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