English for Sales

Introduction (1 class)

This introductory class explores students' experiences as both a customer and a sales person.


Unit 1 – Jobs and Responsibilities
Goal: 
To introduce the key roles, responsibilities, and daily activities involved in sales and purchasing, while developing the language needed to describe professional tasks and workplace communication.

Focus Areas:
1) Describing job roles and responsibilities
2) Discussing daily sales and purchasing activities
3) Communicating about emails, phone calls, meetings, travel, and presentations
4) Understanding cooperation between different departments
5) Discussing sales targets and performance objectives
6) Using key vocabulary related to business documents and processes



Unit 2 – New Contacts
Goal:
To develop the skills needed to create professional relationships and communicate effectively with new clients, suppliers, and business contacts.

Focus Areas:
1) Introducing yourself and your company professionally
2) Building rapport through networking and small talk
3) Using polite and appropriate business language
4) Writing and responding to professional emails
5) Arranging follow-up meetings and maintaining communication
6) Developing strategies for creating strong and lasting client relationships



Unit 3 – Offers
Goal:
To help learners understand how to create, present, and respond to business offers while developing effective sales communication skills.

Focus Areas:
1) Understanding different types of offers and proposals
2) Approaching potential clients and identifying customer needs
3) Using effective sales techniques, including the AIDA model (Attention, Interest, Desire, Action)
4) Making, presenting, and responding to offers
5) Understanding requests for proposals (RFPs)
6) Developing active listening skills
7) Discussing market expectations and business practices



Unit 4 – Negotiations
Goal:
To prepare learners to participate confidently in business negotiations, from preparation through to reaching successful agreements.

Focus Areas:
1) Understanding the different stages of negotiation
2) Developing key negotiation vocabulary and expressions
3) Using conditional language to negotiate politely and effectively
4) Discussing prices, terms, and conditions
5) Understanding cultural differences in international negotiations
6) Developing win-win negotiation strategies
7) Confirming agreements and next steps



Unit 5 – Orders and Deliveries
Goal:
To enable learners to manage orders and deliveries effectively through clear and professional communication.

1) Focus Areas:
2) Placing and processing orders
3) Confirming order details and specifications
4) Communicating delivery requirements and timelines
5) Understanding contracts, terms, and conditions
6) Handling changes to orders
7) Resolving issues related to products, quantities, and deliveries



Unit 6 – Complaints
Goal:
To develop the language and strategies needed to handle complaints professionally and maintain positive customer relationships.

Focus Areas:
1) Making complaints clearly and professionally
2) Responding to customer concerns
3) Using complaint management strategies, including the CASH approach
4) Writing formal complaint letters and responses
5) Apologizing effectively and offering solutions
6) Managing customer expectations
7) Improving after-sales service and supporting customer retention


Course Outcome
By the end of the course, learners will be able to communicate more confidently in international sales and purchasing environments. They will have developed the language skills required to build relationships, manage business communication, negotiate effectively, handle customer issues, and represent their company professionally in English.