Friday, October 4, 2019
Managing Human Resources Essay Example | Topics and Well Written Essays - 500 words - 3
Managing Human Resources - Essay Example Whenever the missionaries fail to adapt or coagulate with the foreign culture, repatriation becomes a necessity. The organization recalls the missionaries back to the home country, and this reduces the risks of losing foreign ventures entirely (Anderson, 2005:57). The use of technology in the recruitment process established by Callaghan and Thompson relate all activities closer to the employee activities. The point is that, the management must establish the communication medium that will effectively relay information within the organization. Secondly, employees are the point of consideration in telemarketing. Whenever a customer makes a call, the employee should answer the questions with the utmost degree of concern to solve an issue rather than turn emotional and furious. The management may consider evaluating the work relations among employees in a communication service oriented firm. The best employee should bear technicality in handling tasks, be of a good personality, easy to communicate, and always exhibit competence in performance of tasks (Callaghan and Thompson, 2002:35). The third article analyzes human resource management on the diversity posed in different nations in the globe. The political stature prevailing in every economy affects the businesses and labor relations accordingly. Communists’ states implement practices that tend to utilize labor for the country’s benefit and not for the sole worker. On the contrary, capitalist states ensure that employee work to earn the agreed amount of money as they deliver services to the organization. Most of the countries emphasize on interviewing a prospective employee prior to employment. The firms must outline the various qualifications that the employee holds in relation to the job. It is advisable for the management to establish the cultures comprised in the organizations, from one geographical region to another (Chapman and Webster,
Thursday, October 3, 2019
Comparative Study of Maruti Suzuki & Hyundai Motors Essay Example for Free
Comparative Study of Maruti Suzuki Hyundai Motors Essay Since, this is a paid assistance may be other respondents would not have asked for the said assistance. Since it is provided by the company to every customer whosoever demands it. Q. 6 Do you find your vehicle comfortable for a long journey? 6 out of 15 respondents do not find their vehicle comfortable for long journey. So it could be said that out of 100 customers 40 are satisfied with their vehicle in the above stated parameter. Q. 7 Does your vehicle need regular maintenance? 10 out of 15 respondents said that their vehicle needs regular maintenance. However 5 out of 15 don’t feel that their vehicle needs maintenance. Q. 8 If given an opportunity will you change your vehicle to a similar model of another company? 8 out of 15 respondents will change their vehicle to a similar model of other company if they were given such opportunity. This parameter states that more than half of the customers are unsatisfied with the overall performance of their vehicle. Q. 9 Electronic devices such as power windows, central locking system provided in your vehicle are up to the mark or not? All the 15 respondents are fully satisfied with the electronic devices, central locking provided in their vehicle. This means each and every customer of Hyundai considers electronic devices are up to the mark. Y axis representing no. of answers Comparison of customer satisfaction Findings: (1) Majority of the customers of Maruti Suzuki and Hyundai motors are satisfied with the vehicle they have purchased. A very small proportion of them are not satisfied with the vehicle when asked about their dissatisfaction most of them said that they are satisfied but not completely satisfied. (2) A good no. of respondents did not find their vehicles fuel efficient said that their vehicle doesn’t give mileage as stated by the company. When an executive of a company was contacted he said â€Å"the reason for the above is not keeping the right air pressure in tyres continuous fluctuations in speed. †(Acceleration) (3) Both the companies Maruti Suzuki and Hyundai are providing the best of the services to the customers through their art of state workshop under one roof. However the reason for dissatisfaction of certain customers cannot be found out. Reason may be higher costs of servicing. (4) Since, our research was for small car segment still customers were comfortable with boot space head room of their vehicle. However this is a parameter that is more dependent on height of the person. Therefore it could be said that most of the customers are satisfied. (5) On road assistance is provided by both the companies that too 24 hours through a toll free number. Most of the customers were unaware of any such service they actually asked me what it is. (6) Majority of the customers of Maruti Suzuki prefer to go on long journey in the diesel variants of the vehicles as it is more comfortable and economical. Hyundai owners rarely go for long journey on their own vehicle they too prefer diesel vehicle such as innova, scorpio, etc. 7) Upon analysis of the data collected it is found that vehicles of Maruti Suzuki need lesser maintenance as compared to the vehicles of Hyundai motors. (assumption- equal running) (8) Customers of Maruti Suzuki do not prefer to change their vehicle. However more than half of the owners of Hyundai are ready to change their vehicles with a similar model of another make. This m ay be on account of lower fuel efficiency or higher maintenance costs. (9) All the respondents of both the companies were satisfied with the electronic devices provided by the company. A customer of Maruti Suzuki was saying he has been using Maruti since 2002 and haven’t got any problem with the wiring or anything like that till today. Suggestions Suggestions for Companies. (1) Keep the service costs of the vehicles competitive. (2) Spares must be affordable. (3) Stress on RD to maximize customer’s satisfaction through continuous improvement in the products and services. (4) Training to customers for necessary maintenance. (5) Make more fuel efficient engines. (6) Maximize the room in the car. (7) Making the interiors even more attractive. (8) Increasing the number of free services from 4 to 6. 9) Ensure consumer satisfaction. Suggestions for customers (1) Operating the vehicle as it is recommended. (2) Keeping the tyre pressure as it is recommended to get efficiency in fuel consumption. (3) Timely maintenance regular servicing as specified in the manual so as to get best results from the vehicle. (4) Vehicle should be driven by the person who is com petent and experienced, a novice may mishandle it. (5) Deciding in advance what they really want in their vehicle then buying this will boost the level of satisfaction derived. Conclusion It was found that majority of the customers were satisfied with the vehicle they have chosen. And the small car segment is flourishing in the Indian car market. It is annually growing around 18-20%. However this is due to the easy availability of loans and finances to the end consumers. This is a great opportunity for the companies to encash by increasing the level of satisfaction they can not only increase their sales volumes but will have satisfied customers as well. Companies are trying their level best to maximize the customer’s satisfaction by continuously spending on research and development. In the long run this is definitely going to help the company in its revenues as well as its market share and therefore its goodwill.
Perpetual Motion And Movement Engineering Essay
Perpetual Motion And Movement Engineering Essay The term perpetual motion exactly refers to the movement that goes forever. However the term usually refers to any device that Always produces more energy than it consumes that ultimately results in a net output of energy for indefinite time. The law of conservation of energy states that energy cannot be created or destroyed, according to this law there could not be any such kind of machine in existence. The most commonly contemplated type of perpetual motion machine is a mechanical system which sustains motion indefinitely, regardless of losing energy to friction and air resistance. A second type of impossible perpetual motion machine is one which does not violate conservation of energy, but produces work by spontaneously extracting heat from its surroundings, thereby cooling them down, and converting the heat energy into mechanical work. Such machines are prohibited by the second law of thermodynamics. BASIC PRINCIPLE OF PERPETUAL MOTION MACHINE The perpetual motion machine violates both first law of thermodynamics and second law of thermodynamics. The first law of thermodynamics is essentially a statement of conservation of energy while the second law has so many different kinds of definitions, and can be described in many ways. The most common definition of second law is heat always flows from hot body to colder body. No heat engine can be more efficient than a Carnot heat engine Machines which are claimed not to violate either of the two laws of thermodynamics but rather to generate energy from unconventional sources are sometimes referred to as perpetual motion machines. By way of example, it is possible to design a clock or other low-power machine, such as Coxs timepiece, which runs on the differences in barometric pressure or temperature between night and day. Such a machine has a source of energy, albeit one from which it is impractical to produce power in quantity. CLASSIFICATION OF PERPETUAL MOTION MACHINE PERPETUAL MOTION MACHINE OF FIRST ORDER PERPETUAL MOTION MACHINE OF SECOND ORDER PERPETUAL MOTION MACHINE OF THIRD ORDER PERPETUAL MOTION MACHINE OF SECOND ORDER Impossible machines. Our second kind is of machines that challenge logic; like the drawings of Maurice Escher, where water runs perpetually downhill, but in a closed cycle. In fact, Escher did make one drawing of a waterwheel run perpetually in such a flow (See Figure ). Another impossible machine has weights of magnitude 9 on one side which become of weight 6 on the other when the weights turn upside-down It is a machine which spontaneously converts thermal energy into mechanical work. When the thermal energy is equivalent to the work done, this does not violate the law of conservation of energy. However it does violate the more subtle second law of thermodynamics. This type of machine is different from real heat engines (such as car engines), which always involve a transfer of heat from a hotter reservoir to a colder one, the latter being warmed up in the process. In a perpetual motion machine of the second kind there is only one heat reservoir involved, which is being spontaneously cooled without involving a transfer of heat to a cooler reservoir. This conversion of heat into useful work, without any side effect, is not possible, according to the second law of thermodynamics. In relevance, for example, an automobile engine is not a perpetual motion machine because it works on the basis of the temperature difference between the fuel burning in the cylinder and the cooler environment outside. In order so that it functions, some of the chemical energy released as heat when the fuel burns must not be converted to work, but must be exhausted to the cooler reservoir of the environment by the exhaust gas and the radiator. As explained by statistical mechanics, there are far more states in which heat distribution is close to thermodynamic equilibrium than states in which heat is concentrated in small regions, so temperatures will tend to even out over time, reducing the amount of free energy available for conversion to mechanical energy. Why is Perpetual Motion considered to be Impossible? The idea of perpetual motion sounds so clear-cut. An electric car powered by perpetual motion could recharge its own batteries forever, or a perpetual motion clock could without human intervention rewind itself for years. But there is a reason why perpetual motion machines remain in the area of dream; its the Laws of Thermodynamics. Some inventions may appear to run by perpetual motion, but they usually rely on a hidden source of external energy. Both the First and Second Laws of Thermodynamics keep our perpetual motion car in the garage. According to one portion of the First Law, energy cannot be created or destroyed, only changed to different forms. The batteries which power an electric car only contain a fixed amount of energy. Most of this energy goes into propelling the electric motor, but some is inevitably lost through friction and the recreation of momentum after a stop. Our perpetual motion cars recharger would have to create even more energy in order to keep the batteries at full capacity. No such power generator exists, nor can one be built if the Laws of Thermodynamics are true. The Second Law of Thermodynamics also prevents perpetual motion machines from becoming reality. Part of the Second Law states that heat energy inevitably seeks out cold areas, eventually creating a neutral temperature state called entropy. This means our proposed perpetual motion car will eventually conk out from a lack of usable heat energy. The motor casing gets hot during work, and some of that heat energy would be dissipated into the air, not back into the battery system. Since external factors such as gravity and friction would be constantly pulling on the machine, eventually all of the usable energy would be lost. Perpetual motion machines would only be possible if a substance could be found that generated more energy than it used. Some inventors hoped that radioactive materials would prove to be useful as perpetual motion engines, but their energy is still considered finite. Magnets have also been used to power would-be perpetual motion machines, but their continued operation often requires some external energy source. Gravity is usually considered a force hostile to the cause of perpetual motion, but some inventors use gravity to their advantage when creating theoretical perpetual motion machines. Because scientific laws and theories generally deem perpetual motion impossible, patent offices are extremely reluctant to grant patents for such machines. Proposed perpetual motion machines are the only devices which require a working model at the time of patent application. To date, no inventor has successfully submitted a working model of a true perpetual motion machine MACHINES THAT WORKS ON PERPETUAL MOTION Motionless Electromagnetic Generator, a device that supposedly taps vacuum energy. Perepiteia, a device that claims to utilize back EMF. Stanley Meyers water fuel cell Motionless Electromagnetic Generator An electromagnetic generator without moving parts includes a permanent magnet and a magnetic Core including first and second magnetic paths. A first input coil and a first output coil extend around Portions of the first magnetic path, while a second input coil and a second output coil extend around Portions of the second magnetic path. The input coils are alternatively pulsed to provide induced Current pulses in the output coils. Driving electrical current through each of the input coils reduces a Level of flux from the permanent magnet within the magnet path around which the input coil extends. In an alternative embodiment of an electromagnetic generator, the magnetic core includes annular Spaced-apart plates, with posts and permanent magnets extending in an alternating fashion between the plates. An output coil extends around each of these posts. Input coils extending around portions of the plates are pulsed to cause the induction of current within the output coils. WATER FUEL CELL The water fuel cell is a purported perpetual motion machine invented by American Stanley Allen Meyer (August 24, 1940 March 21, 1998). He claimed that an automobile retrofitted with the device could use water as fuel as a substitute of gasoline. The fuel cell supposedly split water into its component elements, hydrogen and oxygen. The hydrogen was then burned to generate energy, a process that reconstituted the water molecules. According to Meyer, the device required less energy to perform electrolysis than the minimum energy requirement predicted or measured by conventional science. If the device worked as specified, it would violate both the first and second laws of thermodynamics, allowing operation as a perpetual motion machine. Meyers claims about his Water Fuel Cell and the car that it powered were found to be fraudulent by an Ohio court in 1996. Throughout his patents and marketing material, Meyer uses the terms fuel cell or water fuel cell to refer to the portion of his device in which electricity is passed through water to produce hydrogen and oxygen. Meyers use of the term in this sense is different towards its usual meaning in science and engineering, in which such cells are typically called electrolytic cells. Furthermore, the term fuel cell is generally reserved for cells which produce electricity from a chemical redox reaction, whereas Meyers fuel cell consumed electricity, as shown in his patents and in the circuit pictured on the left. Meyer describes in a 1990 patent the use of a water fuel cell assembly' and portrays some images of his fuel cell water capacitor. According to the patent, in this case  the term fuel cell refers to a single unit of the invention comprising a water capacitor cell that produces the fuel gas in accordance with the method of the invention. REFRENCES US Patent # 6, 362, 718, Motionless Electromagnetic Generator Patrick, et al. (March 26, 2002)
Wednesday, October 2, 2019
The Pandas Thumb -- Stephen Jay Gould Essay -- essays research papers
The Panda’s Thumb: More Reflections in Natural History With a touch of humor, geology, evolutionary theory, biology, cartoon characters and even some references to baseball, The Panda’s Thumb definitely makes excellent reading for people with all types of interests. The old clichà ©, â€Å"Don’t judge a book by its cover,†or in this case, title, holds true for The Panda’s Thumb. Theories concerning adaptations of the panda are only a fraction of the many exciting facts held within the pages of this publication. Gould is able to put what he writes about in words that are easy to understand without compromising the quality of the information. Many questions are raised in this book. Some questions that science just can’t answer at the moment. Time is a major theme in some of the essays in The Panda’s Thumb. I found these essays of utmost interest. Stephen Jay Gould writes as if you were sitting in a chair across from him having an insightful conversation. His essays are written in ways that are down-to-earth, entertaining, and easy to understand. Bits of humor are scattered throughout the book. One passage read, â€Å"The history of any one part of the earth, like the life of a soldier, consists of long periods of boredom and short periods of terror.†These little scraps of humor are placed in the just the right locations. After reading one of his essays concerning bipedalism (walking on two feet) I chuckled at the following statement, â€Å"It is now two in the morning and I’m finished...
country status :: essays research papers
stThe Status of your Country as of 02/07/2002 Country Name      dsgsg (#6647)                Government      Tyranny Turns Left Turns Taken Turns Stored Rank NetWorth     0 1202 0 10,524 $42,943     Money Food Oil Population Land Per Capita Income     $898 1352 bushels 11,142 barrels 1586 287 Acres $5.71     Tax Rate Taxes Expenses Food Production Food Consumption     70% $6340 $2299 70 bushels 36 bushels Expense Breakdown      Military Alliances Land     $884 $170 $1245 Land Distribution           Military Forces           Technology Ratings      Enterprise Zones Residences Industrial Complexes Military Bases Research Labs Farms Oil Rigs Construction Sites Unused Lands      18 8 84 0 0 0 5 0 172      Spies Troops Jets Turrets Tanks Nuclear Missiles Chemical Missiles Cruise Missiles      33 181 0 0 1683 0 0 0      Military Medical Business Residential Agricultural Warfare Military Strategy Weapons Industrial Spy SDI      0 1971 6 1320 36 7706 0 0 0 30 0 Plague spreads throughout your lands! Kuszcotopia (4166) Instumentality of Ma (12842) dsgsg (6647) bibibibibibibii (8546) Communist Russia (3733) Greetings. I am General Ruby, leader of the Emerald army. It seems our two nations are locked in battle, I have a proposal that may interest you. This war we are engaged in does seem like a pointless one. I believe that in the end, both countries will lose more than won but only one will survive and I sware by the sword of Amethyst, I shall be the victor. So my proposal is we call a truse immidiatly, if this happens, I shall call off my allies and you shall do the same, however you will pay me 10% of your net profit and my ally assissting in this battle shall recieve 5%. If you do not agree to these terms and are persistant in your attacks, then I shall call in more allies, who are greater in number and much more powerfull then I and you. I shall defeat you at all costs, I swear by the sword of Amethyst. Yours sincerely, General Ruby - Leader of the Emerald Army
Tuesday, October 1, 2019
Nineteen Eighty Four Essay
Nineteen Eighty Four is George Orwell’s nightmare vision of the future. Written in 1948, at the end of World War II, Orwell simply switched numbers for his future view. The opening chapter is very effective in the way that it straight away lets the reader know the style of the novel. The opening is a description of post-war London, and the introduction of the main character. Orwell saw the evil in the war just passed, and wrote about it. The imagery used can all be linked to the war or London. The novel is not personal, with more reference to the party and regimes, Orwell was a political writer, an extreme socialist. He is criticizing any political regime, socialist or fascist. Right from the outset the author intends to draw attention to the setting. The chapter is typical of the book as a whole; describing Orwell’s dystopia. The main character we are first introduced to is Winston Smith. This is a common, English name, showing that Winston is in no way separate from the majority. The name â€Å"Winston†can be linked to Winston Churchill, who had just lead England through the war. Along with the name, Winston is not presented as a hero, as one would expect of a main character. Winston is â€Å"thirty nine and had a varicose ulcer above his right ankle†and is incredibly unfit, â€Å"resting several times†on his way up the stairs. We are not, however, given a personality for our hero; we have to wait until part II of the novel to get personal detail. The opening passage introduces us to life for Winston. The settings described are not pleasant. Outside, there is a â€Å"vile wind†and â€Å"a swirl if gritty dust. †Inside Victory Mansions, where Winston resides, for it cannot be said that he â€Å"lives†, it is not much better. â€Å"The hallway smelt of boiled cabbage and old rag mats. †This gives the impression of rotting and deterioration. Everything is rationed; this is a reference to the war. â€Å"The present electric current was cut off during daylight hours. †Winston uses â€Å"blunt razor blades†and â€Å"coarse soap. †There is no colour described in the opening, the picture of the settings in the reader’s mind are black and white, therefore giving a sense of a grey, unhappy world. The people of London are not free. There is an imposing poster everywhere one turned, bearing the caption, â€Å"BIG BROTHER IS WATCHING YOU. †The man in the poster, â€Å"the face of a man of about forty-five, with a heavy black moustache and ruggedly handsome features†could very well be Hitler or Stalin, another reference to the war. There is a sense of being watched, â€Å"the enormous face gazed from the wall. It was one of those pictures so contrived that the eyes follow you about when you move. †The notion of Big Brother is introduced to us in the first ten lines of the novel, this clearly shows us where Orwell’s intentions lie. We are introduced to the concept of â€Å"Hate Week,†although no further detail is given. Orwell writes of it as though it is an every day event and nothing obscure should be thought of it. Big Brother is the antithesis of Winston, strong and powerful vs. frail and weak. The reader gets the impression Winston could never overthrow the party, although we are not yet introduced to his rebellious side as he does not yet have a character. We are introduced to the party slogans. The set out of them is a triangle, representing hierarchy, authority. The words are oxymorons, War and Peace, Freedom and Slavery, Ignorance and Strength. The words are ironic when used next to each other. They are each the antithesis of the other. If you take away people’s knowledge, you can tamper with their minds, as shown in the last slogan. Once inside Winston’s flat, we are introduced to the telescreens, furthering the notion that no one is free. There are helicopters that look into the houses and the telescreens that watch you. There is a description of a â€Å"dulled mirror†but mirrors cannot be dull, or the view would be distorted, this is another message from Orwell showing us nothing was clear. We get more description of Winston, still nothing personal, and still anti-heroic, â€Å"a smallish, frail figure, the meagerness of his body merely emphasized by the blue overalls which were the uniform of the party. †We get the impression he is not well. Everything he can see from his window is unpleasant, â€Å"the world looked cold,†it was â€Å"torn†and â€Å"harsh. †References to the war are frequent. The â€Å"Ninth Three-Year Plan†is ironic, because it would not be possible, and the Three-Year Plan relates to the plan Germany had after the war. The houses are describes as â€Å"rotting,†and â€Å"their sides shored up with baulks of timber, their windows patched with cardboard and their roofs with corrugated iron. †This is war-torn London. The place Winston lives, Oceania is at war. Orwell suggests the war is just a tool used by the party to keep the people oppressed. We are introduced to the Ministries. Their descriptions are the antithesis of the houses described. They are described as â€Å"startlingly different†and they are a wonder to look at. The Ministries are of Truth, Love, Peace and Plenty. The irony lies in the fact that the Ministry of love was the frightening one. Things were done with military precision, even the time is in twenty-four hour clock. The Ministries were guarded by uniformed, armed guards, â€Å"gorilla-faced guards. †Orwell uses alliteration to emphasize how imposing and horrible they looked. Another war image. The opening chapter is very effective in making the reader wan to read on, as it makes you feel you are reading history. This is because we are reading with hindsight. The reader feels they want to get to know Winston better because of what they have so far read. Orwell is effective is his opening because the settings are so well described that you instantly get a mental picture and are intrigued by the contrast between the war-torn London so well known and the surreal idea of helicopters looking in windows. It makes the reader wonder what might have happened had the war turned out differently, and Orwell’s Big Brother, Hitler or Stalin, had been successful.
Monday, September 30, 2019
Principle of Marketing
Principles of Marketing Promotion: Overview and Personal Selling Promotion Mix Personal Selling Advertising Publicity Sales Promotion Elements in the Communication Process (Fig. 14. 2) Promotion Strategy Strategic Objectives Appropriate Tasks Budget Implementation Evaluation and Control Strategic Issues Integration Relationships Goals: Information, Persuasion, Reminder Consumer Considerations: AIETA Model Target Integrated Marketing Communications (Fig. 14. 1) Advertising Personal selling Sales promotion Public relations Direct marketing A View of the Communications Process Marketers View Communications as the Management of the Customer Relationship Over Time Through the Following Stages: Preselling Preselling Selling Selling PostPostConsumption Consumption Consuming Consuming AIETA The Adoption Process Product Life Cycle AIETA and the Promotion Mix: The right tool for the job. Awareness Advertising -teaser campaigns -pioneering ads -jingles/slogans -outdoor -internet banners Publicity -newsworthy â€Å"stunts†-news announcements -trade announcements Interest Advertising -information ads -image ads Evaluation Advertising -persuasion ads -image ads -testimonials -comparative ads Trial Advertising -retailer co-op ads -POP materials -sales promotion ads Adoption Advertising -reminder ads Publicity -news coverage -human interest stories Publicity -consumer welfare reports Personal Selling -mentions -samples -brochures, etc. Personal Selling -benefits (prepared or formula approaches) Personal Selling -consultative selling Personal Selling -closed deal Personal Selling -consultative selling Sales Promotion -demonstrations -displays -tie-ins Sales Promotion -trade discounts -trade allowances Sales Promotion -samples -coupons -rebates -price packs -premiums Sales Promotion -patronage rewards -contests Promotion Targetsâ€â€Push/Pull Promotion Mix Strategies Strategy that Calls for Spending A Lot on Advertising and Consumer Promotion to Build Up (Pull) Consumer Demand. Strategy Selected Depends on: Type of ProductMarket & Product Life-Cycle Stage Strategy that Calls for Using the Salesforce and Trade Promotion to Push the Product Through the Channels. Setting the Total Promotion Budget One of the Hardest Marketing Decisions Facing a Company is How Much to Spend on Promotion. Affordable Percentage of Sales Percentage of Sales Based on What the Company Can Afford Based on a Certain Percentage Based on a Certain Percentage of Current or Forecasted Sales of Current or Forecasted Sales Based on the Competitor’s Based on the Competitor’s Promotion Budget Promotion Budget Objective-and-Task Objective-and-Task Based on Determining Based on Determining Objectives & Tasks, Then Objectives & Tasks, Then Estimating Costs Estimating Costs Competitive-Parity Competitive-Parity Objective and Task Method Example of Objective and Task Budgeting Sales Management and Personal Selling Strategic objectives: Awarenessâ€â€mentions, samples, etc. Interestâ€â€benefit information, missionary Evaluationâ€â€consultative selling Trialâ€â€consultative selling (closing) Adoptionâ€â€consultative selling The Role of the Sales Force Personal selling is effective because salespeople can: probe adjust negotiate build Major Steps in Sales Force Management (Fig. 16. 1) Designing Salesforce Strategy and Structure Designing Salesforce Strategy and Structure Recruiting and Selecting Salespeople Recruiting and Selecting Salespeople Training Salespeople Training Salespeople Compensating Salespeople Compensating Salespeople Supervising Salespeople Supervising Salespeople Evaluating Salespeople Evaluating Salespeople Some Traits of Good Salespeople Selecting Salespeople Sales Aptitude Sales Aptitude Other Characteristics Other Characteristics Selection Process Usually Evaluates a Person’s Personality Traits Personality Traits Analytical and Analytical and Organizational Skills Organizational Skills Sales Force Organization In-house Flexible Directed Low variable costs Resource drain High fixed costs Agents (â€Å"Mfr. Reps†) Simple Low fixed costs Less control High variable costs Designing Sales Force Strategy and Structure Sales Force Size productive and expensive assets shrinking in size workload approach Sales force size Increases with Decreases with Training Salespeople The Average Sales Training Program lasts for Four Months and Has the Following Goals: Help Salespeople Know & Identify With the Company Learn About the Products Learn About Competitors’ and Customers’ Characteristics Learn How to Make Effective Presentations Understand Field Procedures and Responsibilities Compensating Salespeople To Attract Salespeople, a Company Must Have an To Attract Salespeople, a Company Must Have an Attractive Plan Made Up of Several Elements Attractive Plan Made Up of Several Elements Fixed Fixed Amount Amount Usually a Usually a Salary Salary Variable Variable Amount Amount Usually Usually Commissions Commissions Or Bonuses Or Bonuses Expense Expense Allowance Allowance For Job For Job Related Related Expenses Expenses Supervising Salespeople Directing Salespeople Directing Salespeople †¢Ã¢â‚¬ ¢ Identify Customer Targets & Identify Customer Targets & Call Norms Call Norms †¢Ã¢â‚¬ ¢ Develop Prospect Target Develop Prospect Target †¢Ã¢â‚¬ ¢ Use Sales Time Efficiently Use Sales Time Efficiently Annual Call Plan Annual Call Plan Time-and-Duty Analysis Time-and-Duty Analysis Sales Force Automation Sales Force Automation Motivating Salespeople Motivating Salespeople Organizational Climate †¢Ã¢â‚¬ ¢ Organizational Climate Sales Quotas †¢Ã¢â‚¬ ¢ Sales Quotas Positive Incentives †¢Ã¢â‚¬ ¢ Positive Incentives Sales Meetings Sales Meetings Sales Contests Sales Contests Honors and Trips Honors and Trips Merchandise/ Cash Merchandise/ Cash How Salespeople Spend Their Time (Fig. 16. 2) Service Calls 12. 7% Administrative Tasks 16% Telephone Selling 25. 1% Face-to-Face Selling 28. 8% Waiting/ Traveling 17. 4% Companies Look For Ways to Increase the Amount of Time Salespeople Spend Selling. Evaluation Match the measures with the objectives Profit Sales Satisfaction New products New accounts Costs Steps in the Selling Process Prospecting Prospecting Qualifying Qualifying Preapproach Preapproach Approach Approach Salesperson Identifies Qualified Potential Salesperson Identifies Qualified Potential Customers. Customers. Process of Identifying Good Prospects Process of Identifying Good Prospects and Screening Out Poor Ones. and Screening Out Poor Ones. Salesperson Learns as Much as Possible Salesperson Learns as Much as Possible About a Prospective Customer Before About a Prospective Customer Before Making a Sales Call. Making a Sales Call. Salesperson Meets the Buyer and Gets Salesperson Meets the Buyer and Gets the Relationship Off to a Good Start. the Relationship Off to a Good Start. Steps in the Selling Process Presentation Presentation Handling Handling Objections Objections Closing Closing Follow-Up Follow-Up Salesperson Tells the Product â€Å"Story†to Salesperson Tells the Product â€Å"Story†to the Buyer Using the Need-Satisfaction the Buyer Using the Need-Satisfaction Approach. Approach. Salesperson Seeks Out, Clarifies, and Salesperson Seeks Out, Clarifies, and Overcomes Customer Objections to Overcomes Customer Objections to Buying. Buying. Salesperson Asks the Customer for an Salesperson Asks the Customer for an Order. Order. Occurs After the Sale and Ensures Occurs After the Sale and Ensures Customer Satisfaction and Repeat Customer Satisfaction and Repeat Business. Business. SPIN Selling â€Å"Professional selling†Preliminaries are not important Questions/Answers SPIN Situation Problems Implications Needs-Payoffs SPIN selling â€Å"Easiflo†S: B: S: B: S: Do you use Contortomat machines? Yes, three of them. And, are they difficult for your operators to use? Yes, rather hard, but they eventually learn. We could solve that operating difficulty with our new Easiflo system. B: What does your system cost? S: The basic system is about $120,000, and†¦ B: $120,000!!! Just to make a machine easier to use? You must be kidding! Example: Selling â€Å"Easiflo†S: Do you use Contortomat machines? (Situation) B: Yes, three of them. S: And, are they difficult for your operators to use? (Problem) B: Yes, rather hard, but they eventually learn. (Implied need) S: We could solve that operating difficulty with our new Easiflo system. (Solution) B: What does your system cost? S: The basic system is about $120,000, and†¦ B: $120,000!!! Just to make a machine easier to use? You must be kidding! SPIN selling â€Å"Easiflo†S: And, are they difficult for your operators to use? B: Yes, rather hard, but they eventually learn. S: You say they’re hard to use. What effect does this have on your output? (Implication) B: Not much. We’ve specially trained three people. S: If you’ve only got three people who can use the Contortomats, doesn’t that create bottlenecks? (Implication) B: No, really, it’s only when an operator leaves that we have trouble. While we’re waiting for a replacement to be trained. S: It sounds like the difficulty of using the Contortomat machines may be causing a turnover problem with operators. Is that right? (Implication) B: Yes, people don’t like using them, so operators usually don’t stay with us long. S: What does this turnover mean in terms of training costs? (Implication) Well, it takes a couple months to get proficient that’s maybe $4000 in wages. Plus we pay Contortomat $500 for training. And, $1000 for travel, since that training is off-site. Hey, that’s about $5000 perâ€â€and we’ve trained at least five this year. S: So, that’s $25,000 in training costs in less than 6 months. If you’ve trained that many people in so little time, the turnover must result in production losses, doesn’t it? (Implication) B: Not really. As I said, we avoid bottlenecks by getting the other operators to work overtime. Or, we send the work out. S: Doesn’t the overtime add even more to your costs? (Implication) B: Yes, that’s true. And, even at double pay, the operators don’t like working it. That probably contributes to the turnover. S: I can see how sending the work outside must increase your costs, but are there other implications? Does the quality stay the same? (Implication) B: That’s actually the biggest problem. I can control the quality in house, but not the contract stuff. S: I suppose that sending work out puts you at the mercy of the contractor’s schedule? (Implication) B: You don’t want to know! I just got off the phone three hours, chasing down a late delivery. S: So, from what you’ve said, because the Contortomats are difficult to use, you’ve spent $25,000 in training costs this year and you’re getting expensive operator turnover. You’ve got bottlenecks in production, and they result in expensive overtime and force you to send jobs outside. But sending jobs outside reduces quality and creates scheduling problems. B: When you look at it that way, those Contoromat machines are creating a very serious problem indeed. Wrong approach Contortomats are hard to use. $120,000 is far too much money to solve that problem SPIN approach Contortomats cause: Difficulty in use $25,000 training Turnover Overtime costs Cost of outside work Loss of quality Scheduling problems $120,000 may be a bargain Build implications. â€Å"Let†the customer discover value.
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