商务英语各版块知识整理.doc

Chapter One: Company Structure
1. Explanation of the management structure
授权 delegate
赋权 empowerment
Some 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
Product

Present
New
Present
Market penetration市场渗透
Product development市场开发
New
Market development市场开发
Diversification产品多样化

Chapter Two: Recruitment
1. 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 retailing
Types of retailing outlets: 零售渠道
1.Store-based Retailing
Traditional 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 Franchising
Franchiser 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：
⑴ a proven idea
⑵facility: recognise TM /brand name; Marketing(advertising, outlets, customer loyalty), Production, Support(training, delivery, technics)and financing(get money easier from banking).
⑶ risk reduced
⑷ network: supplier, competitor
Disadvantages：
⑴ 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
⑵ restriction: how to run the business, product varieties, regions, transfer
⑶ risk: reputation, crisis

Chapter Five: Introduction to Banking
Banking
Deposit taking Lending
e.g. savings deposits e.g. mortgage loans

Services
e.g. money transfer, remittance, collection, L/C

1.Functions of banks
⑴ To make and receive payments for customers (Services)
⑵ To accept deposits and to keep them safe for customers (Banks try to find depositors)
⑶ To lend money to customers (Banks try to find customers who are in need of money)
⑷ However, banks take on the risks of default
Note: These functions are carried out through holding accounts for customers.

2.Account:
⑴ Current account/Settle account结算账户: used for transfer functions
Deposit account/Savings account储蓄帐户: used for deposits（据说不考）
⑵ Current deposit account 活期
Time deposit account 定期

Note:When a loan is agreed a separate loan account is created for the customer
Banks take on risk an default.
Deposit account and saving accounts are used for deposits

3.How banks raise capital for lending

Creditors(据说不考)

Deposits Loans from other banks Issue of their own bonds
Sight deposits Inter bank financing
Time deposits&Savings deposits
4 .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 Bank
1.Central bank
Central 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 Kong's de facto central bank.
2.Commercial Banks:
⑴ 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)
⑵ Joint-stock commercial bank
China 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 Bank
Bank 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

⑶ Card issuer
credit card, debit card
China 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
⑷ Policy Bank
China Development Bank (CDB) 中国发展银行
Export-import bank of china
Agricultural Development of china
⑸ Famous Foreign commercial banks
Citibank 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
⑹ Non Banking Financial Institutions
①Stock Brokerage Firms 华夏，国泰君安
②Asset Management Firms 东方、信达、华融、长城
③Credit Unions 信用合作社 rural credit union 农村信用合作社
④Insurance Companies PICC中国人寿保险，AIG美国国际集团
⑤Investment 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
⑺ Fund Companies
①open-end mutual fund公募基金 publicly offered fund
②closed-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)
⑻ Trust Companies信托公司 CITIC
Accounting 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 Dilemma
Interest 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
⑴ expansionary policy 扩张性
contractionary policy 紧缩性
⑵ 中央银行调整货币政策
①proactive fiscal policy and a moderately easy monetary policy
②required reserve ratio 提高存款准备金率
③rediscount rate 再贴现率
④open 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 Market
Assets=Liability+shareholder’s equity
资产 负债 所有人权利

1.Different types of stock
Blue 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 corporations
Financing：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
⑴ primary market 初级市场（发行） and secondary market 二级市场（交易）
⑵ 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 prices
Interest, business performance, policy, microeconomics, news, analyst
Ticker (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 Performance
1.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.
⑴ Annual report 年度报告
⑵ Financial statement 财务报表
⑶ Balance sheet 资产负债表

2.Annual report
① Chairman’s report
② CEO’s report
③ Auditor’s report on corporate governance 审计员对公司监管的报告
④ Mission statement
⑤ Corporate governance statement of compliance 公司业务履行的监管申明
⑥ Statement of director’s responsibilities
⑦ Invitation to the company’s AGM
AGM=Annual General Meeting 年度股东大会
⑧ Financial statement
3.Accounting
Financial 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 audit——employees
External audit——independent auditor

Accounting scandal会计丑闻：Enron, Arthur Andersen (2001)
4.Financial Statement
① Auditor’s report on financial statements
② Balance sheet
③ Statement of retained earnings 留存盈余报表
④ Income statement 收入报表，损益表
⑤ Cash flow statement 现金流报表
⑥ Notes to financial statements 财务报表注解
5.Three major financial statement
Equations of balance sheet 资产负债表包含的因素
Balance sheet，income statement，cash flow statement
6.Financial statement analysis
Horizontal Analysis 横向分析
using the financial ratios
Vertical 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 business
1.Understanding of “business”
① Legally recognized organization / goods or services
② Investment & risk / return
③ Origin of the word
④ 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
⑴ Sole proprietorship个体经营（者）
⑵ Partnership 合伙经营
⑶ 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
⑷ Cooperative 有限公司
包括Joint Venture
3.Different types of businesses
Agriculture and mining businesses
Financial businesses Information businesses
Manufacturers
Real estate businesses
Retailers and Distributors
Service businesses
Transportation businesses
Utilities
4.Company registration
Offshore company 离岸公司