经济管理类英语审核看过来

tonyfishyu

我专业市场营销，复习过程中，感觉一些专业术语搞不准确，论坛上对于英文审核准备的东西不多。我2004年北理工毕业的，材料不会有什么问题，就怕表达不清楚，沟通上出现障碍，影响我的APS成绩。所以，我将把我复习过程中，总结的东西都写出来与大家共享，也希望同路中人，能把自己的总结也发出来，大家互补互励。
由于刚刚开始准备，总结不多，会随时更新。准备不当之处，也希望大家提点。

tonyfishyu

折扣例文

除非另有说明, 30日后全额付现, 如有错误, 请立即通知。

Net cash 30 days unless specified otherwise. Advise promptly if incorrect.

付款条件: 30日后全额付现, 10日后付现打2%折扣, 过期后付款时, 加上利率为6%的利息。

Terms, net cash 30 days, or, less 2% 10 days. Interest charged at the rate of 6% after maturity.

付款条件: 月底后10日后付现2%折扣, 现在付现3%折扣, 否则, 全额付现。

Terms: 2%, 10 days E.O.M., or 3% cash, otherwise strictly net.



信用证用语

追加信用证 additional credit||additional L/C

信用证金额 amount of credit

赊帐金额 credit balance

可撤消信用证 revocable L/C

不可撤消信用证 irrevocable L/C

保兑信用证 confirmed L/C

不保兑信用证 unconfirmed L/C

可转让信用证 assignable L/C||transferable L/C

银行信用证 banker's L/C

有追索权信用证 with recourse L/C

无追索权信用证 without recourse L/C

单一信用证 simple credit

无条件信用证 open credit||free credit

普通信用证 general letter of credit

旅行信用证 circular letter of credit

特别信用证 special letter of credit

信用证底帐 letter of credit ledger

信用证发行帐 letter of credit issued account

信用证金额 amount of credit

信用证余额||信用证结欠 credit balance

开立信用证 to open a credit

通过银行开立信用证 to establish a credit through a bank

电开信用证 to cable a credit

取消信用证 to cancel a credit

开出信用证 to issue a credit

在某银行开立信用证 to arrange a credit with a bank

修改信用证 to amend a credit

延展信用证有效期 to extend a credit

增加信用证面额 to increase a credit

寄出信用证 to send a credit

请发给信用证 to take out a credit



信用证例文

我们已开出以贵方为受益人的保兑信用证。

We nave opened a confirmed credit in your favour.

以贵方为受益人, 我们开出不可撤消的的保兑信用证。

We have opened a confirmed and irrevocable credit in your favour.

我们被请求已开出以贵方为受益人的信用证, 特此通知。

We are pleased to inform you that we have been requested to open a credit in your favour.

我们已开出商业信用证, 特此通知。

We intimate to you that we have issued a commercial letter of credit.



银行用语

请入收款人的户号 account payee

请支付票款 advice to pay cheques

惠请通知该支票的经过 advise fate

金额有错误 accounts differ

文字与数字所记载金额不同 words and figures differ

签名有误|印鉴不符 signatures differ

请明天再次提出为荷 present again tomorrow

保证付款 good for payment

请照会发票人 refer to drawee (R.D.)

无交易 no account

款额不足||存款不足 not sufficient (N.S.)||no sufficient funds (N.S.F.)

已无存款 no funds

如支票不获兑现时, 不必出具拒绝证书。 notto be protested in case of dishonour||protest waived||no protest

需要出具拒绝证书 to be protested

没有通知 no advice

未受指示 no orders

禁止转让||不可转让 non-transferable||not transferable

已付款 received payment||payment received

上开价金已收到 value received||for value received

上开价金系经核算 value in account

上开金额与发票相同 value as per invoice

上开金额与通知书相符 value as per advice

无追索权 without recourse

有追索权||偿还请求权 right of recourse

请求偿还清单||清偿帐户 recourse account

偿还准备金 recourse fund

拒绝偿还||拒绝追索 recourse repudiation



银行业务例文

定期存款的条件为年利6%, 存期6个月以上, 只要金额1,000元, 我们均乐意接受。

We shall be pleased to receive a fixed deposit for any amount more than $1,000, for a period over six months at the rate of 6% p.a.

谨同函寄上新开定期存款第500号存折一份, 面额100,000元, 请查收为荷。该面额等于您寄来换新的旧存=折本金加上利息之和。

Enclosed please find a new deposit certificate No. 500 for $100,000, which represents the principal and interest of the old certificate you sent us for renewal.

如存款为100元以上, 我们将乐意接受。

We shall be glad to receive deposits of 100 yen and upward.



结算

到目前为止, 我公司应收帐尚有二万美元。兹奉上结算报告书一份, 敬请查收为荷。

Enclosed we hand you a statement of account to date, showing a balance of $20,000 in our favour, which we trust will be found in order.

上开帐目, 现正核对, 如无错误, 将遵照贵公司的指示, 将转入新开的帐户内。

This account is under examination, and if found correct, it shall be carried to a new account, in conformity with your instructions.

您昨日函敬悉。兹遵照贵方请求, 同函附上结算报告书, 敬请惠予查收为荷。

Your favour of yesterday was duly received, and we hand you herewith a statement of your account as requested, which we hope you will find correct.

兹奉上棒铁总价为512,000元清单一份, 恳请列入我公司贷方帐项为荷。

We hand you our account on the bar iron, amounting to $512,000, which kindly pass to our credit.



请求付款

恳请速予汇款为荷。

an early remittance will be appreciated.

迟付的60美元, 请速予寄下为荷。

Please let us have your check for the $60 now past overdue.

有鉴于此, 相信贵方将随复函寄来支票, 特此致谢。

With these facts before you , we feel sure that you will send us your check by return mail. Thank you.

我们恳求, 对此部分能速予结帐为荷。

We urge that you make this settlement without delay.

何不立即对此案作一结算? 请在今日将支票随函发出即可。

Why not settle this matter now? Just attach your check to this letter, and send it by today's mail.



催告付款

为加清本帐目, 我方多次催促, 但未有任何效果。所以为收回本帐款项, 准备向法院起诉, 特此通知。

Having made repeated applications for apyment of this amount without avail, we now give you notice that we shall take out a summons for recovery of the same

下星期一以前未能清结本件款项, 不得已, 将委任我公司顾问律师处理。

We wish to state that if the account be not paid by Monday next, we shall be forced to place the matter in the hands o four solicitors.

贵方虽多次答应付款结帐, 但迄今尚未结清。如在本月底以前, 尚未拔款结清,只好委托我公司顾问律师处理。

In spite of your repeated promises to let us have a cheque, we are still without a settlement of your outstanding account, and therefore, unless same is settled by the end of this month, we shall be compelled to hand over the matter to our solicitor.

对于此事, 贵方似乎在趁机利用我公司的宽容态度。本函系最后通告所, 复函时请汇足够金额, 以结此帐, 否则只好采取其它途径, 特此函告。

As you seem to take advantage of you leniency in this matter, we now give you the final notice that, unless we shall receive a substantial amount on account by return of post, we shall adopt other measures for its recovery.



汇票汇款例文

兹同函奉上支票面额50000元，请记入近藤幸造先生的帐款内，同时请寄收

据二份为荷。

Herewith we enclose a cheque, value $50,000, which please place to the credit of Mr. K.Kondo, and acknowledge receipt to us in duplicate.

依照佐藤先生指示并受其委托，兹奉上即期汇票一纸面额200000元。请贷入

该人的帐户为荷。

By order and for account of Mr.Satoh, I hand you enclosed a draft for $200,000 at sight, which please pass to the credit of his account.

兹奉上面额250000元的支票一张，敬请交付收据为荷。

I send you herewith a cheque, value $250,000, receipt of which please acknowledge.

为结清5月1日贵方发票，我们奉上三尾银行汇票面额125000元，惠请记入本

公司贷方帐户，并惠请开出收据为荷。

In settlement of your invoice of 1st May, $125,000, we enclose a draft, on the Mitsuo Bank, for which amount please credit our account and acknowledge receipt.





付款已收到

为结清委托销售，我们已收到面额100000元支票一张，现已转入贵贷方帐户，非常感谢。

We acknowledge receipt of your cheque, $100,000, in settlement of the charges on the consignment, and pass this sum to your credit, with best thanks.

我们于昨日收到贵函及面额55000元支票一张，谢谢。

We are in due receipt of your favour of yesterday, covering a cheque for $55,000, for which we thank you.

我们已收到贵方5月5日函及同函附寄的面额51250元的汇票一张，用以结清贵方帐款。

We are duly in receipt of your favour of the 5th May, enclosing a draft, value $51,250, to balance your account.

为结清到5月15日为止的贵方帐款，贵方所寄面额31250元支票我们已经收到。

We acknowledge with thanks the receipt of the cheque for $31,250, in settlement of your account to 15th May.



开立汇票

我们于本日向贵公司开出第123号面额500000元。汇票一张见票即付。

We have this day drawn the following bill of exchange on your esteemed firm- No.123, $500,000, payable at sight.

遵照贵方指示，我们已于本日向田中公司开出见票后60日付款的面额200000元汇票一张，费用包括在内。

We have to acquaint you that, in accordance with your instructions, we have this day drawn upon Messrs, tanaka & Co., at 60d/s for $200,000, inclusive of charges.

我们已于本月开出由贵方所指定的人于三个月后付款的面额为100000元汇票一张，恳请惠予承兑为荷，特此通知。

We advise you that we have drawn on you this day for $100,000, at 3m/d, to the order fo yourself, which we commend to your kind protection.

我们于本月向贵方开出三个月后付款的面额为500000元的汇票一张。对此，我们依惯例，记入贵贷方帐内，特此通知。

we have the pleasure to inform you that we have drawn this day on you for $500,000, at 3m/s. for which we have credited you as usual.



请求开出汇票

因葡萄酒尚未售出, 近期也难有攻观, 我方目前不能遵照齐滕先生的指示将余额向贵方开出汇票或汇给贵方。

As the wines are not yet disposed of, nor likely to be for some time, we cannot obey Mr. Saito's orders as to drawing on you or remitting you the balance at present.

如有机会, 请向本人开出煤炭价款加上保险费的汇票。对于这批出口货物, 为弥补发生损害的损失, 请办理保险并在货值上再加保5%金额

Should you have an opportunity, you may draw on me for the cost of coal, together with that of insurance, which you will be so good as to effect on the outward cargo to its full value, with an addition of five per cent, to cover expenses in case of loss.

为收回款项, 请依照最有利的汇率, 向我方开出见票后60日付款的汇票, 并请同时提供发票、提单及保险单为荷。

For your reimbursement, you will draw on me at sixty days' sight, and at the most favourable exchange, furnishing me at the same time, with an invoice, bill of lading and insurance policy.

对贵方的发票金额, 请向汉堡 A公司开出见票后三个月付款的汇票, 附寄该公司提单一份, 并请该公司办理保险。

For the amount of your invoice, you will be so good as to draw on Messrs. A & Co. of Hamburg, at three months' date, and forward them a bill of lading, requesting them to effect insurance.



请求承兑汇票

兹向贵公司开陈这批货见票后60日付款、面额500,000元汇票一张, 请予承兑为荷。

We have taken the liberty of drawing on you today against this consignment for $500,000 at sixty days' sight, which please protect on presentation.

我同函寄上由Axbridge的布莱克先生付款、见票后30日付款的面额为50美元汇票一张,请向付款人提出后请其承兑, 并予保管, 到期请将金额给我汇来。不胜感激。

I take liberty to trouble you with the enclosed draft for $50, at thirty days' sight, on Mr. Black of Axbridge, which I shall be obliged by your getting accepted, and retaining in your possession until due, at which time you can remit me the amount.

我公司伦敦分公司开出面额300,000元的汇票一张, 兹同函奉上, 请承兑后寄还为荷。

Enclosed we hand you a draft, $300,000, drawn on you by our London house. Kindly accept same and return.

同函奉上神户Brown兄弟公司向贵公司开出的汇票一张, 恳请惠予承兑后并及时寄还为荷。

Herewith we hand you a draft from Messrs. Brown & Bros., of Kobe, on your goodselves, which please accept and return to us in due course.



寄汇票

同函奉上由贵城三木银行付款、面额为500,000元的即期汇票一张, 收到后敬请告知为荷。

We hand you enclosed a draft, value $500,000 at sight, on the Mitsuki Bank of your city, receipt of which please acknewledge.

兹同函奉上以Robert父子公司为付款人、面额26.15美元的即期汇票一张, 用以清偿所欠贵方债务。

Enclosed is a sight draft for $26.15 on Messrs. Robert & Sons, which clears off our indebtedness to you.

谨同函奉上以George Bury公司为付款人、面额500美元见票后60日付款的第一联汇票一张, 请办理手续取款后, 记我的贷方帐户为荷。

Enclosed you will receive first of exchange for $500 at sixty days' sight, on George Bury &Co., with which you will please to do the needful, and credit my account accordingly.

同函寄上五张汇票, 金额总计为5,620,000元, 详见注脚。

Enclosed please find five bills of exchange, as noted at foot, amounting to $5,620,000.



承兑汇票

贵方9月1日函及所附以George Bury公司为付款人、面额500美元见票后60日付款的汇票一张均已收悉, 现已获得及时承兑, 到期后将记入贵方贷方帐户。

I am favoured with your esteemed letter of the first Sept., encloseing $500 in a bill at sixty days' sight, on George Bury & Co., which, having been duly honoured, will appear to your credit at maturity.

你方由本人指定以Martin公司为付款人的三张汇票, 已由史密斯公司承兑。

Your three drafts on Martin & Co., to my order, have been accepted by Smith & Co.

贵方10月7日开出的, 票面日期30天后付款、由贵方指定付款人的汇票, 将及时获得承兑。

Your draft under date of th 7th Oct., at 30 days' date to your own order, will be duly honoured.



无法承兑汇票

我们很遗憾地声明, 以须藤先生为付款人的票面560,000美元的汇票已遭拒付, 我们不得不要求贵方汇寄567,500美元。包括由此而产生的费用在内。

We regret to state that the bill for $560,000 on Mr. sutoh, hsa been dishonoured by non-payment, and we shall be obliged by your remitting us $567,500, amount of same and charges incurred.

由矢野先生承兑的贵方汇票第2345号、面额2,500,000美元, 已遭拒付, 特此声明。

We state that your draft, No. 2345, for $2,500,000, duly accepted by Mr. Yano, has been dishonoured by non-payment.

3月1日已通知贵方的未获承兑的汇票, 金额1,000,000美元, 虽已到期但未获清偿。我不得不将该票寄还并附寄拒付证书一份以及我的佣金和费用的帐目一份。这笔金额共计1,013,500美元, 我已向贵方开出凭大木先生或指定付款人的即期汇票一张,请查收。

the draft for $1,000,000 which, as I advised you on the 1st March had not been accepted, having since become due and not being discharged, I have now to return it to you with a protest for non-payment, together with an account of my commission and charges, amounting to $1,013,500, for which I have drawn on you at sight, to the order of Mr. Ohki.



请求延期付款

我公司小泽先生因急事出差大阪, 5月1日以前不能返回, 故该件请宽延至5月1日, 我们将于5月2日汇款。

Our Mr. Osawa is away in Osaka on an urgent business, and will not return until the 1st May, and so if you will kindly let the matter stand over till then, we will send you a cheque by the first post on the 2nd of the same month.

数日之内我们将有三笔大额近款, 所以我们最迟于下星期一以前定给贵方汇款。

As we expect to receive three large sums within the next few days, days, we will send you some money by Monday at the latest.

对6月1日应付款项, 如果能延些时间, 我将非常感谢。

I shall be very much obliged if you will give me a little more time to settle your account due 1st June



无力付款

非常遗憾, 本公司目前实在无力结清该帐。

We tegret that we are not able at the moment to make you a settlement.

贵公司要求该帐在7月16日以前结清, 但我公司恐怕无能为力, 我们将乐意接受贵方二个月期的汇票以结清这笔款项。

We are afraid it will be impossible for us to settle your account by the 16th July next--the date you mention--but we shall be willing to accept a bill for the settlement at 2 m/date.

由于目前生意普遍地不景气, 由我公司承兑、10月18日到期、面额1,500美元的汇票将无法兑现。

Owing to the serious depression of trade now prevailing, we shall be unable to meet our acceptance for $1,500, which matures for payment on the 18th Oct.



往来账目

兹同函奉上贵方的往来帐, 余额为15.7美元, 于本日列入新帐借方内, 敬请核查见复为荷。

Enclosed I wait on you with your account current, balance carried to your debit this day in a new account, $15.7, which Itrust you find correct.

谨同函奉上贵方的往来帐, 我方顺差500美元, 如核查无误, 请列入新帐为荷。

Enclosed I now wait on you with your account current, leaving a balance of $500 in my favour, which if found correct, you will be so good as to pass to a new account.

兹同函寄上贵方的往来帐, 其上显示我方顺差500美元。

I hand you, enclosed, your account current, showing a balance in my fivour of $500.



分期付款

我们送货后, 顾客直接向我们办分期付款。我们收款时, 要将收据交付顾客。

The customer pays the instalments direct to us, after delivery o fthe articles and we send him the receipts.

您租用我公司的缝纫机一台, 同时送上一张契约书, 记明您应为此每月付款15美元。

You have on hire from us a sewing machine, for which we hold your written agreement to make regular payments at the rate o f$15 per month.

我们约定分期付款而将该机械组给贵公司使用。我们希望贵公司对此协议能严格履行。

As the machine was hired to you on the understanding that regular payments would be made, we must ask that in future the terms of the afreement should be strictly adhered to.



付款日通知

敬请留意, 我公司对市区的付款日, 订于每周星期三上午11时起至下午3时。但是,我们希望各位债权人至少提前三天派代表与我行接洽清偿金额。

Please note that our pay day for Town Accounts is Wednesday of any Week, between the hours of 11 a.m. and 3 p.m., but we expect creditors to send representatives to agree to amounts for settlement at least three days prior to calling for their cheques.

提交清算书后15日内付款可打10%的折扣, 超过15日, 依全额付清。

The account is subject to 10% discount if settled within fifteen days of rendering, after which it is strictly net.

tonyfishyu

货币银行学
The study objects of Money and Banking are money ,credit ,bank ,financial market and the balance of payment .

Money :A commodity that is legally established as an exchangeable equivalent of all other commodities ,and is used as a measure of their comparative values on the market .
Function :1,the scale of values 2,currency 3,payment 4,storage .
Monetary system :gold standard ,bimetallic ,silver standard ,credited monetary system .

Credit :the behavior that they loan you money to use which you must in turn pay bake including interest .
Credit tools :cheque ,commercial bills ,commercial paper ,bond ,stock .
Interest :simple interest ,compound interest .
The rate of interest :IS-LM curve(Hicks)

Commercial bank :as the medium of credit and payment ,convert residents’ saving to capital ,create current credit tools such as cheque .
Bank operation :saving ,loaning ,investment ,exchange ,entrustment ,lease ,consultation ,bank cards ,同业拆借.
Reserve 准备金 ,discount 贴现 .
Central bank :the special financial organization which stand for the nation to intervene national economic and manage financial affairs and act as an agent of state treasury ,has right to issue money and is the total bank of other banks in the country .

The risk of investment :futures (套期保值)
Balance of payment : surplus and trade deficit
Fixed exchange rate and floating exchange rate

International financial organization :International Monetary Fund ,Asian Development Bank

The facts of influenting exchange rate :the balance of payment ,inflation ,interest rate

The causes of inflation :deficit ,too fast economical development ,too much foreign loans ,the influence of other country inflation .

Monetary policy :change the monetary supply and change the interest rate .

tonyfishyu

管理学理论
Management :is a course that to assign and coordinate all resources that can be transferred in order to realizing the goal that can't be realized by single individual.

The function of management : planning ,organizing ,leading ,controlling ,inspiriting ,harmonizing .

Frederick Winslow Taylor <The principles of scientific management>.The first time to realize management as science instead of experience .Taylor stresses to optimize efficiency and research and investigate .
Henri Fayol analyze the function of management .

(The information acquiring is information acquire ,dispose ,keep and distribute .The ability of information acquiring is often determining to the efficiency of organizing management and the conditions of organizing operation .At information age ,for exercise the function of information acquiring ,need to set up information system and exercise information technology in organizing .)

此处引申至信息系统基本内容：the information is the result that the data are processed information system : input ,process ,output ,feedback ,control .which can be called information: high quality , intime , completeness cost-benefit analysis .the information system has offered a method to collect , process , keep and assign information in organizing to managers .system development life cycle]

(The decision making is, the course of discerning and solving the problem and improving the occasion .Decision is the essence of management . Other functions of management can not be doing without decision .For example in information acquiring ,what kind of information to obtain ,by what kind of way ,where and when to obtain and so on ,needs the manager to make decision.)

(The plan is , appoints the goal and confirm the action to reach goal .The top managers is responsible for making total goal and strategy .middle managers and first-line managers make the plan to supporting the total strategy .The managers must make a plan to control and harmonize the resource which they responsible .
Management by Objectives eter Drucker .MBO is a dynamic system which seeks to integrate the company’s need to clarify and achieve its profit and growth goals with the manager’s need to contribute and develop himself. It is a demanding and rewarding style of managing a business.)

(The organize is, the process that confirm the task ,who finishes ,and how to manage and harmonize these tasks .The manager must organize the work groups and members , in order to let the information ,the resource and the task can change in organizing .The organizing art and the management of human Resources are very important for the function of organize .the most important is ,managers must design the organization structure ,according to strategy object and operation object of organization to improve ability to adapt changes .
Organization :Two or more persons form the unit in order to reach the same goal .Management span and management level are inverse ratio)

(The lead is ,encourage and guide members in order to contribute for the goal of organizing .The manager need the ability of lead members towards the organization's object .The control is Go on and supervise to running situation and strategic plan that organize with performance of the business plan .)

(Inspiriting :creating kinds of conditions to satisfy the requirement of employees and inspiriting their working motivation in order to achieve the objective of organization .
Maslo's Hierarchy of Needs defines 5 levels of Physical Needs, Security Needs, Affiliation Needs, Recognition Needs and Self Actualisation .
Herzberg's Motivation-Hygiene Theory (Two Factor Theory):Hygiene theory do not lead to higher levels of motivation but without them there is dissatisfaction .Motivators result from internal generators in employees ,yielding motivation rather than movement .
Adams’ Equity Theory :the employee put some into his job and get some from his job ,he calibrates and measured them against comparable references in the market place .)

The innovate is Change the current situation.

Art of management

Corporate Culture

DANCINGIVY

毕业的去审核主要是问专业课，大一大二的基础课没有问一点，至少我审的时候就是这样。
把你们专业核心的几门课程好好准备一下，还有你分数高的那几门课程。
加油吧：）

Wai Wai bian er

ke shi ou de zhuan ye ke ,,shao da le ji men,, :wunai:  :wunai:

tonyfishyu

组织行为学

The motive of Organizational Behavior is how to manage and motivate the employees and study how mentality and behavior of the members of organization impact the performance and development of the organization .
Based on psychology ,sociology ,anthropology ,politics

Individual value influence attitude ,attitude influence behavior ,perception influence positivity ,learning influence individual behavior .

When the personal trait match for the work ,the employees are satisfied and efficient .
Big five :extroversion ,agreeableness ,conscientiousness ,emotional stability ,openness to experience .

Emotion :happy ,surprise ,afraid ,sadness ,angry ,abhor .
The one who understands the emotion of himself and is good at realizing others’ emotion is usually more efficient .

Motivation :hierarchy of needs theory ,tow-factor theory ,equity theory

Management by objectives :decompose the integrate objective of organization into diverse concrete objectives and achieve them .

Employee approvement and employee involvement would increase the positivity ,loyalty ,satisfy and performance .

Variable-pay program :piece-rate pay plan ,profit-sharing plan ,bonus and gain-sharing .

Decision making :following the optimizing model .
Group decision making :brain storming ,nominal group technique ,electronic meeting .

Work team :1,the number of team members is under 12 . 2,the members are equipped with expert technique and decision making ,listening ,feedback ,solving conflict skill . 3,the personal trait of team member match for his role in team . 4,have the uniform objective .

The function of communication :controlling ,motivation ,emotion expression ,information transferring .
Ways of communication :verbal ,written ,non-language

Leading :the ability of impacting a group to affecting the objective .
Managerial grid :care about employee ,care about production
Charismatic leader :self-confidence ,far-sight ,firm faith ,do not follow rules docilely ,reformation ability .
The method of dealing confliction : compete ,collaborate ,shy away ,indulge ,spilt the difference

The factor of organization structure : work specialization ,departmentalization ,chain of command ,span of control ,centralization and decentralization ,formalization .
The organization structure has important influence to the behavior and attitude of employees ,which help to decrease the uncertainty and definitude what the employees care about ,such as chain of command .At the same time ,it also constrains the behavior of the employees ,such as formalization and centralization .

The standard of performance appraisal : outcome ,behavior ,trait
The determined factor of reward : performance ,effort ,skill ,experience ,work difficulty .

No one would like to work without any reward ,if the employee realized that his effort is appraised exactly and the reward is associated with the result of appraisal ,the motivation comes to work .

tonyfishyu

广告学
Advertisement :In order to promote sale of the product ,service or conception ,the advertiser spreads the information to the objective consumers by the charging fee media .
Advertisement activity :investigation ,planning ,invention ,spreading ,evaluating .
Destination :promoting sale of the product ,promoting the fame of cooperation ,spreading conception
Effect :promoting sale ,increase competition ,helping consume choosing ,leading consuming and conception ,promoting media developing ,beautifying city environment .
4P(product ,price ,place ,promotion )
4C(consumer ,cost ,convenience ,communication )
The factors of influencing consumer behavior :economic ,culture ,social ,personal ,psychology
Product lifecycle : Active(introduce) ,Mature(pursued) ,Retired(remind) ,End-of-Life (exit) .
Advertisement investigation :environment ,market ,information ,media ,objective ,effect .
Advertisement plan :definitude target ,definitude objective ,summarize motif ,make strategy ,forecast budget ,evaluate effect
Consumer behavior :AIDMA law :Attention ,Interest ,Desire ,Memory ,Action
Advertising Copy :title ,text ,slogan .
Media :Newspaper ,Magazine ,Broadcast ,TV ,Out door ,Point of purchase advertise ,Direct mail advertise ,Vehicle advertise .
Internet advertisement :Banner ,Button ,Sponsorship ,Interstitial Ads ,E-mail Ads .
Advertisement effect :Spreading effect ,Sales effect ,Social effect .
Method of evaluating :Store audit method ,Method of sales aver test ,Ads fee ratio method .
Advertisement administration :supervising Ads authenticity ,inducing rational consume ,protecting fair competition ,promoting Ads quality .

tonyfishyu

国际市场营销
Global Marketing :The cooperation invests and aims to international market ,and achieves profit by satisfying the demand of oversea customs .
The difference to domestic marketing :Facing different market environments ,different customer ‘s preference ,different sales’ ability .
Difficult :Information achieving ,Higher risk ,Drastic competition ,Protectionist trade policy ,Market adapting
Motivity :Extensive chances of development ,Encouragement and supporting by government ,Return from global market ,Drastic domestic competition ,Development of cooperation self
Sales concept roduct concept ,Selling concept ,Marketing concept ,Societal marketing concept .
International marketing environment :Economic environment (size of market, economic level, basic establishment ),Social and cultural environment (language ,education ,religion ,evaluation ),Political and legal environment (government, law, social organization ),Natural environment .
International market segmentation :Region standard ,Economic standard .
Market targeting :One the base of global market segmentation ,evaluating and comparing diverse segment markets ,and choosing the best one form them .
Market targeting strategy :Undifferentiated global marketing (reduce cost), Differentiated global marketing (disperse risk and increase market share), Concentrated global marketing (increase awareness and scale effect).
Market entry mode :Export (direct ,indirect ), Contract (licensing ,franchising ,contract manufacturing ,management contract), Investment (joint venture ,wholly owned operation).
Total product concept :Core benefit ,Basic product ,Expected product ,Augmented product ,Potential product .
Product life cycle :Introduction(developed country develops new product), Growth(export to other country), Maturity(developing country produces the product), Decline(developed country gives up to produce the product and imports from developing country).
Trade Mark is the Brand which is registered in the department of government .
The effect of Packaging rotecting product ,Convenient to transport ,Convenient to identify ,Used to promotion ,Increasing the visualization .
The factors of pricing :Cost ,Supply and demand ,Competition ,Cooperation objective, government intervention and monopoly ,international convention(cartel ).
Pricing method :Markup pricing ,Target-Return pricing ,Going-Rate pricing ,Sealed-Big pricing .
International Transfer Pricing :Transfer capital ,Avoid tax ,Adjust profit ,Elude risk ,Avoid price control ,promote competition .
Middleman istributor Dealer ,Wholesaling ,Retailing .
International promotion :Global advertising ,Personal selling ,Sales promotion ,Public relation ,Direct marketing .

brighter123

搂主真不容易，加油啊！

tonyfishyu

国际金融
Balance of payment :The income and expenses of one country’s foreign exchange in a certain period .
Balance of payment statement :The item of national foreign exchange income ,called Plus Items ,booking credit side .
                            The item of national foreign exchange expenses ,called Minus Items ,booking debit side .
                            Including Current Account ,Capital and Financial Account ,Net Errors and Omissions ,Overall Balance ,Reserves and Related Items .
The causes of unbalance of payment :1,Cyclical Disequilibrium 2,Income Disequilibrium 3,Structural Disequilibrium 4,Monetary Disequilibrium 5,Accidental Disequilibrium
Adjustment of Balance of payment :Foreign exchange buffer ,Fiscal and Monetary policy ,Exchange rate policy ,Direct control
International Reserves :Gold Reserves ,Foreign Exchange Reserves ,Reserve Position in the Fund ,Special Drawing Right .
Effect of International Reserves :Interventive Reserve ,The reparation of balance of payment deficit ,The guarantee of foreign loans .
The factors of influencing exchange rate :Balance of payment ,Relative inflation rate ,Relative interest rate ,Relative economic development rate ,Policy ,Polity affairs ,Expectation .
Fixed exchange rate :Advantage :Convenient for counting the cost and profit of international trade ,Reducing the risk of exchange rate floating .
                  Disadvantage :Unable to adjust balance of payment by using exchange rate .
Floating exchange rate
Spot foreign exchange :Transact delivery in 2 working day after it comes to terms of trade-off .
Forward foreign exchange :At Premium ,At Discount ,At Par .
Arbitrage Transaction :Obtain profits from buying the cheaper and selling more expensive by the difference of exchange rate in different spots ,different money ,different delivery time .
Interest Arbitrage ,Time Arbitrage ,Hedging
Euro-currency :The money currency beside the published country .
International finance risk :Interest Risk (Hedging), Foreign Exchange Risk (Forward contract ,BSI ,LSI)
International financial organization :1,Bank for International Settlement 2,International Monetary Fund 3,World Bank Group (International Bank for Reconstruction and Development ,International Development Association) 4,Asian Development Bank
International Monetary System :1,The International Gold Standard System 2,The International Gold Exchange Standard System 3,The Bretton Wood System 4, Jamaica Agreement 5,European Monetary System
The Bretton Wood System :1,Found International Monetary Fund 2,Establish Dollar as the center ,others fix to Dollar 3,IMF supply short term loan to the country which has unbalance of payment 4,cancel foreign exchange control
Reason of disorganization :1,Triffin Dilemma 2,Could not use exchange rate to adjust the long term deficit of international trade

jacketking

顶一个。楼主接着发啊！

tonyfishyu

近来,不慌不忙,堕落了一段时间,今早突然接到大使馆的电话,我被排到2月9号,整整比我预期提前了半个月,还有大半课程没有看,汗!要抓紧时间了!

tonyfishyu

市场营销
The process of forming market :Needs ,Wants ,Demands ,Product ,Exchange
The evolvement of marketing conception roduce conception ,Product conception ,Sales conception ,Marketing conception ,Social marketing conception .
CS(Customer Satisfaction) theory :Retention ,Related Sales ,Referrals .
Customer Delivered Value =Total Customer Value –Total Customer Cost
                     =(Product Value +Services Value +Personal Value +Image Value) -(Money Price +Time Cost +Energy Cost)
Marketing Environment :Supplier ,Marketing Agency ,Customer ,Competitor ,Public
Microcosmic Marketing Environment Analysis EST(Politics ,Economy ,Society ,Technology)
Macrocosmic Marketing Environment Analysis :SWOT(Strength,Weakness,Opportunity,Threat)
The steps of marketing strategy :1,Environment analysis 2,Market segment and Market targeting and Market positioning 3,Marketing objective establishment 4,Marketing tactics mix choosing 5,Marketing control
BCG Grow-Share Matrix og(both low) ,Problem children(low market share and high market growth rate) ,Cash cow (high market share and low market growth rate) ,Star(both high) .
Consumer purchasing behavior pattern :S-O-R pattern(Stimulus-Organism-Response)
The role of consumer purchasing :Initiator ,Influencer ,Decider ,Buyer ,User .
The process of consumer purchasing emand ,Collecting information ,Evaluating projects ,Deciding purchasing ,After purchasing appraising
Market competition atent competition ,Buyer competition ,Seller competition ,Substitute competition ,Inter-industry competition
The strategy to market competition :Cost leadership ,Differentiation ,Concentration
The process of marketing :Market segmentation ,Market targeting ,Market positioning
The factors of market positioning :Customer ,Channel ,Competition ,Company
Corporate Identify :Mind Identify ,Behavior Identify ,Visual Identify
The hierarchy of product :Core product , Basic product ,Expected product ,Augmented product ,Potential product
Brand and trade mark
Channel :Retailer ,Wholesaler ,Physical Distribution ,Supply Chain
Product lifecycle :Infant ,Growth ,Mature ,Retired
Product pricing rofit aim ,Demand and Supply ,Elastic ,Cost ,Competition
Skill of pricing :Tail Pricing ,Integer Pricing ,Prestige Pricing ,Discount
The function of marketing channel :Information collection ,Promotion ,Negotiation ,Share risk ,Financing
Promotion Tools :Advertisement ,Personal Selling ,Sales Promotion ,Public Relationship ,Direct Marketing
Advertisement Aim:Informing Advertisement,Persuading Advertisemen,Reminding Advertisement
Sales Promotion Tools :Sample ,Bonus ,Present ,Award ,Free Try ,Product Guarantee
Personal selling ecreasing Total customer cost and increasing Customer delivered value ,Face to face negotiation ,Buildup relationship with customer ,Feedback in time ,Better service .
Public Relationship Tools ublications Events ,News ,Community involvement activities ,Social                                      responsibility activities .
Marketing Mix :4P(Product ,Price ,Place ,Promotion) ,
4C (Customer ,Cost ,Convenience ,Communication)
Company organization ine Management ,Functional Management ,Line and Staff Organization .
Marketing Planning

The lecture of marketing introduces us first the forming of market and the evolvement of marketing concepts .The modern marketing concept is to profit by satisfying the customers .Second ,it teaches us how to set marketing strategy and analyze marketing environment .The last and the most important ,it introduces us marketing process and marketing mix .Marketing mix ,4p, is the core of this subject .

tonyfishyu

证券市场
In the national economics performance ,the department with shortage of capital would gain capital by paying out certain cost in order to keep producing and business ,while the department with surplus capital would loan the capital by getting certain reward .
Financial market includes Monetary Market ,Capital Market ,Foreign Exchange Market and Gold Market .
Securities business market ublish Market and Trade Market
Function of securities business market :1,collecting social capital 2,Pricing capital rationally 3,Optimazing capital collocation 4,Adjusting national finance
The participator of securities business :Investor ,Agency ,Issuer ,Supervisor
The mode of securities issue rivate placement(need not publish the company information ,do not permit to deal in market ) ,Public placement
The process of securities dealing :1,Open an account 2,Commit an agency to dealing securities 3,Liquidated by stock exchange 4,Complete the business transaction 5,change the name of owner in a register transfer .
The operation of stock company :1,Act as an agency of issuing securities 2,Be commissioned to buy and sell securities 3,Buy and sell securities for self 4,Service for investing consultation 5,Capital management
Stock is the credence issued by stock limited company and used to confirm the identity and right of stock holder ,and by which stock holders gain bonus .
Stock Characteristics :1,Stock holder has responsibility and right to company 2,Stock could be brought and sold in stock market 3,Stock has risk 4,Stock capital is unretratable 5,The price of stock is floating .
Famous Stock price index aw Jones Stock Price Index ,Standard &oor Stock Price Index , New York Stock Exchange Stock Price Index , Hongkong Hang Seng Index
Bond Characteristics :1,Bond capital is retratable 2,Bond could be brought or sold in bond mark 3,Bond have lower risk than stork
Bond includes National Debt ,Financial Bond ,Cooperation Bond and Company Bond
Credit Rating is the integrative evaluation to the company’s ability of repaying debt .
Securities Investment Fund Characteristics :Collective investment ,Risk diversification ,Expert management ,Share income .
Divided into Unit Trust Fund and Mutual Fund .
Financial Derivative Tools :Future ,Forward ,Swap ,Option .
Depository Receipts is the transferable credence which could be brought or sold in the domestic securities market but stand for foreign company .
Investment risk includes Interest Risk ,Market Risk ,Exchange Risk ,Inflation Risk ,Management Risk .
Investment risk identify :1,GNP&GDP 2,Domestic investment trend 3,Interest and Inflation 4,Consuming Capital 5,Credit Capital Supply 6,Government Income 7,Government Economic Policy 8,Domestic Politics
Risk control :Risk diversification ,Risk mix ,Hedging .
Securities market supervise :By law ,By economics ,By policy .
Securities investment technology analyzing :K Graph ,OX Graph ,Cylinder Graph .
K Graph expresses the change of all kinds of stocks price rising or dropping everyday by peon quotation price ,closing quotation price ,highest price and lowest price .

This lecture introduces us first the forming of financial market ,Securities market is a part of financial market .Than simply introduces us securities issue ,securities deal ,investment risk and market supervise .At last introduce us 3 important investment tools ,Stock ,Bond and Investment Fund ,and important financial derivative tools ,Future trade ,Forward trade ,Swap trade ,Option trade .

tonyfishyu

价格学
Price is the money representation of product value and the ratio of exchange of product with money .
Function of price :Represent product value ,Adjust income among producer ,seller and consumer ,Transmit the information of demand or supply .
Factor of price forming :Money value ,Cost ,Supply and Demand ,Government policy ,Competition ,Consumer psychology .
Process of pricing :1,Collecting and analyzing information(cost ,demand ,competition) 2,Choosing pricing aim(increase profit ,increase market share) 3,Choosing pricing strategy(small profit with large sales volume ,low price for competition) 4,Choosing pricing manner(By cost ,by demand ,by competition) 5,Determine price 6,Adjust price
Manner of pricing :1,Cost oriented pricing(cost plus ,target cost) 2,Demand oriented pricing(consumer psychology ,demand difference ,demand elasticity) 3,Competition oriented pricing(competition imitate ,push out competitor)
Producer price is the product price witch is sold by the primal producer according to the mount of their labor consuming on it and the status of demand and supply .
Producer price includes Farm product producer price ,Consuming industrial product producer price ,Industrial means of production producer price .
Producer pricing divided into Complete competition pricing ,Monopoly pricing ,Monopolistic competition pricing and Oligopoly pricing .
Operator price is the product price which is generated by merchant through merchant business .
Operator price is determined by producer price ,transfer fee ,profit ,tax .
Government determine price :1,Natural monopoly(telecommunication) 2,Daily necessary (water ,electricity) 3,External economic(environment protecting) 4,Fair Allocation(education ,medical treatment)
Total price level rice Index is the average price of social product and service .
Price index increase emand draw ,Cost push ,Economic structure change(income and price rigidity ,unbalance of industry and farm development)
The harm of price index unstable :1,Economic account confused 2,Wealth allocation unequal 3,Accelerate economic unstable 4,Sause society turbulence
Manners of price index control :1,Policy control(change government expense ,tax ,transfer)
                          2,Monetary control(reserve ,rediscount ,interest ,sell or buy securities)
This lecture introduce us first the function of price and the forming of price ,than introduce us the process of pricing and pricing manner ,than introduces us producer price ,operator price respectively ,at last introduce us simply price index and the cause of price level change and how to control it at steady level .

tonyfishyu

市场调查与预测
Market survey :To collect a series of information and analyzing in order to figure out potential market ,and make the best decision .
Effect of market survey :1,Could figure out the change character of demand and know the equilibrium of supply and demand .
                      2,Help corporation to improve management and increase benefit .
                      3,Make corporation know the evaluation ,expectation of consumer to product .
                      4,Help corporation to conduct with market ,to choosing the best way of place as to decrease the cost .
                      5,Know more about market ,and develop the potential market .
Aim of market survey :1,Exploration survey 2,Description survey(5W1H) 3,Cause and effect survey 4,Forecast survey
Ways of market survey:1,Questionnaire 2,Face to face interview 3,Secondhand information 4,Telephon interview 5,Internet survey
Character of questionnaire :1,The district be surveyed is broad 2,Saving labor ,time and money 3,Keep the secret of private information 4,Return rate low 5,Survey cycle long ,actual effect not well 6,Control the quality of questionnaire difficult
Character of face to face interview :1,Return rate high 2,Data accurate 3,Could ask complicated question 4,Cost high
Character of telephone interview :1,Return fast 2,Cost low 3,Could interview some person difficult to touch 4,Reject rate high
Character of secondhand information :1,Effective and cost low 2,Could collect all kinds of information at all times and in all over the world 3,The more information is out of date
Manner of market survey :Spot check ,General survey
Field of market survey :1,Market environment 2,Market demand 3,Marketing activity 4,Product 5,Consumeing power 6,Advertisement effect
Character of questionnaire :1,Easy understand and convenient 2,Could be used to all kinds of objective 3,Convenient to information analyzing 4,Time saving and efficiently
Questionnaire type :1,Fill a vacancy 2,Question and answer 3,Cloused question 4,Opened question
Questionnaire structure :1,Title 2,Explain Words 3,Question 4,Filling Request 5,Coding 6,Noteing (inquirer name ,date ,place)
Principle of questionnaire :1,The option should include all kinds of possible answer 2,The options should not refer similar question 3,Should avoid inductive question 4,Should avoid the question ambiguous 5,Should avoid sensitive question
The order of question :Easy front and difficult back ,Arose people interest front ,Opened question back
Market forecast :By collecting a lot of information referring market economic ,Analyzing and researching all kinds of factors which influence market ,as to master the rule of market change ,and forecast the trend of market development .
Effect of market forecast :1,Help the corporation to satisfy the demand of consumer 2,Help to allocate existing resource rationally 3,Help to increase corporation economic profit
Market forecast include 1,Custmer surveying and analyzing 2,Trend of market demand forecasting 3,The change of trend of consumer demand forecasting 4,The change of trend of consumer psychology forecasting 5,Supply forecasting 6,Market environment forecasting
Ways of market forecast :1,Expert judgment 2,Brain storm 3,Exponential smoothing

This lecture introduce us respectively the ways and effect of market survey and market forecast ,both of them are served to marketing decision making .Especially introduce us the ways of market survey including questionnaire survey ,face to face interview survey ,secondhand information survey ,telephone interview survey and internet survey ,and the character and design of questionnaire are also be introduced .

tonyfishyu

人力资源管理
Human design and produce product or service ,they control quality ,sell product ,allocate resource .The corporation aim could not be achieve without excellent employees ,so human resource is very important especially human resource management which determine the relationship between employees and employers .

Exterior environment ,interior environment and employee status would all influence corporation human resource .And the effective and fire of organization are the evaluation for human resource management .

Exterior environment(polity ,economic) and human resource management are interactional .For example ,when recession comes up ,some company have to reduce the staff .

Interior environment(finance ,business strategy ,organization design) analyzing help individual to fit job position and achieve employee and corporation aim .For example ,business strategy focus on business operation and competition ,so it refer to whether to promote from inside or hire from outside .Organization design demand that employees should be trained to fit job position .

Evaluation for employee(performance ,attitude) would offer evidence for manager to reward or punish them ,in order to inspirit and satisfy the employee ,as to increase company efficiency .

Recruit is the course of attracting applicants and choosing the wanted from them .Including examining the quality of applicant ,choosing recruit channel(advertisement ,new student from school ,recommendation ,interview) ,and choosing lure(reward , train ,working environment , develop space)

Applying for a job :1,Self evaluation 2,Occupation chance evaluation 3,Envrionment evaluation 4,resume preparing 5,Show your strength in interview 6,Answer invitation

Selection is to determine who will be employed by collecting and comparing the information of applicants .By examining the intelligence ,cooperation ability ,physical status ,and fitness for job .

Both employee and employer could cease the relationship of employ .Employee demission would influence company working efficiency and fairness .For example ,reducing the staff would decrease labor cost ,and also decrease productivity .Demission would be the result of employee unsatisfaction ,while being fired is exhibition of fairness .

Human resource interior allocation is similar to recruit or demission .For example ,entering looks like recruit ,while leaving looks like demission .Interior allocation is not only the reward or punish to employee ,but also the strategy to increase employee value .

Train is the course of promoting skill ,attitude and mind ,the result is to figure out the balance between employee’s personality and position requirement .

Salary policy making should think over exterior competition ,interior balance and company status .The aim is to attract or keep staff ,control labor cost ,treat employee fairly ,maintain company discipline ,increase performance .

Salary system includes basic salary ,performance salary ,bonus ,welfare .

Labor union work for increasing employee’s welfare ,solving conflict and unfair treatment .

This lecture introduce us first the importance of human resource in the company operation .And than introduce us the influence of corporation exterior environment ,interior environment ,and employee status to human resource .And than introduce us the important content of human resource management ,including recruit ,applying for a job ,train and salary system .At last ,introduce us simply the effect of labor union .

tonyfishyu

企业战略管理
The cooperation achieve information and experience by investigating exterior environment and design strategy purpose .Strategy purpose leads us how to utilize corporation resource ,capacity to create expected revenue .

Corporation strategic management includes 3 hierarchy :Corporation strategy(what should do ,how to develop) ,Operation strategy(how to execute command ,analyzing opportunity and threaten) ,Function strategy(marketing strategy ,human resource strategy ,finance strategy ,research and development strategy ,produce strategy) .

Process of corporation strategy forming :1,environment analyzing 2,confirm corporation expectation 3,make strategy objective 4,make strategy plan 5,make corporation policy

Exterior environment includes social environment(population ,politic and law ,culture ,technique) and industry environment(potential competition ,existing competition ,substitute ,supplier ,buyer).
Interior environment includes corporation capital and corporation capacity(core competency) .
Analyzing strategy manner :SWOT ,Boston matrix .

The aim of competition is to utilize the corporation strength and resource better ,also include cooperation with competitor .
Competition strategy :1,Cost leadership 2,Differitation 3,Centralization

Corporation strategy objective begins in corporation mission .
Corporation mission answer 3 question :1,What the corporation do ?2,What the corporation will do ?3,What the corporation should do ?
Corporation strategy objective :1,Market objective 2,Innovation objective 3,Profit objective 4,Social objective
Strategy state:1,Stabilization strategy 2,Growing up strategy 3,Contraction strategy 4,Mix strategy

Corporation combine is that one corporation control or influence the combined corporation by purchasing all or part of the capital or property right of the combined corporation ,as to enhance the corporation strength and achieve the objective .
Combine reason :1,Exerting effect of cooperation 2,Developing itself 3,Control market 4,Gain capital undervalue 5,Avoiding tax
Confederation strategy is that two or more corporations combine together for certain objectives .
Confederate season :1,Developing itself 2,Extend market share 3,Achieve new technique 4,Enter foreign market 5,Decrease risk

This lecture introduce us the birth of strategic management .Because nowadays the corporation no more regard short term benefit only ,while pay more attention to long term benefit ,so the corporation have to make strategy for long term development .And than ,introduce us the hierarchy ,process of corporation strategy ,and teach us how to analyze both exterior and interior environment for strategy making ,especially competition strategy ,combine strategy and confederate strategy .At last introduce us the adjustment of organization structure ,human resource and corporation culture as to fit corporation strategy .

tonyfishyu

消费行为学
Nowadays ,marketing request corporation to profit form consumer satisfaction ,so to investigate and research consumer psychology and behavior became the base of marketing .This lecture introduce us first the factor which influence consumer behavior and the process of consumer psychology and behavior .And than introduce us consumer temperament and character ,and how they influence consumer behavior .And than introduce us how segment public and environment influence consumer behavior .At last introduce us consumer purchasing motivation and how to utilize them pricing and come new product into market .

Factor influencing consumer behavior ersonal factor(physical factor ,psychological factor) ,Environmental factor(natural environment ,population ,society ,economic ,culture)
Process of consumer psychology :1,Sense 2,Notice 3,Memory 4,Feeling 5,Willing
Process of consumer behavior :1,Identify demand 2,Collect information 3,Analyze choice 4,Determine purchase 5,Evaluate behavior
Consumer behavior is the process of purchasing motivation appearing ,purchasing intention forming ,and purchasing action doing .
Sense is the reflection of product in brain ,include sensitivity ,sensitivity limen ,sensitivity adaptation ,and relative sensitivity .
Memory experience record ,keep ,recall and record again .
Ebbinghaus's forgetting curve
Temperament style :Choler ,Sanguinity ,Phlegm ,Melancholy .
Choler and Sanguinity are more active ,purchasing decidedly .Phlegm consuming more rational and Choler more urgently .
Consuming character divided into 1,Accustomed consumption 2,Prudent consumption 3,Captious consumption ,4,Passive consumption .
Consuming motivation :1,Seek utility 2,Seek health 3,Seek convenience 4,Seek cheap 5,Seek novelty 6,Seek beauty 7,Seek fame 8,Seek compare 9.Seek exhibition
Reverse psychology
When new product comes into market ,consumer are unacquainted with if ,so they feel unsafe ,keeping watching and waiting .Should introduce detailedly and offer service considerately.
Consumer’s reaction to price change is based on price demand elasticity .
Pricing manner :1,Market skimming pricing for seeking novelty 2,Penetration pricing for extending market share 3,Odd ever pricing for psychology illusion 4,Integer pricing for sense of top grade 5,Pristige pricing for fame

tonyfishyu

公司概论
Introduction to company is the curriculum to introduce the basic theory about company setup ,operation ,organization and management .This lecture introduce us first about the concept and characteristic of cooperation and company .And than introduce us about company operation ,including company producing ,combination ,dividing and bankruptcy .At last introduce us about company property right and company organization structure .

Corporation is the economic organization engaging in product producing ,transaction and operation ,and which target for profit and account independently .
Character :1,Target for profit 2,Account independently
Corporation divided into Natural person corporation and Artificial person corporation .
Company is the artificial person corporation sponsored by tow or more shareholders ,targeting for profit .
Character :1,Target for profit 2,Sponser by two or more shareholders 3,Legal person identity
Company divided into Limited company and Unlimited liability company .
Subsidiary company is the independent artificial person company sponsored and controlled by parent company .
Central company and branch company .
Company setup :Sponsor ,Register capital ,Company rule .
Company combination :1,Enter market faster 2,Exert cooperation effect 3,Diversify risk 4,Achieve resource .
Company dividing :1,Constrain scale 2,Decrease risk 3,Increase efficiency .
Company bankruptcy :Could not repay mature debt ,or capital less than debt .
Process of bankruptcy :1,Apply bankruptcy 2,Court accept application 3,Creditor meeting 4,Declare bankruptcy 5,liquidation
Company property right include Possession right ,Occupancy right ,Domination right ,Using right .
Function of property right :1.Constrain property 2,Manage independently 3,Resource allocation rationally 4,Standard market trade
Property right style :1,Private property right 2,Collective property right 3,State-owned property right
Property right separation :1,Original property right 2,Property right of legal person 3,Management right
Company management structure :1,Shareholder meeting(decision making) 2,Directorate(execute) 3,Manager(execute) 4, Censors(supervise)

tonyfishyu

现代营销专题
Special topics on modern marketing introduce us the transformation of marketing concept and 6 modern important marketing manners ,including relationship marketing ,brand marketing ,green marketing ,internet marketing ,service marketing and experience marketing .

Marketing concept is achieving profit from customer satisfaction and produce following customer demand .
Customer is the core function of company and marketing is the main function .
Marketing theory is turn to 4cs(consumer ,cost ,convenient ,communication) from 4ps

Relationship marketing is the activity to identify ,establish ,and enhance the relationship between corporation and stakeholder ,and to achieve corporation’s objective by fulfilling promise honestly .Including customer relationship ,inter-corporation relationship ,competition relationship ,and public relationship .
The core of relationship marketing is customer loyalty .
Customer delivered value maximization .

Brand marketing is to supply certain product or service by utilizing the brand ,and reveal the value of product or service ,to improve consumer satisfaction .
When we purchase something ,we depend on perception to some brand other than fact .
Effect of brand :1,increase customer sense of value 2,decrease marketing cost 3,extend sales

Green marketing the marketing manner that in order to promote sustainable development ,to keep balance of economic profit ,customer demand and environment protection .
Not only the corporation should work for green market ,but also advocating green consumer ,which is requested to decrease the consumption harmful to environment ,advocate environment protection
Advantage of green marketing :1,Achieve active emotion from public 2,Hold more market share 3,Sustainable development for corporation self .

Internet marketing mean run marketing activity in internet .
Character of internet :1,Globlity 2,Achieve information easier and more 3,Feedbake in time 4,Cost 5,Trust

Service marketing is engaging in the behavior of service corporation and service in product sales .
Character of service :1.Immateriality 2,Prucuce and consume at same time 3,Service quality unsteady 4,Could not be reserved
Strategy of service marketing :1,Materiality 2,Skillful 3,Relationship 4,Standardization

Experiential marketing is the marketing activity to stimulate customer by letting them watching or participating .
Process of experiential marketing :Sense ,Fell ,Think ,Act ,Evaluate

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商品学
The aim of science of merchandise is to let us know merchandise status and effect ,and the regularity of merchandise design ,produce ,currency and consume ,used to evaluate merchandise value ,prevent merchandise value depreciating .This lecture introduce us merchandise classifying ,coding(china join EAN bar code system in 1991 ,690,691,692 are all made in china) .and teach us how to exhibit merchandise in counter sufficiently .and merchandise inspection ,packing ,and logistics(transportation ,deposited and protection) .At last introduce us a special merchandise ,technique merchandise ,which is the systemic knowledge for producing a kind of product or offering a kind of service

Merchandise satisfy consumer’s demand ,by exchange .have both concept value and function value .
Maslon’s hierarchy of needs theory
Merchandise classification is to classify merchandise grade by grade based on their character in order to satisfy the convenience of merchandise currency and consuming and management .
Divided into total sort ,general sort ,tine sort ,for example ,furniture ,wood furniture ,bed
Merchandise coding is composed by letter ,number ,and special mark .
Bar code is the modern method to control logistics soon and accurately .
Merchandise exhibition principle :easy saw ,easy touch ,compact ,relative merchandise exhibit together ,for example ,toothbrush and toothpaste(complement) ,pepsi cola and coca cola(substitute)
Merchandise quality include appropriate to use ,safe ,lifespan ,beauty
Merchandise standardization is to satisfy the convenient demand of production ,quality evaluation ,inspection ,negotiation ,using and maintenance
Effect of standardization :1,improve technique and quality(labor division) 2,consume resource rationally 3,decrease cost(utilize existing technique) 4,avoide trade barrier
ISO international organization for standardization
Merchandise inspection :scaling ,sampling ,checking ,comparing ,judging ,and disposing
Merchandise packing :1,protect 2,contain 3,convenient transportation 4,conventinet consumer use 5,advertisement
Merchandise transportation should punctual ,accurate ,and safe
Merchandise deposited should protect decay(rubber) ,protect insect pest(wood) ,protect perish(fresh fish) ,protect physical broken(glass)
Technique merchandise is the systemic knowledge for producing a kind of product or offering a kind of service .
Technique merchandise include patent ,technique secret ,trade mark and copyright

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销售管理
Sales management is to plan ,execute and control sales activity ,as to achieve sales objective .
This lecture introduce us first the function of sales management and the relationship between sales and marketing .and than introduce us the function of sales department simply .and than introduce us sales plan(target sales decompose),sales forecast(moving average , Exponential Weighted Moving Average),sales budget ,regional sales management(span region sales) ,sales person management(target management ,inspirit)and customer relationship management .

Function of sales management :1,notice market environment and demand ,consumer behavior 2,develop potential customer 3,lead consumer purchasing rational 4,feedback information to company 5,help other marketing activity
Process of sales management :1,sales plan making 2,sales plan execute 3,sales achievement evaluate and control .
Sales and marketing :1,contact with consumer ,gain information ,which woke for market segment and market positioning 2,servive for other marketing mix 3,through sales result to make marketing plan such as competition strategy
Function of sales department :1,collecting information 2,make costumer document ,keep touch with costumer 3,stimulate salesman’s activity 4,make sales plan and check and control 5,check sales channel unblocked 5,follow the request of plan to show goods 6,retract payment for goods 6,assist other department to do promotion .
Sales planning is to determine the sales quota by marketing strategy ,and arrange and control kinds of sales activities to achieve the goal .
Sales planning include 1,what to produce 2,which channel to choose 3,how much cost 4,who to sale 5,where to sell 6,how to promotion
Sales quota decompose :target market share
Sales quota management :1,achievable by hard working 2,easy understand
Sales budget system include income budget ,sales cost budget ,sales profit budget
Harm of pan region sale :1,dealer lose heart to brand 2,price is fluctuating ,consumer lost heart 3,price is fluctuating ,channel is blocked
Management to salesperson: 1. set a life goal(eg. Own the BMW) 2. emphasize preparation( eg. Appearance, sales planning) 3.know well the product and the market 4.develop and manage the customer( MAN principle   money ,authority ,need)
Salesperson motivating: 1. competing style(ration competition) 2.accomplishment(give challenge and train) 3. self-appreciation style(listen to their opinion) 4. service style(praise in public)
Target management: 1. improve the salespersons’ activity and performance through challenging job 2,as the standard of salespersons’ performance 3, contact each salesperson’s work with the company’s goal 4,let the workers know clearly the requirement from the company
Customer relationship management: 1.satisfy consumer’s demand 2. improve the long-run benefits 3. improve the company’s competing capability in market 4.develop and utilize the customer resources
Keep relationship with the customers: 1. found the customer database 2. design the rational purchase plan for customer 3. establish the customer organization( eg. club) 4. give discount to the returned customers

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投资学
Investment is to translate income to capital for obtaining uncertain profit in future .including industry investment ,finance investment(avoiding risk and speculation) and human resource investment .
This lecture introduce us function of investment and 3 kinds of aims of investment ,economic benefit ,social benefit and environment benefit .And teach us how to analyze investment factor ,investment object ,investment subject(government ,individual ,company) ,investment tools(project ,stock ,bond).

Character industry investment:1,profit time lag 2,investment field wider 3,profit uncertain 4,unreverse
Effect of investment :1,draw economic increase 2,bubble economic 3,resource allocation
Investment subject :1,could make investment decision independently 2,could raise enough money and be charge with risk 3,have property right and dominate right to the investment capital
Investment object analyzing :
Utility formula :U=E(r)-0.005As 2  E(r) is the expectation investment profit , s 2 is the profit variance ,A is Risk-Averse exponent .
Mean-variance rule :The risk averse investor request reward for investment risk ,the risk reward is called risk premium .When E(RA)> E(RB) and σ2A≤σ2B ,investor will choose A as the investment subject .
Tobin profit and risk theory :investor not only make choice decision between risk asset and non risk asset ,but also make choice decision among various kinds of risk asset .and these tow decision have no relative relationship .
Holding Period Return= (sale price + dividends or interest - purchase price) / purchase price
Simple interest and compound interest
Average rate of return R =(R1+R2+……+RN)/N
Present value =Future value /(1+i)n

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商务谈判
Business negotiation is the activity consult with each other aiming for exchange accomplishment .
The motivation is to pursuit profit ,to pursuit cooperation ,to pursuit accordance .
This lecture introduce us the principle of business negotiation ,process and skill of negotiation ,and the requirement to negotiation person .The process of negotiation include investigating counterworker’s background ,making plan ,beginning negotiation ,consulting , signing contract .Contract include Valid contract and Void contract .Negotiation skill include dogged manner ,concession manner ,and sensation manner and so on .

Process of negotiation :1,preparing(investigate ,make plan)2,negotiate(begin ,consult ,contract) 3,fulfil promise(claim for compensation when violate)
The basic theory :game theory (prisoner’s dilemma)
Principle of negotiation :1,freewill 2,mutual benefit 3,pursuit accordance 4,sursuit benefit 5,legal
Avoiding concept thought .
Psychology requirement to negotiation person :1,Self confidence 2,self mastery 3,respect 4,honest
Ability requirement to negotiation person :1,sociality 2,expression ability 3,innovation ability 4,organize ability 5,meet an emergency ability
Requirement to negotiation team:1,knowledge supplement 2,personality supplement 3,work divide
Task of negotiation beginning :1,explain main issue 2,make negotiation ambience 3,state own opinion
Strategy of negotiation beginning :1,consult 2,confess 3,prudent 4,attack
Negotiation consultation :concession strategy ,deal deadlock(transfer topic ,substitute project ,take ease ,stick self opinion)
Price negotiation :quote price(high price quote ,low price bid) ,quote occasion(make counterwork know product sufficiently before quote) ,price discrimination
Make economic contract :Invitation to offer ,Admission
Valid contract :1,contract signer come to an agreement 2,contract signer have estimate ability 3,according with legal 4,meaning of contract content must be real ,clear and concrete
Void contract :1,signer is not qualified 2,meaning unreal 3,content violegal 4,content unfair