Unit1Jobinterview

Teachingobjective

Aftercompletingthislesson,studentsshouldknowhowtodealwithaninterview,including

--howtoprepareforaninterview

-theinterviewprocedure

—howtoanswerquestionsaboutpersonaldetails,educationandworkexperience

-howtodealwithinappropriatequestionsbytheinterviewer.

Businessprofile

Generalconductduringaninterview

Opening/establishingafriendlyatmosphere

Introduceyourself

Talkaboutweather,traffic,etc.

Talkaboutyourselfasaperson

During:exchanginginformation

Generalquestions

Bepreparedtotalkabout

Yourpersonaldetails

Youreducation

Yourworkexperience

Positionrelatedquestions

Youwillbeabletodiscuss

Reasonsforleavinglastjob

Detailsofthejobandthecompany

Qualificationsandskillsmakeyoufitfortherequirementsofthejob

Short-termgoalsandlongtermgoals

Closing:leavingalastingimpression

Ask1or2questionsbasedonyourpre-interviewresearch

Arrangeacallbacktogettheresult

Thanktheinterviewer

Sayyouenjoyedtheinterview

Typesofjobinterview

Telephonescreeninginterview

In-personscreeninginterview

Selectioninterview

Worksampleinterview

Peergroupinterview

Groupinterview

Luncheoninterview

Stressinterview

Videoconferenceinterview

PartIwarm-up

Organizationalstructureofthecompany

Nameoftheinterviewer

Division/departmentsthatinterestyou

Products/services

Trainingprograms

Sizeofthecompany-numberofemployeesandturnover

Howlongtheyhavebeeninbusiness

Typesofclients

Growthinthepastandfuturepotential

Jobdescriptionandjobtitle

Appearance

Dressconservatively:smart,cleanandformal

Dohaveclean,neatlystyledhair

Dohavecleanhandsandtrimmednails

Docarryaportfolioorbriefcasewithextracopiesofyourresume

Dobringacleannotepadandpenthatworks

Dowearshoesyoucanwalkeasilyin

Don'tweartorn,soiled,wrinkledclothing

Don'tdresscasually

Don'twearalotofjewelry(menshouldavoidearrings)

Don'twearalotofcologneorperfume

Don'twearsportsshoes

Don'teatspicy,offensivesmellingfoodsbeforetheinterview

Don'twearsexyclothing

Don'twearcutesyties(flashingMickeymouse)

Don'tchewgumorsmoke

Don'twearamini-skirt

Don'twearheavymake-up

PartIIListeningpractice

PartIIILanguageFocusA:Follow-upPractice:Task1

CaiMayIcomein?

Ms.SmithYes,please.

CaiGoodmorning.MynameisCaiNing.Asrequested,Ihavecomeforaninterview.

Fine,thankyouforcoming,MissCai.Pleasesitdown.IamAnneSmith,the

Ms.Smith

AssistantManager.

CaiNicetomeetyou,Ms.Smith.

Ms.SmithNicetomeetyou,too.

Unit1Jobinterview

PartIV

Video1

ChenBoGoodmorning,Ms.Mandel.

CathyMandelGoodmorning.Sitdown,please.

ChenBoThankyou.

YouareChenBo,aren'tyou?IamCathyMandel,DirectoroftheHR

CathyMandel

Department.

ChenBoYes,TmChenBo.Nicetomeetyou,Ms.Mandel.

Nicetomeetyou,too.I'vegonethroughyourresumeandwouldliketoknow

CathyMandel

moreaboutyou.

ChenBoThankyouforyourinterestinme.

CathyMandelTostartwith,wouldyouliketotellmeabitaboutyourself?

ChenBoSure.TmaseniorstudentatGuangdongUniversityofFinance.

ChenBoIexpecttograduatethissummer.Mymajorisinternationalfinance.

CathyMandelSo,whydidyouchooseourcompany?

AsfarasIknow,yourcompanyisoneofseveralleadinginternational

ChenBo

consultantcorporationswhichcametoChinaafterChinaenteredWTO.

IthinkworkingherewouldgivemethebestchancetousewhatI'velearnedat

ChenBo

university.

Asamajorininternationalfinance,whatdoyouthinkyoucandoin

CathyMandel

consultancy?

Well,Iknowhowtotackleproblems.Forexample,IknowImustfirstanalyse

ChenBo

theproblemandworkoutitsmajorcause.

ChenBoThenIwillbeabletosearchforwaystosolveitfromtheavailabledata.

Sometimesdataisnotenough.Haveyougotanyrelevantexperienceinthis

CathyMandel

field?

Lastyear,duringtheprobationaryperiod,Iwasinvolvedintherestorationofa

ChenBo

factoryinNanjing.

Ireallylearnedalotfromtheexperience,especiallyhowtoassesspeople's

ChenBo

strengthsandabilities.

CathyMandelCanyoucopewithhardworkunderpressureandinatoughenvironment?

Noproblem.Idon'tcareaboutpressureortheenvironment,aslongasIenjoy

ChenBo

thework.

CathyMandelGood.Now,doyouhaveanyquestionstoask?

ChenBoYes,I'vegotone.ArethereanyopportunitiesforChineseemployeestobe

transferredtotheheadofficeinNewYorkorotherbranchofficesaroundthe

world?

Probably.Ithinkyouarelikelytobesenttoworkinanoverseasbranchtoget

CathyMandel

experiencelaterononcewhenyouhaveprovedyourworth.

ChenBoOh,great.IfI'maccepted,Iwilldomybestforthecompany.

CathyMandelIwishyouluck!We'llnotifyyouofourfinaldecisionbyFriday.

ChenBoThankyou,Ms.Mandel.Goodbye.

CathyMandelGoodbye.

Video2

WangMayIcomein?

Mr.WhiteYes,pleasedo.

Goodmorning,sii;MynameisMerryWang.Fvecomefbraninterview,as

Wang

requested.

Nicetomeetyou,MissWang.IamHarryWhite,DirectoroftheHR

Mr.White

Department.Iwasexpectingyou.Please,takeaseat.

WangThankyou.

Well,MissWang,youareapplyingforthepositionofSalesManager,right?

Mr.White

Howdidyouknowaboutourcompany?

IgottoknowyourcompanyfromyourTVcommercials.Theyareelaborately

Wang

designedandproduced,andleavemedeepimpression.

Andinthesummersof1997and1998Iworkedasasalesgirlforyourcompany

Wang

inGuangzhou.

Mr.WhiteReally?Thafsgood.Thenyoumustknowsomethingaboutourcompany?

Yes,alittle.Yourcompanyisveryfamous.Yourcosmeticsandskincare

Wang

productsareverypopularwithwomenallovertheworld.

Mr.WhiteHuh,thafsright.MissWang,canyoutellmewhichuniversityyouattended?

WangSunYat-sen.

Mr.WhiteAndwhatdegreehaveyougot?

WangIhaveabachelor'sdegreeinbusinessadministration.

HowisyourEnglish?Youknow,somestaffmembersinourcompanyare

Mr.White

Americans,soconversationalEnglishisveryimportant.

IpassedTEM8atcollege,andIamgoodatoralEnglish.IthinkIcan

Wang

communicatewithAmericansquitewell.

Good.IknowyouarenowwithUnitedButter.Whatisyourchiefresponsibility

Mr.White

there?

WangFveworkedthereforfiveyears,sinceIgraduatedfromcollege.

Twoyearsago,IwasappointedBrandManager—responsibleforthePandaline

Wang

ofbiscuits.

Mr.WhiteWhydoyouwanttochangeyourjob?

Iwanttochangemyworkenvironment,seeknewchallengesandbroadenmy

Wang

experience.That'swhyIwanttomoveintosales.

Mr.WhiteWhatdoyouthinkisthemostimportantqualificationforasalesperson?

WangIthinkit'sself-confidenceandqualityproducts.

Mr.WhiteIagreewithyou.Whatsalarywouldyouexpecttogethere?

WangWell,Iwouldleaveittoyoutodecideafteryouconsidermyabilities.

WangMycurrentannualincomeatUnitedButteris150thousand.

WangBut,er,...couldyoutellmealittlemoreaboutwhatthejobentails?

Youwouldbeinchargeofallthesalesactivities,forallhairproductsin

Mr.White

northeastChina.

Thiswouldinvolvemarketanalysis,clientserviceanddevelopment,sales

Mr.White

promotion,andregularcustomersatisfactionsurveys.

You'dreportdirectlytotheRegionalSalesDirector.Doyouhaveanyother

Mr.White

questions?

WangYes,onlyone.WhencanIhaveyourdecision?

Ineedtodiscusswithotherboardmembers.We*11notifyyouofourdecisionas

Mr.White

soonaspossible.

But...tobehonest,youseemtobeagoodcandidatewiththerightkindof

Mr.White

experienceandpersonality.You'rehighonmylist.

Thafsgood!Thankyou,Mr.White.Ilookforwardtohearingfromyou.

Wang

Goodbye.

Mr.WhiteGoodbye.

Unit2JobsandResponsibilities

Teachingobjectives

Aftercompletingthislesson,studentsshouldbeableto

--describejobsandresponsibilities

—describetheirpositionandresponsibilitiesinacompany

…describeacompany'sorganization

—expresslikesanddislikesaboutjobs

Businessprofile

Wanttoknowaboutjobsandresponsibilitiesinacompany?

DepartmentsJobtitles

PersonnelChiefmanager

SalesSalesperson

MarketingLawyer

PublicrelationsOfficeclerk

HumanresourcesTraineemanager

ExportDeputymanager

OverseasaccountsBankteller

ResearchanddevelopmentProgrammer

ProductionQualitycontrolengineer

administrationAdministrativeclerk

Seniorsalesmanager

Financialcontroller

Humanresourcesmanager

Logisticsmanager

Accountmanager

Purchaser/buyer

Languageexpansions

Jobs

Responsibilities

Positionsandthedepartments

Workinghoursandroutines

Interpersonalrelationship

Compensation

Promotion

Jobsatisfaction

PartIwarmup

Waiterfarmercarpenterphotographerelectrician

Chef7cooktypistpolicemandoctorsinger

PartII

I'mamanagerinthehumanresourcesdepartment

Whichcompanydoyouworkfor?

I'mmainlyinchargeofrecruitment,thatis,theselection,traininganddevelopmentofemployees

Ihaven'tseenforyouyears

Whatdoyoudonow

Whatareyouworkingon

FTFFFT

PartIII

card1company:Beijingsanmeifactoryname:alicewangtitle:managerofhumanresources

card2companybillhayestitlegeneralmanagercompanybeautifycosmeticcorporation

Unit2JobsandResponsibilities

PartIV

Video1

Goodafternoon,everyone!ThisisRobinCopperfield,thenewVicePresident

GeneralManager

ofourcompany.

GeneralManagerHewillbeinchargeoftheaccountingwork.Let*sgivehimawarmwelcome!

RobinThankyou!

Mr.Copperfieldisanexpertinthefieldofaccounting.So,itisapleasurefor

GeneralManager

ustohavehimhere.

Now,Mr.Copperfield,FdliketointroducetheVicePresidentsandManagers

GeneralManager

toyou.

RobinOK,thankyou!

ThisisMayBates,VicePresidentinchargeoftheAdministrationDepartment

GeneralManager

andtheNeighbourhoodServiceDepartment.

RobinNicetomeetyou,Ms.Bates.

Ms.BatesNicetomeetyou,Mr.Copperfield.

AndthisisDennisHayes,VicePresidentinchargeoftheMarketing

GeneralManager

DepartmentandtheSalesDepartment.

DennisHayesHowdoyoudo,Mr.Copperfield?Gladtomeetyou.

RobinGladtomeetyou,Mr.Hayes.

GeneralManagerAndthisis...oh,whereisAndrewJefferson?

RobinMr.Jefferson?I'vemethimbefore.

Iheardheisoneofthesecretsofthiscompany'ssuccess.Everyonewas

Robin

ravingaboutwhatagreatjobhe'sdonein...

GeneralManagerUh...speakofthedevil...Mr.Jeffersonhasjustarrived.

Mr.JeffersonHi,Mr.Copperfield,goodtoseeyouagain.

RobinGoodtoseeyou,Mr.Jefferson.

Mr.JeffersonSorry,Fmlate.Iwastalkingtoaclient.

RobinOh,thafsOK.Howmanydepartmentsareyouinchargeof,Mr.Jefferson?

Four:Research&Development,Engineering,ContractBudgets,andProject

Mr.Jefferson

Preparation.

RobinNowonderyoifresobusy.

Mr.Copperfield,therearethreemanagerswhoreportdirectlytoyou,andthey

GeneralManager

areallladies.

GeneralManagerSo,ladies,canyouintroduceyourselves?

AdaBlackPmAdaBlack,responsibleformanagementaccounts.

CarolineClintonI'mCarolineClinton,responsibleforfinancialaccounts.

LucyWhiteI'mLucyWhite,responsiblefordataprocessing.

RobinOh,good.Nicetomeetyouall,ladies.

Key:

CarolineClinton—financialaccounts

lucywhite-dataprocessing

adablack一managementaccounts

partV

key:

chefeditormagazinemanagefeedbackdefiniteflexibleofficeregular

CAFEBGD

Self-employedentrepreneur

Buyerlinesupervisor

Advertisingexecutive

Publicrelationsmanager

PartVI

Video2

What'syourjobnow,Jerome?Doyoustillworkforthatwhollyfunded

Robin

Americancompany?

JeromeNo,Ileftitthreeyearsago.Ihavemyownbusinessnow.

FrankGee,that'sgreat!Howdoyoufeelasaself-employedentrepreneur?

Ifeelgood.IcanmakealotmoremoneythanbeforeandIhavealotof

Jerome

independenceindoingthings.

ButsometimesIgettired.Asyouknow,it'snotveryeasytorunabusinesson

Jerome

yourown.

JeromeWhataboutyou,Frank?Whatareyoudoingnow?

FrankI'veworkedforseveralcompanies.

FrankAftergraduation,Iwenttoaprivatecompany.

Thenayearlater,IchangedtoaSino-Japanesejoint-ventureenterpriseand

Frank

workedasasalesassistant.

FrankTwoyearslater,Imovedontoacomputercompanyandworkedinexportsales.

FrankAndnow,I'manadvertisingexecutive.

ColinOh,youarearealjob-hopper.Whyhaveyouchangedjobssooften?

FrankI'malwaysinterestedinnewchallenges.

Iknowchangingjobsfrequentlycanbeawasteofacompany'shuman

Frank

resources,butI'mgainingalotofexperience!

FrankHowisyourjob,Colin?

ColinI'vebeenworkingforthePMCTextilePlantsinceIgraduated.

ColinTwoyearsago,IwaspromotedtoLineSupervisor.

FrankDoyoulikeyourjob?

ThesalaryandbenefitsareOK,butIdon'tliketheworkenvironment.You

Colin

know,theworkshopsareverynoisysometimes.

Also,Idon'toftengetanopportunitytogoanywhere.Ihatestayinginthesame

Colin

placeallthetime.

ColinYouoftentravelonbusiness,rightRobin?

RobinYes.Asabuyer,Imusttraveltopurchasestock.I*vebeentoalotofplaces.

ColinMaybeIshouldthinkaboutbecomingabuyer...

RobinMm...,everythinghastwosides.Igetfedupwithtravelling.

RobinNowadays,Iwanttospendmoretimewithmyfamily.

JanetHi,guys,mayIjoinyou?

EverybodySure.Haveaseat.

JanetYouenjoygettingtogether,don'tyou?Whatareyoutalkingabout?

RobinJobs.Whatkindofjobdoyouhave,Janet?

JanetI'mthePublicRelationsManagerinaholdingcompany.

ColinDoyouenjoyit?

JanetYes.WhatIlikeaboutitisthatIcanmeetalotofnewandinterestingpeople.

RobinHowaboutyourworkinghours?

That'sthetrouble.Iusuallyhavetoworkovertime,becauseIoftenhavedinner

Janet

partiesintheevening.

JanetIdon'tgetenoughtimewithmyfamilyandbaby.

Unit3Onthephone

Teachingobjectives

Aftercompletingthislesson,studentsshouldbeableto

Answerthephone

Asktobeconnected

Connectacaller

Leavemessages

Dealwithproblemsbtelephone

Businessprofile

Thebig3

beprepared

don'tgiveup

trynottoputpeopleonthespot

beforeyoupickupaphone

reviewwrittenmaterialfirst

makealistofquestionsforeachencounter

beclearaboutwhatinformationyouneed

establishasystemfbryourself

createanotebookorotherorganizer

psychyourselftomakethecall

makecallswhenyou'reatyourbest

makingyourcalls

beawareofthepitchofyourvoice

bemodest

establisharelationship

avoidyesornoquestion

beempathetic

makethepersonalfeellikeyourmentor

findouthis/herschedule

bepolite

alwaysgetthenameoftheperson

rememberwestilldon'thavevideophones

typesofcall

answeringthephone

introducingyourself

askingforsomeone

puttingsomeoneonhold

thepersonwantedisnotavailable

takingamessage

ringingoff

problems

reasonsforcalling

requesting

teachingplan

PartIwarm-up

advancedocumentsscheduledistractionpretend

interruptingclearlyarguepolitelengthymisunderstoodhear

PartIIlisteningpractice

Key:

BEGFDAC

SimonWelleriscallingfromSingapore

Hehasjustleftforaworkshop

Halfanhourlater

Part3

Key:

To:LouisePaulson

Date:2009Januarytime:10:00

Messagenote

From:PaulJackson

Company:grandiosecompany

Telephonenumber:979-326-8965

Message:ringback,talktohimaboutthe

order,ifsurgent

Takenby:Roy

Unit3Onthephone

PartIV

Video1

ReceptionistHello,InternationalSales.

Mr.SchulzHello,thisisMr.Schulzhere,callingfromEngland.

ReceptionistYes,Mr.Schulz.Whodoyouwanttospeakto?

Mr.SchulzFdliketospeaktoMr.Matthews.

ReceptionistFine.Holdtheline,please.Fmconnectingyounow.

MissPerezHello.Mr.Matthews1office.Who'scallingplease?

Mr.SchulzThisisMr.SchulzcallingfromEngland.

Mr.SchulzCanIhaveawordwithMr.Matthews?

MissPerezFmafraidMr.Matthewsisn'tavailable.

MissPerezHe'sgonetoHongKongonbusinessforafewdays.

Mr.SchulzWhendoyouexpecthimback?

MissPerezHe*llbebackonFridayafternoon.Isiturgent?

Mr.SchulzYes.

MissPerezCanItakeamessageforhim?

Yes,please.Willyoutellhimthatwe'vejustreceivedyoursampleofthenew

Mr.Schulz

assemblycoffeetableandarequitehappywithit?

MissPerezSure.Ifsverykindofyoutosayso.

MissPerezCanweexpectanorderfromyou?

Mr.SchulzThat'swhyFmmakingthecall.

PleasetellMr.Matthewswe'requitehappywiththequalityanddesignofthetable,

Mr.Schulz

butthepriceistoohigh.

Mr.SchulzWeneedsomenegotiationonit.

MissPerezOK,Mr.Schulz.Anythingelse?

Onemorething.PleaseinformMr.MatthewsthatIwontbeabletogettoyour

Mr.Schulz

companythatearlythisSaturdaybecauseoftherailstrike.

Mr.SchulzIt'llprobablybeafternoonbeforeIarrive.

MissPerezNoproblem.I'llgivehimthemessage.

Mr.SchulzThanks.

MissPerezYou'rewelcome.Goodbye.

Key:

FTFTTF

PartV

Key:

1.875-93682.305-636-84303.5312/A12

4.Bartholomew5.holt&frier6.diner

PartVI

Video2

ReceptionistGoodafternoon,thisisDNM.HowcanIhelpyou?

Ms.MandelGoodafternoon.I'dliketospeaktoMr.Miller,please.

ReceptionistMr.Miller?Holdon,please.Illconnectyou.

LeoMillerMr.Millerspeaking.Who'scallingplease?

Ms.MandelThisisMs.MandelfromBCM.IsthisHenryMiller?

LeoMillerWhat?HenryMiller?

No,thisisLeoMiller,intheSalesDepartment.HenryMillerisintheCustomer

LeoMiller

RelationsOffice.

LeoMillerI'mafraidyou'vedialedthewrongextension.

Ms.MandelOh,sorrytohaveinterruptedyou.

Ms.MandelCanyougivemeHenryMillefsextension,please?

Sorry,Ihaven'tgotadirectoryonhandnow.Wouldyoumindcallingthe

LeoMiller

switchboardagain?

LeoMillerI'msorrynottobeofmorehelp.

Ms.MandelOh,OK.Itdoesn'tmatter.

Ms.Mandelrilcallbacktothereceptionist.Thankyou,anyway.

ReceptionistGoodafternoon.HowcanIhelpyou?

Ms.MandelGoodafternoon.ThisisMs.Mandelagain.

Fmafraidyougavemethewrongextensionjustnow.IwanttospeaktoHeniy

Ms.Mandel

Miller,notLeoMiller.

ReceptionistOh,therearetwoMr.Millersinourcompany.Fmveryson*yIdidn*tnoticethat,

Receptionistrilputyouthroughrightnow.Pleasewaitaminute.

Ms.MandelOK.Pmholding.

ReceptionistGoodafternoon.HowcanIhelpyou?

Ms.MandelIt'smeagain--Ms.Mandel.

Ms.MandelI'mstillhavingtroublegettingthroughtoHenryMiller.

Nooneisansweringhisline.IreallyneedtotalktoMr.Millerassoonas

Ms.Mandel

possible.

Weplacedanorderwithyoulastweek,butwehavesofarheardnothingabout

Ms.Mandel

it.

Ms.MandelIt'sarushorder,andweneediturgently.Canyouhelp?

ReceptionistOfcourse.Filgoandfindhimandaskhimtoringyouimmediately.

ReceptionistTheremaybeaproblemwithhisline.

Ms.MandelOK,thankyousomuch.

Ms.MandelHello,Mr.Miller,thisisMs.Mandel.

Ms.MandelThankyouforringingback.

Ms.MandelYouarehardtogetholdof!

HenryMillerOh,Pmterriblysorryforthetrouble.

HenryMillerIwasinameetingandIleftmycellphoneinmyoffice.

Ms.MandelOh,OK.Mr.Miller,Pmcallingyouabout...

Key:

ACCCBC

Unit4Atameeting

Teachingobjectives

Aftercompletingthislesson,studentsshouldbeableto

Understandandusevocabularyrelatedtomeetings

Identifyandunderstandbasicaspectsofplanningameeting

Effectivelyusecommunicationskillsto

Chairameeting

Askforandgivingopinions

Agreethedisagreewithanidea

Makesuggestion

Businessprofile

Sampleboardofdirectorsmeetingagenda

Nameofagencyboardmeetingagenda

Monthdayyear

Location

Plannedstartingtimetoendingtime

Sampleofminutesofamanagementmeeting

Nameoforganization

Meetingmintues:monthdayyear

Timeandlocation

Present:

Proceeding

Usefulexpression

Interrupting

Givingopinion

Commentingonotheropinions

Agreeingwithotheropinions

Disagreeingwithotheropinions

Clarifying

Requestinginformation

Askingforrepetition

Askingforclarification

Askingforverification

Askingforcontributionsofotherparticipants

CoiTectinginformation

Keepingthemeetingontime

PartIworkinpairs

PartII

Key:

Listagendaminutesdecisioncollecttopicwritearrangeinvite

Beforeameeting2689

Duringameeting457

Afterameeting13

Purposearguewrittenagendachairpersonlatewaiting

Toomuchdealtwithdecisiontakenotesdiscussion

TTFFT

PartIII

Conversation1e

Conversation2c

Conversation3a

Conversation4b

Conversation5f

Conversation6h

Unit4Atameeting

PartIV

Video1

GregoryDoyouknowwhywearehere?

RichardNo.Ihavenoidea.Hejustpoppedinandtoldmetherewouldbeameetingat3.

AmyI'mafraidit'saboutcuts.

AmyIsawhimthismorningandhe'snothappy.

LaixyBadnews!Iguessyou'veallseenlastmonth'ssalesfigureforthelaptopX600.

AmyNo,actuallyIhaven't.

RichardMe,neither.

LarryOh,well,there'satwenty-onepercentdropfromJuly.

GregoryTwenty-onepercent?Thafsadisaster!

AmyIsupposeyou'regoingtoblamemysalesteam.

LarryNo,Amy.Wearenotgoingtoblameanyone.

Lan*yNottoday.Weneedtodecidewhatwearegoingtodoaboutit.

RichardWait.Beforewegoon,canwehavealookatthesepoorfigures?

LarrySorry,PmnotsureifIhave...Ah,yes,Fvegotafewcopieshere.

LarryAsyoucansee...

AmyLany,Iwantyoutoknowthatitsnotmyfault!

AmyMypeoplehavebeenworkingreallyhardtopromotesales.

LarryYes,yes,Iknow.Butthefactisthattheresultsarenotgood.

RichardMaybewecanchange...

AmyYoushouldtrustyourteam!Therearealwaysupsanddownsinsales!

Look,Amy.Idohaveconfidenceinmyteam!Ihavecalledthismeetingtoseewhat

Larry

myteamsuggestswedo!

LarrySoshallwegetonwithit?

Lan*yIsupposewecanstartbyfindingoutwhywearehavingthesepoorresults.

LarryGregory,wouldyoupleasegiveusananalysisofthesefigures?

GregoryEr...Sorry,Idon'thaveanythingpreparedsinceIdidn'tknow...

LarryOh,well...

Key:SharpaugustshouldnotGregory

PartV

Key:BB

PartVI

Video2

LarryPmsorrytohavecalledthismeetingatsuchshortnotice.

LairyDidyouallgetacopyofthesalesfigures?

George/Richard/AmyYes.

LarryGood.Soyouhaveseenfrommymemothepurposeofthismeeting.

Firstly,weneedtofigureoutthereasonforthedrop,andsecondly,

Larry

whatweshoulddoaboutit.

LarryItmightnotbeeasy,butIwanttofinishthemeetingby3:00.

GeorgeOK.

Richard/AmyUh-huh.

LarryNow,Amy,whatdoyouthink?

AmyWell,there'salotmorecompetitionouttherenow.

LarryThat'strue,butourpricesarecompetitive.

RichardInmyopinion,thesalespeoplearenotverymotivated.

RichardWeneedtodosomethingtoencouragethemtogetoutthereandsell.

AmyIthinkthey'reworkingprettyhardalready.

Butitsnothardenough,Amy!Theyneedsomethingtogivethema

Larry

bitofapush.

Whataboutthebonussystem?Howmanysalespeoplegetbonuses

Larry

now?

AmyNotmany.

Lan*yReally?Whynot?

AmyThesalesquotasareprettyhigh.

Amy