Economic globalization of Argentina Essay Example | Topics and Well Written Essays - 1500 words

Monetary globalization of Argentina - Essay Example ublic division changes, capital development, and exchange advancement along the 90s, which anticipated the nation’s progress as the globalization model of monetary achievement. Luckily, in spite of the Mexican emergency in the mid of the 90’s, Argentina experienced high GDP development and salary level, yet its economy couldn't dodge the expanding imbalance and joblessness levels, and later billions of open obligation and uncompetitive money level. Theory: This archive brings out and explains the results of the financial globalization of Argentina’s money, exchange and work since the 1990s. It contends that inadequately controlled monetary mix with the worldwide economy added to the money related strain, breakdown of fixed conversion scale framework, high joblessness, work advertise interruption, and frail cash that influenced families and household exercises. During the 1990s decade, Argentina was a case of many developing nations that applied the various arrangements to change its economy. The arrangement of strategies called the Washington agreement and executed through the IMF and World Bank, changed the trade rates, remote direct venture and the monetary advancement of Argentina (WHO who.int). As a matter of first importance, the IMF can't get away from the job it played in adding to the 2001 money related emergency in Argentina, after a decade’s association in prompting and financing Argentine’s monetary projects. Second, the Argentine government committed genuine errors in its financial arrangements, which all wound up in high sovereign obligation and insolvency, after a time of pegging the peso to the US dollar and exorbitant getting. Argentina later entered the obligation trap in 2001 with no salvage from the IMF, which influenced the occupations in the administration and banking segment the most. With the past monet ary development, Argentina had an expanding number of white collar class working populaces. Notwithstanding the determined expanding joblessness throughout the decade, the country experience of occupation misfortune was deplorable for

Mergers and shareholder wealth

Question: Examine about the Mergers and investor riches. Answer: Merger A merger is a business situation where two organizations, of the equivalent or various sizes in regards to assets and pieces of the overall industry, meet up and consolidate into one organization. In certain cases, mergers may imply that a major organization purchases a littler one. Sorts of Mergers Level Merger: This is a sort of consolidation that occurs between firms or organizations inside a similar line of creation or a similar industry. This merger is a solidification made by organizations who are contenders to one another as they will in general offer comparative administrations or merchandise, organizations who work inside the equivalent geological region and are in frequently battle to get the lions portion of exactly the same market. This sort of merger However in most case happens inside enterprises with few firms. This is on the grounds that the opposition is extraordinary and the benefits of a potential addition in the market are a lot higher after the union (Brueller et al. 2014). Combination This is a consolidation that happens between organizations that are absolutely irrelevant with regards to the items ar benefits that they offer to their clients. There exist two kinds of aggregate mergers, the blended and the unadulterated one. The blended aggregate is the sort of union that is obvious in firms that are envisioning for expansion of their items and administrations to the market where the unadulterated combination is a union that happens where there is nothing in like manner between the two firms. Market Extension Mergers This is a type of a merger that occurs between firms that bargain in the creation and selling of comparative items or administrations, yet they sell them at independently various markets. This partnership targets guaranteeing that the rising organization gains admittance to a bigger promoting base and an expansion of their customer base in these consolidated markets. Item Extension Merger This is the kind of merger that happens when organizations are managing the creation of related merchandise and serving a similar market uniting. This sort of merger empowers the two firms to gather their items making an assortment subsequently approaching a bigger buyer base with a higher bartering force and consequently procuring greater returns. Vertical Merger This is the kind of partnership that happens when two organizations creating various administrations or bravo specific completed great meet up. For the most part happens when organizations which work at various levels in a specific gracefully chain of an industry blend their activities (Fan Goyal, 2006). The merger between Miter 9 and Maters Home Improvement is a flat converge as they are organizations inside a similar line of creation managing the offer of their administrations all over Australia. The flat merger likewise combines organizations who are contenders to one another as they will in general offer comparable administrations or merchandise, organizations who work inside the equivalent geological area give proof of equivalent to the two equipment work in Australia and offer similar items. The merger, in many examples, is where firms managing the creation and offer of comparative or corresponding items recognizes a market rivalry and meet up by consolidating their assets and qualities with the point of boosting their bartering power in the market. A merger additionally helps in cost cutting in different parts of cut cost administration, transportation, ads, pointless rivalry and the month to month wage bill. Mergers help organizations in understanding the drawn out development of their outbound tasks and benefit (DeLong, 2001). Securing of the other hand implies, an organization, much of the time a huge organization, buying a little organization with every one of its assets and work powers. The procurement is significant and assumes a key job in hierarchical activities, and programming as new gifts from the littler firms are fused into the enormous organization to support its activity (Buono Bowditch, 2003). In mergers and obtaining, the business exchange will occur as enormous or little methods. In the enormous structure, the exchange will move critical incentive as financial specialists and workers. The little structure incorporates the offer of the business (De Man Duysters, 2005). The suspicions that were made because of the merger between Miter 9, an assistance tool shop, and the Maters Home Improvement, an ease home improvement shop, are; The two organizations have a lot to pick up from the merger; the suspicion of globalization and the difference in showcasing conditions has significantly more to pick up from the merger consequently more benefits for the two organizations. The merger will build the haggling intensity of the two equipment; the two organizations expected that through their union they would have the option to murder off superfluous rivalry which had before caused them to decrease the costs of their equipment wares. Through the consolidation, they will have the option to expand the costs of their equipment items as they will have wiped out the opposition between them subsequently, significantly more, benefit (Andrade et al. 2001). The merger will improve the market base; through the consolidation, the two organizations will combine their assets and become much increasingly proficient in getting to, significantly more, advertise for their clients. They will exploit the web advertising recently utilized by Maters Home Improvement to accomplish these objectives and subsequently improve their market deals (Hijzen et al. 2008). The suspicion of equivalent dissemination of intensity; the consolidation will bring about an equivalent circulation of capacity to the different administration staff at first present in the two firms. This is to guarantee that the two gatherings are similarly spoken to in the recently framed organization. The union will prompt a joint dynamic; through the equivalent dissemination of capacity to the executives board of trustees in the framed firm, the dynamic will be done together with no predisposition to or against any individual firm. The presumption of no negative result from the clients or the laborers; the union accepted that there will be no negative impacts will emerge from clients or laborers coming about because of the union and that the two organizations will hold its unique specialists and clients. The board Decisions After The Merge For a fruitful merger, choices made and the administration procedure set up will decide if the merger will endure or not. After the converge of Maters Home Improvement and Miter 9, the administration on the two sides of the two organizations ought to pick delegates to speak to their companys advantages in the conversation of the issues that were at first seen as advantages to be acknowledged after the consolidation. Qualities and shortcomings ought to be examined and broke down. The administration ought to survey territories like; Strategic vision; Every business endeavor objective and point is to create income through the arrangement of administrations they render or the merchandise that they produce. As a component of the conversation, delegates from Maters Home Improvement and Miter 9 should address the vision and strategic the recently shaped Hardware-Are-Us. The two associations will attempt to adjust their distinctive individual dreams and strategic think of an overhauled one. This is significant as the vision, and the strategic provides a feeling of the guidance of where the recently conceived organization is going to. b) Strategy; the recently shaped Hardware-Are-Us needs to think of a brought together and basic procedure on which they will work on. The methodology demonstrates vital as it gives a manual for the path forward with deference the settled upon crucial the vision proclamation. Technique in the huge scope arranging may demonstrate testing particularly when Hardware-Are-Us is attempting to settle and directing a large portion of its exercises in the coordination exercises anyway effective vital procedures like the Real Time Strategic Planning could demonstrate convenient and help the staff chiefs and the load up everywhere during the time spent starting their key plans around without a doubt the huge open doors that were seen before they two organizations chose to blend and rising issues that are presently confronting Hardware-Are-Us in accomplishing its objectives. Like, for instance, the issue of Miter 9 s obsolete framework ought to be supplemented and bolstered by Maters Home Improve ments propelled framework. The recently shaped Hardware-r-us organization should in this manner consolidate Maters Home Improvements propelled arrangement of online help booking framework for little occupations (Melville et al. 2004). Financial/fiscal administration: cash is an exceptionally delicate factor of creation in any association. It turns out to be much increasingly touchy when a blending association has created difference on the money related commitment and the observing procedure and proceeded with contradictions on the budgetary grounds between Maters Home Improvement, and Miter 9 will prompt a break of Hardware-Are-Us. The chosen board need to concur on money related grounds like for instance the procedure of budgetary oversight and the monetary rate commitment of the individual firm in the recently shaped Hardware-Are-Us. The appraisal of the money related issues will guarantee arrangement on need portions of fiscal obligations of the board with zero cooperation of the board in the everyday monetary administration as that is left totally to the staff. Hazard the executives; the converge to Hardware-Are-Us created an open door for the board to assess the hazard as a feature of their administration job. This includes forms like the support of protection arrangements, assurance and checking potential dangers and discovering that the staff is completely outfitted with chance administration methodology. This demonstrates helpful as Hardware-Seem to be Us may consider extending through development program exercises and assurance of extension openings which is a genuine case of hazard taking action by any business association. Assets procurement; Maters Home Improvement and Miter 9 board individuals had altogether different experie

Global Market Research Case Study Analysis Example | Topics and Well Written Essays - 1000 words

Worldwide Market Research Analysis - Case Study Example The turnaround was planned by two representatives who chose to work without pay and their endeavors were compensated when S/M Architects won the opposition for the aquatics office for the Canada games. Floated by the achievement of sports complex structure and development, Sperry Architects currently needs to go into new markets. As per (Keegan 2013) firms go into new markets to expand benefit, stem inalienable dangers in the home market and hence guarantee long haul business solidness. With financial analysts anticipating a downturn in 1989 and neighborhood rivalry warming up it is clear why Sperry Architects needs to go into another market. Entering another market accompanies considerable hazard, challenges just as circumstances (Moschis, 1994). Sperry/MacLennan Architects is looking to enter another market and should in this way lead an intensive statistical surveying and investigation to build its odds of achievement in the new market. For this situation S/M Architects must give close consideration to the accompanying. It is basic that S/M characterizes the objective market it expects to fulfill and the open doors for development. Entering an immersed market probably won't offer numerous new chances. It is additionally imperative to distinguish holes in the market and gauge the present players in the market while giving close consideration to their qualities and shortcomings. Beall (2010) takes note of that laws with respect to business practice shift from territory to region just as nation to nation. Assessment laws just as well as measure of benefits which can be repatriated back home are key issues which ought to be contemplated by S/M Architects before wandering into new markets. Understanding the market elements and shopper conduct of the objective market is vital to the achievement of any firm with goals of venturing into an outside market. Social convictions shape the utilization designs in new

MBA Personal Essay Samples - What You Should Know

MBA Personal Essay Samples - What You Should KnowThese days, the major reason for choosing a master's degree program is to be able to earn an MBA. Thus, it is of primary importance that your students have an excellent understanding of MBA personal essay samples. Knowing how to compose your essays is only half the battle, however.If you are the student, then you would do well to identify a piece that stands out from the rest. There are several factors to consider in choosing one essay. It is vital that you select an essay topic that you can relate to the course content and degree requirements. This is because there are different types of master's degrees that are offered by different universities.When writing your essays, keep in mind the importance of good quality essays, essay samples, and articles. Ensure that you choose a sample essay that is easy to understand and convey the right information in the right manner. Writing an essay is not difficult, but it needs to be concise, gram matically correct, and direct. You will have to take extra care to ensure that your work reflects well on your transcript and college.Professional writers are also available at affordable rates to meet your requirement. Also, you can get a student account with a site where you can upload your papers and post them for payment. This will help you save time, cost, and stress. Your personal essays and university assignments are to be reviewed within a week of your submission.Many students find it tiresome while going through all the required information and they always find it difficult to write. Students find it difficult to come up with original ideas or topics on their own. Hence, your first step should be to work with a professional writer to develop the best possible writing style. In this way, students can learn about creative writing and where their writing needs improvement.Online writing is very convenient and can save the student precious time. More importantly, the online wri ters are professional and it is up to you to decide if they are of high quality. The whole idea behind hiring online writers is to improve the quality of your work and make it more professional. Hiring someone to draft a master's degree online is therefore a smart move.By employing a professional writer, you can be assured that your essays samples will come out very professional. These samples can even help you get into a good school. The best part is that it will be free!

Effects Of Birth Control On American Women s Lives

Effects of the Birth Control Pill on American Women s Lives Over the centuries, women have tried a number of methods to prevent unwanted pregnancies. Some of the pregnancy control measures that existed before the invention of the pill included abstinence and withdrawal. Unfortunately, such methods often failed to prevent unintended pregnancies. As such, birth control advocates continued researching for effective birth control methods. Americans did not meet the idea of birth control methods with enthusiasm. In fact, those who advocated the use of birth control devices experienced challenges, including being jailed. In the 1950s, birth control pills were introduced in the United States (Windsor, 2002). Over the past seven decades, the pill has changed the American women’s lives in several ways. The pills have allowed women to delay marriages, invest in their career development, and secure well-paid jobs in areas that were previously dominated by men. The pill has also improved family relationships and prevented abuse and marriage dissolutions. This paper explores the history of birth control methods in the US and how the pill became available on a large scale to women. The paper further examines how the pills has given women the freedom to advance their careers, strengthen the marriage relationships, and participate in the workforce. A Brief History of Birth Control Methods Prior to the 3000 BC, women tried various birth control methods. Some of the common methods includedShow MoreRelatedThe Birth Control Of Women937 Words   |  4 Pages Male Birth Control The birth control pill took the nation by storm when first being introduced over fifty years ago. When the oil was first introduced in the late 1950’s, numerous American women both single and married were thrilled (People Events: Mrs. America: Women s Roles in the 1950s , 2001). They were so open to the pill due to social factors that affected their reproductive lives (People Events: Mrs. America: Women s Roles in the 1950s , 2001). Since being introduced in the UnitedRead MoreKilling The Black Body By Dorothy Roberts1347 Words   |  6 PagesAmilet Armenta-Ruiz SOC 423X Book Analysis Paper April 13, 2016 In Killing the Black Body, Dorothy Roberts describes the history of African-American women and the dehumanizing attempts to control their reproductive lives. Beginning with slavery, to the early beginning of birth control policy, to the sterilization abuse of Black women during the 1960s and 1970s, continuing with the current campaign to inject Norplant and Depo-Provera along with welfare mothers, Roberts argues that the systematicRead MoreWe Live A Democracy?1256 Words   |  6 PagesWe live in a democracy. 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TheRead MoreBirth Control And Reproductive Rights1513 Words   |  7 PagesIn the early 1900 s Margaret Sanger revolutionized the lives of women forever by securing the rights of women to control their own fertility and the rights of a child to be wanted. Today we take birth control for granted and it is indeed a right that we give little or no thought too therefore It is difficult to imagine Sangers struggle to introduce birth control and reproductive rights in the U.S.A as being fraught with controversy and causing her to be pursued as a criminal. The Comstock ActRead MoreProgression Of Women s Rights1229 Words   |  5 Pagesabout business. He states, â€Å"The typical American citizen is a business man. The spirit of business is profit, not patriotism; individual gain, not national prosperity.† In saying that, he confirms the thought of corruption during the Gi lded Age, especially in businesses. Women’s rights was a huge issue during this time, specifically, in the Gilded Age. Only an unmarried woman was allowed to make contracts and own property in her own name. But, married women were not seen as having legal rights apartRead MoreAbortion And The Side With Academic Education1533 Words   |  7 Pageshas become a forwarding for this action. Promoting moral education by the side with academic education can help ease this touchy problem. It could take a long time to achieve, but educating solution can be applied in a wide range and have a deep effects on people. It also promote our society in many positive ways. Now a day, modern life grants people freedom and technology to touch a great prosperity, but it also lures people to normalize the importance of human being; abortion is a disseminated

Working Well And How Group Project If There Is A Chance...

Based on the small group that I joined in communication class, I will talk about what is working well and what is getting in the way in our group. Then I will discuss about what I can do to improve the group and the things about group project if there is a chance for a start over again. At last, I am also going to talk about what I think that I learned is important lesson in this semester. First of all, the things that were working well is about our different roles. We have five people in our group and two girls with three boys. For example, three boys are the â€Å"Maintenance roles† to â€Å"help the group run smoothly† (99). To be more specific, they are always talking to each other to check when we have any group works due. They also mentioned to us if there was any individual homework due. These are the roles for keeping the group on track. On the other hand, two girls were more like â€Å"task roles† and were â€Å"to help get the job done† (98). We are always divided works for our group members to finish our group projects. We also will contact every group members before our group meetings to make sure they finish their own works. Therefore, having different roles is the thing that we are working well. Then what is getting in the way is about our group meeting is on time now. When we just met each other first time, we did not know eac h other very well. We are kind of unconcern so most of us late for the first group meeting. However, when we talked to each other more in the first groupShow MoreRelatedA Brief Note On The Film Dashing Into Animation 1201 Words   |  5 Pageshard working in the animation industry because of the fact that this is a competitive career with some low quality studios that end up going bankrupt, which means people without jobs. 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Future Community and Sustainable Development- Free Samples

Question: Discuss about the Future Community and Sustainable Development. Answer: Introduction: Community development refers to a group of people with common identity. In community development work, the term development is defined as a process that authorizes individuals and groups within a community giving them an opportunity to improve their standard of lives and enhance the various possibilities of their lives. In this context, development includes change, improvement and taking of control of ones own future as well as their lives. It does not merely imply creation of wealth but here, wealth signifies the values of the people. In order to make community development a success, it is important that people believe in working together with the belief that cooperation can make a difference and organize with the objective to address the shared needs collectively (Warburton 2013). Human beings cannot sustain themselves and need to rely on others for sustainability. Communities are part of a bigger system; therefore, it has both national and international impact. A sense of community arises mostly during crisis such as natural disasters like floods and bushfires. However, that intensified sense of community cannot be felt when things return to normal. It is a well-known fact how community plays a significant role in assisting persons who are in need and provide assistance at the times of festivals, commemorations that also enables people to sustain the feeling of community. According to Christenon et al. (1989), community development is a concept that refers to the actions and practices to build communities which is based on the principles of justice, equality and fraternity. According to (Egan (2013), the practice refers to the method used to empower communities enabling them to take accountability and collective control for their self-development. Community development usually provide adequate trainings to organizers and leaders as it is perceived to be an effective way of ensuring sustainable benefits for the various parts of the world. Principles and Practice of Community Development Community workers often work with groups who are at the margins and whose lives have been adversely influenced by factors such as market liberalization, economic globalization and other political discourse. According to (Kasdan and Markman (2017) it is very important to understand the integration of theoretical understandings of the various methods that the society uses to ensure community development. The community development values are enumerated as below: Social justice- Social justice is entirely based on the values of fairness and equity. It is further concerned with equivalent distribution of economic resources, civil equality, industrial and legal rights. It aims at securing equal opportunity for decision and participation in the society. The social justice value seeks to lessen the structural disadvantage and promotes strategies for conquering inequality, discrimination and exclusion. Self-determination- The presence of self-determination is essential to achieve social justice as it encompasses the rights of all people for determining their social, cultural and economic development. From the perspective of community development, self-determination refers to selection of strategies, issues and goals and gain control over the decision-making process that is affecting their livelihood. Inclusiveness and participation- these are two central elements of community development. It implies all the people in the society have an equivalent opportunity to be involved in the success of an association (Dobrowolsky 2016). Community development assists autonomous involvement by people in all the issues that influence their lives based on complete citizenship, shared power, autonomy, skills, knowledge and experience. Equal Opportunity- this is central to economic development as it signifies that every people is treated with respect and dignity and have access to facilities and opportunities. The values of the community development challenges the practices of institutions and society, the attitudes of individuals that tend to discriminate against people. Community development recognizes the fact that people are of equal worth and importance, hence, they shall be entitled to same level of recognition and respect. Community Consultation It is a collaborative effort regarding community expectations and requirements. Community consultation can be considered as a shared approach to incorporate requirements of community within the framework of the project. It refers to the public procedures where the general public and other interested parties are invited to make contribution to specific policy changes or proposals. Community engagement is an active process that involves exchange of information and viewpoints between the public and the sponsoring organization (Skeldon 2014). The principles and values pertaining to community development can be divided into five different categories: Ecological- values based on ecological sustainability will notify community development in an oriented way. It includes sustainability, balanced development, diversity and natural development. Social Justice and Human Rights- Values under this category are based on fairer world. It includes empowerment, human rights, addressing structural disadvantage and discourse of advantage. Value the local- it includes valuing local knowledge, local skills, local processes and participation. Models of Community Development It is important to understand that models are essential to comprehend the conceptual framework community development. Several community approaches can be used in one community development project. Community economic development (CED)- it refers to a process of collective and individual effort that is built on existing networks and links which creates opportunities for better economic consequences. With the development of realistic and practical strategies to grab the opportunities and accept the challenges, it enables a community to encourage economic activity which will not only develop wealth but also enhances the standards of lives of the nationals. It is a substitute to conventional economic development as it emphasizes on the economic problems that is being faced by the community (Chawla 2016). In order to achieve such CED, innovative approaches are used to redefine and work towards the alternative solutions to the social and economic problems. Community Capacity Building- it includes technological, scientific, institutional, resource and organizational capabilities. The primary objective of this model of community development is to enhance the ability to address the crucial questions that are related to implementation modes and policy choices. These questions are based on the understanding environmental potentials and the needs perceived to be necessary by the people of the concerned country. Asset based Community Development (ABCD)- this is an asset-based approach that classifies assets in the community and it recognizes that members of the community have knowledge, assets, experience and skills which can be used to make the community a better place to live in. Sustainable community development- it is an essential principle of community development, which deals with global issues at local level. The World Commission on Environment (1987) refers to sustainable development that fulfils the present requirements without compromising with the upcoming generation. The United Nations Development Program (UNDP) is an organization that promotes changes, experience, knowledge and resources to assist people to build a better he life. Community Development at Ethnic Communities Council of Queensland Ltd (ECCQ), Queensland A modern day example of community development is role of community development at ECCQ. The Community Development workers at ECCQ works for and with people from emerging and new communities for assisting such communities and the individuals of the communities to speak about identify and resolve their concerned issues on one hand, and on the other hand, it promotes their respective cultures (Garling et al. 2013). The Multicultural Affairs Queensland provides fund to the Community development Program within the Community Engagement Division under the conditions and terms of the Multicultural Assistance Program. Generally, the new and emerging communities refer to the refugees and the migrants that have not yet established any community infrastructure but they are increasing in large numbers. In the context of the community development at ECCQ, the term new and emerging implies refugees and migrants who have just arrived in the absence of any established community support as well as any migrant communities with an established in Australia. These migrant communities are growing in numbers but they lack support and recognition from the broader communities and the government. The community development workers have been successful in achieving the following community development goals: ECCQ has facilitated development of a collective advocacy group by and for emerging and new communities; A Sudanese Youth Association has received a state funding with the support of ECCQ for the purpose of organizing a youth presentation with the objective of demonstrating their issues, needs and culture pertaining to the wider community. ECCQ conducted Advocacy Workshops to introduce people coming from diverse cultural and linguistically background to the State, Local and Federal Government representatives and enable them to understand the process in which their issues have been heard and resolved. The community development values of ECCQ The multicultural advocate at ECCQ works for and with people from the new and established refugee and migrant organizations and communities that extends support to such people; The primary objective is to enhance the receptiveness of government systems or other services or systems to the requirements of cultural communities. The issues that are dealt with by the community development worker are those issues that usually affect the ethnic communities throughout the State. System advocacy is the community development method or approach that s used by the community development workers to carry out the community development works within the organization. System advocacy refers to the working process that aims at achieving positive changes for and with the group of people, which in this instance, is the new and established emigrants and refugees. This approach emphasizes on doing variety of things that usually influences the governments, both bureaucrats and the politicians to enable them to improve legislation, practices, policies, attitudes, resource and allocation (Correa et al 2015). Strategies adopted for community development at ECQQ Supporting ethnic organizations and communities- support is extended to promote improvements through information forums, sharing and meetings. The use of user-friendly documents is prepared to enable the members of ethnic communities to contribute their views in complex policy areas. Formation of network, partnerships or coalitions with ethnic communities- the formation of networks, partnerships or coalition with ethnic organizations and communities for the purpose of earning benefits of collective action- more energy, more ideas and more impact. Identification of the needs of the refugees and migrants- the identification of the needs of the migrants and refugees through informal discussion, research, consultation and by obtaining information from any existing reports regarding the same; Documentation of needs- the needs of the migrants and the refugees are noted in the form of reports and in other documents. The reporting is also made on the solutions that are provided for the needs of the refugees and migrants. This is because reports provides a basis for publicity and provides credibility to the advocates. The Womens Ethnic Network at ECCQ The issues that are being faced by the refugee and migrant women, in particular, those coming from diverse linguistic and cultural backgrounds, are addressed using the cultural development strategies. While the needs of these women should be included into overall policy strategies, particular targeted initiatives that also include policies, services and programs that are culturally appropriate must be addressed as per their particular circumstances Correa et al. 2013). The Womens Ethnic Network within ECCQ usually works towards combining the concerns and issues of refugee and migrant women into overall projects, initiatives and policies; in particular, they have statewide relevance. Womens Ethnic Network is a policies and issues forum for refugee and migrant women in Queensland. The culture and communities of women have played a significant role in social change and political protest. The culture of the women may vary by status, class, race, nationality of women. Research on the variation in the culture of women and cultural toolkits often contributes to the understanding of the diversity of the movement of the women including differences in the composition, organizational structures, strategies, goals and exclusiveness. It is important to study the communities of the women and their cultural dynamics, which is important to understand the process by which cultural changes take place. The ECCQ understands the importance of the cultural diversity of the womens community and strives to achieve the following goals: To organize activities and facilitates opportunities to be able to respond to the needs, rights and make necessary contributions with respect to women from culturally and linguistic diverse backgrounds. To promote, through ECCQ, with respect to womens issues at all levels of non-government and government sectors in the areas of service and policy delivery; To provide a forum for refugee and migrant women belonging to linguistically and culturally diverse backgrounds and identify their relevant issues; To cooperate with other groups that aims at improving the status of all women in Queensland; The community development at ECCQ signifies community participation and democracy. The community development workers use strategic position as mediator in the relationship between the state and its citizens through various forms of participation. The community development workers uses the Community development (CD) approach as they work with communities with the sole objective to attain social justice and advocates am inclusive and fair society having an equitable distributions of opportunities, power and resources across the population. The community development workers uses community care strategies that are culturally appropriate. They ensure access to high quality, innovative care services which further ensures wellness model of care that tends at improving the lives of the consumers. As stated that the strategies used are culturally appropriate, the most preferred strategies include the following: To develop and grow the organization on their own; To take into consideration the alliance or partnership opportunities to deliver more developed and diverse services which may be valuable and beneficial to both the organizations; To ensure opportunities for growth through assimilation and mergers are not considered as an option at this time. The community development workers at the ECCQ exhibit leadership quality that is essential to work as per the community development principles. The term leadership in the context of community development refers to the fact that one must think about if the supporting the representatives of a community by its members selflessly. However, according to (Kasdan and Markman (2017) the community development workers are not leaders but are facilitators which implies that such community development workers must ensure that such members of community should speak for themselves and as per the terms of reference of community workers. The community development workers are organizers who have certain goals, which is to create powers for others to hold. On the contrary, leaders must exercise power themselves to fulfill their desires (Dobrowolsky 2016). Conclusion From the above discussion, it can be inferred that every person irrespective of his or her background should be able to contribute and participate in every part of the Australian society. Inclusion and diversity builds stronger communities that are characterized by trust, sharing and cooperation of culture. Community development is all about the procedure, which enables people to invoke their capacity to build sustainability and capacity that is, the term, encompasses community development. ECCQ in Queensland is supporting growth of the state into a harmonious and inclusive community through its education and support programs and seeking equity around access to services with the aim to enable every person to participate and enjoy the same. Reference List Alam, K. and Imran, S., 2015. The digital divide and social inclusion among refugee migrants: A case in regional Australia.Information Technology People,28(2), pp.344-365. Berkes, F. and Ross, H., 2013. Community resilience: toward an integrated approach.Society Natural Resources,26(1), pp.5-20. Castles, S., De Haas, H. and Miller, M.J., 2013.The age of migration: International population movements in the modern world. Palgrave Macmillan. Chawla, L. ed., 2016.Growing up in an urbanizing world. Routledge. Correa?Velez, I., Barnett, A.G. and Gifford, S., 2015. Working for a better life: Longitudinal evidence on the predictors of employment among recently arrived refugee migrant men living in Australia.International Migration,53(2), pp.321-337. DeFilippis, J. and Saegert, S., 2013.The community development reader. Routledge. Dobrowolsky, A., 2016.Women, migration and citizenship: making local, national and transnational connections. Routledge. Edwards, M.B., 2015. The role of sport in community capacity building: An examination of sport for development research and practice. Sport Management Review,18(1), pp.6-19. Egan, G., 2013.The skilled helper: A problem-management and opportunity-development approach to helping. Cengage Learning. Fook, J. and Pease, B. eds., 2016.Transforming social work practice: Postmodern critical perspectives. Routledge. Garling, S., Hunt, J., Smith, D. and Sanders, W., 2013.Contested governance: culture, power and institutions in Indigenous Australia(p. 351). ANU Press. Graham, S., McCall, E. and Morris, L., 2015. Breastfeeding education within an aboriginal community using community development principles through australian breastfeeding association community mentoring workshops.HNE Handover: For Nurses and Midwives,8(2). Green, G.P. and Haines, A., 2015.Asset building community development. Sage publications. Kasdan, A. and Markman, E., 2017. Participatory Budgeting and Community-Based Research: Principles, Practices, and Implications for Impact Validity.New Political Science,39(1), pp.143-155. Keys, N., Bussey, M., Thomsen, D.C., Lynam, T. and Smith, T.F., 2014. Building adaptive capacity in south east Queensland, Australia.Regional environmental change,14(2), pp.501-512. Phillips, R. and Pittman, R. eds., 2014.An introduction to community development. Routledge. Skeldon, R., 2014.Migration and development: A global perspective. Routledge. Warburton, D., 2013.Community and sustainable development: participation in the future. Routledge. Wheeler, S.M. and Beatley, T. eds., 2014.Sustainable urban development reader. Routledge. Wickes, R., Zahnow, R., White, G. and Mazerolle, L., 2014. Ethnic diversity and its impact on community social cohesion and neighborly exchange.Journal of Urban Affairs,36(1), pp.51-78.

Levi Strauss Sweatshops free essay sample

An analysis of Chinas current use of sweatshops in order to keep up with international production demand, and Levi Strauss involvement in this issue. The free trade and free trade zones brought about by NAFTA and the World Trade Organization have returned many Chinese workers to conditions that are essentially sweatshops. This paper studies the case of Levi Strauss Co.s involvement in initially producing apparel manufactured in Chinese sweatshops, but when realizing their mistake, by claiming ignorance, went about to rectify the problem by initiating the first corporate code of responsible contracting. The paper also studies what brought about Levis social consciousness. China had been notorious for its exploitation of workers. And according to Trim Bissell, national coordinator, Campaign for Labor Rights, Chinas repressive apparatus made it impossible to find out about labor practices in that country. We will write a custom essay sample on Levi Strauss Sweatshops or any similar topic specifically for you Do Not WasteYour Time HIRE WRITER Only 13.90 / page LS should be given a black mark against them for being attracted by Chinas cheap labor in the first place and therefore implying an acceptance and agreement to the sweatshop practices that abound in that country. But they also get positive points because they ultimately did endorse the set of principles, which they would not have done unless they recognized a need for some way to protect the rights of workers in their the factories to which they source. And because Levi Strauss Company agreed to the set of principles as they relate to Chinese workers, they also have forbidden their Chinese facilities and suppliers (as part of the agreement within the principles) from engaging in any discriminatory practice against employees because of their participation in labor, political, or religious activities, meaning they also want to make sure workers arent punished because the suppliers have to follow LSs code.

Personal Selling Essays

Personal Selling Essays Personal Selling Paper Personal Selling Paper In the past few tutorials we saw how marketers can use advertising, sales promotion and public relations to reach a large number of customers. While these methods of promotion offer many advantages, they each share one major disadvantage: they are a non-personal form of communication. And whether a company is in retailing or manufacturing, sells goods or services, is a large multinational or a local startup, is out to make a profit or is a non-profit, in all probability at some point they will need to rely on personal contact with customers. In other words, they will need to promote using personal selling. Unfortunately, personal selling is widely misunderstood. For instance, many customers think salespeople possess traits that include being manipulative, arrogant, aggressive and greedy. While many marketers believe salespeople are only out to make a quick sale intended to increase their income and that they often do this by making unscrupulous deals undermining the marketer’s attempt to build strong brands. While there certainly are some salespeople that fit these descriptions, today the most successful salespeople are those who work hard to understand their customers’ needs with the ultimate goal of ensuring that customer’s needs are satisfied at a high level. And, more importantly, personal selling holds a key role in the promotional activities of a large number of organizations. In fact, in the business market where one company sells products to another company, money spent to support the selling function far exceeds spending on advertising. In this part of our highly detailed Principles of Marketing Tutorials, we begin a two-part look at personal selling. We will continue our coverage of personal selling in the next tutorial when we discuss the selling process used to obtain a customer order. What is Personal Selling? Personal selling is a promotional method in which one party (e. g. , salesperson) uses skills and techniques for building personal relationships with another party (e. g. , those involved in a purchase decision) that results in both parties obtaining value. In most cases the value for the salesperson is realized through the financial rewards of the sale while the customer’s value is realized from the benefits obtained by consuming the product. However, getting a customer to purchase a product is not always the objective of personal selling. For instance, selling may be used for the purpose of simply delivering information. Because selling involves personal contact, this promotional method often occurs through face-to-face meetings or via a telephone conversation, though newer technologies allow contact to take place over the Internet including using video conferencing or text messaging (e. . , online chat). Among marketing jobs, more are employed in sales positions than any other marketing-related occupation. In the U. S. alone, the U. S. Department of Labor estimates that over 14 million or about 11% of the overall labor force are directly involved in selling and sales-related positions. Worldwide this figure may be closer to 10 0 million. Yet these figures vastly under-estimate the number of people who are actively engaged in some aspect of selling as part of their normal job responsibilities. While millions of people can easily be seen as holding sales jobs, the promotional techniques used in selling are also part of the day-to-day activities of many who are usually not directly associated with selling. For instance, top corporate executives whose job title is CEO or COO are continually selling their company to major customers, stock investors, government officials and many other stakeholders. The techniques they employ to gain benefits for their company are the same used by the front-line salesperson to sell to a small customer. Consequently, our discussion of the promotional value of personal selling has implications beyond marketing and sales departments. Advantages of Personal Selling One key advantage personal selling has over other promotional methods is that it is a two-way form of communication. In selling situations the message sender (e. g. , salesperson) can adjust the message as they gain feedback from message receivers (e. g. , customer). So if a customer does not understand the initial message (e. . , doesn’t fully understand how the product works) the salesperson can make adjustments to address questions or concerns. Many non-personal forms of promotion, such as a radio advertisement, are inflexible, at least in the short-term, and cannot be easily adjusted to address audience questions. The interactive nature of personal selling also makes it the most effective promotional method for building relationships with customers, particularly in the business-to-business market. This is especially important for companies that either sell expensive products or sell lower cost but high volume products (i. e. , buyer must purchase in large quantities) that rely heavily on customers making repeat purchases. Because such purchases may take a considerable amount of time to complete and may involve the input of many people at the purchasing company (i. e. , buying center), sales success often requires the marketer develop and maintain strong relationships with members of the purchasing company. Finally, personal selling is the most practical promotional option for reaching customers who are not easily reached through other methods. The best example is in selling to the business market where, compared to the consumer market, advertising, public relations and sales promotions are often not well received. Disadvantages of Personal Selling Possibly the biggest disadvantage of selling is the degree to which this promotional method is misunderstood. Most people have had some bad experiences with salespeople who they perceived were overly aggressive or even downright annoying. While there are certainly many salespeople who fall into this category, the truth is salespeople are most successful when they focus their efforts on satisfying customers over the long term and not focusing own their own selfish interests. A second disadvantage of personal selling is the high cost in maintaining this type of promotional effort. Costs incurred in personal selling include: High cost-per-action (CPA) – As noted in the Promotion Decisions tutorial, CPA can be an important measure of the success of promotion spending. Since personal selling involves person-to-person contact, the money spent to support a sales staff (i. e. , sales force) can be steep. For instance, in some industries it costs well over (US) $300 each time a salesperson contacts a potential customer. This cost is incurred whether a sale is made or not! These costs include compensation (e. g. , salary, commission, bonus), providing sales support materials, allowances for entertainment spending, office supplies, telecommunication and much more. With such high cost for maintaining a sales force, selling is often not a practical option for selling products that do ot generate a large amount of revenue. Training Costs – Most forms of personal selling require the sales staff be extensively trained on product knowledge, industry information and selling skills. For companies that require their salespeople attend formal training programs, the cost of training can be quite high and include such expenses as travel, hotel, meals, and tr aining equipment while also paying the trainees’ salaries while they attend. A third disadvantage is that personal selling is not for everyone. Job turnover in sales is often much higher than other marketing positions. For companies that assign salespeople to handle certain customer groups (e. g. , geographic territory), turnover may leave a company without representation in a customer group for an extended period of time while the company recruits and trains a replacement. Objectives of Personal Selling Personal selling is used to meet the five objectives of promotion in the following ways: Building Product Awareness – A common task of salespeople, especially when selling in business markets, is to educate customers on new product offerings. In fact, salespeople serve a major role at industry trades shows (see the Sales Promotion tutorial) where they discuss products with show attendees. But building awareness using personal selling is also important in consumer markets. As we will discuss, the advent of controlled word-of-mouth marketing is leading to personal selling becoming a useful mechanism for introducing consumers to new products. Creating Interest – The fact that personal selling involves person-to-person communication makes it a natural method for getting customers to experience a product for the first time. In fact, creating interest goes hand-in-hand with building product awareness as sales professionals can often accomplish both objectives during the first encounter with a potential customer. Providing Information – When salespeople engage customers a large part of the conversation focuses on product information. Marketing organizations provide their sales staff with large amounts of sales support including brochures, research reports, computer programs and many other forms of informational material. Stimulating Demand – By far, the most important objective of personal selling is to convince customers to make a purchase. In The Selling Process tutorial we will see how salespeople accomplish this when we offer detailed coverage of the selling process used to gain customer orders. Reinforcing the Brand – Most personal selling is intended to build long-term relationships with customers. A strong relationship can only be built over time and requires regular communication with a customer. Meeting with customers on a regular basis allows salespeople to repeatedly discuss their company’s products and by doing so helps strengthen customers’ knowledge of what the company has to offer. Types of Selling Roles As we noted above, worldwide millions of people have careers that fit in the personal selling category. However, the actual functions carried out by someone in sales may be quite different. In general there are four major types of selling roles: Order Getters Order Takers Order Influencers Sales Support The objectives of each role are often very different and within each role there are serveral subclassifications. A detailed discussion of each role can be found in the Types of Selling Roles tutorial. Trends in Selling While the basic premise of personal selling, building relationships, has not changed much in the last 50 years, there are a number of developments that are impacting this method of promotion including: Controlled Word of Mouth Customer Information Sharing Mobile and Web Computing Electronic Sales Presentations Electronic Sales Training Use of Customer Teams Selling Trends: Controlled Word of Mouth One of the most influential forms of promotion occurs when one person speaks highly of a product to someone else, particularly if the message sender is considered an unbiased source of information. Until recently, marketers have had little control over person-to-person promotion that did not involve salespeople (i. e. , biased source). However, marketers are beginning to experiment with new methods of promotion that strategically takes advantage of the benefits offered by word-of-mouth promotion. Unlike salespeople who attempt to obtain an order from customers, controlled word-of-mouth promotion uses real people to help spread information about a product but do not directly elicit customer orders. With controlled word-of-mouth promotion a marketer hires individuals to spread positive information about a product but in a way that does not make it obvious to others that they are being paid to do so. The technique is especially useful when building awareness of new products and this approach has been dubbed â€Å"buzz† marketing as a way to describe its objective of building a high level of awareness for a product. For example, a brewer may form a team of word-of-mouth marketers who visit local taverns and night spots. As part of their job these marketers may talk up a new beer sold by the brewer and even purchase the product for some customers. But in the course of doing so they do not directly disclose that they are being compensated by the brewer for their efforts. Controlled word-of-mouth has received a great deal of publicity though much of it has focused on potential ethical concerns. Some have expressed concern that paying people to act as if they are interested in a product without any indication of their relationship with the product breaches ethical standards. As more companies explore controlled word-of-mouth marketing it is expect to become an even more scrutinized form of personal selling. Selling Trends: Customer Information Sharing Possibly the most dramatic change to occur in how salespeople function on a day-to-day basis involves the integration of customer relationship management (CRM) systems into the selling arena. CRM is the name given to both the technology and the philosophy that drives companies to gain a better understanding of their customers with the goal of building stronger long-term relationships. The essential requirement for an effective CRM system is the need for all customer contact points (e. g. , salespeople, customer service, websites) to gather information so that this can be shared with others in the company. But CRM has faced some rough times within the sales force for the exact reason it is important: salespeople must share their information. Salespeople have historically been very good at developing relationships and learning about customers, but often loath sharing this since, in effect, information is what makes them important. In the minds of some salespeople, letting go of the information reduces their importance to the company. For example, some salespeople feel that sharing all they know about a customer will make them expendable as a salesperson since a company can simply insert someone new into their spot at anytime. While the attitude toward CRM has made its implementation difficult in many companies, salespeople should understand that it is not going away. CRM and information sharing has proven to be critical for maintaining strong customer relations and salespeople must learn to adapt to it. Selling Trends: Mobile and Web Computing The move to an information sharing approach is most effective when salespeople have access to information sharing features when they need it most. Mobile technologies, such as wireless internet (WiFi) and cellular Internet access, allow salespeople to retrieve needed information at any time. For example, if a salesperson takes a customer to lunch, the salesperson can quickly access company material to respond to questions such as how long it may take to receive product if an order is placed. Additionally, there is a growing trend to make key business applications available through a browser rather than having programs loaded on a salesperson’s computer. This allows for the application to be accessed from anywhere at anytime. For example, many companies have moved to web-based CRM systems where simply having Internet access allows salespeople to enter and retrieve information. Also, many new office productivity applications, such as word processing and spreadsheets, are now becoming web-accessible. New generation cellphones or smartphones along with other handheld devices, such as personal digital assistants (PDA), lighten the burden of carrying laptop computers. But because these handheld devices are web-enabled they provide access to much of the same information as a standard computer. While the computing power of handheld devices is still underpowered compared to conventional computers, the move to web-based computing may some day make the handheld the main instrument for inputting and outputting information. Selling Trends: Electronic Sales Presentations Technology is also playing a major role in how sales professionals reach prospects and existing customers. While audio/video conferencing has been available for many years using high-end telecommunication hookups, it has only been within the last few years that improvements in Internet access speeds, computing power and meeting software have made this method for reaching customers a practical alternative to face-to-face sales meetings. These options include: Online Video Conferencing – Online conferencing essentially acts in the same way as telecommunications videoconferencing, with one big exception; it is delivered over the Internet. Anyone who has an Internet connection knows that trying to deliver video over the Internet can be a trying experience as video often appears to be slow, jittery and sometimes not even recognizable. But these problems are quickly disappearing and while real time Internet video conferencing (i. e. , television quality video and audio) is still not routinely accessible to most salespeople, this is expected to change. Web/Phone Conferencing – To offset the problems associated with Internet delivery of real time audio and video, many companies deliver sales presentations using a combination of web and elecommunications. The most widely used services use the Internet, to deliver visual material (typically a slide presentation) and telecommunications, to allow for voice conversation. The process has a salesperson arrange for a conferencing time with a prospect who enters the conference by: 1) using their web browser to gain access to the visual presentation and 2) using their teleph one to call into an audio conference. Splitting the visual and audio feeds allows for smoother presentations since the conference participants’ computers need only process the visual material. It should be noted, that while audio access is now being carried out over telephone connections, the emergence of telephone over the Internet (i. e. , VOIP voice over Internet Protocol) may soon help resolve some of the problems that have been encountered when delivering both. Online Text Chat Online chat allows for real time communication between multiple participants using text messaging. While this form of buyer-seller communication may not be very effective at getting customers to agree to make a purchase, it has proven very effective in building initial product nterest. For example, potential customers visiting a website may use the chat feature to ask a few questions about the company’s products. Engaging a customer this way can then lead to the customer agreeing to receive a phone call from a salesperson to further discuss the product. Selling Trends: Electronic Sales Training Developing the skills and techniques needed to be successful at selling requires an extensi ve commitment by the individual seller and the sellers company to sales training. Sales training is the hallmark of professional selling. If there is one thing that separates the truly successful salesperson from those who are not, it is the amount of training and preparation they engage in. Most organizations that employ a sales force offer new salespeople an extensive formal training program often held at dedicated training facilities. These training programs can range from a few days to many months depending on the industry. But once a salesperson has made the move to the field, training does not stop. Those involved in selling must continue to stay abreast of their products, customers, markets and competitors. While many companies may continue to employ the same methods used when they first trained their salespeople, a large number of firms are finding that ongoing training can be just as effective using electronic options such as delivering training over the Internet, through downloadable computer programs or through interactive CDs or DVDs. While feedback using electronic means is not as personal as it might be with in-person training, sophisticated electronic training programs are effective in educating and testing trainee’s knowledge. Also, a live trainer can be contacted very quickly via e-mail, online chat or by a phone call if a question does arise. Using electronic delivery, the cost to the company for adding or updating training material is inexpensive and quick compared to the cost and time needed to produce and ship paper-based materials. Additionally, the use of RSS feeds or email enables salespeople to be quickly notified when new training material is available. This is useful when the sales force must be made aware of a recent change that will impact how products are promoted such as a price change, new information to be used as comparison to competitor’s products, a potential problem that has arisen when installing or using a product or some other adjustment. Selling Trends: Use of Customer Teams As we noted in our discussion of technical specialists, salespeople may require the assistance of others in their organization to effectively deal with prospects. In fact, many companies are moving away from the traditional sale force arrangement, where a single salesperson handles nearly all communication with an account, in favor of a team approach where multiple people are involved. Teams consist of individuals from several functional areas such as marketing, manufacturing, distribution, and customer service. In some configurations all members share bonuses if the team meets sales goals. Clearly to be effective a team approach requires the implementation of customer relationship management systems that we discussed earlier. (From nowthis. com/principles-of-marketingtutorials/personal-selling/selling-trends-use-of-customer-teams/) (From udel. edu/alex/chapt20. html) Scope and Importance of Personal Selling In the US, 14 million people are employed in sales positions, according to the department of labor. Sales personnel include stockbrokers, manufacturing sales representatives, real estate brokers etc. Most students in this class will have been employed as a sales person. Nature of Personal Selling Gives marketers: The greatest freedom to adjust a message to satisfy customers informational needs, dynamic. Most precision, enabling marketers to focus on most promising leads. vs. advertising, publicity and sales promotion Give more information Two way flow of information, interactivity. Discover the strengths and weaknesses of new products and pass this information on to the marketing department. Highest cost. Businesses spend more on personal selling than on any other form of promotional mix. Goals range from finding prospects convincing prospects to buy keeping customers satisfiedhelp them pass the word along. Types of Sales Persons Order Takers Seek repeat sales, make certain that customers have sufficient product quantities where and when they need it. Do not require extensive sales effort. Arrange displays, restocks them, answer phone calls. Low compensation, little training required. High turnover of personnel. 2 types: Inside Order Takers receive orders by mail/phone, sales person in a retail store. Field Order Takers travel to customers. Use laptop computers to improve tracking of inventory and orders etc. Order Getters Sell to new customers and increase sales to present customers, sometimes called creative selling. Generate customer leads, provide information, persuading customers and closing sales. Required for high priced, complex and/or new products. High pressure, requires expensive, time consuming training. Support Personnel Facilitate the selling function. Primarily business to business products. Missionary Salespeople Distribute information regarding new goods or services, describes attributes and leaves materials, does not close sales. Assist producers customers in selling to their own customers. IE call on retailers and persuade them to carry the product. Pharmaceuticals may go to doctors offices and persuade them to carry their products. Trade Salespeople May perform order taking function as well. Spend much time helping customers, especially retail stores, to promote the product. Restock the shelves, set up displays. Technical Salespersons Offer technical assistance to current customers. Usually trained engineers etc. Service Salespeople interacts with customers after sale is comp lete. Team selling entire team of selling professionals in selling to and servicing major customers, especially when specialized knowledge is needed to satisfy different interests in customers buying centers. Elements of the Personal Selling Process No 2 salespersons use exactly the same sales method, but it is generally a seven step process: Prospecting and Evaluating Seek names of prospects through sales records, referrals etc. , also responses to advertisements. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program), willing and authorized to buy. Blind prospecting-rely on phone directory etc. Preapproach (Preparing) Review key decision makers esp. for business to business, but also family assess credit histories prepare sales presentations identify product needs. Helps present the presentation to meet the prospects needs. Approaching the Customer Manner in which the sales person contacts the potential customer. First impression of the sales person is Lasting and therefore important. Strive to develop a relationship rather than just push the product. Can be based on referrals, cold calling or repeat contact. Making the Presentation Need to attract and hold the prospects Attention to stimulate Interest and stir up Desire in the product so the potential customer takes the appropriate Action. AIDA Try to get the prospect to touch, hold or try the product. Must be able to change the presentation to meet the prospect needs. Three types of presentations: Stimulus Response Format: Appropriate stimulus will initiate a buy decision, use one appeal after another hoping to hit the right button Counter Clerk @ McDonalds Would you like fries with your burger? Formula Selling Format: (Canned Sales Presentation) memorized, repetitive, given to all customers interested in a specific product. Good for inexperienced sales people. Better with heavily advertised items that are presold. Telemarketing a credit card!! Need Satisfaction Format: Based on the principal that each customer has a different set of needs/desires. , therefore the sales presentation should be adapted to the individual customers needs, this is a key advantage of personal selling vs. advertising. Sales person asks questions first, then makes the presentation accordingly. Need to do homework, listen well and allow customers to talk etc. Must answer two types of questions: for more information overcome objections. Overcoming Objections Seek out objections and address them. Anticipate and counter them before the prospect can raise them. Try to avoid bringing up objections that the prospect would not have raised. Price objection is the most common Need to provide customers with reasons for the $s, build up the value before price is mentioned Must be convinced of price in own mind before you can sell to customer. Get budget info. on buyer before you try to sell, and must know what they want, must sell service on top of product augmented productto create value!! Must know value of product, provide warranties etc.!! Closing Ask prospect to buy product/products. Use trial closes, IE ask about financial terms, preferred method of delivery. 20% sales people generally close 80% sales. , Avon, over 1/2 US $1. 4 bn business from 17% of 415,000 SRs. Need to be prepared to close at any time. The following are popular closing techniques: Trial Close (Minor decision close) Assumptive close (Implied consent close) Urgency close Ask for the sale close If prospect says no, they may just need more reasons to buy!! Following Up Must follow up sale, determine if the order was delivered on time, installation OK etc. Also helps determine the prospects future needs. Accomplishes four objectives: customer gain short term satisfaction referrals are stimulated in the long run, repurchase prevent cognitive dissonance Old school, sell and leave!! Quickly before customer changes her mind!! Now: Stay a few minutes after salereinforce, make them feel good, made wise choice, leave small gift (with co. name on it!! ), call office at any time etc!! Follow up, reinforce, know birthdays, new year etc, friendly correspondence relationship building!! Handout Toyota Calling In Japans Car Market Half of cars are sold door-to-door. This is shrinking due to environmental changes. Toyota has more than 100,000 door-to-door sales people. Developing Long-term relationships is key, Keiretsu, do business with only those you know and trust. Face-to-face meetings before business to establish trust, the approach stage. Follow up is key to relationship: After sales: call inquiring on cars immediate performance hand written greeting cards written invitations for low cost oil changes Prospecting includes: Driving schools for people to obtain licenses = prospects Also referrals from existing customers is very important Curtesy calls to clients who referred new customers. Timing of presentation: To housewife in the middle of the day Just before 3 year Shaken, following 2 years At first I had no intention of buying a new car, but Mr. Saito is very good at proposing reasons why I should change = $1,600 shaken. Management of Salesforce Sales force is directly responsible for generating sales revenue. Eight general management areas: Establish Salesforce objectives Similar to other promotional objectives Demand oriented or image oriented. Major objective is persuasion, converting consumer interest into sales. Sales objectives; expected to accomplish within a certain period of time. Give direction and purpose and act as a standard for evaluation. Set for total salesforce and each individual salesperson. Can be $s, units sold, market share to achieve, for individual salespersons, also include ave. order size, ave. # of sales/time period, and ratio orders/calls. Organizing the Salesforce In-house vs. independent agents (manufacturers sales agents). Organize by: Geography (simplest, but not suitable if product(s) are complex or customers require specialized knowledge) Customer: Different buyers have different needs Product: Specific knowledge re: products is needed Size. Marginal analysis, or determine how many sales calls/year are needed for an organization to effectively serve its customers and divide this total by the average # of sales calls that a person makes annually. Also use subjective judgement. MBNA estimates how many calls to expect, one year in advance, and then determines the size of the salesforce at any given time. Recruiting and Selecting Salespeople Need to establish a set of required qualifications before beginning to recruit. Prepare a job description that lists specific tasks the salesperson should perform and analyze traits of the successful salespeople within the organization. May use assessment centersintense training environment that places candidates in realistic problem settings in which they give priorities to their activities, make and act on decisions. Recruitment should be a continual activity aimed at reaching the best applicants. Applicants that most match the demographics of the target market. Changing demographics, may be wise to hire hispanic sales people if your territory is in Florida!! Training Sales Personnel Use formal programs, or Informal on-the-job training. Can be complex or simple. Training should focus on: the company products selling techniques. Aimed at new hires and experienced personnel. Can be held in the field, educational institutions or company facilities. Oldsmobile spent $25 million last year to teach its dealers how to better treat its customers. Compensating Sales People To attract, motivate and retain sales people, that facilitate and encourage good treatment of the customers. Need to understand personalities of sales people. Strive for proper balance of freedom, income and incentives. Need to determine the best level of compensation required, and the best method of calculating it. Straight salary straight commission (selling insurance)single percentage of sales or sliding rate Combination plan Motivating Sales People Need a systematic approach, must also satisfy non-financial needs: Job security Working Conditions Opportunities to succeed Sales contests increase sales. Symbolic awardsplaques, rings etc. Can also use negative motivational methods for under performers. Due to burn outeven the best need motivating!! Ongoing process keep reps. hungry Need a motivational program. Spend time with reps, personal attention!! Take interest in them and the sales goals Compensation packet that rewards quality salesmanship and extra effort Recognition of extra effort of sales force Make sure SR feel important Keep SR informed of company activities Make certain reps. believe in the company Goals must be realistic and achievable and changeable Determine what they want and give it to them Controlling and Evaluating Salesforce performance Rely on information from call reports, customer feedback and invoices. Performance is determined by objectives. May compare with predetermined performance standards or with other sales people working under similar conditions. Handout Avon. $4 billion business, relied solely on personal selling until recently, environmental changes have changed this no longer is the wife expected to be at home model is dual income earning parents with children in day care. Need to develop more efficient ways to reach customers. Salespeople earn pure commission, 10% 50% for top sellers (over $32,750) Strategies tried: Avon Select. Direct mail catalog and toll free number, attract those that didnt know an Avon Lady, or didnt want to deal with one. Also used national TV and print campaign in conjunction. Problems = Salesperson creates confidence in the brand, delivering much more than advertising is able to do. When you take away the selling relationship, youre left with a brand thats relatively naked. Key is not to undercut the field salesforce, similar to dual distribution creating channel conflict. Mary Kay Corp has also tried this strategy but differently and more successfully: Catalogs carry different merchandise Forward commission to sales rep. in customers area Never have a grey area regarding competing with sales force. Other demotivational concerns: Restructured commissions Dropped awards, trips and other incentives Leadership Program. A Multi-level marketing (MLM) concept. Rewarded for products sold as well as people you recruit as a sales rep. by getting some of their commission and a portion of the commission of reps. they recruit etc. Created a hard sell environment and was consequently scrapped. To remotiva te: New CEO Reinstate Birthday presents Anniversary plates Annual Pins Phone Blitzs to indicate appreciation Gifts [and recognition] are part of the magic

Course work Coursework Example | Topics and Well Written Essays - 750 words - 1

Course work - Coursework Example This report will delve into the contractual process and suggest the most suitable form of contract that will have both parties satisfied. The Institution of Civil Engineers (ICE) sought to manoeuvre this issue and develop a contract that is satisfactory to everyone (Broome, 1999, p3). The New Engineering Contract (NEC), also known as the NEC Engineering and Construction Contract, was their solution to this problem. This contract is an official system that seeks to guide individuals in the drafting of projects; both engineering and construction, to obtain tenders and the awarding of contracts (Forward, 2002, p7). This contract details the duties and responsibilities of the clients (employers) and the contractors (employees) during the progress of the project. A Works Information is also included in the NEC; this also includes the first Contract Data, client’s information, and the second Contract Data, contractors’ information (Institution of Civil Engineers 1995, p.6). NEC is an international standard that is adopted by several countries, notably the United Kingdom. Despite being internationally recognized, there are several reasons for choosing this contract. First and foremost, NEC emphasizes on developing mutual trust and co-operation for all parties involved in the contract. The risk involved in the project is collaborated and managed by all parties leading to efficient contract management practices (Broome, 1999, p19). It fosters good management of the work detailed in the contract. It does this by ensuring both parties are in good terms with one another. Secondly, NEC as a contract is applicable in all fields that involve contracts. It is applicable in construction, engineering, maintenance and consultancy contracts (Weddell & Weddell, 2006, p4). Furthermore, this contract has several payment options that cater for the clients and

Ethnography Essay Example | Topics and Well Written Essays - 2000 words - 2

Ethnography - Essay Example Thus, through this method, ethnography was created and later developed to become one of the most important contributions of human society to the science of knowledge in the 20th century. As ethnography became the predominant form of data collection in this period, one of its proponents, Clifford Geertz, considered this new, emerging form of social science as a "thick description." Ethnography as a social science that possesses "thick description" is reflective of its ability to bring out a multitude of perspectives from a single observation of a society or culture. However, this very character of ethnography as a social science is also 'interpreted' in various ways, and this will be the focus of the discussions that follow from this text. Discussing and analyzing the works of Clifford Geertz, Peter Winch, and Charles Taylor concerning the issue of ethnography as an alternative form of knowledge and perspective in the field of social science, the concept of "thick description" is best illustrated. This paper posits that Geertz, Winch, and Taylor's interpretations of ethnography as a "thick description" contained variations of how each proponent viewed research in social science must be conducted. Each proponent offered different views on the epistemological roots of ethnography both as a methodological and conceptual discipline or field of study in social science. II. Clifford Geertz: Balance between quantitative and ethnographic data Clifford Geertz is one of the leading ethnologists that began the 'ethnographic revolution,' an American social scientist who developed the field of symbolic anthropology, wherein symbols and rituals are interpreted based not on their ecological and economic meanings, but on the meanings of these symbols and rituals within the context of the culture wherein they are found and practiced. He was also the one who introduced the term "thick description" to describe the science of ethnography. In order to make sense of this concept of 'thick description,' it is best to understand how Geertz utilized his knowledge and ability to interpret cultures using a different, non-Western perspective in his classic work, "Deep Play: Notes on the Balinese Cockfight." In this particular ethnographic study, Geertz looked into Balinese society and culture in terms of its most dominant and prevalent ritual: cockfighting. In "Deep Play," the anthropologist interpreted Balinese cockfighting as a ritual that is symbolic in nature, wherein his interpretations included the findings that cockfighting is symbolic of Balinese men's masculinity, and the collective nature of Balinese society in general. Cockfighting as a ritual that reflected Balinese men's masculinity is specifically represented by the cock itself, wherein the Balinese man "is identifying not just with his ideal self, or even his penis, but also, at the same time, with what he most fears, hates" Moreover, as a collective ritual participated by the many, Balinese cockfights are also symbolic of what Geertz termed as the "migration of the Balinese status hierarchy into the body of the cockfight" (Geertz, 1973). Both in individualistic and

Critics Andrea Stuart and Mary O Connor Essay Example for Free

Critics Andrea Stuart and Mary O Connor Essay Many would argue that men hold the power in The Colour Purple. Explore the opinions of critics Andrea Stuart and Mary O Connor and explain your own view of what Alice Walker has to say about the power in The Colour Purple. In the novel The Colour Purple power is represented differently throughout. One way in which this power is shown is through men in the novel. At the beginning men dominate and are depicted as a higher authority figure to women, it seems the men rule the womens lives. However we can also argue that women are equally strong whilst others evolve into more powerful figures. Power through sisterhood is demonstrated through the fact that Shug gives Celie companionship, something Celie may not have felt since she was separated from her sister Nettie. Through Celie and Shugs relationship Celie has gained strength in herself and has been shown to stick up for herself. We see this when Shug announces she is taking Celie and Mary Agnes with her as Celie stands up to Albert. This shows us Celie is learning to become independent. This represents one aspect of female power in the novel and it also shows that by having friends to support them these women are able to leave their lowdown dogs behind and with the belief in themselves they can build their own future. Female solidarity is shown where we see Celies protection for her mother and sister Nettie. Although she has no real proof on whether Nettie is alive and well, she never stops believing she will one day be reunited with her sister. From this we can see that if men had the will power and strength the women do in the novel, they would be able to make their hard and miserable life easier and more bearable. Celie after everything she has been through and all the misery she has been put through by various characters mainly males, she still has hope and can see a brighter future for herself and to be reunited with her sister and become a family. The love shared between Shug and Celie was getting closer and more passionate. Shugs feelings for Celie to us seemed true even though she had male sexual partners Celie still seemed more important to Shug than any other of her male partners. Andrea Stuart expresses that Celie doesnt mind that her lover Shug comes home with a husband. She only cares that Shug is back with her, the existence of a husband is irrelevant to what is important, the relationship between the two women. Albert did not have a clue to what was going on between the two of them. He could understand they had become good friends in the time they had spent together and therefore wanted to sleep in the same bed but not once did he suspect them to have a sexual relationship. He put too much trust into Celie and Shug letting them be together alone for such a long time that Shug turned Celie into a more confident character, someone that has her own voice and can speak up for herself. Celie shows her strength again in the novel when she sacrifices herself to a traumatizing experience in order to protect and prevent her sister being raped. Alphonso abused Celie and she didnt want the same to happen to Nettie, I ast him to take me instead of Nettie. Thinking Alphonso may not want her instead of Nettie she trys to seduce him, I tell him I can fix myself up for him. I duck into my room and come out wearing horsehair, feathers, and a pair of our new mammy high heel shoes. He beat me for dressing trampy but he do it to me anyway. Celie here shows her willingness to protect her little sister from the pain and suffering she had previously encountered, in order to save Nettie being sexually abused she puts herself through it again. Walker highlights the lack of power experienced by many poor black females living in the southern states through the character of Celie. She comes from a black background which therefore disadvantages her because in the time the novel was set being a black female was quite low down, they were still being treated like slaves due to her being black but also female as in those times the male role dominated. Celie was therefore used to accepting some racism from the whites. This is shown when she goes into town and bumps into her baby and her step mother in a store where the clerk was rude and showed no good manners to them. He speaks in an imperative tone, girl you want that cloth or not? We got other customers sides you. Celie also wrote about black on black racial insults. One example is when Alberts sisters came round to visit and they described Alberts first wife as too black. Lighter skin was seen as more beautiful then darker skin. Squeak after being raped by her uncle Bubber Hodges, asked Harpo do you really love me, or just my colour Squeak thought it was because of her light coloured skin due to the fact she is mixed race that Harpo was attracted to her and not because he truly loved her. Here power was shown through skin colour and Walker highlights how deeply racism is embedded for example when the critics say she is writing against black people showing their racism. Andrea Stuart and Mary OConner both think Celie is only a victim of men in the physical world. Stuart states that men are relegated to the periphery of female consciousness Celie being a black women she was not only a slave to slavery but she was also a slave to the male authority, when slavery was abolished Celie saw the opportunity to free herself from the traditions that men come first.