Jam. Module 4doc

JOB ACTIVE METHODS
Pilot Project
Job Active Methods. Leonardo Da Vinci Programme

MODULE 4:
SELF PRESENTATION
MODULE 1 MODULE 2 MODULE 3 MODULE 4
ORIENTATION TO NEW JOB

STABILIZATION. PC BASICS. SELF PRESENTATION.
OPPORTUNITIES
How to find personal resources. How to find new ideas How to use de PC with fun. Communication with use of new technologies.
CONTENT 1
-Feedback. -Hot ball. -Nought and crosses. -My presentation in CD o Diskette.

-The clock. -I criticise, I applaud, I suggest. -Alphabet. -Webmail.
-Two boxes. -6, 9 y 12. Who moved my cheese? -Slide projector, greetimgs cards. -To enrol and to enter in employment pages.
METHODS

Social Competence. How to select new ideas? How to use the personal How to create an application document.
computer.
CONTENT 2
-Scale. -Business needs. -Puzzel. -Curriculum Vitae.

-The field. -Fish backbone. -A Group asks and another Group -Presentation letter.
-Questionnaire. -6, 9 y 12. Who moved my answers -Advertisement.
METHODS cheese? -Mural of witty ideas.
Elimination of social and How to proof new ideas? Learning to use internet. Application as “sales conversation”
economic prejudices.
CONTENT 3
-Discussion. -Positive chair. -Internet pamphlet. -Secrets.

-Two Scene. -Anonymous letter. -Search for information on the -C.N.V. =Non-Verbal Communication.
-The ostrich complex. -6, 9 y 12. Who moved my internet . -Effective techniques of sales conversation.
METHODS cheese? -Mail and Job web pages
Motivation. How to make decisions? How to integrate the PC in my life. Presentation of the own person.
CONTENT 4
-Weather forecast. -Prioritisation of decisions. -Three questions. -My price.

-Cooking Recipe. -Rational decisions. -Brainstorming. -Exploration of oneself.
-Test “your motivation” -6, 9 y 12. -Cards with suggestions. -My objective.
METHODS Who moved my cheese?
MODULE
SELF PRESENTATION

COMUNICATION WITH USE OF NEW
TECHNOLOGIES
HOW TO CREATE AN APPLICATION DOCUMENT
APPLICATION AS A “SALES CONVERSATION”
EXPLORATION OF ONESELF
COMUNICATION WITH USE OF
NEW
TECHNOLOGIES

MY PRESENTATION IN CD O DISKETTE
WEBMAIL
TO ENROL AND TO ENTER IN EMPLOYMENT PAGES

COMUNICATION WITH USE OF NEW MY PRESENTATION IN CD O
DISKETTE
TECHNOLOGIES
CONTENT 1 :
1. COMMUNICATION WITH USE OF NEW TECHNOLOGIES
Method:
1) My presentation in CD or
Diskette
DISKETTE
TECHNOLOGIES
Common reporting-mode
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.
5.2
Specific
reasons
5.1 Methods
why this
Purpose if Common details, Short
Primary method has Description/
Content Method this reason of descriptio Test
target been Instruction
method development n of the Report
developed
methods method
for older
unemployed
people
My presentation on
CD or diskette
To adapt the
To update To help the use
curriculum
Communication the older of computer
vitae of the See See
with use of news unemployed communication See overleaf
adults to the overleaf overleaf
technologies in new for the older
news
technologies unemployed
tendencies
Application
competence
DISKETTE
TECHNOLOGIES
Method - details
6.1 6.2 6.2 6.3 6.3 6.3 6.3 6.4 6.5 6.6
Origin Of Method Method Timing Timing Timing Timing Costs Materials External
The Context Context Report
Method
6.2.1 6.2.2 6.3.1 Method 6.3.2 6.3.3 6.3.4
Personal National Preparation Participant Implementing Presentation
Preparation
Experience To apply To have a To make a To make a good To see the 3€ Recording

in human new computer for curriculum presentation of draftel Computer
the ourselves on
resources technologies the individual vitae. the computer, material and paper
to the with CD Revision of with the help of revision by Diskettes
presentation format the c.V by the slides, and to add the monitor
of oneself in monitor or an the C.V to the and
presentation and
the labour expert. To revision by the
correction of
world. explain the monitor, to save it any
operation of as a portable mistakes.
the CD presentation on a 30 minutes
format. diskette or CD.
60 minutes
15 minutes
DISKETTE
TECHNOLOGIES
Description / Instruction
To have a computer per person with CD recording. To explain to the participants

what the method attempts to show them through computer support,
presentation (Curriculum Vitae) before a company or interviewer. To make it
I. Preparation
original.
Revision of the C. V. by the monitor or expert. To explain the operation of CD
recording. 15 minutes.
To make a good presentation of ourselves on the computer, with the help of slides
II. Implementing-
and to add the C. V. in the presentation and revision by the monitor, to save it like
"how to make..."
a portable presentation on a diskette or CD. 60 minutes
To see the drafted material and revision by the monitor and corrections of errors.
Ill .Presentation 30 minutes.
To send to all the appropriate employment offers.
COMUNICATION WITH USE OF NEW WEBMAIL
TECHNOLOGIES
CONTENT 1 :
Method:
2) Webmail
TECHNOLOGIES
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.
5.2 specific
reasons
why this Methods
5.1 common
Purpose if method has details, Short
Primary reason of Description/
Content Method this been description Test
target development Instruction
method developed of the Report
methods
for older method
unemployed
people
To update the
an email
account.
To open
Communication To know how adults in the

Application Communica- See
with use of news to work the new See overleaf See overleaf
competence tion overleaf
technologies internet technological
Tendencies
TECHNOLOGIES
Method - details
6.1 6.2 6.2 6.3 6.3 6.3 6.3 6.4 6.5 6.6
Method
6.2.1 6.2.2 6.3.1 6.3.2 6.3.3 6.3.4
Personal National Method Participant Implementing Presentation
Preparation Preparation
Experience To guide on To prepare a To explain To stat of the People of the Pc

in personal employment computer what the computer and enter group will Access to
the internet, to
formation. for the connected to method insert in the bar an send internet
unemployed the internet, consists of address (http//: messages to
with a and how the www.Hotmail.Com) each other.
navigator. services of to create a free To enter
email address
electronic (insert personal
email,
mail are used data, choose user inserting user
that enable name and a name and
the sending password and password and
and receiving accept the read the
conditions) 20
of messages minutes massages.
anywhere. 40 minutes
15 minutes
TECHNOLOGIES
To prepare a computer connected to the Internet, with a program navigator. To

I. Preparation explain what the method consists of and how the services of electronic mail are
used that allow us to send and receive messages anywhere. 15 min
To start up the computer and enter the Internet, to insert an address

II. Implementing- (http//:www.hotmail.com), to create a free email account (introduce personal
"how to make..." data, choose user name and a password and accept the conditions) 20 min.
Any queries should be resolved by the monitor.
Group participants will send messages to each other. To enter the email, insert
Ill .Presentation
user name, password and read the messages. 40 min.
COMUNICATION WITH USE OF NEW TO ENROL AND TO ENTER
IN EMPLOYMENT PAGES
TECHNOLOGIES
CONTENT 1 :
Method:
3) To enrol and to enter in

employment pages.
IN EMPLOYMENT PAGES
TECHNOLOGIES
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.
5.2
Specific
reasons
5.1 Methods
why this
Content Method this reason of description Test
method development of the Report
developed
methods method
for older
unemployed
people
in employment pages.
To enrol and to enter
To encourage
To highlight to
To use the the use of the
Communication job seekers
news internet and to See
with use of news that there are See overleaf See overleaf
technologies enter page overleaf
technologies many search
practically offering
methods
employment.
Application
competence
IN EMPLOYMENT PAGES
TECHNOLOGIES
Method - details
6.1 6.2 6.2 6.3 6.3 6.3 6.3 6.4 6.5 6.6
Origin Of Method Method Timing Timing Timing Timing Costs Material External
The Context Context s Report
Method
6.2.1 6.2.2 6.3.1 6.3.2 6.3.3 6.3.4
Personal National Method Participant Implementin Presentation
Preparation Preparation g
Experience Guide to To prepare a To explain To enrol in an To wait to Cost of Computer

in personal employment computer and what the employment receive the connection
formation for the connected to method page and to confirmation of material, to internet
unemployed the internet consists of complete the enrolment and connectio
and how one personal and certain n and
enters professional employment connectio
employment data. 30 offers. n charges
pages. 30 minutes 30 minutes
minutes
IN EMPLOYMENT PAGES
TECHNOLOGIES
To prepare a computer connected to the Internet. To explain what the method

I. Preparation
consists of and how one enters employment pages.30 min.
II. Implementing- To sign up with an employment page and enter the personal & professional data.
"how to make..." 30 minutes. For any queries, ask to the monitor.
Ill .Presentation To wait to receive sign-up confirmation and an employment offer. 30 minutes.
HOW TO CREATE AN APPLICATION
DOCUMENT

CURRICULUM VITAE
PRESENTATION LETTER
ADVERTISEMENT
HOW TO CREATE AN APPLICATION CURRICULUM VITAE
DOCUMENT
CONTENT 2:
1. HOW TO CREATE AN APPLICATION DOCUMENT
Method:
4) Curriculum Vitae.
DOCUMENT
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.
5.2
Specific
reasons
5.1 Methods
why this
Content Method this reason of description Test
method development of the Report
developed
methods method
for older
unemployed
people
Many old
employment
Curriculum
To draft a
A good C.V is seekers don´t
Curriculum
How to create an essential in know how to
Application Vitae with See
application obtaining a draft a C.V See overleaf See overleaf
competence the help of a overleaf
document good work and with the
computer
Vitae
position. computer
program.
they can
achieve it.
DOCUMENT
Method - details
6.1 6.2 6.2 6.3 6.3 6.3 6.3 6.4 6.5 6.6
Method
6.2.1 6.2.2 6.3.1 6.3.2 6.3.3 6.3.4
Experience For In front of a To explain to To monitor The PC PC

wiht the people of PC with any participants will indicate participants
older any age program about the the steps to compare the
unemployed with or with a word use of the continue (see C.V s that
in without processor C.V on the document 1) have drafted.
employment C.V (Omin) word 30 minutes Print the C.V
agencies processor. 1 minute
20 minutes
DOCUMENT
The monitor should know how to use the Curriculum Vitae template beforehand.
I. Preparation
To have computers for the participants with a word processor.
In front of a PC the monitor will indicate the steps for each participant to follow
(10 min), to apply Curriculum Vitae template (see document 1) the PC, the word
processor and the template used to open and insert C.V. data 30 min
II. Implementing-
(20 min)To print on good quality white paper, only write personal, professional
"how to make..."
and training data, abilities, dexterities, interests will be discovered in the
interview. To attach a different presentation letter to the C. V. for each job offer,
not to include other documents to the C.V. such as contracts, diplomas...
Ill .Presentation The participants revise the C. V.'s drafted . 15 min.

DOCUMENT
Document 1 :
1. Switch on PC
2. Open up the word processor. Example: Start;
Programs;
a)Office 2000 ; Microsoft Word, or
b)Lotus SmartSuite, Lotus Word Pro
3. a) New; Other documents; Curriculum
Assistant; Accept and Next
b)Create a document from Smart Master;
curricul.mwp.
4. Fill in the sections with personal data.
5. Print.
HOW TO CREATE AN APPLICATION PRESENTATION LETTER
DOCUMENT
CONTENT 2:
Method:
5) Presentation letter.
DOCUMENT
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.
5.2
Specific
Reasons
5.1 Methods
Why This
Purpose If Common Details, Short
Primary Method Has Description/
Content Method This Reason Of Description Test
Target Been Instruction
Method Development Of The Report
Developed
Methods Method
For Older
Unemployed
People
That each
Presentation
person sends
an apropriate
To know that it
How to create an To write presentation
Application should contain See
application presentation letter See overleaf See overleaf
competence a presentation overleaf
document letters together with
letter.
the C.V for
Letter
each job
offer.
DOCUMENT Method - details
6.1 6.2 6.2 6.3 6.3 6.3 6.3 6.4 6.5 6.6
Origin of Method Method Timing Timing Timing Timing Costs materials external
the context context report
method
6.2.1 6.2.2 6.3.1 6.3.2 6.3.3 6.3.4
Experience The The monitor To explain to To read the To draft a 1€ Paper

in human presentati show know the differents letter of copies of
resources on letter the sections participants models of different the
is an ot a that these presentation presentation pamphlet
element presentation letters letter. and to send it
that letter. To accompany 20 minutes for a job
increases distribute the C.V and offer.
success of the handout. offer 45 minutes
obtaining possibilities
a job. of success
for a job
offer.
5 minutes
DOCUMENT
The monitor should know the sections of a presentation letter. To distribute the
I. Preparation handout. To explain to the participants that these letters accompany the C. V. and
they offer possibilities of success for a job offer. 5 min.
II. Implementing-
To read the different models of presentation letter. 20 min
"how to make..."
Ill .Presentation To draft a different presentation letter and send it for a job offer. 45 min.
DOCUMENT
HANDOUT:
The presentation letter attempts to capture the attention, create interest, awaken desire (to
employ, select you) act (respond to you; say yes to the candidature).
It is a very comfortable system, with few guarantees, and its structure is:
1. Sheet of paper, with margins on four sides, short text.
2. Person or Company to whom it is addressed.
3. Full name and address of the person requesting employment or an interview. With
city and date.
4. Introduction, to capture the interest of the individual and lead them to read the rest
of the letter, the first 5 words are essential
" / am very interested in your company structure and the
corresponding sector, therefore I am sending you my details in the
event of a possible vacancy. Below I enclose the reasons for this.... "
"My recent professional experience in the sector, lead me to focus
on companies that hold a relevant position in the market, as is your
case,...""I have read in the
business news of your future expansion plans, for which you will
require highly qualified personnel, therefore... "
5. Personal presentation. It concerns speaking of motivations that we
have for the position and what we offer, highlight abilities,
knowledge, personal or professional achievements without lying.
6. Conclusion. We must ensure that they offer an interview or
consideration for future vacancies.
7. Regards and signature
8.Enclose C.V.
DOCUMENT
Giving lengthy, annoying details and inciting pity.
EXAMPLE:
Mr. D. Ángel Román
Personnel Manager
Agrarias reunidas SL
Pol. Aragón 12 Málaga 27005
Dear Sir:
Through various sources I have become aware of the work of AGRARIAS REUNIDAS, S. L. to
improve productivity of farming developments in our country. I find your focus on the introduction
of new technologies very interesting.
With regard to these aspects, I am a specialist in Agrarian Training, interested in the introduction
of technology. During my five years training, have studied techniques and practices in depth on
this matter and therefore I value the possibility of collaborating with a leading company
such as yours.
I will contact you shortly to confirm this possibility.
Yours sincerely.
Curriculum Vitae enclosed.
HOW TO CREATE AN APPLICATION ADVERTISEMENT
DOCUMENT
CONTENT 2:
Method:
6) Advertisement
DOCUMENT Common reporting-mode
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.
Primary Content Method Purpose if 5.1 5.2 Methods Description/ Short

target this Common Specific details, Instruction Test
method reason of reasons description Report
development why this of the
methods method has method
been
developed
for older
unemployed
people
How to create an To show the To highlight To know that See overleaf See overleaf See
application advantages the use of advertisemet overleaf
Advertisement
document of the advertisement are an

advertise- for job seeking. indirect but
ment useful
method of job
seeking.
Application
competence
DOCUMENT
Method - details
6.1 6.2 6.2 6.3 6.3 6.3 6.3 6.4 6.5 6.6
Method
6.2.1 6.2.2 6.3.1 6.3.2 6.3.3 6.3.4
Experience To guide To explain To give a To make an To read each Paper

in selection the what the handout per advertisemen advertisemen
of personal. unemploy method person t where each t aloud and
ed consists of 5 minutes participant to choose the
towards (the To read the requests a job best. I can be
employm advertesi- handout and offers published in
ent ments are a 5 minutes his/her the press.
form of knowledge 30 minutes
offering and and
requesting experience.
employment 30 minutes
5 minutes
DOCUMENT
To give a handout per person.5 min. To read the handout.5 min. To explain what
I. Preparation the method consists of (the advertisements are a form of job offers and
requirements) .5 min.
To make an advertisement where each participant requests a job and offer

II. Implementing-
him/her knowledge and experience. 30 min to Remember the advice (to see
"how to make..."
handout)
To read each advertisement aloud and choose the best. It can be published in
Ill .Presentation
newspapers.30 min.
DOCUMENT
With advertisements: Handout
• We can address a wide sector of the population or a very specific sector and obtain
a high number of responses.
• Useful for offers and requests.
• They are frequent.
• It is a quick method to prepare, its administration is quick.
• It is economical: it has information power and saves time.
• It provides data on the candidates and offers an image of the person or company.
• They must be well structured
• Wide readership.
• Located in specialised employment pages and as advertisement of an individual, company or product.
• The cost can be planned beforehand.
• It comprises :
Heading: With title, nationality, sector of activity and location

 Title: Position or function.
 Body: Profile offered or required.
 Method of contact: Address, telephone...
• They can include logos, backgrounds, borders and other design elements.
•The most striking are those located on the right hand page of the newspaper or magazine.
•Those of a larger font size are those most read. There are blind, misleading adverts....
•It is a service from home.
APPLICATION AS A “SALES
CONVERSATION”

SECRETS
C.N.V= NON-VERBAL
COMMUNICATION
EFFECTIVE TECHNIQUES OF
SALES CONVERSATION
APPLICATION AS A “SALES CONVERSATION” SECRETS
CONTENT 3:
3. APPLICATION AS “SALES CONVERSATION”
Method:
7) Secrets
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.

been
developed
for older
unemployed
people
Application as Try to Learn Update older See overleaf See overleaf See
“sales capture the techniques to job seekers overleaf
contact with others
Secrets to establish
conversation” attention of facilitate the on aspects to

the person conversation. be taken into
you are account.
talking to.
Application
competence
Method - details
6.1 6.2 6.2 6.3 6.3 6.3 6.3 6.4 6.5 6.6
Method
6.2.1 6.2.2 6.3.1 6.3.2 6.3.3 6.3.4
Experience For all The trainer -Comment *Read the Group Cost of Attached
in those must: to the attached discussion on material sheet
communicati wishing to *Prepare the participants sheet the 17 points
on establish method on the *Ask the and note any
correct *Prepare a importance trainer any reflections
contact copy of the of taking question that may
with attached into account *They must arise.
others. sheets for the 17 be carried out 30 minutes
each points for when seeking
individual. speaking to employment
15 minutes others 30 minutes
-Distribute
one sheet
Per person
15 minutes
The trainer must read the method and make photocopies of the attached sheets
I. Preparation for each individual. 15 minutes. He must also gain knowledge on interpersonal
communication.
Distribute one sheet per person, comment to the participants on the importance
II. Implementing-
of taking into account the 17 points for speaking to others when seeking
"how to make..."
employment and carefully read the attached sheet. 30 minutes.
Ill .Presentation Group discussion and note any reflections that may arise. 30 minutes.
ENCLOSED SHEET FOR PARTICIPANTS:
IMPORTANT ASPECTS TO TAKE INTO ACCOUNT ON
ESTABLISHING CONTACT WITH OTHERS:
1. We must present ourselves suitably.

2. Take into account the availability of time of the other person.
3. Explain that you are seeking employment.
4. Say that we know what to do.
5. Explain our studies, training and experience.
6. Indicate the job or sector of employment required.
7. Be brief, do not smoke, do not shout, do not lie and do not criticise
others.
8. Avoid inciting sympathy, begging or threatening.
IMPORTANT ASPECTS TO TAKE INTO ACCOUNT ON

ESTABLISHING CONTACT WITH OTHERS:
9. Avoid pressure, do not annoy or insist too much.
10. Remain relaxed and friendly at all times and call the individual
by their name or surname at all times.
11 . Demonstrate your interest to work.
12. Take a realistic and appropriate approach.
13. Be receptive to the initiatives of the other person.
14. Attempt to involve the Other person. (Example: I'll call you
next week)
15. Obtain information on the other person, on how they work in
that field.
16. Try to obtain other references.
17. Say goodbye and thank you.
Do not forget:
 The attention of others depends on their interest in what we are saying.
 Think before you speak.
 Do not expect an immediate miracle.
 Make them aware that you are making an effort.
 Be grateful.
 If you find work, tell your contacts so that they do not continue to look.
 Go to the interview and presentations alone.
 Show initiative.
 Ensure that they have all your details or C.V.

APPLICATION AS A “SALES CONVERSATION” C.N.V= NON-VERBAL
COMMUNICATION
CONTENT 3:
Method:
8) C.N.V= Non-Verbal
Communication
COMMUNICATION
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.

been
developed
for older
unemployed
people
Application Application as To teach the To apply to the To make See overleaf See overleaf See
competence “sales techniques “you leave aware that overleaf
conversation” persuade conversation” the
when the non-verbal movements
speaking in communication of the body,
public. voice,
appearance
and
C.N.V
expression
are important
for the sales
conversation
COMMUNICATION
Method - details
6.1 6.2 6.2 6.3 6.3 6.3 6.3 6.4 6.5 6.6
Method
6.2.1 6.2.2 6.3.1 6.3.2 6.3.3 6.3.4

Experience For To make To distribute The To talk about Cost of Photocopi

giving people transparenci the participants the pros and the es of the
courses and who want es of the documents should cons of the copies document
speaking in to speak documents 1,2,3,4,5,6 observe the sales s
public successfull 1,2,3,4,5,6 and 7 to the monitor when conversation 1,2,3,4,5,
y to and 7. To participants. he/she speaks 6 and 7.
others make copies and to write
of the down the
materials to expressions
each person. and actions.
To read and
to revise the
sheets of
information.
COMMUNICATION
The monitor should make transparencies of the documents 1,2,3,4,5,6 and 7

detailing the different expressions, explain the method and he/she should read
I. Preparation the handout.
He/she should make photocopies of all the material for each participant and
distribute it. 5 minutes.
People should observe the expressions, voice and movements of the monitor
II. Implementing- while he/she explains the form of persuading the public, and comment on the
"how to make..." advantages and disadvantages of the sales conversation. 15 minutes
To read the enclosed material. 15 minutes
Comments and group discussion on the most correct and effective methods of the
Ill .Presentation
sales conversation. 15 minutes
COMMUNICATION
Pamphlet for participants:
To convince and be persuasive in public speaking, it is necessary to overcome

the "emotional mindset" of each individual in the audience. Failing to do so,
makes this a useless exercise. To achieve this, it is necessary to control the
current that flows between the speaker and audience, on two different levels:
That of the voice and that of the gestures, eye contact or Non-verbal
Communication.
The people like and trust a person showing conviction with movements,
expression, variety of tones of voice, language and vocabulary. The posture of the
speaker is important. It is preferable to remain standing with shoulders back and
stomach in and avoid swinging and leaning backwards when standing; this
distances the speaker physically from the audience. Controlled movements incite
enthusiasm and confidence, and facilitate the emotional contact with the
listeners. We have to come out from the table or podium and gesticulate or at
least lean forwards to make a greater impact. And if we move about the room, do
so naturally and not in a mechanical way, taking small and paused steps. It is
good to express our agreement and enthusiasm in what we say, with a wide and
natural gesture, and a warm smile.
COMMUNICATION
Unconsciously, the audience captures our feelings, regarding the content of

our words. The gesture must accompany what we say in an unforced manner.
If there is no reason to gesticulate, it is best to keep arms and hands by the
side of the body. We use the voice with a variety of volumes and sounds.
Avoid monotony. Smile whilst speaking, so that your voice demonstrates how
you feel. Use descriptive words, charged with meaning. Avoid words that say
nothing, such as :mmm", "ahh", that indicate doubt. Visual connection is the
first step to establish confidence and credibility of the speaker. This is
achieved firstly, if the person that starts the talk spends 4 or 5 seconds on
continued visual contact with each member of the audience. This draws the
listeners closer. It transmits confidence, smoothes out tension and allows the
reading of the speaker's reactions. Do not look at the floor, close eyes or
focus in the distance, this makes the audience feel uncomfortable.
Appearance and dress sense of the speaker must be suitable for every
occasion, it is not like going to a party. We all respond with affection to the
humanity and good humour of someone nearby and this is one of the
resources to imply to the listeners. Also it is necessary to lead in with a short
story or question that focuses the listener on the message and close with a
well-known phrase.
COMMUNICATION
During your "sales conversation", use question marks: involve your

listeners with questions, requesting volunteers, or asking the audience to
raise their hands to make an opinion or vote on something. Sense of
humor attracts the listeners. We all like to laugh and be with friendly
people. It is always suitable to comment on a peculiar or funny aspect,
without becoming comical, as the objective is to create an active listening
atmosphere.
Make use of images, demonstrations and samples where appropriate in
the "sales conversation".
COMMUNICATION
Easily identifiable actions are:

SINCERITY = Open hands
DEFENSIVE = arms crossed, legs crossed and sitting.
ATTENTION-CONCENTRATION = Face supported on the hand, head tilted,
stroking of the chin, pressing of the nose.
SELF-CONTROL-REPRESSION = To hold onto something firm with the hands, legs
crossed; to hold the wrist behind the back.
NERVOUSNESS = Clearing of the throat, moving the seat, covering the mouth
when speaking, pinching an ear.
BOREDOM = head supported by the hand, moving fingers, tapping feet.
SELF-CONFIDENCE = Hands together, head erect, neck supported by the hands.
To join hands by the fingertips.
DOUBT- DISTRUST = Look sideways, rub the nose with the index finger, scratch
an ear.
DECISION = Standing: Arms at the waist, or arms stretched with hands supported
on the table. Sitting: leaning forward.
TENSION- FRUSTRATION = Hitting the table, touching the neck, closed fists,
pointing with the index finger.
COMMUNICATION
COMMUNICATION
APPLICATION AS A “SALES CONVERSATION” EFFECTIVE TECHNIQUES OF
SALES CONVERSATION
CONTENT 3:
Method:
9) Effective techniques of sales

conversation
SALES CONVERSATION
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.
Primary Content Method Purpose If 5.1 Common 5.2 Specific Methods Description/ Short
Target This Reason Of Reasons Details, Instruction Test
Method Development Why This Description Report
Methods Method Has Of The
Been Method
Developed
For Older
Unemployed
People
Application as The organize To know all the To teach the See overleaf See overleaf See
of sales conversation
“sales the Aspects for an ability to be a overleaf

Effective techniques
conversation” presentation effective sales good speaker/

of a sales conversation orator
conversation
Application
competence
SALES CONVERSATION
Method - details
6.1
6.2 6.2 6.6
Origin Of 6.3 6.3 6.3 6.3 6.4 6.5
Method Method External
The Timing Timing Timing Timing Costs Materials
Context Context Report
Method
6.3.1 6.3.2
6.2.1 6.2.2 6.3.3 6.3.4
Method Participant
Personal National Implementing Presentation
The monitor To organize

For the Should read the class into
older the method. two groups, The
unemploy To explain one group participants
ed who the To read the should be should talk
wish to participants handout and listeners and about what
Photoco
Training acquire the most ask the the rest happened and
pies Handout
experiences sales effective monitor any taking turns assess the
4€
conversati techniques questions. to be performances
on of acquiring 15 minutes spearkers, of their
training good defending a partners.
and conversation topic, position 60 minutes
abilities al abilities. or product.
30 minutes 10 minutes
SALES CONVERSATION
The monitor should read the method, and be informed on the sales conversation.
I. Preparation He/she will explain the most effective techniques of acquiring abilities for a good
speaker and using them.30 minutes.
The participants should read the handout and ask the monitor any questions. To
II. Implementing- execute it the monitor divides the class in two groups, one group will be listeners
"how to make..." and the others taking turns will act as speakers. With 10 minutes per person they
should carry out a sales conversation on a topic or product of choice.
During 60 minutes the others should comment and the monitor should give advice
Ill .Presentation
to increase the possibilities of success in the sales conversations.
SALES CONVERSATION
Handout for participant:
The speaker must:
1. ORGANISE THE PRESENTATION

2. STRUCTURE THE PRESENTATION
3. USE PERSONAL SUPPORT
4. USE TECHNICAL SUPPORT, AUDIO-
VISUAL MEANS
SALES CONVERSATION
ORGANISE THE PRESENTATION

1.- On starting to prepare a presentation, you must ask
yourself the following questions:
*WHY am I going to do it?
*WHO is it directed at?
*TIME available (the time planned must be less
than the time you have)
*WHAT am I going to say?
*RESOURCES and aids, do not rely on your memory,
take a guide or material to show.
SALES CONVERSATION
It is necessary to know beforehand:

•OBJECTIVE
•DRAFT THE CONTENTS, compile the information
and organize main points.
•THE PRODUCT, PROJECT OR IDEA, make an initial
and final assessment.
•PLACE
•COMPANY, PERSONS OR AUDIENCE
•CONSIDER POSSIBLE NEGATIVE ASPECTS
SALES CONVERSATION
PRESENTATION STRUCTURE
2.- There are three phases:
INITIL 15% of the total time, it concerns attracting
their attention (asking a question, telling an
anecdote, a peculiar phrase), anticipate the subject
and gain credibility (justify why you are there).
DEVELOPMENT 75 % of the total time and exhibition
of the main points.
CLOSE 10 % of the total time, make a summary and
recommendations.
SALES CONVERSATION
USE PERSONAL AIDS
3.- Speak to listeners using appropriate language and a

wide vocabulary, change the rhythm, articulation, tone,
emphasis, volume, pause, help with non-verbal
communication, that is eye contact, smiles, gestures and
wear suitable clothing.
SALES CONVERSATION
USE TECHNICAL SUPPORT,

AUDIO-VISUAL MEANS
4.- The quality of the speaker depends on what
he/she says, how it is said, the means used and how
they are used .
The principle means are: blackboard, sheets of paper,
projector, video, television, projector and spotlight.
TELL THEM WHAT YOU ARE GOING

TO TALK ABOUT, TALK, and then,
SUMMARISE WHAT YOU HAVE SAID

MY PRICE
MY PROFESIONAL OBJECTIVE
EXPLORATION OF ONESELF MY PRICE
CONTENT 4:
4. PRESENTATION OF THE OWN PERSON
Method:
10) My Price
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.
Been Method
Developed
For Older
Unemployed
People
Application Presentation of To assess To highlight to the To know all See overleaf See overleaf See
competence the own person the older unemployed the aspects of overleaf
that they should
possibilities the jobs
My Price
be aware of their
before the own worth and (Salary,
employment that the Company location,
or person that it schedule, and
hires them should
pay for this and
contract type)
know this.
Method - details
6.1
6.2 6.2 6.6
Origin of 6.3 6.3 6.3 6.3 6.4 6.5
Method Method external
the Timing Timing Timing Timing Costs materials
context context report
method
6.3.1 6.3.2
6.2.1 6.2.2 6.3.3 6.3.4
method participant
personal national implementing presentation
preparation preparation
The monitor Beforehand

To make
should each person
each To respond to
explain that will read the
participan the questions
To distribute the method pamphlet and Copies of
Teaching of t assess that think
the tries to sum he/she will 1€ the
courses life and about the
pamphlet up the consider a pamphlet
his/her pamphlet.
working possible a
experien- 30 minutes
conditions. work position.
ces
15 minutes 30 minutes
To distribute the pamphlet. The monitor should explain that the method tries to
I. Preparation sum up the working conditions (type of tasks, schedule, localization, wage,
contract) that each person is willing to accept. 15 min.
II. Implementing- Each person will read the pamphlet beforehand and he/she will consider a
"how to make..." possible work position. 30 minutes
Ill .Presentation To respond to the questions arising from the pamphlet. 30 minutes.
PAMPHLET:
MY PRICE
REGARDING A...
Term
1- CONTRACT
Type
Day (split, continuos…)

2- HOURS Shift (morning, afternoon,
night-time…)
Place of work (city, province)
3- LOCATION
Travelling (frequent, rare…..)
Amount
4- SALARY
Type (fixed, commission)
Work environment
5- OTHERS
Type of tasks
CONTENT 4:
Method:
11) Exploration of oneself

1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.
5.2 Specific
Reasons
Why This Methods
5.1 Common
Purpose If Method Has Details, Short
Primary Reason Of Description/
Content Method This Been Description Test
Target Development Instruction
Method Developed Of The Report
Methods
For Older Method
Unemployed
People
If the
Exploration of
individual
To assess
knows his/her
the
Presentation of To get to know potential See
individual´s See overleaf See overleaf
the own person oneself better he/she will overleaf
environment
appear before
s
oneself
other with an
advantage
Application
competence
Method - details
6.1 6.2 6.2 6.3 6.3 6.3 6.3 6.4 6.5 6.6
Method
6.2.1 6.2.2 6.3.1 6.3.2 6.3.3 6.3.4
Experience To expand in The monitor To explain to To read all the To complete Paper
in human the person´s should carry the sections of the different sheets
fields and to
resources. make out the participants the sections. To and
him/her method that the pamphlets try to apply all copies of
aware that beforehand, method and to the the
the image it should be consists of meditate. knowledge in pamphlet
that we give
to others is a
applied exploring all 15 minutes job interview.
reflection of likewise. about
what we 30 minutes people.
know about 10 minutes
oruselves.
The monitor should draft the method beforehand, it should be applied likewise.
I. Preparation 30 min. To explain to the participants that the method consists of exploring all
about people. 10 min.
II. Implementing- To read all the sections (Studies, Specialization, Professional Experience ) of the
"how to make..." pamphlets and discuss. 15 minutes
To complete the different sections explored. To try to apply all knowledge in the
Ill .Presentation
work interviews.
EXPLORATION OF ONESELF HANDOUT:
You are over qualified for You have average You are not suitably qualified
TRAINING OR
EDUCATION
the position qualifications for the position or have not
completed the studies.
You are highly specialised You have some You have not specialised
SPECIALISATION
specialised training
training
A lot of professional Some experience You have no experience

PROFESSIONAL
experience in the sector

EXPERIENCE
EXPLORATION OF ONESELF MY PROFESIONAL OBJECTIVE
CONTENT 4:
Method:
12) My Objective
1. 2. 3. 4. 5.Reasons 5.Reasons 6. 7. 8.
Been Method
Developed
For Older
Unemployed
People
Presentation of To know the To analyze with To teach the See overleaf See overleaf See
My objective
the individual professional the supervision older overleaf

objective of a unemployed
professional to carry out
each person´s their
objective and professional
the strategies project.
to reach it.
Application
competence
Method - details
6.1
6.2 6.2 6.6
Origin Of 6.3 6.3 6.3 6.3 6.4 6.5
Method Method External
The Timing Timing Timing Timing Costs Materials
Context Context Report
Method
6.3.1 6.3.2
6.2.1 6.2.2 6.3.3 6.3.4
Method Participant
Personal National Implementing Presentation
To invite an
To analyse To explain
expert in
the what the
human
occupatio method
resources or In silence, to
n sought consists of
in the sector distribute the
after, the and that a The guest
of the handouts to
Experience degree of specialized expert will be
employment each
in formation knowledg person will consulted
The monitor participant
of the e and the help to draft regarding any
should read and try to
unmeployed coincidenc the doubts.
the method complete
e with professional 40 minutes
and try to them.
each project
make the 60 minutes
person´s correctly to
professional
profession each person.
project.
al profile. 15 minutes
30 minutes
To invite an expert in human resources or in the sector of employment. The

I. Preparation
monitor should read the method and try to make the professional project. 30 min.
To explain what the method consists of and an expert will help to draft the
professional project correctly for each person. 15 min
II. Implementing-
To analyze the occupation sought, the degree of knowledge and the coincidence
"how to make..."
with each person's professional profile.
In silence, distribute the handouts to each participant for completion. 60 min
Ill .Presentation The guest expert will be questioned regarding any doubts.40 min
Handout
 MY PROFESSIONAL OBJECTIVE IS: To work in…
 To reach my PROFESSIONAL OBJECTIVE; MY GOALS

ARE:
SHORT TERM GOAL (achieve within 6 months):

LONG TERM GOAL (achieve it within 2
years):
 To acehive my objective and my goals, I HAVE TO DO:
STRATEGY 1 :
STRATEGY 2:
STRATEGY 4:
STRATEGY 3:
-The position, occupation or job that I seek is:
-Write what you know about the occupation:
What is done:
FUNCTIONS TASKS
Conditions under which it is carried out:
ENVIRONMENTAL MACHINES TOOLS TEAM, RELATIONS,

CONDITIONS INDIVIDUAL…
What it requires
TRAINING QUALITIES PERSONAL CAPABILITIES
KNOWLEDGE ASPECTS ABILITIES…
Draft your professional profile:
Basic training
Supplementary training
Experience
Abilities, Capabilities
Qualities
Labour conditions and availability

(salary, travel, hours….)
What it offers:
SALARY STATUS PROMOTION OTHERS
-Compare the requirements of our professional objective with your profile and reply:
Of the occupation I wish to secure, I fulfil ....
Of the occupation I wish to secure, I fail to fulfil...
-Do you think that your professional objective is realistic? Circle one of the following:
YES NO
In the case of no you must change the occupation and start the
analysis again of the new occupation, or acquire training and
personal aspects and capabilities.
-Write your personal conclusion.

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JOB ACTIVE METHODS

Job Active Methods. Leonardo Da Vinci Programme

ORIENTATION TO NEW JOB

-Feedback. -Hot ball. -Nought and crosses. -My presentation in CD o Diskette.

Job Active Methods. Leonardo Da Vinci Programme

-Scale. -Business needs. -Puzzel. -Curriculum Vitae.

-Discussion. -Positive chair. -Internet pamphlet. -Secrets.

-Weather forecast. -Prioritisation of decisions. -Three questions. -My price.

Job Active Methods. Leonardo Da Vinci Programme

HOW TO CREATE AN APPLICATION DOCUMENT

APPLICATION AS A “SALES CONVERSATION”

Job Active Methods. Leonardo Da Vinci Programme

TO ENROL AND TO ENTER IN EMPLOYMENT PAGES

Experience To apply To have a To make a To make a good To see the 3€ Recording

To have a computer per person with CD recording. To explain to the participants

Communication To know how adults in the

Experience To guide on To prepare a To explain To stat of the People of the Pc

To prepare a computer connected to the Internet, with a program navigator. To

To start up the computer and enter the Internet, to insert an address

3) To enrol and to enter in

Experience Guide to To prepare a To explain To enrol in an To wait to Cost of Computer

To prepare a computer connected to the Internet. To explain what the method

Job Active Methods. Leonardo Da Vinci Programme

Experience For In front of a To explain to To monitor The PC PC

Ill .Presentation The participants revise the C. V.'s drafted . 15 min.

Experience The The monitor To explain to To read the To draft a 1€ Paper

Primary Content Method Purpose if 5.1 5.2 Methods Description/ Short

document of the advertisement are an

Experience To guide To explain To give a To make an To read each Paper

To make an advertisement where each participant requests a job and offer

Heading: With title, nationality, sector of activity and location

Job Active Methods. Leonardo Da Vinci Programme

3. APPLICATION AS “SALES CONVERSATION”

Primary Content Method Purpose if 5.1 5.2 Methods Description/ Short

conversation” attention of facilitate the on aspects to

ENCLOSED SHEET FOR PARTICIPANTS:

IMPORTANT ASPECTS TO TAKE INTO ACCOUNT ON

ESTABLISHING CONTACT WITH OTHERS:

1. We must present ourselves suitably.

IMPORTANT ASPECTS TO TAKE INTO ACCOUNT ON

 The attention of others depends on their interest in what we are saying.

 Think before you speak.

 Do not expect an immediate miracle.

 Make them aware that you are making an effort.

 Go to the interview and presentations alone.

 Ensure that they have all your details or C.V.

3. APPLICATION AS “SALES CONVERSATION”

Primary Content Method Purpose if 5.1 5.2 Methods Description/ Short

6.2.1 6.2.2 6.3.1 6.3.2 6.3.3 6.3.4

Experience For To make To distribute The To talk about Cost of Photocopi

The monitor should make transparencies of the documents 1,2,3,4,5,6 and 7

Pamphlet for participants:

To convince and be persuasive in public speaking, it is necessary to overcome

Unconsciously, the audience captures our feelings, regarding the content of

During your "sales conversation", use question marks: involve your

Easily identifiable actions are:

3. APPLICATION AS “SALES CONVERSATION”

9) Effective techniques of sales