Course Pre-work（课前准备）

For about 1 hour before the start of the first workshop, Z-ZE staff will give a briefing
on the use of BE3.0 learning and testing software, and explain the course curriculum and
discuss the expectations of the students.
在第一次培训前大约一个小时，Z-ZE的工作人员会分发一份用于BE3.0学习的简报和测试软件，
并介绍课程、讲述对学员们的期望。

Business English Workshop Curriculum
商务英语培训（BEW）——外企工作英语训练班课程

MODULE 1 – BUSINESS TRAVEL
模块1 –商务旅行

Students will learn how important it is to understand the cultures of the foreign
businessmen that they meet. One cannot be naive about cultural differences. That
is why it is important to understand where the similarities and differences are
and what they signify. Some of the topics in this video:

学员们会学习理解他们所要面临的异国商务文化的重要性。面对文化差异人们不能显得幼稚。这就是
为什么理解文化相同点和相异点以及它的内涵是那么重要。以下是录像中的几个主题：

1. Communicating Across Cultures 跨文化沟通
   
2. Dealing with Cultural Differences 处理文化差异
   
3. Basic Taboos in Business 商务中的基本禁忌
   
4. Cultural Communication Styles 文化沟通风格
   
5. Electronic Conferencing 电子会议

MODULE 2 – SALES AND MARKETING - The Influence Edge and Sales
模块2 –销售和市场营销-感召力和销售

Using influencing skills while selling can be crucial in demonstrating how your product
or service can meet your customer's needs. During this program, you'll learn the four
stages in the sales cycle and how to use influence behaviors while selling. You'll also
learn how to handle customer's objections by using influencing behaviors.

在销售时使用感召技巧会是在你成功演示产品或服务，正中客户下怀时至关重要的。在这个项目里，
你会学习销售周期中的四个阶段以及在销售时如何使用感召行为。你还会学习如何使用感召行为来处理客户异议。

1. Pre-Sale Planning Stage售前计划阶段
   
2. Preliminary Stage初始阶段
   
3. Exploring Stage探索阶段
4. Closing Stage结束阶段
   
5. Handling Objections处理异议

MODULE 3 – SALES AND MARKETING - Guerrilla Marketing
模块3 – 销售和市场营销 - 非主流营销法

Unconventional marketing intended to get maximum results from minimal resources. Today,
traditional marketing practices can be very expensive and complex. This course simplifies
these complexities, eliminates the high costs and explains how companies can use marketing
to generate profits from minimum investments. This program will help you define and
understand guerrilla marketing practices. You'll also learn important guerrilla
marketing secrets that will allow you to have a competitive advantage.

非传统市场营销是希望从最少的资源获取最大的成果。今天，传统的市场营销手段可以是非常昂贵和
复杂的。这段课程会简化这些繁琐，去除高成本并解释公司如何利用市场营销从很少的投资获取利益。这
节会帮助你定义并理解非传统营销手段。你也会学到那些能让你获得竞争优势的非主流营销秘诀的重要性

1. What Is Guerrilla Marketing? 什么是非主流营销法？
   
2. Intelligence Marketing 明智的市场营销
   
3. The Guerrilla Marketing Plan 非主流营销企划
   
4. Marketing Secrets 商业秘密

MODULE 4 – CUSTOMER SERVICE

模块4 – 客户服务

Customers expect and even demand excellent customer service. In exchange, they will
give you their undying customer loyalty. This program will help you learn the difference
between customer satisfaction and customer loyalty. You'll also learn techniques to
improve customer service and how to close the gap between customer satisfaction and
customer loyalty.

客户期望甚至要求极好的客户服务。作为交换，他们也会给你他们永恒的忠诚。在这节里会帮助你学
习客户满意度和客户忠诚度之间的不同。你也会学习提高客户服务的技巧以及如何弥合客户满意度和客户
忠诚度之间的间隙

1. Understanding "Customers" and "Service"? 理解“客户”和“服务”
   
2. Bringing the Customer Back 把客户带回来
   
3. Making the Mission a Priority 把这个作为优先任务
   
4. Getting Everyone Involved 让每个人都参与进来
   
5. Service from the Top Down 从上至下的服务

MODULE 5 – FINANCE
模块5 – 财务

Financial ratios are a key component in measuring the financial health and success
of any company. A strong knowledge of financial ratios can ensure that intelligent
financial decisions will be made. During this program, you'll learn about the five
categories of financial ratios, including profitability, efficiency, liquidity,
leverage/gearing and investment that will help you make better business decisions
and support the financial goals of your company.

财务比率是衡量任何一个公司财务健康和成功的关键组分。扎实的财务比率知识能够保证制定明智
的财务决策。在这节里，你会学习帮助你做好商务决策和支持你公司财务目标的财务比率里的五个类别，
包括收益性、效率、流动性、杠杆借贷比率和投资

1. Cash Flow Analysis现金流转分析
   
2. Sales Revenue Income销货收入/收益
   
3. Cash Inflow from Operations业务中的现金流入
   
4. Statement of Cash Flows现金流综述
   
5. Cash Budgeting现金预算
   
6. Improving Cash Management改善现金管理

MODULE 6 – MANAGING PERFORMANCE
模块6 –管理绩效

Managing people and their performance is a critical part of a manager's job. You need
to provide direction, develop the skill levels of your employees, increase their
productivity and enhance their job satisfaction. During this program, you'll learn
how to effectively manage the performance of others using three key components:
performance planning, monitoring progress and reviewing performance.

管理人以及他们的执行力是管理者工作的重要部分。你需要提供指导，提高员工的技能水平，提高
他们的生产力，增强他们的工作满意度。在这节里，你会学习如何使用三个部分有些地管理他人的执行力，
即：执行力计划，监控进展和回顾评论执行力

1. Managing Performance管理执行力
   
2. Why Managing Performance? 为什么要管理执行力?
   
3. Planning Performance规划执行力
   
4. Monitoring Progress监控进展

MODULE 7 – INTERNATIONAL TRADE
模块 7 –国际贸易

The globalization of work is perhaps the defining trend of our time. It's reshaping
not only the macro-level aspects of economic life but the personal aspects as well.
This program will help you define global work and the four shifts occurring in the
global landscape. You'll also learn the competencies needed for success in the global
market.

全球化工作也许是当今的定义趋势。它重塑的不仅是经济生活的宏观水平面而且也是个体的方面。
在这节里会帮助你定义全球化工作以及在全球领域中产生的四个变迁。同时你也会学习在全球化工作中
所需要的能力。

1. Global Work 全球性工作
2. Key Shifts in Global Work 全球性工作的重要变迁
3. Meeting Options 面临抉择
4. Global Team Leadership 全球性团队的领导力
5. Global Teamwork 全球化团队协作

MODULE 8 – ARRANGING AND CONDUCTING MEETINGS
模块 8 –安排和掌管会议

How can facilitators recognize and cure some common meeting ailments? What can they
do to minimize these problems in future meetings? How can facilitators make the most
of the meetings they lead? How can they ensure that all the participants stay focused
and alert during meetings?

主持人是如何确认并解决会议中常见的问题呢？他们是如何使这些问题在以后的会议中尽量减少的呢？
主持人是如何充分利用他们所主持的会议的呢？他们是如何确保所有与会者在会议上保持思想集中和敏感的呢？

1. Realistic Time Management 现实的时间管理
2. Keeping a Time Log 使用一个时间表
3. Analyzing a Time Log 分析时间表
4. Delegating 代表，委派
5. Improving Productivity 提高生产力
   

MODULE 9 – ORGANIZATIONAL STRUCTURE
模块 9 –组织结构

Each of us communicates, makes decisions and handles conflict differently. To make
handling these differences easier, you can use the People Styles Model. By using this
model, you'll not only develop a better understanding of human behavior, you'll actually
be able to predict it. During this program, you'll learn how to use the People Style
Model, which categorizes two dimensions of behavior into four different people styles.

我们每个人沟通、决断和处理危机的方式是不同的。为使处理这些不同变得简单，你可以使用个人沟通
风格模型。利用这些模型，你不仅能够更好的理解人类行为，而且真的还能够预知它。在这节里你会学习如
何使用把两种行为尺度分成四个不同风格的个人沟通风格模型

1. Introduction 介绍
2. Why People Styles? 为什么要个人沟通风格.？
3. Dimensions of Behavior 行为尺度
4. The Four People Styles 四类个人沟通风格
5. Summary 概要

MODULE 10 – NEGOTIATION & CONTRACTS
模块10 –谈判 &合同

We often think of negotiation as a confrontation between people regarding a set of
issues. To be effective at negotiation, it is important to think in broader terms
than just bargaining. During this program, you'll learn to define the aspects of
negotiation. You'll also learn how to identify what is negotiable and prepare for
a negotiation. Finally, you'll discover common negotiation tactics and behaviors.
This section presents strategies for negotiating in business and daily situations.
It covers techniques for developing a negotiation plan, evaluating the opposition,
and taking advantage of body language, props, timing, questions, and correspondence.
It presents strategies for gaining control in negotiation situations, and effective
methods of getting past obstacles and closing a negotiation.

我们时常认为谈判就是一个就一系列条款而进行的人与人之间的对质。想要谈判成功，考虑一些更宽
广的条款比一味的讨价还价更重要。在这节里，你会学习定义谈判的各个方面。你也会学习如何鉴别什么
是可以谈判的以及如何做好谈判前准备。最后，你会发现一些常用的谈判策略和行为。
这部分展示的是在商务和日常环境中的谈判策略。它包含了谈判计划制定的技巧，评估谈判对手的技
巧以及利用肢体语言、小道具、提问和通讯的技巧。它还展示了在谈判环境中获取主动权的策略，如何跨
过谈判中障碍的有效方法以及如何结束谈判。

1. Understanding Negotiation理解谈判
2. What Is Negotiation? 什么时谈判?
3. What Is Negotiable? 什么是可谈判的?
4. Common Tactics and Behaviors常用策略和行为

MODULE 11 – MANUFACTURING – DEVELOPING SUCCESSFUL TEAMS
模块 11 –制造 –建立成功团队

Strong, cohesive teams are vital corporate assets and instrumental in achieving a
variety of business goals. We will teach you how to create, motivate and manage
various types of teams to boost productivity and achieve positive results.
Organizations today must constantly focus on transforming groups of individuals
into high performance teams. Often, the road to a successful team is filled with
difficult obstacles that either slow or weaken their development. You will learn to
identify the characteristics of a highly effective team, and be able to identify the
four predictable stages of team development: Forming, Storming, Norming and Performing.
You will also learn the appropriate leadership behaviors needed for each of these stages.

强有力的、有粘着力的团队是公司至关重要的资产也是赢取各种商务目标的重要武器。我们将会教你
如何建立、激励和管理不同种类的团队从而推进生产力和获取正性结果。
如今的组织工作必须持续的关注于把团队的个体转型成高执行力的团队。这条路上常常布满障碍，它不
仅减缓也减弱了团队发展。你将会学习识别高效团队的特征，也学会识别团队建设中四个可预见的阶段：最
初成型，各种矛盾互现，开始步入正轨和和正常运作阶段。你会学习在这四个不同的阶段中恰当的领导力行为。

1. Why Develop Successful Teams? 为什么要建立成功团队？
2. The Rocky Road to Developing a Successful Team? 建立成功团队的绊脚石
3. Does Your Team Have What It Takes? 你的团队称职吗？
4. Stages of Team Development? 团队建设的阶段
5. Team Leadership Behaviors 团队领导力行为

MODULE 12 – BUSINESS ACUMEN
模块12 –生意头脑

Exemplary business protocol benefits you and your company. This program describes
what business protocol is and why it is important to your job and career, as well
as to the success of your company. You'll learn effective protocol principles to
help maintain or improve your image. In addition, you'll learn tips on executive
communication, business entertaining and gift giving.

示范性的商务协议能使你和你的公司受益。这节里讲述了什么是商务协议以及它们对于你的工作、
职业以及你公司的成功的重要性。 你会学习有效的协议原则从而来帮助你保持或改善你的形象。另外，
你会学到一些执行通信、商务款待和赠送礼物的小贴士。

• Introduction 介绍
• Business Protocol 商务协议
• Principles of Business Protocol商务协议的原则
• Executive Communication 执行通信
• Follow-up 继续的，作为重复的