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,Lesson Fourteen,Key point:,useful terms and definitions of business plan,Difficult points:,the tips of a business plan,Requirement,By the end of this lesson,you should be able to have a good command of,the tips of a business plan,commonly-used sentences in writing,busi,-ness plan,By the end of this lesson,you should be able to,know the part of market in a business plan,know the part of development and production in a business plan,know the part of sales and marketing in a business plan,Creating an Effective Business Plan(II),New Words,convince,v.,说服；使相信,cater,v.,提供饮食及服务；迎合,identifiable,a.,可辨认的,procure,v.,获得；取得；导致,stumble,n.;v.,绊倒；失足；蹒跚而行,slang,n.;v.,俚语；辱骂；用俚语说,jargon,n.,专门术语；行话,credential,n.,国书；凭据；证明,assessment,n.,评估；评定的款额,gourmet,n.,美食家,mock-up,n.,(,实验或教学用的,),实物模型,grab,n.,抓握；抢夺；强占,ketchup,n.,蕃茄酱,widget,n.,小器具；未定名的新产品,gale,n.,狂风；大风；定期租金,encyclopedia,n.,百科全书,subcontract,n.;v.,转包合同；转包,roadblock,n.,障碍；障碍物,scrutinize,v.,仔细检查；核对；细看,tactics,n.,战术；兵法,incur,v.,招致；蒙受；遭遇,Skill Training,The Outline of a Business Plan,商业计划书写作纲要,在写出一份计划书之前，首先要决定出计划书的纲要。不同的项目，其计划书的纲要也不尽相同。一般来说，纲要包括如以下表格中所示的几个部分，每个部分的写作目的以及参考长度。,部 分,目 的,长度,(,页数,),1.0,业务要点,整个业务计划的简要总结,1-2,2.0,公司描述,2.1,背景,/,历史,2.2,资本结构,/,股东名单,2.3,期权协议（如果适用）,公司的背景资料，包括资本结构。,1-2,3.0,产品,/,服务,3.1,描述,3.2,技术,3.3,消费者可得到的好处,公司将向消费者提供什么,?,与消费者目前所使用,/,所拥有的产品,/,服务相比，消费者将从公司的产品,/,服务中如何受益,?,1-3,4.0,市场分析,4.1,规模,4.2,区域聚焦,4.3,发展,4.4,消费者概况,4.5,市场开拓战略,公司有多少潜在用户,?,其增长率是多少,?,公司计划占有该市场的多大份额,?,公司如何发现潜在市场、如何打进潜在市场,?,1-2,5.0,竞争分析,5.1,现有竞争,5.2,替换产品,/,服务,5.3 SWOT(,强势,/,弱势,/,机会威胁分析,),5.4,竞争优势,5.5,进入壁垒,公司的竞争对手是谁,?,公司比竞争对手强,/,弱的地方是什么,?,是否具有能阻止其他人进入的壁垒,(,例如技术,/,法规,)?,1-2,6.0,业务计划的实施,6.1,战略,6.2,联盟,6.3,实施时间表和预算,业务计划将如何实施,?,公司的实施战略是什么,?,1-3,7.0,管理团队,7.1,创始人和主要成员的简要介绍,公司的主要员工是谁,?,他们拥有何种经验、业绩记录和技能,?,1-2,(,半页,/,人,),8.0,资金需求,8.1,需求量,8.2,估值和理由,8.3,资金用途,公司需要多少资金来实施该业务计划,?,公司如何向外部投资者估值自己,?,预计“资金消耗率”,(,或每月支出,),是多少,?,1-2,9.0,财务分析,9.1,预计收益和损失,9.2,现金流动,公司财务规划,1-3,Commonly-used Sentences in Writing Business Plan(II),1.,To secure a stable future for all those connected with My Company we have set the following long term goals:,2.,We want to be considered by our peers to be the market leader in sales as evidenced by trade industry awards.,3.,The distinctive competitive advantages which My Company brings to this market are:,4.,The philosophy of My Company is to price not just according to our costs,but also according to what the market will pay.,5.,Our targeted minimum gross profit mar-gin for a category must be XX%.,6.,By pricing to the market,I/we will achieve higher sales and therefore increase my buying power.,7.,As the amounts of my purchases increase,my per unit costs of shipping decrease and I/we will achieve higher discount levels from my suppliers.,8.,Through these economies of scale,many items currently on the market can be sold with lower prices,yet a higher net profit.,9.,Product pricing will include a range of quantity discounts as well as an early payment discount.,10.,We have also included financial standards as compiled by Dun&Bradstreet and Robert,Morris Associates.,11.,Our initial marketing campaign will allow us to book a sufficient amount of business so that we can implement our telephone customer service support program.,12.,Though my,our leadership,I,we will be able to reduce overhead as a percentage of sales thereby increasing the amount of profit to be retained in the business.,13.,What My Company propose to use are just good solid business sense,economies of scale,and the use of efficient financial techniques.,14.,Before I/we set the price for my complex widgets,I/we determined on a unit basis what my costs were going to be.,15.,However,since our complex widgets offer additional features,we felt that we could price it approximately 50%above simple widgets.,16.,Widgets remained much as the original production until well into the 20,th,century when computer modeling showed that there could be some enhancements made to the basic widget.,17.,Over the past few years,we have noticed an increase in demand for full lawn care services-not just grass cutting and snow removal.,18.,We intend to attack this market very aggressively through the use of:,19.,As we are offering a unique service,informing the public of our capabilities is of utmost importance.,20.,Even though the technology used to create this product is new,we expect that others will be able to substantially reproduce our patented results within XX years.,Reading Materials,Top Ten Internet Manners Questions,Abstract:,This article introduces the top ten Internet manners questions and gives readers its advice to show good manners.,Key words:,Internet;manner;ten questions,返 回,
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