...DEATH OF A SALESMAN Study Guide for Teachers World-Class Theatre in the Heart of Vermont 703 Main Stre e t , W eston, V T 05161 www.westonplayhouse.o rg The Weston Playhouse Theatre Company The 2010 WPTC Teacher’s Workshop and the School Matinee and Touring Production is made possible in part by grants from: The Bay and Paul Foundations Mountain Room Foundation National Endowment for the Arts The Shubert Foundation The Vermont Country Store and The Orton Family Vermont Humanities Council and the National Endowment for the Humanities With additional contributions from: Black River Produce Berkshire Bank Clark’s Quality Foods Price Chopper’s Golub Foundation Ezra Jack Keats Foundation Okemo Mountain Resort Thrifty Attic …and an ever growing family of individuals who believe in the impact that the performing arts can have on its community. This Teachers Study Guide was compiled and edited by Rena Murman. Credit and thanks to the following theatres for materials used or referenced from study guides created for Death of a Salesman: Guthrie Theatre, Minneapolis, MN; Kennedy Center, Washington, DC; Lyric Theatre, London; Royal Lyceum Theatre Company, Edinburgh; Yale Repertory Theatre, New Haven, CT. © 2010 Weston Playhouse Theatre Company, a nonprofit 501(c)(3) educational and cultural institution. WPTC Performance Guides may be duplicated at no charge for educational purposes only. They may not be sold or used in other publications without the express written consent...
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...become enthusiastic, act enthusiastic. 2. Remember the one sentence uttered by Walter LeMar Talbot. “After all this business of selling narrows down to one thing, just one thing, seeing the people. Show me any man of ordinary ability who will go out and earnestly tell his story to four or five people every day, and I will show you a man who just can’t help making good!” 3. If you want to overcome fear and develop courage and self-confidence rapidly, join a good course in public speaking. Not just a lecture course. Join only a course where you make a talk at every meeting. When you lose your fear of speaking to an audience, you lose your fear of talking to individuals, no matter how big and important they are. 4. One of the greatest satisfactions in life comes from getting things done and knowing you have done them to the best of your ability. If you are having trouble getting your ability to think, and do things in the order of their importance, remember there is only on way: Take more time to think and do things in the order of their importance. Set aside one day as Self-organization day, or a definite period each week. The whole secret of freedom from anxiety over not having enough time lies not in working more hours, but in the proper planning of hours. p. 82 - PART 2: Summary 1. The most important secret of salesmanship is to find out what the other fellow wants, then help him find the best way to get it. 2. If you want to hit the bull’s-eye, remember...
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...you begin to believe you are moving forward you can be eternally unsure of the direction you are moving. At this point, the race to the top can drive you crazy. In Arthur Miller’s play A Death of a Salesman, the central character Willy Loman embodies the American dream and he is certainly mad. In the story, Willy works as a growing salesman who is getting older and tiring from travelling for work for small returns. His hard work goes unrewarded as each paycheck goes right into the house which always needs to be serviced and mended. This house as it gets to be paid off after 25 years finally becomes owned by the family who ironically may soon not live in the house together. Willy’s family consists of his humble and caring wife, Linda, and his two handsome and able-bodied sons Happy and Biff. The story centers around the external conflict of Willy pushing Biff to be what he wants him to be and Biff’s internal conflict of what it is he would like to do with his life. Death of a Salesman is considered by many to be a tragedy as the play’s events lead to the ultimate suicide of its central character. The play does not lend itself to be a tragedy in a normal sense but a tragedy for all who have succumbed to or at one time believed in the American dream. William Hawkins claims in his review of...
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...[pic] MANAGEMENT REPORT INTRODUCTION 3 PLANNING 5 ORGANIZING 11 ANALYSIS OF THE ORGANISATION STRUCTURE 13 LEADING 17 LEADERSHIP STYLE 17 CONCLUSION 21 SWOT ANALYSIS 21 INTRODUCTION The focus of this report is basically to analyze the different management functions at Coca cola beverages Pakistan limited Karachi. These functions include planning, organizing, leading and controlling. History: International: Coca-Cola laid the foundation of the beverage industry when it was formed in May 1886 in Atlanta. However it was not until 1895 that the idea of selling coke in bottles was introduced. With the passage of time Coca-Cola gained popularity and its product began to get recognized internationally. Thus from its mere beginning in 1886 Coca-Cola has now been transformed into a strong multinational with its product being currently recognized all over the world. Coca-Cola, in fact, has now become one of the most famous and widely consumed brands in the world. It has not only established its footings in the beverage industry but is currently heading the list of the most financially sound companies in the world. Pakistan: Although Coca-Cola is not a new name for the local market, Coca-Cola Beverages Pakistan Limited (CCBPL) began its operations on 26 May 1996 in Pakistan. Coca-Cola Beverages Private LTD (CCBPL) is a joint venture between Coca-Cola International, Fraser and Neeves Singapore...
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...HOW TO SELL ANYTHING TO ANYBODY – JOE GIRARD Page 1 of 13 About the Author _ “ The World’s greatest salesman “ - The Ginness book of Records named him , twelve times “ Number One Positive Thinker “ - Dr. Norman Vincent Peale , author of The power of positive thinking Introduction:“Salesmen are made, not born. If I did it, you can do it. I guarantee it “ says Mr Joe Girard, . On January 1 st 1978, Joe Girard quit selling cars. During his fifteen- year of selling Cars (1963 – 1977) he sold 13001 cars at retail. Most of his time is now spent in writing books and columns, giving lectures, sales rallies and consulting. In this book the author describes his own life experience of how he became the number one salesman in the world. Some salient points from his above book are given below: - 1 Winning Bloodless Victories • When a salesman sells there is no loser. Both the buyer and the seller win if it’s a good sale. • If you think the sale ends when ,like they say in the car business , you see the customer’s taillights,you’re going to lose more sales than you ever dreamed of. But if you understand how selling can be a continuing process that never ends, then you’re going to make it the big time. • We are talking about automobiles. People buy them about every three or four years and even less often among the middle and working –class people who were most of my sales. If you are selling clothes or booze or things that people buy a lot more often, getting them back again and again...
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...ABSTRACT The dynamic role of management functions in Coca-Cola Beverage Limited planning &organizing process has been highly emphasized. This department has been identified asthe means through which the rapid industrialization and other developmental goals of theorganization can be achieved. This report explores the role of recruitment & selection process of the organization. This report provides a defined role of other departments inthis process, role played by Head Office in this process, internal & external support of different departments in this process. The findings about Coca- Cola’s strengths,weekness, opportunity and strengths. PART 1: 1: INTRODUCTION The focus of this report is basically to analyze the different management functions atCoca cola beverages Pakistan limited Karachi. These functions include planning,organizing, leading and controlling. 1.1: HISTORY International: Coca-Cola laid the foundation of the beverage industry when it was formed in May 1886in Atlanta. However it was not until 1895 that the idea of selling coke in bottles wasintroduced. With the passage of time Coca-Cola gained popularity and its product beganto get recognized internationally. Thus from its mere beginning in 1886 Coca-Cola hasnow been transformed into a strong multinational with its product being currentlyrecognized all over the world. Coca-Cola, in fact, has now become one of the mostfamous and widely consumed brands in the world. It has not only established...
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...vector of possible attack against a company and must be proactively defended against data theft, data loss, and corporate espionage in order for a company to maintain a secure enterprise environment, minimize downtime, and maximize productivity. Project Goals and Objectives There are several goals that will be accomplished during this project: explore the hardware problems, explore the software problems, explore the policy problems, and give real world examples. The objectives are: provide example hardware solutions, provide example software solutions, provide example policy solutions, and to provide a concise best practices guide in the conclusion. Project Deliverables The deliverables of this project are the review of other works, the discussion, and the conclusion. The review of other works will look at several different articles and reports from at least 5 different sources and...
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...She also fought a powerful sex drive” (Alexander, “Rough Magic: A Biography of Sylvia Plath). In Egeland’s book she blames Sylvia’s psychotic disturbance and death on Plath’s father. Egeland states, “Plath’s unnatural love for her father made her hate all men after he abandoned her by dying” (Egeland 185). Sylvia writes in Daddy, “At twenty I tried to die/ And get back, back, back to you” (Plath, “Daddy”). Her sorrow for her father’s death when she was a child followed her throughout her life; growing as time went on. A book by Sara Alonso and Paula Hernandez states “More than half of those who experience a single episode of depression will continue to have episodes that occur as frequently as once or even twice a year . . . Left untreated, depression can lead to suicide” (Alonso, Hernandez, “ Women and...
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...attention out the most about the leadership style of Steve Jobs, is that he is very charismatic. People often say there is some sort of "aura" about Steve Jobs which makes well respected and followed. Employees do enjoy working with Steve Jobs, as they feel really inspired, true, happy, focus and important. Steve Jobs does an excellent job keeping everyone on track with the companies (Apple) vision. He can do this by being an excellent charismatic leader, visionary, and focused on the longer term rather than short term. ( The famous pose by Steve Jobs ) Apple has some of the greatest smart minds in the world, which can be quite difficult to manage if you ask me. This indicates that Steve Jobs attracted great minds to work under him. This is an inspiration to me and it would be a dream job to work under him. Let me tell you a little about his background, Steve Jobs was born on February 24th, year 1955, in San Francisco, California. It all started when Jobs mother decided to put him for an adoption, because at the time she was not married and had no money. Later on, she found out that his future parents, Justin and Clara Jobs did not graduate college. So she agreed to sign the adoption papers but only after they promised that they would give him the opportunity to go to college. Steve Jobs...
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...cautionary tale regarding theAmerican Dream.[1][2] Fitzgerald, inspired by the parties he had attended while visiting Long Island's north shore, began planning the novel in 1923 desiring to produce, in his words, "something new—something extraordinary and beautiful and simple and intricately patterned."[3] Progress was slow with Fitzgerald completing his first draft following a move to the French Riviera in 1924. His editor, Maxwell Perkins, felt the book was too vague and convinced the author to revise over the next winter. Fitzgerald was ambivalent about the book's title, at various times wishing to re-title the novel Trimalchio in West Egg. First published by Scribner's in April 1925, The Great Gatsby received mixed reviews and sold poorly; in its first year, the book sold only 20,000 copies. Fitzgerald died in 1940, believing himself to be...
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...Open Access Scientific Reports Open Access Scientific Reports Patelia, 2:4 http://dx.doi.org/10.4172/scientificreports709 Review Article Open Access Open Access Managing Motivation in a Difficult Economy Emanual M Patelia* Department of Pharmacology, University of Bedfordshire, Luton, LU1 3JU, England, UK Abstract The major purpose of this statement is to find the solution for the employee’s motivation in the crashing economy. This statement considering with the Morgan Moe’s chemist; they had been faced a distress due to negligence of motivational factor with their employees and due to this thing their revenue were declined and that’s the reason they have been facing the serious economic bind. The significance shows that the employees of Morgan-Moe’s were not persuaded with their Protagonists and Accountabilities; due to this thing their employer were leave the organisation on daily basis. In this statement I majorly focus on how management can motivate their employees to generate more and more revenue? I have point out the five principles which you provide me and provide which one is best for the Morgan Moe employees. With the help of this statement student can easily understand how they can motivate the people; because motivation plays a significant role for every type of matter. Keywords: Protagonists; Morgan-Moe’s; Significance; Motivational factor Introduction The technique that metaphors for an individual strong point, course and determination...
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...FIRST, BREAK ALL THE RULES What the World’s Greatest Managers Do Differently By Marcus Buckingham and Curt Coffman THE SUMMARY IN BRIEF Based on in-depth interviews with more than 80,000 managers at all levels (and in companies of all sizes), the Gallup Organization’s Buckingham and Coffman reveal in this summary what great managers do differently from ordinary managers to coax world class performance out of their workers. Great managers, write the authors, routinely break all the rules. They take the conventional wisdom about human nature and managing people and turn it upside down. In this summary you will learn which conventional wisdoms to ignore. First, you will find a simple list of twelve questions that will help you assess whether your workplace is the kind of place that will attract and keep the best employees. You will then learn the four keys for unlocking the potential of each and every one of your employees. The first key is to select employees based on talent rather than experience o intelligence. This r summary will help you learn what talent is and why you can’t create it from scratch. The second key is to evaluate performance based on desired outcomes rather than direct control over the way a worker performs his or her job. You will learn how to define outcomes so performance can be measured and tracked. The third key to great management is to reject the conventional wisdom that people can be fixed. Focus on strength, the authors...
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...FIRST, BREAK ALL THE RULES What the World’s Greatest Managers Do Differently By Marcus Buckingham and Curt Coffman THE SUMMARY IN BRIEF Based on in-depth interviews with more than 80,000 managers at all levels (and in companies of all sizes), the Gallup Organization’s Buckingham and Coffman reveal in this summary what great managers do differently from ordinary managers to coax world class performance out of their workers. Great managers, write the authors, routinely break all the rules. They take the conventional wisdom about human nature and managing people and turn it upside down. In this summary you will learn which conventional wisdoms to ignore. First, you will find a simple list of twelve questions that will help you assess whether your workplace is the kind of place that will attract and keep the best employees. You will then learn the four keys for unlocking the potential of each and every one of your employees. The first key is to select employees based on talent rather than experience o intelligence. This r summary will help you learn what talent is and why you can’t create it from scratch. The second key is to evaluate performance based on desired outcomes rather than direct control over the way a worker performs his or her job. You will learn how to define outcomes so performance can be measured and tracked. The third key to great management is to reject the conventional wisdom that people can be fixed. Focus on strength, the authors urge, not on weaknesses. You...
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...Executive Summary A. Market Study Food and parties have been a part of the culture of the Filipino. Filipino have always been a food lover, be it traditional food or food from another country. Hot is an adjective word that means having or giving off heat; having a high temperature; showing intense; requiring immediate delivery or correspondence; demanding priority. Spot is a noun word that means a place or locality; a specific position in a sequence. The owners chose this name because of the very reason that it is catchy and the word itself is explainable; it will be easily understood by their chosen target markets. Also, the owners thought of using this name because their main mission is to serve their customers with products that are warm and fresh. It features a variety of menu such as salads, pasta, hamburgers, rice meals, desserts and beverages hot or cold, alcoholic or non-alcoholic. It is also known for having the best ambiance having a laid back style with a twist of modernized furniture. Rest assured that Hotspot bar restaurant will maintain its security well. Hotspot bar and restaurant is an establishment that is very flexible and in its operations, it will make sure to cater to the needs and wants of every individual of all ages. B. Technical Study Burgers was introduced to the Philippines by the Americans, since then the Filipinos are fond of eating burgers. Hotspot bar and restaurant wants to be known for their best tasting burgers but they...
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...will be put in place A Prospect - a potential buyer interested in the seller’s product Quotas are quantitative objectives used to direct sales force activity and evaluate performance. Sales territory – all the actual and potential customers often within a specific geographic area, for which the salesperson has responsibility Sales management is the management of Personal Selling function. Personal Selling is a person to person process by which the seller learns about the prospective buyers want and sees to satisfy them by offering suitable goods or services and making a sale. (Keokemoer 2005) Selling is convincing the prospect to convince him or her to buy a product or service. Buyers can buy without a salesman being presented but they tend to buy minimum quantities and to confine their orders to known lines. Importance of Salespeople in management A sales function covers such activities 1. The presentation, demonstration and sale of company goals, negotiation on quality price and delivery etc 2. The continuous examination of the market and reporting on competitive methods , profits and prices. Reporting on shortages oversupply and changes in trading conditions 3. The maintenance of adequate stocks of his company ‘s good by distributors and users. Care in ensuring that customer keep the goods under...
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