Teach Yourself Business Mandarin Chinese

®

teach yourself

business mandarin chinese

®

teach yourself

business mandarin chinese sarah carroll and qiufu wang

Launched in 1938, the teach yourself series grew rapidly in response to the world's wartime needs. Loved and trusted by over 50 million readers, the series has continued to respond to society's changing interests and passions and now, 70 years on , includes over 500 titles, from Arabic and Beekeeping to Yoga and Zulu. What would you like to learn? be where you want to be with teach yourself

Contents Recorded at Alchemy Studios, London, UK. Cast: Peng Cong, Jia Kan, Vi Liu, Sarah Sherborne Track listing ' - - - - - - - - - - - - - - - - - - - - - - - - - - - Introduction zone 1 - business relationships

vii 1 4

part 1: arranging to meet at a conference part 2: culture and values

zone 2 - marketing

9

part 1: preparing a brochure part 2: brand promotion channels

zone 3 - sales

13

part 1: preparing a sales plan part 2: retail systems

zone 4 - customer service

17

part 1: reviewing customer service part 2: consumers' rights and manufacturers' obligations

zone 5 - international trade

22

part 1: preparing an export strategy part 2: distribution of imported goods

zone 6 - project management

27

part 1: reporting on a global project part 2: how to manage an international project

zone 7 - legal services part 1: visiting a commercial lawyer part 2: protection against intellectual property rights infringement

32

zone 8 - finance

38

part 1: reviewing an annual report part 2: enterprise financial systems and standards

Track listing COl introduction

43

lone 1 - business relationships '} part 1: arranging to meet at a conference n part 2: culture and values

48

lone 2 - marketing 10 part 1: preparing a brochure 14 part 2: brand promotion channels

English-Mandarin Chinese glossary

53

Mandarin Chinese-English glossary

72

zone 3 - sales 18 part 1: preparing a sales plan 22 part 2: retail systems

zone 9 - human resources part 1: conducting an interview part 2: ways of staff recruitment

zone 10 - technology part 1: designing a website part 2: living for the China net

C02 zone 4 - customer service 1 part 1: reviewing customer service 5 part 2: consumers' rights and manufacturers' obligations zone 5 - international trade 9 part 1: preparing an export strategy part 2: distribution of imported goods 13 zone 6 - project management 17 part 1: reporting on a global project 21 part 2: how to manage an international project zone 7 - legal services With many thanks to David Marsden and Martin Evan-Jones of the Hong Kong Trac 25 part 1: visiting a commercial lawyer Development Council (www.tdctrade.com) for permission to use extracts of their articles. Als 29 part 2: protection against intellectual property rights thanks to Tongue Tied Translation Services (wwwtongue-tied.co.uk) for the pinyin translation infringement

C03 zone 8 - finance 1 part 1: reviewing an annual report 5 part 2: enterprise financial systems and standards zone 9 - human resources 9 part 1: conducting an interview 13 part 2: ways of staff recruitment zone 10 - technology 17 part 1: designing a website 21 part 2: living for the China net

Introduction Who is this course for? This course is for anybody who is doing business with Chinese Mandarin-speaking colleagues, customers and business partners IInywhere in the world. There is a potential consumer market of 1 billion people who speak Mandarin, so it is an important business skill 10 have so that you can make the most of the business opportunities open to you.

What level of Mandarin Chinese do I need? This course is about improving your vocabulary of business words and phrases. It will help you to learn relevant and modern business language that you will need in your everyday business conversations. You need to have a good grip of the Mandarin Chinese language before you start this course and you will not be taught any grammar. If you need a refresher, you may like to try Teach Yourself Mandarin Chinese Conversation or another Mandarin Chinese course in the Teach Yourself range first. If you would also like to learn the script, then take a look at Teach Yourself Beginner's Chinese Script.

What is included in the course? There are three products in this course: • an audio course with three recordings, • an accompanying booklet, • a culture book.

How to use this course How is the audio course structured?

You will learn important business words and phrases across ten zones covering all parts of your business. In each zone, there are two parts. In the first part you will listen to a realistic business conversation between two people. You will have the chance to improve your listening and speaking skills. In the second part you will listen to an Ii··

extract from a real article from a Chinese business website, the Hon~ Kong Trade Development Council. You will have the chance to improv your listening and reading skills by using the accompanying booklet which contains the transcripts and a glossary. Each of the parts is broken down into four sections: • In the first section you get the chance to listen to and repeat the words and phrases to familiarize yourself with them before you start listening. You don't need to memorize everything - just absorl as much as you can and see if you can recognize the words and phrases as you go through the conversations and articles. • In the second section you will listen to these words and phrases being used in the business conversation or business article. • In the third section, you can listen to the conversation or article again, trying to find the answers to three key questions to check your understanding. • Finally, you will get the chance to practise what you have learnt. Ir. the conversation, you will play the role of one person in the conversation. You will get prompts in English and then you will get time to think out and then repeat the phrases out loud in Mandarin Chinese in the pauses. You will then hear the correct version in Mandarin Chinese once again. For the article, you will be encouraged to listen to the audio again, this time reading along wit , the conversation in the accompanying booklet. Replay and repeat sections as many times as you wish - you are in control of your learning and you set the pace! Use the pause and pial buttons frequently to give yourself time to practise your Mandarin. Try to speak out loud as much as possible - this is the best way to learn and to build your confidence to speak the language.

he said in a different way to the English, so take a look at the literal meaning of the phrase, given to you in italics in English, to help your understanding. AI the end, you can look through the glossary of all new business words and phrases introduced on the recordings which are listed in bOth Chinese pinyin and English. These have been highlighted in bold throughout this booklet. However, you don't need the booklet with you when you are listening to the recordings - in fact, listen whenever you can - while you are tr.velling, exercising, taking lunch or relaxing at home at the weekend! rhe more you listen, speak and read, the better you'll get.

What is in the culture book? You need to know about China and other Mandarin-speaking (;ountries, and about how business works there. In the first part of the culture book, you can get facts and figures about China and other Mandarin-speaking countries so that you have something to talk about with your potential business colleagues. In the second part of the bOok, you will start to understand why the Chinese culture is the way it II - and how to work successfully in a Chinese business environment. Finally, in the reference section you can find out more, including a toolkit to help you write letters and emails inChinese. This book is .hort and sweet, as we know you don't have much time, but it is packed full of the minimum you need to know before you go and do business in China. It should take you less than a day to read. At the end of the course you will have a toolkit to help you do business more effectively with your Mandarin-Chinese speaking colleagues, customers and business partners and have the confidence to go and do more business in China and Chinese-speaking countries.

What is in the booklet? We hope you enjoy learning Business Mandarin Chinese with Teach You will find a transcript in pinyin of all the Mandarin Chinese Yourself and that you end up being where you want to be - doing more conversations and the articles, as a guide to pronunciation . You also business in China! have the English equivalent, meant as an aid to learning rather than a technical translation. On occasions, a Mandarin Chinese phrase may

Zone 1: Business relationships Part 1: Arranging to meet at a conference

Clare

Is now a good time to speak?

Xifmzili jianghua fangbian ma?

WuLi

Actually, would you call me back as I have a presentation to make in 15 minutes? .

NT guo yihuier zai da hao ma? We15 fenzh6ng hou you yf ge fayan .

Clare

Sorry to bother you.

Duibuqi, daraole. Nin shenme shihou fangbian?

The phone rings ... Receptionist

Good afternoon, China Bank.

Xiawu hao. ZhOngguo yinhang .

Clare

I'm Clare Smith from the Finance Department of the London office. Is Mr Wu, Director of Finance, there, please?

WO shi Lundlin banshichU caiwubu de Clare Smith. QTng wen caiwubu zhurim wu xiansheng zai ma?

Thank you. Please hold the line (literally: Please wait a second).

Xiexie. Qing shaodeng.

But what time is convenient for you?

WuLi

Well, around 4 o'clock would be good. Call me on my mobile.

Dayue sl dian keyT. Da wo de shouji ba.

Clare

Yes, I will. (What is) your mobile number, please?

Hao de. Nfn de shouji hao?

The phone goes on hold and then rings again ... Wu Li Good aftemoon. Xiawu hao.

WuLi

Are you ready? It's 138 1234 5678.

Zhunbei hao Ie ma? Shl 13812345678.

Clare

Clare

Thank you. Let me repeat the number- 138 1234 5678. I will speak to you later. Good luck with your presentation.

Xiexie. WO ch6ngfu yi bian haoma,138 12345678. Guo huier zai tim. Zhu nin fayan shunli .

Receptionist

Good afternoon, is that MrWu?

Xiawu hao. Shl wu xiansheng ma?

WuLi

Yes, speaking.

Shi.

Clare

It's Clare Smith here, calling from the London office. I've taken over from Amanda.

WuLi

Yes (literally: I know). Hello, Clare.

WO shi Lundlin banshichu de Clare Wu Li Thank you. Talk to you later. Xiexie. Guo huler zai tim. Smith. WO jieti Ie Amand One hour later, the phone rings again ... de gongzuo. NT hao, shi Clare ma? Hello, is that Clare? We zhTdao. NT hao, Clare Wu Li

Clare

I know we've exchanged a few emails, but I just wanted to call to introduce myself over the phone.

Women youjian jiaoliu Wu Li guo iT ci, dan we hai xian~ Clare dadianhua ziwo jieshao yf xia.

OK (literally: thank you).

Xiexie.

WuLi

A

Clare

Yes, MrWu.

Shl, WU xiansheng.

Thanks for calling back.

Xiexie ni you da hui lai.

Are you going to the 'Global Banking' conference in Beijing next month?

Xia ge yue nin canjia zai Beijing juxing de 'Quanqiu Jinrong' huiyi ma?

Wu Li

(Yes) I am going. I am giving a presentation.

Clare

I'm also attending. I was wondering if we could meet up if you are free?

Wu Li

Canjia, wo hai yao fayan.

Zone 1: Business relationships Part 2: Culture and values

Wo ye eanjia. WO xiang, [.tract from 'Practical Guide to Brand Promotion in China - How to Promote ruguo nin you kong, women neng jiimmiim ma ~rBrand?, OrIginal article © Hong Kong Trade Development Council www.tdctrade.com Yes, that sounds like a Hao zhUyi, keyL WO fayan Culture and values Wenhua ji jiflzhfguan good idea. We could go for hou, women keyT qu a tea after my presentation. MeM. With a population of nearly 1.3 billion 2004 nian mo, ZhOngguo Neidi yT you

Clare

Thank you. /'1/ come and Xiexie. WO hui lai kan nin see your seminar and then de yantaohui de, ranhou wait for you after that. deng nino

Wu Li

Perfect. I'll see you then.

Tai hao Ie. Zaijian.

Clare

Yes (literally: thank you), /'1/ see you then.

Xiexie. Zaijian.

The following month at the conference ...

Ihould address these differences.

Clare

Mr WU. Pleased to meet you. I'm Clare Smith.

WuLi

Pleased to meet you (too). HEm gaoxing jian dao n1

Clare

Your presentation was vety useful ...

6

.t the end of 2004, China is indeed a jin 13 yi renkou, shiehang pangda. huge market. Xianggang yu Neidi de jingji fazhan 1bcJay, the economic developments ke suan shi chUnchTxiangyi, dan Jlyu of the mainland and Hong Kong are lishT, wenhua, jiazhfguan ji zhengzhi deng chayi, gangshang zai jinjOn IIlterdependent. However, due to disparities in history, culture, values Neidi shichang shi, ying zhuyi zhexie IIIld politics, Hong Kong companies chayL

WU xiansheng, hen gaoxing jian dao nino WO shi Clare Smith.

Nin de faY8n hen you jiazhf. ..

Despite the fact that Hong Kong and the Chinese mainland are adjacent to each other geographically, the values of the people in the two places differ significantly due to dIfferent cultural backgrounds and toe/o-economic factors. Hill & Knowlton, a public relations firm, II/ld Sinomonitor International jointly conducted a study on the se/f/»I'Ception of young people in China II! 2004. The majority of the 1,200 university students aged between 18 .nd 20 interviewed (male and female each making up half) describe themselves as 'honest', 'friendly' and 'easy going'. These perceptions are

Suiran Neidi he Xianggang dili shang xianglian, dan yin gebie de wenhuabeijing M shehui jingji yinsu, liangdi renmin de jiazhfguan yi you mingxian chayL Weida (Zhongguo) gongguan youxian gongsi liantong xinshengdai shichang jiance jigou yu 2004 nian zuo Ie yixiang youguan Neidi nianqingren xingrong ziji de diaocM, diaocM f angwen Ie 1 ,200 wei 18 zhi 20 sui de daxuesheng, qizh6ng nannu bTii xiangtong. DabUfeln xuesheng xingrong zijT wei 'chengshi', 'youshan' ji 'suiM', zhe doushi rujia sixiang suo yinshen de guannian. Keshi dangzhong yi you 26% xingrong zijT

wei 'gerenzhuyizhe', 76% relnwei zil Zone 2: Marketing considered to originate from shi you 'qlyejingshen', suTrfm zhe Confucius teaching. While 26% of the respondents consider themselves dou shi jiao xihua de guannian. YOI IttIrt 1: Preparing a brochure 'individualistic', 76% think they have sichelng yi shang shOufangzhe Good moming, Mr U, rimwei 'gerenzhuyi' ji an 'entrepreneurial spirit', both of thanks for calling. 'chuangxinyinian ' shi chaoliu de which are western concepts. Over lamen dui tuich6ng zhibiao, su6yi 40% of the respondents consider Thank you for taking time 'individualism' and 'innovativeness' geren texing de plnpai tebie xi'ai. 011 BIn to talk to me. the dominating trends and therefore have a preference for brands that Not at al/. highlight individuality. Shall we look at the new brochure designs?

8

Zaoshang hao, U xiansheng, xiexie nin dadianhua. Xiexie nin chou shijian he wo lanhua. Bukeqi. Xianzai women kan yi kan xin xuanchuance sheji ba?

4111

Yes, go ahead.

Hao. Kaishi ba.

ulln

Firstly, you are going to use the brochure at the exhibition in China, aren't you?

Shouxian, nin xiang zai ZhOnggu6 juxing de zhanlan shang yong zM ge xuanchuimce, shi ma?

1111

Yes, this exhibition is an important part of our marketing campaign in the Asia region.

Shi. Zhe ci zhanlan shi women zai Yilzh6u diqO yingxiao zhanliie de yi ge zhOngyao buten .

• ,Bln

Well, you can have this brochure as a paper document or as a PDF to email to contacts after the show.

Name, nin keyi bel xuanchuance zuo cheng shOrn ian zfliao, huo PDF dianzi wendang , zhanlan hou fa dianziy6ujian gei kehu.

Usa

Great, that will save time.

Tai haole, zheyang jiesheng shijian.

UBin

We have made your unique selling points clear.

Women tochO Ie chanpin tese.

9

Lisa

Yes, that is really good (literally: very good).

Henhao.

Li Bin

We have emphasized your product has low prices, as well as cutting edge technology.

Women hai qiangdiao Ie chan pin budan y6ngyou gaoduan jishu, erqie jiage df.

Lisa

Good, and we have shown them we have a track record so that they will have confidence in us.

Hao. Erqie women yTjing zhilnshi women you

Li Bin

And are you happy with the text?

Lisa

I think it is fine. /'1/ show it to the rest of the team before we sign it off.

Li Bin

When will you be able to do that?

Lisa

/'1/ do that this week and then we'll get it translated.

Li Bin

We can speak again next Friday then.

Lisa

Great. I really appreciate your help with this.

10

Zone 2: Marketing ...... 2: Brand promotion channels I:"'ecl from 'Practical Guide to Brand Promotion in China - How to Promote tuwBrand?' !Wfglnal article © Hong Kong Trade Development Council www.tdctrade.com

IfInd promotion channels

Tuiguang prnpai fangfa

genzong fuwu jilu, ~8ys, companies promote their zheyfmg tamen jiu hui ~ in different ways. Advertising, hen fangxin . relations, point-of-sale · d' .,. • . .-motion, word-of-mouth and NIn UI nelrong manYI rna . . .-motion through distributors are . . most widely used methods. WO renwei keyT. Zai zuihli I\mong these, advertising has long queding zhT qian, wo yao ,..." the primary means of promotion na gei bu IT qita ren kanka ... can reach a large number of

Qiye xianyou hendu6 cengchiibuqi6ng de tuiguang pinpai fangfa , zui changybng de shi guanggao, gongguan, xiaoshou, koubei he fenxiao. Guanggao liIai d6ushi zui zhuyao de tuTguang chuanbo fangshi, keyT zai zuiduan shijian jiechu daliang xiaofeizhe. Gongguan xuanchuan sh6ufa jiao Nin shenme shihou neng ..,..umers over a short period of wei jianjie, zhuyao shi yT t6nggub dinggao? 11M. Compared with advertising juban hub zhTchi yixie yu shehui Zhe zh6u, ranhbu fanyi . .tIIch takes a hard sell approach, gongzhong xiangguan de xiangmu tIfIbIlc relations activities are less lai shuli qiye pinpai xingxiang, ,-.c/ as they help build up a meiyou guanggao de yingxiao Name, women xia zh6u oompany's brand image through sh6ufa, dan xiaoyong t6ngyang wu zai tan. .,anlzing or sponsoring events for xianzhu . Xiaoshou zhuyao zhEindui Tai hilo Ie. Feichang !lie community. However, public yixie xTn jia ru hub youyi zhuanhuan ganxie nin de bangzhu. ,."tlons are just as effective as pinpai de xiaofeizhe, xiaoshOu neng ICIvwtJsing. Point-of-sale promotion zai duan shijian nei dadao cuxiao .• Ia/'fleted at new customers or zhT xiao, dan ci fangshi wei neng owtomers wishing to change brands. baozhEmg keyT gaibian guke dui qita I'oInt-of-sale promotion can often pinpsi de zhOngchengdu. ttChleve short-term sales effect, but " ..y not be very successful in convincing customers to switch their tnnd loyalty.

..-uc

11

As for word-of-mouth, many people have the misconception that it only works for long established brands. In fact, word-of-mouth hinges very much on brand quality and service level. Relatively new brands can also generate word-of-mouth provided that they meet these two criteria. Professionals, senior company executives and celebrities are the most effective personalities for word-of-mouth promotion.

Zhlyu koubei xuanchuan, hendu6 rEm cuowuyiwei ci xuanchuan zhi shiyu lishi youjiu de pinpai, qishi koubei de chengxlndu qujue yu pinpai zhlliimg ji fUwu shuizhUn, nianzT jiaoduan de pinpai ruo neng baozheng yi shang liangxiang tiaojiim, pinpai de koubei yl hul jianjian xingcheng. Zhuanye renyuan, qiye zhuyao renyuan, quanwei renshl demg d6ushl jianli koubei zul you weixlnli de chuanbozhe.

Many Hong Kong companies prefer to choose promotion through distributors when they first enter the mainland market because distributors understand the local market conditions better. Besides, local distributors have already established extensive networks and can directly and effectively promote products and brands to consumers and other retailers.

Fenxiao tuTguiing shi hendu6 giingshiing jlnru Neidl shlchiing sl Xue Jiangbin suo xuanyong de yingxiao fangfa, y6uyu fenxiaoshiing dul gai di shichiing geng shuxT, yi yi jianli GaoXiang wanshiln de wiinglu6, ke zhijie ji geng youxiao dl jiang ch3npin huo pinpai tuTguiing zhi guke huo qita Xue Jiangbin Iingsh6ushiing.

12

Zone 3: Sales Part 1: Preparing a sales plan

0.0 Xiang

I am very happy to see WO hen gaoxlng, jinnian de shiji xiaosh6u e chiiogu6 that our actual sales for this year have exceeded Ie xiaosh6u mubiao. our target sales.

)Cue Jiangbin

Yes, it means we are on track for our three-year sales plan.

Shi, jiu shl shu6, women de sannian xiaosh6u jihua de sTlu shl zhengque de.

0.0 Xiang

We reached the RMB 60 million revenue mark last year.

Qunian women dadao Ie renminbl liu qian wan yuan de shouru.

And we are aiming for a turnover of RMB 90,000,000 this year.

JTnniEln women miaozhun mubiao renminbi jiu qian wan xiaosh6u e.

That is 50 % growth. That's quite ambitious.

Jiu shl shu6, zengzhiing Ie baifenzhT wushi. Zhe shl hen da de cMngji.

Women xianzai xOyao We now need to see if our estimates for next year kankan mfngnian de yuji mubiao nengfou are achievable. wancheng.

Gao Xiang

Let's take a look at a list of our existing clients.

Xian kankan xianyou de kehu dan ba.

Xue Jiangbin

Most of our current leads come from clients that are referred to us.

Dabufen zhuyao kehu shi t6ngguo jieshao de.

GaoXiang

Word-of-mouth is a powerful thing!

Kout6u xuanchuan de xiaoguo zhen hao a!

Xue Jiangbin

Yes, it is an important sales Shi. Zhe shl women yi ge zhongyao xiaoshOu qudao. channel for us. 13

Gao Xiang

Xue Jiangbin

Gao Xiang

Xue Jiangbin

Gao Xiang

Xue Jiangbin

Gao Xiang

Xue Jiangbin Gao Xiang

Another important sales channel is to get repeat business from our existing clients. Our aim next year should be to get 75% repeat business. We can segment our market and target our clients more efficiently.

Ling yi ge zhongyao xiaoshou qudilo shi he xiilnyou kehu jixu zuo shiingyi. Mingnian de mubiao

Zone 3: Sales ~

2: Retail systems

..,..7'

#tlfnlct from 'Practical Guide to Distribution in China - How to Launch Product

yTnggai shi baifenzhT qTshiw OtfrIInal article © Hong Kong Trade Development Council www.tdctrade.com shi he lao kehU de sheng} Lingshou tTxi ""';1 systems Women keyT huilfen

shiehang, geng youxiao ( ~ the Chinese economy continues fuwu kehU. 10 lurpe ahead, the consumption ,..,.r of the cities is rising steadily Yes, we should aim to have Shi. Women yao you yi xilie xiimgmu, mubiao s~ fIItd retail is making up an a series of projects with an average value of at pingjun mei bT shengyi ftQteasingly larger share of the tflmmereia/ distribution sector. In least RMB 50,000. zhishao renminbi ".n/cular, the rapid expansion of 50,000 yuan. fIItVe·scale supermarkets and In this case, we should hit Zheyang, Mingnian warne Ifrpermarkets in recent years our sales target again yTnggai ye neng wanehen, .lIIderlines the growing importance of next year. xiaoshou mubiao. "" retail sector. That's a relief! But to deal Na jiu fangxTn Ie! Name, China is a vast country with an with the increased volume weile youxiao guanlT llllbalanced development of regional of sales, we need to make buduan zengzhang de toOnomies and diverse consumer xiaoshouliang, women d, our sales process more ",.ferences. Its retail markets in xiaoshou ehengxu xuya, formal. dllrerent regions differ significantly geng guTfan. tom one another. The hierarchy of We need to monitor our Women xOyao genzong ,.",lIers differs from city to city leads and maintain our zhuyao kehu, bing baocu depending on its level of economic customer database. women de kehu shujuku .ve/opment. We may need a sales Women xOyao yi ge In economically more developed cities manager to help us. xiaoshOu jTngli biingman[ that command greater reach, the

Yes, he could do client research and help us to prepare proposals. 14

Shi. Ta keyT zuo kehu diaoeM, bing bangzhu women tigong jianyi.

,..tall market can be divided into four tiers:

15

Suizhe Neidi jTngji fiizhan chengdu de buduan tisheng, chengshi xiaofei nengli de tigao, IingshOuye zhan shiingye liutong zongliang de bTil buduan tigao, y6uqi shi jinnian da ehiioshi ji da maiehiing de xunsu jueqT, shT IingshOu tTxi de diwei riyi zhongyao.

Neidi diyu liaokuo, dlqu jTngjl fazhfm bu pingheng, xiaofei xiguan chayi henda, lingshou zai Neidi chengxian chO mingxian de qOyu xing tMian, lingshou de eengei yTn chengshi de jTngjl fazhiin shuTping bu t6ng er you chabie.

Zai jTngji fada fushe nengli qiang de da chengshi lingshou de cengc] you si ge:

•

•

National commercial districts featuring large department stores, supermarkets and specialized stores; Regional commercial districts mostly located near residential areas featuring large general merchandise stores; Community commercial districts - featuring supermarkets offering primarily food products and daily necessities; Residential districts - featuring convenience stores and small retail outlets.

In medium-sized cities, the retail market is mainly made up of smalland medium-sized commercial outlets in addition to severallargescale commercial facilities. In small towns and county-level townships, the retail market has only one tier comprising primarily of small commercial outlets such as supermarkets and convenience stores.

•

Quimguoxlng shiingye qu, yongyou da xing biiihub dian, chaos hi, zhuiinyedian;

•

Quyuxlng shiingyequ, duoshu zai jOminqO fujin yT daxing zongh shlchiing wei zhutT;

•

Shequ xing shangyequ, yT shipin riyongpTn wei zhu de chiioshl wei zhutT;

•

JOminqO nei shell de bianlldian he xiaoxing lingshbu wiingdiiin

lone 4: Customer service .... 1: Reviewing customer service _Tong

I am really disappointed that WO hen shIwang benyue we haven't met our women meiyou dadao customer service target kehu fuwu mubiiio. this month.

~1IIiIIIO

Me too. Let's have a look at the latest monthly reports and find out why.

wo ye shi. Women kankan zuijin de meiyue baobiiio, zhao chO yuanyin.

~Tong

The last customer survey shows that customer satisfaction is low.

Shangci kehu diaocha xianshi kehu miinyldu ill.

~1IIiIIIO

Yes. The level of Shi. Kehu tousu liang complaints is rising month zhuyue sMngsheng. on month.

Vlbln

Vlbin

Zhongdeng chengshi de lingshbu chu jianli jTge daxing shiingye shes ~Tong wai, zhuyao yT zhong, xiaoxing shiingye wiingdiiin wei zhU. Zai xia chengzMn he xianji shizhen de IIIIJng Vlbin lingshbu de cengci danyI, zhuyao y chaoshl, biimlldiim deng xiaoxing shiingye wiingdiiin weizhu . ' 11110 Tong

And it is taking too long for us to respond to customer enquiries.

Dul kehu zixun fiinylng shijian tai chang.

There does seem to be some improvement on the phones.

Dianhua jieting sihO youxie giiishan.

Yes, we are answering

Shi. Baifenzhi bashiwu de dianhuil women dou neng zai shimiao zhinei jieting.

85 % of calls within 10 seconds. 11111110 Yibin

16

Let's see if we can find some short-term fixes that might improve our customer service over the next quarter.

17

Women kimkan nengfou zhao dao ylngji cubs hi, gaishan xiiljldu de kehu fuwu .

Guo Tong

The important thing is that the staff are doing their best.

ZhOngyao de shl yuangong d6u zai nuli.

Dong Yibin

Yes, I agree. It is the Shi, WO t6ngyi. Kenemg ~ customer service process kehU fuwu chengxu bu that may be flawed. wanshan. We need to look at what the customer needs end-to-end.

Women xuyao congtoudaowei kan yi kehu xuqiu.

Dong Yibin

And the technology infrastructure needs a lot of investment.

Erqie jishu sheshi xOyao daliang touzT.

Guo Tong

But if you look at the reports again, the customer satisfaction rate is improving in a couple of departments.

Danshi, ruguo nT zai kan baobiao, you iT ge burner de kehu miinyHu zai tigao.

Dong Yibin

I think our pilot customer care training sessions were worthwhile.

WO renwei women zuo dr guanzhu kehu shlyan peixun huodong shi zhidede.

Guo Tong

I think we should roll them out across the whole company.

WO remwei women yTngga ba hu6dong tuTguiing da, quan gongsi.

Dong Yibin

It empowers our employees Ta neng zengqiang to sort out the whole yuangong jiejue wenti hi problem and meet manzu kehu yaoqiu de nengll. customer expectations.

Guo Tong

That should improve customer service.

Guo Tong

18

Gong Yibin

And improve staff morale too.

OUoTong

We have to be responsive Women blxO dui kehu to our customers. fiinylng xunsu .

Gong Yibin

Blngqie guwu yuangong shiqi.

This is a win-win situation Zhe dui women he kehu for us and our customers. shl shuangying jushi.

XL

Ye neng gaishim kehu fuwu.

19

II I,...,. whose legal rights have Xiaofeizhe g6umai . shiy6ng

Zone 4: Customer service Part 2: Consumers' rights and manufacturers' obligations

~ IjI

MImed in the course of buying

-.0 " product can seek

Extract from 'Practical Guide to Distribution in China - How to Launch PrOt/I, _ _..t/on from the seller. The Sales?' .... 1»11 In tum seek Original article © Hong Kong Trade Development Council www.tdctrade.co.-..at/on from the ~'urer or other sellers in the

~ chaIn if these parties are . . . for causing the harm.

Consumers'rights and manufacturers' obligations

Xiaofeizhe quanyi ji shengchanzhe zeren

Under China's Consumer Rights Protection Law, consumers have the right to know the truth about the products and services they use. Depending on the nature of the products or services, consumers have the right to ask for information from the business operator on the price, place of manufacture, manufacturer's name, usage, functions, specifications, grade, major ingredients, production date, expiry date, inspection certificate, instruction manual and after-sales service of the product; or in the case of service provision, the content, specifications and fees of the service. Consumers who suffer personal injury or property loss as a result of buying or using a product or service have the right to seek compensation in accordance with the law.

Zhonggu6 'xiaofeizhe quanyi biiohufii' guiding, xiaofeizhe xiangyou zhixi qi g6umai, shiy6ng t~ I~ China's Product Quality Law, shiingpin hu6zhe jieshOu de fuwu I ~turers are accountable for zhenshi qingkuang de quanli. Genl" ' " .,.lIty of their products. They shangpin hu6zhe fuwu de but6ng ... not produce goods banned by qingkuang, xiaofeizhe you quan - ...,., forge or pass off yaoqiu jingyingzhe tigong shangpir "-';atlon mark or quality mark, de jiage, chiindi, shengchiinzhe, . . . lalse claims with regard to the yongtu, xingneng, guige, dengji, . . of origin and manufacturer's zhuyao chengfen, shengchlin riqi, . . . and address, make adulterated, youxiao qixiim, j iiinyim hege .... or inferior products. If the zhengming, shiyong fangfii ~,. in a product cause harm to shuomingshu, shouhou fuwu ; ,... human body or damages to hu6zhe fuwu de neir6ng, guige, ,'/IOI»r1y. the manufacturer will be feiyong deng youguan qingkuang ...", responsible for compensating Xiaofeizhe yin goumiii, shi y6ng "" harmed parties. shangpin hu6zhe jiesh6u fuwu sh6udao renshen, caichlin sunhai de, xiang you yifii huode peichcinl de quanli.

20

21

shiingpin shi Mfii quanyi sh6udao sunMi, keyi xiimg xiaoshouzhe yaoqiu peichcing. Xiaosh6uzhe peicMng h6u, shUyu shengchiinzhe de zeren hu6zhe shuyu xiang xiaoshOuzhe tigong shangpin de qita xiaoshouzhe de zeren de, xiaoshouzhe youquan xiang shengchiinzhe huozhe qita xiaoshouzhe zhuichang. Genju zhonggu6 'chcinpin zhiliangfii', shengchiinzhe yingdang dui qi shengchiin de chcinpin zhiliang fuze. Shengchanzhejinzhishengchan gu6jia ming ling tao!ai de chcinpin; jinzhi weizao hu6zhe maoyong ren zheng biaozhi, mingyou biaozhi deng zhiliang biaozhi; jinzhi weizao chcinpin de chiindi, weizao hu6zhe maoy6ng taren de changming, changzhi; jinzhi zai shengchan, xiaosh6u de chan pin zhOng chanza, chanjia, yi jia chongzhen, yi ci chong hao. Yin chcinpin cunzai quexian zao cheng renshen, caichan sunhai de, shengchanzhe yingdang cMngdan peichang zeren.

Zone 5: International trade Part 1: Preparing an export strategy

used search engines in kankan women youmeiyou China, to see if we can find zhijie de jingzheng any direct competitors. duishOu. Zha shi . ZhOnggua shiyonglu zui gao de yi ga sousuoyinqing zhiyi.

We've done well in our domestic market, so we now want exporting to become an important part of our business.

Guam}i shichimg womo yijTng zuo de h{mhflO, xiimzai xiang shi chOk6u maoyi cheng wei wome~ ~Qin shengyi de zhongyao bufen.

Wang Qin

Which markets are you thinking about targeting?

Nin xiang miaozhOn nax -.rt shichang? ~ Qin

Robert

Well, we were thinking of China as one potential market, as well as Japan and Singapore.

En, women zhang zai kat ba Zhonggua zuowei qianzi.!i shichang, ji Rib ....rt

Wang Qin

It would be better if you target one main market to start with.

Ruguo neng c6ng yi ge zhuyao shichang kaishi hui gang hao.

Robert

OK then, it would have to be China.

Hao de. Name, yinggai s ZhOnggua.

Wang Qin

You should put together an export strategy.

Nin yinggai zhiding yi chOkou cellie.

Robert

Absolutely, I agree with you. WO feichfmg t6ngyi nin de guandian.

Wang Qin

Liaojie kehu xOyao hen It is important to know what your customers want. zhongyao. Nin zuo guo ·, ..rt Have you done any shiching diaocha rna? market research yet?

I suppose we'll have to think WO xiang hai bixO kaolu about exchange rate huilu qifu. fluctuations.

Not really. We've searched Mei zuo duDshao. Wom{ IVIng Qin on the Google website, zai Google wangzhiln which is one of the most shang sou suo Ie yi xia ,

Yes, and think about your payment terms and payment methods too.

Robert

Robert

22

ge

Kaiduan hen hao, dan zuihao zuo quanmian de shichang diaochci.

I can see the benefit of that. WO mingbai ta de haochu. It would be better if you can make a market visit to China.

Ruguo nin neng qu kaochci Zhonggua shichang, hui gang hao.

Yes, 1'1/ think about that.

Shi. WO hui kaolu de.

It can help you to decide if you will need to adapt your product for the local market.

Zhayang youzhuyu nin jueding shifou xOyao tiaozheng chcinpin, shiying dangdi shiching.

-.rt

I'm a bit concerned about how we'll get paid.

WO hEin guanxin ruhe dedao fukuin.

IIIIng Qin

You'll have to set up your terms of trade for your export markets. They are vel}' different from your domestic market.

Nin bixO zhiding haiwai shichang maoyi tiaokuan. Ta he guanei shichang hen bu yiyang.

~ Qin

he Xinjiapo.

That's a good start, But it is best to do full market research.

23

Shi, ye yao kaolu fukuan tiaokuin he fukuan fangshi.

line 5:

International trade

Robert

We need to maintain a good profit margin.

Women xuyao baochi OJ Ilrunlu.

Wang Oin

A lot of this will be simpler if you use an agent or distributor.

Ruguo nin xuanze dailishiing, hub fenxiiioshang, zhilxie wenti jiu bTjiao jiandan.

Robert

It seems an attractive

Zhe ge xuanze sihu hen hao. """"utlon of imported goods China's accession to the ~, Ihe mainland had maintained . . control over import-export . . .' Foreign companies generally . . . nol permitted to import goods .., ..Ie in the mainland. In 2003, . . ftIe merger of the State fIIItttomlc and Trade Commission . . ftIe Ministry of Foreign Trade . . 'conomic Cooperation I/IOIlTEC) into the Ministry of ....",.rce (MOFCOM), domestic . . torelgn trade began to come . . , unified management. In 2004, ..... fully liberalized foreign trade. 1/1 ". end of 2004, foreign .-m.rcial enterprises were tIIIt/Iftd 10 be established, making it fIII//eIIble for foreign companies to -.ort goods for sale in China. • • can now freely engage in -.ort-export business in China.

option (literally: this option seems very good).

24

.... 2: Distribution of imported goods ..-ct from 'Practical Guide to Distribution in China - How to Launch Product .,1' (. , . , article © Hong Kong Trade Development Council www.tdctrade.com

_to

Jinkou shang pin de fenxiiio

,/ftder the new 'Measures for the ....'ministration of Commercial II.rprises with Foreign Investment'

2004 nian 6 yue Neidi shishi xin de 'waishang touzi shangye lingyu guanli banfa' guiding waishiing t6uzi qlye

25

Rushi qian, Neidi dui jinchiikou maoyi guanli jiaowei yange, yiban waishiing buneng jinkou shang pin zai Neidi xiiioshOu. 2003 nian Neidi chi!xiiio gu6jiii jingmaowei, waijingmaobu, zu jian shiingwubu, shixing neiwai maoyi guanli yitihua, 2004 nian Neidi quanmian fangkiii wai mao jingyingquan, tongniandi, quanmian yunxu shell waishang qiye, yincT waishang key! jinkou shiingp!n zai Neidi xiaosh6u,

implemented since June 2004, foreign-invested wholesalers may import and export goods, and foreign-invested retailers may import goods that they deal in (with the exception of those goods under the management of state trading). Foreign trade operators engaging in the import and export of goods or technologies must file and register with the local foreign trade department designated by MOFCOM after registering with the industry and commerce administration. Upon completion of the filing and registration procedure, the operator can then proceed to complete other formalities for conducting foreign trade with the customs, inspection and quarantine, foreign exchange and tax departments.

lone

ke congshi shangpin jin chO k6u 6: Project management Y6u cT ke jian, waizi pifashang key 1: Reporting on a global project c6ngshi shangpin jinchOkou. Yi waishfmg t6uzi xingshi cMngli de I'm glad that we've got the fenxiao huo waimao gongsl, keyi scope of the project c6ngshi jinkou shang pin de fenxl' signed off. yewu (shixing guoying maoyi gui! _Jlanghai That is a major milestone. de shangpin chuwai).

JIrt

C6ngshi huowu, jishu jinchOkou d! jTngyingzhe dou bixO zai banli gongshang zhuce dengji hou dao shangwubu weituo de difang dui wai maoyi zhuguan bUman banll bei'an dengjl. Bei'an dengji hou, ) _Jlanghai keyT dao hiJiguan, jianyan jianyi, waihui gwinli, shuiwu deng bum& banlikaizhan jinchOkou yewu de youguan shouxu.

_Jlanghai

The project sponsor was key in driving that through.

Hen gaoxing zhe ge xiangmu neirong wanchlmg Ie. Zhe shi ge zhongyao shijian. Xiangmu fuzeren qT Ie zhongyao de tuTdong zuoyong.

And the project processes Xiangmu cMngxu zheng are working. zai yunzuo. It was a good idea of yours NT de na ge gei tuandui to do the project zuo xiangmu gwinli management training for paixun de zhOyi hen hao. the team. Everybody seems to Dajia sihO dou lijie ni xOyao understand that you need xiangmu qidongbiao, project initiation biimgeng kongzhi he statements, change zhlliang kongzhi. control and quality control. And we seem to have started Zheyang, women sihO most phases of work. yTJTng kaishT Ie zui zhongyao de gongzuo jieduan.

Yes, we are about 15% of the way through the whole project. '-Jlanghai

26

Shi. Women yiJTng wancheng zheng ge xiimgmu de 15%.

How are the pilot projects Shiyan xiangmu jinzhan going? I was worried that ruhe? WO danxTn y6uxie some of them had late xiangmu kaishi riqi wan. start dates.

27

David

The one in South Korea is Hangu6 de shiyan on schedule now. xiangmu yi zhunshi qid611

Wei Jianghai

That's good news.

David

The project in Japan is Riben de xiangmu hEJn important as it is the biggest. zhongyao, yTnwei la shi zui da de.

Wei Jianghai

Do we need to put more Women xOyao zai zhe g. resources on that project? xiangmu shang 16uru gill duo zTyuan rna?

David

Yes, we definitely should because it is on the critical path. If we do that, it will keep us on schedule.

Shi, juedui yTnggai, yTnw. zM ge xiangmu zheng II guanjian shike. Rugu6 women 16uru gemg duo d· zTyuan, jiu neng an jihua jinxing.

Wei Jianghai

How is the overall schedule looking?

Zhengti jihua ruhe?

David

Most of the key deliverabies Dabufen de zhuyao su61 gongzuc) yijTng wanchell have been produced.

Wei Jianghai

And projects in most countries have control of their project costs.

Dabufen gu6jia de xiangmu dou you xiangmu chengben kongzhi.

David

So we are on budget and on target for our completion date next March.

Ye jiu shi shuo, zai mingnian sanyue wancheng riqT qian, women de kaizhT zai yusuan nei, bingqie chi zhe mubiao qianjin.

Wei Jianghai

We still have a long way Women hai you hendu6 to go and we need to keep yao zuo, xOyao dajia everyone on board. jixu nuli. 28

Hao xiaoxi.

IIIIwId

Talking about that, when are we meant to start the internal communications project?

29

Shuo dao zhedian, women sMnme shihou kaishl neibu goutong xiimgmu?

fI/fOIutely crucial for a project that is .",.tlonal in nature. Every person Part 2: How to manage an international project • Interpret the aims of the project Original article © Sarah Carroll, founder of Grow Global www.growglobal.t, ,. lie context of both their role and .... cultural background. You may . . to offer a day's workshop to your Ruhe guanli guaji xiangmu How to manage an international fllllect team to focus solely on the project IIfI«:t objectives and scope and to Xiimgmu gWlnli de tiaozhan The challenges of managing a . . . .r their questions. zhbngsuozhouzhi, bai fen zhi liushl . project are well-known with 60% of ..... to the strengths of the xiimgmu yaome da bu dao mubiaG projects either failing to meet their fllllect team yaome bimeng anqi wancheng; objectives or being delivered late. sheF du{)zhOng wenhua, du{)zh6n .Mry project team, some Working on multicultural and yuyan de guoji xiangmu gElng shi ..wers will have specific technical multilingual international projects just adds to this complexity, so there fuza. YincT, yao quebao chenggolll . . . that you will need to utilize. IIapIe from different cultures also are a number of factors to consider to you ru xia jTge yinsu yao kaolQ. . . . different innate tendencies and make sure that they are a success. . . of thinking and if you are astute, Ch6ngzu de shfjian Allow more time ,., can harness this talent and play Most projects overrun, so you must Oa bufen xiangmu doO hui chaog~ fit the advantage of your project. guiding shijiin. SuoyT guihua shi . , everyone does things in the same include additional contingency in yiding yao ba buce shljian baokutl .... so be tolerant of different ways your project plans. You would be zainei. Mfngzhi de zubfa shi, wise to allow extra time for project _".ning to the same end point. xiangmu chOqi yao you chongzu d """times you may even be induction, so that you can do some shfjian, yTbian tuandui jianshe, team building exercises to help the fllllN/sed at the creativity that youzhu yu tuandui geng you xiao -.,pes and you end up with a result team work more effectively together. xiezub. Ruguo nT de xiangmu shi If your project is truly international MIl better than you could have ever chun gu6jixing de, nT hai xOyao zu, _ned. and you need to produce qfla yllzhong de wenxian ziliao he documentation and systems in other languages, then build in time for xltong, ranhbu liuchO finyi shfjian translation.

Zone 6: Project management

Make sure objectives are clear

Quebao mubiio mfngque

It is important that objectives are well-defined for any project and it is

Zhbngyao de shi, renhe xiangmu mubiio dou yao jieding qingxi,

30

31

guaji xiangmu youqf rucT. Meiwei yuangong dou yao jiehe zijT de zhfze he wenhua beijTng, chongfen Ifjie mubiio. NT hai keyT jllbim yilian de tuandul yantaohui, zhuanti laolun xiangmu mubiio he fanwei, jieda yfwen.

Fahui luandui liIiang Tuandui zhong, youxie yuangong you nT xOyao de leshO ji'neng. BCltong wenhua beijTng de ren you butong de tiansheng xThao, siwei fangshi ye butong. Mfngzhi zhi jll, shi fihui zhezhong tiinfu, Ilyong dao xiangmu zhong. Bingfei suoyou ren dou yT tong yi fangshi zubshi. SuoyT dui butong fangshi dadao tong yf mubiao yao kuanrong. Zuizh6ng, youshf ni shenzhl hui chiJing yu tuandui biaoxian chO de chuangzaoll, jieguo yixiangbudao de hao!

Zone 7: Legal services

I"Xiaohui

Yes, that is true within China, although things are changing with more international companies operating here.

Shi, zai ZhOnggu6 zhe shi zhen de, jingui'm suizhe yuelai yueduo de gu6ji gongsizaiZhongguo yunzuo, qingkuang zai gaibian.

lin

I am concerned about selling our new product here though, as I feel we need some safeguards.

Jinguan wo hen guanxin women de xin chan pin zai zheli de xiaoshou, dan wo ganjue rengran xuyao yixie fangffm cuoshi.

Are you worried about issues such as confidentiality and intellectual property rights?

Nin shi danxin jimi M zhishi chanquan zhTIei de wenti rna?

Yes! And whether we should register our trademark here.

Shide! Haiyou, women shifou yinggai zai zheli zhuce shangbiao.

We can talk about all of these issues.

Women keyi taolun suoyou zhexie wenti.

And do you have the same data protection laws in China?

Zhonggu6 you shuju baohu fa rna?

Part 1 : Visiting a commercial lawyer Ben

Thank you for making time to see me at short notice.

Xiexh3 nin yi jie dao timgzhi jiu anpai shijian jian woo

Liang Xiaohui

Not at all. Thank you for coming today.

Bukeqi. Xiexie nin jintl.

My friend, Mr Li, from Hongtai Trading Company recommended you to me.

WO de pemg ou, Hongt.i, maoyi gongsi de LT xiansheng, xiang wo jieshao nino

Ben

h~i.

Liang Xiaohui

Yes, I have been working Shi. Wi) ye wei tamen gongzuo. WO jTntian nOn with them too. And what can I do to help you today? bang shenme mc'mg?

Ben

I understand what you told me on the phone, that traditionally in China, you don't have Westernstyle contracts.

Nin zai dianhua zhong gaosu wo, zai Zhonggll chuantong shang meiyl" xis hi de hetong.

Yes, that's right. Everything tends to work on trust here, especially within a working unit, between staff and the working unit.

Shi. Zai ZhOnggu6, yiqk dou jianli zai xinyong shang, youqi danwei n~ yuangong he danwei zhijian. ".Xlaohui

I've heard that it is rare for things to go so wrong that they end up in the hands of lawyers or are brought to court.

WO tingshuo, fasheng maodun shi, henshao /1, lushi, hue shang fating

Liang Xiaohui

Ben

32

•

.

'I-.aXiaohui

There is a lot to think about. Yao kaolu de wenti We can talk about what henduo. Women keyT xian steps you can take first. tantan nin kaishT key] zue shenme. What do you think we should do as a minimum?

33

Nin renwei, women zhishao yinggai zue sMnme?

Liang Xiaohui

Well, let's start with the trademark. You have a well-recognized brand in Europe and your trademark is already registered there. I would recommend that you register it here in China too.

En, women cong shangbiao kaishT ba. Nil de pinpai zai ouzhou yijing bei guangfan rentong, bingqie zhuce ~ shingbiao. WO tiyl nin ye zai Zhongguo zhUd

Ben

OK, but where should we start? I've heard that there is a lot of red tape in China and it could take a long time.

Haoba. Dan cong nali kaishT ne? WO tingshu6 1 ZhOngguo you hendu6 fuza cMngxu, keneng h' henchang shijian.

Liang Xiaohui

Well, it is not too difficult. Trademark registration is administered by The Patent Office. I am going into The Patent Office tomorrow. I will pick up the relevant documents for you and send them to you.

En, mei name nan. Shangbiao zhUce you zhuanl1ju guanli. WO mingtian jiu qu zhuanliju na youguan wenjiim, ji <) nino

Ben

Thank you so much. That would be very helpful.

Feichang ganxie. Zhe hen you yong.

34

35

. . People's Court. The interested

Zone 7: Legal services Part 2: Protection against intellectual property rights infringement

,.,ves may also request the relevant fl/lmlnistrative authorities for _ns.

Extract from 'Guide to Doing Business in China'

twlen an IPR infringement dispute Original article © Hong Kong Trade Development Council www.tdctrade.cOl ....s, the infringed party may tfIIIitute legal proceedings directly WaiqT zai Zhongguo bei qinqua" .., the People's Court at the place Protection against intel/ectual property rights infringement shi de chuli fangfa fI the infringer's domicile or where Zhongguo de zhishi chiinquan fil "'nfringing act takes place. China's intel/ectual property legislation stipulates that guiding dui qinfan zhishi chiinqu' Cttder China's current judicial infringement of intel/ectual de xingwei ying chengdan xiangyl" ",fem, Intermediate People's property rights (IPRs) are dealt with de tingzhT qinhili, xiaochU yingxial1l ....rts are courts of first instance gongkai peilidaoqian, peicMng by administrative procedures and ., ".tent infringement cases. Civil sunshi deng minshi zerim; jinggao . . . involving copyright are dealt legal proceedings. In terms of civil liabilities, the infringer may be zeling tingzhT qinquanxingwei, .., by the People's Courts at above moshOu feiffl suode, fakuan, ordered to stop the infringing act, """"ediate level. High People's peicMng sunshi deng xingzhimg eradicate the damage done, make Iturts can, based on the actual public apologies or compensate for zerim yTji xingshi zerim. flcumstances in the districts under damages. In terms of administrative .... respective jurisdiction, assign measures and criminal liabilities, lItopIa's Courts at lower levels to they include warnings, orders to tend/a first hearings of civil cases stop the infringing act, confiscation f/IIlIfOIving copyright disputes. of unlawful gains, fines, and compensation for damages. When an IPR infringement dispute arises, the interested parties may resort to mediation. If mediation is not a preferred option, or mediation has failed, or one of the interested parties refuses to abide by the outcome of mediation, legal proceedings may be instituted with

Fasheng zhishi chiinquan qinquil. jiCifen, dangshiren keyT tiaojie. Bli yuan Mojie, tiaojie bucheng huozhi liaojie dacheng xieding hou yifang fan huT de, keyT xiang renmin fflyw\1 qisu. Dangshiren ye keyi zhijie yaoqiu xiangguan xingzhimg gu
36

37

Duiyu zhishi chiinquan qinquan jiCifen, bei qinquanren keyT zhijie xiang qinquan xingwei dihuo beigilO zhusuodi renminfflyuan qTsu .

Genju Zhongguo xianxing shenli guiding, zhuanli qinquan anjian, yi shen bixu shi zhongjirenminfayuan. Zhuzuoquan minshi anjian, you zhongjiyishangrenminfayuan cMIT. Ge gaojirenminfflyuan genju ben xiaqu de shiji qingkuang, keyT queding ruogan jiceng renminfayuan chUlT diyi shen zhUzuoquan minshi anjian .

Zone 8: Finance

ltlristopher

It is clear that they have done well for a number of years.

Hen mingxian, jinian lai tamen zu6 de hen hao.

tin Haili

And the economy is relatively stable in that country too.

Zhe ge gu6jia de jingji ye xiangdui wending.

Yes, their cash flow is positive and they are managing to reduce their debt.

Sh1. Xiimjin liudong leguan, erqie zheng shefa jiimshao zhaiwu.

tin Haili

What I don't understand, though, is that although they seem to be doing everything right, their share price is really low.

Danshi wo bu mingbai de shi, suiran tamen sihO yiqie dou zu6 de henhao, gongsi de gupiao j iage que hEm di.

Owtltopher

The stock market is sensitive about uncertainty. Implementing new technology in an emerging market is risky.

Gupiao shichang duiyu shichang bu wending hen mingan. Ziti yi ge xin shiching caiyong xin j1shu him maoxian.

'-'Haili

Yes, I know it's not all about Sh1. WO zhidao, zhe the balance sheet and the bujinjin shi zichan profit and loss account. fuzhaibiao, he sunyibiao dewenti.

Part 1: Reviewing an annual report Christopher

I've got a good feeling about this company.

Sun Haili

Yes, the annual report and Sh1. Niandu baogao he annual accounts look niandu zhangmu kan ql ~ GhrIstopher very professional. hen zhuanye.

WO dui zhe ge gongsi d. y1nxiimg hen hio.

Christopher

It makes me think that the company is well run.

Zhe shi wo renwei gongll jingying lianghio.

Sun Haili

They have grown significantly over the past three years.

Sannian lai gongsl fazM" xunsu.

Christopher

Their financial results are very good.

Tiimen de caiwu yej1 hen hao.

Sun Haili

They have increased its users by over 25,000 during the last quarter.

Shangjidu, tamen de yonghu zengjia Ie 25,O{)(1 ge.

Christopher

They had 3 million customers at the end of last year.

Qunian di, you 3 baiwan kehu.

Sun Haili

And the market is still far from saturated.

Erqie, shiching Miyou hen da qianl1.

Christopher

They've also got 1 million users in countries like Japan and South Korea.

Zai zhOuwei gu6jia, xiiln9 R1ben he Hangu6, haiy~11 yi baiwan yonghu.

OwIelopher

What worries me is the WO danxin de shi tamen scale of restructuring that zheng zai kaolu de they are thinking about doing. ch6ngzu biaozhun.

Sun Haili

That led to a 40% increase in turnover last year, and a big growth in profit before taxation.

ZM shi qunian de yingy. e zengzhang Ie 40%, shu qian I1run ye you hen d;\ zing zhang.

'-'Halli

Yes, they have a three-year Sh1. Tiimen you yi ge plan for investment which sannian 16uzi jihua, hui will significantly reduce any dada jiangdi lirunlu. profit margins.

38

39

Christopher

My view is that the company WO de guandian shi, zhe is suitable for our investment as it has a strong financial base and a large share of its domestic market.

ge gongsT shiM women touzi, yinwei ta you qiangda de jinrong jichu, he hEm da de guonei shichang fen'e.

Zone 8: Finance Part 2: Enterprise financial systems and standards Ixtract from 'Guide to Doing Business in China' Original article © Hong Kong Trade Development Council www.tdctrade.com Interprise financial systems tnd standards

Qiye caiwu zhidu he zhunze

China's Ministry of Finance (MOF) • • formulated and promulgated fit 'Financial Principles for "'terprises ' as well as financial . .tems to be adopted by different tildes. The rules also apply to Ittelgn-invested enterprises (FIEs). """ncial systems cover the IOIIowing aspects: revenue and etpenditure, asset management, ...t management, criteria and

ZhOng guo caizhengbU zhiding bing fabu Ie 'qiye caiwu tongze' he fen hangye de qTye caiwu zhidu, bingqie shiyong yu waishang t6uzT qTye. Caiwu zhldu de neir6ng baokuo caiwu shOuzhT, caichan guanli, cMngben feiyong guanli, kaizhT biaozhun yu shimpi cMngxu, waibi zijin guanli yiji neibu kongzhi, jiM deng xiang zhldu.

~valproceduresfor

etpenditure, foreign currency "nagement, internal control, and

Mit, AtI FIE should apply to the financial M#tor/ty for financial registration fllthln 30 days after submission of Wllcation for business registration ., change of registration details. To fIJpIy for financial registration, an .,.,.",rlse should complete the '.....nclal Registration Form for ""Ign-invested Enterprises', ~rted by the following

40

41

Waishi'ing t6uzT qTye yTngdang zl banli gongshang dengjl huozhe biangeng dengji zhT rl qTsanshi rl nei, xiang zhuguan caizheng jiguan banlT caizheng dengji. BanlT dengji ying tianxie 'waishang t6uzT qTye caizheng dengjlbiao' , bing tfjiao qTye shell pizhun zhengshu; kexingxing yanjiU baogao ji qi pTzhUn wenjian; qiye Mtong (xh~yi) , zhangcMng

=lime 9: Human resources

documents: approval certificate for establishment of an enterprise; feasibility study report and its approval document; FIE contract (agreement), articles of association (copy) and their respective approval documents; business licence (copy); and information on the FIE's financial management system and related rules formulated in accordance with the relevant state regulations.

(fuben) ji qi pizhun wemji~m; yingy. zhizhao fuben; genju guojia fagul ~ ben qiye shiji qingkuang zhiding d.

An FIE should submit its financial accounting statements and status report of its financial position to the competent financial or administrative authority and local tax office on a regular basis. The format, content and schedule for submission should follow the relevant stipulations by MOF. Annual financial statements and liquidation reports should be accompanied by an auditor's report prepared by Chinese certified public accountants (CPAs).

Waishang touzi qiye an caizheng tJ\1 Il1O Lun guiding degeshi, neirong he shixii\tl dingqi xiang zhuguan caizheng jig ... huo qiye zhuguan bumen, dangdl shuiwu jTguan bao song caiwu kuaiji baobiao he caiwu qingkua" IIIOLun shuomingshO. Qizhong niandu baobiao he qingsuan baobiao yll~ fu y6u Zhongguo zhuee kuaijishll> eM zhang baogao.

,

ben qiye caiwu gwinli zhidu ji qi II . . y6uguan guiding.

e.o Lun lilt Il1o Lun

....

IIIIIoLun

",-,I un

42

..

.

JIrt 1: Conducting an interview Mr Zhao, nice to meet you. Zhao xiansheng , hen Thank you for coming today.

gaoxing jian dao nino Xiexie nin JTntian lai.

Thank you for inviting me. Xiexie nin de yaoqing. Please sit down.

Qing zuo.

Thank you.

Xiexie.

Thank you for your Cv. You have done very well.

Xiexie nin de jianli. Nin zuo de hen hao.

I'm very relieved to hear that!

Nin zheme shuo, w6 hen kuanwei.

How did you hear about our job?

Nin shi zenme tingshuo women de gongzuo de?

I saw your advert in China Daily.

W6 zai Zhongguoribao shang kandao Ie nin de guanggao.

Nin sihO zai ZhOngguo de You seem to have lots of experience in the software ruanjiim Mngye jingyan industry in China. fengfu. Yes, after graduating from Shi. Oaxue biye hou w6 university, I got a job with zai yl jia ruanjian gongsi a software company. zhao dao yi ge gongzuo. Can you talk me through your career so far?

Nin neng jiangjiang nin dao xianzai weizhi de zhiye ma?

I was involved in various projects in a technical role. After that I was employed as a systems analyst.

W6 zai gezh6ng xiangmu zhong canyu guo jishu gongzuo. Houlai, w6 bei pin wei xitong fenxishi.

43

Jane

I see. Can you tell me more WO mingbai Ie. Nin nemg about your current job? jifmgjiang nin muqian de gongzuo ma?

Zhao Lun

For the last three years, Sannian lai, wo canyu Ie :, I was involved in setting up Yingguo he Yldilll jiilnll fleo Lun overseas offices in haiwili bilnshlchu. England and Italy.

Jane

You have had a very interesting career.

Nin de zhiyeshengya hi., you yisi.

Zhao Lun

Yes, it has been very rewarding.

Shi. Hen you jiilzhi.

Jane

I'm interested to know your motivations and why you would like to work with our company.

WO xiang zhidao nin de dongji, he nin weishennll xiang wei women gong .. gongzuo.

I would like to use my experience and expertise in a company like yours, which is expanding its business in China.

WO xiang ba wo de jingy. he jl'neng yang zai yi g'; xiang nin zheyang de zheng zili ZhOngguo kuodil jingying de ~Lun gongsi Ii.

Zhao Lun

Jane

Zhao Lun

Yes, I can understand that. You sound well qualified to do that. So what are your strengths at work? Can you give me three examples?

Shi, wo lijie. Kanlai nin " you zige zua zhege. Name, nin de gongzu6 youshl shl shenme? Neng ju sange Iizi ma?

Well, first of all, I am very good at networking.

Hao de. Shouxian, w6 shanchang jiaojl.

And what are your weaknesses at work? Can you give me three examples?

Nin gongzuo zhong dl quadian shi shenme? Nemg ju sange lizi ma?

Well, I always set my objectives very high and expect others to do the same. I think it could be seen as a weakness. It is a very typically Chinese style of working.

En, wo zong shi bii mubiao ding de hen gao, erqie xTwiing bieren ye zheyang. WO xiang zhe keneng shi yige quadian. Feichiing dianxing de Zhongguo g6ngzua fangshi.

IIao Lun continues to elaborate on his weaknesses ...

hoLun

I think you have excellent technical knowledge. And you have good leadership skills too. This is exactly what we need.

WO renwei nin jishu zhishi fengfu, haiyou hEm hao de Iingdao caineng. Zhe zheng shi women xOyao de.

I'm glad to hear it.

TIng dao zhe dian, wo hen gaoxing.

Let's talk about the vacancy we have here. I'd like to do the rest of the interview in English, if that is OK with you?

Women tantim women muqian de kongqua. Xiamian de miilnshi wo xiang yang Yingyu jinxing, keyi ma?

Great, no problem at all!

Great, no problem at all'

Zhao Lun continues to elaborate on his strengths •..

44

45

'(.i ~~'*I E~"'Iliml!iI!l

_ _ _ _ _ _ _ _ _ _ __

1Itdla such as newspapers,

Zone 9: Human resources Part 2: Ways of staff recruitment

~

xingzheng bOmen hezhOn.

Zines, and radiolTV stations.

3 Canjia rencai jiaoliu qiatanhul

Human resources fairs

Extract from 'Guide to Doing Business in China'

Rencai jiaoliu qiatanhul shl Zh6nggu6 mOqian changyong de ylzhong fangfa. Zhuan wei qTye zhaopln •. • /oyees ;0 Chi",. These Ways of staff recruitment Yuan gong zhaopin de tujing ywingong er jOban, ru gaoji zhiyufm eCificallY organized for Under China's Labour Law, 'Laodongfa' guiding, guanyu . rises to recruit staff, such as zhaopinhui, waiqT rencai zhaopln yuangong de shijian, enterprises can decide for • r executives recruitment fairs, zhaopinhui, daxue blyesheng g6ngxO jianrnian hul deng. Qiatanhul themselves the timing and means of fangshl, Mojian he shOliang, qTye y1\ . ataff recruitment fairs, and ylban y6u zhiye jieshao jfgou zuzhi, recruiting staff as well as the zlzhO juedlng de quanlL MOqian , ql)ll lttMcated inteNiew sessions with relevant requirements and number. At kexuanze du6zhong tujing qO " .' . "rsity graduates. These events caiqO xOqiu qTye she tanwei, qiuzhizhe goumai menpiao jlnchang present, enterprises may hire staff tiaoxuan suo xO rencai. usually organized by de xingshL through various channels. .,oyment agencies with ipating enterprises setting up 1 Employment agencies 1 Weitu6 zhiye jieshllo jigou Ittultment booths and job seekers At present, the majority of MOqian, dadu6shU de zhiye jieshilO _tted for a fee . employment agencies in China are jigou xl laodong baozhang jf ren .. dang burnen de shOxia jTgou. organizations under labour and social security departments as well Ulngwai, ye you yi xie sh ly6u qTye as personnel departments. There qita zOzhi he siren kaiban de. are also agencies run by Zhezhong jTgou de mingcheng enterprises, organizations and t6ngchang wei 'xx zhiye jieshao zhongxin', 'xx rendi shiching' individuals. These agencies are deng. Jinniimlai hai chOxian Ie yipj usually called 'employment centre', 'human resources market' and the liet6u gongs1 like. In recent years, head-hunting companies have also emerged.

Original article © Hong Kong Trade Development Council

www,tdctrade.c~

ntly, human resources fairs

. 8 popular way to recruit

E

","0"

It

f . i . nk

2 Mass media

2 Llyong dazhOng chuanrnei

With the prior approval of the local labour and social security department, an enterprise may place recruitment ads in the mass

QTye keyT t6ngguo baokan, guangbt dianshi deng meijie fabO zhaoyong renyuan guanggao, dan shlxian XI. jTng dangdl laodong baozhang

46

47

product. On the third page, they will have our contact details in China. They can order from the fourth page.

Zone 10: Technology Part 1: Designing a website Can you get our website up? Do you know the website address?

Neng dakai women de wangzhim ma? NT zhTd,\" wangzhT ba?

Yes, I've already visited (literally: got on) it. I've also had a look at some of the competitor websites.

ZhTdilO. WO yTjfng shang It women de wangzhan, hi\! kim Ie jingzheng duishou de yixie wangzhiln.

Helen

Great, that will really help us today.

Tai hao Ie. Zhe youzhuyu women jfntian de gongzlli!

Uu Gang

We've got to think about our Chinese website visitors.

Women bixO wei Zhongwen wangzhiln cit yonghu kaolu.

Helen

How should we adapt it for them?

Women yTnggai zenyan() tiaozheng ne?

Uu Gang

Well, the English website has just four main pages. The navigation works, so we should follow the same format.

En, Yfngwen wangzhan you sige zhUye. Daohcintl neng yong, su6yT womer! yTnggai eaiyong t6ngyi geshi. Shi, wo t6ngyi.

Helen

Uu Gang

Helen

Yes, I agree.

Uu Gang

It is important to have a Zhongyao de shi diyiye y.. strong marketing message you qianglie de yingxiiio on the first page. xinxi.

Helen

Yes, that is important.

Shi, teiehang zhongyao.

Uu Gang

Then on the second page, they can see technical information about the

Dierye kehu neng kan dil, ehanpTn jishu x]nxi; disanye shi zai ZhOnggull

48

de lianxifangshi; disiye keyT dinghuo.

Haode. Dan nl renwei OK. But do you think we need to make a few changes women shifou yTnggai wei for the Chinese market? Zhongguo shiehiing zuo jTehu gaidong? Yes, you will need to let your customers place orders in RMB.

Shi. Yibian kehu neng yong fenminbi dinghuo.

/'1/ have to talk to our bank and our webmaster about processing transactions in RMB.

wo yao he yinhcing he wangluo guanlTyuan tanyitan eMIT fenminbi jiaoyi wenti.

We've got to change some of the photos on the website.

Women hai yao gaidong wangzhiln shilng de yixie zhilopian.

Yes, we will include photos Shi, yao baokuo youguan ZhOngguo jiating de of Chinese families. zhaopian.

I! Gang

'*'

Gang

And one more thing. I wonder if we should register the .com.cn domain name?

Haiyou yijian shi. WO xiang women shifou yTnggai zhuee .eom.en yuming?

And then it will probably be easier to get the website listed by the Chinese search engines.

Zheyang keneng geng r6ngyi bei ZhOngguo sousuoyTnqing dengji.

I will look into whether you can register the

Yi"nwei nlmen gongsl shi zai Yfngguo zhuee de, wo

49

Helen

Liu Gang

Helen

domain name as your company is registered in England.

yao chayicha nimen nengfou zhuce yuming.

Can you also look into whether we need to set upa Chinese representative office?

Ni nengbuneng ye chayicha women shlfou xuyao chengll Zhonggu6 banshichU?

OK. And of course, we'll need all the standard web links like 'home', 'help', 'top of page', 'search', 'contact us' and soon.

Hao de. Dangran, wome" xuyao su6you wangluQ lianjie d6u shi biaozhun de, biru 'shouye', 'bangzhu', 'yeding', 'sousuo', 'lianxiwomen dengdeng.

Sure. It's all coming Dangran. Zhexie d6u yiH' together. Right, shall we go you de. Haole, women Q\" chiwOcan ba? Liu xian sh,'1 to lunch? What's your zui xihuan chi shenme? favourite food, Mr Liu?

10: Technology 2: Living for the China net from 'News and Information' from special correspondent Wang Yongji, article © Hong Kong Trade Development Council www.tdctrade.com Neid] wangluo rencai qiangshou

first opened the Internet for _"mlerc:ialuse in 1995 and the first marketing company was .on)oratE!d in 2000. Times have on: according to the China Network Information (CNNIC), there are now .tdn.,ds of thousands of business • •/Ites on the Chinese mainland

ZhOnggu6 yu 1995 nian tuichu shangyong hulianwang, 2000 nian chOxian Ie zhuanmen c6ngshi wangluo yingxiao de gongsl, ju Zhonggu6 hulianwang zhOngxTn tongji, muqian quangu6 yiyou shu shi wan ji de shangye wangzhim, erqie zMng yi meitian shi ji jia sudu dizeng.

trade enterprises began extensive use of the Internet global business promotions years ago. Today, online sales become a major part of their _wallinn Other sectors keen to

Cong ji nian qian kaishi, Neidi de waimao qiye bian guangfan l1ybng hulianwang jinxing quanqiu yewu tUiguang, muqian hendu6 waimao qiye yTjing jiang wangluo yingxiao zubwei yewu kaizhan de yige zhbngyao huanjie, qita ru zhizaoye, luy6uye, yTiiao baojilln, jilloyu peixun, jiamimg liansull dang, junwei zui rezh6ng w<'lnglu6 yingxiao de hlIngy4i

As they leave the office ••. Liu Gang

You can call me Liu Gang! I love fish. How about you, Helen?

Jiao wo Liu Gang ba. WI', xihuan yu. NT ne, Helen I

manufacturing, tourism, ~.llnsurance, education,

lIMIng and franchising.

50

51

Online marketing consists of several elements: building the website, visitor flow, inquiry volumes and business volumes. The hit rate determines visitor flow and business volumes. According to unofficial estimates, there are about 5,000 online marketing service providers of different sizes and capabilities on the mainland, employing over 100,000 people. The development potential of online marketing is huge, as it gains wider recognition.

Wangluo yingxiao keyT jiandan di guijie wei 51 ge buzh6u, ji: wangzh6tt jianshe-liuliimg-zixunliangyewuliang. Wangzhan dianjilu ! juedlng liuliang he yewuliang. Ju tel .. zhElngshl gujl, Neidl xian you bUtOllU guTm6 de wanglu6 yingxiao fuwushang 5,000 jia zuo y6u, c6ngshl xiaosh6u de gongzu6 renyuan chaogu6 10 wan ren. Suizi* wang luo yingxiao de gainian yue 1;'1 iyue wei renmen suo zhOngshl, rlh6" qi tazhan jiang buke gOliang.

Muqian zai wang shang kai she Small online personal stores and geren xiaodian, yTjTng chengwei Nllldl malls have contributed to a growing ylxie shishang qTngnian de chlloliu trend that is attractive to young bushao geren zai wang shang people on the mainland. Many individuals are using the Internet as a kiiidian, l1y6ng hulianwang zu6 wei m6u sheng he chuangye de pingtj, platform to start their businesses.

j

glish-Mandarin Chinese glossary words, verbs and phrases in this glossary are listed as they first ear in the business conversations and business articles. They may e different meanings when used in different contexts. Please suit an English-Mandarin Chinese business dictionary for more rmation.

glish-Mandarin Chinese keywords

al accounts al financial statement al report val certificate val document val procedure s of association • minimum region management 'WOrk

"'1

shiji xiaoshou e zhuce dengji xingzMng guanlT buman zhuguan buman xingzheng zerem xingzheng zaren liyong guanggao shouhou fuwu dailTshang xieyi mubiao niandu zhangmu niandu baobiao niandu baogao pTzhun zhengshO pTzhun wenjian shenpT chengxu zhangcheng zhishao Yazh6u diqO caichan guanl! gongzuo zhong

~gevalue

cha zhang baogao pingjOn mei bT shengyi

zone 3 zone 5 zone 7 zoneS zone 7 zone 7 zone 6 zone 2 zone 4 zone 5 zoneS zone 6 zoneS zoneS zoneS zoneS zoneS zone S zone S zone 7 zone 2 zone S zone 9 zoneS zoneS zone 3

I/11III

jiM

"nee sheet ~

zTchan fuzhaibiao yinMng

zoneS zone 1

Inistrative authorities Inistrative authority Inistrative measures Inistrative procedures ntage rt, advertising -sales service 1

fIId/Ior's report

52

53

benefit brand brand loyalty brand quality brochure business business licence business operator business promotion business registration business volume business website

hilochu pTnpai du1 pTnpai de zh6ngcMngdu pTnpai zhlliimg xuanchuance jingying, shEingyi yingye zhizhao jingyingzhe yewu luiguang g6ngshang dengj1 yewuliang shangyewangzhan

zone 5 zone 1 zone 2 zone 2 zone 2 zone 5 zoneS zone 4 zone 10 zoneS zone 10 zone 10

call career case cash flow celebrity certification mark certified public a=untant (CPA) challenge change control channel China China's accession Chinese Chinese economy Chinese mainland Chinese-style civil case civil liabilities client client research commerce commercial distribution commercial facility commercial outlet commerical use community

dianhua zhiye anjian xanjin liudong quanwei rensh1 ren zheng biaozh1 Zh6ngguo zhuce kuaij1shi liaozhiln biangeng kongzh1 luj1ng Zh6ngguo rushi Zh6ngwen Neid1 jingji Neidi, quanguo Zh6ngguo fangshi minshi anjian minshi zeren kehu kehu diaocM shang shangye liul6ng shangye sheshi shangye wangdian shangyong shehuig6ngzhong

zone 4 zone 9 zone 7 zone 8 zone 2 zone 4 zone 8 zone 6 zone 6 zone 9 zone 1 zone 5 zone 10 zone 3 zone 1 zone 9 zone 7 zone 7 zone 3 zone 3 zone ~ zone 3 zone 3 zone 3 zone It, zone?

54

commercial district shequ xing shilngyequ g6ngsT, qTye peichang j1ngzheng du1sh6u wan cheng r1qi date fuza fangxin jim1 mosh6u rujia sixiang xiaofeizhe preference xiaofei xiguan xiaofeizhe quany1 rights rights protection law xiaofeizhe quany1 baohufa xiaofei nengl1 power lianx1fangsh1 details lianx1w6men kehu neirong buce sh1jian helong store bianl1dian zhuzuoquan cheng ben feiyong guanlT y1 shen xingshi zeren biaozhun, liaojian wenhuabeijTng wenhua, wenhua beijTng kehu, xiaofeizhe guanzhu kehu kehu shujuku kehu zixun enquiry expectations kehu yaoqiu needs kehu xuqiu kehu manyidu satisfaction satisfaction rate kehu many1l0 kehu fuwu kehu diaocha 55

zone 3 zone 4 zone 7 zone 5 zone 6 zone 6 zone 2 zone 7 zone 7 zone 1 zone 2 zone 3 zone 4 zone 4 zone 3 zone 10 zone 10 zone 2 zone 4 zone 6 zone 7 zone 3 zone 7 zoneS zone 7 zone 7 zone 2 zone 1 zone 1 zone 2 zone 4 zone 3 zone 4 zone 4 zone 4 zone 4 zone 4 zone 4 zone 4

CV

haiguan gaoduan jishu jianli

zone 5 zone 2 zone 9

damage damages data protection law debt defect deliverable demand department department store design development Director of Finance dispute distribution distributor district document documentation domestic and foreign trade domestic market domicile

yingxiang sunhai shuju baohu fa zhaiwu quexian suiixu gongzuo qiangshiiu bUmEln baihuo dian sheji fazhan caiwubu zhuren jiufen fenxiao fenxiaoshang xiaqu wenjian wenxian zTIiao neiwai maoyi guonei shichang zhusuiidi

zone 7 zone 4 zone 7 zoneS zone 4 zone 6 zone 10 zone 4 zone 3 zone 2 zone 3 zone 1 zone 7 zone 5 zone 2 zone 7 zone 7 zone 6 zone ~ zone!J zone 7

economic development economy education effective emerging market employee employment agency employment centre end-to-end England English enterprise entrepreneurial spirit

jingji fazhan jTngji jiaoyu xiaoyong xianzhu xin shichang yuangong zhiye jieshao jTgou zhiye jieshao zhongxin congtoudaowei Yingguo Yingyu qiye qiyejTngshen

zone 1 zone H zone HI zone 7 zone H zone 4 zone 9 zone!! zone 4 zone!1 zone!1 zone H zone 1

customs cutting edge technology

56

yuji Quzhou xiangmu hullu qUu zhanlan xianyou de kehu jUl3qi jTngyan ji'nElng yiiuxiao qixian Miwai shichang chukiiu cellie chukiiu maoyi wanshan de wangluo kexingxing yanjiu baogao feiyong bei'an procedure Department caiwubu caiwu kuaiji accounting authority caizheng jiguan jTnrong jTchu base management system caiwu guanli zhidu caiwu qingkuang position principle caiwu tongze caizheng dengji registration results caiwu yeji caiwu zhunze caiwu zhidu fakuan shipin waishang company currency management exchange trade enterprise

waishang waibi zijin guanli waihui guanli waimao qiye waishang touzi shiiuxu 57

zone zone zone zone zone zone zone zone zone zone zone zone zone zone

3 7 2 5 2

3 3 9 9 4 5 5 5 2

zone 8 zone 4 zone 5 zone 1 zone 8 zone 8 zone 8 zone 8 zone 8 zone 8 zone 8 zone 8 zone 8 zone 8 zone 7 zone 3 zone 5 zone zone zone zone zone zone

5 8 5

10 5 5

franchising function

jiameng liansuo xingneng

zone HI zone 4

global banking good feeling goods goods for sale grade growth

quanqiu jinrong yinxiang hen hao chanpin, shangpin shangpin xiaoshou dengji zengzhang

zone 1 zone 8 zone 4 zone 5 zone 4 zone 3

hard-sell approach harness head-hunting company hearing help hierarchy High People 's Courl hit rate home Hong Kong human resources fair human resources market hypermarket

yingxiao sh6ufa fahui lietou gongsi shenli bangzhu chengshi gaojirenminfayua dianjilu shouye Xianggang rencai jiaoliu qiatanhui rencai shichang da maichang

zone zone zone zone zone zone zone zone zone zone zone zone zone

imporled goods imp0rl-exp0rl improvement individualism individualistic individuality industry information infringed parly infringement infringing act ingredient innovative ness inquiry volume inspection

jinkou shangpin jinchGkou gaishan gerenzhuyi gerenzhuyizhe geren texing gong qingkuang bei qinquanren qinfan qinhai zhuyao chengfen chuangxinyinian zixunliang jianyan

zone 5 zone 5 zone 4 zone 1 zone 1 zone 1 zone 5 zone 4 zone 7 zone 7 zone 7 zone 4 zone 1 zone H' zone !l

58

2 6 9 7 HI

3 7 10 10 1 9 9 3

jianyan hege zhemgming shiyong fangfa shuomingshG manual property, intellectual zhishi chanquan (/PRs) dangshiren zhongjirenminfayuan neibu goutong neibu kongzhi gu6ji gongsi company guoji xiangmu project hulianwang jianmian, mianshi touzi wenti wangluo rencai Yidali

zone 4 zone 4 zone 7 zone zone zone zone zone zone zone zone zone zone zone zone

7 7 6

8 7 6 10 9 4 7 10 9

Riben qiuzhizhe shenli guiding

zone 5 zone 9 zone 7

laodong baozhang bumen

zone 9

laodongfa shangjidu quniim fa lushi zhuyao kehU lingdao caineng xingshi zeren heta quanyi fa kehu tousu liang qTngsuan baobiao reporl distributor gai di fenxiaoshang foreign trade deparlment difang dui wai maoyi zhuguan bumen market dangdi shichang dangdi shuiwu jiguan

59

zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone

9

8 3 4 7 3 9 7 4 7 4

8 2 5 5

8

London office long-established

Lundun bimsh1chu IIshT youjiu de

zone 1 zone 2

management manufacturer manufacturer obligations manufacturing market market research market visit marketing campaign marketing company marketing message mass media mediation medical insurance merchandise store merger method milestone Ministry of Commerce (MOFCOM) Ministry of Finance (MOF) Ministry of Foreign Trade and Economic Cooperation (MOFTEC) mobile mobile number monthly report motivation multicultural multilingual

guanlT shengchanzhe shengchanzhe zereln zhizaoye shichang sh1chang diaocha shichang kaocha yingxiao zhanlOe yingxiao gongsT yingxiao xlnxT dazhong chuanmei Mojie yTIiao baojian z6nghe shlchang yltThua fangshl zhOngyao shijian shangwubu

zone 5 zone 4 zone 4 zone 10 zone 1 zone 5 zone 5 zone 2 zone 10 zone 10 zone 9 zone 7 zone 10 zone 3 zone 5 zone 2 zone 6 zone !.

caizhengbu waijfngmaobu

zone H

shoujf shouJ! hao meiyue baobiao dongJ! du6zhong wenhua du6zhong yuyan

zone' zono' zono ~ zono U zono n zono n

national commercial district navigation net networking new customer new product

quangu6xlng sMngye qu daoMng wangluo jiaoji xTn jia rU xiaofeizhe xTn chan pin

zonn :I zonn I/! zonn II' zono ~ zono:

60

zone

t,

zano "

xTn jishu xiajidu haoma

zone 8 zone 4 zone 1

mubiao wangluo wangluo yingxiao wangluo yingxiao jfngyingzhe xuanze zellng jfgou haiwai banshichu

zone 6 zone 10 zone 10 zone 10 zone 5 zone 5 zone 7 zone 9 zone 9

zhuye shumian ziliao qita xiaoshOuzhe zhuanll qTnquan zhuanllju fukuan fangshi fukuan Mokuan PDF dianzT wendang renmin fayuan guannian renshen chuanb6zhe renshl bumen jieduan dianhua zhaopian shiyan shlyan xiangmu chandi xiaoshou renkou qianzai shlchang tebie xi'ai fayan jiage

zone 10 zone 2 zone 4 zone 7 zone 7 zone 5 zone 5 zone 2 zone 7 zone 1 zone 4 zone 2 zone 9 zone 6 zone 1 zone 10 zone 4 zone 6 zone 4 zone 2 zone 1 zone 5 zone 1 zone 1 zone 2

61

process product product quality law production date professional profit and loss account profit before taxation profit margin project project induction project initiation statement project management project objective project plan project process project sponsor project team promotion property loss protection public relations

cMngxu chfmpin, shiingpin cMnpln zhiliang fa shengchan riqT zhuiinye sunyibiao shui qian lirun lirunlG xiangmu xiangmu chOqT xiangmu qidongbiao xiangmu guanli xiangmu mubiiio xiangmu guThua xiangmu cMngxu xiangmu fuzeren tuandui tuTguang caichan sunhai chull fiingfa gongguiin

quality quality control quality mark quarantine

zhiliang zhiliang kongzhi mingyou biiiozhi jianyi

zono. zono n zono 4

recruitment ads recruitment fair red tape regional commercial district regional economy registration procedure repeat business report representative office resource respondent restructuring

zhiioyong renyuan guanggao zhiiopinhui fuza chengxu quyuxing shiingyequ diqu JTngji dengji jixu zuo shengyi baobiao banshichu zTyuan shoufangzhe cMngzu

zono v zan" v zonu f zon" , zonn) zonn ~ zonll ) zan" • zan" \11 zon,,1

62

zone 2 zone 4 zone 4 zone 8 zone 8 zone 8 zone

~,

zone :t zone ft zone II zone n zono n zono n zono II zono n zono II zono 7 zono. zone J zono'

zono ""

lingshouye lingshou lingshou wangdian lingshou tixi lingshou tixi IingshOushiing shouru caiwu shouzhT renminbi zhize

zone zone zone zone zone zone zone zone zone zone

fangfan cuoshT xiiioshOu qudao cuxiiio zhT xiao xiiioshou jTngli xiiioshou jihua xiiioshou chengxu xiiioshou mubiiio biiiozhun jihua fanwei , neirong sousuo sousu6yinqing hangye, zongliang xingrong ziyi xiiioshouzhe yantaohui qiye zhuyao renyuan giioji zhiyuan fuwu fuwu shuizhun fuwushiing fuwu de neirong bili, fen'e gupiao jiage yi jie dao tongzhT duan shijiiin nei yingji cuoshT zMnlan

zone 7 zone 3 zone 2 zone 3 zone 3 zone 3 zone 3 zone 8 zone 6 zone 6 zone 10 zone 5 zone 10 zone 1 zone 4 zone 1 zone 2 zone 9 zone 4 zone 2 zone 10 zone 4 zone 3 zone 8 zone 7 zone 2 zone 4 zone 2

63

3 3 3 3 3 2 3

8 3 6

Singapore socio-economic factors software company software industry South Korea specialized store specification staff staff morale staff recruitment start date State State Economic and Trade Commission state regulation state trading statement status report stock market submission successful supermarket supply chain system systems analyst

Xfnjiapo shehui jingji y!nsu ruiinjian gongs! ruiinjian hangye Hangu6 zhuanyedian gu!ge yuangong yuangong shiqi yuangong zhaopin kaishi riq! gu6jia gu6jia jingmaowei

zone zone zone zone zone zone zone zone zone zone zone zone zone

gu6jia fiigu! gu6ying maoyi baobiiio shuomingshu gupiao shichiing dengji biiozheng da chaoshi tigong shangpin xitong xitong fenxTshT

zone 8 zone ~) zone H zone H zone H zone H zone ~ zone :1 zone 4 zone 6 zone II

talent target target sales tax department team team building technical information technical knowledge technical role technical skill technology technology infrastructure terms oftrade

tianfu mubiao xiaoshou mubiao shuiwu bumen bu, tuandui tuandui jianshe jishu xinxT jishu zhTshi jishu gongzuo ji'neng jishu jishu sheshT maoyi tiaokuiin

zone II zone 4 zone :I

64

zone

5 1 \I

9 6 3 4 4 4 II 6 4 ~

~I

zone ~ zone n zone H' zone U zone II zone 6 zone

~)

zone ~ zone "

sannian jihua yecting IGy6uye genzong fuwu jilu maoyi shangbiao shangbiao zhuce maoyi gongs! peixun peixun hu6dong fanyi chaoliu xinyong xiaoshou e, yingye e

zone zone zone zone zone zone zone zone zone zone zone zone zone zone

bu wending chanpin tese daxue daxue biyesheng feifii suode fei zhengshi guji yongtu yonghu

zone zone zone zone zone zone zone zone

kongque jiazhiguan xiaoshouliang

zone 9 zone 1 zone 3

jinggao wiingluo lianjie wiingluo guanliyuan wiingzhan wiingzhi wiingzhan yonghu jieding qTngxT xihua de guannian xTshi de pTfashang shuangying jushi

zone zone zone zone zone zone zone zone zone zone zone

65

8 10 10 2

5 7 7 7 6

4 6 1 7

3 8 2 9 9 7 10

4 8

7 10 10

5 10 10 6 1 7

5 4

word-of-mouth working unit workshop

koubei, kout6u xuanchuan danwei yantaohul

zone 2 zone 7 zone 6

Chinese key verbs adapt adapt a product aim aim for aim to answer apply

be a success be accountable for

ordered qualified recommended registered responsive to

66

tiaozhEing tiaozheng chan pin miaozhun miaozhun mubiao mubiao shl jietTng banI! canjia chenggong fuze wancheng guanll buneng anqT wan cheng chengdan zeren you zeren zai yusuan nei zhunshf qidong chao zhe mubiao qianjin zheng zai guanjian shfke sTIu zhengque ying chengdan you zTge jieshao zhuce dui kehu fanying xunsu

zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone

10 5 3 3 3 4 8 1 6 4 3

you jiazhf maoxian you qianli wending shihe jTngying lianghao with wei ... gongzuo shang fating wangzMn jianshe shull qiye pinpai xingxiang

zone zone zone zone zone zone zone zone zone zone

9 8 8 8 8 8

67

7 6 4 4 6 6 6 6 3

7 9

7 7 4

7 7 10 2

to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to

buy call call back compensate conduct a study control costs designate email emphasize empower exceed exchange an email expand export file forge formulate get a job get a website listed get paid give a presentation go for a tea go to a conference graduate grow highlight hire hit a target implement import improve incorporate infringe interview introduce myself keep everyone on board keep on schedule liberalize make a false claim

goumai dildianhua guo yihuier zai da peichang zuo yixiang diaocha kongzhi chengbE'in weituo fa dianzTy6ujian qiangdiao zengqiang chaoguo y6ujian jiaoliu kuoda jinkou beian weizao zhiding zhao dao yi ge gongzuo wangzhan bei dengji dedao fukuan fayan qu hecha canjia huiyi biye fazhan tuTch6ng tiaoxuan wancMng mubiao caiyong, guTding jinkou gaishan chuxian qinhai diaocha ziwo jieshao dajia jixu nuli an jihua jinxing fangkai maoyong 68

zone 4 zone 1 zone 1 zone 4 zone 1 zone 6 zone !, zone 2 zone 7 zone 4 zone 3 zone 1 zone 9 zone !, zone 5 zone 4 zone 8 zone 9 zone 1[, zone 5 zone 1 zone 1 zone 1 zone 9 zone 8 zone 1 zone 9 zone :1 zone !, zone !, zone 4 zone 11 zone 7 zone 1 zone 1 zone [, zone fj zone 5 zone 4

make a presentation make a public apology make formal manage manufacture meet an objective meet up monitor a lead operate order organize overrun place an order prepare a proposal process a transaction promote promulgate recommend recruit refer register register a company register a domain name register a trademark respond roll out search on Google seek compensation segment a market sell setup sign off sponsor start a business start a project stipulate submit switch teke over from

fayan gongkai peiITdaoqian xuyilO guifan guanlT shengchan da dao mubiao jianmian genzong zhuyao kehu yunzuo dinghuo juban, zuzhi chaoguo guiding shijian dinghuo tigong jianyi chUlT jiaoyi tuiguang fabu tiyi zhaopin jieshao dengji zhuce gongsi zhuce yuming zhuce shangbiao fanying tUTguang zai Google shang sousuo huode peichang huaten sh ichang xiaoshou chengli, jianli wancheng, zuihou queding zhTchi chuangye kaishT xiangmu guiding baa song gaibian jieti ... de gongzuo 69

zone 1 zone 7 zone 3 zone 6 zone 4 zone 6 zone 1 zone 3 zone 7 zone 10 zone 2 zone 6 zone 10 zone 3 zone 10 zone 2 zone 8 zone 7 zone 9 zone 3 zone 5 zone 10 zone 10 zone 7 zone 4 zone 4 zone 5 zone 4 zone 3 zone 7 zone 9 zone 2 zone 2 zone 10 zone 6 zone 7 zone 8 zone 2 zone 1

to target to target a client to target a market to translate to understand the local market conditions to visit a (web)site (literally: to get on it) to work with

zhendui fuwu kehu miaozhOn sh1chang fanyl dul gai di shlchang geng shuxT

zone 2 zone 3 zoneS zone 2 zone 2

shang wangzhan

zone 10

wei ... gongzuo

zone 9

70

1-,"nllc:..,-I\,~"'rlt1arin

Chinese key phrases Zhongguo hulianwang zhongxTn

Nfn shi zenme tTngshuo women de gongzuo de? Feichang ganxie nin de bangzhu. WO shi Clare Smith. Ruguo nin you kong ... Xianzai jianghua fangbian ma? WO shi Clare Smith . Hen gaoxing ji;,m dilO nino hold the line. Qing shaodeng. '.tllte'rallv:. please wait a second) Hen gaoxing jian dilO nin o to meet you. to bother you. Duibuqi, daraole. you for coming today. Xiexie nin jTntian lai you for inviting me. Xiexie nfn de yaoqing . Xiexie nin dadianhua. for calling. for calling back. Xiexie ni you da huf lai. are your strengths? Nin de youshi shi sMnme? are your weaknesses? Nfn di quedian shi shemme? time is convenient Nfn shenme shfhou fangbian? you ?

71

zone 10 zone 9 zone zone zone zone zone zone zone

2 1 1 1 1 9 1

zone zone zone zone zone zone zone zone zone

1 1 7 9 2 1 9 9 1

Mandarin Chinese-English glossary The words, verbs and phrases in this glossary are listed as they first appear in the business conversations and business articles. They mill have different meanings when used in different contexts. Please consult a Mandarin Chinese-English business dictionary for more information.

Mandarin Chinese-English keywords feiyong guantT anjian

case

zone 7

Mihuo dian Mngzhu Mnshichu Mobiao Mozheng bei qTnquanr{m bei'an biangeng kongzhi bianlidian biaozhun bTli bu bu wending bUce shijian bumen

department store help representative office report, statement successful infringed party filing procedure change control convenience store criteria, scale share team uncertainty contingency department

zone 3 zone 11> zone 10 zone 4 zone ~ zone'

caichBn guanti caichBn sunhili caiwu guanlT zhidu caiwu kuaiji caiwu qingkuang caiwu shOuzhT caiwu tongze caiwu yeji caiwu zhidu caiwu zhunze caiwubu

asset management property loss financial management system financial accounting financial position revenue and expenditure financial principle financial results financial system financial standard Finance Department

72

zon(~ ~)

zan" n zan" :I zon" /I ZOtw:l

zano

~

ZOllO n ZOllO It ZOrlll .. ZOllO It

ZOllO .. ZOFlct ,. ZOrlll •

ZO'ln • ZllIl., •

ZOIW. Ztllirt • 111/1" t ,

Director of Finance financial registration financial authority Ministry of Finance (MOF) auditor's report place of origin goods, product unique selling point product quality law trend cost management hierarchy process restructuring personality innovativeness export strategy exporting protection end-to-end sales effect

zone 1 zone 8 zone 8 zone 8 zone 8 zone 4 zone 2 zone 2 zone 4 zone 1 zone 8 zone 3 zone 4 zone 8 zone 2 zone 1 zone 5 zone 5 zone 7 zone 4 zone 2

supermarket hypermarket agent local market local tax office interested party working unit navigation university university graduate mass media grade registration procedure, submission phone,call hit rate local foreign trade department

zone 3 zone 3 zone 5 zone 5 zone 8 zone 7 zone 7 zone 10 zone 9 zone 9 zone 9 zone 4 zone 5 zone 1 zone 10 zone 5

II II If! I I I I! III ~

73

-~. , : ~

diqujlngji dongjT duan shijian nei dui pinpai de zhOngchengdu duozh6ng wenhua duozhOng yDyan

regional economy motivation short-term brand loyalty multicultural multilingual

zono :1 zono U zono] zono ~ zono II zono II

fa fahuT fakuan fangfan cuoshT fangshi fangxTn fanwei fanyi fayan fazhBn fei zMngshi guji feifil suode feiyong fen'e fenxiao fenxiaoshBng fukuan fangshi fukuan tiaokuan fuwu fuwu de neirong fuwu shuizhDn fuwushang fUza fuza chengxu

law, legislation hamess fine safeguard method confidence scope translation presentation development unofficial estimate unlawful gain fee share distribution distributor payment method payment term service service provision service level service provider complexity red tape

zono 4 zono II zono I zono I zone 'I zone '/ zone II zone (l zone I zone 3 zonel() zone 7 zone 4 zone H zone ~, zone 2 zone ~, zone f) zone -I zone-l zone 2 zone 10 zone 6 zone 7

gai di fenxiaoshang gaishBn gaoduan jishu gaoji zhiyuan gaojirenminfayua genzong fuwu jilu geren texing

local distributor improvement cutting edge technology senior executive High People's Court track record individuality

zone zone zone zone zone zone zone

74

2 4 2 9 7 2 1

zone 1 individualism zone 1 individualistic zone 5 industry zone 1 public relations zoneS business registration zone 4 company zone 9 at work zone 2 advert, advertising zone 5 management zone 1 perception zone 4 customer care zone 4 specification zone 7 international company zone 6 international project zone 4 State zoneS state regulation State Economic and Trade Commission zone 5 zone 5 domestic market zone 5 state trading zoneS share price zoneS stock market uan 8i banshichu 8i shichBng guo

ye hu ma I quanyi ,*ong qifU IJr)/lsnwang

ltullo

'e t i

g msng Ii8nsu6

nll nmian

~

customs overseas office export market South Korea sector benefit number legal right contract exchange rate fluctuation internet

zone zone zone zone zone zone zone zone zone zone zone

5 9 5 6 10 5 1 4 7 5 10

technical skill, expertise price franchising CV interview

zone zone zone zone zone

6 2 10 9 9

75

jianyan jianyan hege zMngming jianyi jiaoji jiaoyu jiazhiguan jieding qTngxT jieduan jTg6u jlhe jihua jTmi jinchak6u jTnggao jTngji jlngji fazhan jlngyan jTngying jTngyingzhe jingzheng duishOu jink6u shangpTn jTnr6ng jlchiJ jishu jishu gongzu6 jishu sMshT jishu xinxT jishU zhTshi jiafen jixu zu6 shengyi jueqT kaishT riqT kehU kehu diaocM kehu fuwu kehu manyidu kehu shujuku kehu t6usu liang

inspection inspection certificate quarantine networking education values well-defined phase organization audit schedule confidentiality import-export warning economy economic development experience business business operator competitor imported goods financial base technology technical role technology infrastructure technical information technical knowledge dispute repeat business expansion

zone 5 zone 4 zone 5 zone 9 zone 10 zone 1 zone 6 zone 6 zone 9 zone 8 zone 6 zone 7 zone 5 zone 7 zone 8 zone 1 zone 9 zone 9 zone 4 zone 5 zone 5 zone 8 zone 5 zone 9 zone 4 zone 10 zone 9 zone 7 zone 3 zone 3

start date client, contacts, customer, customers client research, customer survey customer service customer satisfaction, customer satisfaction rate customer database level of complaints

zone zone zone zone zone

76

6 2 3 4 4

zone 3 zone 4

shu xaqiu hu yaoqiu hu zTxun xingxing ytmjiU baogao ngque ubei ut6u xuanchuan

customer needs customer expectations customer enquiry feasibility study report vacancy word-of-mouth word-of-mouth

zone zone zone zone zone zone zone

od6ng Mozhang bumen d6ngfa nxifangshi

labour and social security department labour law contact details contact us head-hunting company leadership skills retail market retail sector, retail system retail outlet retailer retail profit margin long-established advantage London office lawyer tourism

zone 9 zone 9 zone 10 zone 10 zone 9 zone 9 zone 3 zone 3 zone 3 zone 2 zone 3 zone 5 zone 2 zone 6 zone 1 zone 7 zone 10

soyi soyi gongsT soyitiaokuan ~iyue baobiao Isnshi Ingyou biaozhi Inshi anjian Inshi zeren shOu

trade trading company terms of trade monthly report interview quality mark civil case civil liabilities confiscation aim, objective, target

zone zone zone zone zone zone zone zone zone zone

internal communication internal control

zone 6 zone 8

77

4 4 4 8 9 2 3

5 7 5 4 9 4 7 7 7 4

Neidi Neidi jTngji neir6ng neiwaimaoyi niandu baobiao niandu baogao niandu zhBngmu

Chinese mainland Chinese economy content, scope domestic and foreign trade annual financial statement annual report annual accounts

zone zone zone zone zone zone zone

OuzhOu

Europe

zone 7

PDF dianzi wendang peichBng peixun peixun hu6dong pifashting pfngjOn mei bi shengyi pinpai pinpai zhiliang pTzhOn wenjian pTzhOn zhengshO

PDF compensation training training session wholesaler average value brand brand quality approval document approval certificate

zone zone zone zone zone zone zone zone zone zone

qiangsMu qianzai shichBng qTnfan qfngkuang qTngsuan bi!iobiao qTnhBi qita xiaoshOuzhe qiuzhfzhe qTye qiye zhOyao renyuan qTyejTngshen quangu6 quangu6xing shBngye qO quanqiu jTnr6ng quanwei renshi quexian qunfan qOyuxing shtingyeqO

demand potential market infringement information liquidation report infringing act party job seeker company, enterprise senior company executive entrepreneurial spirit Chinese mainland national commercial district global banking celebrity defect last year regional commercial district

zone 10 zone 5 zone 7 zone 4 zone 8 zone 7 zone 4 zone 9 zone 2 zone 2 zone 1 zone 10 zone 3 zone 1 zone 2 zone 4 zone 3 zone 3

78

1 3 4 5 8 8 8

2 7 6 4 5 3 1 2 8 8

n zheng biaozhi ncai jiaoliu qiafanhui ncai shichBng nk6u

certification mark human resources fair human resources market population People's Court RMB personal injury personnel department Japan software company software industry Confucius teaching China's accession

zone 4 zone 9 zone 9 zone 1 zone 7 zone 3 zone 4 zone 9 zone 5 zone 9 zone 9 zone 1 zone 5

nnianjihua ang angbiao angbiao zhuce angjidu tingpTn angpin xiaoshOu angwubU angye liufong angye sheshT angye wangdian angyi! wangzhBn angyong ehuigongzhOng ehui jTngji yTnsu eji fJngchBn riqT tingchBnzhe tingchBnzhe zeren tingyi anlT enli guTding tinpTchengxu eqO xfng shtingyeqO IchBng

three-year plan commerce trademark trademark registration last quarter product, goods goods for sale Ministry of Commerce (MOFCOM) commercial distribution commercial facility commercial outlet business website commerical use community socio-economic factors design production date manufacturer manufacturer obligations business hearing judicial system approval procedure community commercial district market

zone 8 zone 5 zone 7 zone 7 zone 8 zone 4 zone 5 zone 5 zone 3 zone 3 zone 3 zone 10 zone 10 zone 2 zone 1 zone 2 zone 4 zone 4 zone 4 zone 5 zone 7 zone 7 zone 8 zone 3 zone 1

79

shichang diaocha shichang Mocha shiji xiaoshOu e shipTn shiyan shiyan xiangmu shTy6ng fangfa shuomingshO shOufangzhe sh6uhOu fuwu sMujT sMujThao shouru sMuxu sMuye shuangying jushi shui qian tirun shuiwu bUmen shuju MohU fa shOmian z7liao shuomingshO sousuo sousu6yTnqing sOnhai siinyibiao su6xO gongzu6

market research market visit actual sales food prod uct pilot pilot project instruction manual respondent after-sales service mobile mobile number revenue formalities home (page) win-win situation profit before taxation tax department data protection law paper document status report search search engine damages profit and loss account deliverable

zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone

5 5 3 3 4 6 4 1 4 1 1 3 5 10 4 8 5 7 2 8 10 5 4 8 6

febie xfai tianfu fifJajian Mojie fiaozhan tigong shangpTn f6uzT fuandui fuandui jianshe fuTguang tujing

preference talent criteria mediation challenge supply chain investment project team , team team building promotion channel

zone zone zone zone zone zone zone zone zone zone zone

1 6 2 7 6 4 4 6 6 2 9

waibi z7jTn guantT

foreign currency management

zone 8

nxian z7liao njTn liud6ng ~jidu

14nggang

80

~ngmu ~ngmu

chengxu chOqT ~ngmu fuzeren ~ngmu guantT ~ngmu gulhua ngmu mubiao ngmu qTd6ngbiao ny6u de kehU ofei nengti ofei xiguan 40feizhe l40feizhe quanyi ~ngmu

foreign exchange Ministry of Foreign Trade and Economic Cooperation (MOFTEC) foreign trade enterprise foreign company, foreign commercial enterprise (FIE) foreign-invested completion date net, online webmaster web links IT skill online marketing, online sale website website visitor website address extensive network culture culture, cultural background document issue documentation

zone 5 zone 5

zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone

5 6 10 10 10 10 10 5 10 10 2 1 1 7 7 6

cash flow next quarter Hong Kong events, project project process project induction project sponsor project management project plan project objective project initiation statement existing client consumption power consumer preference consumer, customer consumer rights

zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone zone

8 4 1 2 6 6 6 6 6 6 6 3 3 3 2 4

81

zone 10 zone 5

zone 4 zone 2 zone 3 zone 3 zone 3 zone 3 zone 3 zone 3 zone 3 zone 4 zone 2 zone 7 zone 8 zone 1 zone 7 zone 2 zone 8 zone 8 zone 4 zone 7 zone 7 zone 7 zone 7

XTnjiap6 xTntai xinyong xitong xitong fenxTshT xuanchuance xuanze

consumer rights protection law point-of-sale sales process turnover sales plan sales manager sales target, target sales sales channel volume of sales seller effective district agreement Western concepts new product new customer new technology emerging market function Western-style criminal liability, legal proceedings adrninistrative authorities administrative measures, administrative procedures Singapore self-perception trust system systems analyst brochure option

zone zone zone zone zone zone zone

5 1 7 6 9 2 5

yantaohui Yazh6u diqO yedTng yewu tuTguang yewuliang yi jie dao t6ngzhT yisMn

seminar, workshop Asia region top of page business promotion business volume short notice Court of First Instance

zone zone zone zone zone zone zone

1 2 10 10 10 7 7

xiaofeizhe quanyi bt!lohufa xiaoshou xiaoshOu chengxu xiaoshou xiaoshOu jihua xiaoshOu j7nglT xiaoshOu mubiao xiaoshOu qudao xiaoshOuliang xiaoshOuzhe xiaoyong xianzhu xiaqO xieyi xlhua de guannli3n xTn chBnpTn xTn jia ru xiaofeizhe xTn jishU xTn shichang xingneng xingr6ng zlyT xingshi zeren xingzheng guanlT bumen xingzheng zeren

e

82

Yidali yiliao bt!lojian Yinggu6 yingji cuoshT yingxiang yingxiao g6ngsT yingxiao shOufa yingxiao xinxT yingxiao zhiinWe yingye yingye zhizhilo YingyO yinhBng Inxiang hen hao yitThua yonghu yongtu y6uxiao qTxian uang6ng uang6ng shiqi uang6ng zhaopin uj!

e

Tshi chanquan

Italy medical insurance England short-term fixes damage marketing company hard-sell approach marketing message marketing campaign turnover business licence English bank good feeling merger users usage expiry date employee, staff staff morale staff recru itment estimate

zone 9 zone 10 zone 9 zone 4 zone 7 zone 10 zone 2 zone 10 zone 2 zone 8 zone 8 zone 9 zone 1 zone 8 zone 5 zone 8 zone 4 zone 4 zone 4 zone 4 zone 9 zone 3

order growth debt articles of association exhibition, show photo recruitment fair recruitment ads quality quality control as a minimum intellectual property, intellectual property rights (IPRs) career employment agency employment centre

zone 7 zone 3 zone 8 zone 8 zone 2 zone 10 zone 9 zone 9 zone 4 zone 6 zone 7 zone 7

83

zone 9 zone 9 zone 9

zhizaoye zhize ZhOngguo ZhOngguo fangshi ZhOngguo zhUce kuaijishT zhOngjirenminfayuan ZhOngwen zhOngyao shijian zhuanli qTnquan zhuanliju zhuanye zhuanyedian zhuce dengji zhUguan bUmen zhusu6di zhUyao cMngfen zhiJyao kehu zhiJye zhuzuoquan zTcMn fuzMibiao zTxunliang zTyuan zongM shichang z6ngli8ng

manufacturing role China Chinese-style certified public accountant (CPA) Intermediate People's Court Chinese milestone patent infringement patent office professional specialized store administration administrative authority domicile ingredient lead page copyright balance sheet inquiry volume resource merchandise store sector

zone 10 zone 6 zone 1 zone 9 zone 8 zone 7 zone 10 zone 6 zone 7 zone 7 zone 8 zone 3 zone 5 zone 8 zone 7 zone 4 zone 3 zone 10 zone 7 zone 8 zone 10 zone 6 zone 3 zone 3

Mandarin Chinese-English key verbs lin jihua jinxing banlT bao song beian biye bilneng anqT wanchfing caiyong canjia canjia huiyi cMo zhe mubiao qianjin chaoguo chaoguo guTding shijian cMngdan zeren cMnggong cMngli chuangye ehUlT jiaoyi ehaxlan lJ dao mubiao

ngji iaocM Inghuo ui gal di shicMng gengshUxT dui kehu fanying xunsu dianzTyoujian bu MngkBi Mnyi Mnying

Myan MzhBn f\iwu kehu gllibian lIisMn

84

to keep on schedule to apply to submit to file to graduate to be delivered late to implement to attend to go to a conference to be on target to exceed to overrun to be held responsible to be a success to set up to start a business to process a transaction to incorporate to meet an objective to call to keep everyone on board to get paid to register to interview to order, to place an order to understand the local market conditions to be responsive to customers to email to promulgate to liberalize to translate to respond to give a presentation to grow to target a client to switch to improve 85

zone 6 zone 8 zone 8 zone 5 zone 9 zone 6 zone 8 zone 1 zone 1 zone 6 zone 3 zone 6 zone 4 zone 6 zone 10 zone 10 zone 10 zone 10 zone 6 zone 1 zone 6 zone 5 zone 5 zone 1 zone 10 zone 2 zone zone zone zone zono zono

4 2 8 5 2 4

1(111)

1

lOll" II

10'''' :1 Ie "1" ~'

Ie

"Ut .,

genzong zhuyao kehu gongkai peilrdaoqian goumai gu{mlT gufding guo yihuier zai da huilfen shicMng huode peicMng jianli jianmian jiesMo jieti .. . de gongzuo jietfng jTngying liangMo jink6u juban kaishr xiangma kongzhichengMn kuoda maoxian maoyong miaozhun miaozhun mubiao miaozhun shicMng mubiao shi peichang qiangdiao qfnMi quhecM shang fating shang wangzMn shengcMn shiM shull qrye prnpai xingxiang sllu zMngque tiaoxuan tiaozheng tiaozheng cMnprn tigong jianyi tryi

to monitor a lead to make a public apology to buy to manage, to be administered to implement, to stipulate to call back to segment a market to seek compensation to set up to meet up to refer, to be recommended to take over from to answer to be well run to import, to export to organize to start a project to control costs to expand to be risky to make a false claim to aim to aim for to target a market to aim to to compensate to emphasize to infringe to go for a tea to bring to court to visit a (web)site (literally: to get on it) to manufacture to be suitable to build up a company's brand image to be on track to hire to adapt to adapt a product to prepare a proposal to recommend 86

zone 3 zone 7 zone 4 zone 7 zone 5 zone 1 zone 3 zone 4 zone 9 zone 1 zone 7 zone 1 zone 4 zone a zone 5 zone 2 zone 6 zone 6 zone 9 zone 8 zone 4 zone 3 zone 3 zone 5 zone 3 zone 4 zone 2 zone 7 zone 1 zone 7 zone 10 zone 4 zone 8 zone 2 zone 3 zone 9 zone 10 zone 5 zone 3 zone 7

Mguang lNancMng wancMng mubiao wangzMn bei dengji wangzMn jianshe wei ... gongzuo weituo INf/zao ' INfnding

to highlight to promote, to roll out to be achievable, to sign off to hit a target to get a website listed to build a website to work with to designate to forge to be stable to sell to make formal to be ordered to be rewarding to be saturated to be liable for to be qualified to exchange an email to operate to search on Google to be on budget to empower to be accountable for to get a job to recruit to target to be on the critical path to sponsor to formulate to be registered to register a company to register a trademark to register a domain name to be on schedule to introduce myself to sign off to conduct a study to organize

87

zono 1 2 zono 3 zono 3 zono 10 zono 10 zono 7 lono 5 zono 4 zono a zono 7 zone 3 zono 7 zone 9 zone a zone 4 zone 9 zone 1 zone 7 zone 5 zone 6 zone 4 zone 4 zone 9 zone 9 zono 2 zone 6 zone 2 zone a zone 7 zone 10 zone 7 zone 10 zone 6 zone 1 zone 2 zone 1 zone 9 ZOllO

s Mandarin Chinese-English key phrases Ouibliqi, darao/e. Feichang ganxie nin de bangzhU. Hen gaoxing jian dao nino Hen gaoxing jian dao nino Nin de youshi shi shenme? Nin di quedian shi sMnme? Nin shenme shihou fangbian? Nin shi zenme tTngshuo w6men de gongzuo de? Qing shaodeng.

Sorry to bother ,you. I really appreciate your help.

zone 1 zone ?

Nice to meet you. Pleased to meet you . What are your strengths? What are your weaknesses? What time is convenient for you? How did you hear about the job?

zone zone zone zone zone zone

Please hold the line. (literally: please wait a second) If you are free . , . rugu6 nin y6u kong ... I'm Clare Smith. W6 shi Clare Smith. It's Clare Smith here. W6 shi Clare Smith. Xianzai jianghua fangbian ma? Is now a good time to speak? Xiexie ni you da hui {ai. Thanks for calling back. Xiexie nin dadianhua. Thanks for calling . Xiexie nin de yaoqing. Thank you for inviting me. Xiexie nin ]Tntian lai. Thank you for coming today. Zh6ngguo hulianwang China Intemet Network Information zh6ngxTn Centre (CNNIC)

88

9 1 9 9 1 9

zone 1 zone 1 zone 1 zone 1 zone 1 zone 1 zone 2 zone 9 zone 7 zone 10