商务英语各版块知识整理.doc

Chapter One: Company Structure1. Explanation of the management structure 授权 delegate赋权 empowermentSome terms: title头衔，relationship, interaction, responsibility, span of control控制幅度， hierarchy等级、层级2. Introduction of organizational structure A. Functional organizational structure 职能制 B. Divisional 事业部制（可以按product产品分，也可以按geography区域分） C. Matrix 矩阵制ProductPresentNewPresentMarket penetration市场渗透Product development市场开发NewMarket development市场开发Diversification产品多样化Chapter Two: Recruitment1. Process of recruitment Job Description职务描述Person Specification 个人特质Submission of CV and application letter 投简历和求职信Selection: Short listing 海选Interview面试Presentation演讲In-Tray Exercises 实际业务演练Psychometric Testing 心理测试Aptitude Testing 态度测试（包括enclosed question封闭式问题和open question开放式问题）CRM=Customer Relationship Management 客户关系管理Customer Liaison 客户联络Recruitment outsourcing 招聘外包Panel 评审团 Chapter Three: Introduction to retailingTypes of retailing outlets: 零售渠道1.Store-based RetailingTraditional Grocery Store传统杂货店易初莲花是泰国的阿迪达斯是德国的耐克是美国的，现在是世界上第一的服装品牌Convenience Store 便利店(包括Seven Eleven和Wetsons屈臣氏) 注：7-Eleven品牌原属美国南方公司，2005年成为日本公司。Discount Store 廉价商店Supermarket Hypermarket大型超市（包括乐购和易初莲花）Warehouse Club仓储会员店Harrods：伦敦奢侈品商店Ikea: “宜家”，瑞士，家居中心Department Store 百货商店（包括大洋百货，Sogo和Harrods）Specialty Store 专营店（如：苏宁电器）Exclusive shop 专卖店Home Center？（如：金马凯旋家居精品广场，建材广场，Ikea 宜家家居）Shopping Center 购物中心/Shopping Mall 大型购物中心（含有娱乐设施，地下商场，娱乐加百货中心）Factory Outlets Center 厂家直销（如：安利Amway，雅芳Avon，完美日化）2.Non-store Selling 无店铺销售Television Shopping 电视购物Mail Order/catalogue order 邮购（mail catalogue order 邮购目录）Shop on Network/e-tailing 网购/ Vending Machine 售货机、/ 电子零售Tele-Shopping 电话购物Chapter Four: Introduction to FranchisingFranchiser 特许人 Agency 代理Franchisee 授许人 Exclusive agreement/agent 独家代理Brand name/ trademark 品牌 Distribution 经销Business format 商业模式1.Types of franchising：l Manufacturer and wholesaler 制造商与批发商Coca-cola “bottle factory” concentration solution集中策略l Manufacturer and retailer 制造商与零售商 4S: sales, service, support, survey or spare part. Ford distribution (Wei han) l Wholesaler and retailer 批发商与零售商l Retailer and retailer 各加盟商之间（如：麦当劳）2.Unit franchise 单提特许经营Area franchise 区域特许经营3.Advantages and disadvantages（针对授许人）Advantages： a proven ideafacility: recognise TM /brand name; Marketing(advertising, outlets, customer loyalty), Production, Support(training, delivery, technics)and financing(get money easier from banking). risk reduced network: supplier, competitorDisadvantages： costs: initial costs加盟费，continuing royalties品牌使用费(overhead 日常费用)，premise经营场地费, furnishing装修费，equipment, initial stock先期库存费 restriction: how to run the business, product varieties, regions, transfer risk: reputation, crisisChapter Five: Introduction to Banking Banking Deposit taking Lendinge.g. savings deposits e.g. mortgage loans Servicese.g. money transfer, remittance, collection, L/C1.Functions of banks To make and receive payments for customers (Services) To accept deposits and to keep them safe for customers (Banks try to find depositors) To lend money to customers (Banks try to find customers who are in need of money) However, banks take on the risks of default Note: These functions are carried out through holding accounts for customers.2.Account: Current account/Settle account结算账户: used for transfer functionsDeposit account/Savings account储蓄帐户: used for deposits（据说不考） Current deposit account 活期Time deposit account 定期 Note:When a loan is agreed a separate loan account is created for the customerBanks take on risk an default.Deposit account and saving accounts are used for deposits3.How banks raise capital for lending Creditors(据说不考)Deposits Loans from other banks Issue of their own bondsSight deposits Inter bank financingTime deposits&Savings deposits4 .Money supply货币供给: M0：cash in circulation 流动中的现金M1：M0+current deposit 活期存款M2：M1+time deposit 定期存款M3：M2+short term 短期项目CDS:certificate of large deposits 大额定期存单Commercial document 商业票据 Chapter Six: Introduction to Financial Bank1.Central bankCentral bank of China 中国中央银行The ECB building in Frankfurt United States Federal Reserve 美联储The Bank of England, central bank of the United Kingdom 英格兰银行Hong Kong Monetary Authority, housed in the International Finance Centre, Hong Kongs de facto central bank.2.Commercial Banks: State-owned Commercial bank 国有商业银行Industrial and Commercial Bank of China (ICBC) Agricultural bank of China (ABC)Bank of China (BC)Construction Bank of China (CBC) Joint-stock commercial bankChina minsheng bank 民生银行China Merchants Bank Corporation 商业银行China Industrial Bank Co., Ltd 兴业银行BEIJING CITY COMMERCIAL BANK China Everbright Bank 光大银行Huaxia Bank Shenzhen Development BankBank of Communications 交通银行Shanghai Pudong Development Bank 浦发银行Guangdong Development Bank 广发银行CITIC Industrial Bank 中兴实业 Card issuer credit card, debit cardChina Union Pay中国银联 ，Visa维萨信用卡, American Express美国邮政, Mastercard万事达信用卡 Policy BankChina Development Bank (CDB) 中国发展银行Export-import bank of chinaAgricultural Development of china Famous Foreign commercial banksCitibank 花旗银行Sumitomo Bank 住友银行Mitsubishi Bank 三菱银行Societe Generale （法）兴业银行Deutsche Bank 德意志银行Barclays Bank 巴克兰银行 Hongkong and Shanghai Banking Corporation (HSBC) 汇丰银行Swiss Bank Corp 瑞士银行Halifax and Bank of Scotland (HBOS) 苏格兰哈里法克斯银行 Non Banking Financial Institutions Stock Brokerage Firms 华夏，国泰君安Asset Management Firms 东方、信达、华融、长城Credit Unions 信用合作社 rural credit union 农村信用合作社Insurance Companies PICC中国人寿保险，AIG美国国际集团Investment bank Gold Sachs高盛, Morgan Stanley摩根斯坦利, Lehman Brothers雷曼兄弟, Merrill Lynch美林, The Bear Stearns Companies, Inc 贝尔斯登, China Investment Corporation中投 Fund Companies open-end mutual fund公募基金 publicly offered fundclosed-end mutual fund私募基金 privately offered fund Berkshire Hathaway伯克希尔哈撒韦公司(Warren Buffet) Quantum Fund量子基金 (George Soros) Trust Companies信托公司 CITICAccounting firm （四大会计事务所）PricewaterhouseCoopers普华永道，Deloitte Touche Tohmatsu德勤，KPMG (Klynveld Peat Marwick Goerdeler)毕马威，Ernst & Young安永3.Some banking terms:Hard currency硬通 US dollar Bretton Woods System Triffin DilemmaInterest rate（相当于机会成本）: Types: benchmark interest rate 基准利率 deposit interest rate loan interest rate treasury bond interest rate 国库券利率 Monetary base: M0 + reserve requirement + vault cash 基础货币 存款准备金率 库存现金The money multiplier m“ 货币乘数 is the inverse of the reserve requirement r“4.Monetary policy fiscal policy财政政策 expansionary policy 扩张性contractionary policy 紧缩性 中央银行调整货币政策proactive fiscal policy and a moderately easy monetary policyrequired reserve ratio 提高存款准备金率rediscount rate 再贴现率open market operation 公开市场业务(发行国库券)Enron 安然 World com 世通Subprime mortgage market 次贷市场CDS：credit default swap 信用违约掉期 Chapter Seven: The Stock MarketAssets=Liability+shareholders equity资产 负债 所有人权利1.Different types of stockBlue chip 蓝筹股Junk stock 垃圾股Common stock普通股Preferred stock 优先股ST: special treatment 这是一种短期策略，需要小心。A share: 中国大陆发行，供大陆人购买（人民币发行）B share: 中国大陆发行，供外国投资机构购买（人民币发行）N share: 在纽约交易所上市的中国公司股票S share: 在新加坡上市的中国公司股票H share: 在香港上市的中国公司股票2.Importance for corporationsFinancing：Debt 负债 Equity/Stock 股票公司通常把公司60%的assets放到股票市场上。3.Stock Exchange primary market 初级市场（发行） and secondary market 二级市场（交易） bull market 牛市（看高市场） and bear market 熊市（看低市场） Pig market 高价买进，低价卖出4.Indicators of stock prices (指平均股指)NASDAQ：高科技行业New York Stock Exchange: 30个大型工商企业Russel 500: 500个传统基础行业5.Influencing factors of stock pricesInterest, business performance, policy, microeconomics, news, analystTicker (system): 股票代码Yield 收益 close 当天收盘价P/E=price / earning 溢价比，本溢比长线投资不应买本溢比比较高的股票Volume 成交量 net change 净差额Chapter Eight: Company Performance1.Indicators of company performance Profit利润, turnover营业额, stock price股价, sales volume销售量, dividend红利, financial ratios金融比率, etc. Annual report 年度报告 Financial statement 财务报表 Balance sheet 资产负债表2.Annual report Chairmans report CEOs report Auditors report on corporate governance 审计员对公司监管的报告 Mission statement Corporate governance statement of compliance 公司业务履行的监管申明 Statement of directors responsibilities Invitation to the companys AGM AGM=Annual General Meeting 年度股东大会 Financial statement 3.AccountingFinancial accounting 财务帐户公司内部各项支出Management accounting 管理帐户与公司架构、人力资源有关Internal auditemployeesExternal auditindependent auditorAccounting scandal会计丑闻：Enron, Arthur Andersen (2001)4.Financial Statement Auditors report on financial statements Balance sheet Statement of retained earnings 留存盈余报表 Income statement 收入报表，损益表 Cash flow statement 现金流报表 Notes to financial statements 财务报表注解5.Three major financial statementEquations of balance sheet 资产负债表包含的因素Balance sheet，income statement，cash flow statement6.Financial statement analysis Horizontal Analysis 横向分析 using the financial ratiosVertical Analysis 纵向分析acquisition 并购 （不一定在同一行业组成一家公司）IPO=Initial Public Operate 首次公开募股Accounts Receivable 应收账款Note payable 应付票据Capital stock 股本Retained Earnings 留存盈余 Chapter Night: Setting up a business1.Understanding of “business” Legally recognized organization / goods or services Investment & risk / return Origin of the word Three usages of business行业=公司+商业2.Different forms of businesses个体经营和合伙经营都是non-limited liability Sole proprietorship个体经营（者） Partnership 合伙经营 Company 有限公司Inc.是美国的说法，Corp.是英国的说法。在美国，corporation就是limited. Incorporated常和merger连用。 Co., Ltd =Limited company LLC =Limited Liability Company 有限责任公司Inc/Corp =Incorporated / corporation Plc =publicly listed company 公开上市公司 Cooperative 有限公司 包括Joint Venture3.Different types of businessesAgriculture and mining businesses Financial businesses Information businessesManufacturersReal estate businesses Retailers and DistributorsService businessesTransportation businesses Utilities4.Company registrationOffshore company 离岸公司