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anewlanguagecoursefortomorrow’sbusinessleaders體驗商務英語CourseBook2綜合教程冊intermediateBusinessEnglishMARKETLEADERJNUQUALITYCOURSE2021/6/271MARKETLEADERBOOKTWOUNITONECAREERS暨南大學精品課程JNUQUALITYCOURSE外語學院大學英語教學部外招生教研室制作JNUQUALITYCOURSE暨南大學外國語學院2021/6/272Listening
HumanresourcesandrecruitmentJNUQUALITYCOURSEMLBookTwoUnitOneOverviewReadingFemaletraindriversVocabulary
CareermovesLanguageFocus
Models1:abilityrequestsandoffersSkills
telephoning:makingcontactCasestudyFast-TractInc.暨南大學外國語學院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
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