商务英语(管理和沟通)
商务英语(管理和沟通)公司沟通
13
An Overview of CorpComm Function --functions in CorpComm
Corporate Image and Identity
Corporate Image
As seen through the eyes of its constituencies An organization may have different images with different constituencies
课程总结与作业安排说明
2005年11月
清华大学经管学院EMBA2005
3
Agenda
An Overview of the CorpComm Function
From “PR” to “CropComm” The Functions within the Function Models of CorpComm
2005年11月
清华大学经管学院EMBA2005
21
An Overview of CorpComm Function --CorpComm in Corp. Structure
Centralize or Decentralize Communications?
Course summary and assignment description
2005年11月
清华大学经管学院EMBA2005
4
2001年，美国公司在公司沟通方面的年度预算 平均高达440万美元，比1998年上升了近100 万美元。
阿根狄，《公司沟通》（第三版，麦格劳希尔出版社，2003
2005年11月
产品与服务广告
推销产品或服务 面对消费者
商务英语课程内容
商务英语课程内容
商务英语课程的内容涵盖了商务沟通、语言技能、商业文化和国际经济等多个方面。
以下是商务英语课程的主要内容：
1. 商务沟通：包括口头和书面沟通技巧，如演示技巧、商业报告、电子邮件和信函写作等。
2. 语言技能：重点在于提高英语听、说、读、写四个方面的技能，包括词汇学习、语法规则和语言应用等。
3. 商业文化：涉及不同国家和地区的商业文化，帮助学生了解不同文化背景下的商业实践和行为规范。
4. 国际经济：介绍全球经济发展趋势、贸易政策、国际金融和市场等内容，帮助学生了解国际经济环境。
5. 商务谈判：教授谈判技巧和策略，培养学生解决商业问题的能力。
6. 电子商务：介绍电子商务的基本概念、技术和发展趋势，帮助学生了解如何在电子商务环境中进行商务活动。
7. 商业法律与道德：涉及商业法律、合同法和商业道德等方面的内容，帮助学生了解在商业活动中应遵守的法律和道德规范。
8. 市场营销：介绍市场营销的基本概念、策略和实践，帮助学生了解如何在国际市场中推广产品和服务。
9. 项目管理：教授项目管理的基本概念、流程和工具，培养学生管理项目的能力。
10. 领导力与团队管理：探讨领导力理论、团队建设和员工激励等方面的内容，帮助学生成为更好的领导者和管理者。
以上是商务英语课程的主要内容，具体课程设置可能因学校和专业而有所不同。
通过学习商务英语课程，学生可以获得在国际商务环境中所需的技能和知识，为未来的职业生涯打下坚实的基础。
商务英语与商务沟通管理考试 选择题 61题
1题选择题部分1. What does the acronym "SWOT" stand for in a business context?A. Strengths, Weaknesses, Opportunities, ThreatsB. Strengths, Weaknesses, Observations, TrendsC. Strategies, Weaknesses, Opportunities, ThreatsD. Strengths, Workforce, Opportunities, Threats2. Which of the following is NOT a key component of effective business communication?A. ClarityB. BrevityC. ComplexityD. Courtesy3. In a business email, what is the purpose of a subject line?A. To provide a summary of the email contentB. To make the email look more professionalC. To include personal informationD. To make the email longer4. What is the primary goal of a business proposal?A. To entertain the readerB. To persuade the reader to take a specific actionC. To inform the reader about the companyD. To criticize competitors5. Which of the following is an example of a formal communication chann el in a business?A. Text messageB. Social media postC. Company newsletterD. Informal meeting6. What is the best way to handle a conflict in a business setting?A. Ignore itB. Address it directly and constructivelyC. Spread rumors about the conflictD. Avoid the person involved7. Which of the following is a characteristic of a successful business meeting?A. Lack of preparationB. Clear objectivesC. Excessive interruptionsD. Off-topic discussions8. What is the purpose of a business plan?A. To outline the company's future goals and strategiesB. To decorate the officeC. To keep personal notesD. To hide financial information9. Which of the following is an effective way to build rapport with cli ents?A. Being overly criticalB. Showing genuine interest in their needsC. Ignoring their feedbackD. Using technical jargon10. What is the main advantage of using visual aids in a business prese ntation?A. To make the presentation longerB. To enhance understanding and retentionC. To distract the audienceD. To show off technical skills11. Which of the following is a common barrier to effective business co mmunication?A. Clear and concise languageB. Cultural differencesC. Short messagesD. Simple vocabulary12. What is the role of a business analyst in a company?A. To provide entertainmentB. To analyze data and provide insightsC. To handle customer complaintsD. To manage social media accounts13. Which of the following is a key element of a successful negotiation?A. Being inflexibleB. Showing empathyC. Ignoring the other party's needsD. Using aggressive tactics14. What is the purpose of a business report?A. To provide detailed information and analysisB. To make the company look badC. To keep secretsD. To confuse the reader15. Which of the following is an example of an informal communication c hannel in a business?A. Company memoB. Formal meetingC. Water cooler talkD. Press release16. What is the best way to handle a difficult customer?A. Argue with themB. Listen actively and offer solutionsC. Ignore their concernsD. Complain about them to colleagues17. Which of the following is a characteristic of effective leadership?A. MicromanagementB. Empowerment of team membersC. Lack of visionD. Isolation18. What is the purpose of a SWOT analysis?A. To identify the company's strengths, weaknesses, opportunities, and threatsB. To make the company look perfectC. To hide problemsD. To focus only on strengths19. Which of the following is an effective way to manage time in a busi ness setting?A. ProcrastinationB. Prioritizing tasksC. Doing everything at onceD. Ignoring deadlines20. What is the main goal of a business strategy?A. To confuse competitorsB. To achieve long-term goalsC. To focus on short-term gainsD. To avoid change21. Which of the following is a common mistake in business writing?A. Using clear and concise languageB. Overusing technical jargonC. Being briefD. Using simple sentences22. What is the role of a business consultant?A. To provide expert advice and solutionsB. To complicate business processesC. To ignore client needsD. To take over the business23. Which of the following is a key element of a successful team?A. Lack of communicationB. Diverse skills and perspectivesC. Uniform thinkingD. Ignoring feedback24. What is the purpose of a business model?A. To describe how the company creates, delivers, and captures valu eB. To make the company look complexC. To hide profitsD. To avoid competition25. Which of the following is an effective way to handle stress in a bu siness setting?A. Ignoring itB. Taking breaks and practicing self-careC. Working longer hoursD. Blaming others26. What is the main advantage of using technology in business communic ation?A. To make communication slowerB. To enhance efficiency and reachC. To complicate messagesD. To avoid personal interaction27. Which of the following is a characteristic of a successful business partnership?A. Lack of trustB. Mutual respect and shared goalsC. One-sided benefitsD. Ignoring conflicts28. What is the purpose of a business case?A. To justify a decision or projectB. To make the company look badC. To hide financial informationD. To confuse stakeholders29. Which of the following is an effective way to build a brand?A. Inconsistency in messagingB. Consistent quality and customer serviceC. Ignoring customer feedbackD. Using negative advertising30. What is the main goal of a business development strategy?A. To maintain the status quoB. To grow and expand the businessC. To focus only on existing customersD. To avoid new challenges31. Which of the following is a common challenge in international busin ess communication?A. Lack of cultural awarenessB. Using simple languageC. Short messagesD. Clear objectives32. What is the role of a business coach?A. To complicate business processesB. To provide guidance and supportC. To take over the businessD. To ignore personal development33. Which of the following is a key element of a successful marketing c ampaign?A. Lack of researchB. Targeting the right audienceC. Ignoring market trendsD. Using outdated methods34. What is the purpose of a business budget?A. To spend without limitsB. To plan and control financial resourcesC. To hide expensesD. To confuse stakeholders35. Which of the following is an effective way to handle feedback in a business setting?A. Ignoring itB. Listening and making necessary changesC. Getting defensiveD. Blaming others36. What is the main advantage of a diversified business portfolio?A. To focus on one productB. To reduce risk and increase opportunitiesC. To complicate business operationsD. To avoid growth37. Which of the following is a characteristic of a successful business event?A. Lack of planningB. Clear objectives and engagementC. Ignoring attendee feedbackD. Off-topic discussions38. What is the purpose of a business continuity plan?A. To ignore potential disruptionsB. To ensure the business can continue operating during disruptionsC. To complicate emergency responsesD. To avoid planning39. Which of the following is an effective way to manage change in a bu siness?A. Ignoring itB. Communicating clearly and involving stakeholdersC. Resisting new ideasD. Blaming others40. What is the main goal of a business ethics policy?A. To complicate decision-makingB. To guide behavior and ensure compliance with laws and standardsC. To hide unethical practicesD. To avoid accountability41. Which of the following is a common mistake in business presentation s?A. Using clear and concise languageB. Overloading the audience with informationC. Being briefD. Using simple sentences42. What is the role of a business mentor?A. To complicate business processesB. To provide guidance and supportC. To take over the businessD. To ignore personal development43. Which of the following is a key element of a successful sales strat egy?A. Ignoring customer needsB. Focusing on value and benefitsC. Using aggressive tacticsD. Selling at any cost44. What is the purpose of a business risk assessment?A. To ignore potential risksB. To identify and mitigate risksC. To complicate decision-makingD. To avoid planning45. Which of the following is an effective way to build customer loyalt y?A. Ignoring customer feedbackB. Providing consistent quality and serviceC. Using negative advertisingD. Inconsistency in messaging46. What is the main advantage of a strong business network?A. To complicate business operationsB. To provide support and opportunitiesC. To isolate the businessD. To avoid collaboration47. Which of the following is a characteristic of a successful business negotiation?A. Lack of preparationB. Clear objectives and mutual benefitC. Ignoring the other party's needsD. Using aggressive tactics48. What is the purpose of a business exit strategy?A. To complicate the process of leaving the businessB. To plan for the future of the business when the owner leavesC. To avoid planningD. To hide financial information49. Which of the following is an effective way to handle competition ina business?A. Ignoring competitorsB. Analyzing competitors and finding ways to differentiateC. Using negative tacticsD. Copying competitors without innovation50. What is the main goal of a business sustainability plan?A. To focus only on profitsB. To balance economic, environmental, and social considerationsC. To complicate business operationsD. To avoid responsibility51. Which of the following is a common challenge in business leadership?A. Lack of visionB. Clear objectives and empowermentC. MicromanagementD. Isolation52. What is the role of a business strategist?A. To complicate business processesB. To develop and implement strategic plansC. To ignore market trendsD. To take over the business53. Which of the following is a key element of a successful business ac quisition?A. Ignoring due diligenceB. Thorough analysis and integration planningC. Using aggressive tacticsD. One-sided benefits54. What is the purpose of a business performance review?A. To ignore progress and challengesB. To evaluate and improve performanceC. To complicate decision-makingD. To avoid accountability55. Which of the following is an effective way to handle a crisis in a business?A. Ignoring itB. Communicating clearly and taking decisive actionC. Blaming othersD. Resisting change56. What is the main advantage of a strong business reputation?A. To complicate business operationsB. To attract customers and partnersC. To isolate the businessD. To avoid accountability57. Which of the following is a characteristic of a successful business innovation?A. Lack of researchB. Focusing on new ideas and improvementsC. Ignoring market trendsD. Using outdated methods58. What is the purpose of a business compliance audit?A. To ignore legal and regulatory requirementsB. To ensure the business adheres to laws and standardsC. To complicate business operationsD. To avoid accountability59. Which of the following is an effective way to manage a remote team?A. Ignoring communication needsB. Using technology to facilitate collaborationC. Isolating team membersD. Resisting change60. What is the main goal of a business social responsibility program?A. To focus only on profitsB. To contribute positively to society and the environmentC. To complicate business operationsD. To avoid responsibility61. Which of the following is a common mistake in business negotiations?A. Being flexible and open to compromiseB. Ignoring the other party's needsC. Showing empathyD. Using clear communication答案部分1. A2. C3. A4. B5. C6. B7. B8. A9. B10. B11. B12. B13. B14. A15. C16. B17. B18. A19. B20. B21. B22. A23. B24. A25. B26. B27. B28. A29. B30. B31. A32. B33. B34. B35. B36. B37. B38. B39. B40. B41. B42. B43. B44. B45. B46. B47. B48. B49. B50. B51. A52. B53. B54. B55. B56. B57. B58. B59. B60. B61. B。
商务英语词汇大全
商务英语词汇大全一、基本商务术语1. 商务活动（Business Activity）2. 市场营销（Marketing）3. 销售额（Sales Revenue）4. 成本（Cost）5. 利润（Profit）6. 投资回报率（Return on Investment, ROI）7.SWOT分析（Strengths, Weaknesses, Opportunities, Threats）8. 目标市场（Target Market）9. 市场细分（Market Segmentation）10. 定位（Positioning）二、商务谈判术语1. 谈判（Negotiation）2. 合同（Contract）3. 报价（Quotation）4. 还价（Counteroffer）5. 成交（Close the Deal）6. 付款方式（Payment Terms）7. 交货期（Delivery Time）8. 质量保证（Quality Assurance）9. 售后服务（Aftersales Service）10. 合作伙伴（Business Partner）三、商务函电术语1. 询盘（Inquiry）2. 报盘（Offer）3. 订单（Order）4. 发票（Invoice）5. 装箱单（Packing List）6. 信用证（Letter of Credit, L/C）7. 汇票（Bill of Exchange）8. 托运单（Shipping Order）9. 提单（Bill of Lading）10. 保险（Insurance）四、人力资源术语1. 招聘（Recruitment）2. 简历（Resume）3. 面试（Interview）4. 培训（Training）5. 薪资（Salary）6. 福利（Benefits）7. 绩效考核（Performance Appraisal）8. 晋升（Promotion）9. 劳动合同（Labor Contract）10. 职业规划（Career Planning）五、企业运营术语1. 企业战略（Corporate Strategy）2. 企业文化（Corporate Culture）3. 组织结构（Organizational Structure）4. 部门（Department）5. 团队协作（Teamwork）6. 项目管理（Project Management）7. 生产计划（Production Plan）8. 供应链管理（Supply Chain Management）9. 库存（Inventory）10. 客户关系管理（Customer Relationship Management, CRM）六、财务与会计术语1. 财务报表（Financial Statements）2. 资产（Assets）3. 负债（Liabilities）4. 所有者权益（Owner's Equity）5. 现金流（Cash Flow）7. 资产负债表（Balance Sheet）8. 利润分配（Profit Distribution）9. 折旧（Depreciation）10. 纳税（Taxation）七、国际贸易术语1. 进口（Import）2. 出口（Export）3. 贸易壁垒（Trade Barrier）4. 关税（Tariff）5. 配额（Quota）6. 原产地证明（Certificate of Origin）7. 贸易术语（Trade Terms，如FOB、CIF等）8. 国际支付（International Payment）9. 外汇（Foreign Exchange）10. 世界贸易组织（World Trade Organization, WTO）八、市场营销策略术语1. 市场调研（Market Research）2. 产品生命周期（Product Life Cycle）3. 广告（Advertising）4. 促销（Promotion）5. 公关（Public Relations）6. 品牌战略（Brand Strategy）7. 网络营销（Internet Marketing）8. 社交媒体营销（Social Media Marketing）9. 客户满意度（Customer Satisfaction）10. 忠诚度计划（Loyalty Program）九、企业管理术语1. 领导力（Leadership）2. 决策（Decision Making）3. 风险管理（Risk Management）4. 企业伦理（Business Ethics）5. 知识管理（Knowledge Management）6. 创新能力（Innovation Capability）7. 企业形象（Corporate Image）8. 危机管理（Crisis Management）9. 持续改进（Continuous Improvement）10. 企业社会责任（Corporate Social Responsibility, CSR）十、电子商务术语2. 在线支付（Online Payment）3. 网络安全（Network Security）4. 顾客评价（Customer Review）6. 网络营销策略（Online Marketing Strategy）7. 搜索引擎优化（Search Engine Optimization, SEO）8. 率（Clickthrough Rate, CTR）9. 转化率（Conversion Rate）通过这些词汇的积累，您将能够在商务交流中更加得心应手，展现出您的专业素养和沟通能力。
商务英语考试内容(一)
商务英语考试内容(一)商务英语考试内容考试概述•商务英语考试是为了评估个人在商务场景下使用英语的能力而设立的英语考试，常用于求职或职场晋升的评估标准。
•考试内容涵盖商务沟通、商务写作、商务口语等方面，全面测试考生的商务英语能力。
考试科目•商务英语考试主要包括听力、阅读、口语和写作四个科目。
•各科目的考试内容及形式如下：1.听力：考生需听取商务对话或演讲，并回答相关问题。
2.阅读：考生需阅读商务相关的文章或报告，并回答问题或完成任务。
3.口语：考生需进行商务英语口语对话或演讲，展示自己的口语交际能力。
4.写作：考生需根据所给商务场景或需求，完成商务英语写作任务。
考试重点商务英语考试的重点内容主要包括以下几个方面：•商务礼仪：考察考生在商务交际中的得体举止、商务礼仪规范等。
•商务沟通：考察考生与他人进行商务沟通的能力，包括与同事、客户的交流等。
•商务写作：考察考生的商务英语写作能力，如商务函电、报告、简历等。
•商务词汇与短语：考察商务英语的词汇量和常用短语的掌握程度。
•商务听力：考察考生听取商务对话或演讲的理解能力，并能准确回答问题。
•商务阅读：考察考生阅读商务相关文章或报告的能力，并能理解其中的信息。
考试备考建议•英语学习：提前做好英语基础知识的学习，包括语法、词汇和常用短语等。
•商务知识积累：了解商务相关的知识，如商务礼仪、商务表达方式等。
•模拟练习：进行模拟考试，熟悉考试形式和内容，并逐渐提高答题速度和准确率。
•听力训练：多听商务英语对话或演讲，提高听力理解和应答能力。
•阅读技巧：掌握快速阅读的技巧，提取关键信息，快速回答问题。
•口语练习：与他人进行口语练习，模拟商务场景下的口语交流，增强口语表达能力。
•写作训练：多做商务英语写作练习，提高商务写作能力。
以上是商务英语考试内容及备考建议的一些概述，希望对考生们有所帮助。
祝大家考试顺利！。
剑桥商务英语中级写作范文
剑桥商务英语中级写作范文剑桥商务英语中级（BEC Vantage）是一种流行的商务英语考试，是许多国家的企业、学校和机构选择的一种认可的英语语言技能测试。
BEC Vantage 要求 Test takers 完成听力、阅读、写作任务和口语任务四项能力，针对商务实践中的实际应用，考验学生的商务英语水平。
下面，我们将分享几篇商务英语中级写作范文，以帮助那些正在准备BEC Vantage考试的学生提高他们的写作技巧。
1. 商务报告题目：如何解决部门间的沟通及协调问题由于每个团队都有独立的目标和分工，企业中的部门之间存在沟通和协调的问题。
下面的商务报告提供了一些有针对性的解决方案。
尊敬的总经理，这是有关如何解决部门间沟通协调问题的报告，为此我们对公司内的不同部门进行了调查。
以下是我们提出的解决方案：1. 采用线上沟通工具。
公司可以投入更多的资金来购买顶尖的在线工具，与此同时也需要给员工提供更好的网络学习资源，引导他们熟练使用这些工具。
这将极大地改善部门间的沟通效果。
2. 加强部门间的协调。
建议企业设立一个协调员，次要任务是在所有部门之间协调与促进沟通。
这位协调员将负责收集所有部门之间的信息，并与相关部门进行沟通，从而更好地协调业务。
3. 资源共享。
每个部门通常都有自己的资源，需要考虑是否可以共享这些资源，以节约成本和提高效率。
每个部门的领导人必须确定资源共享的准则，以确保共享的资源不与部门的其他职责冲突。
通过采用这些方法和策略，我们可以解决企业中部门间的沟通和协调问题，提高公司的商业运营效率，减轻压力并改善员工效率。
2. 商务信函题目：感谢信在商业领域，感谢信是非常常见的一种信函，通常用于表达谢意，或者展示感恩之心。
下面是一封感谢客户的信，可以作为商务信函范文学习。
尊敬的XXX：感谢您对我们商业改进的帮助和支持。
正是由于您的信任和支持，我们的公司在过去的几年里得以茁壮成长，获得了良好的市场份额，并将业务延伸到了全球多个国家和地区。
商务英语的专业知识
商务英语的专业知识
商务英语是指在商务领域使用英语进行沟通和交流的专业知识。
在全球化的时代，商务英语已成为商业和职业成功的关键要素之一。
以下是商务英语的主要专业知识：
1. 商务沟通：商务英语强调有效的沟通能力。
这包括书面和口头沟通能力，以及礼仪和文化差异的理解。
商务信函、报告、演示文稿和会议谈判是商务沟通的关键领域。
2. 跨文化交际：商务英语的另一个重要方面是掌握不同文化之间的交际技巧。
不同国家和地区的商业习俗、礼仪和价值观有很大的差异，了解并尊重这些差异对于在跨国公司或国际贸易中的成功至关重要。
3. 商务语言技能：商务英语的核心是掌握商务语言技能，包括商务词汇、常见商务短语和惯用语。
掌握商务英语的基本语法和语法规则，能够流利地进行商业会谈、演示和协商，对构建业务关系至关重要。
4. 商务策划与管理：商务英语专业知识还包括商务策划和管理技能。
这包括市场调研、商务分析、项目管理和谈判技巧等。
商务英语专业人士需要能够制定并实施商业计划，以及与供应商、客户和合作伙伴进行有效的商务合作。
5. 国际贸易知识：商务英语专业还需要掌握国际贸易的基本知识。
这包括了解国际贸易政策、法规和程序，了解国际贸易中的货币和支付方式，以及了解国际市场的经济和商业环境。
以上是商务英语的主要专业知识。
学习和掌握这些知识可以帮助人们在商业和职业领域取得成功，增强与国际商业伙伴的沟通能力，并在全球商业环境中取得竞争优势。
无论是从事跨国公司职业还是国际贸易，商务英语专业知识都是非常重要的。
自考商务英语写作名词解释题
写作目的(writing purpose)受众/读者(audience)构思过程(thought process)演绎式组织模式(deductive organizational patterns)归纳式组织模式(inductive organizational patterns)直接组织模式(direct organizational patterns)间接组织模式(indirect organizational patterns)写作修改的3个步骤(three distinct stages of revision: adding on; moving around; cutting out)管理沟通(managerial communication)组织沟通(organizational communication)人际关系与团队建设(human relationships and team building)销售沟通(sales communication)商务文件(business documentation)国际交流（跨文化交际）(international communication/ intercultural communication)表达式写作(expressive writing)沟通式写作(communicative writing)简洁风格(clarity)简易风格(the plain style)简明风格(concision)附件说明信函(cover letters of résumé)3类求职信函(three general types of cover letters for job applications: the application letter; the prospecting letter; networking letter )后续询问信函(follow-up letter)致谢信函(thank-you letter)谢绝工作回复(job rejection letter)接受工作回复(job acceptance letter)辞职信函(resignation letter)告别信函(farewell letter)常见履历表格式(common résumé formats)：按年月顺序(chronological résumé format) 按任职顺序(functional résumé format) 复合式(combination résumé format)简短文件(short document)信息咨询函(message to obtain information)谈判便函(messages that negotiate)说服沟通便函(persuasive messages)商务便函的特征（8C）：清晰性（clarity）正确性（correctness）具体性（concreteness）完整性（completeness）周到性（consideration）礼貌性（courtesy）简洁性（conciseness）一致性（coherence）商务备忘录版式(format of a business memo)商务备忘录功能(function of a business memo)信函结构(structure of a letter)信件和信封格式(styles of letter and envelop)会议纪要(minutes)逐字记录(verbatim minutes)决议记录(minutes of resolution)陈述记录(minutes of narration)记录内容版式(minutes’ content format)会议议程(meeting agenda)会议筹划(meeting preparations)会议程序（3个环节）(meeting process: planning & preparing, conducting, and following-up) 会议后续工作(follow-up activities)后续文案职责(accountability of follow-ups)书面发言写作策略(writing strategies for business presentation)书面发言的材料组织(wring organization for business presentation)书面发言用语(language used in a presentation)书面发言避讳用语(language avoided in a presentation)人际沟通的功能(functions of interpersonal communication)人际沟通的目的(purpose of interpersonal communication)人际沟通的4个阶段(four general stages in interpersonal communication)团队的特征(group characteristics)团队的角色(group roles)团队影响力(group influence)沟通结构(communication structures)企业前景(vision)企业使命(mission)企业价值观(corporate values)企业目标(goal)战略计划(strategies)政策与流程(policies and procedures)业务流程的构成要素（15个）(content of procedures)业务流程的版式及内容(format of a procedure)商务文件的层次结构（3个）(tiers of documentation)ISO 9000质量体系(ISO 9000 Quality System )商务蓝皮书(blueprint)商务计划书(business plan)战略性计划书(strategic plan)战术性计划书(tactical plan)操作性计划书(operational plan)操作性管理(operational control)战术性管理(tactical control)战略性管理(strategic control)商务背景(business background)市场计划(marketing plan)财务预测(financial projections)行动计划(action plans)商务提案(business proposal)内部提案(internal proposal)外部提案(external proposal)招标提案(solicited proposal)非招标提案(unsolicited proposal)提案写作的简单模式(simple form for proposal writing)提案写作的复杂模式(detailed form for proposal writing)外部提案的结构要素（6个）(elements of the external proposal: introduction; problem identified and defined; objective & goal set; solutions proposed; implementation & measuring; costs and timeframe estimated)内部提案模式的内容版式(content format of internal proposal)征集提案(Request for Proposal, RFP)征集启示的基本要素(basic components of a RFP)提案评估(proposal evaluation)议程报告(agenda)行程安排(itinerary)费用支出报告(expense reports)项目进程报告(progress report)人事评估报告(personnel evaluation)第一手资料来源(primary sources)第二手资料来源(secondary sources)引证信息(documenting information)解析数据(interpreting data)常规商务报告(routine reports)任务报告(task reports)条目清单功能(itemized lists)图表辅助功能(graphic aids)标题的功能(headings)协议的本质(essence of a deal)合同的修订(contractual modifications)违约与补偿(breach of contract and remedy)律师费用条款(attorneys fees clause)合同免责(escape from contract)第三方签字(third party signature)合同追加条款(contract rider)合同授权(authorization)商务谈判(contract negotiation)合同起草(contract drafting)合同实施(execution)合同终止(closeout)合同(contract)合同有效性(validity of contracts)要约(offer) 接受(acceptance)法定权力(capacity)Sales contracts 买卖合同Contracts for supply of power ,water,gas or heat 供应电、水、气、热力合同Contracts for loan of money 借款合同Leasing contracts 租赁合同Financial leasing contracts 承揽合同Contracts for construction projects建设工程合同Carriage contracts运输合同Technology contracts 技术合同Safekeeping contracts 保管合同Warehousing contracts 仓库合同Agency appointment contracts 委托合同Trading-trust contracts行纪合同Brokerage contracts居间合同。
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Activities
Role-plays: experiential learning, not just games Aftermath experience sharing would be important
Scoring: class performance 50% and course report 50%
5
公司沟通（沟通用于企业）
有效沟通策略 企业沟通职能与设置 与雇员沟通 与公众沟通
2005-11-17
清华大学经管学院EMBA2004
Business，Managerial，Corporate Communication and Public Relations
Business Communication (Personal Skills)
Managerial Communication (involve management activities)
Communication strategy Effective listening Effective persuasion Meeting management Cross cultural communication Communicating in groups
2005-11-17 清华大学经管学院EMBA2004 18
领导者、沟通与组织
一个组织的领导必然是组织的首席沟通官，必须负责整个组织的沟通工 作……。
罗伯特•麦与阿兰• 阿克松，The Leader as Communicator, Amacom, 2003
我的同事做过一项调查，对几位具有世界影响力的伟人进行研究之后发 现，所有这些伟大的人物在和人们沟通的时候，都使用了三个部分的沟 通手段：第一是强调愿景，其次强调用怎样的战略把这个愿景变成事 实；第三，他们强调人，尊重同处一室的人，一个组织里或一个国家的 人。
15
Starting from Some Corporations
Li & Fung Limited Southeast Airlines Case study：好战略执行起来为什么这 样难
2005-11-17
清华大学经管学院EMBA2004
16
案例讨论
案例：好战略，执行起来为什么这样难
讨论时间：30分钟 讨论题：
这里有没有问题？出了什么问题？ 如果你是张剑锋，你认为为什么出现这样的问题？ 如果你是刘亚洲，你该怎么办？ 有什么经验教训我们可以吸取的？如果你是刘亚洲（或者 张剑锋），如果一切都可以重来，你的做法会不会有什么 不同？
2005-11-17
清华大学经管学院EMBA2004
17
Case Study
Case: Good strategy, why so hard to implement
Corporate Communication (Corporate setting)
Communication strategy Corporate communication functions Public communication 2005-11-17
清华大学经管学院EMBA2004
6
课程内容安排
Public Relations (all organizations)
Public Opinions, Ethics, Legislation and Research Public Relations functions Crisis Management Integrated Marketing Communication Media Relations Employee Relations Government Relations Customer Relations Investor Relations
AM: Effective speaking PM: Effective stimulation and persuasion
Day three
AM: Effective negotiation PM: Crisis communication
Day four
AM: Media communication PM: Corporate communication
2005-11-17 清华大学经管学院EMBA2004 10
领导者、员工、组织与有效沟通原理
第一天
2005-11-17
清华大学经管学院EMBA2004
11
Leaders, Organizations, Employees and Comm11-17
清华大学经管学院EMBA2004
Time: 30 minutes Suggested Questions:
Are there any problems? What problems? If you were Zhang Jianfeng, what do you think cause it/them? If you were Liu Yazhou, what should you do facing this situation? What lessons can we learn from this case? If you were Liu Yazhou or Zhang Jianfeng, what would you have done differently?
12
内容安排
领导者最需要学习管理沟通
领导者、沟通与组织发展
案例：好战略为什么执行起来这样难
不同情境要求不同的领导/沟通风格 心态决定沟通效果
案例：Cherie
管理沟通原理
2005-11-17 清华大学经管学院EMBA2004 13
Agenda
Leaders must be communication experts
商务英语（管理沟通）
清华大学经管学院副教授钱小军 电子邮箱：qianxj@
2005-11-17
清华大学经管学院EMBA2004
1
Business English (Managerial Communication)
Dr. Xiaojun Qian, Associate Professor SEM, Tsinghua University E-mail: qianxj@
2005-11-17
清华大学经管学院EMBA2004
8
课程要求
互动式教学方式：案例、活动、讨论与讲授相结合 案例学习三步骤：
阅读：了解案例背景，独立思考问题产生的原因和解决问题 的方法（希望能做到提前阅读和思考） 小组讨论：小范围内澄清、深入、分享和借鉴 全班讨论：大范围分享、交流和提高
活动
体验式学习，不是游戏 活动后有讨论
2005-11-17
清华大学经管学院EMBA2004
2
引言
商务沟通、管理沟通、公司沟通与公共 关系 本课程内容安排 课程要求
2005-11-17
清华大学经管学院EMBA2004
3
Course Introduction
Introduction of related theories Syllabus Requirements Self-introduction
沃顿商学院管理首席教授、领导艺术和变革管理研究中心主任迈克•尤西姆
2005-11-17
清华大学经管学院EMBA2004
19
Leadership, Communication and Organization
The Leader of an organization is automatically the designated chief communication officer and is accountable for all communication in the organization ….
课堂表现50％，课后报告50％
2005-11-17 清华大学经管学院EMBA2004 9
Course Requirement
Participative teaching: combination of case study, activities, discussions and lectures Case study steps:
Communication strategy Business writing Business presentation Employment (resume writing and Job interviews) Communicating with media Communicating with investors Communicating with employees Communicating with government Crisis communication
Leaders, communication and organization development
Case study: 好战略为什么执行起来这样难
Different situations require different leadership/communication styles Attitude determines
Case study：Cherie Cosmetics
Managerial communication strategy
2005-11-17 清华大学经管学院EMBA2004 14
从一些企业谈起
香港利丰集团 西南航空公司 案例：好战略执行起来为什么这样难
2005-11-17
清华大学经管学院EMBA2004
第一天
领导、组织、员工与有效沟通原理
第二天
上午：有效表达（演讲技能） 下午：有效激励与说服
第三天