[商务英语各版块知识整理.docVIP

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） 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） Chapter Three: Introduction to retailing Types of retailing outlets: 1 Store-based RetailingTraditional Grocery Store Convenience Store (包括Seven Eleven和Wetsons屈臣氏) Discount Store Supermarket Hypermarket大型超市（包括乐购和易初莲花） 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，Ikea） 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 批发商与零售商 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