...The play Death of a Salesman greatly portrays a specific ideology in regards to values, dreams, goals, and success in our consumer-driven society. It helps showcase the American dream that society tends to strive for even in the early 1900’s (the play is set in the 1940’s). That dream of being a successful business person or vendor. As well as the theory that image and physical attributes are most important to gaining fruition. Willy Loman plays a man in his sixties who has strived for this American dream for over 30 years but realistically has failed miserably on his goal in life – a wealthy salesman like his idol Dave Singleman (a fellow who could make a fortune selling without even leaving his hotel room). He spends his entire life in fallacy starving for that success. Plenty of individuals in society search for this similar success in life and career. They may spend there whole lives trying to fall into the category of an “American Success” . This may lead them to never knowing what true happiness really feels like. When searching for something that was never intended to be leads to inevitable unhappiness. One can’t find something that was never really there. Near the end of the play Biff states “He had all the wrong dreams. All, all wrong; he never knew who he was”. This is a very true statement. Willy along with many other people in this world follow the wrong dreams just because they see fit as being successful. Willy quoted: “realized the selling was the greatest career...
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...Promotion is one of the market mix elements, and a term used frequently in marketing. The specification of five promotional mix or promotional plan. These elements are personal selling, advertising, sales promotion, direct marketing, and publicity.[1] A promotional mix specifies how much attention to pay to each of the five subcategories, and how much money to budget for each. A promotional plan can have a wide range of objectives, including: sales increases, new product acceptance, creation of brand equity, positioning, competitive retaliations, or creation of acorporate image. Fundamentally, however there are three basic objectives of promotion. These are:[2] 1. To present information to consumers as well as others. 2. To increase demand. 3. To differentiate a product. There are different ways to promote a product in different areas of media. Promoters use internet advertisement, special events, endorsements, and newspapers to advertise their product. Many times with the purchase of a product there is an incentive like discounts, free items, or a contest. This is to increase the sales of a given product. The term "promotion" is usually an "in" expression used internally by the marketing company, but not normally to the public or the market - phrases like "special offer" are more common. An example of a fully integrated, long-term, large-scale promotion are My Coke Rewards and Pepsi Stuff. The UK version of My Coke Rewards is Coke Zone. Promotion is an important...
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...Academic support, whether that is friendly academic competition within the chapter, homework help and tutoring by other members, incentives for academic success, disincentives for poor academic performance, mandatory study hours, opportunities to meet faculty at chapter events, textbook swapping, etc. 4. A lifetime network of friends. Alumni from my chapter and many others have remained friends, even decades after graduation. 5. Leadership and organizational experience through holding chapter officerships. 6. Athletic opportunities through fraternity/sorority intramural sports teams. 7. Social skills. Recruitment is a great way for fraternity members to learn how to talk to people, answers questions effectively, and practice their salesmanship, essential skills for future careers. 8. Networking. Alumni can help you find jobs in their organizations, or give strong recommendations to other who may be looking to hire. 9. Meeting other people from around the country. Through going to Greek leadership conferences and retreats, I have met hundreds of members of my fraternity, and other fraternities and sororities, from all over the U.S. and Canada. There's no other way I could have done this in college. 10. Leaving a legacy. College affords you few ways to leave a real mark on your campus. 11. Abundant community service opportunities. 12. Fun, and some of the best friends you'll ever...
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...THE COMMERCIAL EXCHANGE Although people often think of marketing as synonymous with advertising or salesmanship, it is actually much broader. Marketing consists of the full range of activities involved in facilitating commercial exchanges and having all of these activities be guided by a concern for customer needs. The central idea here is that of the commercial exchange (see Figure 1.1). This is where a seller provides a product to a buyer in return for something in exchange (usually an amount of money). The product could be something tangible, which is referred to as a good, or the product could be the result of human or mechanical effort, which is referred to as a service. The buyer could be a consumer—an individual who purchases a product for his or her own use—or the buyer could be a business customer—an individual or group who purchases the product in order to resell it or for other business purposes. One aspect that makes the commercial exchange a very important idea is that it describes an interaction that is voluntary. Both the buyer and seller participate in the exchange voluntarily because the exchange will lead them both to be better off. For example, consider the vending machine in the office lounge. You put in your dollar and get a large package of M&M’s. You do that voluntarily because you would rather have the bag of candy than that dollar. On the other hand, the Mars company, which produces M&M’s,...
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...Sales Management Paper With the current revolution in the corporate world, many organizations find the need to keep up with the set trends in the corporate scene. This is essential for them to maintain relevance, as well as achieve set targets and strategic objectives. One of the important aspects of business management is sales personnel management. This is an important business aspect that can lead to efficiency and effectiveness in business. This study will seek to analyze the various tools and techniques used in sales personnel management. Personnel management encompasses a deep interest in the well-being of an employee. Its main aim is ensuring that employees have a sense of satisfaction. Personnel management tasks include training, selection, hiring, motivation, rewards, and compensation among others. Personnel managers are mainly involved in execution of these important tasks (Ingram, 2008). Training encompasses the process of improving personnel competencies, knowledge and potentialities, (in regards to the specific tasks that will be assigned to them). This is an essential process that should be perpetual, in order to achieve excellent execution of jobs (Ingram, 2008). It gives sales personnel managers an easier time in dealing with sales personnel. There are different basis on which training is carried out. Training is carried out upon induction of new sales people to the company. It is also important to train current sales personnel. This empowers them to brush...
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...The Good and bad of Sales Representatives Christopher Kelton BUSN115: Introduction to Business and Technology Professor Jay Egger DeVry University 5 April 2014 The Good and bad of Sales Representatives Introduction The purpose of this paper is telling my experiences with sales representatives. It begins with my most memorably good experience and moves to my most memorably unpleasant experience. I then compare the two to further illustrate the difference in the two. Next we examine in further detail the reasons one made me feel good and one made me feel uncomfortable. Most Memorable Experience My best experience as of late with a sales person was when I went to buy tires at Pep Boys. The sales person made the experience a pleasure. I went in with an idea of the style, type, and purpose I needed the tires to be able to accomplish. When I talked to the sales associate he listened to me and put together options of tires the met and exceeded my requirements, weather they were in the store of from another company. He explained the differences in the tires and how they were quality rated and ranked the according to best suited and price. We discussed the options and he even tried to get a lower price online just to make sure he was not over charging me. It shows that he was looking out for the customer and portraying the company in a good way by insuring loyal customers that feel like they are being taken care of both at the start of the sale and after...
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...Case: Campbell and Bailyn’s Boston Office: Managing the Reorganization Executive summary: This case was about issues that Ken Winston, the regional office manager Campbell and Bailyn’s Boston Office faced with as a result of the two recent changes in organizational structure and performance management system to react to the dynamic of the industry and market. The issues created by these two changes were process complication, limitation in competitive advantages, and discouragement on internal collaboration. We recommend Winston to engage KAT and sales specialist team, define measureable goals to each individual, set up one common organizational goal and make it as part of the performance assessment and hold more company events to encourage collaboration and relationship. With this solution, Winston will be able to ease the process, build stronger sales team, maintain market share, gain sales, maintain profit and create good and healthy working environment within the organization. 1. Situation analysis Campbell and Bailyn (C & B), found in the early 1900s and based in New York, was one of the five largest investment bank in the worlds. The firm has good reputation and was doing well in all segments of the investment banking industry. Within the firm, the bond division, which had been the fastest growing unit, had eight regional sales offices around the world. After New York, the Boston office was the largest. Due to the size and the revenue volume, Boston...
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...FACTORS RELATED TO CONSUMERS’ PREFERENCES OF FAST FOOD PRODUCTS IN BANGLADESH: A CASE STUDY Dr. Nazrul Islam Professor, Department of Business Administration East West University, Dhaka, Bangladesh Fax: 880-2-8812336 Email: nazrulislam@ewubd.edu G. M. Shafayet Ullah MBA Student East West University, Dhaka, Bangladesh Email: shafayet_ewu@yahoo.com & Syed Tufikul Bary Abu Nasim MBA Student East West University, Dhaka, Bangladesh Email: syed.nasim.bd@gmail.com Correspondence: Dr. Nazrul Islam, Professor Department of Business Administration East West University 43 Mohakhali C/A Dhaka 1212, Bangladesh Fax: 880-2-8812336 Email: nazrulislam@ewubd.edu FACTORS RELATED TO CONSUMERS’ PREFERENCES OF FAST FOOD PRODUCTS IN BANGLADESH: A CASE STUDY Abstract Fast food is a high growing industrial sector of Bangladesh as it is concerned with the tastes and habits of the people. The food-taking habit has been changing very fast among the people of Dhaka - the capital city of Bangladesh over last decade. The reasons could be attributed by the increase of awareness, growth of education, development of information technology, and expansion of television and print media in Bangladesh. This paper aims at identifying the preference factors of fast food consumers living in Dhaka city. This study was conducted among the university students who are used to take fast food at their leisure time. To conduct the study, a total of 250 respondents...
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...The Impact of Advertising on Attitudes in Belize Introduction Advertising is a vital component in the economic development and progress in countries all around the globe but most of all it has become the mainstream and biggest promoting tool of any industry. According to William M. O’Barr (2000), “Advertising is a complex phenomenon — intimately tied to society, culture, history, and the economy — that defies any simple or single definition. Some aspects of it are universal, whereas others are culturally specific. It is personal salesmanship transformed into mediated communication. It sometimes provides new information, often cajoles, and always attempts to persuade. In addition to selling messages, it encodes cultural values and social ideals. And depending on your point of view, it is a positive or negative force in society and the economy.” (What Is Advertising?, 2000) As stated in O’Barr’s definition of advertising, it has the power to manipulate the economy, society, culture, and the political system. Globally, advertising serves the purpose of promoting products and services, and business. Modern inventions and creations are becoming popular through advertisements. In addition, the economy becomes stronger because advertising stimulates the demand for products and services. Therefore, consumers buy products and seek different kinds of services because they have seen it on television, in the newspapers, magazines, through the use of technology and even word of mouth...
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...Group B Performance Management & Appraisal Performance Management and Appraisal Submitted to: Md. Abu Bakar Siddique Adjunct Faculty, School of Business Studies Southeast University Submitted by: Name | ID | Batch | Section | A. N. M. Sadiqur Rahman | 2015010004080 | 20th | C | Mazidul Hoque | 2014210004060 | 19th | C | Ranajit Chowdhury | 2014010002005 | 36th | C | Muhammad Atiq Ullah | 2011110002006 | 28th | C | | | | | Course Title: Human Resource Management and Practices Course Code: HRM 5186 Date: April 13, 2015 Letter of Transmittal April 13, 2015 Md. Abu Bakar Siddique Adjunct Faculty, School of Business Studies Southeast University Subject: Submission of the assignment on “Performance Management and Appraisal” Dear Sir, It is a great pleasure and honor to us to submit the assignment on “Performance Management and Appraisal.” In this assignment, we have tried to describe the performance management and appraisal system theoretically. We have prepared this assignment in a details format with adequate information search and to prepare an effective & creditable assignment, we have tried our level best to conduct this in a professional manner. We have found the study to be quite interesting, beneficial, & insightful. We hope that you will find this assignment worth of all the labor we have put in it. We welcome your entire query & take pride to answer them. Thanking You. On behave of Group B A. N. M. Sadiqur Rahman ID: 2015010004080...
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...War I psychologists began to investigate soldier morale, motivation, and psychological impairment. It was also during this time that the US Army hired psychologists to develop a testing method to identify soldiers for certain duties, thus, the birth of a group-administered intelligence test called the Army Alpha. While , little use was made of the results at the time since the war ended a mere three months after the testing program was authorized. However, research studies did show that the test scores were related to soldier performance. After the war, in 1919, the first university-based center for studying the applications of psychology to business was established at the Carnegie Institute of Technology. Called the U.S. Bureau of Salesmanship Research, The single most significant event which heralded the age of I/O psychology, to me, would be when the US Army hired psychologists to develop a method of identifying soldiers for the right positions and duties. About 1,726,000 enlisted men and officers were tested and although the results werent used at the time the data showed empirical evidence correlating intelligence with productivity and performance, which today helps companies...
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...systematically eroded. On the other hand, e-commerce has been increasingly popular, “through technical and business innovations that include embedded video on their sites, highly credible customer reviews and peer advice, free or subsidized overnight shipping, easy returns and extended warranties, and phone or on-page video chat for customer support”(2). If Best Buy can try to create a cheaper alternative, offering customers a faster, more convenient, and less-expensive online shopping atmosphere, perhaps Best Buy can have a dramatically increase of its online stores revenue. The employee training of Best Buy needs to focus more on the basic knowledge of the products they are selling. Best Buy’s in-store staff training is oriented toward salesmanship. If the goal of a sales person is just to sell the overpriced products instead of providing comprehensive information to customers, it will not get the customers’ interests to...
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...Umeed Sherpa Critical Analysis Paper 3 Dr. Christopher Monos BA 3103 Section 008 4th April, 2014 Best Buy Hits Rock Bottom Best buy the specialty retailer of consumer electronics in the United States is no longer the all-powerful super store that it used to be. Over the last fifteen years Best Buy, like many retailers, is “competing with a perfect storm of disruptive technologies (Savitz 2)”; making it hard to compete with companies such as such as Apple and Amazon that are embraced with innovations. As a result, Best Buys 2012 financial performance fell subpar, with a revenue decrease of 2.4% in the brick and mortar sector and operating profit plummeting by 54.30% in 2012. The net loss of the company was $1,231.00 million for 2012, against a net profit of $1,277.00 million during 2011 (Global Data 1). Lastly, Best Buy appears to be having cash flow problems in terms of declining liquidity of $1125 million (41.28% drop) for the year 2011. It is obvious by these numbers that Best Buy, a company that has been historically successful, has been running into some recent troubles. In this report I will conduct a situational analysis of potential causes of Best Buy’s problems and identify the major causes for declining revenue, net loss and declining cash flow position. Revenues Declining Best buy’s main source of revenues is contributed from the US market (76%) out of which the traditional brick and mortar accounts for 94% of the revenues and rest is from e-commerce segment...
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...Bartels, Robert (1976) “The History of Marketing Thought,” 2 ed., pp.1-33, 123-243, Chapters 1,2,3,4,9,10,11,12,13,14. Chapter 1: The Meaning of Marketing The establishment of a market economy wrought marked changes in the social and economic structure. A new attitude toward business revolutionized the economy of the country and that revolutionary element was identified by the term ‘marketing.’ Historical accounts of trade lead one to conclude that marketing has always existed. Was the original use of the term marketing merely an application of a new name to an old practice? One theory is that language is an invention of man, an adornment. The other explanation of the origin of language is that it is inseparable from reason. Accordingly, man’s language has developed as his thoughts have developed. By marketing was first meant “that combination of factors which had to be taken into consideration prior to the undertaking of cer6tain selling or promotional activities.” The essence of marketing was the combination of factors. Blindness to and ignorance of that combination of factors is the reason for the absence of terms equivalent to marketing in other languages. Marketing must be regarded not merely as a business practice, but as a social institution. Marketing is essentially a means of meeting and satisfying certain needs of people. It is a highly developed and refined system of thought and practice characteristic of a period in the development of...
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...Teaching Notes HealthSouth Corporation: Fraud, Greed and Corporate Governance Case Summary During the 1990s, Richard M. Scrushy, the former CEO of HealthSouth Corporation, engineered many acquisitions of rehabilitation clinics, outpatient surgical care operators, nursing homes and other health care companies. Mr. Scrushy had been a respiratory therapist who spotted a niche in the health care market and utilized his entrepreneurial talents, marketing skills, and super salesmanship to set up and run what became the third largest publicly held company in Alabama. Eventually, HealthSouth became the largest provider of ambulatory surgery and rehabilitative health care services in the United States with 1,700 facilities and 51,000 employees. In 2003, the Securities and Exchange Commission (SEC) accused the company and Mr. Scrushy of inflating earnings to the tune of $1.4 billion since 1999. In November 2003, a federal grand jury indicted Mr. Scrushy on 85 counts including conspiracy, securities fraud, money laundering and charges related to overstating HealthSouth’s earnings by nearly $3.0 billion. According to federal investigators, the company overstated earnings to meet analysts’ earning estimates, while hiding the accounting fraud from the auditors. However, questions were raised whether the auditors failed to find or simply overlooked the fraud at HealthSouth. Central to the investigation was the issue of what role Mr. Scrushy played in “cooking the books.” However, as the case...
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