商务英语各版块知识整理

Chapter One: Company Structure

1. Explanation of the management structure

Some terms: title头衔，relationship, interaction, responsibility, span of control控制

幅度， hierachy 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）

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）

Chapter Three: Introduction to retailing

Types of retailing outlets:

1 Store-based Retailing

Traditional Grocery Store

Convenience Store (包括Seven Eleven和Wetsons 屈臣氏)

Discount Store Supermarket Hypermarket Warehouse Club仓储会员店

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，

Shopping Center/Shopping Mall （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

Television Shopping

Mail Order/catalogue order

Shop on Network/e-tailing

Vending Machine 售货机

Tele-Shopping

Chapter Four: Introduction to Franchising

1 Types of franchising：

● Manufacturer and wholesaler 制造商与批发商

Coca-cola “bottle factory” concentration solution集中策略

● Manufacturer and retailer 制造商与零售商

Ford distribution (Wei han) ● Wholesaler and retailer

● 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

⑵ facility : recognisal TM /brand name; Marketing(advertising, outlets, customer

loyality), Production, Support(training, delivery, technics)and financing(get

money easier from banking).

⑶ risk redused

⑷ network : supplier, competitor

Disadvantages ：

⑴ costs : initial costs加盟费，continuing royaties品牌使用费(overhead 日常费用) ，

premise 经营场地费, furnising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

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

⑵ Current deposit account 活期

Time deposit account 定期

3 How banks raise capital for lending

Creditors

of their

own bonds

Sight deposits Inter bank financing

Time deposits

Savings deposits

4 Money supply货币供给:

M0：cash encirculation 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

Chapter Six: Introduction to Fnancal 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 Commerical 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

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)

Chapter Seven: The Stock Market

2 Impotance 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, macroeconomy, news, analyst

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

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

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

⑴ Sole proprietorship个体经营（者）

⑵ Partnership 合伙经营

⑶ Company 有限公司

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