体验商务英语-综合教程2-U1-Fast-Track-Inc

anewlanguagecoursefortomorrow’sbusinessleaders体验商务英语CourseBook2综合教程册intermediateBusinessEnglishMARKETLEADERJNUQUALITYCOURSE2021/6/271MARKETLEADERBOOKTWOUNITONECAREERS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2021/6/272Listening

HumanresourcesandrecruitmentJNUQUALITYCOURSEMLBookTwoUnitOneOverviewReadingFemaletraindriversVocabulary

CareermovesLanguageFocus

Models1:abilityrequestsandoffersSkills

telephoning:makingcontactCasestudyFast-TractInc.暨南大学外国语学院2021/6/273SalesresultSalesrevenueSalesrepresentativeSalesteamSalescontractDevelopsalesAchieveresultUnit1CareersUnit1CareersWordsreview:salesCasestudy2021/6/274SalesabilityOrganizationalskillsInterpersonalskillsAcademicbackgroundSuitableexperienceNumeracyskillsTheabilitytohandleadministrationLinguisticabilityUnit1CareersCasestudyUnit1CareersWordsreview:jobandjobdescriptionCandidateApplicantStaffturnoverVacantposition2021/6/275Unit1CareersUnit1CareersWordsreview:PersonalityadjectivesskillsMotivatedDynamicEffectiveNaturalEnergeticEnthusiasticDeterminedConfidentcalmrelaxedcreativepracticalReliablequietnervousoutgoingaggressive2021/6/276CompanyActivityBasedinRecentsalesperformanceandreasonsforthisNatureofnewsalespositionNumberofcandidatesQualitiesrequiredFast-TrackInc.TrainingvideosandmanagementtrainingcoursesBoston,US,withasubsidiaryinWarsaw,PolandPoor(30%belowtarget)becauseSalesrepsnotmotivatedHighstaffturnoverPreviousmanager-noclearstrategyOnlyafewcontractswithseniormanagersatclientcompaniesDevelopingsalesandincreasingnumbersofcustomersManagingsalesteam-moremotivated,dynamic,effective3Naturalleader;energetic,enthusiasticanddetermined;confident,outgoing;strongsalesability;organisationalandinterpersonalskills;goodacademicbackgroundandexperience;numeracyandadminskills;languages;mustliketravellinginbusiness2021/6/277Salesrepresentativesarenotmotivatedandstaffturnoverishigh.Thepreviousmanagerhadnoclearstrategyfordevelopingsalesinthearea.Onlyafewsalescontractsweremadewithclientcompanies’seniormanagers.Background

Fast-TrackInc.,basedinBoston,US,sellscorporatetraining

videosandmanagementtrainingcourses.Fast-TrackislookingforanewSalesManagerforitssubsidiaryinWarsaw,Poland.Fast-Trackadvertisedthevacancyonlyinsidethecompanyasitbelievesinofferingcareeropportunitiestoitsstaff.

Thesubsidiary’srecentsalesresultswerepoor.Salesrevenuewas30%belowtarget.

Thereasonsare:

Casestudy2021/6/278Anewappointment

TherearethreecandidatesforthepositionofSalesManager,

CentralandEasternEurope.

TheyallalreadyworkforFast-TrackeitherinBostonorinPoland.ThesuccessfulcandidatewillbebasedinWarsaw.Hereisanextractfromthejobdescriptionfortheposition.Thesuccessfulcandidatewillberesponsiblefor:developingsales,achievingresultsandincreasingcustomernumbersmanagingthesalesteamsothatitismoremotivated,dynamicandeffectiveHe/Shewillbe:anaturalleaderenergetic,enthusiasticanddeterminedconfidentandoutgoing

He/Shewillhave:strongsalesabilityorganisationalandinterpersonalskillsagoodacademicbackgroundandsuitableexperiencenumeracyskillsandtheabilitytohandleadministrationlinguisticabilityThepositionwillinvolvefrequenttravelthroughouttheregion.Casestudy2021/6/279ProfilesofthecandidatesReadtheessentialinformationabouteachcandidateonpage13.Thenlistentotheinterviewextracts.Casestudy1.61.71.82021/6/2710JoannaPelcPolish,aged30Education

Finishedsecondaryschool.DiplomainMarketing.Experience

HasworkedforFast-Trackasasalesrepresentativesinceleavingschool.

Hasagoodknowledgeofcomputing.Achievements

Hashadthebestsalesresultsoftheteamduringthelastfiveyears.Shelooksaftersomeofthecompany’smostimportantcustomers.Languages

ExcellentPolishandRussian.Englishgoodvocabularybutnotveryfluent.Interviewer’scomments

Verystrongpersonality.Energeticandconfident.Sometimesappearedaggressiveduringtheinterview.Willshebeagoodteamplayer?2021/6/2711RobertKaminskyPolish,aged52EducationUniversitydegree(Engineering)Experience

Wideexperienceinavarietyofindustries.JoinedFast-TrackfiveyearsagoasRegionalManagerforthesouthofPoland.Achievements

Hasbeenfairlysuccessful,increasingsalesby12%overthefive-yearperiod.Languages

FluentPolishandEnglish.Interviewer’scomments

Verycalmandrelaxed,hemovesandtalksslowly.Ahardworker.Heneverleavestheofficebeforesevenintheevening.Notcreativebuthappytogetideasfromthecreativemembersofateam.Respectedbypreviousstaff.Currentstaffthinkheispracticalandreliable.2021/6/2712AnnaBelinskiGerman,aged42Education

Universitydegree(History)Experience

Over15yearsasasalesrepresentativeinGermany,theUSandPoland.JoinedFast-Trackayea