COMMUNICATION SKILLS IN BUSINESS ENGLISH
MODULE 1: INTRODUCING YOURSELF
Knowledge:
Introducing yourself to a boss or superior or to your team or subordinate with different degrees of formality.
Practice:
Active role plays with grammar and pronunciation corrections.
MODULE 2: MEETINGS
Knowledge:
Agenda settings and how to play the chairperson role: Opening and welcoming.
Starting the meeting and listing the points.
How to follow the agenda and introduce points.
Agreeing or disagreeing through politeness: How to show a non-confrontational mode and avoiding a detached and authoritarian manner.
How to accurately express your opinion: Use of grammar through strong forms, adverbs, tag questions and intonation. Doubt and certainty, reassuring and emphasis.
Interruptions and going on.
Summarizing and conclusion.
AOB (any other business), raising questions and closure.
Practice:
Active role plays with grammar and pronunciation corrections.
MODULE 3: PRESENTATIONS
Knowledge:
Different types of presentations: Informative, persuasive and selling.
Preparation.
Voice and body language.
Structure: Introduction, body and conclusion: Welcoming the audience, introducing subject, explaining structure and setting down rules for questions.
Beginning subjects, linking, analyzing points, giving recommendations, adding, stressing and supporting data, giving examples, rhetorical questions and contrasting, reporting causes, summarizing and concluding.
Describing charts and slides.
Answering questions.
Practice:
Active role plays with grammar and pronunciation corrections.
MODULE 4: NEGOTIATIONS
Knowledge:
Planning and preparing the negotiation through information and setting objectives and concessions.
Strategy.
Opening statements and beginning the negotiation.
Asking for clarification, further information, confirmation and repetition.
Correcting misunderstandings, rephrasing points, suggesting and making proposals.
Expressing disagreement, total or partial agreement, playing down a point and playing for time.
Avoiding answering, rejecting offers and tying concessions to conditions.
Summing up and ending.
Practice:
Active role plays with grammar and pronunciation corrections.
MODULE 5: EMAILS, LETTERS AND REPORTS
Knowledge:
– Emails:
The subject line, addressing the recipient, beginning the email by expressing purpose or thanking the recipient, making the points clear, clarifying type of desired response and closing.
Three sample emails.
– Letters:
Start, body and ending with different degree of formality.
General correspondence with three sample letters: Reservations, complaints and asking for information.
– Reports:
Sticking to facts and stating information: Intro, body, conclusion and recommendations.
Three sample reports.
Practice:
Writing emails, letters and reports with grammar and content corrections.
MODULE 6: TELEPHONE AND VIDEO CONFERENCE
Knowledge:
Call preparation.
Answering and introducing yourself.
Asking for someone and connecting to other people.
Leaving and taking messages and recording a voicemail message.
Most important terms and practical expressions.
Saying dates, pronouncing numbers and the alphabet and spelling words.
Practice:
Active role plays with grammar and pronunciation corrections.
MODULE 7: INTERNAL PROMOTION INTERVIEWS
Knowledge:
How to write a professional CV and a covering letter.
Interview preparation.
Typical interview questions and sample answers.
Practice:
Active role plays with grammar and pronunciation corrections as an interviewer and as an interviewee.
MODULE 8: BUSINESS LUNCH AND BREAKS ENVIRONMENT
Knowledge:
Booking a table, ordering a meal, during the meal, problems solving and paying the bill.
General and casual conversation and levels of formality.
Practice:
Active role plays with grammar and pronunciation corrections.
MODULE 9: 4 SKILLS DEVELOPMENT
Knowledge:
-Speaking: Pronunciation and Grammar.
The importance of acquiring a Standard English in both Grammar and Pronunciation.
Pronunciation:
*The Sounds of English: 44 sounds to pronounce isolated words. Strong forms.
*Connected Speech: How to pronounce sentences. Weak forms.
*Regional accents and international accents.
-Grammar: Acquisition of grammar through key-words.
-Listening: Audio Comprehension Skills.
How to understand audio and how to practice.
-Reading: Punctuation and how to express a text out loud.
Know how.
-Writing: General writings and essays.
Know how: Introductory remarks, developing arguments, connecting elements and conclusion.
Practice:
Speaking: General conversation with grammar and pronunciation corrections.
Listening: Audio samples of both Business and General English.
Reading: Active role play reading out loud with pronunciation corrections.
Writing: Composing an essay with grammar corrections.
MENTORING PROCESOS COMERCIALES
MÓDULO 1: ROL DE LA FUERZA DE VENTAS EN LA ESTRATEGIA COMERCIAL DE LA COMPAÑÍA
Introducción
Responsabilidades
Trabajo a realizar
Eficiencia y efectividad
Redes internas o externas
MÓDULO 2: ESTRATEGIA DE LA FUERZA DE VENTAS
Estrategia de la Fuerza de Ventas
Productividad. “Drivers”. ¿¿Todo vale para alcanzar el Objetivo??.
Fidelización del Cliente
Métricas
Forecast de Ventas
MÓDULO 3: DIMENSIONAMIENTO DE LA RED DE VENTAS
Análisis portfolio productos
Capacidad de nuestra Red vs necesidades del Producto
Puntos básicos
Métodos
Estructura Óptima
Recomendaciones
MÓDULO 4: ESTRUCTURA Y DISEÑO TERRITORIOS
Estructura Red de Ventas
Alineación territories con la estrategia
Adecuación del tamaño
Gestión del Cambio
Cuando cambiar estructura
MÓDULO 5: VENTAJA ESTRATÉGICA DE LA RED DE VENTAS
Plan de Marketing vs Plan de Negocio
Cliente como objetivo común
Adaptabilidad, efectividad y eficiencia de la Red de Ventas
Implementar los planes en la Red de Ventas
MÓDULO 6: SELECCIÓN Y ENTRENAMIENTO
Impacto presente y futuro del proceso selección
Pasos adecuados para una buena contratación
Selección como parte de la estrategia de Compañía
Resultados basados en el entrenamiento
Pensamiento lateral
Análisis habilidades
MÓDULO 7: ROL DEL MANAGER
Como crear y mantener un equipo de alto rendimiento
Rol y habilidades frente Clientes, Red de Ventas y Compañía
Estilos de Liderazgo
Cómo llegar a ser un buen Jefe??
Liderazgo situacional
Claves
Performance Management
MÓDULO 8: SISTEMA RETRIBUCIÓN DE RESULTADOS
¿¿ Motivación = Plan de Incentivos ??
Retribución vs estrategia productos, Cía
Motivación
Planes de Incentivos. Modelos
Balance Salario e Incentivos
Conclusiones
MÓDULO 9: ESTABLECER OBJETIVOS PARA LA RED DE VENTAS
Tipos de Objetivos.
Modelos
Realación con Cultura Compañía
Gestión “Poor Performance”
Claves
MÓDULO 10: PROFILING, SEGMENTACIÓN Y TARGETTING
Análisis de Mercado y el papel de la Red de Ventas
Segmentación Y Targetting de Clientes.
Propuesta de valor
Programas Marketing
Tecnología sistemas de información. Uso y abuso
MÓDULO 11: Impacto en la Cultura de Compañía
Normas
Valores
Estilos Dirección
Formar, culturizar Red de Ventas
Cuando cambiar y como cambiar Cultura
Entorno en Compañía
MENTORING MARKETING ESTRATÉGICO
MÓDULO 1: BRAND MANAGEMENT
Análisis Externo
Análisis Interno
Análisis SWOT y diagnóstico
Estrategia de Producto
Estrategia de Mensaje y Posicionamiento
Estrategia de Segmentación y Ventas
Factores Críticos de Éxito
Mix Promocional
Forecast Financiero
Implantación y seguimiento
MÓDULO 2: COMERCIALIZACIÓN NUEVO PRODUCTO
Planificación Estratégica
Investigación de Mercado
Flujo de Pacientes y Ciclo del Paciente
SWOT
La importancia del precio
Outcomes Research
Forecast nuevo Producto
Manejo de Líderes de Opinión
Organización Equipo de Lanzamiento
Cálculo tamaño Fuerza de Ventas
Plan Promocional de Lanzamiento
