SAlES representation

1. ANDREW ZIELINSKI, MBA SAlES representation www.accrongroup.com/fengyeacademy/

2. Contents of Module 2 • Oral Communication • Non-Verbal Communication • Learning and Communication Styles • Personalizing Communication Techniques • Working in Teams • Computer Tools (Today) • Writing – Letters, Resumes (CVs) (Today) Module 2: professional relationships

3. Secrets of Winning Communications – Personalizing Your Interactions Goals of Last Section • Help You Opt for the Right Communication Method • Personalize Your Messages and Adapt Them to Your Audience • How to Deal with Difficult Situations Covered in Last Section • Attitudes & Aptitudes • Phone Skills • Effective Communications • Keeping It Simple • Being Adaptable in Your Communications • When “It’s Complicated” • Handling Difficulties Module 2: professional relationships

4. Key Concepts that were Covered in This Section • Introduce concepts of group dynamics • Collaboration • Dealing with Challenges in a Group Review • Looking at Your Work Environment • The Work Team • Attitudes & Aptitudes • Factors that Influence Group Dynamics • Types of Team Members • Communications Channels at Work • Challenges in Group Situations Module 2: working in teams

5. Section Summary: Working in Teams • Positive Attitudes and Aptitudes • Confidence • Collaboration • Respect of Differences • Feeling of Belonging • Factors that Influence Group Dynamics • Ways of communicating • Leadership Style • Dominant communication style of the team • Constructive Feedback • How decisions are made • Goals of the members • Cohesion Module 2: group dynamics

6. ACTIVITY 2.5.3 TEAM CASE ANALYSIS • Form into teams of 3-4 people • Read each of the following cases carefully • Select ONE case • For this case only, determine the the work team challenges and how to make the situation better. To accomplish this, use the following form: • Number of case you selected: • List the work team challenges you identified: • Describe how to fix each challenge you listed above:

7. Section Summary: Working in Teams • A work team is a group of people that interact in order to pursue common goals • Types of team members include: • Workers • Leaders • Actives • Innovators • Sages • Collaborators • Perfectionists Module 2: group dynamics

8. In This Section • Business Language & Terminology – English, French • Computer Tools • Internet References • Written Communication – including emails, CVs • Key Exercise: Find a job posting; create a cover letter and resumé. Research the company and poster. Personalize the cover letter. Review resumé. Apply to job Module 2: language & technology

9. Business Language & Terminology • Business Communications in English • Standard Expressions • Common idiomatic expressions • Extended list of more terms • Some expressions found in sales Module 2: language & technology

10. Business Language & Terminology • Business Communications in French • Standard Expressions • The French Language Charter and Business • Learning French • Online - http://66.46.185.83/liensutiles/index.asp?Id=999&noT=9&T=Apprentissage%20du%20fran%E7ais%20en%20ligne Module 2: language & technology

11. Glossary of some French expressions Module 2: language & technology

12. Module 2: language & technology

13. Resumé/Curriculum Vitae (CV) • Definition, Purpose • Resume vs Job Application form • Focus – What goes first? What’s important? • How much detail? • Job/Career Transitions • Job Hopping • Gaps • Online Forms – when you don’t want to answer Module 2: language & technology

14. Resumé Writing Tips Susan Ireland, consultant “Resumé Templates” Web Site From monster.com Helpful links

15. Purpose Highlights your professional profile as it pertains to the job for which your are applying Elements of a Powerful Resume Clear format, short, no grammar errors Objectives Summary Skills & Accomplishments Formats Chronological Functional Hybrid Module 2: your resume

16. Computer Tools • The Job Search Tracking Sheet • Structure – What to track? Why? • Contents – What to include – How much detail? • Back it up! • LinkedIn – Back to this – creating your profile and searching for jobs • Other job search web sites • Managing key deliverables • Managing follow-ups Module 2: language & technology

17. Activity 2.6.1 Create Your Job Search Activity Tracking Sheet • Using Excel, create the following columns. Format rows so the titles are clear: • Save your tracking sheet as: salesrep_jobsearh_log_FirstName_LastName.xlsx • Go to at least two job search web sites. Enter keywords to find good jobs for yourself • Select a minimum of three job postings and enter basic information into your tracking sheet and save spreadsheet

18. Cover Letters • Introduces you to the hiring manager • Briefly states why you are applying for this job and ties in your pertinent experience, successes, and attributes • Guidelines for Building an Effective Cover Letter • Write an outline, first • Summarize the job description • Find your directly relevant education, experience, “wins”, personal attributes • Briefly provide an example of how you took a problem, solved it, and made or saved money for the company (in the case of a for-profit company). Use the format: Context, Problem, Solution, Positive Outcome for the comapny Module 2: language & technology

19. Cover Letters • Advice from Harvard Business Review • From The Balance • From Monster • From Resumé Genius • Guidelines for Building an Effective Cover Letter • Concise • Impactful • Focused Module 2: language & technology

20. Activity 2.6.2 Create an Initial Cover Letter • Select one of the job opportunities you save in your job search tracking sheet • Using Word, follow the guidelines we discussed on writing an effective cover letter • Save your cover letter as: salesrep_coverletter_FirstName_LastName.docx

21. Internet Tools & References Need you resume Need keywords List of target companies would be good, too Searching for opportunities – keeping up with news Building your network of contacts Becoming visible Module 2: language & technology

22. End of Section Exercise • Find a job posting • Create a cover letter • Create a resumé • Research the company and who posted the job. • Personalize your cover letter • Review relevance of your resumé • Apply to job Module 2: language & technology

23. Written Communication in Sales • Types of Sales-Related Documents • What Do You Want to Write? • Structure of a Business Letter/Email Module 2: language & technology

24. Types of Sales-Related Documents Module 2: language & technology

25. Types of Sales-Related Documents Module 2: language & technology

26. Preparing Correspondence • Plan – Introduction, Main Body, Conclusion • Introduces the subject matter that you want to convey • Who are you? Why are you writing this letter? What points do you want to cover? What results are you seeking? • Draft • Provide necessary detail to the points raised in your introduction • Eliminate unnecessary details and redundancy • Revise – No more than six lines per paragraph • Organize the order in which you raise your points • Consider how they tie together (relate to each other) • Avoid repetition Module 2: language & technology

27. More on Writing Effective Correspondence • Example - The Service Note Module 2: language & technology Service Note TO: All Logi-Paint Employees FROM: Dan Williams, General Manager DATE: May 31, 2014 SUBJECT: Vacation Schedule Per our last department meeting, please find below the requested information regarding the summer vacation schedule: • All employees must take their vacation between July 3 and August 30. No vacation time will be granted outside of this date range • Vacation time varies according to years of service to the company: • 8+ years: 4 weeks • 6-7 years: 3 weeks • 2-5 years: 3 weeks • 1 year and less: 1 week This section is formatted and constant, headings in capital letters The main body text is short, to the point and concise

28. More on Writing Effective Correspondence • Letters, Emails • Types vary largely • Nonetheless, all obey strict formatting rules – professional • Not only reflects you but your company as well • Sections • Heading: logo, company address, date • Main body: Greeting (Sir/Madam), subject (in a heading), set context, clearly outline purpose, clearly summarize next steps • Signature: includes handwritten signature, name, title Module 2: language & technology

29. Académie Feng Ye 1605, boul. de Maisonneuve, o. Bureau 301 Montréal (Québec) H1W 2K8 June 25th, 2014 Samuel Bernstein, Director Regional Sales International Uniforms, inc. 555, rue Chabanel, o. Montréal (Québec) H3M 4W6 Subject: Uniform Order – Fall 2014 School Year Mr. Bernstein, We received your catalog, by mail, a couple of weeks ago, and would like to place the following order for school uniforms: XXXXX Should you require any additional information to process this order, do not hesitate to contact me. Thank you for sending out your catalog and we look forward to doing business with you. Regards, Jon Stuart Purchasing Manager

30. More on Writing Effective Correspondence • Revise • Ensure that you re-read your letter, at least twice! • Correct any spelling errors, language constructs, overly-technical expressions, ambiguities, redundancies, etc. • Spell-checker will catch most BUT NOT ALL errors! • You can use the following checklist: Module 2: language & technology

31. Module 2: language & technology

32. Activity 2.6.3 Writing Business Correspondence • Use Word to draft a Service Note in accordance with the structure we discussed in class, utilizing the following information: • The author of the Note is Dan Greene, owner of Greene’s Home & Garden Center • The Note is intended for his employees • The Note is regarding the new price list for certain perennials like geraniums, hostas, and jasmines. The list is posted in the office an online, on the center’s internal web page. The new price list is effective today. The price of the geraniums will be revised some time between now and a month from now • Select ONE of the three options at this link to draft the requested correspondence