Marketing; Getting to yes, Closing and Confirming the sale Research Paper

Marketing; Getting to yes, Closing and Confirming the sale - Research Paper Example Once it is done the target is to aim your company for a sale. Discovery process is considered the heart of the overall sales process. It is very important for any sales person to realize the importance of open ended questions. An open ended question demands a detailed answer from the prospect, whereas a closed end question won’t give you much insight into the mind of the customer. A successful sales man actually utilizes a good combination of both open ended and close ended questions. Open ended questions should be asked in the beginning of the sales discovery session. Close ended questions should be reserved for the end. Questions should be designed very carefully and should be prepared beforehand. A bad sales discovery meeting is usually a result of the type of questions asked. (Goldner, 2010) As we have learned framing of question is of prime importance. The question arises how we can prepare good open ended questions. Following is the worksheet which provides a systematic of conducting a successful sales discovery process. Effective communication is very important for unlocking your customer needs. It requires your undivided attention. You need to empty your mind of everything and be with your customer with your heart and soul. It requires the entire physical and mental sense to be with the customer so that the two of them come on the same wavelength. (Val Gee, 2007) Every business deems to be profitable. Selling is about perspiration which involves things like making calls, knocking on the doors and being on the phone. It involves three major steps i.e. making appointment, following up, and getting a commitment. Getting close to yes requires being knowledgeable, confident, able to close and able to perspire. To close a deal you have to be at the right place at the right time. Only that sales person can do all this and close the deal that enjoys his work. If you managed to sell that doesn’t mean that the story is

Discusiions Case Study Example | Topics and Well Written Essays - 250 words

Discusiions - Case Study Example Upon voting, a successful bill turns into a House Act and sent to the Senate for further consideration. Similar processes are followed in the Senate by referring the bill to the finance committee for further analysis. Upon agreement of the bill by both houses, it is then passed to the president for approval. Once the law is enacted, the IRS undertakes implementation. The most important phase of the whole process is the enforcement stages as many taxpayers endeavor in tax evasion. For example, excise duty imposed on alcoholic beverages is realized after it is enforced. As such, the Tax and Trade Bureau is responsible for enforcing the tax law; hence, it being of importance in terms of revenue collection by the treasury. In addition, the importance of excise duty on imports is only as effective at its enforcement. At this stage, the reduction of imports makes it evident that the tax law is efficient. The sole purpose of IRS is investigating any loopholes that taxpayers exploit to avoid tax payment. Therefore, in defending my client against tax audit it is necessary to ensure that the client maintains adequate records to ensure the client avoids additional tax, penalties and interest. IRS agents usually check for an error in the supporting documents rather than line-by-line in-depth examination of returns. An example, professional real estate investors have a right to claim write offs and losses while a normal investor has no right. Therefore, if an individual claims to be conversant with such investments but his investments do not fall within the range that is of professional, the IRS agents claim for an additional substantiation of the status. Therefore ensuring that the client has his perspective constant and clear is fundamental in dealing with IRS

Marketing; Getting to yes, Closing and Confirming the sale Research Paper

Marketing; Getting to yes, Closing and Confirming the sale - Research Paper Example Once it is done the target is to aim your company for a sale. Discovery process is considered the heart of the overall sales process. It is very important for any sales person to realize the importance of open ended questions. An open ended question demands a detailed answer from the prospect, whereas a closed end question won’t give you much insight into the mind of the customer. A successful sales man actually utilizes a good combination of both open ended and close ended questions. Open ended questions should be asked in the beginning of the sales discovery session. Close ended questions should be reserved for the end. Questions should be designed very carefully and should be prepared beforehand. A bad sales discovery meeting is usually a result of the type of questions asked. (Goldner, 2010) As we have learned framing of question is of prime importance. The question arises how we can prepare good open ended questions. Following is the worksheet which provides a systematic of conducting a successful sales discovery process. Effective communication is very important for unlocking your customer needs. It requires your undivided attention. You need to empty your mind of everything and be with your customer with your heart and soul. It requires the entire physical and mental sense to be with the customer so that the two of them come on the same wavelength. (Val Gee, 2007) Every business deems to be profitable. Selling is about perspiration which involves things like making calls, knocking on the doors and being on the phone. It involves three major steps i.e. making appointment, following up, and getting a commitment. Getting close to yes requires being knowledgeable, confident, able to close and able to perspire. To close a deal you have to be at the right place at the right time. Only that sales person can do all this and close the deal that enjoys his work. If you managed to sell that doesn’t mean that the story is

Impact of London Olympics 2012 Essay Example | Topics and Well Written Essays - 2000 words

Impact of London Olympics 2012 - Essay Example The 2012 Olympics will give a fillip to the London economy, and it is a major opportunity for all organizations in the metropolis. Stadiums, swimming pools, courts, residential accommodation for athletes, officials and for spectators spring first to mind when most people think of the economic fall-out of a city being chosen for the Olympics. Physical assets have limits in reality, for returns cannot be achieved without qualified, skilled, experienced and motivated teams of people. The 2012 Olympics is a challenge for Human Resources Management, as much as it is a chance for civil engineers and architects to get busy! The Olympics represent an acute opportunity that comes to a city for about a week like a comet, once in decades! It nears years of careful preparation, with a full agenda for Personnel departments. Every function tends to inflate its own importance, but even those who are not full-time professionals from the Human Resources field will agree that finding and retaining people of the right caliber is going to be a major obstacle to be overcome, for any London institution to reap the rewards of their h ome city being selected for the 2012 Olympics. This document attempts to develop some key policies for a chosen London organization, so that it prepares for this major world event. Every metropolis has an aquarium, and London is not lacking in this respect. The London Aquarium has an especially spectacular collection, and a central location that puts it in the path of major tour operators and individual tourists alike. It has certain appeal for all the people who will come to London to watch some part of the Olympics. The 2012 event promises to be a chance for the London Aquarium to experience a surge in revenues if it is able to gear up for the flood of visitors who will descend on London from all corners of the globe. Young people from parts of the United Kingdom other than London itself will be amongst the most prized

Automobile and Martha Johnson Essay Example for Free

Automobile and Martha Johnson Essay Martha Johnson is a mid- class work family. Martha’s goals are buy a car, rent an apartment, stay home and be a full time student, go on vacation, or save the money. The money she has it is from her aunt. Her aunt passed away and left Martha money. I am writing this essay to recommend my option on how Martha Johnson should spend her money. The chose I am going to make is going to help her out how to spend her money. The first goal that Martha has in mind is to buy a car. The advantages is that she has a car that she can use to go to school and go to work. She can also use the car to take her mom to her doctor appointments. Also she can go to the store when she wants to buy something like food, or clothes she will go shopping. The disadvantages is that Martha will have to pay for gas and pay car insurance for the car she buys. She will need to buy a use car not a new car. Also she would need to repair the car if it has any problems with the car. The second goal is that Martha wants to rent an apartment to herself and share it with a roommate also she is going to be a full time student . The advantages is that Martha will have her own place and wont be living with her parents. She will also be close to school and she will be walking instead of driving to school. She will also will be able to finish her career early.

Employee Performance Case Study

Employee Performance Case Study Problems inside the Slough branch and options to improve employee performance There are several key issues that impact the Slough branch. These include poor management, a lack of motivation of employees and ineffective communication between the workforce. The manager is perhaps one of the major problems in this subsidiary because his lack of professional management skills impacts on the employees and their work. As a manager and team leader, one aspect of supporting staff in periods of high demand is to help them manage their time more effectively and thereby help to reduce their stress levels and work pressures. Mr. David Brent, the manager of this branch, fails to do this for his staff. One failure on Brents part is his inability to deal with the impending merger with the Swindon branch. His lack of acknowledgment of the change results in unease amongst the workforce. His attitude in general is poor and he fails to act professionally. It has been suggested that considering training as an investment decision could vastly improve motivation in the workforce[1] but that this should only be done after careful consideration. Looking at the theory of leadership by Burrhus Skinner, an American psychologist, we assume that leadership capabilities are rooted in characteristics possessed by individuals and these skills are not necessarily in every individual[2]. If we consider the theory as true, we can easily conclude that David Brent is not a good leader as he does not have relevant characteristics. Referring to Peter Druckers ideas[3], the leaders job is to prepare people to execute and operate effectively and then give them freedom to do so. David Brent is failing to do this which suggests that specific training would be useful. In this case, introducing training is essential to improve the skills and the attitude of David Brent. With this type of training, the aim should be to change some of David Brents behaviour, par ticularly to his employees. For example, he must change the way he talks to his employees, he does not know how to interact in a professional way with them to the detriment of the managerial relationship. He also does not enforce order; nor does he follow company procedures. If these issues were properly addressed, then there is the possibility that staff motivation may increase knowing that proper leadership is in place. Another issue in this branch is the ineffective communication between all levels and departments of the workforce. This does not allow for improvement in the employees work and it often leads to them being lazy and unproductive and even, on occasions, disrespectful towards their colleagues. The employees, even if they attend some work meetings, are not able to express themselves properly because the manager does not allow them to do so. Instead, he spends much of his time in meetings trying to be friendly and relatable at the expense of communicating issues and tasks with the team. In this case, to improve and increase the communication in this branch, it would be useful to introduce a discussion group once a week[4]. This type of meeting would be with all key employees and the manager to talk about any problems and all situations approaching that week. All staff could be involved in identifying the vital goals and develop procedures and strategies to reach those goals. This session should ideally last about 30 minutes and be on a fixed day each week so that the whole team has a joint focus. Perhaps the biggest factor damaging the employees performance is the impending merger with the Swindon branch; the insecurity of their positions makes them worried. However, due to the poor management, the staff do not feel motivated to work as they are not held accountable for their actions. As they rarely get disciplined for their absence of productivity, they do not feel that they need motivation to work. Also they do not receive any feedback on how they work, meaning they cannot improve their performance or find out if they have done well. All these factors put their jobs at greater risk. One of the ways we could improve motivation in the work force is to consider Lockes theories on motivation and set specific goals for the employees to achieve[5]. Locke set out that it is through working to specific aims set by both manager and employee that a persons work can improve. This could be made possible by introducing one-on-one meetings between the manager and all members of staff. By having regular appraisals employees could track their performance and be motivated to improve as targets appear more achievable. These sessions should be done each week with all employees struggling with meeting their targets. Perhaps if the employees feel more motivated to achieve their targets they could begin to feel more secure in their positions at the company. Overall, I think that we should work very hard to change all the problematic and inappropriate situations because all the lies combined with unprofessional behaviour has deeply damaged the integrity of the Slough branch. Employee Appraisal for Gareth Keenan When deciding what appraisal system to use for Gareth Keenan I looked at many major models to find one which would best show his potential within the company. There are several jobs appraisal systems that could be used, however I have evaluated the strengths of these and concluded that the best system in Keenans case is Wether and Davis Ratings Scale[6]. I first looked at the Checklist method to try to evaluate Gareth Keenans work[7]. This system requires the user to work through a list of the employees capabilities and answer either yes or no. The problem I have found with this system is that it is not very motivational. By answering simply yes or no, the results are stark and it is difficult to motivate Keenan if his appraisal results mainly in no. It could be hard to see if he improved between meetings as this method may not show small improvements he has made. The second appraisal that I looked at is the Forced Choice Method[8]. This method is made in blocks of two or more, and the rater indicates which statement is most or least descriptive compared to the employee. Again, I find this procedure not useful for Gareth Keenan because the many aspects of his job may not be properly framed in this restrictive format. This employee has not got a big personality but he tries, often with bad results, to be a good supervisor and to be appreciated by the manager and the rest of the staff. He needs to see any improvements even if he does not yet do enough to be seen as a good employee and supervisor by them. This will allow him to gain confidence in what he does and set targets for improvement in all aspects of his job, not just ones set out in the Forced Choice Method. Overall I decided to use the Ratings method as it is the most simplistic and it allows for easy personalization relevant to the specific role and shows an easily understandable scale of competency. This table can show the various activities and performances required by the employee inside the workplace and crucially, it provides a scale of performance allowing for easy interpretation of key successes in Keenans work, as well as areas in need of improvement. This kind of appraisal can show every little improvement, or every worsening skill set, that the employee has therefore allowing for a clear sign of progression between ratings. This could be useful for Gareth Keenan because it should motivate him to improve and if the appraisals are held often enough, show his constant growth in areas for development. Also, as comments and suggestions can be attached to this appraisal system it can help him to change his approach to his work and suggest a change to his style of his communication for him to work on. Furthermore, I suggest a personality test[9] for Gareth Keenan, in order to understand which aspects of his personality he could work on more to improve his relationships with his coworkers. Bibliography Dwyer, J. R., Career Development and Advancement Patterns of Aboriginal Executives in the Canadian Federal Public Service, USA, 2000 Skinner, B. F., Science And Human Behavior, USA, 1965 Drucker, P., The Practice of Management, Oxford, 2007 Ledlow G., Coppola N., Leadership for Health Professionals, Burlington, 2011 Cole, G., A., Human Resource And Personnel Management, London, 2004 Aswathappa, K., Human Resource And Personnel Management, New Delhi, 2005 Manna, G., Introduzione alle tecniche per la valutazione della personalità  , Palermo, 2006 [1] Career Development and Advancement Patterns of Aboriginal Executives in the Canadian Federal Public Service, Rocky J. Dwyer, 2000. [2] Science And Human Behavior, B.F Skinner, 1965. [3] The Practice of Management, Peter Drucker, Classic Drucker Collection Edition 2007. [4] Leadership for Health Professionals, Gerald Ledlow and Nicholas Coppola, 2011. [5] Personnel and Human Resource Management, Cole G. A., 2004. [6] Human Resource And Personnel Management, K. Aswathappa, Fourth Edition 2005, p. 243. [7] Ibidem, p. 244. [8] Ibidem, p. 244/245. [9] Introduzione alle tecniche per la valutazione della personalità  , Giovanna Manna edito da Franco Angeli, 2006.

Pricey Game or Home Entertainment? Essay -- Sports, Venues, Base Ball

Throughout the United States sports has taken the consumer captive, by providing them with entertainment and pleasure. Sporting venues continues to rob their loyal fans by boosting the prices of tickets, merchandise, food, and beverages. Recently over the summer, I went to see a baseball game being held at Dodgers Stadium and was horrified at the prices that I saw. My ticket alone was $40, at this price that put me just below the nosebleed section of the stadium. During the game I went to one of the vendors and was flabbergasted to see the price for a hot dog was $6.50 dollars, a drink was $3.75 and a side of fries for $4.25. Once I made my purchase I stood back and found myself feeling as if I had been cheated. The Dodgers made over $240 million in revenue in 2010, why would they want to raise the prices of the franchise? Dodger stadium can hold over fifty thousand people, but they are continuing to rob fans with these head scratching prices. With these increasing prices more and mo re people have begun to stay at their dwellings to enjoy the game on their HD TV. Most people would choose to stay home near their refrigerator and watch the next game seeing as they have a great view, comfortable seats, and free food. These prices are not only seen in baseball but also in other professional sport institutions. With the staggering decrease of the current economy, sports franchises need to realize the value of a dollar to its loyal fans, and the practicality to the average family looking for entertainment. Today the average cost of a baseball ticket is $19.85; compared to back in the 1950’s being that the average ticket price was $1.54. This price fluctuation is due to the demand of the sport as well as, â€Å"[media] focus, player salary ... ...g events, the impoverished and lower class will be left out of the running. With the lowering of the economic stand point the all American traditions are failing to keep up with these desperate times. In my opinion all sporting events have become commercial and media oriented, rather than just going to a game to have fun and to bond. In the past families would go every Sunday to a game because it was affordable, but at this day in time they cannot even attend one game. It makes one wonder what the future of the sporting world beholds for the future generations. Will sporting events become underground or will they slowly disappear? Will the world stop revolving around the constant money symbol? Being such an avid sports fan, as I am, I perceive the future of sports becoming business or corporate orientated rather than the all American pass time it was meant to be.