商务英语案例分析1

1.the problem Fast-Track faced:

The subsidiary’s recent sales results were poor. Sales revenue was 30% below target.

the solution to this problem:

appoint a new sales manager for its subsidiary in Warsaw, Poland.

2.background:

Fast-Track Inc, based in Boston, US, sells corporate training videos and management training courses .Fast-Track advertised the vacancy only inside the company as it believes in offering the description for the position.

3.merits and shortcomings of the 3 candidates:

(1)Jonna Pelc

merits: diploma in marketing

a good knowledge of computer

a suitable experience as a sales representative

energetic and confident

ambitious : get ready to be the top

competitive: likes to win

best sales results of team during the last 5 years

skill in personal knowledge

shortcomings: English is not very fluent

very young: less social experience

aggressive

strong personality

low levels of education

(2)Anna Belinski:

merits: quiet and confident

fluent English, German and Polish

good at team building

strong sales ability

fast learner

good at computer and handling figures shortcomings: not independent

too much self-confident

(3)Robert Kaminsky:

merits: strong sales ability

good education

fluent Polish and English

hard worker

calm and relax

modest practical and reliable shortcomings: not creative

not good at talking with other people 4.discuss who to select for the vacant position:

Jonna Pelc: Though she finished secondary school but she is the only one who major in marketing among the 3 people. So we can believe she has a good academic background. Maybe someone think she is too young and she has less social experience. Besides, Jonna is rather ambitious, she is ready to be the director and she likes to win. In my opinion, this point is the most important to be a natural leader. Only the leader is determined, the staff can work together to improve the sales results. She is also energetic and confident; therefore the sales team can be easily motivated by her. While she has strong personality and she’s difficult to work with.

I concern the team’s cooperation may be hard. In general, she may become a good sales leader.

Anna Belinski: She wants to enjoy working to achieve good result in our company and to work with each other. In this way, the staff will work more effective and the staff turnover can be decreased. she is not independent: she depend too much on others. This means she is not suitable to be a leader. Besides, she is not an outgoing person, but we cannot deny her strong sales ability and she does well in computer and handling figures. So I think she’s more suitable to be a sales representative than to be a sales manager.

Robert Kaminsky: He has good education and good judgment. As far as I’m concerned, he’s the most experienced sales representative sales representative of the 3. His linguistic ability quiet well and he works very