Author: chris

Sales Management

Outline for Preparation of Manual

Title Page
A. Name of product to be sold.
B. Name of company you are selling for.
C. Course name and number.
D. Your name and date.
I. Developing a Relationship Strategy
A. Describe the typical relationship between salesperson and customer in this field.
B. Describe the appropriate salesperson’s attitude.
C. Describe the appropriate salesperson’s appearance.
D. Describe the methods used to strengthen a long-term relationship for repeats and referrals.
E. Describe your communication style.
II. Developing a Personal Selling Philosophy
A. Describe the marketing setting (e.g., retail, wholesale, manufacturing, or service).
B. Describe the role of personal selling in this setting.
C. Describe the typical salesperson’s training to become a consultant/problem-solving type of salesperson.
III. Developing a Product Strategy
A. Description of company
B. Description of product/created product solution
C. Description of technical expertise needed by salesperson
D. Develop feature benefits worksheet.
E. Is this a new and emerging or mature and well-established product?
F. Will you use a price or value-added product strategy?
IV. Developing a Customer Strategy
A. Describe the typical buying motives of prospect.
B. Describe the typical prospect as an individual (and as a company representative, if appropriate).
C. How are prospects identified in most cases?
V. Developing a Presentation Strategy
A. Preparing for the sales presentation.
1. List presentation objectives.
2. Describe a typical sales cycle (how many calls).
3. Describe team versus one person, and group versus individual presentation strategies.
4. Describe ways to achieve a good social contact.
B. Describe methods to achieve good business contact
C. Customer Need Discovery
1. List questions that will determine the prospect’s needs
2. Match typical customer buying motives with features and benefits of the product, company, and salesperson.
3. Create a summary of an appropriate need-satisfaction presentation strategy (informative, persuasive, or reminder).
D. Creating the sales presentation
1. List features/benefits you will discuss and demonstrate.
E. List selling tools you will use
F. Negotiating sales resistance
1. Anticipated sales resistance.
G. How will you overcome sales resistance?
H. Closing the sale
1. Consider closing clues to be alert to.
I. List closing methods you plan to use
1. Servicing the sale
2. List additional items you will suggest to the customer.
3. How will you assist the customer with delivery and/or installation; with warranty and/or service contract; and in securing credit arrangements?
4. What type of postsale courtesy contacts will you make?

Discussion—Training Delivery Methods

There are various training delivery methods for effective on-the-job training (OJT) and team training. In this module, you are challenged with researching the strengths and weaknesses of training methods, including virtual classrooms, instructor-led classrooms, and online self-study training.

Using the module readings, the Argosy University online library resources, and the Internet, research training delivery methods. Then, respond to the following questions:

• What are the strengths and weaknesses of virtual classrooms, instructor-led classrooms, and online self-study training methods?
• When is each of these training methods appropriate, and how is this determined?
• What are some of the ethical considerations when selecting the delivery method of training topics?

You are welcome to answer these questions from the perspective of the trainee or the trainer. Do keep in mind the various learning styles that exist, including those for auditory learners, visual learners, and kinesthetic learners.

Submission Details:

• Write your response in 350–500 words. Follow APA guidelines for writing and citing text. All written assignments and responses should follow APA rules for citing sources.
• By Saturday, November 21, 2015, post your response in the Discussion Area. Read and respond to the posts of at least two other students by the end of Wednesday, November 25, 2015.

Discussion Grading Criteria and Rubric

All discussion assignments in this course will be graded using a rubric. This assignment is worth 40

1. Referent Power

Referent power is also called as personal power, chairismatic power, and the power of personality. This power comes from each leader individually. It is the personality of a person that attracts followers. People follow because they are influenced or attracted by the magnetic personality of the leader. The followers admire their leaders and may even try to copy their behaviour, dress, etc. John F. Kennedy, Martin Luther King, Dr. Babasaheb Ambedkar and Mahatma Gandhi are the examples of leaders with referent power.

2. Legitimate Power

Legitimate power is also known as position power and official power. It comes from the higher authority. In an organisation, a manager gets power because of his position or post. It gives him the power to control resources and to reward and punish others. For e.g. a chief executive officer (C.E.O) of a company gets legitimate powers because of the position which he holds.

3. Expert Power

Expert power is also known as the power of knowledge. It comes from expert knowledge and skills. Expert power means the expert influences another person’s behaviour. This is because the expert has knowledge and skill which the other person needs but does not possess. Persons like doctors, lawyers, accountants, etc., have expert power because they have expert knowledge and skills, which others require.

4. Coercive Power

Coercive power is the ability to punish others or to pose a threat to others. Coercive power uses fear as a motivator. The leaders or managers with coercive powers can threaten an employee’s job security, cut his pay, withdraw certain facilities, suspend him, etc. The coercive power may have an impact in the short-run. It will create a negative impact on the receiver.

5. Reward Power

Reward power is opposite to coercive power. With the help of reward power, the leader tries to motivate the followers to improve their performance. This power enables the leader to provide additional facilities, increase in pay, promotion of the subordinates, etc. The reward power also enables the leader to recognise the services of the subordinate through appreciation.

DoesRaisingtheMinimumWageHelp the WorkingPoor?

Applicableconcepts:positiveandnormativeanalyses

 

In 1938, Congress enacted the federal Fair Labor Standards Act, commonly known as the “minimum-wage law.” Today, a minimum-wage worker who works full time still earns a deplorably low annual income. One approach to help the working poor earn a living wage might be to raise the minimum wage.

The dilemma for Congress is that a higher minimum wage for the employed is enacted at the expense of jobs for unskilled workers. Opponents forecast that the increased labor cost from a large minimum-wage hike would jeopardize hundreds of thousands of unskilled jobs. For example, employers may opt to purchase more capital and less expensive labor. The fear of such sizable job losses forces Congress to perform a difficult balancing act to ensure that a minimum-wage increase is large enough to help the working poor, but not so large as to threaten their jobs.

Some politicians claim that raising the minimum wage is a way to help the working poor without cost to taxpayers. Others believe the cost is hidden in inflation and lost employment opportunities for marginal workers, such as teenagers, the elderly, and minorities. One study by economists, for example, examined a national data set and reported evidence that minimum wage increases resulted in reduced employment and hours of work for low-wage workers.[1]

Another problem with raising the minimum wage to aid the working poor is that minimum wage is a blunt weapon for redistributing wealth. Studies show that only a small percentage of minimum-wage earners are full-time workers whose family income falls below the poverty line. This means that most increases in the minimum wage go to workers who are not poor. For example, many minimum-wage workers are students living at home or workers whose spouse earns a much higher income. To help only the working poor, some economists argue that the government should target only those who need assistance, rather than using the “shotgun” approach of raising the minimum wage.

Supporters of raising the minimum wage are not convinced by these arguments. They say it is outrageous that a worker can work full time and still live in poverty. Moreover, people on this side of the debate believe that opponents exaggerate the dangers to the economy from a higher minimum wage. For example, one could argue that a higher minimum wage will force employers to upgrade the skills and productivity of their workers. Increasing the minimum wage may therefore be a win-win proposition, rather than a win-lose proposition. Finally, across the United States, numerous localities have implemented living-wage laws, while dozens more are considering them.

 

 

ANALYZE the issue

Note that this assignment is worth more points than the other assignments, so it is very important that you complete it.

For this assignment, you are required to write a short essay (1 – 3 pages). It is strongly recommended that you go beyond the textbook and consider some of the elements that we discussed in class. For example, what evidence can you point to with respect to the experiences of countries beyond the USA? Properly cite any outside sources that you use (APA style). It is expected that you will write at a level appropriate for undergraduate students of economics. “Bullet point answers” will not be considered sufficient. Refer to the “Critical Thinking” grading rubric posted to the BlackBoard site, to understand how points will be awarded.

1. Identify two positive and two normative statements given above concerning raising the minimum wage. List other minimum-wage arguments not discussed above, and classify them as either positive or normative economics.

2. Give a positive and a normative argument why a business leader would oppose raising the minimum wage. Give a positive and a normative argument why a labor leader would favor raising the minimum wage.

3. Explain your position on this issue. Identify positive and normative reasons for your decision. Are there alternative ways to aid the working poor?

LCS 121
Professor David Ackley
Third Paper: The Novel

Third Paper Assignment

 

• Discuss the rights of the defendant in your state during the trial phase of the criminal justice process.

: Is the governess right, and Miles and Flora are under the dangerous influence of the ghosts of Peter Quint and Miss Jessel? Or is she, as some readers believe, an unstable young woman whose tales should not be taken seriously?

 

In a four page argumentative paper, take a position with respect to the debate concerning the governess. State your position clearly at the beginning of the paper and consider the evidence, using quotes and examples from the text of the novel to support your case. Additionally, in the course of your paper, acknowledge and respond to at least one piece of counter-evidence that seems to prove the opposite point to the one that you are asserting: situate this counter-evidence with respect to your own position, explaining why it is not valid or persuasive.

Special consideration will be given to those papers that integrate material from the class presentations to provide a more nuanced view of the governess’ reliability.

Your paper should be set in twelve-point Times New Roman type, with standard margins. Other information about format can be found on the syllabus. As always, proofread your work carefully.

This paper is due Friday, November 20th, by 6 p.m. (Please note change from

Mark Davis has been charged with Driving While Intoxicated (DWI) for reckless driving, speeding, four counts of felony assault, and one count of involuntary manslaughter as the result of a crash that occurred on a night out with his friends. Mark has been out on bail and pleaded not guilty when he was arraigned. The Judge set a date for Mark’s trial and his defense team has been working to collect information about the technology used by the Highway Patrol to reconstruct the crash.

District Attorney O’Malley offered Mark a plea bargain, but Mark chose to take his chances at trial. Mark’s attorney, Mr. Chen Long, advised Mark that accepting the plea offer was completely up to Mark, although Mr. Long advised against accepting it because the defense planned to highlight mistakes made by law enforcement during the investigation that could create reasonable doubt in the minds of the jurors.

The trial begins and during the voir dire of potential jurors, several individuals are excused because they have previous knowledge of Mark’s case from the media. Two individuals stated that they could not be impartial because they had loved ones killed in alcohol related crashes as well. Eventually, two men and ten women were seated in Mark’s trial.

District Attorney O’Malley presented the State’s case clearly and concisely depicting a night on the town full of heavy drinking, which ultimately resulted in Mark’s actions causing the death of one individual and injuring four others. Highway Patrolman Green explained to the jury that he immediately suspected alcohol when he arrived on scene because Mark appeared to be intoxicated when they spoke. Following the Judge ruling that it was admissible and not prejudicial, Sergeant Rodney Monroe, from the Highway Patrol Reconstruction Team presented their reconstruction complete with a high-tech computer animated reenactment of the crash. During the cross examination, Defense Attorney Long challenged the reconstruction because the Defense Crash Reconstruction Expert had discovered errors in the mathematical calculations for vehicle speed. The jury appeared to have liked the reconstruction very much regardless of the errors highlighted by the defense.

Mark was convicted of DWI, four counts of felony assault, and one count of involuntary manslaughter; however, he was acquitted of reckless driving and speeding. The Jury said they could not convict Mark of those offenses because of the mistakes made by law enforcement officers during the investigation.

Because Mark pleads not guilty, but was convicted during trial and had two prior DWI offenses, he was sentenced to ten years in the State Prison. Defense Attorney Long immediately notified the court of an impending appeal that would be filed by the defendant. In a report, using external sources to support your claims, answer the following:

1. Compare and contrast the roles of the Judge, Jury, District Attorney (Prosecutor), and Defense Attorney. What are their primary functions and purposes in the courtroom Workgroup?
2. Discuss the rights of the defendant in your state during the trial phase of the criminal justice process.
3. Discuss the rights of the victims and/or their families in your state during the pre-trial and trial phase of the criminal justice process. Would it be unusual for the family of a deceased victim to become angered by a slow criminal justice process or one where they are not permitted by law to be given information about the facts or evidence in the case by the District Attorney’s Office before the trial?
4. Compare and contrast plea-bargaining versus going to trial. Historically, opponents to plea bargains have claimed that they are used to alleviate heavy workloads of prosecutors (district attorneys). Prosecutors argue that plea-bargaining is a necessary part of the criminal justice process for several reasons. Where is the future of the criminal justice process headed in this regard?
5. Analyze how the Highway Patrol’s computer animated reenactment might have related to the Crime Scene Investigation (CSI) effect in the courtroom.

Dissc1

Reflect: As you learned in this week’s readings, many constitutional scholars consider the prohibition of unreasonable searches and seizures as one of the most basic freedoms that the Bill of Rights clearly protects. This central freedom supports and protects other essential freedoms, like free speech, press, assembly, and religion. Recently, this core freedom has become a very controversial debate topic as large American cities, like New York City, have instituted police procedures described as “stop and frisk.” In these cities, when a police officer has reason to believe that a person is armed there is a set protocols for police officers that they must accomplish in order to determine if the suspected individual is a threat to public safety. For example, officers can make stops based on suspicious activities and frisk individuals for weapons. Courts have found this to be within the boundaries of the Fourth Amendment until just recently.

Write: In your initial post of at least 250 words, utilize the Constitution, established case law, and scholarly sources to complete the following assignments:

• Describe one argument that supports “stop and frisk” policies.
• Describe one argument that opposes “stop and frisk” policies.
• Explain which argument is the most constitutionally sound. Why?

Provide real-world examples to support your answers.  Support your claims with examples from the required material(s) and/or other scholarly resources, and properly cite any references.

 

 

Disc 2

 

 

Reflect: Every American accused of a crime that could result in loss of life, liberty, and properly has the right to fair treatment or due process. One of the most divisive aspects of due process is capital punishment and the prevention of cruel and unusual punishment to those convicted fairly of crimes. Specifically, the Eighth Amendment prohibits cruel and unusual punishment, and the ongoing debate revolves around if the death penalty is or is not considered cruel and unusual punishment.

Write: In your initial post of at least 250 words utilize the Constitution, established case law, and scholarly sources to complete the following assignments:

• Describe one argument that supports the death penalty.
• Describe one argument that opposes the death penalty.
• Explain which argument is the most credible, reliable, and valid. Why?

Provide real-world examples to support your answers.  Support your claims with examples from the required material(s) and/or other scholarly resources, and properly cite any references.

In your assignments throughout this course, you will build an operations improvement plan (OIP) based on the real-world example of the Toyota Motor Corporation’s recent product failure crisis. For this discussion, complete the following:

• Using the research you have conducted on the Toyota accelerator crisis and this unit’s readings, address the following questions:
  • Based on strategic, structural, and cultural challenges, consider the causes of Toyota’s accelerator recall crisis. Why is Toyota facing this crisis?
  • How are Toyota’s management, employees, and external stakeholders able to support their corporate brand?
  • Has Toyota effectively adhered to ethics and managed public relations in the United States? Who should be accountable for this activity? Has the company lost sight of its long-term philosophy, a key principle behind “the Toyota Way”?
  • How could Toyota’s crisis management be improved?
  • What are several dimensions of quality that were not properly addressed by Toyota, prior to this crisis?
• Using Deming’s 1987 article, “Transformation of Today’s Management,” address the following:
  • Explain how you think some or all the principles proposed in his 14 Points for Management apply to the candidate processes you identified for your assignment in this unit. Explain why.
  • What additional information would you need to better understand the process?

Due Week 5 and worth 150 points

Using your thesis statement and research, present the problem that needs to be addressed with your proposed solution. Note: Your solution, advantages, and challenges, will be in Parts 2 and 3.

Write a three to four (3-4) page paper in which you:

1. Provide an appropriate title and an interesting opening paragraph to appeal to your stated audience (appeal with logic, ethics, or emotion).
2. Include a defensible, relevant thesis statement in the first paragraph. (Revised from Assignment 2)
3. Describe the history and status of the issue and provide an overview of the problem(s) that need to be addressed. This should be one or two (1-2) paragraphs.
4. Explain the first problem (economic, social, political, environmental, complexity, inequity, ethical/moral, etc.) and provide support for your claims. This should be one or two (1-2) paragraphs.
5. Explain the second problem (economic, social, political, environmental, complexity, inequity, ethical/moral, etc.). and provide support for your claims. This should be one or two (1-2) paragraphs.
6. Explain the third problem (economic, social, political, environmental, complexity, inequity, ethical/moral, etc.) and provide support for your claims. This should be one or two (1-2) paragraphs.
7. Provide a concluding paragraph that summarizes the stated problems and promises a solution.
8. Develop a coherently structured paper with an introduction, body, and conclusion.
9. Use effective transitional words, phrases, and sentences throughout the paper.
10. Support claims with at least three (3) quality, relevant references. Use credible, academic sources available through Strayer University’s Resource Center. Note: Wikipedia and other Websites do not qualify as academic resources.

Your assignment must follow these formatting guidelines:

• Be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides; citations and references must follow APA or school-specific format. Check with your professor for any additional instructions.
• Include a cover page containing the title of the assignment, the student’s name, the professor’s name, the course title, and the date. The cover page and the reference page are not included in the required assignment page length.

I’ve attached my asignemnt one. The thesis statement is shown use that to go forward with this assignment. Any follow up questions please ask. I will not pay for an assignment that does not follow the assignment.. I’ve uploaded the previous failed attempt at my assignment 2. I have also provided a rubric that gives what needs to be done to get an A on this assignment. follow the colum for exemplary PLEASE!!!

The Pre-Solicitation Notice” Please respond to the following:

•  Analyze the importance of the pre-solicitation notice to the success or failure of the contracting process. Speculate on the consequence of a contracting process without the employment of the pre-solicitation notice.
• Recommend at least three approaches in which the pre-solicitation notice process could be improved to better assist first-time contract bidders. Support your recommendation.