计划书英文
计划书英文范文第1篇
Billion Team International Investment Ltd.
Unit I 3/F
Good Harvest Ctr 33 On Chuen St. Fanling
Hongkong
0852 26826421
(86)027 87389766
[Your Name]
[DATE]
TABLE OF CONTENTS
Executive Summary..........................
Management..................................
[Company] History...........................
[Product/Service] Description.............
Objectives..................................
Competitors................................
Competitive Advantages...................
Innovation..................................
Pricing..................................
Specific Markets..................................
Growth Strategy....................................
Market Size and Share..........................
Targeting New Markets.......................
Location..................................
Manufacturing Plan................................
Research & Development......................
Historical Financial Data........................
Proforma Financial Data.........................
Proforma Balance Sheet.........................
Cost Control..................................
Effects of Loan or Investment...............
Attachments..................................
Executive Summary
[My Company] was formed as a [proprietorship, partnership, corporation] in [Month, Year] in [City, State], by [John Doe] in response to the following market conditions:
[Startup, growth] opportunities exist in [Product/Service].
The need for use of efficient distribution and financial methods in these overlooked markets.
[I/We] have several customers who are willing to place large [orders,contracts] within the next three months.
Several other prospective [customers/clients] have expressed serious interest in doing business within six months.
[I/We] previously owned a company that was active in the widget markets. Over the past few years I spent much time studying ways to improve overall performance and increase profits. This plan is a result of that study.
The basic components of this plan are:
1. Competitive pricing
2. Expand the markets
3. Increased advertising
4. Lower our unit costs,
5. Thereby achieving higher profits.
1. Sign contracts
2. Increased advertising
3. Increase office staff
To this end, [I/we] need investment from private individuals and/or companies. A total of $XXX is being raised which will be used to finance working capital, plant and equipment. The company will be incorporated and common stock issued to investors. The company will be run as a [proprietorship, partnership, corporation].
Financial Goals
Year 1
Year 2
Year 3
Sales
$1,000,000
$1,400,000
$1,600,000
Net Income
$25,000
$250,000
$375,000
Earnings per share
.01
.12
.14
Management
[Name]
[Title]
[Experience]
Sales growth from zero to $1,000,000 in five years.
Led market in market share - 30%.
Formulated advertising budgets & campaigns.
Pioneered new distribution channels.
Established national sales force.
Established national repair & service centers.
Brought new and innovative products to the market.
Designed point-of-purchase materials.
[Education}
University of Boston
Boston, MA
B.A. - Computer Sciences
Short Biographies
President
John Q. Doe, Chief Executive Officer, and Director since February 1988 and President since January 1990. Mr. Doe was the founder and Chief Executive Officer of the original operating company known as Random Excess, Inc. He has had experience in the widget field with his own firm, John Doe Co., of Oshkosh (Wisconsin), from 1980 to 1987. This firm was sold to FatCat Widgets, Inc. in 1987. Mr. Doe has held a sales position with U S West Inc. since then. Mr. Doe graduated from the University of Colorado in 1981 with a bachelor’s degree in philosophy. Mr. Doe is employed by the Company on a full-time basis.
Chief Financial Officer
Richard Roe, CPA, Chief Financial Officer, Treasurer and Director. Mr. Roe joined Random Excess, Inc. in December 1988 as a corporate controller and was named Chief Financial Officer in July 1989. Mr. Roe was appointed Treasurer and a Director in July 1990. He served as corporate controller of XYZ Lumber Company from August 1981 to December 1988. Mr. Roe graduated from Metropolitan State College in Denver, Colorado in 1976 with a bachelor’s degree in accounting. Since 1979 he has been licensed as a Certified Public Accountant in the State of Colorado and is a member of the American Institute of Certified Public Accountants. Mr. Roe is employed by the Company on a full-time basis.
Vice President
Joe Dokes, Secretary, Executive Vice President and Director. Mr. Dokes supervises the company’s sales and implementations to its largest corporate customers, including US West, Great West Life Insurance, etc. Mr. Dokes has served as Secretary and a Director since February 1988, Vice President of Operations from February 1988 to December 1988, President of the Company from December 1988 to January 1990 and Vice President of Contract Sales since January 1990. He has been involved since 1986 with the private company originally formed as Random Excess, Inc., where his duties included managing the purchasing and sales department. From November 1984 to May 1986 he managed the sales department at Integrated Management Systems, Inc. From June 1983 to October 1984 he was a buyer for Adams County, Colorado, School District 50. Mr. Dokes attended Oklahoma State University in 1980 and 1981 and Trinidad State College in Trinidad, Colorado in 1981 and 1982. He did not receive a degree from either university. Mr. Dokes is employed by the Company on a full-time basis.
Vice President
Sally Seaugh Vice President of Marketing. Ms. Seaugh has been the Company’s Vice President of Marketing since November 1988. From September 1986 to October 1988 she was involved in business development and marketing for United Bank of Aurora (Colorado). From February 1980 to August 1986 she was self-employed as an independent oil and gas landman. Ms. Seaugh graduated from the University of Denver in 1974 with a bachelor’s degree in Education. She is employed by the Company on a full-time basis.
Responsibilities
John Q. Doe, Chief Executive Officer - Responsible for entire operation. Oversees management function and all other executives.
Salary - $60,000.
Richard Roe, CPA, Chief Financial Officer - Responsible for financial operations, accounts payable, accounts receivable, interaction with audi tors, investor relations. Salary - $40,000
Joe Dokes, Executive Vice President - Responsible primarily for sales and sales support.
Salary - $35,000
Sally Seaugh Vice President of Marketing. Responsible for marketing, human resources and training.
Salary - $30,000.
Total Executive Compensation
$165,000.
[This Page is for an Organization Chart, if applicable.]
[Company] History
In [Month, Year] [I/we] formed a [Product/Service] company that manufactured start-of-the-art complex widgetry. This company was located in [City, State]. [I/we] formed this company as a [proprietorship, partnership, corporation]. Others involved in this business were: [names].
The main goal of this company was to [explain].
Financing was arranged through [home equity loans, savings, venture capital, friends and family, etc.] [Explain terms, rates and ability to repay.]
This venture was very successful in generating and increasing sales, but was not effective in achieving profitability. The main reason for this was the amount of actual overhead experienced. This overhead was not initially anticipated by me at the beginning of that venture. Items including credit checking, warranty program management, extensive travel, maintaining warehouse stock and the management and expense of a national sales force were expenses not originally forecast or expected. With this level of overhead, it was mathematically impossible to achieve profitability.
or:
This venture was very successful in generating and increasing sales, as well as effective in achieving profitability. This was due to the following reasons:
[Reason 1}
[Reason 2]
[Reason 3]
OR:
[My Company] was recently conceived and is still in the beginning stages. To this point the following has been accomplished:
§ A team consisting of [list names and primary responsibility. (i.e John Doe - Marketing) has been formed.
§ A prospective [customer/client] list has been drawn up.
§ Strategy meetings are being held every Monday, Wednesday and Friday evenings.
§ This business plan has been drawn up.
[Now link the past to the future - why a former company will lead into this one or how your present company and history will lead into any future plans. A short paragraph should suffice.]
We are now able to adequately address the markets we have targeted. We have adjusted our staff, redirected our advertising and sales force, and have added the products necessary to meet the needs and expectations of our customers.
[Product/Service] Description
[My Company] intends to offer [product/service]. This [product/service] offers our customers the best possible solution as it:
§ Offers the lowest price on the market
§ Is the most technically advanced
§ Offers more useful features
§ Saves them time and money
§ Offers our users better value per dollar spent
§ Provides an alternative way to achieve a similar task.
§ Provides a service which is not presently available in this area.
§ Is strengthened by a team with combined experience of XX years.
§ Saves them time and money
§ Provides an alternative, cost effective way for them to realize a similar goal.
We have a [copyright, service mark, trademark] or [exclusive agency, marketing rights] for this [product/service]. This agency wi ll last until XXX at which time it may be extended for XX years or terminated. This agency agreement is cancelable upon XX days written notice.
The [product/service] has a useful life of XX years. To distribute this product so that it remains usable for our customers, we must use the following methods of storage and transportation:
1. Overnight delivery
2. Cold storage
3. Incorporate preservatives
4. Shipment within two weeks to distributors.
5. Specially padded boxcars.
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. To remain on the leading edge of this product, we will need to devote approximately XX% of revenues toward research and development. Also due to the fast changing nature of this industry, we will need to retrofit these machines within XX years at customer expense. Our manufacturing plan has considered this.
[If general service to be offered is not obvious, such as carpet cleaning, sales rep, lawn care, consulting, etc. explain what service is. Then give a detailed description of your particular service and its uniqueness.]
Short Examples:
1. Our carpet cleaning machinery is state-of-the-art.
2. Our consulting practice will address these specialized areas: [list]
3. We will only rep these specific product lines. [list]
Even though at this time our expertise is unique in the marketplace, we expect advances to be made and competitors to arise and offer similar services. We will meet this challenge by:
1. Hiring staff specialized in these new areas.
2. Increase our continuing education and training expense.
3. Adding complementary lines.
4. Make regular investments in new equipment.
Objectives
Long Term
[My Company] believes very strongly in technical, financial, business and moral excellence. To secure a stable future for all those connected with [My Company] we have set the following long term goals:
Present market is estimated at $XXX. Our goal for market share is XX%.
We want to be considered by our peers to be the market leader in sales as evidenced by:
Trade industry awards
High end of scale in financial ratios
Major market share
Technical excellence (awards, honors, etc.)
Community involvement (Rotary, United Way, etc.)
Short Term
Market share goals -
1. First Year XX%
2. Second Year XX%
3. Third Year XX%
4. Fourth Year XX%
[Decrease, Maintain] costs through acquisition of new plant and equipment. Increase productivity by investing in employee training and education.
1. Budget for complete computer training for appropriate applications.
2. Set up, Maintain] employee benefit program for continuing college education.
3. Budget for necessary seminars and/or continuing job-specific education.
4. Maintain state-of-the-art accounting system for careful tracking.
5. Monthly reports on financial status vis-a-vis the industry.
6. Aggressive recruitment of the best technical staff in the industry.
7. Support company involvement in various local and national charity events.
Competitors
Name
Address
City, State
Strengths:
§ Location - next door to supplier factory, on major artery, clo se to terminal, etc.
§ Pricing - Low cost producer, known for aggressive pricing policy.
§ Delivery - ships overnight to anywhere in the world.
§ Management - Everyone has an MBA from Harvard.
Weaknesses
§ Service - takes more than 3 months to receive spare parts.
§ Dedication - If it’s sunny, they’re on the golf course or ski slope.
§ Machinery - Slowly approaching obsolescence unless replaced within six months.
§ Overhead - Spend lavishly on corporate dining room, limousines and champagne.
Competitive Advantages
The distinctive competitive advantages which [My Company] brings to this market are:
Experience in this market. [I/we] have XXX years of hands-on experience in this industry.
Sophistication in finance and distribution. This results in my being the low cost supplier in these price sensitive markets.
The philosophy of [My Company] is to price not just according to our costs, but also according to what the market will pay.
Our targeted minimum gross profit margin for a category must be XX%.
By pricing to the market, [I/we] will achieve higher sales and therefore increase my buying power. 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. Through these economies of scale, many items currently on the market can be sold with lower prices, yet a higher net profit.
Product pricing will include a range of quantity discounts as well as an early payment discount.
Rather than being strictly regional, [I/we] will expand into the national market.
To control foreign exchange risks, [I/we] will monitor the markets and hedge accordingly. [I/we] will also use overseas bank accounts.
With those companies with which [I/we] have established a relationship or are known to be financially secure, [I/we] will work on a pre-pay basis. This allows me greater discounts.
A level and policy of Capitalization that will allow me to fully address the respective markets with comprehensive marketing and customer service plans.
By keeping my overhead low, [I/we] will be able to funnel my profits back into operations thus avoiding high debt ratios or lost sales opportunities.
A quarterly direct mail campaign directed at both current customers and prospective new customers consisting of an informative newsletter.
A toll-free national 800 number will be used for customer orders and inquiries.
[I/we] will print complete four-color catalogs on a yearly basis. Price lists will be updated as needed. [I/we] intend to be aggressive in trade magazine advertising.
Consideration will also be given to attending trade shows around the country.
With this level of capitalization, should an unexpected downturn occur, [I/we] will be able to continue operations on a positive scale.
Innovation. [I/we] have a history of innovative ideas.
[List your most meaningful ideas and any new ideas you have for the future.]
The distinctive competitive advantages which [My Company] brings to this market are:
Experience in this market. [I/we] have XX years of hands on experience in this industry.
Sophistication in management and finance. We are able to run an efficient and lean structure, yet still provide quality service to our clients and customers.
Because of the nature of this industry, we will be able to rent office space in more moderately priced buildings.
As a unique service company, we will be able to keep our margins high, allowing us to provide internal financing for growth possibilities.
A level and policy of Capitalization that will allow [me/us] to fully address the respective markets with comprehensive marketing and customer service plans.
By keeping my overhead low, [I/we] will be able to funnel my profits back into operations thus avoiding high debt ratios or lost sales opportunities.
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.
Innovation
[I/we] have a history of innovative ideas.
[List your most meaningful ideas and any new ideas you have for the future.]
Summary
Through [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. Because of our pricing policy, more people will purchase our merchandise thus increasing the size of the market and we will be increasing our market share. What [My Company] proposes to use are just good solid business sense, economies of scale, and the use of efficient financial techniques. This will allow us the following options:
§ increase service
§ increase advertising
§ reduce prices
§ increase profits
§ increase selection
Through [my,our] leadership, [I,we] will be able to reduce overhead as a percentage of sales thereby ncreasing the amount of profit to be retained in the business. What [My Company] proposes to use are just good solid business sense, economies of scale, and the use of efficient financial techniques. This will allow us the following options:
§ increase customer service
§ increase advertising expenditures
§ increase profits
§ increase selection of services offered
This plan will give us tremendous flexibility to use any of these options or a mix of them to effectively attack our target markets and meet our long term goals. This combination of experience, sophistication, capitalization and innovation will assist [My Company] as it strives to reach its sales, profit and return objectives.
Pricing
Before [I/we] set the price for my complex widgets, [I/we] determined on a unit basis what my costs were going to be. [I/we] then determined what the market price was for the normal widget. At this price it was determined that for all but the lowest sales projections, this product would turn a profit at this price. However, since our complex widgets offer additional features, we felt that we could price it approximately 50% above simple widgets.
To test this price, we called a database of 50 large users of simple widgets. We first questioned them about the desirability of our extra features and then asked them directly if this price would be acceptable if such a product were available. We found that 75% of those polled would be interested in this product. Of this 75%, we received 10 firm orders representing approximately 30% of this group.
OR:
We have determined that the market price is $ XX per unit. This will equal a margin of XX%.
OR:
Our unit cost has been figured at $XX. We need a margin of XX% to pay our overhead and earn a sufficient profit. Therefore, our sellin g price will be $XX.
Before [I/we] set the price for our [service], [I/we] forecast what our fixed monthly costs were going to be. [I/we] then determined what the market rate for comparable services were. At this rate it was determined that for all but the lowest billing projections, this [Service] would turn a profit at this rate.
[Optional, if applicable]
However, since our service is unique and demands a higher level of expertise, we felt that we should bill above other comparable rates.
Specific Markets
Market #1
General History
The first widget was introduced into the market in 1036. Widgets remained much as the original production until well into the 20th century when computer modeling showed that there could be some enhancements made to the basic widget. The market for widgets has been generally steady with market growth closely following the typical population growth. At this time there are approximately 1,500 companies worldwide making comparable simple widgets.
Lawn care companies have enjoyed a period of steady growth over the past twenty years. This demand is due to many factors, not the least of which is the advance of lawn care technology. In our proposed marketing area, there are 25 lawn care services.
Entry Strategy
Our widget has been designed by the latest in computer aided design. We are able to manufacture our complex widgets on computer driven assembly lines using the latest in robotics manufacturing. This gives us a tremendous price advantage.
We intend to market our complex widget through all the normal channels available to simple widgets. These include retail, wholesale, and OEM. To penetrate this market efficiently and swiftly, we intend to initially use commission sales representatives strategically located throughout the USA. We also will start a national advertising campaign targeting the end user in various national publications and on national TV commercials.
Our sales representatives will be chosen based on their own experience in the marketplace. It is our intention to hire the best and the brightest among those currently available. Our marketing tests included many of the reps we initially would like to hire.
Over the past few years, we have noticed an increase in demand for full lawn care services - not just grass cutting and snow removal. Our computerized office allows us to track our clients needs and schedule house calls on one hours notice.
We intend to attack this market very aggressively through the use of:
1. A pool of 10 telemarketers.
2. House-to-house visits to neighbors of present clients.
3. Advertisements in upscale magazines.
4. Radio advertisements on weekends.
5. Sales calls on real estate management companies.
As we are offering a unique service, informing the public of our capabilities is of utmost importance.
Growth Strategy
After having successfully introduced the complex widget into the American market, our expansion will be in two separate areas: increasing sales in the USA and entering various foreign markets.
After we have reached our first year sales goals, we intend to offer our sales reps the opportunity to sell our products exclusively by joining our company. We expect that a small percentage will desire to remain independent and these will have to be replaced with our own sales force. We intend to develop further sales reps from within by hiring and training them in our own sales methods. We will increase national advertising and begin targeting smaller accounts and specialty outlets. Additionally, we will conduct in house seminars for various OEM’s demonstrating how the inclusion of complex widgetry into their own products will increase the value of their products.
After having successfully completed this entry phase into this market in the geographical are we have chosen, we will then expand our market by doing the following:
1. Expand telemarketing pool to 20.
2. Increase number of direct sales reps.
3. Expand into neighboring cities.
Market Size and Share
The American market for [product/service] is estimated at $8 Billion annual sales based on data furnished by XYZ Survey. We estimate that we can achieve XX% market share within XX years.
Marketing data for other markets is in the process of collection.
Other Markets
Use the same format for additional markets.
Targeting New Markets
To continue our growth, we will be using the following methods to expand our markets and to increase our new areas of doing business:
§ Customer contact - find out their needs
§ Look for complementary products
§ Trade shows
§ World Trade Center “Network”
§ U.S. Government trade leads
§ State Government trade leads
§ On-line computer prospecting and qualification (DIALOG, D&B, etc.)
§ Market surveys
§ Research & development
Location
RETAIL EXAMPLE:
This business will be operated at 123 Any Street. This location is desirable because:
1. The traffic flow has been rated at high.
2. The rent is below market
3. The building has the necessary facilities to operate this business.
4. The location is convenient for our customers.
We are renting this building on a XX year lease. We will have renovations costing $XXX based upon three estimates. The building is zoned R-3, commercial use.
OTHER SAMPLE:
This business will be operated at 123 Any Street. This location is desirable because:
1. The building is structurally compatible for our use.
2. The rent is below market
3. The building has thenecessary facilities to operate this business.
4. The location is convenient for our freight companies, suppliers, clients and employees.
5. Possibility of expansion in the area.
We are renting this building on a XX year lease. We will have renovations costing $XXX based upon three estimates. The building is zoned R-3, commercial use.
Manufacturing Plan
SAMPLE:
We will be using a conventional assembly line method of construction of our complex widgets. Our main supplier of component parts will be DEF Manufacturing of Fort Lee, NJ. In the event that they are not able to ship according to our specifications our secondary supplier will be MNO Amalgamated located in Charlotte, NC. These parts will be shipped to us by motor freight.
The actual machinery used in the production line will be manufactured by A&M Machine Tools of Arlington, Texas. They also will be doing maintenance under a service contract. This design of machine and assembly will allows us to produce 24 hours a day as the entire assembly process is fully automated with state-of- the-art robotics of American manufacture.
With robotics our labor costs and therefore our production costs will be the lowest in the industry. To maintain our advantage we have established lines of communication with all of our potential machinery suppliers. Most importantly we have an ongoing relationship with several universities and are actively participating in various studies and experiments relating to production methods.
These machines also incorporate quality checking by lasers. All products must come within XX% of specifications. Also, at regular intervals we will be using human inspection of products and machines.
We do not anticipate generating any toxic materials at this time for these products. However, we will be closely monitoring all production to determine if any hazardous materials are being generated. We have contracted with an environmental engineering company to advise us on any possible problems as well as solutions including legal disposal of all hazardous wastes.
We anticipate the following outlays for this capital equipment:
A&M Machines $XXX
Service Contract $XXX
Research & Development
SAMPLE:
We have already spent a considerable amount of time in researching and developing our complex widgets. We have a very simple laboratory equipped with the basic research equipment we need. We have thus far been able to discover lighter materials and several cost cutting manufacturing methods. The largest achievement to date is the discovery of a water based lubricant that does not disintegrate in rainstorms. We have called this lubricant “H2Ocus-Pocus”.
Presently our research is being supervised by our Technical Director, John Q. Public. He will continue in this capacity. Having been the researcher involved with all our activities to this point, he is well qualified to continue our research efforts.
Our next research project will center around using this new lubricant in our manufacturing processes and testing of a new material that has come to our attention.
To this point, our research has paid for itself as we have been keying on bringing this new product to market. However, now that we are becoming more experimental in our research efforts such a continued success ratio can not be maintained.
We have been investigating several potential government (both state and federal) funding sources. Our present program of joint research with the local university has b=proven very beneficial.
Historical Financial Data
See “Attachments”
[This discussion should include all facts pertaining to your financial statements.]
SAMPLE:
Income Statement
[Discuss both positive and negative aspects of your income statements. This is no time for trying to hide the facts.]
Balance Sheet
[Discuss both positive and negative aspects of your balance sheets. This is no time for trying to hide the facts.]
Asset Worksheet
[Discuss both positive and negative aspects of your assets. This is no time for trying to hide the facts.]
Ratio Analysis
Financial ratios are included for your convenience.
Financial Standards
We have also included financial standards as compiled by Dun & Bradstreet and Robert Morris Associates.
Proforma Financial Data
See “Attachments”
Proforma Cash Flow Analysis
SAMPLE:
Assumptions:
Cash Receipts: Percentages as indicated.
Rent: Building rental at $12/square foot.
Utilities: W ater, gas, sewer, trash, electric
Telephone: Local, long distance and cellular
Salaries: Executives.
Payroll: Hourly, non executive
Withholding: Figured at XX %.
Inventory:
Freight-In:
Office Supplies:
Postage:
Advertising: Trade, magazine, direct mail, etc.
Professionals:
Commissions: Figured at 10%.
Insurance:
Travel & Entertainment:
Research: [Explanation]
Miscellaneous:
State Taxes: XX%
Federal Taxes: XX%
Terms to customers: 2/10, n/30 (only to qualified accounts).
Terms from suppliers: Suppliers offers 3% cash discount.
Sales Forecast
SAMPLE:
Sales have been forecast at the following growth rates:
Year 2 Year 3
Product 1: XX% XX%
Product 2: XX% XX%
Cash Flow Variables:
SAMPLE:
We project that we will be able to generate sufficient capital from operations to meet our initial needs after the infusion of $200,000. However, our projections are in industries that have never been fully addressed and are based upon present real buying conditions and our own experience. Should sales not be up to projections, adjustments will be made in ordering and long term commitments decreased or postponed.
Income Statement
Assumptions:
Returns, discounts: We are offering a range of quantity discounts, plus an early payment discount to those extended credit. Average is estimated to be 5%.
Cost of goods sold:
Expenses: Totaled from Cash Flow Analysis spreadsheets.
Freight: Paid by customers.
Risks & Variables:
SAMPLE:
We have considered seasonal trends and have forecasted accordingly. [I/We] believe the forecasts are conservative.
Proforma Balance Sheet
Cost Control
SAMPLE:
Our books will initially be maintained manually. [My Company] seeks at a future point to use a computerized accounting package to monitor our financial performance. This information will be compiled at the end of each month for preparation of financial statements. Each month these statements will be reviewed against our proformas and appropriate action taken to adjust costs or our budget. If we find that we are continually over budget, our first step will be to reevaluate our markup on products and then to recheck our costs to make certain that we are obtaining the best possible prices.
Ratio Analysis
Financial ratios are included for your convenience.
Financial Standards
We have also included financial standards as compiled by Dun & Bradstreet and Robert Morris Associates.
Breakeven Point
Taken from BPMBREAK.WK1 spreadsheet.
SAMPLE:
The following chart shows our breakeven point:
Profit Revenue Fixed Costs Variable Costs
$0 $20,000.00 $3,900.00 $16,100.00
It is intended that [My Company] will be profitable in the XXX Quarter, 199X.
Effects of Loan or Investment
SAMPLE:
The money invested in [My Company] will be used for the following purposes:
§ Purchase of DEF Machine, Model # 333058 including installation - ($150,000)
§ Working capital - ($50,000)
§ Leasehold improvements - (est. $15,000)
§ Laboratory equipment - Beakers, test tubes, petrie dishes - ($1,500)
§ Startup costs - legal fees, filing fees
§ Inve ntory -raw materials - ($25,000)
§ Delivery trucks (GMC Model 80, $10,995)
§ Computer equipment - 15 Austin 486/33 Winstations - ($40,425)
计划书英文范文第2篇
采 访 人：陈明华
编者的话：2011年，国家教育部下发了《关于中小学开展书法教育的意见》，文件要求中小学要按照课程标准开展书法教育。经调查，各地在具体实施的过程中遇到了两大困难：一是无规范教材，二是缺少专业书法教师。自2013年3月起，陈振濂先生率先启动“蒲公英计划”培训书法教师，这无疑是书法教育界的一大福音，教师们如饮甘露，如沐春风。陈振濂先生的这项义举令我们敬仰不已……
一、陈主席您好！欣闻您自2013年3月起开始启动“蒲公英计划”，这项计划的起因是什么？其意义何在？
2012年6月，我在浙江美术馆举办了“社会责任 陈振濂综合书法群展”，开始在书法界提倡书法家的社会责任意识。11月则举办了“陈振濂书法公益拍卖专场”，在最初决定介入艺术拍卖市场时，即与拍卖方美术传媒拍卖公司有过约定：第一是希望有一个学术目标而不仅仅着眼于赚钱，于是就有了一个“学术引领拍卖”的口号；第二是希望做公益拍卖，为书法界的大众作一些力所能及的贡献。于是就有了一个“蒲公英计划”。“蒲公英计划”的本意，是鉴于教育部下令全国中小学都应开设书法课，但实践中却困难重重，非唯缺乏课时保障，更缺乏能胜任教学的师资。于是希望能在这方面有所作为。据我了解，目前国内中小学教师中，语文数学英语物理化学老师比较有地位，因为和升学率直接挂钩。音乐美术老师是陪衬与点缀，只要聊备一格不缺即可。而书法老师许多学校缺岗，且多以语文老师替代。偶有专设，也是学校里最边缘、最没有地位的阶层。别说公费派出去进修，连路费与学费甚至假期都未必批得出来。他们应该是最需要帮助的一个群体。而在教育部明令中小学开设书法课的大环境要求下，我们这样的从专业学习到经济支持进行全力助推与支撑，又应该是最切用与急需的。
在今天网络时代与电脑、手机微博时代，除了我们中年以上的一代，40岁和20岁这两代青年人，写汉字都是打拼音摁键盘，提笔忘字，不注重笔顺，更不关心偏旁部首等构字法则。因此即使从文字书写这一书法基础上说，在中小学开设书法课也越来越有急迫性。因为它关系到中华文明承传的大责任。“蒲公英计划”在此时推出，也是基于今天这个特殊时代的需要。
二、您为什么现在会想到启动“蒲公英计划”？这种想法在您心里一定孕育了很长时间，这是否与您本人曾经做过教师有些情感上的关联呢？
我本人是高校教师。过去办大学办专业，关注的是高端专业地位和教学品质，但其实这是一种阳春白雪式的思路。其实更困难的是中小学尤其是基层、农村中小学的教学状态。从写字教育到书法教育，我们缺少一个中华文明传承的基本土壤的培植，也许在今后，中年一代书法爱好者不少，但青年和少年一代对写字与书法越来越陌生，因为都用拼音打字而不书写了。就像今天喜欢京剧越剧都是老年观众一样，有断代的危险。要针对这一情况对症下药，需要关注的不是艺术家互争高下的立场，而应该是立足于普及的、又具有学科高品质的基础能力培养与审美培养。它正是中小学教学的题中应有之义。但困难的是，在当下中小学教学格局中，它又是实实在在的软肋。于是，就引出了我们的“蒲公英计划”。换言之，在现在启动“蒲公英计划”，是适时的、是有现实针对性和社会需求的。
在“陈振濂书法公益专场拍卖”成功之后，很多亲友都有非常好的热心建议。比如捐一所或几所希望小学；比如捐款给慈善机构，又比如资助贫困学生。但斟酌再三，捐希望小学除了造校舍教室，如果没有师资教材与有效管理，极易虎头蛇尾，不了了之。慈善机构如红十字会太不透明，公信力太差。至于一般助学，又与书法相去太远。但如果是“蒲公英计划”，情况就不一样了。一则我自己就是教师出身，懂得教学过程，可以娴熟掌控教学流程与品质。二则直接投向中小学书法教师，通过他们再去带动几十倍上百倍的学生，意义更见重大。再加上通过连续不断的活动投入，也能训练出一支教学人才梯队。担纲“蒲公英”教学的师资来自四面八方，他们在这里学到的教学经验，回到本省本市仍然可以继续发挥，或者还能因此编出一套适合中小学书法教学的教材教案，有此四项，何乐不为？如果我自己不是多年从事教学工作，也许未必会作此选择。因为它要耗费我大量宝贵时间与精力，还不单单是出钱的问题。但从教师的职业天性出发，这样费时费力费钱费事的选择，就变得很正常了。
三、“蒲公英计划”的主要目的是三年内培训100位书法教师，通过100学时书法课程的培训，您期望这些教师的书法素养能达到何种程度？能够胜任当前中小学书法教学工作吗？
这一培训计划是个三年规划。培训100位教师是目标。我希望在经过培训后，我们的中小学书法老师应该在文化、艺术技能与审美欣赏两个层面上有大幅度提高。能成为各地几十万中小学教师的模范与榜样。目前的中小学书法课，其实遇到的是两个问题。第一是作为文化技能的汉字书写和作为它的高级形态的艺术技能的书法艺术表现。写字与书法，作为两个不同层面的教学把握，都应该在我们的“蒲公英”培训过程中得到充分体现。 第二是对书法艺术的高端经典名作，通过教师要让孩子们有审美感受力的培养，就像让他们听贝多芬肖邦、看达芬奇梵高一样，当孩子们看《大盂鼎》《兰亭序》时，也应该具有同样丰富的感受与想象能力，并以此来认知中国书法艺术的伟大与中华文明的伟大。技能的培训与审美感受力的培养，是“蒲公英计划” 的两个主要目标。它们是相辅相成、互为因果的。
我还希望通过我们的努力，有效地改变目前中小学书法教学散乱无序各自为政的状况，能建立起一个那怕略见粗糙、但开始讲究科学性的教学模型范式。目前的情况是许多人埋头在做，但却大都缺乏学术支撑，并不知道为什么要这样教、这样学，严重缺乏宏观的学科顶层设计和教学准范。至于起步阶段，肯定会有不周到。但没关系，以后再慢慢完善它、发展它，总要有人迈出第一步嘛！
四、我想，这项计划一旦启动，很多教师会踊跃报名参加，如何才能申请到培训名额呢？对报名者有哪些基本要求？
如果“蒲公英计划”能引起大家关注，那是一件大好事。对于想来报名参加的中小学教师们，要注意做好几个方面的准备。
1.报名与必须的证明材料
准备好自己的身份证、教师证、单位证明（即任书法教学专职岗位的证明，需供职学校人事部门出具）复印件，以供我们作录取之前必须的资格审查。
2.录取
如果已被确定录取，参与培训是全程免学费的。凡教师课酬、教室租赁、事务杂项一应教学开支，都由“蒲公英计划”公益基金承担。会有一个专家组负责录取事宜。
3.关于学员录取与公益培训举措
（1）老少边穷地区、农村山区中小学专职书法教师：
往返火车汽车路费、培训期间食宿费、学习用品费等，均由“蒲公英”公益基金进行全额补贴（因为是全额负担，因此在每期培训中，这部分学员录取有规定限额）。
（2）城市（含乡镇）中小学专职书法教师：
因经济情况相对于农村与老少边穷地区较好，故尔往返路费、食宿、学习用品费自理。但字帖、参考书、集体教学研讨、名作观摩鉴赏所用指定教具，以及教学安排外出参观学习等，由“蒲公英”公益基金支付。
（3）每次培训循环为7天左右（不含往返路途时间），每年约2到3轮。可重复报名，但录取则视个人条件比较而定。老少边穷地区、农村山区中小学教师在录取时有优先权。
4.公益培训的其他需要说明内容
（1）“蒲公英计划”是个人出资、社会支持的纯公益性文化项目。它具有非盈利性质。为长久可持续发展计，我们希望采取“1十X”模式，1是中小学书法教师公益培训本身。X是可能的热心公益事业的任一合作方。包括学校、企业、机构、媒体、艺术团体，凡具有与“蒲公英计划”相同情怀、相近理念的个人或团体机构，我们都热诚欢迎加盟与合作。
（2）第一期“蒲公英计划”中小学书法教师培训地点安排在杭州。以后各期培训可以在全国各地视条件许可安排实施。
计划书英文范文第3篇
随着改革开放的深入，国际交流的增强，园林相关行业、领域对既懂园林专业知识又懂英语的复合型人才的需求日益增加。尽管许多高校园林院、系开设了园林专业英语课程，以期提高园林专业学生的英语能力，但我国复合型园林专业人才匮乏问题依然突出。造成这种现象的原因是多方面的，其中很重要的一点是教学方法不合适，不能因材施教，缺乏针对性，不能适应复合型园林人才培养需求。因此，有必要对园林专业英语教学方法进行探析，以便更好地为社会输送复合型园林人才。由武涛、杨滨章主编，徐锋主审，重庆大学出版社出版的《风景园林专业英语》（副主编是王霞、朱晓霞、陈宇、王洁，2012年9月版）一书，运用英语的表达方式介绍了风景园林的概念、园林演变史、近现代风景园林发展历程、风景园林规划设计理论与方法、风景园林建造技术与工程以及近十几年来风景园林研究进程，旨在帮助风景园林专业学生综合运用英语这门语言，帮助学生能够无障碍阅读相关国际文献，用英语撰写论文、综述、报告等，其中关于英语词汇、语法等知识的讲解，对探讨风景园林专业英语教学方法有重要的参考价值。通读全书，具有以下几大特征。
一、结构科学，内容丰富且客观
该书围绕风景园林发展历程、风景园林设计理论与方法、风景园林工程技术等内容展开阐述，理论框架清晰，对读者阅读具有较强的引导性。全书共由七个部分组成，其中第一部分“风景园林概述”借鉴《风景园林导论》和美国风景园林师协会描述了风景园林的定义；第二部分“园林史论”通过西方园林史的一些论著回顾了世界风景园林发展的历程；第三部分“近现代风景园林发展”运用近现代风景园林教育家、理论家的一些论述展现了风景规划、公园、庭院在近现代取得的发展；第四部分“近现代风景园林任务、思潮及作品”介绍了玛萨舒瓦茨等人对风景园林发展的影响；第五部分“规划设计理论与方法”主要阐释了场地、景观、生态等多个方面的规划设计；第六部分“工程与技术”从技术层面和施工层面指出了风景园林设计及建造时容易出现的问题；第七部分“研究与动态”展现了当前风景园林的设计思潮及发展方向。从中不难看出该书内容丰富，不仅追溯古今讲解了风景园林的前期发展与现在发展趋向，还详细具体地讲述风景园林涉及的多个方面知识，如设计、影响人物、建造技术。此外，该书内容具有一定客观性，从微观方面来讲，该书所用的词汇、语句都有根有据，且运用准确；从宏观层面来讲，该书所用的文章基本原理出自西方高校风景园林专业本科教材、专业团体文献、核心期刊论文以及著名设计师著述，相比其他更具权威性与客观性。
二、目的明确，具有较强的实用性
随着社会主义市场经济竞争力的加强，从事风景园林相关工作的人员和学习该专业的学生，都对英语的实用性提出了更高的要求，如其不仅需要学会运用英语去了解国际风景园林的最新发展，获取最新信息，还需要运用英语与国际相关专业的友人进行知识交流，增长见识。《风景园林专业英语》一书是以帮助风景园林专业师生和相关从业人员掌握风景园林专业英语词汇、英语语法用法以及提高其综合英语应用能力为目的。在此目的基础上，该书在讲解与风景园林相关的专业术语和常用词汇时，会尽量选择难易适中、覆盖面广的论文作为讲解模板，以期学习者能够通过此书尽可能多掌握一些专业术语和常用词汇；该书在翻译国外风景园林相关文章时，尽可能达到“信、雅趣、达”的要求，旨在告诉学习者不管是中文翻译成英文还是英文翻译成中文，都需要做到用词准确、语法无误，都需要做到文字流畅通顺、辞藻优美且忠于原文，只有这样学习者的翻译能力和阅读能力才能提高；该书为帮助学者提高风景园林专业英语的实际运用能力，较为详细地介绍了撰写英文摘要的方式方法，较为客观地讲述了风景园林设计的内容，较为系统地阐释了查阅风景园林相关的英文资料的技巧。由此不难看出，该书不仅目的明确，可让学习者能够正视风景园林专业英语这门课程，同时围绕“目的”而展开的讲解对相关学习者来说也极具实用性。总而言之，该书不仅结构科学、内容丰富，还具有较强的目的性与实用性，对风景园林、景观设计、环境艺术等专业的师生具有一定参考价值。其中，该书关于风景园林英语词汇、语法、翻译、写作等内容的讲解，对探析风景园林专业英语教学方法具有指导作用。
计划书英文范文第4篇
大一学习计划一：一年之计在于春，一个学期之计在于开始，新学期初始，一切事物都充满了活力与生机。新生活意味着新开始，新开始象征着新的挑战。俗话说好的开始是成功的一半。新年、新春、新学期，我也该有新的打算。过去的一年在我的努力之下，学习部取得了一定的成绩，在本年的学习中我们将继承优点，改正不足，争取把学习做的更好。本学年工作计划如下：
大一主要学习目标
明确学习目标，打好一定的语言基础。争取获得优良成绩，能切实在大学里学到丰富的专业知识和基础常识。增加文化素养，提升自身能力，端正学习态度，培养积极勤奋的学风。做学习计划来自我敦促，自我勉励。反思自己有哪些方面做到不足，反思自己该如何改善、反思自己继续努力的方向方法，并且反思自己有哪些反面值得肯定，只有不断地反省，才能为未来的路指明方向。
大一学习计划具体安排
1.坚持预习，坚持在上课前先预习一遍课文，在上课之前对所上的内容有所了解，能提高听课效率。并且在老师上完一章的内容后，能够主动复习。温故而知新。
2.每天早起一个小时时间背诵英语课文。
3.每天坚持到自习室上晚自习两个小时。
4.对于课程知识，要多想多问，并且把其中有收货的部分记入笔记之中。
5.每个月进行一次学习清算，反思自己这个月是否达成了学习计划，有哪一些做得不足的地方，下个月要注意改进。
6.订阅英语辅导报，自学报纸上出现的一些英语单词，并且完成报纸上的练习题。
7.在这学期通过全国大学生英语四级考试，英语是我的专业，我系一直都比较重视英语的学习，抓好英语学习对我说也是很重要的，尤其大学英语四级考试关乎大家的毕业证书和学位证书。为进一步提我的英语成绩，能够更加自信、坦然地面对四级考试。
8.身为一个英语专业的学生，对于英文的写作能力是非常重要的，所以应该坚持在平时多写一些练笔。
9.争取利用周末时间多学一门外语。
10.培养良好的学习兴趣。俗话说：兴趣是最好的老师。我认为，关键是积极的学习、主动的学习。渐渐把自己带进书的海洋中，这样，才能潜移默化地使自己爱上学习。古人说：学为立世之本，学可以立德，学可以增智，学可以致用。学习是成就事业的基础，是人生的出发点，也是人生的极致。在这世间，任何事都讲究公平，公平，人心就平，心平了就和，和谐安乐由之生焉。学习也是如此，你爱它，它也会回馈于你。
以上各项内容便是本学期的大体计划。如有不妥请老师同学指正。
大一学习计划二：大学生有很多自由支配的时间，做好学习计划才可以合理利用时间，才能让大学时光充实起来。要想成功，就要计划，成功只留给有准备的人。
一、学习目标要明确，做好切实可行的计划。
根据学校要求，大概需要7个学期来完成学业。
二、合理安排时间，按时完成学习任务。
在学习课程中，精心地安排好每天的学习时间，抽出1小时去学习，循序渐进的过程完成学习任务。
三、养成做笔记的习惯。
在课前，做好预习笔记，有针对性的列出重点和难点并加深对学习内容的理解和记忆，便于以后查阅和复习。课上，做好听课笔记，养成良好的学习习惯。
四、认真地完成布置的作业，养成自主的学习习惯。
根据教学计划的要求，要按质按量的完成老师布置的作业和学习任务。还要培养良好的自主学习习惯，掌握必要的学习技能。
五、多向老师和同学请教。
遇到疑难问题，要及时向老师请教，或者通过电子邮件与老师同学联系，寻求辅导和帮助。
六、及时做好考前的复习工作。
考前复习是学习过程的最后阶段，要对整个课程的学习进行检查和补充，总结经验。
七、利用业余时间，通过计算机网络加强学习。
随着新技术、新媒体的发展，远程开放教育把先进的科学技术应用于教学中，我要利用业余时间，通过网络定期浏览，以便及时的调整自己学习进度和策略。通过网络网上课件和学习管理平台的学习。通过电子邮件与老师同学联系，寻求辅导和帮助。
八、不断加强专业学习，确定补修专业。
为了加强综合素质，还需要在完成学业后，不断地加强与自己的专业相关课程的学习，来完善自我。吸纳新的技能和知识充实自己，提高分析和处理工作的能力，注重总结经验，完善自我。
总之，虽然客观制定了个人初步学习计划，还存在许多不完善与不足之处，还需要今后根据自己的切实情况，在学习中不断地补充，加以改进、及时地总结经验，以合格的成绩来完成自己三年的学业。
为实现自己的计划目标，我会合理安排好时间，用心、用力的学习,努力拼搏，挑战自我!
大一学习计划三：常言道：“凡事预则立，不预则废”，新的一个学期的到来，几门新功课来到了我们的面前，需要我去探索去研究，为了更好地学习贯彻新知识，获得长足的进步，我特此制定一份学习计划。
大一学习主要目标
争取获得优良成绩，能切实在大学里学到丰富的专业知识和基础常识。增加文化素养，提升自身能力，端正学习态度，培养积极勤奋的学风。做学习计划来自我敦促，自我勉励。
大一学习计划具体安排
1. 坚持预习，坚持在上课前先预习一遍课文，在上课之前对所上的内容有所了解，能提高听课效率。并且在老师上完一章的内容后，能够主动复习。温故而知新。
2. 每周抽一天时间早起背诵英语课文。
3. 每周坚持到校晚自习
4. 坚持去校图书馆借书阅书，坚持超额完成老师布置的读书任务，并且做好读书笔记。
5. 对于课程知识，要多想多问，并且把其中有收获的部分记入笔记之中。
6. 每个月进行一次学习清算，反思自己这个月是否达成了学习计划，有哪一些做得不足的地方，下个月要注意改进。
7. 订阅英语辅导报，自学报纸上出现的一些英语单词，并且完成报纸上的练习题。
8. 身为一个汉语言文学专业的学生，对于文字的敏感和写作能力是非常重要的，所以应该坚持在平时多写一些练笔。
9. 多学习一些例如《文心雕龙》，《易经》之类的中国古文化典籍。
计划书英文范文第5篇
英语学习职业规划大学生处于农业大学院校英语教学一线的我深刻地感受到，大学生对英语课的抵触情绪。根据这一情况，我作了初步的问卷测试，通过对我所在学院大学生的问卷测试调查，可以看出大学生进入大学院校后，自我意识便产生茫然，自我效能有所降低，特别是专业类大学，对本职专业技能掌握情况不够重视，重文凭清能力，对自己的学习能力产生怀疑，最终对未来的职业生涯没有合理的规划，这样，造成的后果就是对英语这门课程不感兴趣。众所周知，英语课堂教学经常采用“三P”模式，即presentation（呈现新知识），practice（实践），和production（输出）。但是专业类院校，特别是农业院校英语课的课时有限，而学习又是一个实践和积累的过程，是一种语言能力得到进一步提高，课堂的讲解对英语学习十分局限。学生总是希望能通过英语学习，对未来生活及就业发展带来很大的帮助。
我们了解到，美国在20世纪90年代曾经制定过《学校――就业法案》，目的是使得所有的高中学生能够在学习期间为自己今后职业发展确定一个计划和部署，实现从学校到就业的过渡。它意味着从就业发展认知到毕业后的就业选择的完整个人就业指导体系的形成，使学生能主动自我选择和进行未来的人生规划。当学生毕业后，学校会组织学生进入社会的各个部门参观，以进一步了解自我，了解以后职业就业规划及发展。
一、大学生职业规划的重要性
那什么是职业规划，所谓“职业规划”，是职业生涯规划的简称，就是对职业生涯乃至人生进行持续的系统的计划过程，它包括职业定位、目标设定、通道设计三部份内容。通常所说的职业生涯设计实际上是指对职业通道的设计。职业规划是一件大事，它决定了人一生的事业走向，同时也关联相应的生活方式。职业规划发生在职业选择之前，也同时发生在职业发展的过程中，规划，调整再规划是一条必经之路.职业规划并不是要把人们今后的每一步都做出计划，而是从观念上一开始就要对现实有所认识，并从行动上进行最有针对性的学习。学校里的学生社团活动对了解自己的兴趣也会有所帮助。
二、英语学习在就业发展中的作用
1.英语学习的实践性
进入新世纪，特别是随着我国成功举办了奥运会、世博会等重要会事，标志着中国更加开放，与外部世界的联系更为密切，在这样的历史背景和社会环境中，英语不仅仅是大众交流和沟通的工具，更重要的是，它还是提高个人职场竞争力的手段。它的普及性体现在国际政治、经济贸易、信息交流等各个多个领域。因此，学好英语是为了更好地交流和沟通，学习西方的先进思想和先进科学技术，走向世界。
2.英语学习的个人体会
（1）背单词。英语是靠一个一个单词积累起来的，单词在英语中的地位举足轻重！但兴趣是学习之本，背单词并不是买一本英语单词书从A背到Z，要克服枯燥和懒惰，掌握方法。首先，根据个人情况，时间及基层能力，制定学习计划，同时对个人制定计划进行执行、控制、反思。其次，背单词时要掌握方法，借助科学的方法帮助记忆。如互联网、电子词典等，在互联网和电子词典中，都会有背单词的系统，在背单词的同时，会有科学的方法提醒你记忆，如通过看图识单词，根据动画片的一些动作或场景，将单词可理解性地输入到脑海中，形成条件反射，而不单单是枯燥地拓展一下语法、背诵一些句子进行记忆。此外，还可以借助发音、游戏、单词测试、社区和朋友一起背单词互动等帮助记忆。最后，背单词要学会举一反三。背单词时需要联想记忆，可举一反三单词的词根、近义词、反义词、常用语等。
（2）听说英语，就是提高个人英语听力及口语能力。英语作为一种沟通工具，主要用途还是在于应用。听说能力是大学生职业规划中需要重点考虑的一项技能。听说英语最重要的学习方法是“习得”而不是“学得”。“习得”是个人的心理内容、心理过程、心理状态或现象中"客体化的人类本质能力"的个人再生与变革。是一种无意识的学习，过程类似于婴儿母语发声。“学得”，即通过听教师讲解要点，并辅上有可提高学习语法的方法及措施，达到对所学语言的掌握和技能的提高。
首先，要建立声音和图像的直接联系，就是要在听到发音时能条件反射其意思。可以通过看图识音、全身反射法来锻炼，就是可以通过游戏，在听到发音后能立刻反应出相对应的图片，也可以通过肢体语言做出发音的相应动作来练习。这样就可以掌握一些可理解性的词或英语内容。然后，可以进行一些可理解性听力的训练，选择一些适合的电影或连续剧，通过看剧中各个对话场景，不刻意在脑海中翻译地理解对话内容，有必要的话利用互联网工具和资源进行反复观看，并模仿发音练习。等到自己听力水平基本跟得上原版电影或者英语新闻，便可以适当针对性地说英语，进行英语阅读，当然听力也不能松懈，可以继续找一些好的学习材料来练习。这样，坚持一段时间，外企一般职位面试，出国求学，国外生活和从事一般技术型工作等可以应付。
（3）利用英语学习设备及资源。大学是人生的关键，是认识自我、充实自我的平台，我们得学会利用学校的资源（如图书馆、电子阅览室、英语角等）。在图书馆，我们可以有在线的英语学习课堂；能查到与专业相关的外文文献和图书，可以拿来阅读，这样能提高英语和相关专业的知识水平；每个学校基本上都会有类似“英语角”的活动，可以当面和老外对话，这样对于自己的听力和口语的提高是非常有帮助的，阿里巴巴创始人马云中学时代就坚持到西湖边当老外的“导游”，练就了一口流利的口语。
3.大学生职业规划应该考虑到的基本证书获得
（1）大学英语四、六级证书。求职亮点之一，大学英语考试是教育部主管的一项全国性的教学考试，其目的是对大学生的实际英语能力进行客观、准确的测量，为大学英语教学提供服务。效度研究的大量统计数据和实验材料证明大学英语四、六级考试不但信度高，而且效度高，符合大规模标准化考试的质量要求，能够按教学大纲的要求反映我国大学生的英语水平，因此有力地推动了大学英语教学大纲的贯彻实施，促进了我国大学英语教学水平的提高。已经成为各级人事部门录用大学毕业生的标准之一，产生了一定的社会效益。
（2）英语专业八级。全称为全国高校英语专业八级考试，自1991年起由中国教育部实行，考察全国综合性大学英语专业学生。但很多职位（如翻译或者外籍主管的助理等）要求。
（3）大学英语四、六级口语证书。为适应国家改革开放的需要，“全国大学英语四、六级考试委员会”从1999年11月起已在部分城市开始实施大学英语四、六级考试口语考试，申请参加口语考试的考生必须是已经获得大学英语四、六级考试证书的在校生。真正的口语能力及面试是非常重要的。
（4）英语中高级口译。由教育部考试中心和北京外国语大学联手推出的英语翻译资格证书考试分英语口译和笔译两种，含金量比较高，求职时很多企业会看重这个。
（5）托业考试（TOEIC）。素有“商业托福”之誉的TOEIC（托业）考试，于2002年被引入中国，是目前全球职业英语测评的首选标准。其成绩分析理论通行60多个国家。测试母语非英语的人士在国际商业、贸易环境中使用英语的熟练程度。实用性强，认可范围广，权威性强。在华南地区，宝洁、美的、南方航空和TCL等众多跨国公司和本土知名企业，都已开始采用托业考试作为选拔员工的重要标准。
（6）剑桥商务英语（BEC）。教育部考试中心和英国剑桥大学考试委员会合作，于1993年起举办商务英语证书考试。该系列考试是一项水平考试，根据商务工作的实际需要，对考生在商务和一般生活环境下使用英语的能力从听说读写四个方面进行全面考查，对成绩及格者提供由英国剑桥大学考试委员会颁发的标准统一的成绩证书。能说明你的英语能力，在求职时能添加一份竞争力。BEC证书素来被美誉为“外企绿卡”，BEC证书也被许多公司承认，其中不少是500强企业。
（7）雅思（IELTS），是一种较全面地针对听说读写四项能力的、为打算到英语国家学习、工作或定居的人们设置的英语水平考试。由剑桥大学考试委员会外语考试部、英国文化协会及澳大利亚教育国际开发署（IDP）教育集团共同举办。少数英联邦国家企业会注意到你考过雅思，这对于申请学校和机构的考生来说，雅思值得信赖。
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