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anewlanguagecoursefortomorrow’sbusinessleaders体验商务英语CourseBook2综合教程第二册intermediateBusinessEnglishMARKETLEADERJNUQUALITYCOURSE暨南大学外国语学院1/13MARKETLEADERBOOKTWOUNITONECAREERS暨南大学精品课程JNUQUALITYCOURSE外语学院大学英语教学部外招生教研室制作JNUQUALITYCOURSE暨南大学外国语学院2/13Listening
HumanresourcesandrecruitmentJNUQUALITYCOURSEMLBookTwoUnitOneOverviewReadingFemaletraindriversVocabulary
CareermovesLanguageFocus
Models1:abilityrequestsandoffersSkills
telephoning:makingcontactCasestudyFast-TractInc.暨南大学外国语学院33/13SalesresultSalesrevenueSalesrepresentativeSalesteamSalescontractDevelopsalesAchieveresultUnit1CareersUnit1CareersWordsreview:salesCasestudy4/13SalesabilityOrganizationalskillsInterpersonalskillsAcademicbackgroundSuitableexperienceNumeracyskillsTheabilitytohandleadministrationLinguisticabilityUnit1CareersCasestudyUnit1CareersWordsreview:jobandjobdescriptionCandidateApplicantStaffturnoverVacantposition5/13Unit1CareersUnit1CareersWordsreview:PersonalityadjectivesskillsMotivatedDynamicEffectiveNaturalEnergeticEnthusiasticDeterminedConfidentcalmrelaxedcreativepracticalReliablequietnervousoutgoingaggressive6/13CompanyActivityBasedinRecentsalesperformanceandreasonsforthisNatureofnewsalespositionNumberofcandidatesQualitiesrequiredFast-TrackInc.TrainingvideosandmanagementtrainingcoursesBoston,US,withasubsidiaryinWarsaw,PolandPoor(30%belowtarget)becauseSalesrepsnotmotivatedHighstaffturnoverPreviousmanager-noclearstrategyOnlyafewcontractswithseniormanagersatclientcompaniesDevelopingsalesandincreasingnumbersofcustomersManagingsalesteam-moremotivated,dynamic,effective3Naturalleader;energetic,enthusiasticanddetermined;confident,outgoing;strongsalesability;organisationalandinterpersonalskills;goodacademicbackgroundandexperience;numeracyandadminskills;languages;mustliketravellinginbusiness7/13Salesrepresentativesarenotmotivatedandstaffturnoverishigh.Thepreviousmanagerhadnoclearstrategyfordevelopingsalesinthearea.Onlyafewsalescontractsweremadewithclientcompanies’seniormanagers.Background
Fast-TrackInc.,basedinBoston,US,sellscorporatetraining
videosandmanagementtrainingcourses.Fast-TrackislookingforanewSalesManagerforitssubsidiaryinWarsaw,Poland.Fast-Trackadvertisedthevacancyonlyinsidethecompanyasitbelievesinofferingcareeropportunitiestoitsstaff.
Thesubsidiary’srecentsalesresultswerepoor.Salesrevenuewas30%belowtarget.
Thereasonsare:
Casestudy8/13Anewappointment
TherearethreecandidatesforthepositionofSalesManager,
CentralandEasternEurope.
TheyallalreadyworkforFast-TrackeitherinBostonorinPoland.ThesuccessfulcandidatewillbebasedinWarsaw.Hereisanextractfromthejobdescriptionfortheposition.Thesuccessfulcandidatewillberesponsiblefor:developingsales,achievingresultsandincreasingcustomernumbersmanagingthesalesteamsothatitismoremotivated,dynamicandeffectiveHe/Shewillbe:anaturalleaderenergetic,enthusiasticanddeterminedconfidentandoutgoing
He/Shewillhave:strongsalesabilityorganisationalandinterpersonalskillsagoodacademicbackgroundandsuitableexperiencenumeracyskillsandtheabilitytohandleadministrationlinguisticabilityThepositionwillinvolvefrequenttravelthroughouttheregion.Casestudy9/13ProfilesofthecandidatesReadtheessentialinformationabouteachcandidateonpage13.Thenlistentotheinterviewextracts.Casestudy1.61.71.810/13JoannaPelcPolish,aged30Education
Finishedsecondaryschool.DiplomainMarketing.Experience
HasworkedforFast-Trackasasalesrepresentativesinceleavingschool.
Hasagoodknowledgeofcomputing.Achievements
Hashadthebestsalesresultsoftheteamduringthelastfiveyears.Shelooksaftersomeofthecompany’smostimportantcustomers.Languages
ExcellentPolishandRussian.Englishgoodvocabularybutnotveryfluent.Interviewer’scomments
Verystrongpersonality.Energeticandconfident.Sometimesappearedaggressiveduringtheinterview.Willshebeagoodteamplayer?11/13RobertKaminskyPolish,aged52EducationUniversitydegree(Engineering)Experience
Wideexperienceinavarietyofindustries.JoinedFast-TrackfiveyearsagoasRegionalManagerforthesouthofPoland.Achievements
Hasbeenfairlysuccessful,increasingsalesby12%overthefive-yearperiod.Languages
FluentPolishandEnglish.Interviewer’scomments
Verycalmandrelaxed,hemovesandtalksslowly.Ahardworker.Heneverleavestheofficebeforesevenintheevening.Notcreativebuthappytogetideasfromthecreativemembersofateam.Respectedbypreviousstaff.Currentstaffthinkheispracticalandreliable.12/13AnnaBelinskiGerman,aged42Education
Universitydegree(History)Experience
Over15yearsasasalesrepresentativeinGermany,theUSandPoland.JoinedFast-Trackay
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