UNIT 1: INTRODUCING YOURSELF AND YOUR SCHOOL

READING

- Curricula: all subjects included in your studies

- Entrance exams: exams to be accepted
- Specialization: specific branch, major in your field of studies
- Full-time / Part-time
- Undergraduate / Postgraduate studies
- Incoming exchange students: students arriving from somewhere
- ECTS: European Credit Transfer System
- Core courses: main courses à Compulsory courses: obligatory courses
- Optional courses (BrE) / Elective courses (AmE)
- Hands-on experience: doing something
- Tuition fee: can be just tuition
- Commuters: person who travels regularly to attend school or work in a different town
- Hall of residence (BrE) / Dormitory (AmE): buildings where students live
- Student job center: not student service // jobs for students are advertised
- Odd jobs: small jobs of various types
- Temps: temporary employees / not having a full-time job
- Need-based scholarships: not enough money / need-based aid refers to the financial
need a student has in regard to paying for college
- Merit based grant: merit aid takes into account a student GPA, their ACT/SAT test scores,
their honors or accolades, extracurricular activities etc. (based on grades)
- Streamlined: make something work better (money)

UK US SLOVENIA
Primary school Elementary school Osnovna šola
Grammar school High school (junior high + senior Gimnazija
high)
Further secondary or college Junior college (2-year higher Višja šola
educational program)
Higher, tertiary or university College or university (4-year Visoka šola, univerza
higher educational program)
Undergraduate or BA/BSc Undergraduate or B.A./B.Sc. Diplomsko delo
dissertation thesis, also honors thesis
MA/MSc dissertation M.A./M.Sc. thesis, master’s Magistrsko delo
thesis
PhD thesis Doctoral dissertation Doktorska disertacija

TRANSLATIONS

- On business – poslovno/službeno
- Went out of business – stečaj/bankrot
- Dry-cleaning business – (keminčna) čistilnica
- Big business – velik posel/donosna dejavnost
- Core business – glavna/osnovna dejavnost
- Business – delo
- Subcontract – najet podizvajalec
- Business administration – poslovodenje
- Business school – poslovna šola
- To do business – poslovati
- Business is good (brisk, brooming, flourishing) – posel gre dobro
- Business is bad (slack, quiet) – posel gre slabo
- Get down to business – periti k bistvu/k dejstvu
- Business park – poslovna cona/poslovna četrt
- E-business – E-poslovanje
- To register for an exam – prijaviti se na izpit
- To administer an exam – izvajati/izvesti izpit
- Entrance exam – sprejemni izpit
- Enrolment – vpis
- Dean – dekan
- Instruction – poučevanje/pouk
- Economics – ekonomija (veda)
- Economy – gospodarstvo
- (under)graduate studies office, registrar – referat
- Take a gap year – pavzirati
- Compulsory course – obvezen predmet
- Optional, elective course – izbirni predmet
- Bachelor’s degree – univerzitetna diploma
- Trainee, intern (AmE) – pripravnik
- Exchange students – študenti na izmenjavi
- Full-time students – redni študenti
- Part-time students – izredni študenti
- Lectures – predavanja
- Practice classes – vaje
- Full professor – redni profesor
- Associate professor – izredni profesor
- Assistant professor – docent
- Visiting professor – gostujoči professor
- Teaching assistant – asistent
- Lecturer, instructor (AmE) – predavatelj
- Senior researcher – raziskovalec
- Junior researcher – mladi raziskovalec

KEY VOCABULARY

ECONOMY: economy, economics (the study), economize (less money/time – varčevati),

economist(s), economies, economically, economic (ekonomski, gospodarski), economical
(efficient – varčen)

BRITISH AMERICAN SLOVENIAN

To enroll To enroll Vpisati se
Study programme Study program Študijska smer, program
Specialization Major Smer/usmeritev/specializacija
 Compulsory Mandatory, required course Obvezni predmet
Optional course Elective course Izbirni predmet
Course, subject Course, class, subject Predmet, predavanje
Hall of residence Dormitory, dorm Študentski dom
Trainee Intern Študent na delovni praksi,
pripravnik
Work experience, work Internship Pripravništvo
placement
University teacher, lecturer Instructor Univ. učitelj, predavatelj
Canteen Cafeteria Menza, jedilnica, okrepčevalnica
Timetable Schedule Urnik, časovni načrt
Term Semester Semester
Teaching staff Faculty Visokošolski učitelji
Graduate Alumnus, graduate Diplomant
Tuition fee Tuition Šolnina
Photocopy facility Copy shop, print shop Fotokopirnica
Maths Math Matematika
Ill Sick Bolan
Ground floor First floor Pritličje
Toilet, ladies, gents Restrooms, bathroom, ladies or Stranišče
men’s room
Rubber Eraser Radirka

COLLOCATIONS

- Qualify for
- Attend lectures
- Study at university
- Graduate from university
- During/at/in a lecture on
- In/on a course on
- Enroll for/in/on a course, programme // enroll for studies, training
- Sign up for a course / withdraw from a course
- Major in

SCHOOL EXAM DEGREE

Enrol in/at a – Set an – date Do, take a –
Start – Administer an – Earn –
Go to – Check and mark -s Get, receive –
Attend – Register for -s Gain –
Skip – Prepare, revise, study for -s Obtain –
Finish/leave – Cram, swot (BrE)1 for -s Award, be awarded –
Drop out from – Take, sit, do -s Have, hold –
To be expelled from – Pass, do well in/on -s
Scrape through2 -s
Fail, do badly on/in, flunk -s
Re-sit, re-take -s
Cheat in/on -s

1
Study in short period of time
2
Barelly passed
UNIT 2: GIVING A PRESENTATION
UNIT 3: HUMAN RESOURCES
READING
- Human resource management (HRM): administrative process of hiring and managing
people
- Human resource department / human resources (HR)
- Talent management: every company seeks to hire, develop and retain the best
performers
- Termination: end of employment
- Recruitment/hiring: identifying a vacancy and selecting the best-qualified candidate
- To recruit: hire (verb)
- Recruiter: find people & recruit: someone who is found by recruiter (agent nouns)
- Vacancy: available job (prosto delovno mesto)
- Performance appraisals: meeting in which employee and manager discuss how the
employee is doing their job
- Application letter/covering letter + CV (curriculum vitae)
- Shortlist:
- Shortlist (noun): the best candidates are on the shortlist to get hired
- Shortlist (verb): to make a selection of the best candidates
- Interview (interviewer & interviewee)
- Corporate culture: value, behaviour, philosophy, style and policies of a company
- Fair and unbiased: no discrimination on the grounds of gender, marital status, age,
pregnancy, race, disability, sexual orientation or trade union activity / impartial an not
influenced by someone else’s opinion (nepristranski)
- Contract of employment
- Employer & employee
- Industrial relations: between employers & employees (unfair labour practices, collective
bargaining (trade unions – pogajanje o kolektivni pogodbi), labour-management relations)
- Workplace health and safety: varnost in zdravje na delovnem mestu
- Unjust dismissal (to dismiss), layoff procedures, severance: act of ending somebody’s
contract
- To lay off/fire/sack/make somebody redundant (redundancy)
- Severance pay: sum of money you get at the end of your work contract
- Pension plan
- Maternity, paternity adoption leave – period of time that you can be home to take care
of baby (paid leave)
- Fringe benefit/perk: extra things the employer gives you besides your wage, insurance
etc.
- Probation(ary) period: working at the company in terms for your employer to decide
whether to hire you or not à for trainees & new hires
- Expertise – expert knowledge / extra skills
- Non-compete clause/(non)competition clause: document in which you promise not to
enter into competition (konkurenčna klavzula)
- Compensation/remuneration/pay package: an amount of money paid to somebody for
the work they have done
- Commission-related pay: percentage you are paid from what you have sold (provizija)
- Stationery: fix, not moving (also stationary – pisarniška oprema)
- Joining bonus/golden hello: generous financial incentives, a spacious office, reserved
parking space, company jet etc.
- Golden handshake/golden parachute: lavish severance package of financial and non-
financial nature when the employment is terminated (odpravnina)
- One’s own drive and ambition: great energy
- Superiors (nadrejeni) & subordinate (podrejeni)
- Flex(i)time: flexible working hours
- Telecommuting/teleworking: work from home
- Job sharing: sharing the tasks and salary of one job (two people)
- Proxity to home: nearness (bližina)
- Empowerment: give somebody more power/authority (opolnomočiti)
- Work-life balance: right balance between work and private life
- Governance: activity of controlling a company
- De-motivation: negative motivation
- Moral (adjective) & Morale (noun)
- Absenteeism: frequently absent employee without a good reason
- Staff turnover: rate at which employees leave the company and are replaced by other
people (fluktuacija zaposlenih)
- Dire: very serious (ex. consequences)
- Redeployed: moved to another position/job (premestitev)
- Intrinsic (intrinsically): belonging to or be part of the real nature or something
- To boom (booming industries): to grow
- Crunch: a situation where there is suddenly not enough of something
- Labour crunch: shortage of qualified workers (economic prosperity)
- Credit crunch: not enough of credit money (kreditni krč)
- Scares jobs: not enough jobs (economic recession)
- Underemployment: overqualified and underpaid workers
- Economic upturns (improve/increase) & downturns (economy is weak)
- Lifetime employment out & lifelong learning in
- Outsourcing/offshoring: obtaining goods or services by contracting an outside
supplier/sending work to countries with low labour costs
- Freelancers: work for several companies/self-employed
- Breadwinners: one in the family that makes money
- Aspiring: successful
- Rat race (join rat race): steap competition between people living in the city/ competitive
struggle for wealth, power and to be overall successful
- Reimbursement: pay back money (to reimburse)

KEY VOCABULARY

- Salary range
- Classifieds: section in newspaper where you find small advertisements
- Recruitment/hiring
- Headhunting
- Recruiters
- Position
- Experience
- Job advertisement
- Internal recruitment / in-house recruitment
- Referral recruitment: employees are encouraged and rewarded for introducing suitable
recruits
- Favouritism: the practice of giving unfair preferential treatment to one person or group
at the expense of another
- Meritocracy: a social system, society, or organization in which people get success or
power because of their abilities, not because of their money or social position
- Staff retention: Employee retention refers to the ability of an organization to retain
its employees.
- Staff defection: Departing employees might step out of line and leave with your trade
secrets or other crucial information; they might violate the terms of restrictive covenants;
that’s why you need lawyers dedicated to protecting employers from the dangers of
employee defection
- To be on the dole (British English) / To be on welfare (US English) – prejemati socialno
podporo

VERB AGENT NOUN NOUN ADJECTIVE

To apply Applicant Application /
To interview Interviewer, Interview /
interviewee
To recruit Recruiter, recruit Recruitment /
To hire Hire Hiring /
To employ Employer, employee Employment, (un)employable,
unemployment, unemployed,
underemployment employed,
underemployed
To train Trainer, trainee Training, traineeship Trained
To promote / Promotion /

BRITISH AMERICAN SLOVENIAN

CV (curriculum vitae) Resume Življenjepis
Covering letter Cover letter Spremni dopis
Trainee Inter Pripravnik
Pay rise Pay raise Povišica
High-flyer High-flier Ambicioznež
Labour Labor Delovna sila, delavci
To be on dole (inform.) To be in welfare (when Prejemati podporo/nadomestilo
unemployed) za brezposelne
Trade union Labour union Sindikat
Pension plan Retirement plan Upokojitveni načrt

- A copywriter is someone who writes the text for advertisements (=pisec reklamnih
besedil)
- A buyer selects and purchases stock or materials for a large retail or manufacturing
business (=nabavni referent, vodja nabave)
- A sales executive works in sales and is responsible for purchasing (=direktor prodaje)
- An export manager is in charge of the export department in a company (=vodja izvoza)
- An entrepreneur is a person who has set up their own firm (=podjetnik)
- A manager leads, controls, plans and organizes work in a company (=vodja)
- A business person is involved in the management of a company as an owner and/or
executive (=poslovnež)
- A civil servant works in the government departments responsible for putting government
plans into action (=javni uslužbenec, delavec v javni upravi)3

WORKERS COMPENSATION or REMUNERATION or PAY

PACKAGE (pay + benefit)
(un)skilled (ne)kvalificiran Salary/wage Plača
Blue-collar Modri ovratniki Tuition reimbursement Povračilo šolnine
Semi-skilled Polkvalificiran Subsidized meals Subvencionirana
prehrana
Shop-floor4 Proizvodni delavec Pension plan Pokojninsko
zavarovanje
White-collar Beli ovratniki Transportation Povračilo prevoza
allowance
Freelance Svobodnjaki Golden hello Dodatki ob prihodu
Independent Pogodbeniki Merit bonus Stimulacija za
contractors uspešnost
/ / Severance package odpravnina

- Performance appraisal: a meeting between an employee and their manager to evaluate

the employee’s work and to plan future task // career development discussion
- Redeployment: to give employees a different job or move them to a different place of
work
- Staff turnover: the rate at which employees leave a company and are replaced by other
people
- Flex(i)time: a system in which employees work a particular number of hours but can
choose when to start and finish each day
- Job sharing: an employment arrangement where two people are employed and trained
on a part-time basis
- Lifetime employment: employees in a firm are promised a job until retirement
- Non-competition clause: contractual agreement stating that an employee will not pursue
a profession or trade in competition against the employer upon termination or
employment or resignation

Synonyms

- Fringe benefit – perk

- Severance package – golden handshake, golden parachute
- Top achiever – high-flyer
- Performance bonus – merit/productivity bonus
- Search firm – headhunter, headhunting firm
- Travel allowance – travel reimbursement
- Application letter – cover(ing) letter
- Teleworking – telecommuting

3
Civil engineer – gradbeni inženir
4
Where production takes place à also a synonim for blue-collar (manual/factory workers)
- Staff – employees
- Salary – wage/wages

COLLOCATIONS

- Result in
- To apply for
- To apply in writing
- To attend an interview
- To negotiate a contract
- To assess work performance
- To offer compensation
- To retain good workers
- To make employees redundant
- To qualify for pension
- Executive perks
- Severance package
- Non-compete clause
- Golden hello
- Performance appraisal
- Lifetime employment
- Lifelong learning
- Flexible job market
- Labour crunch (pomanjkanje delovne sile)

TRANSLATIONS

- Social benefits – socialni prejemki

- Labour market – trg dela
- Job description – opis delovnega mesta
- Probation period – poskusna doba
- Health insurance – zdravstveno zavarovanje
- Job sharing – delitev delovnega mesta
- Work-life balance – usklajenost med delom in zasebnim življenjem
- Retirement plan – upokojitveni načrt
- Non-compete clause – konkurenčna klavzula

JOB CONTRACT WORKERS’ COMPLAINTS

Fixed-term Za določen čas Dismissals (dismiss, fire, Odpusti, odpovedi
sack or give notice)
Freelance Zunanji delavec, Burn-out Izgorelost
svobodnjak
Full-time S polnim delovnim Harassment Nadlegovanje
časom
Teleworking Delo na daljavo/od Stressed-out Pod stresom
doma
Job sharing Deljeno delovno mesto Bullying Ustrahovanje
 Part-time S polovičnim delovnim Stress-related illness Bolezni povzročene
časom zaradi stresa
Permanent Nedoločen čas Job insecurity Negotovost delovnega
mesta
Temporary Določen čas Nervous breakdown Živčni zlom
Mobbing trpinčenje Overtime work Nadurno delo
Heavy workloads Preobremenjenost z
delom

Employee benefits (prejemki, bonitete) & bonus payments (stimulacije, dodatki, nagrade)
- Pay plus benefits – plača in prejemki
- Holiday bonus – regres
- Christmas bonus – božičnica
- End-of-the-year bonus – trinajsta plača
- Relocation bonus – dodatek ob premestitvi/selitvi
- Fringe benefit/perk – bonus / položajni dodatek
- Sickness allowance, sick pay – bolniška (nadomestilo)
- Unemployment benefit – nadomestilo za brezposelnost
- Clothing allowance – dodatek za obleko
- Maternity or paternity allowance – porodniška / nadomestilo za čas porodniškega
dopusta
- Severance – odpravnina
- Joining bonus – dodatek ob prejemu službe / denarna spodbuda ob nastopu službe

- Bank, clerk cashier, teller – bančni uslužbenec, blagajnik

- Training officer – referent za izobraževanje
- Human resources (also personnel) manager – vodja kadrovske službe
- Clerk, administrative assistant – referent
- Sales manager – komercialist

- Empowerment – opolnomočenje
- Staff turnover – fluktuacija zaposlenih
- Recruitment – zaposlovanje
- Redemployment – prerazporeditev (na drugo delovno mesto)
- Lifetime employment – doživljenska zaposlitev
UNIT 4: CORPORATE STRUCTURE AND STRATEGY
READING

- Start-ups: newly-established companies

- Micro businesses, SMEs (small and medium-sized companies/enterprises)
- Merger: to merge/join (demerger)
- Multinational
- Conglomerate: two or more companies in entirely different businesses operate under one
corporate group
- Holding/parent company are large companies with one or more subsidiaries/daughter
companies
- Sole trader/sole proprietor: one person owns and runs the business; the person in
personally liable for any debts (ex. freelancers – samostojni podjetnik)
- Partnerships/general unlimited partnership: two or more people share the
responsibilities for running the business; fully liable (legally responsible-liability) for debts
- Limited liability partnership (LLP): partnership with limited liability to the amount each
partner has invested into the company
- Limited liability company (LLC/LTD): business with limited liability where the owner’s
liability is restricted to their share/stock capital.
- Private limited company/corporation: the share ownership is in private hands and not
traded on stock exchange; name is followed by Ltd. Or LLC.
- Flo(a)tation: a private limited company may go public or launch floatation by selling
originally privately-held shares at an IPO (initial public offering)
- Listed/quoted on stock exchange: shares traded on stock exchange à legal format
Plc./Inc./Corp./Co
- Franchise: business which involves granting of a license by one company (franchis(er/or))
to another (franchisee)
- Royalties: licenčnina
- Legal entity: pravna oseba / natural person: fizična oseba
- Strategic management: analysis of strategic goals, decisions about future policies and
plans, as well as actions an organization has to undertake to create and sustain (maintain)
competitive advantage
- SWOT analysis: strengths, weaknesses, opportunities, threats
- General manager (GM)/CEO
- Double-tier system: two separate boards in companies (executive board-uprava for
business operations and supervisory board-nadzorni svet for control purposes)
- Managing director (MD)
- Branch: local office or shop belonging to a company
- R&D-research and development, PR-public relations, IT-information technology, HR-
human resources
- Supervisory managers: oversee the performance of non-managerial employees
- Junior managers: manage small departments or a few people
- Liabilities: amount of money a person/company ows
- Stockholder/shareholder: delničar & Stakeholder: stake at the company (deležnik)
- Bondholder: imetnik obveznic
- Governance: activity of controlling a company
KEY VOCABULARY

A company’s stakeholders normally include: the shareholders, employees, leadership,

customers, suppliers and the community.

- Stakeholder – deležnik
- Shareholder – delničar
- Customer – kupec/stranka
- Supplier – dobavitelj
- Leadership – vodstvo
- Community – skupnost

- Private sector
- Sole trader
- Legal format/form
- Fully liable
- Limited liability
- SWOT analysis
- Legal entity
- Self-employed
- Organizational structure
- Management hierarchy
- Business plan
- Supervisory board

WORD SYNONYM SLOVENIAN

Parent company Holding company Matična, krovna družba
Subsidiary Daughter company Hčerinska družba, podružnica
Initial public offering Flotation, floatation Prva javna prodaja delnic
Board of directors The Board, executive board Uprava, upravni odbor
Legal form Legal format Upravna organizacijska oblika
To manufacture To produce Proizvajati
To establish To found Ustanoviti
Located Headquartered Ima sedež, s sedežem
Multinational company Multinational Multinacionalka
Sole trader Sole proprietor Samostojni podjetnik

- Perseverant: persistent in doing something despite difficulties (=vztrajen)

- Stress-resistant: not harmed or affected by stress (=odporen proti stresu)
- Impatient: not accepting delay or opposition with calm and patience (=nepotrpežljiv,
nestrpen)
- Flair for business: natural ability to do business well (=smisel za posel)
- Energetic: vigorous, possessing and exhibiting energy (=odločen, energičen)
- Risk-taker: a person inclined to take risks (=nagnjen k tveganju)
- Autonomous: independent, resisting control from outside (=samostojen)
- Bold: daring (=pogumen, drzen)
- Confident: self-assured, full of confidence in oneself (=samozavesten)
- Drive: a planned effort to achieve something (=polet, elan)
 FORMATION LOCATION GOOD PERFORMANCE POOR PERFORMANCE
Companies are … Companies are … Companies … Companies …
Established Located Operate Go into liquidation
Started (up) Relocated Make a profit Fain
Created Headquartered Grow Go bankrupt
Set up Situated Develop Go bust
Formed / Expand Go out of business
Founded / Diversify Shrink
/ / / Go to the wall
/ / / Go into administration
/ / / Go under

VERB NOUN AGENT NOUN ADJECTIVE

To establish Establishment / Established
To found Foundation Founder, co-founder /
To produce Production Producer Produced,
(un)productive
To implement Implementation /
To operate Operation Operator (non)operational
Profit Profit, profitability Profiteer (un)profitable,
profit-making

- Launch à launching
- Franchise à franchised, franchising, franchiser, franchisee
- Diversify à diversified, diversification, diversity
- Expand à expands, expanded, expansion, expandable (adj.)

- Parent/holding company: a company that is the main owner of a subsidiary

- Subsidiary: a company that is owned or controlled by another company
- Corporate governance: the rules, processes, practises and laws by which a business is
operated //activity of controlling a company
- Multinational: a company operating in several countries
- To go public: to start selling shares on the stock exchange
- Infrastructure: the basic systems and services necessary for a country to tun smoothly,
e.g. buildings, transport, water and power supplies
- Raw material: a natural or basic substance used in an industrial process
- Franchise: a type of a license granting permission to operate a business in accordance
with the rules and guidelines established by the franchisor
- Headquarters: the place from which an organization is controlled
- Conglomerate: a large corporation consisting of several companies

Abbreviations
- Plc: Public limited company
- Ltd: Limited
- Inc.: Incorporated
- LLC: Limited Liability Company
- HR: Human Resources
- R&D: Research and Development
- IT: Information Technology
- HQ: Headquarters
- PR: Public Relations
- Corp.: Corporation

TRANSLATIONS

Legal Forms/Formats
- Legal entity – pravna oseba
- Sole trader/proprietor – samostojni podjetnik
- General partnership – družba z neomejeno odgovornostjo (d.n.o.)
- Limited partnership – komanditna družba
- Private limited company – družba z omejeno odgovornostjo (d.o.o.)
- Public limited company – delniška družba
- Franchise – franšiza
- State-owned enterprise – podjetje v državni lasti
- Holding company – holding, krovno podjetje
- Subsidiary – subsidiarna, hčerinska družba

- Board of directors – uprava, upravni odbor

- Chairman, president – predsednik uprave
- Managing director, CEO – generalni direktor
- Management team – vodstvena skupina
- Senior management – management/vodstvo
- Junior management – nižji management
- Policy decisions – strateške odločitve
- Executive power – izvršilna moč/pristojnost

- To implement – uvesti/implementirati/vpeljati
- To perform – poslovati
- To generate profit – ustvarjati dobiček
- To operate – delovati
- To expand – razširiti/širiti
- To diversify – razširiti/širiti ponudbo
- To grant a license – odobriti licence

Company Departments
- Production – proizvodnja
- Purchasing department – nabavni oddelek
- Marketing – trženje
- Personnel department or Human resources (HR) – kadrovska služba
- Finance – finance
- Information technology (IT) – informacijska tehnologija
- Publib relations (PR) – odnosi z javnostmi
- Research and development – oddelek za raziskave in razvoj
- Legal affairs – pravna služba
- Administrative services – administracija
- Accounting – računovodstvo
- Podjetnik – entrepreneur
- Poslovni načrt – business plan
- Ustanovitelj – founder
- Sedež podjetja – headquarters
- Surovine – raw materials
- Vodenje, upravljanje – corporate governance
- Nadzorni svet – supervisory board
- Strateško vodenje – strategic management
- Razpoložljivost delovne sile – availability of workforce/labour
- Stopnja inflacije – inflation rate/rate of inflation
UNIT 5: FINANCIAL REPORTING
READING

- Financial reporting: is preparing information about company performance as a set of

figures that are presented in company financial statements/accounts
- Annual report: balance sheet, a profit and loss account, cash flow statement
- Balance sheet/statement of financial position: shows financial position of company
- Assets: are items of value or the ability to earn money
- Accounts receivables: terjatve
- Written down book value: reduced value of asset (finally written off)
- Intangible assets: neopredmetena sredstva / goodwill: dobro ime
- Retained earnings: zadržana sredstva
- Profit & loss account/income statement: shows whether the company made or lost
money in the accounting period
- Bottom line: amount of money (profit/loss) after everything
- In the red: company has a loss (≠in the black)
- Cash flow statement: shows how a company obtains and uses cash by recording inflows
and outflows
- Lifeblood (of company’s existence): something that is really important (nepogrešljiv člen)
- Securities: vrednostni papirji
- Auditor: examines business & financial reports of companies (revizor)
- GAAP: Generally Accepted Accounting Principles
- IFRS: International Financial Reporting Standards
- Misstatements: irregularities
- Comply with the regulations: to obey
- Overstated: more important
- Understated: less important than it really is
- Creative accounting/earnings management/window dressing/cooking the
books/doctoring accounts: change facts and figures illegally; polite expressions for fraud
- Tightening regulations: more strict
- Corporate governance: activity of controlling the company
- Public oversight: state of being in charge (supervision)
- Forensic accounting: trying to find illegal activity à revealing the money trail in cases of
money laundering

KEY VOCABULARY

- An annual report presents the key financial statements of the previous year.
- A balance sheet shows a company’s financial position on a specific date (e.g. 31 March)
- A profit and loss (P/L) account summarizes a company’s business activity over a period of
time (e.g. the first quarter)
- A cash flow statement records the movement of cash in and out of the company over a
period of time (e.g. the first quarter)
 BRITISH AMERICAN SLOVENIAN
Balance sheet Balance sheet/statement of Bilanca stanja
financial position
Profit and loss account Income statement Izkaz poslovnega izida
(statement of earnings)
Cash flow statement Statement of cash flow Izkaz denarnih tokov
Debtors Accounts receivable Terjatve
(receivables)
Creditors Accounts payable (payables) Obveznosti do dobaviteljev
Stock Inventory Zaloga
Shares Stock Delnice
Ordinary shares Common stock Navadne delnice
Preference shares Preferred stock Prednostne delnice

Balance Sheet
- Cash: the most liquid of all assets (cash at bank and in hand)
- Current assets: assets that can be easily converted into cash (=tekoča sredstva)
- Balance sheet: a snapshot of company financial position at a point in time (=bilanca
stanja)
- Assets: everything a company owns that has monetary value (=tekoča sredstva)
- Accounts receivable: money owed to the company by customers (=terjatve)
- Land: a fixed asset that does not wear out or depreciate (tangible asset)
- Property: land and buildings
- Liabilities: debts owed by the company to creditors (=obveznosti)
- Accounts payable: short-term obligations to suppliers (=obveznosti do dobaviteljev)
- Long-term liabilities: all liabilities owed to creditors in more than one year
- Stockholders’ equity: owners’ investment in the company and retained earnings
(=lastniški kapital)
- Retained earnings: profits reinvested in the business after dividends are paid

Income Statement
- Income statement: a record of company’s profit and loss over a period of time (=izkaz
poslovnega izida)
- COGS: costs directly related to the production of goods
- Operating expenses: daily expenses; selling, general & administrative expenses
- Gross profit: net sales less cost of goods sold
- Utilities: cost of heating, electricity, phone usage etc.
- Depreciation: annual loss in the value of equipment, computers, machinery
- Bottom line: net profit
- Top line: total revenues before paying expenses
- Revenue: cash flows from sales
- Expenses: cash outflows

Cash flow statement

- Cash flow statement: records how a company is obtaining and using its cash (=izkaz
denarnih tokov)
- Operating activities: sales minus costs
- Investing activities: sales or purchases of securities, land or equipment as well as loans
given
- Financing activities: involve money raised or paid for short-term borrowing or issuing new
securities and paying out dividends

Accounting Terms
- Financial reporting: preparing financial statements
- Cash flow statements: a report of firm’s operating, investment and financial activities
- Double-entry bookkeeping: a system of recording every transaction twice, both as a
credit and a debit
- Transaction: an act of buying or selling something
- External audit: an evaluation of company financial statements by outside specialists
- Internal auditor: an in-company specialist that checks company accounts
- Creative accounting: a false or misleading presentation of financial statements
- Amortization: a reduction in the value of an intangible asset
- Depreciation: a reduction in the value of a tangible asset due to wear and tear
- Overheads: general costs that cannot be related to a specific product (e.g. rent)
- VAT: a consumption tax imposed as a percentage on goods and services
- Liquidity: the ability to make payments to customers, employees and lenders

- A break-even point is the output at which revenue equals costs, with no profit or loss.
- Double-entry bookkeeping requires that each credit entry has a corresponding debit
entry.
- Debts that are unlikely to be paid have to be written-off.
- A cash flow statement shows whether the company can pay its liabilities.
- If profits are not distributed or invested, they are entered as retained earnings.

Types of Accounting
- Tax accounting: a branch of accounting concerned with calculating taxes (=davčno
računovodstvo)
- Financial accounting: a branch of accounting concerned with the preparation of financial
statements (=finančno računovodstvo)
- Cost accounting: a branch of accounting concerned with calculating costs of products and
services (=stroškovno računovodstvo)
- Management accounting: a branch of accounting concerned with using accounting
information for company management and planning (=poslovno računovodstvo)
- Auditing: an official examination of financial records and statements to check that they
are true and correct (=revizija)
- Bookkeeping: a system of recording financial transactions in journals and ledgers
(=knjigovodstvo)

Black Friday à companies are going from in to the red to in to the black (from loss to profit)
 VERB NOUN – activity, result NOUN - people
/ Account, accountancy, Accountant
accounting
To audit Audit, auditing Auditor, auditee

NOUN VERB AGENT NOUN ADJECTIVE ADVERB

Analysis (sing.) To analyse, Analyst Analytical analytically
Analyses (pl.) To analyze

TRANSLATIONS

- Balance sheet – bilanca stanja

- Sales revenue – prihodek od prodaje
- Personal income tax – dohodnina
- Share capital – delniški kapital
- Gross profit – kosmati dobiček
- Fixed assets – stalna sredstva
- Bad debt – neizterljive/slabe terjatve
- Retained earnings/profit – zadržani dobiček
- Pre-tax profit – dobiček pred obdavčitvijo
- Cost centre – stroškovno mesto

- Entries – vknjižbe
- Journals – dnevniki // ledgers – glavne knjige

- To distribute profits – deliti dobiček

- Break-even point – točka preloma
- Double-entry bookkeeping – dvostavno knjiženje
- Assets and liabilities – sredstva in obveznosti do virov sredstev
- To retain earnings – zadržati dobiček
- Revenues and expenditures – prihodki in odhodki
- To owe money – dolgovati denar
- To write off bad debt – odpisati slabe/neizterljive terjatve

- Cost cutting – znižanje stroškov

- Fixed costs – stalni stroški
- To charge costs – zaračunati stroške
- Cost centre – stroškovno mesto
- Cost-effectiveness – stroškovna učinkovitost
- To cover costs – pokriti stroške
- Cost management – obvladovanje stroškov
- To incur costs – povzročiti stroške
- Operating costs – stroški poslovanja
- To calculate costs – izračunati stroške
- Variable costs – spremenljivi stroški
- To allocate costs – razporediti stroške
- Taxpayer – davkoplačevalec
- Tax authority – davčni urad
- Personal income tax – dohodnina
- Tax relief – davčna olajšava
- Tax rate – davčna stopnja
- Corporate income tax – davek od dohodkov pravnih oseb
- Value added tax – davek na dodano vrednost (DDV)
- To impose/to levy tax – uvesti davek
- To be exempt from taxes – biti oproščen davka
- To be liable for – biti zavezan za plačilo davka
- Property tax – davek na premoženje
- Tax evasion – davčna utaja
- Tax bracket – davčni razred

- Debit – debet/v breme

- Credit – v dobro
- Financial statements – računovodski izkazi
- Accounting period – računovodsko/obračunsko obdobje
- Intangible assets – neopredmetena sredstva
- Amortization – amortizacija neopredmetenih sredstev
- Depreciation – amortizacija opredmetenih sredstev
- To doctor accounts – prikrojiti/prirediti račune/bilance
- Misstatements – napačne navedbe / napake
- Disclosure requirements – obverzna razkritja
- Revenue – prihodek
- Going concern – delujoče podjetje
- Financial reporting – finančno poročanje
- True and fair view – pravilen/resničen in pošten izkaz
- Public oversight – javni nadzor
- Forensic accounting – forenzično računovodstvo

- Obveznosti do dobaviteljev – accounts payable / creditors

- Terjatve do kupcev – accounts receivable / debtors
- Stalni stroški – fixed costs
- Povprečni prihodek – average revenue
- Neizterljive/slabe terjatve – bad debt
- Izkaz poslovnega izida – income statement
- Računovodska načela – accounting principles
- Kosmati dobiček – gross profit
- Dohodnina – personal income tax
- Račun/konto – account
- Knjigovodska vrednost – book value/face value
- Zadržani dobiček – retained earnings/profit
- Prevara/golufija – fraud
- Zaostritev predpisov – tightening of regulations
- Revidiranec – auditee
- Revizor – auditor
- Pranje denarja – money laundering
- Nazdorni organ – regulator

COLLOCATIONS

… and … 3-word expressions verb + noun

Plant and equipment
Revenue and expenditures
Assets and liabilities
Costs and expenses
Profit and loss
Short-term liabilities
Cash flow statement
Break-even point
Double-entry bookkeeping
Single-entry bookkeeping
To distribute profits
To owe money
To pay liabilities
To retain earnings
To write off bad debt

- Comply with
- Analysis à financial, statistical, detailed
- To do, to carry out, to conduct an analysis
- An analysis of something

verb + AN AUDIT verb + RULES verb+ verb+ verb+

STANDARDS TRANSACTIONS REGULATIONS
To do – To make – To apply – To record – To comply with –
To carry out – To follow – To follow – To summarize – To stick to –
To set – To define – To observe –
To establish – To introduce –

… + COSTS verb + COSTS COST + …

Direct To calculate – -benefit analysis
Indirect To allocate – Centre (=stroškovno mesto)
Fixed To charge – -effectiveness
Variable To incur – Of living
Operating To cover – Of materials
To cut – Management
To increase – Accounting
To manage – Cutting
To carry – Object

To comply (verb)
à compliance (noun)
à compliant (adjective)

Fraud
à fraudster (a person who is fraudulent)
à fraudulent (adjective)

Abbreviations form Latin

- e.g. (exampli gratia) à for example
- i.e. (id est) à that means
- AD (anno Domini) à before Christ
- a.m. (ante meridiem)
- p.m. (post meridiem)
- CV (curriculum vitae)
- etc. (et cetera)
- vs (versus)

… + TAX verb + TAX TAX + … PHRASES

Personal income – To pay – Payer To be liable for
Corporate income – To impose – Year To be exempt from
Property – To avoid – Authority
Value added – To calculate – Return
Pre- profit To increase – Inspector
To cut – Avoidance
To evade5 – Cut
To levy – (=impose) Evasion
Deductible
-free
Bracket6
Rate
Burden
Relief

LANGUAGE PRACTISE

VERB NOUN SYMBOL USE

To add Addition + 1+1=2
One plus one equals two.
One and one is two.
To deduct Deduction - 9-3=6
To subtract Subtraction Nine minus three is six.
Nine less three is six.
Nine take away three equals six.
To multiply Multiplication x 2x2=4
Two times two equals four.
Two multiplied by two equals four.
To divide Division : 10:2=5
Ten divided by 2 is five.

5
Find a way of not doing something
6
=davčni razred
UNIT 6: RAISING FINANCE
READING

- Raising, allocating and utilizing monetary resources: field of finance

- Expected return: the trade-off between risk and return
- Buy into a business: buy shares in the company
- Buy out of a business: pay somebody for their share in a business in order to get control
- Turn around/revitalize: start being successful again
- Not sufficient financial resources from cash flow: not enough internal sources alone to
support its expansion plans – raising finance
- Raising capital by equity financing, debt financing, government support
- Issuing shares/stock: produce new shares
- Institutional investors: mutual funds, pension funds, banks, insurance companies
- Having a stake in a company: money that someone invests in the company
- Venture capitalists: individuals whose money is invested into company with risk for
exchange for equity (wealthy investors, investment banks, etc.)
- Pooled money: money collected from different people
- Unquoted business: not listed on stock exchange
- Business angles / angel investors: wealthy individuals who provide money for equity;
they take high personal risk by investing their own funds
- Financial backing: support
- Lender: creditor
- Principal: full amount (glavnica)
- Secured by: to legally agree to give different goods if we are unable to pay back the money
- Collateral / security: something very valuable
- Maturity date: when the payment is due
- No interest: interest holidays
- Trade credit from credit period: grace period after supplies have been delivered
- Leasing: businesses use an asset over a fixed period in return for regular payments
- Hire purchase/HP/Finance leasing: method of buying something and making regular
payments for several times – it belongs to you once all payments have been made (pay in
instalments = na obroke)
- Invoice factoring: business of buying debts; selling unpaid invoices to a third party
(=odkup terjatev)
- Face/nominal value
- Overdrafts: an agreed sum by which an account may be overdrawn; in the red = amount
of money you owe to the bank)
- Insolvent company: unable to pay debts
- Corporate bonds: securities with fixed interest and fixed maturity date)
- Junk bonds: high risk of default and higher interest rate
- Soft loan: loan made to person/country on conditions that are good for the borrower
- To grant a subsidy
- Refurbishing existing buildings: clean and decorate a building to make it more attractive
- Strike balance between: fixed expression; find an acceptable position between two things
KEY VOCABULARY

Word Partnerships
- Sufficient/financial resources
- Expansion plans/policies
- Internal/external sources
- Investment/expected return
- The stock exchange/market
- Grace/probation(ary)/credit period
- Operating leasing
- Venture capital
- Corporate/pool/raise/allocate finance
- Venture raise/capital(ists)
- Equity holed/financing
- Accounts payable
- Invoice factoring
- Equity/debt/soft financing
- Cash flow
- Soft loans

- Collateral: valuable property promised to lender if one is unable to repay a debt

- Overdraft: bank facility which allows one to be in the red
- Leasing: financial facility which allows a business to use an asset over a fixed period in
return for regular payments
- Subsidy: money given by government to help support a business the market does not
support
- Default: non-payment
- Unquoted business: business not listed/quoted on the stock exchange
- Funds: monetary resources
- Nominal value: face value
- Backing: financial support
- Principle: the amount of money borrowed or invested
- Factoring: invoice factoring
- To subsidize: to support with a subsidy
- To acquire: to purchase/obtain

Opposites
- Debtor – creditor/borrower
- To borrow – to lend
- Assets – liabilities
- Payment – default/non-payment
- To owe – to own
- Credit – debit
- In the black – in the red
- Quoted – unquoted
- Equity – debt
- Market value – face value
- Accounts receivable – accounts payable
- Solvency – insolvency

Ability to Raise Finance

- Past performance: track record of the business
- Proportion of capital as debt: existing interest commitments
- Guarantee/mortgage/collateral: the security available to secure the loan
- Relation/rapport: the relationship with the provider of finance
- Market prospects: market expectations
- Objective/goal: the purpose for which finance is needed

Choice of Finance
- objectives of the owner
- the current financial position of business
- market conditions
- the type and size of the business
- the terms of finance
- the stage of business development
- availability of collateral
- proportion of capital as debt

- To allocate: to distribute accordingly to a plan, allot

- A bond: security with fixed interest and fixed maturity date
- A debtor: borrower
- Interest: interest rate
- Shareholders: stockholders
- A bondholder: somebody who owns bonds
- Lending: the opposite of borrowing
- Extortionate: very high (interest)
- Equity: funds provided to a business by the sale of stock
- To utilize: to use
- A grant: government financial aid used for a particular purpose
- To raise: to get finance
- Bankruptcy: the state of having been legally declared bankrupt

Synonyms
- Creditor – lender
- Debtor – borrower
- To own – to possess
- To owe – to be in debt
- To raise finance – to collect money
- Debtor credit ranking – creditworthiness
- To fund – to finance
- To acquire – to purchase/to obtain
- Funds – finance/money
- Interest – interest rate
- Annuity – instalment
- Default on payment – non-payment
- Assets – what the company owns
- Liabilities – what the company owes
- Factor – financing company
- Collateral – security
- Shares and bonds – securities
- Factoring – invoice factoring
- Subsidy – grant
- Hire purchase (HP) – financial leasing, closed-end leasing
- Bankruptcy – administration/insolvency
- Stakeholders – suppliers, clients, owners, employees
- Risk-averse – not willing to take risk
- To diversify risk – to spread/minimize risk
- Enterprise loans – soft loans
- To grant – to give
- To carry low/high risk – to bear high/low risk
- Maturity date – due date, the date on or by which sth is owed or expected

VERB NOUN AGENT NOUN ADJECTIVE

To lease Lease Lessor, lessee Leasable
To finance Finance Financier Financial, financing
To pay Payment, pay Payer, payee Payable
To credit Credit Creditor Creditable
To extend Extension / Extendable, extended,
extensive
To invest Investment Investor Investable

- Secure à security, secured

- Share à shareholders
- Stake à stake, stakeholders
- Interest à interest-free, interested, interesting, interestingly, interest
- Fund à founded, funding, funds

- To borrow from: to take and use something that belongs to somebody else
- To lend to: to give something that belongs to you to somebody

- Rise à rose, risen

- Raise à collect money/improve/mention issue (regular)
- Arise à arose, arisen; occur/become evident

TRANSLATIONS

- Creditor, lender – upnik

- Debtor credit ranking – kreditna sposobnost dolžnika
- Instalment – obrok
- Principal – glavnica
- Bankruptcy – bankrot/stečaj
- Interest – obresti
- Default on payment – nezmožnost plačevanja / neplačevanje
- Subsidy – subvencija
- Hire purchase/financial leasing – finančni lizing
- Maturity date – datum dospetja
- Invoice – faktura/račun
- Repayment period – obdobje odplačevanja
- Loan – posojilo
- Collateral / security for loan – zavarovanje posojila

- Upnik – creditor/lender
- Stečaj – bankruptcy
- Lastniški kapital – equity
- Obresti – interest
- Neplačilo obveznosti – default on payment / non-payment
- Skrbni pregled – due diligence
- Odkup terjatev – invoice factoring / factoring
- Subvencija – subsidy
- Nepovratna sredstva – grant
- Obveznosti do dobaviteljev – accounts payable
- Sredstva – assets
- Obveznosti do virov sredstev – liabilities
- Datum dospelosti/dospetja – maturity date
- Faktura – invoice

- Dolžnik – debtor/borrower
- Anuiteta/obrok – annuity, instalment
- Glavnica – principle
- Vrednosti papirji – securities
- Biti nenaklonjen tveganju – to be risk-averse
- Skrbni pregled – due diligence
- Odkup terjatev – invoice factoring
- Nepovratna sredstva – grant
- Obveznosti do dobaviteljev – accounts payable
- Razmerje med tveganjem in donosnostjo – trade-off between risk and retun
- Tvegani kapital – venture kapital
- Subvencionirati – to subsidize
- Komercialni kredit – trade credit
- Znesek za plačilo – outstanding amount
- Terjatve do kupcev – accounts receivable
- Hipoteka – mortgage
- Viri financiranja – sources of finance(ing)
- Dolžniško financiranje – debt financing
- Finančna sredstva – financial resources / funds
- Pričakovana donosnost – expected return (yield=donos)
- Poslovni angeli – business angels / angel investors
- Biti zadolžen – be in debt
- Neplačniki – non-payers / defaulters
- Vlagatelji v tvegane naložbe – risk/venture capitalist/investors

- Odpisati – to write-off
- Neplčnik – non-payer / defaulter
- Neplačilo obveznosti – non-payment / default on payment
- Slabe terjatve – bad debt
- Odloženo plačilo – deferred payment
- Znesek za plačilo – the outstanding amount
- Odveznosti do virov sredstev – liabilities
- Niso plačali – they have defaulted on payment
- Zamujajo s plačilo – the payment is overdue
- Plačilo so odložili – they have deferred payment
- Dolžni so poravnati davek – they are liable for tax
UNIT 7: IMPORT-EXPORT
READING

- FDI: foreign direct investment

- BOT: balance of trade; shows the difference between imported and exported goods
(visible trade)
- BOP: balance of payments; includes the transactions of goods, services, financial capital
and financial transfers (invisible trade)
- Trade deficit: a country imports more than it exports (or opposite: trade surplus)
- Entry mode: a particular way of doing something
- Intermediaries: middlemen (export merchants, agents etc.)
- Margin: mark-up (=marža)
- License and franchise agreements
- Fee/Royalty: money paid for usage (=licenčnina)
- Turnkey projects: complete and ready to use immediately
- PESTEL: political, economic, socio-cultural, technological, environmental and legal factors
- E-market place: an electronic exchange where firms register as sellers or buyer to conduct
business over the internet (the Net)
- Source: verb-to get something from a particular place
- Business to business (B2B): limited to industrial markets and commercial transactions
between companies
- Business to consumer (B2C): open to end consumer markets
- Order-processing costs: electricity, wages etc.
- Supply chain management (SCM): encompasses all activities involved in sourcing,
procurement and logistics management
- Sourcing: process of obtaining supplies of something
- Freight/cargo: goods in transit
- Shipping companies/shippers
- Forwarding agents/freight forwarders
- Insured/covered against: loss or damage in transit
- Letter of credit (LC): akreditiv
- Bill of exchange (BOE): menica
- Port of loading: cargo put on ship/vessel
- Port of discharge: removed/taken from ship/vessel
- Off-loaded: remove goods from vehicle
- Customs clearance: official permission to leave/enter airport/country
- Legally binding: must be obeyed because it is accepted by law
- Title to goods: legally own
- Bill of lading: =tovorni list
- Airway bill: =letalski tovorni list
- Free trade: support general openness of trade with few or no trade barriers
- Fair trade: advocated justice in trading and demanding fair prices to be paid to producers
in developing countries
- Protectionism: calls for shielding a country’s domestic industries from foreign
competition by taxing imports and/or subsidizing exports
- Shielding: to protect
- Taxing: verb-to put tax on something
- Impede: to delay/stop progress of something (impediment)
- Artefacts: old objects of historical interest
- Tariffs/duties: taxes on imported goods
- Quotas: maximum quantities of a product allowed into a country at a period of time
- Subsidies/other support services: tax exemptions; better financing options – government
support
- Free trade agreement (FTA): governments sign common market agreements to ensure
free exchange of goods and services
- WTO: World Trade Organization
- GATT: The General Agreement on Tariffs and Trade
- EFTA: European Free Trade Association
- All mentioned above regulate tariffs and reduce trade restrictions between member
countries

KEY VOCABULARY

Word Partnerships
- Import & exports
- Goods & services
- Retailers & wholesalers
- Free trade & protectionism
- Trade deficit & trade surplus
- Balance of payments & balance of trade
- Direct export & indirect export
- Port of loading & port of discharge

- Reduction in cost per unit resulting from increased production, realized through
operational efficiencies is known as economies of scale (=ekonomija obsega)
- Shipper: a person or company that sends or transports goods by see, land, or air
(=prevoznik)
- Freight forwarder: a firm specializing in arranging storage and shipping behalf of the
shippers (=špediter)
- Open account: credit extended by a business to a customer; un paid account (=odprt
račun)
- Trade barriers: regulations and policies that restrict international trade (=trgovinske
ovire)
- Subsidy: financial assistance paid by government to an industry that needs help, or to
farmers to keep the price of their products low (=subvencija)

- Consignee: the person something is sent to (=prejemnik)

- Bulk: buying in large quantities/amounts
- Freightage: the price of transporting goods (=prevoznina)
- Haulage: business of transporting goods
- Bulk as bulk cargo: razsuti tovor
Import-Export Documents
- Commercial invoice: the seller’s bill for the goods sold, specifying the type of goods,
quantity and price (=fakura/račun)
- Bill of lading (BL, B/L, BOL), Airway Bill (AWB), Railway Bill (RWB): a contract issued by a
cargo carrier to the shipper for the carriage of goods; a receipt for cargo accepted for
transportation; a title deed, a legal document representing a right to ownership (=tovorni
list, konosament)
- Import/Export License: a form granting permission to import/export certain goods
(=dovoljenje za uvoz/izvoz blaga)
- Certificate of origin: a proof of which country the goods originate from (=potrdilo o izvoru
blaga)
- Customs declaration form: a from stating the goods for which duty will have to be paid
(=carinska deklaracija)
- Delivery note: a document that lists the description and quantity of the goods delivered
(=odpremnica, dobavnica)
- Inspection certificate: a document certifying that the goods meet the required
specifications, are in good condition, and of correct quantity (=potrdilo o kontrolnem
pregledu)
- Certificate of insurance (COI): a document issued by an insurance company certifying that
an insurance policy has been bought (=potrdilo o zavarovanju)
- Letter of credit (L/C, LC): a written commitment to pay, issued by a buyer’s bank to a
seller’s bank (=akreditiv)
- Bill of exchange (BOE): a written unconditional order by one party to another to pay a
certain sum, either immediately or on a fixed date for payment of goods received
(=menica)

- ETA – estimated time of arrival

- c.i.f. – cost, insurance, freight (=stroški, zavarovanje, prevoznina)

Synonyms
- Shipping, transport – haulage, transportation (=prevoz, transport)
- Haulage – freight rate, freightage (=prevozni stroški, tovornina)
- Consignment – shipment (=pošiljka)
- Freight – cargo (=tovor)
- Carrier – vessel, ship (=ladja)
- Merchant (vessel) – commercial (vessel) (=tovorna ladja, trgovska ladja)
- Shipping company – shipper (=prevoznik, ladjar, letališka družba)
- Forwarding agent – freight forwarder (=špediter)
- Tariff – duty, tax (=carina, davek)
- Final destination – port of discharge (=končna destinacija/postaja/pristanišče)

VERB NOUN AGENT NOUN ADJECTIVE

To trade (in) Trade Trader (non)tradable
To ship Shipment Shipper /
To consign Consignment Consignee, consignor /
To pay Payment, pay Payer, payee Payable
To export Export Exporter /
To defraud Fraud Fraudster Fraudulent
- Draw à draw, drawee (draft is addressed to and is requested to pay), drawer (party who
makes the bill of exchange), withdraw, overdraw (noun: owerdraft)
- Protect à protecting, protectionism, protectionists, protectionist (measures)

Abbreviations
- WTO: World Trade Organization
- B/L, BL: Bill of Lading
- FTA: Free Trade Agreement
- BOT: Balance of Trade
- B2B: Business to Business
- CIF: Costs, Insurance, Freight
- L/C, LC: Letter of Credit
- ETA: Estimated time of arrival
- BOE: Bill of Exchange
- AWB: Airway bill

TRANSLATIONS

- B2B – elektronsko poslovanje med podjetji

- Red tape – birokracija
- Sales clerk – prodajalec/prodajalka
- Quota – kvota/kontingent
- Forwarder – špediter
- Draft – menica
- WTO – svetovna tgovinska organizacija
- Retailer – prodajalec na drobno
- Trade surplus – trgovinski presežek
- Trade incentives – trgovske spodbude

- Fee – plačilo, pristojbina

- Royalty – licenčnina
- Bureaucratic hurdles – birokratske ovire
- Balance of trade – trgovinska bilanca
- Balance of payments – plačilna bilanca
- Trade deficit – trgovinski primanjkljaj
- Trade surplus – trgovinski presežek
- Fair trade – pravična trgovina
- Quota – kvota, contingent
- Tariff – carinska dajatev

- Carinske formalnosti – customs procedures

- Zakoni in uredbe – laws and regulations
- Sporazum o prosti trgovini – free trade agreement
- Primerjalna prednost – competitive advantage
- Zaščitni ukrepi – protectionist measure
- Podkupovanje – bribery
- Posrednik – intermediary
- Režijski stroški – overheads
- Licence agreement – licenčna pogodba
- Pristanišče, luka – docks (pl.), port

- To tighten the margins – zmanjšati marže

- To use patents, trademarks and licences – uporabljati patente, zaščitene blagovne znamke
in licence
- To charge a fee or royalty – zaračunati pristojbino ali licenčnino
- To be involved in fraudulent activities – biti vpleten v goljufive posle
- To manage sourcing, procurement and logistics – voditi iskanje dobaviteljev, nabavo in
logistiko
- To negotiate a payment method – izpogajati način plačila
- To cover against loos or damage – zavarovati se pred izgubo ali škodo
- To provide shipping services – zagotoviti prevozne storitve
- To advocate fair prices – zagovarjati pravične cene
- To ship (the goods) – poslati (blago)

COLLOCATIONS

- Minimize exposure to risk

Strong Partnerships
- Impose, introduce, issue, conform to regulations
- Enforce, enact, pass a law
- Buy, get, take out insurance
- Issue, receive, pay, send, acknowledge the receipt of an invoice
- Clear, go through customs
- Give, grant, request, apply for, secure a permission
- Carry, ship, load, discharge, transport cargo
- Introduce, implement, impose, adopt protectionist measures
- Have, hold, get, own, gran, issue, refuse, suspend (delay), take away a license/licence
UNIT 8: MARKETING AND ADVERTISING
READING

- Marketer: a specialist in marketing

- Unique Selling Point (USP)
- Marketing mix: trženjski splet
- 4Ps = product, price/pricing, promotion, place(ment)
- Points of Sale (POS)
- Marketing research: process of collecting and analysing information about markets,
competitors, customers’ opinions etc.
- Invaluable = valuable, very important
- Launch = Start
- To devise = To invent
- Strive - Strove - Striven
- Branding: hoping to create an impression that a brand has certain qualities or
characteristics that make it special or unique
- Deteriorate: become worse
- Snob-appeal: a characteristic of a product that appeals to the snobbery in a customer
- Brand recognition: widely known in the marketplace
- Household brand: a brand that has become very well-known
- Private label brands/Own brands/Store brands = Retailers
- Blunder: stupid mistake
- Localized: adapted to the social environment in which they are to be sold
- Push strategy: a strategy in which a firm attempts to take (“push”) its products to
consumers (performed via producer/wholesaler/retailer/consumers)
- Pull strategy: method of marketing where a lot of money is spent on advertisement
(heavy advertisement retailer/wholesaler/producer
- Buy One Get One Free (BOGOF)
- Compelling = Convincing = Persuasive
- Endorsement: a statement made in public (commercial) by a famous person that he/she
uses a product, advertisement of a product
- Subliminal = Subconscious
- Word-of-mouth (WOM)

KEY VOCABULARY

- Sell à sale (=prodaja), winter sale (=zimska razprodaja), top sellers (=najbolj prodajani
izdelki), sales, saleable, sellable, sell-by (date)
- Market à marketing, marketers, market, marketed, marketable, upmarket (luxurious
products – višjecenovni razred)/middle market/downmarket (cheap, low quality),
marketability (analysis)

To enter MARKET To withdraw from

To break into To retreat from
To penetrate To put out of
To get foothold in
 To launch PRODUCT To phase out
To phase in To withdraw
To introduce

Opposites
- Domestic/inland/home market – foreign, overseas
- Enter/break into/penetrate a market – to withdraw from, to retreat from, to pull out of
- Get a foothold in a market – to leave
- Growing/lively/active market – declining, weak, dull market
- Booming/thriving market – sluggish, depressed, saturated market
- Bull market – bear market
- Introduce a product – to phase out
- Launch/phase in a product – to withdraw, to recall a product

- Me-tooism: imitating people work/ideas

- Brand stretching: using a successful brand to sell new types of products (=širitev blagovne
znamke)
- Subliminal: subconscious

- Compete à competitive, compete, competition, competitiveness, competitively(-priced)

- Advertise à advertising, advertisers, ad

- A retail outlet is a shop or store selling goods to the general public. In the US, it is also a
store that sell goods by a particular company or of a particular make at reduced prices.
- A market is saturated when there are too many products and too few buyers.
- The term consumer profile refers to a detailed description of the type of person who buys
a particular product or service, shops at a particular store etc.
- If you commission a market survey you formally request market specialists to produce a
survey on the state of the market.
- Billboard advertising is putting advertisements on large boards on the outside of a
building or at the side of the road.

- Celebrity endorsement: an advertisement with a famous person saying that they use and
line a particular product (=oglas z osebnim priporočilom)
- Copywriter: someone who writes texts for advertisements (=pisec reklam/tekstov)
- Mass media: newspapers, magazines, television, radio (=množični mediji)
- Slogan: a short easily remembered phrase used in advertising (=slogan)
- Upmarket store: a retail outlet selling expensive goods to wealthy customers (=trgovina
z luksuznimi izdelki, trgovina višjega cenovnega razred)
- Retailer: a shop that sells to end buyers (=trgovina na drobno)
- Saturated market: a market flooded by products (there are more products than buyers)
(=nasičen/zasičen trg)
- Overseas operations: business organizations or activities abroad (=mednarodno
poslovanje, poslovanje v tujini)
- Market leader: a brand (product or firm) that has the largest market share (=vodilni na
trgu)
- Wholesaler: someone who buys and sells goods in large amounts to other businesses
(=prodajalec na debelo/velikom veletrgovec, grosist)

ABOVE-THE-LINE BELOW-THE-LINE ONLINE

TV and radio commercials
Newspaper and magazine ads
Digital displays
Street furniture ads
Billboards or hoardings
Bus stops
Kiosks
Public toilets
Car and bus signs
Sales literature and catalogues Online classified advertising
Brochures, prospectuses, fliers Search engine results pages
Point-of-sale display / point of Blogs
purchase (POP) Social network advertising
Price promotions Pop up
Coupons Advertising networks
Sponsorships Mobile ads (SMS)
Free samples, give-aways or Floating ads
freebies Banners
Exhibitions, trade fairs, e-mail newsletters
showrooms Spam messages
Talking stands
On-pack advertising
Direct mail, mail shots
Word-of mouth (WOM)
Press coverage
Balloon advertising

- Above the line advertising (ATL): advertising for which a commission or fee is paid to the
advertising agency which promotes through the major mass media (press, TV, radio,
cinema and outdoors) (=trženjsko komuniciranje nad črto)
- Below the line advertising (BTL): advertising techniques that do not employ pure
advertising media (=trženjsko komuniciranje pod črto)
- On-line advertising has become perhaps the most popular advertising medium of today
(=internetno oglaševanje)

Abbreviations
- PR: Public Relations
- USP: Unique Selling Point
- BOGOF: Buy One Get One Free
- POS: Point of Sale
- 4Ps: product, price, promotion, placement
- ATL: Above the Line Advertising
- 4Cs: customer value, cost to the customer, convenience for the customer, communication
with the customer
- WOM: Word-of-Mouth

TRANSLATIONS

- Private label, own brand – lastna blagovna znamka

- Promotion – promocija/prodaja
- Branding – oblikovanje blagovne znamke
- Consumerism – potrošništvo
- Mass market – množični trg
- Brand management – upravljanje blagovne znamke
- Brand recognition – prepoznavnost blagovne znamke
- Niche marketing – trženje v vrzelih
- Consumer survey – anketiranje potrošnikov / anketa prošnikov

- Consumer – uporabnik
- Customer – kupec
- Client – stranka / klient / komitent (na banki)

- Sales – prodaja
- Marketing – trženje
- Pricing – oblikovanje cene
- Rival – konkurent
- Market share – tržni delež
- Marketing mix – trženjski splet
- Brand loyalty – zvestoba blagovni znamki
- Supply and demand – ponudba in povpraševanje
- Point of sale – prodajno mesto
- Market leader – vodilni na tržišču, tržni vodja

- Oglaševanje – advertising
- Besedilo oglasa – copy
- Oglasni pano – billboard
- Plakat – poster
- Množični mediji – mass media
- Tržnik – marketer
- Sporočanje od ust do ust – word-of-mouth (WOM)
- Ciljni trg – target market
- Naročiti raziskavo trga – commission market research / a market analysis/survey
- Pospeševanje prodaje – sales promotion
- Pisec oglasnih besedil – copywriter
- Nakupovalne navade – buying habits/behaviour / purchasing behaviour
UNIT 9: BUILDING RELATIONSHIPS
READING

- Networking: building and maintaining professional relations, sharing and exchanging

information and supporting each other
- Individuals personality: their upbringing, education, experiences, habits, interest,
religion, beliefs, social standing (status)
- To foster: to develop
- Lobbying: company tries to influence a politician or public official to grant special benefits
or even change laws in their favour
- Corporate culture: general rules of behaviour, practises, beliefs and values in a company
- Dress code: what you should and should not wear
- Power dressing: business attire in order to look authoritative and competent
- Dress-down days: you do not have to stick to the dress code
- Long-hours culture: a lot of unpaid overtime work is expected
- Cement good business relations: making relations stronger
- Small talk: social chit-chat; polite conversation about unimportant topics
- Common ground: opinions, interest you share with somebody
- Indispensable: too important to be without
- You:
- Thou = ti
- You = vi
- Thee = tebi/tebe
- Thy = tvoj
- Covert aspects: hidden/secret
- Converse: noun, conversation
- Corporate hospitality: entertaining business clients
- Wining and dining: to wine & dine (idiom) – go to restaurant and enjoy good food and
drinks / entertain somebody by buying them good food and drinks
- Power breakfast/lunch: a business business people have during breakfast/lunch
(=delovni zajtrk)
- Cultural competence: awareness and knowledge of cultural diversity
- Non-verbal communication: gestures, postures, eye contact, silence etc.

KEY VOCABULARY

à Relations
POSITIVE MEANING NEGATIVE MEANING
Cement Keep Cut off Damage
Foster Maintain Break off Sour
Encourage Strengthen Endanger Disrupt
Establish Promote Neglect Undermine
Build up Restore Jeopardize
Improve Resume
Develop Cultivate
 VERB NOUN AGENT NOUN ADJECTIVE
To establish Establishment / Established
To develop Development Developer Developed, developing
To maintain Maintenance / /
To encourage Encouragement / Encouraging
To promote Promotion Promoter Promotional
To disrupt Disruption / Disruptive

- Networking: the cultivation of productive relationships for employment or business

- Power dressing: a style of clothing and appearance which makes people seem
authoritative and competent
- Small talk: light or casual conversation
- Dress code: socially or formally imposed standards of dress
- Corporate hospitality: entertaining valued business clients
- Etiquette, protocol: the accepted behaviour in society or among members of a particular
profession or group
- Power meal: a short meal during which business is discussed

- Strong à strengthen, strongly, strengthened

- Jeopardy à jeopardized, jeopardy
- Lobby à lobbied, lobby(ist) (lobby – group noun)

Synonyms
- Small talk – social chit-chat
- Corporate hospitality – corporate entertaining
- Casual Friday – dress down Friday
- Relationship – relation
- Last name – surname, family name
- Power lunch – business lunch / working lunch

Verbs Used with Relationship – Synonyms

- To establish – to build up
- To maintain – to keep/to cultivate
- To foster – to encourage
- To jeopardize – to endanger
- Break off – to cut off
- To restore – to resume

TRANSLATIONS

- Navezovanje poslovnih stikov – networking

- Bonton pri jedi – dining etiquette
- Navade in običaji – habits and customs
- Ozaveščenost o kulturnih razlikah – cultural awareness
- Ogroziti – to jeopardize
- Poslovno kosilo – power lunch
- Ohranjati – to maintain
- Neformalni razgovor, družabni klepet – small talk
- Poslovna darila – corporate gifts
- Gojiti, spodbujati – to foster
- (po)gostitev poslovnih strank – corporate hospitality
- Poslovni bonton – business etiquette

COLLOCATIONS

- Rooted in (mutual trust)

- Jeopardize relations
- Cut off relations
- Acquainted with various aspects of life (familiar with)
UNIT 10: CORRESPONDENCE