BEC高级 Useful Terms总结(Unit1-6).doc

BEC Useful TermsModule 1v Radio sales (marketing)v Entitlement Generation 權利世代the group born between 1979 and 1994 who believe they are owed certain rights and benefits without further justification. Example: The entitlement generation expects higher salaries, flexible work hours, and ample time off.v Twenty-somethingv Break ones back 尽最大努力v Bury themselves in a cubiclev New recruitsv Flip side (opposite side/negative side)v School leaverv A snapshot of a candidatev Personal summariesv Pre-course experience (pre-session)v Back office teamv Pilot projectv Verbal commendationModule 2v Acquisition (收购): The act of contracting or assuming or acquiring possession of something e.g. the acquisition of one company by another”, which involves transfer of ownership from one organization to another.Related Expression: Merger & Acquisition (并购)；v Software solution/software solution package （软件解决方案套件）v SAP (System Analysis and Program Development): a German software development and consulting corporation, which provides enterprise software applications and support to businesses of all sizes globally. Headquartered in Walldorf, Germany, with regional offices around the world, SAP is the largest software enterprise in Europe and the fourth largest software enterprise in the world as of 2009. The companys best known product is its SAP Enterprise Resource Planning (SAP ERP) software.v ERP (Enterprise Resource Planning/企业资源计划/综合商业管理系统): an integrated computer-based system used to manage internal and external resources, including tangible assets, financial resources, materials, and human resources. Its purpose is to facilitate the flow of information between all business functions inside the boundaries of the organization and manage the connections to outside stakeholders. Built on a centralized database and normally utilizing a common computing platform, ERP systems consolidate all business operations into a uniform and enterprise-wide system environment.v How do you stay at the top of the heap in the business software game? (a position superior to everyone else, e.g. She fought her way to the top of the heap and means to stay there) How do you gain an edge over rivals in the business software competition?v Blockbuster: Something, such as a film, a product or a book, that sustains widespread popularity and achieves enormous sales, e.g. 1) Hong Kong blockbusters swept the major prizes of Taiwans 42nd Golden Horse Film Awards， considered one of the top awards events of the Chinese-language film industry. 2) What will be the next high-tech blockbuster product?v In finance, organic growth is the process of business expansion due to increased output, sales, or both, as opposed to mergers, acquisitions, or takeovers. Typically, the organic growth rate also excludes the impact of foreign exchange. Growth including foreign exchange, but excluding divestitures 财产、权利等的剥夺 and acquisitions is often referred to as core growth. divestedv Organic growth is growth that comes from a companys existing businesses, as opposed to growth that comes from buying new businesses. It may be negative.v 有机增长（Organic Growth）指的是企业通过内部的改造、革新、挖潜、激励提高竞争力，扩大市场占有率，取得可持续的增长，也就是我们常说的企业的造血功能， 而非靠体外输血。相对于兼并重组、资本运作盛行的西方管理学（相当于农学中的嫁接，转基因之类），有机增长的概念很有新意，是独树一帜的。v at the same time having a direct dig at Oracle (a dig at: a joke or remark that you make to annoy or criticize someone, e.g. He couldnt resist a dig at the referee.): meanwhile jesting about/mocking Oracle squarelyv Midmarket中阶市场(vs. downmarket/upmarket): Describing a medium-sized company. There is no specific definition of how many employees a midmarket company has, but, in general, experts say the number is between 50 and 1000. circulate nevertheless anyway following moreoverv mySAP suite: mySAP业务解决方案套件v Enterprise Services Architecture (ESA):企业应用服务架构v Regulatory compliance software (合规性管理软件) is a software solution for companies struggling with rapidly changing legal requirements. Regulatory compliance software is used in a wide variety of industries, including the accounting, environmental, and medical fields. Many industries are heavily regulated by their home government, and complying with these regulations can be difficult as it involves a great deal of paperwork and a knowledge of constantly evolving regulations. Software companies respond to a demonstrated need and create regulatory compliance software to assist companies and make them more efficient. v Unimpressed: If you are unimpressed by something or someone, you do not think they are very good, clever, or useful. E.g. Graham Fletcher was unimpressed with the idea of filling in a lengthy questionnaire.v Independent (outside) Director (独立董事): Member of the Board of Directors of an entity who is an outsider, meaning he or she is not an employee of that entity. An example is a broker sitting on the Board of a client company. Such directors are important because they bring unbiased opinions regarding the companys decisions and diverse experience to the companys decision-making process. In order not to have a conflict of interest, independent directors should not participate on the boards of directly competing businesses. Directors are typically compensated based on a standard fee for each board meeting. v Throw people straight in at the deep end (put people in a situation/position without any time to prepare)v Paternalistic approach (家长式管理模式): when someone in charge of an organization protects the members and gives them what they need but does not allow them any freedom or responsibilityv To wield the axe (to make job cuts)v In retrospect (looking back now)v They get a lot of flak (they are severely criticized)v Aggressive growth strategyv In this sector, only the big guys are going to survivev Repsv Sure, if you dont cut it (if you cant do what is expected of you), youre toast pretty fast (you will soon be in trouble, e.g. If you challenge her, youre toast.), but thats businessv Survival of the fittestv Core productv ERP applicationsv Like marrying before youve really got to know the bridev Things will settle down (things will become more stable)v Tough-guy macho culture (雷厉风行大男子主义的文化)v Bet-the-company culture (背水一战式的文化)v Clear lines of reporting (上下级关系清晰明确) gross retained profit net expenditure loss liabilitiesv The one-stop shop for kids v Shares in Kaptoys fell again today by 2% prompting speculation that the company will post poor profits for the second quarter running. (The drop of shares in Kaptoys again today by 2% set people guessing that the company will announce poor profits for the 2nd quarter on end) Module 3 what would he make of communications technology today? (If you ask a person what they make of something, you want to know what their impression, opinion, or understanding of it is. E.g. Nancy wasnt sure what to make of Micks apology.) how would he interpret/comment on communications technology today? utility company (公用事业公司): A public service company (or public utility company) is a corporation or other non-governmental business entity which delivers public services - certain services considered essential to the public interest. The ranks of such companies include public utility companies like natural gas, pipeline, electricity, and water supply companies, sewer companies, telephone companies and telegraph companies. They also include public services such as transportation of passengers or property as a common carrier, such as airlines, railroads, trucking, bus, and taxicab companies. portfolio: a collection of investments or companies that facilitate each other in an optimal way and may generate maximum profits for investors while mitigating risks as much as possible. (A collection of investments all owned by the same individual or organization. These investments often include stocks, which are investments in individual businesses; bonds, which are investments in debt that are designed to earn interest; and mutual funds, which are essentially pools of money from many investors that are invested by professionals). designed to cross-sell (交叉销售/行销) its various products and services: It is the process of recommending additional products or services to customers who are planning to buy something from you. 交叉销售（Cross Selling）是一种发现顾客多种需求，并满足其多种需求的营销方式，从横向角度开发产品市场，是营销人员在完成本职工作以后，主动积极的向现有客户、市场等销售其他的、额外的产品或服务。交叉销售是在同一个客户身上挖掘、开拓更多的顾客需求，而不是只满足于客户某次的购买需求。如你在看苹果iPad的同时，销售助理向你推荐ipad case, ipad wireless keyboard, etc. or to make them talk to each other: or to make them compatible with each other or interwork with each other. modern communication channels have depersonalized a lot of customer contact: modern communication channels have automated transactions between businesses and customers so that the delivery of service to customers is gradually taken over by machines. Issuing of statements: 出具账单明细 text you a message: send a text message to you via cellphone they stay there cheering you on from the sidelines: they are there motivating you/pepping you up as if they are spectators watching you play in a game Call center (呼叫中心): A call center is a physical place where customer and other telephone calls are handled by an organization, usually with some amount of computer automation. Typically, a call center has the ability to handle a considerable volume of calls at the same time, to screen calls and forward them to someone qualified to handle them, and to log calls. Call centers are used by mail-order catalog organizations, telemarketing companies, computer product help desks, and any large organization that uses the telephone to sell or service products and services. (outsourcing call center service/call centers established in banks)Module 4v Selling Point (卖点): An aspect of a product or service that is stressed in advertising or marketing. E.g. The two cell phones are very similar in specifications and have two key selling points: they run Windows Mobile 5 and have built in Wi-Fi. v Prospect (潜在顾客): Potential buyer of a product or service (who has not previously been a purchaser of that product or service). For example, a name on a mailing list is considered to be a prospect for the goods or services to be advertised by a mailing.v Emotional Benefits (情感利益):Do you know why customers buy your products and services? The key to establishing a lasting relationship with your customers lies in understanding the emotional benefits that your company or brand offers. Emotional benefits enable the consumer to say something positive about him or herself as a result of using a product or service. These benefits are the vehicle for establishing an emotional connection between the product/service and the user. The emotional connection builds the trust that leads to loyalty. With the connection firmly in place, loyal customers will be less likely to abandon the brand because they know they can count on it. In the end, this emotional connection can help retain or gain market share.v Credit (赊欠): An agreement between a buyer and a seller in which the buyer receives the good or service in advance and makes payment later, often over time and usually with interest. For example, a buyer may purchase a computer on credit for $600 and pay $100 per month over several months with interest. One of the most common ways of buying on credit is to use a credit card, but many companies have their own credit schemes. A steady flow of credit in an economy is considered important for financial health.v Hard sell (强行推销;硬性推销): Aggressive sales practices aimed at pressuring a customer into completing a transaction quickly. Example: The agent was a proponent of the hard sell. Accordingly, he tried to give buyers the impression that the home would be available for only a short period, that the deal offered might be withdrawn any time, and that they would not be afforded the opportunity to think over the decision.v Soft Sell (软推销; 劝买、说服式推销): A subtly persuasive, low-pressure method of selling or advertising.v Relationship Selling (关系销售): Establishing a long-term customer relationship in an effort to generate repeat business. Relationship selling may be directed at especially important customers and may include a liberal return policy and access to high-level executives. 关系销售是指建立维系和发展顾客关系的销售过程，目标是致力建立顾客的忠诚度。它有别于传统交易销售的地方，就在于为顾客增加经济的、社会的、技术支持等附加值。从销售的实践角度看，关系销售更能把握住销售概念的精神实质，因为企业不仅是达成购买而是要建立稳固各种关系，而这些关系是促成客户持续购买的重要因素。 v Viral Marketing/advertising: Viral marketing and viral advertising refer to marketing techniques that use pre-existing social networks to produce increases in brand awareness or to achieve other marketing objectives (such as product sales) through self-replicating viral processes, analogous to the spread of virus or computer viruses. It can be word-of-mouth delivered or enhanced by the network effects of the Internet. Viral promotions may take the form of video clips, interactive Flash games, advergames, ebooks, brandable software, images, or even text messages. 病毒性营销(viral marketing)是一种常用的网络营销方法，常用于进行网站推广、品牌推广等，病毒性营销利用的是用户口碑传播的原理，在互联网上，这种“口碑传播”更为方便，可以像病毒一样迅速蔓延，因此病毒性营销(病毒式营销)成为一种高效的信息传播方式，而且，由于这种传播是用户之间自发进行的，因此几乎是不需要费用的网络营销手段。v Vehicle advertising (交通工具广告): transit advertising (see below)v Video-on-demand (视频点播): Video on demand (VoD) is an interactive TV technology that allows subscribers to view programming in real time or download programs and view them later. A VoD system at the consumer level can consist of a standard TV receiver along with a set-top box. Alternatively, the service can be delivered over the Internet to home computers, portable computers, high-end cellular telephone sets and advanced digital media devices. 视频点播（英文：Video On Demand，VOD或VoD）是一套可以让使用者透过网络选择自己想要看的视频（Video）内容的系统。用户选定内容后，VOD系统可以用串流媒体的方式进行即时播放，也可以将内容完全下载后再进行播放。系统的播放模式取决于系统及营运上的需求规划设计，包括收费机制、内容版权、播放品质、机房系统、传输系统、收视端的机上盒等。v Come of age (划时代/充分发展): If something has come of age, it has reached its full successful development.v Dancing on Ice (冰上舞蹈达人秀): Dancing on Ice is a British television show, in which celebrities and their professional partners figure skate in front of a panel of judges. The format has been a prime-time hit in eight different countries, including Italy and Chile. In Australia, where it was titled Torvill and Deans Dancing on Ice, it was axed after just one series owing to production costs.v Event Television (热点新闻事件): television programmes focusing on events which attract media attention and high ratingsv Mark up (提价): If you mark something up, you increase its price. E.g. You can sell it to them at a set wholesale price, allowing them to mark it up for retail.v Across the board (全面的): affecting everyone or everything in a situation or organization, e.g. The improvement has been across the board, with all divisions either increasing profits or reducing losses.v Post-Christmas blues (圣诞后的销售低迷期): sales downturn period following the Christmasv Sales forecast/sales estimation/sales predictions (销售预测): Prediction of the future sales of a particular product over a specific period of time based on past performance of the product, inflation rates, unemployment, consumer spending patterns, market trends, and interest rates. In the preparation of a comprehensive marketing plan, sales forecasts help the marketer develop a marketing budget, allocate marketing resources, and monitor the competition and the product environment. v Ending stocks/closing stocks (结算库存/期末库存): a businesss remaining stock at the end of an accounting period. It includes finished products, raw materials, or work in progress. 期末库存是在一个库存会计时期结束时，可供使用或出售的货品、物资或原料的账面价值。一年为一个会计期间，年初第一天的库存量就是期初库存，年末最后一天的库存量就是期末库存。Module 5 Outgoing (日常开支): the money that you have to spend regularly, for example on rent or food Security (抵押品): jewelry, insurance policies, real estate, etc that can be used to guarantee that one will pay back borrowed money or keep a promise, e.g. lend money on security. Civil Service (政府机关)/Civil or Public Servant (公务员): Body of government employees entrusted with the administration of the country, and mandated to carry out the policy of the government. Blue-chip stocks (蓝筹股): Stocks issued by large companies are called blue chip stocks. Because the companies are well established, with somewhat predictable earnings, their stock prices tend to fluctuate less than other equities and thus have relatively stable prices. These companies often pay steady dividends, giving the investor income in addition to the potential for capital appreciation. Mutiplex (综合性多厅影院): A building, especially a movie theater or dwelling, with multiple separate units. p.a. (每年): per annum Independent Cinema (独立电影院): An independent cinema is usually a small cinema playing independent films or art films. An independent film is a film that is produced mostly outside of a major film studio. The term also refers to art films which differ noticeably from most mass marketed films. In addition to being produced by independent production companies, independent films are often produced and/or distributed by subsidiaries of major studios. In order to be considered independent, less than half of a films financing should come from a major studio. Independent films are sometimes distinguishable by their content and style and the way in which the filmmakers personal artistic vision is realized. Usually, but not always, independent films are made with considerably lower budgets than major studio films. Generally, the marketing of independent films is characterized by limited release designed to build word-of-mouth or to reach small specialty audiences. Running costs (运营成本):Day to day costs incurred in operating a firm or facility. Fittings (装置/设备): furnishings