...1. Price Waterfall Analysis Firms must understand how sensible the prices are that your current negotiation process is leading to. 1.1. Action plan. • Plot the price paid against the number of units bought by the customer. Often it becomes evident that your best (high-volume) customers are paying more per unit than your less profitable customers. This is not a recipe for happy and long-term relationships. • One often-recommended solution is to construct a ‘price waterfall’ chart. This allows you to work out the true net price for each customer. – Start with ‘Transaction price’ – Net Rebate – Net Allowance – Net Discount – Calculate final ‘Pocket Price’ 2. Negotiation Price often looms larger in sales reps minds than in repeat buyers minds. You do not know if the price is too high until you lose the sale • Establish economic value before discussing price • Be the first person to bring up price: If you dont talk price, your customer will. – 94% of sales reps do not talk price until their customer does – 1/3 will not say price ever, will only write it down or point 1 2 B2B NEGOTIATIONS 2.0.1. Implement Pricing Policy via a Price Menu. • Establish consistent, transparent criteria for discounting -Fixed prices, Flexible offers • Never give ad-hoc discounts to repeat customers • Reward loyalty and trial, not sheer volume Study of 64 firms who dropped vendors • Price was reason vendor was dropped 8.1% of the time • 70.2% delivery problem • 9...
Words: 513 - Pages: 3
...MASSIE CASE do any of the witnesses contradict each other, or themselves? Yes, because the main character Thalia claimed that she was raped by 5 men and that it was too dark to even notice their face or the vehicle, because it was too dark it's surprising that she even claimed that the 5 men were local hawaiians instead of 5 white men. What important details are missing, and how might you go about looking for them? Some important details that are missing are DNA to show that she was raped by that ethnic or anyone, beside the fact that she did drink a lot and they caused scenes, and also when she went to go see a UH psychologists and after a session with him the psychologists said that she was a disturbed young lady. What information is missing? There is a bunch of information that is missing like where she was kidnapped, because she doesn't even remember where at because the fact she was walking down a dirt road, A couple witnessed that thalia walked away with another white man, which wasn't her husband. How would you describe the news coverage at the time of the incident? Cite examples. News coverage was huge, because it was a white woman claiming that she had been raped by 5 z local hawaiians and samoans. It was so huge it was known across the nation from hawaii to the e east coast and back. It was on the news...
Words: 1587 - Pages: 7
...failure. The N.I.H. concluded, six years into a planned eight-year study, that for these patients, pushing blood pressure down far below currently recommended levels was very beneficial. Ending a study early is rather unusual. In such cases, studies are stopped not by the investigators, but by an independent group of expert scientists who monitor the trial for evidence of unexpected harm or benefit that requires swift action. When a trial is halted early it is a surprise to the researchers who must not only move quickly to notify the participating doctors and subjects, but also decide how to communicate the results. The usual practice is to make a public announcement with an interpretation of the findings and then finalize the database and write the paper. The N.I.H. followed this playbook, and the media reported that the findings supported more vigorous treatment of high blood pressure, treatment that could be lifesaving. It was reported as major news. The problem is that many details of the study have not been released. It will be months before...
Words: 1110 - Pages: 5
...also demands a fair bit of creativity apart from consistent quality. But when you have both, writing can be a fulfilling calling indeed. This small content/copy writing interview guide lists the interview questions common to all jobs apart from focusing on the questions more likely to be asked in any interview for a content or Web copy writer. While I was planning to write a small content writing interview guide for a long time what finally made me put my fingers to the keyboard was the truly vast experience gained after giving 11 interviews in 14 days! Persistence does pay at the end of the day. The Getup: As content writing is a relatively informal job, even an informal getup with a semi-formal shirt should do fine. No need for any tie or suit. Punctuality: This is a must irrespective of the job you apply for. Make sure you reach the venue at least 15-20 minutes before the appointed time and put your documents or reference of past work in order and do remember to have an attractive resume in hand. 1) Tell me something about yourself. This is the most common interview question which will almost certainly be asked to any candidate. While it seems a pretty straightforward question many find it the toughest as it’s quite open ended and people fumble when required to speak about themselves rather than about their work and/or skills. But fear not friends. The question is asked merely to know more about your personality than actually seeking your personal details. The best...
Words: 3539 - Pages: 15
...of Ford through the analysis of Outliers Why are some people successful, while others tend not to be? Is there some sort of pattern that can explain this phenomenon? These questions lead to a network of different answers in Malcolm Gladwell's book Outliers: The Story of Success. Gladwell tries to explain that success is determined by different factors, many of which is beyond a single person's control. He does this by giving real world examples of how these factors can truly make or break a person's chance of becoming successful. By examining and analyzing these certain situations, Gladwell is trying to show how the business world can be approached from a different ethical viewpoint. The ethics behind the stories of the people in the book can be further used to look at Ford as a whole and how Ford can be improved upon using these ideas. The idea of an outlier is that it is a person whose talents and achievements have gained them notoriety and most importantly, success in the field they are focused on. With that being said, Gladwell writes about the stories of different outliers, many of whom achieved certain status by a set of circumstances. One of these examples can be explained through the idea of the 10,000 hour rule. The popular rock band The Beatles can be used to describe this rule. Gladwell (2008) explains that "By the time they had their first burst of success in 1964, in fact they performed live an estimated twelve hundred times. Do you know how extraordinary that...
Words: 1392 - Pages: 6
...work is balancing a healthy and productive work environment. What does this mean in the context of what we have learned? Below are topics of what we have discussed in our studies. Please write your thoughts on these subjects and if you have links to the websites where you found the information tag them to your report. I will take everyone’s thoughts and put them together for a final report and send them to everyone Friday for review. Please have them back by Wednesday instead of Tuesday. I apologize for being vague in my expectations. What is Coca Cola’s culture like? I would say on this question it depends on who you ask. If you ask the Coca Cola company you will get one answer and if you ask the workers you will get another. There are some areas that both probably agree, but there are also different opinions on some areas. Coca Cola states that the culture is defined by our seven core values: leadership, passion, integrity, collaboration, diversity, quality, and accountability (Our Company, 2014). The major theme to the culture seems to be diversity. If you look deeper into the management it seems that the culture is all about money though. Muhtar Kent is the CEO of Coca-Cola and he says that the workers need to have an entrepreneurial mentality and need to feel like they are chasing pennies down a hallway (Bhasin, 2012). If you go even further and look at some of the reviews that workers gave on indeed.com you can get a feel of their opinions. Most seem to agree that...
Words: 1607 - Pages: 7
...brand fall between inertia (people who dont care) to passion(people who care way to much) An example of this people writing reviews that are happy or angry are very passionate Economies of scale- The more we make of an item the lower the cost per item will be Understand Marketing mix (4 P’s)/Marketing mix from customer perspective (4 Cs) * Product- Product variety, quality, design, (feat, brand name, packaging,sizing, services, warranties, returns) * Promotion- Sales promotion(sample displays), advertising, personal selling, public relations(press releases), direct marketing(telemarketing) * Price- List price, discounts, allowances, payment period, credit terms * Place (distribution)- channels, coverage, locations, inventory, transport The Four C’s * Customer Solution (Product) * Cost to Customer (Price) * Communication (Promotion) * Convenience (Place) Exchange: the process by which some transfer of value occurs between a buyer and a seller (trade currency) Needs: the recognition of any difference between a consumer actual state and some ideal or desired state Want: the desire to satisfy needs in specific ways that are culturally and socially influenced Benefit: the outcome sought by a customer that motivates buying behavior that satisfies a need or want Demand: customers desires for products backed by an ability to pay. · Criteria for a market Demand? Don’t know if this answers the question, but here’s...
Words: 2210 - Pages: 9
...আইবিএর সম্পূর্ণ প্রস্ততি এর পোস্ট। আশা করি এর পর আর কোন বিষয় নিয়ে তেমন কোন সমস্যা হবে না। ১। আজকে আমরা আসুন, IBA এর primary level অর্থাৎ কিভাবে একদম শুরু থেকে শুরু করবেন, সেই বিষয় নিয়ে আলোচনা করব । অনেকেই আছেন যারা আমার মত দুর্বল ছাত্র কিন্তু প্রস্তুতি নিতে চাচ্ছেন, কিন্তু ভয় পাচ্ছেন। দেখুন ভাই IBA প্রস্তুতি কিন্তু এমন কিছু না যে খুব মেধাবী না হলে হবে না, তবে হ্যাঁ patience level বেশি হতে হবে। যারা একেবারেই দুর্বল তাদের উচিত, প্রথমেই রিডিং এর প্রতি আগ্রহ বৃদ্ধি করা। এই জিনিসটা কাজে লাগে english, math, analytical , writing সকল ক্ষেত্রে। কারণ প্রশ্নও আসবেই english এ। তাই ইংলিশ না পারলে কোন কিছুতেই কোন কিছুই হবে না। অনেকেই বারবার আমাকে বলেন, যে ভাই পেপার পড়ি কিন্ত বুঝি না। আরে ভাই, কমপক্ষে ৪ থেকে ৫ মাস পড়েন , তারপর বলেন যে কিছু বুঝেন নাকি না। আমি এখন ও যে খুব ভাল পারি এই দাবি করি না। আমার এখনও মনে আছে, যেদিন প্রথম englsih newspaper নিয়ে বসেছিলাম, সেদিন ৪ ঘণ্টা ব্যয় করে ছোটো একটা লেখা বুঝতে পেরেছিলাম। believe me, enlish এ D গ্রেড পেয়েছিলাম। খুব দুর্বল হলে বেশি কষ্ট করতে হবে, এটাই natural , আপনি কেন ভাবছেন, যে আপানার এত serious problem খুব সহজেই দূর হবে। অতএব কষ্ট করবেন, pain খাবেন, এগুলো মাথায় নিয়ে যুদ্ধে নামতে হবে। একবার ভাবেন জ্বর হলে সহজে সেরে যায়, কিন্ত টায়ফয়েড কি সহজে সারে। ১৫ বা ১৬ বছর স্রেফ মুখস্ত করে পাস করেছেন, pain খেতে হবেই। এবার আসি কিভাবে পড়বেন , মনে রাখবেন, একটা লেখাতে তে লেখক সর্বদা একটা কিছু বলতে চান, তাই প্রতিটি ওয়ার্ড and sentence এর উদ্দেশ্য বুঝতে হবে। সময় লাগবে , no problem । in the long run, আপনার ভাল হবেই। আমি মূলত যে কথা বলতে চাই তা হল আমি আপনাকে যদি লাল...
Words: 2886 - Pages: 12
...HISTORY: IKEA is a globally famous home furnishing retailer. IKEA was founded by a 17 years old boy Ingvar Kamprad in 1943. It has grown rapidly and today it is the world's largest furniture retailer, known for its cost control, operational details and continuous product development, allowing it to lower its prices while continuing its global expansion. Since then, the IKEA Group has grown into an international retail brand with 131,000 co-workers in 41 countries generating annual sales of more than 24.7 billion EURO. IKEA carries a range of approximately 9,500 products, majority of which is flat-pack resulting in reduction in costs and packaging. This wide range is available in all IKEA stores and customers can order much of the range online through IKEA’s website. IKEA stores include restaurants and cafés serving typical Swedish food. They also have small food shops selling Swedish groceries. The biggest sales countries are Germany, USA, France, UK and Sweden. Competitive prices are one of the foundations of the IKEA concept and help to make customers want to buy from IKEA. This low price strategy is united with a wide range of well designed, useful products. IKEA’s products provide for every lifestyle and life stage of its customers, who come from all age groups and types of households. This is vital in times when the retail sector is depressed, as it increases IKEA’s potential market. I have selected The Home Depot for comparison with IKEA which are one of the largest...
Words: 5292 - Pages: 22
...30Chapter 7 major topics: -Keyboards- Input device that contains keys you press to enter data and information into a computer or mobile device -Pointing devices -Mouse- fits under palm of your hand comfortably -as you move the mouse, the pointer on the screen moves with it -Touchpad- small, flat, rectangular pointing device - sensitive to pressure and motion -move finger on the touchpad in direction you want pointer to go -Pointing Stick- ball in-between keys on the keyboard that can control the pointer-- push in the direction you want the pointer to go -pressure sensitive, shaped like eraser on end of a pencil -Trackball- stationary device on the side of the mouse the size of a Ping-Pong ball -Optical Scanners- Light-sensing input device that converts printed text and images into a form the computer can process -Optical Readers- a device that uses a light source to read characters, marks, codes and then converts them into digital data that the computer can process -OCR (Optical Character Recognition) Devices- devices that usually include a small optical scanner for reading characters and sophisticated software to analyze what is read -OMR (Optical Mark Recognition) Devices- devices that read hand-drawn marks, such as...
Words: 3963 - Pages: 16
...* All assigned chapter readings are covered. * All TCOs are covered. * The Final Exam is 230 points total broken out as follows: 5 Short Answer (10 pts each), 4 Essays (45 pts each). * You have 3.5 hours to complete the exam. * SAVE frequently, because when the time limit is reached you will automatically be exited from the exam. * There are 2 pages for the exam. They do not need to be completed in order. * Help Desk phone number: 800-594-2402. * See Syllabus/"Due Dates for Assignments & Exams" for due date information. Week 8 : Final Exam and Looking Ahead - Final Exam ------------------------------------------------- Top of Form Time Remaining: | | Page: 1 2 | Page 1 Question 1.1. (TCO A, B) How is job dissatisfaction reflected in an organization? (Points : 10) Job satisfaction is the collection of feelings and beliefs people have about their jobs. Job satisfaction is a positive feeling about your job resulting from an evaluation of its characteristics as we studied in the last weeks job dissatisfaction is reflected within any organization or company through the attitudes , actions and performance of that dissatisfied employees within that organization, we all agreed in our weekly Discussion that when employees are dissatisfied they are less likely to perform their job effectively and efficiently, show no enthusiasm to go the extra for the company or fellow employees, and tend to be absent a lot, if...
Words: 4148 - Pages: 17
...staff member; and/or * Submit a copy of this assignment to a plagiarism-checking service. This web-based service may retain a copy of this work for the sole purpose of subsequent plagiarism checking, but has a legal agreement with the University that it will not share or reproduce it in any form. * I have retained a copy of this assignment. * I will retain a copy of the notification of receipt of this assignment. If you have not received a receipt within three days, please check with your Unit Coordinator. | I am aware that I am making this declaration by submitting this document electronically and by using my Murdoch ID and password it is deemed equivalent to executing this declaration with my written signature. | Optional Comments to Tutor:E.g. If this is a group assignment, list group members here | If you can, please insert this completed form into the body of each assignment you submit. Follow the instructions in the Unit Information and Learning Guide about how to submit your file(s) and how to name them, so the Unit Coordinator knows whose work it is. Main Research Question How (Mixed...
Words: 3602 - Pages: 15
...passionate debate on the removal of fuel subsidy with which the country has been bedeviled in previous couple of months; the issue of whether the 2012 Appropriation Bill is a budget of fiscal consolidation or retrogression is as timely as it is topical. Transformation is a huge word that the Jonathan administration thoughtlessly uses to describe its aspirations. Is there anything transformational about the 2012 Budget proposals? In the course of presenting the Draft Budget, President Jonathan in paragraph 1 of 81 of his address states “this budget is a stepping stone to the transformation of our economy and country in our walk to economic freedom” and concludes in paragraph 76 thereof that “Mr. Senate President……the Proposal I lay before you this day seeks to sustain sound micro-economic growth that will translate to achieving socio-economic transformation, and gainful employment for our people”. Meanwhile, and perhaps by divine providence, in the afternoon of the same Tuesday, 13th of December; the News Agency of Nigeria (NAN) reported that Nigeria’s biggest power generating plant, Egbin thermal station, with an available capacity of some 1,080MW out of the nation’s meagre total of about 4000MW has been shut down on account of poor maintenance! Thus, whilst the President was preaching a sermon of transformation in the National Assembly, Nigerians were simultaneously experiencing practical retrogression. Worse still, the raging debate on the removal of fuel...
Words: 3932 - Pages: 16
...###Descriptive Practice Set for Bank PO exam### Below are the topics given from previous bank PO, Clerical exams. An essay is given to write on these topics or a report is to be write upto 150 to 200 words 1. The Lehmann Crash 2. The market downslide 3. Leadership is doing the right things; Management is doing things right 4. Corporate Social Responsibility benefits the bottom line 5. Has globalization really worked? 6. Integrity at work 7. Buying options: A matter of trust 8. People: The most important asset of any enterprise 9. The second great crash 10. Management styles: Why things go wrong? 11. Do we need to dress for success? 12. What do Chief Executive Officers do? 13. The element of Risk in management. 14. Outsourcing to reduce risk 15. Management is what managers do 16. Terrorism benefits whom 17. Nation’s growth must be inclusive 18. Chandrayaan – One giant leap for Indian Astrophysicists 19. The secret to winning more gold in the Olympics 20. The ban on smoking- Gimmick or success 21. Why does a nation need forex reserves? 22. What makes you a suitable candidate for an MBA? 23. Is India really shining? 24. What is revenue deficit? 25. What is the job of the Manager? 26. Is democracy working for India? 27. Performance appraisal- A Useful tool for growth 28. Corruption an outcome of Democracy 29. Agricultural subsidies: A Boon or a Bane 30. Do we need a dictator? 31. Does the media need censorship? 32. Reforms in education – a necessity ...
Words: 2968 - Pages: 12
...Methods of Teaching Foreign Language 5 Chapter Two 8 Teaching Vocabulary 8 Textbook analysis……………………………………………………………………………………………………………….....................20 CONCLUSION ...22 INTRODUCTION It seems almost impossible to overstate the power of words; they literally have changed and will continue to change the course of world history. Perhaps the greatest tools we can give students for succeeding, not only in their education but more generally in life, is a large, rich vocabulary and the skills for using those words. Our ability to function in today’s complex social and economic world is mightily affected by our language skills and word knowledge. Words are the primary building blocks of effective communication. Although gestures and facial expressions work well in face-to-face communication, words carry the weight of meaning when people are removed from each other in distance and time.The linguist David Wilkins summed up the importance of vocabulary in this way:”Without grammar very little can be conveyed, without vocabulary nothing can be conveyed”. His view is echoed from a course book (Dellar H and Hocking D, Innovations, LTP):”If you spend most of your time studying grammar, your English will not improve very much. You will see most improvement if you learn more words and expressions. You can say very little with grammar, but you can say almost anything with words!” The aim of the current term paper is to learn...
Words: 8385 - Pages: 34
