Ingles Comercial

MATERIAL DE ESTUDIO

ENGLISH FOR INTERNATIONAL TRADE II

Marzo - Julio 2012

ÍNDICE UNIDAD TEMARIO TELEPHONING 1. Answering the machine 2. Making and taking calls 3. Reasons for calling 4. Leaving messages 5. Taking messages 6. Asking the caller to wait 7. Asking for repetition and clarifying 8. Ending a call 9. Dealing with telephone problems 10. Recording information and phone menus 11.Leaving voicemail messages Task 1 COMMERCIAL CORRESPONDENCE FOR INTERNATIONAL TRADE Introduction / Parts of a letter American English format / Task 2 The envelope / International postal codes Letter of presentation Task 3 / Sales leaflets CULTURE FILE Task 4 Gestures and customs Body language / Reading / Task 5 Task 6 / The language of clothes Task 7 / Different cultural clusters in the EU Task8 / Task 9 NEGOTIATIONS What is Negotiation / The process of negotiation Rules for successful negotiation "Language in Negotiation Twelve tips for more successful negotiations MARKETING The 4 P's The 4 P's Task 10 TRADE FAIRS General vision General vision General vision Common mistakes PÁGS 5 6 7 8 9 10 11 12 13 14 15 16 17 18-19 20-22 23-27 28 29-30 31 32-33 34 35-39 40-41 42-43 44-45 46 47 4849 50-51 52 53-54 55 56 57-58 59-60 61-62 63-64

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FERIADEX JÓVENES DEL ISTECEX EXPORTANDO

I. RUEDA DE NEGOCIOS Consiste en el desarrollo de las capacidades de los alumnos haciendo uso de las estrategias de marketing y ventas más utilizadas en el comercio internacional. La participación será en grupos previamente establecidos en los cuales se observará laaplicación de sus conocimientos en diversos aspectos relacionados a su carrera, siendo este evento la culminación de su proceso de estudios. Este producto final se observará dentro del marco de la FERIADEX en donde se llevará a cabo una simulación de rueda dentro de dicha feria. II. PRELIMINARES ARTE PARA CATÁLOGO X FERIADEX Cada empresa deberá entregar al Centro de Idiomas en un CD la "cara”promocional de la empresa para el Catálogo de la FERIADEX según instrucciones de la imprenta: las cuales serán entregarán semanas previas a la FERIADEX (formato, tamaño y tipo de archivo). El contenido de la información en el ARTE PARA EL CATÁLOGO deberá estar en idioma inglés (datos, dirección, eslogan).

III. EVALUACIÓN

DEL MATERIAL PROMOCIONAL

ORAL ENGLISH PRESENTATION

PRODUCT INFORMATIONCREATIVITY BACKGROUND

QUALITY, DESIGN AND TEXTURE

N°

SECTION

COMPNAY

1 2 3 4 5 6 7 8 9 10 3

TOTAL

DE LA RUEDA DE NEGOCIOS ENGLISH TEACHER INDICATORS SPEECH ORAL PRESENTATION EXPRESSION 1 (Business Round) SCORE (0-5) (0-5) (0-5) (0-5) (0-20) (0-5) (0-5) (0-5) (0-5) (0-20)

Pronunciation: fluency and accuracy Appropriate use of structures, vocabulary and terms Appropriatecriteria for question solving Body language ( posture, appropriate movement ) RESULTS (SUM UP) Attitude, Dynamism, enthusiasm Protocol rules to Business Round Use of visual aids (ppt, catalogue, etc) and documents presentation Discourse management RESULTS (SUM UP)
INTERNATIONAL BUYER INDICATORS

SCORE (0-5) (0-5) (0-5) (0-5) (0-20) (0-5) (0-5) (0-5) (0-5) (0-20)

Corporate image and samplesof the product Information of the buyer, market segment, niche market, difference cultures and competences awareness Knowledge of product, technical features, design, packing, packaging and prices in different terms. Appropriate criteria to solve questions. RESULTS (SUM UP) Use of Negotiation techniques and Marketing arguments Correct use of Incoterms, knowledge of measures, types of containersand dimensions Bargaining power, in case it is a potential negotiation. Best Alternative To a Negotiated Agreement (BATNA) awareness Security and motivation. Fearless convictions and opinions. RESULTS (SUM UP) FINAL RESULTS (0-20 POINTS) INDICATORS STUDENTS' NAME

Speech Oral Expression (Business Round) Presentation 1 Presentation 2 Theme Knowledge FINAL RESULTS (AVERAGE)

THEME KNOWLEDGE...