Franchise Position Title: Corporate Sales

(CS)
@Berlitz Learning Center Title: Sales
Location*: Franchise Center
Position level: Operational: Sales
Description date: January 2018
Reporting relationship: LCD / Franchise Owner
Evaluation: Non-Management conducted by: LCD / Franchise Owner

Overview of position:
The Corporate Sales representative is responsible for acquiring business from new corporate
clients as well as retaining business with current corporate clients. Corporate Sales
represents Berlitz franchise in a responsive manner, with integrity, to both our internal and
external customers.

Key areas of responsibility:

 Achieve monthly sales goals
 Maximize outside sales development through proactive activities:
 Referral networking. Central corporate contacts are to be generated via the following:
 Corporate end user prospects (direct & indirect)
 Enrolled Berlitz students
 Berlitz alumni
 Stagnant accounts
 Berlitz inquiries
 “Targeted telemarketing” to international organizations new to Berlitz where a need
exists for our services
 Maximize inside sales through leads generated from within the language center:
 Corporate phone inquiries
 Corporate internet inquiries
 Conduct corporate appointments to central corporate contacts, such as HR and Training
& Development, to present Berlitz
 Conduct corporate prospect end user sales interviews and present the appropriate Berlitz
solution
 To both central contacts, as well as corporate end user prospects, the corporate sales
team must be able to present the various training solutions, including Total Immersion®,
Individual Instruction, Corporate Group Instruction (Charter), Cultural Consulting, Berlitz
Virtual Classroom, and eBerlitz products and solutions
 Provide prospective clients and contacts with program proposals and other follow up in-
formation as needed
 Develop solid working relationships with Franchise center director(s) to facilitate better
delivery and sales opportunities
 Active involvement in respective business community, including membership in such or-
ganizations as Chamber of Commerce, trade centers / councils, etc.
 Complete sales reports to track and account for all sales activities, including calls, outside
appointments, corporate prospect end user interviews, sales, companies and contacts

Franchise Corporate Sales Job Description & Training Plan BFC 05.01.01.2018 Page 1 of 6
*This Berlitz Center is an independently owned and operated franchise
Qualifications and related experience
 Four-year college degree
 Sales experience helpful
 Native fluency in local language
 Knowledge and use of English Berlitz Level 7+
 Computer proficiency (Microsoft Office Suite)
 Positive attitude
 High level of motivation

By signing below I acknowledge and accept the responsibility of the ‘Corporate Sales’ posi-
tion at (NAME OF FRANCHISE COMPANY)*.This job description does not imply that
these are the only job duties to be performed by occupying this position. I understand that I
will be required to follow all job related instructions and to perform all other job related tasks
requested by my supervisor.

Date: ______________________ Employee Signature: _________________

Supervisor Signature: ____________________________________________________

Franchise Corporate Sales Job Description & Training Plan BFC 05.01.01.2018 Page 2 of 6
*This Berlitz Center is an independently owned and operated franchise
Franchise Position Training Plan: Corporate Sales
(CS)

Franchise EMEA
Product & Solutions – Core Training
Online Training Live Training
Berlitz Method The Berlitz Company
o The Berlitz Difference o Global Berlitz and Local Company Profile &
o Berlitz Product Knowledge - Method and Solu- Presentation
tions
Facts (Features) & Benefits:
Product Knowledge – Standard Programs o Berlitz Method
o BerlitzEnglish 1-4 Sales Orientation o Berlitz Proficiency Levels
o BerlitzEnglish Mobile Companion (App) o Berlitz Standard Program Materials
o Introduction to the Berlitz Digital Curriculum o Berlitz Tuition Forms
o BerlitzEnglish Business Suite for Levels 5 - 8: o Berlitz Learning Cycle
Orientation for Sales and Operations Staff o Berlitz Testing & External Exams
o Berlitz FIGS 1-4 Sales Orientation o Berlitz Instructor Qualification Program
o Berlitz FGS 5-6 Sales Orientation o eBerlitz
o Total Immersion® o Berlitz Virtual Classroom (BVC)
o Customizations unit
Product Knowledge – Kids & Teens o Berlitz Study Abroad
o Mimi and Me Second Edition Orientation o Berlitz Kids & Teens
o Global Adventure - Sales Orientation o Berlitz Customer Service
o TimeZones 2nd Edition Instructor Orientation
o Cultural Program - Sales Orientation
o
Product Knowledge - eBerlitz
o Introduction to BVC Lessons for Sales Staff
o CyberTeachers Version 8: from a customer’s Training Support Materials
perspective  Berlitz & Local LC Company Presentation
o Introduction to eBerlitz Blended (Phone  Instructor Qualification Program
Lessons and CyberTeachers Version 8)  Berlitz Franchise Learning Cycle Manual
o Introduction to NetPlanning (stand-alone Tele-  Berlitz Sell Sheets & Product Info
phone Lessons)  Berlitz Program Catalog
o CyberTeachers Version 9 - Sales Orientation  Berlitz Franchise Operations Manual

Record of required training:

Tick (√) boxes above when completed; then enter below dates of live training, name of trainer
and trainee signature. (Note: Add more lines if needed)

Date(s): ____________Trainer: _________________ Trainee Signature: ______________

Date(s): ____________Trainer: _________________ Trainee Signature: ______________

Date(s): ____________Trainer: _________________ Trainee Signature: ______________

Franchise Corporate Sales Job Description & Training Plan BFC 05.01.01.2018 Page 3 of 6
*This Berlitz Center is an independently owned and operated franchise
Franchise Position Training Plan: Corporate Sales
(CS)

Franchise EMEA Sales Competence

Online Training
Berlitz Selling Skills
o Handling Inquires – Online Introduction (Europe)
o Introduction to Consultative Selling
o Successful Sales - The Sales Interview
o Berlitz Learning Cycle Task - What is your role?

Live Training
The Berlitz Company Corporate Sales
o Review of Global Berlitz and Local Company o Local Corporate Sales Strategy
Profile & Presentation o Business Networking
o Local Consumer Market, Competitors and lo- o Corporate Sales Targets, Planning & Re-
cal Sales Strategy porting
o Call-Mail-Call
Berlitz Product & Solutions Training Review o Corporate Events
o Review of Product & Solutions Training o Third Party Vendor Alliance

Inquires (Consumer & Corporate)

o Direct & Indirect
o Handling inquires
o Inquiry follow-up

The Berlitz Sales Interview (Consumer & Cor-

porate)
o Fundamental Selling Skills (Consultative Sell-
ing)
o The Berlitz Sales Interview
 Warm-up
 Qualification & Placement
 Confirmation
 Presentation & Recommendation
 Close Training Support Materials
o Handling objections  Berlitz Franchise Operations Manual (OM)
Berlitz & Local LC Company Presentation
Retention Sales (Consumer & Corporate)  Local Consumer & Corporate Sales goals
o Berlitz Learning Cycle and reporting
o Re-enrollment Process  Berlitz (Local) Briefing Book

Record of required training:

Tick (√) boxes above when completed; then enter below dates of live training, name of trainer
and trainee signature. (Note: Add more lines if needed)

Date(s): ____________Trainer: _________________ Trainee Signature: ______________

Date(s): ____________Trainer: _________________ Trainee Signature: ______________

Date(s): ____________Trainer: _________________ Trainee Signature: ______________

Franchise Position Training Plan: Corporate Sales

Franchise Corporate Sales Job Description & Training Plan BFC 05.01.01.2018 Page 4 of 6
*This Berlitz Center is an independently owned and operated franchise
 (CS)

Franchise EMEA
Customer Service, People Management &
Business Skills - Managers
Online Training Live Training
Customer Service, People Management & Marketing & Sales
Business Skills o OM Component 1 – Customer Acquisition
o Berlitz Corporate Values for Managers o OM Component 5 – Corporate Sales
o The Berlitz Brand Training Module
o Introduction to Financials
o Berlitz Customer Service
o Customer Service Simulation
o Managing Customer Complaints & Recovery
o Counseling Simulation
o Moving into Management
o Situational Leadership
o Delegation Parts 1 & 2
o Business Ethics Training Support Materials
o Conflict Resolution  Berlitz Franchise Operations Manual (OM)
o SMART Goals & Action Planning  Global Minimum Standards & LC Planner
o Time Management – Effectiveness and Effi-
ciency

Record of required training:

Tick (√) boxes above when completed; then enter below dates of live training, name of trainer
and trainee signature. (Note: Add more lines if needed)

Date(s): ____________Trainer: _________________ Trainee Signature: ______________

Date(s): ____________Trainer: _________________ Trainee Signature: ______________

Date(s): ____________Trainer: _________________ Trainee Signature: ______________

Date(s): ____________Trainer: _________________ Trainee Signature: ______________

Franchise Corporate Sales Job Description & Training Plan BFC 05.01.01.2018 Page 5 of 6
*This Berlitz Center is an independently owned and operated franchise
Record of Further Training: Corporate Sales
(CS)

Name: _____________________________________

Training Trainer Date(s) Trainee Signature

Franchise Corporate Sales Job Description & Training Plan BFC 05.01.01.2018 Page 6 of 6
*This Berlitz Center is an independently owned and operated franchise