...SPIN Selling SITUATION ⋅ PROBLEM ⋅ IMPLICATION ⋅ NEED-PAYOFF By Neil Rackham 1. Sales Behavior and Sales Success Small Sales Selling Techniques • The traditional selling techniques that most of us have been trained to use work best in small sales – a sale which can normally be completed in a single call and which involves a low dollar value. These selling techniques don’t work for major sales and in fact can hurt your success as the sales grow larger. Longer Selling Cycle - Whereas a simple low-value sale can often be completed in one call, a major sale may require many calls spread over a period of months. Building Value is Critical to Sales Success - As the size of the sale increases, successful salespeople build up the perceived value of their products or services. The building of perceived value is probably the single most important selling skill in larger sales. On-going Relationship – As the sales grows larger, the customer puts more emphasis on the salesperson as a factor in the decision. In a large sale, product and seller may become inseparable in the customer’s mind. The Risk of Mistake – Customer’s become more cautious as the decision size increases. Purchase price is one factor, but fear of making a public mistake may be even more important. • Characteristics of Major Sales • • • • simplest to the most sophisticated, goes through four distinct stages: • The Four Stages of a Sales Call - almost every sales call, from the Preliminaries – These...
Words: 3335 - Pages: 14
...ID:3402048 Name:Weitao Tang Part 1 – Controlling the spins of a hydrogen atom 1.1 4-dimentional Hilbert space: plus_plus = plus_minus = 0 1 0 0 minus_plus = 1 0 0 0 0 0 1 0 minus_minus = 0 0 0 1 Spin operator of electron: Ix = 0 0.5000 0 0 0.5000 0 0 0 0 0 0 0.5000 0 0 0.5000 0 Iy = 0.0000 + 0.0000i 0.0000 + 0.5000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 - 0.5000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.5000i Iz = 0.5000 0 0 -0.5000 0 0 0 0 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 - 0.5000i 0.0000 + 0.0000i 0 0 0 0 Spin operators of proton: Sx = 0 0 0.5000 0 0 -0.5000 0.5000 0 0 0 0 0 0 0.5000 0.5000 0 0 0.5000 0 0 Sy = 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.5000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.5000i 0.0000 - 0.5000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 + 0.0000i 0.0000 - 0.5000i 0.0000 + 0.0000i 0.0000 + 0.0000i Sz = 0.5000 0 0 0 0 0.5000 0 0 0 0 -0.5000 0 0 0 0 -0.5000 1.2 The values of eigenvectors: phi_1 = phi_2 = 0 1 0.7071 0 -0.7071 0 0 0 phi_3 = phi_4 = 0 0.7071 0.7071 0 0 0 0 1 The values of eigenvalues: E_1 = E_2 = -6.6916e+09 2.2305e+09 Spin expectation values: E_3 = 2.2305e+09 E_4 = 2.2305e+09 ...
Words: 1223 - Pages: 5
...The story begins with presentation of the premise which is the president of the United States is accused of having sex with a teen aged girl who belongs to an organization similar to the girl scouts and the election is less than two weeks away. A brief encounter with a Firefly Girl becomes public knowledge, and now his 17% lead is about to go downhill. The president's opponents get wind of the story and use it to their advantage. Thus, this led the president's Public Relations team to take action regarding the crisis. Winifred Ames played by Anne Heche, one of the President's top aides, calls in spin doctor extraordinary, Conrad Bream (Robert De Niro). Conrad goes to work immediately, thinking of the best way how to turn away the public's attention from the Firefly Girl issue. He came out with the idea to create another bigger issue for the public to think about and over power the bad publicity caused by the sex scandal. "Change the story, change the lead" is his motto, so he decides to manufacture a small, cost-effective war against Albania, which he euphemistically refers to as a pageant. Why he choose Albania of all the countries in the world because the name sounds sinister and no one in the United States knows anything about the country. Hence it will be easier for them to formulate a story about it that people will surely believe eventually. For the plan to manifest, Winifred Ames and Conrad Bream flew to Los Angeles to seek the help of a top Hollywood producer Stanley...
Words: 279 - Pages: 2
...COMPANIES AND THEIR MARKETING OPPORTUNITIES Evelyn Henck American Intercontinental University 05/13/12 Abstract In the following research paper, we will be discussing three companies: Harley Davidson, Wawa Food Markets and Rita’s Water Ice. We will discuss three marketing opportunities for each company that they should pursue. Company #1: Harley Davidson Marketing opportunity #1: Motorcycles for Women I would categorize this opportunity as a home run. This would be a very large project that would take a lot of risk. In 2012, Harley Davidson made 34 new motorcycles for women to ride. The opportunity is already being worked on, it just needs expanding. I believe it would have a positive impact on public relations and would greatly improve profits. As I drive anywhere, I notice that more and more women are starting to ride motorcycles. Marketing opportunity #2: Motorized Motorcycles for kids As all parents know that have children, power wheels makes motorized vehicles for children to ride. I strongly believe that Harley should introduce a kid’s motorized vehicle. I would categorize this opportunity as a single. I do not think that it would be a great expense or risk to introduce this line. I think it would be a positive impact on public relations, especially to those parents who own Harley motorcycles already. I believe that this opportunity may only be a minor improvement to the financials. Marketing opportunity #3: Sponsoring...
Words: 963 - Pages: 4
...The NMR phenomenon relies on the interaction of the nuclei of certain atomic isotopes with a static magnetic field. NMR uses a large magnet to probe the intrinsic spin properties of atomic nuclei with the help of electromagnetic radiation. This magnetic field makes the possible spin-states of the nucleus differ in energy, and using NMR techniques the spins can be made to create observable transitions between the spin states. Nuclear Magnetic Resonance is used in quality, control and research for determining the content and purity of a sample as well as its molecular structure * The principle behind NMR is that many nuclei have spin and all nuclei are electrically charged. If an external magnetic field is applied, an energy transfer is possible between the base energy to a higher energy level (generally a single energy gap). The energy transfer takes place at a wavelength that corresponds to radio frequencies and when the spin returns to its base level, energy is emitted at the same frequency. The signal that matches this transfer is measured in many ways and processed in order to yield an NMR spectrum for the nucleus concerned. Chemical Shift describes the fact that all nuclei containing an odd number of protons and neutrons have something called a “spin” –a built-in type of movement which is also called resonance. This movement is slightly different for different protons in a given molecule, and can change depending on the chemical...
Words: 599 - Pages: 3
...Influence is unavoidable; our reality is not of our own making Like a game, reality is dependent on a set of mutual laws and expectations rule-makers agree upon and there are penalties for those who go against the expectations of the majority such as the loss of a “life” or “game over”. Some have a lot invested in the game- wealth, time, effort, goals. Others see it for what it is; a projection of our imagination with a subjective sense of meaning. This game of life is far more complex than any board game like Chess or Monopoly because it represents a reality that offers greater levels of intricacy than which merely mimics or replicates an aspect or semblance of life itself. Reality is transient. Reality is determined through the consensus of the majority and therefore is subject to change when the consensus changes, as happened over five hundred years ago when people began to realise that the then dominant view of the universe as geocentric as flawed. However, such change in the paradigm is inevitably accompanied by conflict as society divides between those who wish to protect the status quo, such as the Catholic Church which attempted to suppress the discoveries of scientists like Galileo, whilst others, like Shakespeare, welcomed new thoughts as shown in the naming of his theatre as ‘The Globe’ built in 1599. Shakespeare was a humanist who explored the exciting new possibilities presented by the rise of science in his society, and in his play As You Like It, Shakespeare...
Words: 882 - Pages: 4
...Problems for February 23, 2000 Problem 2. Microwaves in a microwave oven are produced by electrons circling in a magnetic field at a frequency of 2.4 GHz. a) What is the magnetic field strength? b) The electrons’ motion takes place inside a special tube called a magnetron. If the magnetron can accommodate electron orbits with a maximum diameter of 2.5 mm, what is the maximum electron energy? Problem 3. An electron moves in a circular path perpendicular to a constant magnetic field of magnitude 1.00 mT. If the angular momentum of the electron about the center of the circle is 4.00(10-25 J(s, determine a) the radius of the path, and b) the speed of the electron. Problem 4. A cyclotron designed to accelerate protons has a magnetic field of magnitude 0.45 T over a region of radius 1.2 m. What are a) the cyclotron frequency, and b) the maximum speed acquired by the protons? Problem 5. A cyclotron is designed to accelerate deuterium nuclei. (Deuterium has one proton and one neutron in its nucleus.) a) If the cyclotron uses a 2.0 T magnetic field, at what frequency should the dee voltage be alternated? b) If the vacuum chamber has a diameter of 0.90 m, what is the maximum kinetic energy of the deuterons? c) If the magnitude of the potential difference between the dees is 1500 V, how many orbits do the deuterons complete before achieving the energy of part (b)? Here's a picture of the cyclotron. You can also...
Words: 276 - Pages: 2
...happened, how it does work, and what they use it for, helped me write this paper. The intellectual and scientific contribution were a turning point in the construction of the modern world. Destroying the medieval world view and discarding the idea of divine purposes, modern science starts to examine the physical nature through mathematical relationships and chemical compositions Word Counted:125 Nuclear Magnetic Resonance Introduction: The nuclear magnetic resonance NMR abbreviation is an analytical technique for the structural study of organic and organometallic compounds, which is based on the transition between different energy levels produced by the high frequency energy absorption which takes place when an atomic nucleus with spin isn’t zero is subjected to a steady magnetic field intensity itself. The physical basis for this phenomenon is based on the fact that a uniform and strong magnetic field the nuclear magnetic moments are oriented only in certain directions corresponding to specific energy values. Resonance occurs when a quantum of electromagnetic energy is equal to the difference in energy between two orientations of the nuclear magnetic moment. The absorption of this amount of energy makes the pass nuclear magnetic moment orientation with lower energy to having higher energy. This technique allows to measure nuclear magnetic moments. Since the energy values vary significantly with the return of the core, it is possible to obtain information on the structure...
Words: 1295 - Pages: 6
...P.E Project Name: Panaje Deal Date: Wednesday, September 19,2012 Grade: 8N Table of Contents Float Serve…………………………………………..1 Topspin Serve……………………………………....2 Jump Serve…………………………………………..3 Overhand Serve…………………………………….4 Underhand Serve…………………………………..5 Power Serve………………………………………….6 Float Serve A float serve or a floater is a serve that does not spin. It is called a floater because it moves in unpredictable ways making it difficult to pass. A float serve catches the air and can move unexpectedly to the right or the left or it can drop suddenly. Topspin Serve A topspin serve does exactly that – spins rapidly forward from the top. The server tosses the ball a little higher, strikes the ball towards the top of the back in a down and outward motion and follows through with his or her swing. This serve has a much more predictable movement, but can be difficult to handle because of its quick speed. Jump Serve A jump serve utilizes an even higher toss that should be several feet in front of the server. The server uses more of an attack approach, jumps and strikes the ball in the air. The extra motion allows the server to put even more power on the ball and this can make for a very difficult serve to handle. The drawback is that all that extra motion can lead to a higher incidence of serving errors. Most jump serves have topspin on them, but it is possible to jump serve a floater. Overhand Serve A serve in which the player...
Words: 323 - Pages: 2
...Merit International in Asia this coming fall. I am flattered that you would include our organization in this project and I am sincerely grateful for the great collaborations we have had in the past. Spin Doctors Ptd Ltd would have been delighted to take on another project with you, however due to the nature of Philip Merit International’s product we are challenged on the ethical aspect of our company’s beliefs. Cigarettes are proven to be bad for the health and several of our employees in Spin Doctors Ptd Ltd has experienced cancer within the family. Therefore we will not be able to take on this project. Although this is unfortunate for both our situations, I would like to help you in any way possible. I have a good friend in the public relations agency Xylo, Steven McPherson, who is a smoker himself. He is very talented, and I am sure he will be able to create a great CSR campaign for your company. You can contact him on this number: +65 23347688. I hope the two of you will achieve good results together and I wish you good luck. Spin Doctors Ptd Ltd and I will warmly welcome future requests for doing business together in another context, as you are a very valued customer and friend. Yours sincerely, Marie Jeppesen Head of Business Development Spin Doctors Ptd...
Words: 279 - Pages: 2
...statistics, a branch of physics, Fermi–Dirac statistics describes a distribution of particles over energy states in systemsconsisting of many identical particles that obey the Pauli exclusion principle. It is named after Enrico Fermi and Paul Dirac, who each discovered it independently, although Enrico Fermi defined the statistics earlier than Paul Dirac.[1][2] Fermi–Dirac (F–D) statistics applies to identical particles with half-integer spin in a system in thermodynamic equilibrium. Additionally, the particles in this system are assumed to have negligible mutual interaction. This allows the many-particle system to be described in terms of single-particle energy states. The result is the F–D distribution of particles over these states and includes the condition that no two particles can occupy the same state, which has a considerable effect on the properties of the system. Since F–D statistics applies to particles with half-integer spin, these particles have come to be called fermions. It is most commonly applied toelectrons, which are fermions with spin 1/2. Fermi–Dirac statistics is a part of the more general field of statistical mechanics and uses the principles of quantum mechanics. Contents [hide] * 1 History * 2 Fermi–Dirac distribution * 2.1 Distribution of particles over energy * 3 Quantum and classical regimes * 4 Three derivations of the Fermi–Dirac distribution * 4.1 Derivation starting with grand canonical ensemble * 4.2 Derivations...
Words: 2090 - Pages: 9
...Pena, Mary Edilie P. Bs Psychology II-A ChemLec101F Magnetic Resonance Imaging A Paper Requirement in Inorganic Chemistry Magnetic Resonance Imaging (MRI) also called as Nuclear Magnetic Resonance (NMR) is a unique imaging technique that can scan the body without cutting inside the human body, gets images of the human body through scanning with the use of magnets and radio waves to create images and could serve as a valuable addition to diagnostic medicine. The patient lies on a patient table then slides into the cylinder and placed in a magnetic field gradient. When operated, protons are tiny particles that are present in water molecules in the body and protons aligned in parallel to the powerful magnetic field. Radio waves are transmitted in pulses and these protons are echoed along the body. When the MRI machine is scanning, the MRI scanner receives the echoes and it will construct a clear and detailed image of soft tissues of the body to a computer that creates an image based on the radio signals emitted from the body. The whole procedure can take 20-40 minutes or can take even longer. The scanner is very loud, so patient will be required to use earplugs or headphones to protect their ears from the noise. Magnetic Resonance Imaging is important because MRI scan can investigate or diagnose conditions that affect soft tissues such as abnormal tissue like tumours, joint or spinal injuries or diseases, and soft tissue injuries or diseases of internal organ like brain or heart...
Words: 401 - Pages: 2
...Science Report Aim: To investigate whether the amount of blades on a pinwheel affects the amount of times the pinwheel will spin Hypothesis: More blades on a pinwheel will make it spin more than a pinwheel with fewer blades. Equipment: * 5 pins * 5 pencils * Scissors * 5 sheets of paper * Ruler * Pen * Utility knife * Electric fan Variables Independent Variables: The amount of blades on the pinwheel Dependant Variables: The amount of times the pinwheel spins Controlled Variables: -Pinwheel size -Angle blown -Amount of air blown with -Placing -Natural Wind -Type of paper -Type of pin Pinwheel Template 5-Bladed Pinwheel Template 5-Bladed Pinwheel Template 3-Bladed Pinwheel Template 3-Bladed Pinwheel Template 4-Bladed Pinwheel Template 4-Bladed Pinwheel Template 44 2-Bladed Pinwheel Template 2-Bladed Pinwheel Template 6-Bladed Pinwheel Template 6-Bladed Pinwheel Template Diagram for method: Fan Fan Pinwheel Pinwheel Method 1. Gather Materials 2. Make the pinwheels with the templates provided 3. Set up experiment like diagram 4. Blow the pinwheel for 2 seconds with the fan 5. Record the amount of time it spins 6. Repeat steps 4-5 for each pinwheel 3 times to get an average Results | 1st try | 2nd try | 3rd try | Average | Amount of Blades (blades) | Times spun | Times spun | Times spun | Times spun | 2 Blades | 2 | 1 | 1 | 1+1/3 | 3 Blades | 3 | 3 | 3 | 3 | 4 Blades | 4 |...
Words: 607 - Pages: 3
...Spin Master Toys Case Study Final Exam IS 8100 Renu Ramnani Q1. What is the history of Spin Master toys? In April 1994, Spin Master business was founded by three university friends, Anton Rabie, Ronen Harary and Ben Varadi, who were graduated from the University of Western Ontario. These three friends decided to find out an opportunity in the corporate world and made Early Bird, and in just six months company sold 1.5 million of them, which was a great hit during that time period. Early Bird was a nylon stocking filled with sawdust and grass seed mounded into head, and after its immersion in water, the grass seed was sprouted which gave a head a crop of grass hair. In 1995, the company launched Spin Master Devil Sticks, which was made up of two hand-held sticks and was used to control the third one. This product was also a great success for the company and later on, the company was named after it, that is Spin Master Toys. By this time, the company covered the major retail segments in North America and also believed that the reason behind their success was avant-garde, grass root marketing savvy and a two tier distribution network. Also, for the following three years, the company produced products for the Canadian market with the use of very low technology and high margin toys. Spin Master never reached to the same success ratio as the Earth Buddy's sales. Later on, Spin Master mainly focused to build relationships with their retailers and investors and create research...
Words: 2156 - Pages: 9
...Spin Master Toys (A): Finding a Manufacturer for E-Chargers 1. What is your assessment of the process that Spin Masters has used to get to this point? 2. As Alex Perez, which of the two potential suppliers would you choose? Why? 3. Discuss an implementation plan for your decision. Summary Spin Master Toys of Toronto, Ontario, a company who had been successful in creating fad items was about to roll out a new line of airplanes that were going to be powered by electricity called E-Chargers. With a delivery date to the retailers of December 7, 1999, they were now trying to decide from which supplier to purchase the design and production of this rollout. They had investigated a number of suppliers and managed to narrowed it down to two, Wah Shing and Wai Lung. They had to make a choice quickly. Analysis Evolution Anton Rabie, Ronnen Harary and Ben Varadi all graduated from The University of Western Ontario. Varadi and Rabie from the Ivey Business School and Harary from political Science. They all chose not to go into the corporate world and pursued their own dreams by creating successful fad items. Some of those items were Grow-Things, Earth Buddy, Radical Reptiles and many more. In 1996 Spin Master rolled out its Air Hogs line of compressed-air-powered planes which they manufactured in China. Before they decided to do it, it took them time to digest the idea, they thought it was too ambitious. After their success with Air Hogs, they rolled...
Words: 1203 - Pages: 5
