The Last Tycoon Essays - Films, The Last Tycoon,

The Last Tycoon Infatuating Idealism in F. Scott Fitzgerald's The Last Tycoon Idealism Is undoubtably present in F. Scott Fitzgerald's The Last Tycoon. Infatuation may be a better word, for that was exactly what possessed the main character, Monroe Stahr. He was totally engorged with one Kathleen Moore. He idealized Miss Moore as the second coming of his deceased wife Minna Davis. Stahr was a true man of men that had little to do with women since the tragic passing of his wife. He would rather put his feet up with a cigar and shoot the breeze with the boys. Yet once he laid eyes on Kathleen for the first time, all of that changed. It was love at first sight. Kathleen and Stahr meet after an earthquake rocked Los Angles. Stahr was surveying the damage done to the studio, when a prop came floating by with two "dames" clinging to it for their lives. A stage hand rescued and presented them to Stahr for judgement. That was the moment that would change everything. The following excerpt is a narration of what was going through Stahr's mind when he was struck blind by Cupid's golden arrow. "Smiling faintly at him from not four feet away was the face of his dead wife, identical even to the expression. Across the four feet of moonlight, the eyes he knew looked back at him, a curl blew a little on a familiar forehead; the smile lingered, changed a little according to pattern; the lips parted--the same." (Chp II, p.26) She was Minna, but she wasn't. All her features were Minna's, except her voice. "--and then he heard another voice speak that was not Minna's voice." (Chp II, p.26) She was obviously British and not glamorous American, as Minna's had been. Nevertheless, she was a replica of his life long love. Stahr determined right then that she would be the next. Before he could get himself together, Kathleen was whisked away by the police for trespassing. Stahr spent the next few days trying to track her down. By this time he had fully succumbed to her rapture. On their third meeting, they happened to stumble upon each other at a posh Hollywood party. Her beauty brought back all the sensations that had trapped him initially. The scene was as follows: "...the white table lengthened and became an altar where the priestess sat alone. Vitality welled up in him, and he could have stood a long time across the table from her, looking and smiling...(while dancing) she was momentarily unreal. Usually a girl's skull made her real, but not this time--Stahr continued to be dazzled as they danced out along the floor...." (Chp. V, p.73) Stahr wanted desperately to have her as is own, but she was not to be had. Unbeknownst to him she was engaged to be married. She tried to tell him, but could not. She too was in love. The romance that followed was of a whirl wind pace that ended with a "Dear John" letter. She could not bring herself to tell him in person. Kathleen had fallen in love with Stahr although she resisted it by the fact she was already involved with another man. His ideal was not to be realized. His ideal goddess was the beginning of Stahr's downfall. The simple fact that Stahr was unable to win Kathleen away from her fianc? causes him to become extremely miserable. In F. Scott Fitzgerald's own words: "Stahr is miserable and embittered toward the end." (Author's Notes, p.149) He continued to love her to the end, as he lost his life, he lost it lovelessly. All this fuss over a woman might seem a bit trivial, but in true love, nothing is trivial. Monroe Stahr idealized Kathleen Moore as the true cure to all his ills and loveless nights. To him, she was Minna Davis. In being, but not spirit, she was a replica. This theme of idealism is similar to what Richard Slotkin reflects as "the American dream of perpetual self-improvement and transcendence." (22) Stahr idealized Kathleen as his way of perpetual self-improvement. He believed that Kathleen was the ticket he was waiting for, the ticket to happiness and closure. His life was a non stop slug

Harpers Ferry Raid - The Harpers Ferry Raid John Brown

Harpers Ferry Raid - The Harpers Ferry Raid John Brown Conflict Dates: John Browns raid on Harpers Ferry lasted from October 16-18, 1859, and contributed to the sectional tensions that led to the Civil War (1861-1865). Forces Commanders United States Lieutenant Colonel Robert E. Lee88 US Marines, various local Maryland Virginia militia Browns Raiders John Brown21 men Harpers Ferry Raid Background: A noted radical abolitionist, John Brown came to national prominence during the Bleeding Kansas crisis of the mid-1850s. An effective partisan leader, he conducted a variety of operations against pro-slavery forces before returning east in late 1856 to raise additional funds. Backed by prominent abolitionists such as William Lloyd Garrison, Thomas Wentworth Higginson, Theodore Parker and George Luther Stearns, Samuel Gridley Howe, and Gerrit Smith, Brown was able to purchase weapons for his activities. This Secret Six supported Browns abolitionist views, but were not always aware of his intentions. Rather than continue small-scale activities in Kansas, Brown began planning for a large operation in Virginia designed to start a massive slave insurrection. Brown intended to capture the US Arsenal at Harpers Ferry and distribute the facilitys weapons to rebellious slaves. Believing that as many as 500 would join him on the first night, Brown planned to move south freeing slaves and destroying slavery as an institution. Though prepared to commence his raid in 1858, he was betrayed by one of his men and members of the Secret Six, fearing their identities would be revealed, forced Brown to postpone. The Raid Moves Forward: This hiatus resulted in Brown losing many of the men he had recruited for the mission as some got cold feet and others simply moved on to other activities. Finally moving forward in 1859, Brown arrived in Harpers Ferry on June 3 under the alias of Isaac Smith. Renting the Kennedy Farm approximately four miles north of the town, Brown set about training his raiding party. Arriving over the next several weeks, his recruits totaled only 21 men (16 white, 5 black). Though disappointed in the small size of his party, Brown commenced training for the operation. In August, Brown traveled north to Chambersburg, PA where he met with Frederick Douglass. Discussing the plan, Douglass advised against capturing the arsenal as any attack against the federal government was sure to have dire consequences. Ignoring Douglass advice, Brown returned to the Kennedy Farm and continued work. Armed with weapons received from supporters in the North, the raiders set out for Harpers Ferry on the night of October 16. While three men, including Browns son Owen, were left at the farm, another team, led by John Cook was dispatched to capture Colonel Lewis Washington. The great grandnephew of George Washington, Col. Washington was at his nearby Beall-Air estate. Cooks party succeeded in capturing the colonel as well as took a sword presented to George Washington by Frederick the Great and two pistols given to him by the Marquis de Lafayette. Returning via the Allstadt House, where he took additional captives, Cook and his men rejoined Brown at Harpers Ferry. Key to Browns success were capturing the weapons and escaping before word of the attack reached Washington and receiving the support of the local slave population. Moving into the town with his main force, Brown sought to fulfill the first of these goals. Cutting the telegraph wires, his men also detained a Baltimore Ohio train. In the process, African-American baggage handler Hayward Shepherd was shot and killed. Following this ironic twist, Brown inexplicably allowed the train to proceed. Reaching Baltimore the next day, those on board informed the authorities about the attack. Moving on, Browns men succeeded in capturing the armory and arsenal, but no rebelling slaves were forthcoming. Rather, they were discovered by armory workers on the morning of October 17. The Mission Fails: As the local militia gathered, the townspeople opened fire on Browns men. Exchanging fire, three locals, including Mayor Fontaine Beckham, were killed. During the day, a company of militia seized the bridge over the Potomac cutting off Browns escape route. With the situation deteriorating, Brown and his men selected nine hostages and abandoned the armory in favor of a smaller engine house nearby. Fortifying the structure, it became known as John Browns Fort. Trapped, Brown sent out his son Watson and Aaron D. Stevens under a flag of truce to negotiate. Emerging, Watson was shot and killed while Stevens was hit and captured. In a fit of panic, raider William H. Leeman attempted to escape by swimming across the Potomac. He was shot and killed in the water and the increasingly drunken townspeople used his body for target practice for the rest of the day. Around 3:30 PM, President James Buchanan dispatched a detachment of US Marines under leadership of US Army Lieutenent Colonel Robert E. Lee to deal with the situation. Arriving, Lee closed the saloons and took overall command. The next morning, Lee offered the role of attacking Browns fort to the local militias. Both demurred and Lee assigned the mission to Lieutenant Israel Greene and the Marines. Around 6:30 AM, Lieutenant J.E.B. Stuart, serving as Lees volunteer aide-de-camp, was sent forward to negotiate Browns surrender. Approaching the door of the engine house, Stuart informed Brown that his men would be spared if they surrendered. This offer was refused and Stuart signaled Greene with a wave of his hat to start the assault Moving forward, the Marines went at the engine house doors with sledge hammers and finally broke through with the use of a make-shift battering ram. Attacking through the breach, Greene was the first to enter the engine house and subdued Brown with a blow to the neck from his saber. The other Marines made quick work of the remainder of Browns party and the fighting ended within three minutes. Aftermath: In the attack on the engine house, one Marine, Luke Quinn, was killed. Of Browns raiding party, ten were killed during the raid while five, including Brown, were captured. Of the remaining seven, five escaped, including Owen Brown, while two were captured in Pennsylvania and returned to Harpers Ferry. On October 27, John Brown was brought to court in Charles Town and charged with treason, murder, and conspiring with slaves to rebel. After a week-long trial, he was convicted on all counts and sentenced to death on December 2. Turning down offers of escape, Brown stated he wished to die a martyr. On December 2, 1859, with Major Thomas J. Jackson and cadets from the Virginia Military Institute serving as a security detail, Brown was hung at 11:15 AM. Browns attack served to further heighten the sectional tensions that had plagued the country for decades and which would culminate in the Civil War less than two years later. Selected Sources West Virginia Division of Culture History: John Brown the Harpers Ferry RaidPBS: Raid on Harpers FerryNational Park Service: Harpers Ferry National Historic Park

A Definition and Introduction to Ergonomics

A Definition and Introduction to Ergonomics Ergonomics is a term thrown around by health professionals and marketing mavens with a cavalier attitude. For some, it has a very specific meaning. For others, it covers everything under the sun. With all this different verbiage flying at you, you are probably starting to wonder, â€Å"What is Ergonomics?† Definition of Ergonomics Ergonomics derives from two Greek words: ergon, meaning work, and nomoi, meaning natural laws, to create a word that means the science of work and a person’s relationship to that work. The International Ergonomics Association has adopted this technical definition: ​ergonomics (or human factors) is the scientific discipline concerned with the understanding of interactions among humans and other elements of a system, and the profession that applies theory, principles, data and methods to design in order to optimize human well-being and overall system performance. That is not the most efficient definition of what ergonomics is. Let us keep things simple. Ergonomics is the science of making things comfy. It also makes things efficient. And when you think about it, comfy is just another way of making things efficient. However, for simplicity, ergonomics makes things comfortable and efficient. What Is the Study of Ergonomics? At its simplest definition ergonomics, it  literally means the science of work. So ergonomists, i.e. the practitioners of ergonomics, study work, how work is done and how to work better. It is the attempt to make work better that ergonomics becomes so useful. And that is also where making things comfortable and efficient comes into play. Ergonomics is commonly thought of in terms of products. But it can be equally useful in the design of services or processes. It is used in design in many complex ways. However, what you, or the user, is most concerned with is, â€Å"How can I use the product or service, will it meet my needs, and will I like using it?† Ergonomics helps define how it is used, how it meets your needs, and most importantly if you like it. It makes things comfy and efficient. What Is Comfort? Comfort is much more than a soft handle. Comfort is one of the greatest aspects of a design’s effectiveness. Comfort in the human-machine interface and the mental aspects of the product or service is a primary ergonomic design concern. Comfort in the human-machine interface is usually noticed first. Physical comfort in how an item feels is pleasing to the user. If you do not like to touch it, you wont. If you do not touch it, you will not operate it. If you do not operate it, then it is useless.​ The utility of an item is the only true measure of the quality of its design. The job of any designer is to find innovative ways to increase the utility of a product. Physical comfort while using an item increases its utility. Making an item intuitive and comfortable to use will ensure its success in the marketplace.   The mental aspect of comfort in the human-machine interface is found in feedback. You have preconceived notions of certain things. A quality product should feel like it is made out of quality materials. If it is lightweight and flimsy, you will not feel that comfortable using it. The look, feel, use, and durability of a product help you make a mental determination about a product or service. Basically, it lets you evaluate the quality of the item and compare that to the cost. Better ergonomics mean better quality, which means you will be more comfortable with the value of the item. What Is Efficiency? Efficiency is quite simply making something easier to do. Efficiency comes in many forms, however.​ Reducing the strength required makes a process more physically efficient.Reducing the number of steps in a task makes it quicker (i.e. efficient) to complete.Reducing the number of parts makes repairs more efficient.Reducing the amount of training needed, i.e. making it more intuitive, gives you a larger number of people who are qualified to perform the task. Imagine how inefficient trash disposal would be if your teenage child wasnt capable of taking out the garbage. Efficiency can be found almost everywhere. If something is easier to do, you are more likely to do it. If you do it more, then it is more useful. Again, the utility is the only true measure of the quality of a design. And if you willingly do something more often, you have a greater chance of liking it. If you like doing it, you will be more comfortable doing it. So the next time you hear the term ergonomics, you will know what it means to you. And, hopefully, that is a comforting thought.

Anarchism and revolution Essay Example | Topics and Well Written Essays - 250 words

Anarchism and revolution - Essay Example On the other hand, fascism was a political philosophy whose basic principles were the opposite of anarchism. In the 1920s and 1930s, fascism took center stage in European politics. It was a form of authoritarian rule devoid of democratic foundations (Woodcock, 2004). This was bound to create conflict with the proponents of anarchism. Examples of fascist leaders were Benito Mussolini of Italy and Adolf Hitler of Germany. They advocated for a mixed economy, militarism, ultra-nationalism and a devotion to a strong leader. Luigi Fabrri, a veteran Italian anarchist, was one of the fiercest critics of fascism. Although many of the anarchist proponents were arrested and perhaps killed, most of anarchists in France and Italy took an active role of resistance in World War II. After the war, few parties openly considered themselves as fascists. In fact, anarchism sought to restructure itself and several debates took place, especially in the anarchists’ movements of France and Italy. Sev eral anarchist federations and associations were formed in other countries across Europe. Besides, intellectual and literary personalities of that time were influenced, openly embraced anarchism and collaborated in formation of the federations (Goldstein, 2013). In essence, anarchism and revolution plan shaped up politics in Europe in mid 19th

Strong debate about the advantages and disadvantages of fair-value Assignment

Strong debate about the advantages and disadvantages of fair-value accounting - Assignment Example These are the estimates that they would get if they were to sell the financial instruments in this case assets and liabilities. The companies report profits or losses when the value of their assets increase or their liabilities decreases. The losses decrease the value of the net income and hence the reported equity also reduces. Fair values have played a crucial role in United States for more than half a century. The standards of accounting that allow or otherwise require fair value reporting have increased in a big way over the recent years. In 2006, a controversial and important new standard of accounting was announced by the Financial Accounting Standards Board (FASB) no. 157, which provides a more detailed guidance in assisting firms in the use of fair values. The applicability of this has in recent years been put into test by market conditions which were extreme. Fair value was used as early as the late nineteenth century where it was common for organizations to use appraised values in quantifying their capital assets. In other words it was the value that would be realized by their sale in the market. This exit value was also believed by the economists, to be the most appropriate in construction of financial statements. (See, among others, Diewert, 2005). However, the abuse of this accounting standard by managers eventually led to the enactment of more accounting standards that were more formal by the accounting profession. This led to the emergence of historical cost as the dominant standard for reporting the financial instruments; assets and liabilities. Despite this, fair value remained a preferred concept by many theorists in the field (Magnan, 2009, p. 191). For example, Staubus (1961) and Sterling (1970) argue in support of fair values in financial reporting (p 192), which is the realizable value of the financial instrument. The exit value in accounting was used as a default option when accounting for some assets, however, it re-entered the

Rosalind And Celia The Main Character Essay Example for Free

Rosalind And Celia The Main Character Essay 1. As you like it is full of characters pretending to be someone other than themselves. To what degree are the characters aware that they are role playing? Does their acting have serious consequences, or is it merely a game. In the text as you like it by William Shakespeare many characters have alter egos in whom they use to influence and associate themselves with other characters. The two main characters that are pretending to be someone other than themselves are Celia and Rosalind. In act 1 of the text Rosalind is banished from the court of the duke and decides to seek upon her father in the forest of Arden. Rosalind and Celia decide to disguise themselves, Celia as a country girl named Aliena and Rosalind as a young man named Ganymede. Rosalind and Celia are unaware of the consequences that occur from having disguises. A consequence of Rosalind’s male disguise as Ganymede is that she makes Phebe, a female shepherdess in the forest of Arden fall in love with her. This disturbs the natural order in which Phebe is in love with a fellow shepherd Silvius. Rosalind’s gender swapping has created a consequence in she has made a woman fall in love with her when she is in love with Orlando. In the end Phebe goes back to Silvius and the consequence of Rosalind’s role-playing is resolved. The role-playing in the text does have effects on the other characters but Rosalind does end up marrying Orlando, Celia ends up marrying Oliver and Phebe ends up marrying Silvius. So the long-term consequences of Celia and Rosalind’s role-playing are miniscule only making the text more intricate and interesting for readers. In conclusion although characters in the text as you like it do pretend to be someone else, the consequences add to detail in the text and have have no serious consequences.

The Reeves Rebuttal :: essays research papers

The Reeve's Rebuttal The Reeve of Geoffrey Chaucer’s The Canterbury Tales I portrayed in the first as â€Å"old and choleric and thin†(605), choleric meaning short-tempered and yellow. All of Chaucer’s descriptions of the pilgrims in his tales give an insight into and very well foreshadow the their tale to come, and the Reeve is of course no exception. His description continues, portraying him with a conservative and resolve appearance, and one of fierce authority. Clever, calculating, and ruthless seem to sum up his personality, an imposing persona in a weakening body. And when it comes his time to tell his tale, he is quick t fight tale to tale with the Miller to embarrass him more so, being a carpenter himself and having the Millers tale just so insultingly decrying another carpenter. His description is immediately true, as his short-temper brings his tale of a hapless and cruel miller’s defeat in order to decry the Miller. In the Reeve’s tale, two scholars visit a cheat of a miller from the local university with corn to grind. These boys eventually turn the tables on the miller, and thus it is no small surprise that the position these boys are in is similar to the Reeve’s career as well. The boys, clever and aware, watch to make sure they wouldn’t get cheated by the miller, so in turn the miller lets loose their horse, delaying their return home and letting the miller keep a cut of the corn. To take back what’s theirs ad have the final insult, one of the boys has his way with the millers daughter, and the other his way with the wife. Though undetermined, this could be a clever complementing of the reeve’s younger life. The story, though complete with a moral of the wicked getting their just rewards, is little more than snipe at the real Miller, having him be beaten, tricked, and dishonored by the younger Reeve’s versions. In the prologue of The Canterbury Tales, the Reeve is a ragged older version of the boys later to come in his story.

Animal Farm Political Speech Assignment

I once stood next to all of you, helped and taught you all how to farm, how to read and write. I was very committed back then. I came up with all the different plans that benefited the Animal Farm, such as the windmill. Until a few months later after the rebellion, Napoleon who had always opposed me, got Jealous. So, he chased me out with those bewildered dogs, stole my plans for the windmill, blamed me for everything, and corrupted Minimalism as he took total control ever the farm.Before my expulsion, you all saw me drawing and planning out every detail for the windmill, hoping to help out all the animals by having less work to be done. Then, I was chased out, and I wasn't appreciated for all my hard work that I was devoted in. Instead, Napoleon stole my credits and even called me a thief for stealing â€Å"his† plans and a â€Å"traitor† who was allied with our enemy, Mr.. Jones. How could he come up with such a plan and pretend to oppose it?Let us say that If I reall y did stole the plans, he loud of put me legally on trial, instead of using those untamed dogs to go after me, and almost taken my life. After Napoleon exiled me, I could not even get near the farm since the dogs were alert of me. As for the windmill that night, It was because of a storm. Just think about it, how could it be possible for a pig like me to budge a huge bolder, how could have I even push and destroy it. Just think for a moment for all the details.It took you all and the assistance of Boxer to slowly lift up a stone and you expect me to move it in he dark, and destroy all of your hard work? Come on Comrades! I know you all questioned the truth when you first heard the news. You all had been brainwashed by Squealer, who could persuade and confuse people to believe that black is infect white. After I was gone, Napoleon took hold of all the power, and used it unfairly, corrupting our Minimalism. First, he changed and disobeyed the â€Å"original† Seven Commandments. He broke the rule that stated, † All animals are equal,† He told you al that working on Sunday afternoons â€Å"was strictly voluntary, but any animal who absented himself from it would have his rations reduced by half. † He seemed to offer a choice, but who would want to go hungry when they do not even have enough food for themselves right now. You all had gone back to those miserable lives under Mr.. Jones. Look closely, you all will realize that the life right now is no different from the previous one, or perhaps, only worse.Napoleon also broke the sixth commandment, which stated â€Å"No animal shall kill another animal†. But see for yourselves, did he really follow this commandment? Although it seems as if he did follow the rules, but he did not go over a process to legally punish animals, instead he used authority and power to kill or execute other animals who oppose them or went against them. Isn't this basically the same as killing other animal? Com rades, take a look closely at all the things that are happening around you all, use your logic and think about the truth.Do you all really think that I am the one who Is going against our Minimalism? You all know how I value our equalities and how I value the treatment we get. It should be the power, authority, and the benefits all for himself. Does he really care for the well being of you all? He only cares how much you contribute to the farm, and how he can exploit you all. You should all trust me and come under my protection. We should all join together and rebel, to once again step back on to the road that leads to our dream society, our Animal Farm that we all longed for.

Ibm Case

IBM CASE STUDY – DECADE OF TRANSFORMATION The IBM's rise to the top and its abrupt fall followed by its decade of transformation, boldly highlights the importance of a solid strategy IBM was the synonym for greatness and profitability during early 1990's but the lack of company's ability to foresee into the future & its internal issues cost the company bigtime. It registered its first loss during 1991 mainly due to its inability to adopt to the customer centric PC industry.Phase 1: Incremental Improvement After registering his first loss, in order to cope up with its large fixed & warranty costs the company had no option but to cut back the employees perks & worse made forced layoffs. Eventhough there were products and process before hand they were not fully exploited. By 1993 about 40,000 employees were terminated Phase 2: Process Reengineering Change in management took place during 1993, Lou Gerstner was appointed as the new CEO. He immediately began the Phase 2 ‘Proce ss Re-engineering'.He realized rather than break up the company he decided to turn it around by going to market as ‘One IBM' – a centralized model where individual divisions pulled into as larger business groups . By 1994 the 155 data centers were trimmed to 3 regional megacenters fed by 11 server farms . The systems development process was also reengineered thus enabling the company to focus intensely. The results were positive,by the end of year 1994 the company registered a profit of 5 billion USD on revenue of 64 billion USD.Gerstner strongly believed in Putting customer first. He made sure that Individual sales group was formed and spearheaded by experienced managers dedicated for supporting the customers Phase 3: Emerging Opportunity Gerstner soon realised that eventhough the company could be recovered from its current state, it may not gain its supremacy as Tech Giant,with its current Business model. He started to focus on ‘Emerging Opportunity' provided by the Internet. By 1995 he decided that the company would focus on e-business.E-business was projected as IBM's strategy vision . Enormous capital were invested in Internet Products and services & many aquistions were done,which helped the company to shift from software applications to middleware. The two major acquistions were Tivoli btought for 700 million USD and Lotus for 3. 5 billion USD Phase 4: Business Transformation By end of 1999 with its current business IBM's innovation process continued to be focused within silos of existing line.Gerstner wanted to change this and the concept of ‘Horizon' was developed where the current and emerging business opportunities was classified among three Horizons H1 – Mature Business H2 – Rapidly growing business H3 – Emerging business Each Horizon had different organizational and leadership model to cater its different needs. Reasons for failure IBM ignored its commitment to customers to provide efficient high quali ty technical and customer support,moreover they tried to compete in every product category which eventually made them as Jack of all trades and master of none.

BA 488 first section Essays

BA 488 first section Essays BA 488 first section Essay BA 488 first section Essay Essential Questions BA 488 1) What is personal selling? Relationship based selling 2) Explain the difference between traditional transaction focused selling and trust- based relationship selling. transaction based ends after the sale 3) How does personal selling contribute to society, businesses, and customers? Strengthens relationships leading to increased sales and productivity 4) Briefly describe the five alternative approaches to personal selling. Which are more transaction based and which are more trust-based? Stimilus Response-scripted Mental States- Curiosity_sales Need satisfaction Problem Solving consultative 5) Briefly describe the three major phases of the trust-based sales process. Understanding customer value -creating and communicating value and delivering value CH2 1) Trust is a very complex concept. What five questions that are commonly asked by customers are answered when the salesperson is trusted? 2) Identify and describe the five characteristics of a salesperson that help that salesperson to earn a customers trust. How can a salesperson demonstrate each of the characteristics? . Expertise, compatibility, customer orientation, dependability and candor ) In order for salespeople to earn customers trust, they must be knowledgeable in several different areas. Identify and briefly describe the various types of knowledge a good salesperson should possess. Why is it important for salespeople to have a good knowledge base in each of these different areas? a. Industry, company, produ ct, service, price,market,competitor, tech 4) Assume you get a Job as a sales representative. How can you determine which sales practices are ethical and which are unethical? Company laws and guidelines 5) American society clearly defines some practices, such as deception, as unethical. Identify three practices that qualify as deception. a. Exagerating benefits, unfounded answers withholding information 6) Some sales practices are deemed so unethical by our society that engaging in them has legal consequences. Describe four things you as a salesperson should not do to avoid any legal problems for yourself and your company. a. Bribery, Product liability, negligence, basis of the bargain CH3 1) Briefly describe six ways that business markets differ from consumer markets. a. Trained purchasing professionals, ritualized, buying teams, chasing demand, larger ccounts, more buyer power, concentrated demand 2) Outline the steps of the business buying process. What does the buyer do in each step? What opportunities for involvement and/or influence does the seller have in each step? a. Recognition of b. Determining quality needed c. Quantity of item needed d. Qualification of potential sources e. Acquisition andAnalysis of proposals f. Evaluation of proposals and selection of suppliers Selection of order routine g. h. Performance feedback 3) Some salespeople find it useful to categorize buyers various needs. How can this be helpful toa salesperson? Describe five types of needs that buyers may possess. a. Functional Needs- Features and prupose desired b. Situational Needs- Ability to meet demands-timely-capacity c. Social Needs- Benefits of associations d. Psychological Needs- Assurance and strong appeal e. Knowledge needs-How something is made/upkept 4) Many business buyers use a compensatory multiattribute model to make buying decisions. When you, as a salesperson, think that your potential customer is using this type of model, what can you do to give your company the best chance of coming out on top (that is, of being chosen as the provider)? Ask what they hold in high regards 1) Satisfying buyers is extremely important in sales because satisfied buyers become repeat buyers. Identify and describe the two types of attributes that influence buyer satisfaction. Which have the greater influence on satisfaction? What can you as a salesperson do to ensure that your customers are satisfied? 2 ) Describe the three types of business buying decisions. Assuming you are the salesperson, how will your involvement in the purchasing process differ for each type? Straight Rebuy, electronic data interschange Low Modified Rebuy Moderate New Task High ) Your text describes four different communication styles based on the communicators degrees of assertiveness and responsiveness. Briefly describe each of these communication styles. How can you identify each of the styles? What should you do to communicate effectively with people exhibiting each of the styles? High Responsive Low Low Assertive Amiables-Relationship oriented, slow paced. Low R, Low A Analyticals-Task oriented, Slow Pased High R high A Expressives, Relationship oriented and fast paced Drivers Task oriented and fast paced buying center). What is a buying team? Describe the different roles of buying team embers. What are some of the things that you as a salesperson must do to effectively sell to a buying team? Initiators†find the need Influencers†Engineering Users†evaluate how it will affect their Job users serve as both AA DECIDERS-Make the call Purchasers†Negotiate terms Gatekeepers†le secretaries CH4 1) One of the most important, if not the most important thing for a salesperson to do is to ask the customer relevant, timely, and well crafted questions. Describe the different types of questions you could use as a salesperson and the purpose(s) that each type of question serve(s). . Open ended, Closed ended, Multiple choice, probing, evaluative, tactical, Reactive 2) There are so many different types of questions and objectives you may want to accomplish that it is helpful to organize questions into an easy to remember system. One system you could use is the SPIN system. Describe the steps of SPIN. What is your goal (as the salesperson) in each step? What characteristics should your question(s) possess in each step? Provide an example of a question that you would ask in each step. SPIN Situational Question- ascertain who the supplier is, purchase decisions Problem Questions- current problems with suppliers products etc Implication Questions- Help buyer reach decision†IE how does this affect profitability Need-payoff Questions- Solutions†would increased deliveries increased productivity? 3) ADAPT is another questioning system that you could use. Describe the steps of ADAPT and answer the same questions for ADAPT as you did above for SPIN. ADAPT logic based funneling system Assesment†open ended general assessments Discovery†Probe into assessment discoverys to uncover potential gaps Activation† Show the negatives of the problem from previous steps to pique interest Projection† Speculate as to what life would be like if problem would be solved Transiton, Segway †so having a supplier who is on time is important to you? If I can show you how we can be that would you be interested in purchasing.. 1. In order to successfully sell products, services, ideas, or yourself, you need to listen well. By the way, listening well will also help you to succeed in other aspects of your life, including being a student, an employee, a boss, a partner, a spouse, a parent. the list goes on and on! ) Although we seem to listen all the time, most of us dont listen well very often ecause listening effectively takes effort and dedication. Describe six things that you need to do while listening in order to listen ef fectively. Pay attention, Monitor Nonvervals, Paraphrase and repeat, make no assumptions ask clarifying questions. Encourage buyer to talk. Visualize. 2. Now lets think about what is going on in your brain as you listen. The SIER model breaks down active listening into four steps that must be carried out thoroughly and in the proper order to achieve active listening. thoroughly complete each step before moving on to the next. SIER Sensing- Actually listening Interpreting† summarizing key points and asking questions Evaluating†seeing if you agree Respondingparalinguistic 3. Weve all heard the phrase, A picture is worth a thousand words. Studies in cognitive psychology seem to support this statement. People remember pictures far better than they remember words. Identify some ways that you as a salesperson can leverage buyers bias towards remembering images to engage in more effective sales dialogue. Abstract words and phrases, be graphic, bursting with flavor, concrete descriptions 4. Much of our communication is nonverbal. What percentage of the meaning contained in communication is co nveyed through nonverbal behavior? How might a buyer express particular meanings through nonverbal behavior? You should know a couple of behaviors that are warning signs that the sales call is not going well, and a couple that indicate that the buyer is interested. ) How can you as a salesperson express positive messages through your own nonverbal cues? 50 percent, Facial expressions, eye movements, body language, posture and orientations, proxemics CH5 1. What is prospecting? Why is it important for salespeople to prospect? The finding of new customers 2. Strategic prospecting involves generating, qualifying, and prioritizing sales opportunities. Describe the characteristics that distinguish a suspect from a prospect. (Hint: the acronym MAD is useful for remembering these characteristics. ) Why is qualifying and prioritizing prospects important? 3. Describe the four main sources of prospects outlined in your book. What is a referral? Who could you ask for a referral? How could noncompeting salespeople be helpful to you in your prospecting? Where can you look within your own company to find new prospects? Which sources are likely to produce the most promising prospects? Cold canvasing†cold calls referrals introductions Networking†centers of influence, non-competing sales people Company Sources† records, advertising inquiries trade shows seminars Published sources†directories commercial lead lists 4. Describe the five elements of a strategic prospecting plan. Explain why each is important for effective prospecting. Allocating time Keep records Stay positive Evaluate Set Goals 5. What preliminary information should you gather before contacting a prospect? Where could you look for this information? Internet

6 Common Resume Mistakes That Make Recruiters Cringe

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Is a universal concept of Human Rights possible Essay - 1

Is a universal concept of Human Rights possible - Essay Example The Commission, under the chairmanship of Eleanor Roosevelt, drafted the Universal Declaration of Human Rights which was officially adopted by the UN representatives from all over the world on 10 December, 1948. The Declaration emphasized that human rights are universal regardless of person’s nationality, religion, race, cultural, economic, and social background. However, since the adoption of the Universal Declaration of Human Rights, the world has significantly changed. The Cold War era, rise of Taliban, radical Islamism, Gaza conflict, the Middle-east War, North Korean dictatorship, recent Ukraine and Syria crisis, Charlie Hebdo attacks, constant tensions in African and south Asian regions, growing global poverty, homelessness, unemployment, violence, crimes, pollution, and the increasing North/South gap in the access to resources and wealth have regularly highlighted the failure of the UN Council and its Commissions in protecting human rights of common people around the world. The end of the Cold war led to the number of desperate attempts to establish â€Å"a new world orders.† But, such attempts have caused more social conflicts than solutions. The introduction of advanced technologies, fast transport means, and globalization began to bring people from various ethnic, social, cultural, and religious backgrounds together involunt arily and voluntarily. In the process of adjusting to pluralism, the tensions, conflicts, and confusion between people from different culture have significantly intensified. As Samuel Huntington have states, the clash of civilizations is the most visible and bitter truth of today’s world. The universality of human rights declaration has caused a stir in a political and social field since its proposal in 1947. The ideas of right and wrong, good and evil that exist in one society may not match with the