賽和不同的情況下傳球。團(tuán)隊(duì)效率與團(tuán)隊(duì)成員之間的合作直接相關(guān)。合作行為是一種展現(xiàn)合作精神的很好的方式，因?yàn)檫@樣做有助于整個(gè)團(tuán)隊(duì)的成功。Motivation動(dòng)機(jī)Teammembersmustfulfilltheirdutieswiththeirfullefforts.Stayingmotivatedshowsteamspiritbecauseitshowsthatyouwanttheteamtodowell.Thisincludesbeingmotivatedtogiveyourbestinpracticeandincompetition,aswellasoutsideofteamactivities.Forexample,abaseballplayercanshowteamspiritbybeingmotivatedtopracticehisswingoutsideofpractice.團(tuán)隊(duì)成員必須盡職盡責(zé)。工作積極主動(dòng)是團(tuán)隊(duì)精神的體現(xiàn)，因?yàn)檫@表明你希望整個(gè)團(tuán)隊(duì)有上乘的表現(xiàn)。這意味著成員在實(shí)踐中、在競(jìng)爭(zhēng)中以及在團(tuán)隊(duì)活動(dòng)之外的情形下都竭盡全力。例如，籃球運(yùn)動(dòng)員在非訓(xùn)練時(shí)間還積極主動(dòng)地練習(xí)，就是團(tuán)隊(duì)精神的體現(xiàn)。Respect尊重Respectforyourfellowteammembersisamust.Youcanshowrespecttoyourteammatesbytreatingeveryonefairlyandequally.Teammatesalsorespecteachotherbyallowingeveryonetoparticipate.Respectingfellowteammateskeepseveryoneinagoodmoodandencouragesoverallteamspirit.Forexample,peoplecanshowteamspiritthroughrespectbyencouragingotherteammemberswhomightbestruggling.必須尊重團(tuán)隊(duì)成員。公正公平地對(duì)待每位團(tuán)隊(duì)成員，就是尊重的表現(xiàn)。讓每位成員參加團(tuán)隊(duì)活動(dòng)，團(tuán)隊(duì)成員之間也會(huì)彼此尊重。尊重隊(duì)友會(huì)讓團(tuán)隊(duì)中的每個(gè)人都保持好心情，還能振奮團(tuán)隊(duì)精神。例如，人們可以通過(guò)鼓勵(lì)正在努力奮斗的隊(duì)友以示對(duì)其的尊重，這也是團(tuán)隊(duì)精神的表現(xiàn)。Unit6ElectronicAccountingPassage1TheBalanceSheet資產(chǎn)負(fù)債表Thebalancesheetisproducedattheendofacompany’sfinancialyear,andisasnapshotofitsfinancialsituation.Itshowsthecompany’sassetsandliabilitiesatthatpointintime.資產(chǎn)負(fù)債表是公司在一個(gè)財(cái)政年度中，對(duì)公司的財(cái)政狀況進(jìn)行記錄的報(bào)表。該表及時(shí)記錄了公司的資產(chǎn)和負(fù)債狀況。Therearetwohalvestoabalancesheet.Thetophalfshowswherethemoneyisbeingusedinthebusiness(thenetassets),andthebottomhalfshowswherethismoneycamefrom(thecapitalemployed).Thetotalofeachhalfshouldbethesame,hencetheexpressionbalancesheet.資產(chǎn)負(fù)債表由上、下兩部分組成。上半部分顯示了錢的用途（凈資產(chǎn)），下半部分顯示了錢的來(lái)源（動(dòng)用資本）。每部分的總和應(yīng)該是相等的，因此稱之為資產(chǎn)負(fù)債表。Therearetwokindsofassets—long-termandshort-term.Thelong-termassetsareknownasfixedassets,andincludetheland,buildings,machineryandvehiclesthatareusedinconnectionwiththebusiness.Allfixedassetsexceptlandaredepreciatedastheywearoutovertime.Thetotalfixedassetsarethevalueofthefixedassets,lesstheaccumulateddepreciation.資產(chǎn)分為長(zhǎng)期資產(chǎn)和短期資產(chǎn)。長(zhǎng)期資產(chǎn)又稱固定資產(chǎn)，包括土地、房產(chǎn)、與經(jīng)營(yíng)相關(guān)的機(jī)器和車輛。隨著時(shí)間的推移，除土地之外的所有固定資產(chǎn)都會(huì)折損。固定資產(chǎn)總額等于固定資產(chǎn)的價(jià)值減去累積折舊。Theshort-termassetsareknownascurrentassets,andincludecash,stocksandreceivablesthatareduewithinoneyear.短期資產(chǎn)又稱流動(dòng)資產(chǎn)，包括現(xiàn)金、股票和一年內(nèi)到期的應(yīng)收款項(xiàng)。Thetophalfofthebalancesheetalsoincludesliabilities,thatis,alldebtsandobligationsowedbythebusinesstocreditors.Currentliabilitiesarethosedebtsthatmustbepaidwithintheyear,suchaswagesearnedbutnotyetpaid.Long-termliabilitiesmayincludemortgagesandotherloansthatwillnothavebeenpaidoffwithintheyear.資產(chǎn)負(fù)債表的上半部分還包括負(fù)債，即企業(yè)對(duì)債權(quán)人承擔(dān)的一切債務(wù)。流動(dòng)負(fù)債是指年內(nèi)必須要支付的債務(wù)，如應(yīng)付職工薪酬。長(zhǎng)期負(fù)債包括償還期超過(guò)一年的抵押貸款和其他貸款。Thetophalfofthebalancesheetthereforeconsistsofthetotaloffixedandcurrentassets,lessthecurrentandlong-termliabilities,givingthenetassets.因此，資產(chǎn)負(fù)債表的上半部分就是固定資產(chǎn)與流動(dòng)資產(chǎn)的總和，減去流動(dòng)負(fù)債和長(zhǎng)期負(fù)債，由此得出的凈資產(chǎn)值。Thebottomhalfofthebalancesheetshowswherethismoneycamefrom.Foralimitedcompany,thiswillincludethemoneyraisedbyissuingshares,andisknownasthesharecapital.Thebusinessmayalsohaveplowedsomeofthemoneybackintobuildingupthebusiness.Thisiscalledretainedprofit.資產(chǎn)負(fù)債表的下半部分顯示了資金的來(lái)源。對(duì)于有限公司而言，這包括通過(guò)發(fā)行股票籌集的資金，即股本。公司可以將部分資金投資于公司業(yè)務(wù)，這就是留存收益。Thebottomhalfofthebalancesheetthereforeconsistsofthetotalofsharecapitalandretainedprofits,givingthecapitalemployed.資產(chǎn)負(fù)債表的下半部分就是股本金與留存收益的總額，即動(dòng)用資本。Passage2BenefitsofElectronicAccountingSoftwareinOrganizations會(huì)計(jì)電算化給企業(yè)帶來(lái)的有利之處Datamanagement數(shù)據(jù)管理Themanualhandlingofdata,includingaccountspayable,accountsreceivable,payrolls,debtcollectionandotheraccountingtasks,istime-consuming.Largeorganizationswillfinditimpossibletomanageallthesedataifmanualaccountingisused.Electronicaccountingsoftwarefacilitatespurchase-ordercontrol,invoiceprocessing,paymentselectionandhandling.Becausethesystemsareautomated,tasksaremanagedsimultaneously.Thesesystemsalsoenhancedataaccuracybydouble-checkingavendor’sinvoiceagainstthepurchaseorderandtheinventorymodule.人工處理數(shù)據(jù)，包括應(yīng)付賬款、應(yīng)收賬款、工資核算、債務(wù)清算和其他會(huì)計(jì)業(yè)務(wù)，十分耗時(shí)。大型公司發(fā)現(xiàn)，如果采用手工記賬，則不可能進(jìn)行有效的數(shù)據(jù)管理。會(huì)計(jì)電算化軟件可以輔助管理采購(gòu)訂單、處理發(fā)票、選擇支付方式和進(jìn)行支付。因?yàn)橄到y(tǒng)是自動(dòng)的，所以記賬任務(wù)可以自動(dòng)完成。對(duì)照采購(gòu)訂單和存貨清單，該系統(tǒng)仔細(xì)檢查供應(yīng)商發(fā)票，從而提高數(shù)據(jù)的準(zhǔn)確性。Fasterandmoreefficientinprocessinginformation信息處理更加快捷、高效Softwareenablesthegenerationofmanytypesofusefulreportsanddocumentsforcustomersandgovernmentagenciesandalsoformanagementtomakedecisions.Theseincludeinvoices,checksandaccountstatementsaswellastax-returnforms.Withmodulessuchaspointofsale,thesystemautomaticallygeneratessalesslipsorsalesinvoices,reportsonitemsandproducesreportsoncustomerandsalespersonactivities.ThepayrollmodulegeneratesandprintspayrollchecksandcanbeattachedtothegeneralledgertoautomaticallyfacilitatethesettingasideofthecorrectamountfortheFederalInsuranceContributionActtax.該軟件可以生成各種有用的報(bào)告和文件，方便客戶、政府部門和管理層進(jìn)行決策。這些包括發(fā)票、賬簿、賬目報(bào)表和退稅表格。該系統(tǒng)擁有諸如銷售點(diǎn)之類的模塊，可以自動(dòng)生成銷售單或銷售發(fā)票、商品報(bào)告、客戶及銷售人員活動(dòng)報(bào)告。工資單模塊生成和打印工資單，附至總分類賬之上，自動(dòng)生成《聯(lián)邦保險(xiǎn)捐稅法》所要求繳納稅種的正確數(shù)額。Costbenefits成本效益Therearemoreandmoremanufacturersofsoftwareforaccounting;thishasmadethedifferenttypesofsoftwaremoreaccessibleintermsofcostsandvariety.Inthelongterm,thereisaremarkablereturnoninvestmentfororganizationsthatinstallaccountingsoftware.Manualaccountingistime-consumingandthereforeisinvariablycostlytotheorganization.Intheabsenceofautomatedsystems,plentyoflaborisrequiredtoperformcoreandnon-coreaccountingfunctions.Butelectronicaccountingonlyrequiresoneortwopeopleforaccounting,asmostdataismanagedbythesystem.由于會(huì)計(jì)軟件生產(chǎn)商越來(lái)越多，在成本和種類上，有很多不同類型的軟件可供選擇。從長(zhǎng)遠(yuǎn)來(lái)看，使用會(huì)計(jì)軟件的公司，其投資回報(bào)率可觀。人工記賬十分耗時(shí)，所以公司擔(dān)負(fù)的成本很高。在沒有自動(dòng)化系統(tǒng)的情況下，需要大量的人力來(lái)完成核心的和非核心的會(huì)計(jì)職能。但是會(huì)計(jì)電算化僅需要1~2名員工來(lái)負(fù)責(zé)會(huì)計(jì)工作，因?yàn)榇蠖鄶?shù)的數(shù)據(jù)都是由系統(tǒng)來(lái)處理的。Communicationanddecision-makingbenefits溝通和決策效益Theefficientandtimelygenerationofimportantdocumentsfacilitatescommunicationinanorganization,especiallyalargeone.Accountingsoftwareessentiallyconnectsallotherfunctionsanddepartmentsinanorganization.Decision-makerscaneasilyaccessinquiries,memos,payrolls,invoicesandreports.Unlikemanualaccounting,dataisstored,duplicatedandbackedupforfuturereferenceandtoenhanceaccountabilityintheorganization.有效和及時(shí)生成重要文件有助于公司內(nèi)部的溝通，對(duì)于大型公司而言更是如此。會(huì)計(jì)電算化軟件從根本上將公司內(nèi)部的所有其他功能和部門都聯(lián)系起來(lái)。決策者可以很容易進(jìn)行查詢，獲取備忘錄、工資、發(fā)票和報(bào)告等信息。與人工記賬不同，電子記賬可以存儲(chǔ)、復(fù)制、備份數(shù)據(jù)以備將來(lái)參照，還可以增強(qiáng)組織的責(zé)任。Unit7OnlineShoppingPassage1OnlineShoppingSpreeSetsRecord瘋狂網(wǎng)購(gòu)創(chuàng)紀(jì)錄ChineseshoppersspentbillionsonlineyesterdayastheytookadvantageofdiscountsofferedonSingles’Day(November11).Itisafestivalforyoungsinglepeopletocelebratebyeatingtogether,sendinggiftsorgoingshopping,thusseizedonbyonlineretailerstoincreasesales.中國(guó)購(gòu)物者昨天趁光棍節(jié)（11月11日）打折的機(jī)會(huì)，在線花費(fèi)數(shù)十億元。這本是單身年輕人通過(guò)一起吃飯、贈(zèng)送禮物或購(gòu)物來(lái)慶祝的一個(gè)節(jié)日，結(jié)果被網(wǎng)上零售商利用來(lái)增加銷售量。Ittookonly13hoursforsalesonjusttwoonlinesites,TaobaoandTmall,toflypastlastyear