...Audience Analysis COM 285 Audience Analysis Audience analysis is “the process of examining information about the listeners whom you expect to hear your speech” (Audience Analysis, para 1.). In this paper, I will describe a situation in which I am presenting quarterly sales information to a group of stakeholders, salespeople, managers and customers, at an in-person meeting. I will also discuss some of the audience characteristics that I must consider, along with finding the appropriate communication channels to use. I will also discuss some factors to consider when given the diversity of the group, and how to ensure that my message that I will be giving is effective. According to Locker and Keinzler (2008), the first step in analyzing an audience is to determine who the audience is. Identifying the audience and their motivations will assist you in learning how to reach them, and what messages to use to accomplish the task (Locker & Keinzler, 2008). Audience Characteristics Determine my Audience. The first step in developing my presentation, I will have to determine who my audience is. This is to ensure that I deliver an effective and clear presentation, with the focus on who is receiving the message. I am already aware that the audience consists of stakeholders, managers, salespeople, and customers. Therefore, given the audience, I can presume that I will be expecting a diverse group of people attending my presentation. Some of the characteristics...
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...leadership, internal and external factors of organization; therefore, the manager must be able to recognize and react to the factors in order to achieve the organization’s goals. Human behavior in the organization is complex and it differs from every individual to another. Organizations face challenges to match the task, manager and subordinate in an efficient and effective way. Manager or Management in the organization should analyze the tasks, required skills and assemble a team that match each other skills; therefore the management can create an enrich and conflict free team which need to perform the job well. This report is based on XYZ Company’s challenges such as declining of Sales, low level of employee morale and low level of motivation. Also other behavioral issues observations such as conflicts in the work place, absenteeism, lack of trust and integrity between the superior and the subordinates, occasional sabotage, high temper people with severe stress. This report is primarily based on the study of the MARS model, type of individual behavior in organizations and ethics and values in the workplace. Also this report contains the solution for the above problem. Literature Review a. MARS Model MARS model is a model explain individual behavior as a result of internal and external factors or influences acting together. The name of the model is an acronym for individual Motivation, Abilities, Role Perception and Situational Factors. These are seen...
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...Williams Audience Analysis Paper The ability to communicate is a valuable commodity for anyone at anytime. To communicate effectively is paramount for all positions within an organization. Regardless of the role of service in an organization, the ability to articulate clearly and in a concise manner is rudimentary for all open and closed communications. Understanding your audience is essential to the delivery of any message and having the faculty to comprehend your audience motivations and the appropriate communication channel to reach them is half the work of an audience analysis (Locker & Kienzler, 2008). As a sales person presenting the quarterly sales information to a group of diverse stakeholders, you must consider the characteristics of the audience, the appropriate communication channel, what considerations to keep in mind given the diversity of the group, and methods to ensure the message is well received. Audience Characteristics Since the audience consists of stakeholders, including managers, salespeople, and customers, the presenter must determine the role of each audience participant. This would be identifying who are the gatekeepers, the primary audience, the secondary audience, the auxiliary audience, and the watchdog audience (Locker & Kienzler, 2008). Demographics are essential to the uniqueness of an audience. This would include education, age, gender, group membership, family background, and religious and political affiliations. Also, other characteristics...
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...friendly environment and her acceptance in team and affection as well. For example she kept thinking of pizza lunches and ice cream in Friday afternoons after achieving sale targets. She also preferred to build good communication with her team. When she came at Phoenix she was expecting a protocol from her group members and her boss Campbell. She was so social and friendly that Ruiz did easily convince her to take his resume for higher designation through his good skill of communication or while conversing friendly with her. * She was moderate to high in self-actualization because she was putting her potential to cope with her job. She had a goal too to achieve, she wanted to make phoenix one of the best sales offices but somehow she distracted from her goal and instead fulfilling the requirement of this seat she was trying to accomplish her goal in other means like building good relations with others. | Team Members | Self-esteemNeeds | Self-Actualization Needs | Justifications | Alex Hoffman | High | High | Hoffman had conscientiousness personality type; he had reliability, conformity and organization. Instead of being social and friendly he was hard working and put in effort to achieve his goals. * Hoffman was high at self-esteem because he was so confident about what he was doing to get maximum sales. He had also a dismissive attitude about others and...
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...5. Client Testimonials 6. David R Ednie SalesChannel Europe ©2010 All rights reserved 2 Program Overview Methodology: – Preparation: Hold 1:1 meetings with 3-4 sales and sales support personnel to audit current sales capabilities, skills and possible skills gaps – Program: Build program content and delivery around key selling skills and address any identified skills gaps Program Overview: Review basic sales skills and the selling mindset: – Buyer’s Decision Making process vs. the Sales Cycle – Proposals don’t sell, people do. Always personally present your proposals – Articulating the Value Proposition – questioning & listening comes first – Getting to the Ultimate Decision Maker Develop specific sales skills in the following areas: – Effective prospecting in existing client base – Gaining Access to C-level Decision Makers and what to say when you get there – Using questioning skills to uncover PAIN and identify problems (reduce churn) – Negotiating to win in an increasingly competitive market Becoming a Trusted Advisor – 4 level model of sales professional evolution – Gap analysis: Where are you today and where do you want to be end 2007? – Next steps/Actions Desired Outcomes: Inspire, motivate and engage program participants to take their sales performance to the next level SalesChannel Europe ©2010 All rights reserved 3 Becoming A Trusted Advisor Program Day 1 Day 2 9.00-9.30 Introduction 9.00-9.05 Introduction ...
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...Commitment and Communication Walt Disney‘s new Chief Executive Officer Robert Iger has brought peace to the “Disney Way.” In 2005 Walt Disney named Bob Iger as the new Chief Executive Officer replacing the power reign of Michael Eisner. In comparison to Eisner’s overbearing charismatic leadership Iger has taken the approach of a transformational leader, Different sources of power have changed the level of group communication between employees and managers. The more referent power seen by Iger has opened the flood gates to the channels of communication within the organization. The Walt Disney organizational culture should also implement an effective strategy when motivating employees. Leadership and power can institute a small change in motivation. Implementing the goal setting theory can encourage motivation and a higher level of commitment. Along with goals Walt Disney also has many programs that increase the affective commitment and employee engagement. With Walt Disney’s new CEO leading the way, sources of power, motivation, and commitment are sure impact communication positively. Leadership Eisner used his role as a charismatic leader to enhance his power and allow his personal agenda to take precedence above the Walt Disney goals of the organization (Robbins & Judge, 2011). Charismatic leaders can be insightful however in this case the leadership was extremely autocratic. Organizational communication was limited as the purpose of leadership was not in the best...
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...channels that the company has developed in place play a major role in ensuring business success and the successful passage of information from one part of the organization to another. Understanding the communication channels that a company has aids in understanding the information used. The approaches the company employs in propelling the information and the nature of effects that it produces in the company. Different forms of communication exist and each serves specific functions. These include but are not limited to those listed in the table below: Type of information | Example | Description | Purpose | Source | Verbal | Speech at a company gathering, communication between employees | Passage of a message using verbal means to a group within the company | The purpose of this form of communication is to ensure that a message is communicated in form of a speech. These may occur during a gathering or an avenue through which the passage of a message occurs using verbal means | Top management | Written | Business weekly reports, letters to the management, and letters from external bodies such as an auditor’s reports or letter | Based on the departments and their job roles within the company | The written reports provide support to communicating the weekly progress of the operations of the company | Department heads | On-screen | Price announcements and new product communication, internal announcements on meetings | Use of screens within the organization to provided for passage of...
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...process. After assessing the challenges, there will be a reflective analysis of primary and secondary alternative solutions that will facilitate the course to reaching the end state goals of the company. Finally, after creating mitigating factors and techniques that will help battle any conflicts, the paper will itemize a strategic implementation plan that will allow the successful implementation of changes and solutions to the conflicts. Situation Analysis Issue and Opportunity Identification Riordan is facing numerous issues within this scenario. The diversity with the employee pool is a challenge because of the span of ages and experiences. Each of the groups has extremely different opinions and desires in regard to rewards and motivation. A challenge exists for the leaders to come up with motivational techniques that will be well received by all the employees. The next issue that Riordan has to recognize is the fact that the leadership is not cohesive and collaboration is not present. There are concerns that the programmers are grossly underpaid, that job design should be the focus, that the audit reveals less than competitive wages and the restructuring has left an unclear vision. Third, Riordan’s past problem solving techniques are not working and revamping the approach will allow clarification and proper focus....
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...Assessor name: U YE MYINT Unit Number and title: Unit 20: Sales planning and Operations Qualification: Pearson BTEC Level 5 HND Diploma in Business Submitted by: YAMIN MYO TINT Sales Planning and Operations for Toe Company Contents Introduction 2 Objectives 3 Executive Summary 4 LO 1 Understand the role of personal selling within the overall marketing strategy 6 Task (1.1) Explain how personal selling supports the promotion mix 6 Task (1.2) Compare buyer behavior and the decision making process in different situations 10 “Buying Behavior” 10 Task (1.3) analyze the role of sales teams within marketing strategy 16 LO 2: Be able to apply the principles of the selling process to a product or service. 21 Task (2.1) Prepare a sales presentation for a product or service 21 Task (2.2) Carry out sales presentation for a product or service. 25 LO 3: Understand the role and objectives of sales management 27 Task 3.1 explain how sales strategies are developed in line with corporate objectives 27 Task (3.2) explain the importance of recruitment and selection procedures 34 Task (3.3) Evaluate the role of motivation, remuneration and training sales management 37 Task (3.4) Explain how sales management organize sales activity and control sales output 48 Task (3.5) Explain the use of databases in effective sales management 51 LO 4: Be able to plan sales activity for a product or service 52 Task (4.1) Develop a sales plan for a product or service 52 Task (4.2) Investigate opportunities...
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...Explanation the legal requirement for administrative service..................................... 66) A letter to the plumbers regarding filing system............................................................. 87) Setting up Electronic filing for plumbing........................................................................ 1011) Setting up Stock control system for plumber’s products............................................. 1012) Provide templates for purchase systems........................................................................ 1213) Meeting plan for the clients............................................................................................. 1314) The purpose of meeting is to report sales managers................................................... 1515) Current procedure and policy for meeting ................................................................ 1617) Developing policies and procedures of the company.................................................... 1718) different types of communication for real estate agent............................................... 1719) The...
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...Case 2: Sunflower Fuels The Sales Team 2011 Dave Garlington BA206-W1 11/22/2011 Case 2: Sunflower Fuels The Sales Team 2011 Dave Garlington BA206-W1 11/22/2011 Table of Contents Part 1 Analysis 3 Alternatives 3 Situational Leadership 5 Analysis 5 Alternatives 7 Unable but Willing 7 Unable and Unwilling 7 Contingency Theories of Leadership 8 Analysis 8 Fiedler Model 8 Path-Goal Theory 9 Leader-Participation Model 10 Alternatives 11 Part 11 Alternatives 12 “Transactional Leadership 12 “Transformational Leadership 13 Charismatic Leadership 14 Analysis 14 Characteristics of Charismatic Leadership 15 Process of Charismatic Leadership 16 Alternatives 17 Part 111 Recommendations 18 Works Cited 20 Leadership 20 Situational 20 Contincency 20 Team Performance 20 Part 1 Analysis High Performance Teams In order for any team to have a productive outcome, the team must be able to work on the same level as everyone on the team. Finding the balance where everyone can communicate with one another on the same level can be challenging. It is up to management to find the common ground among the team and build from there. Sunflower’s new CEO, John Clements, is concerned about how the sale’s team has been conducting the overall performance within the team. The team seems to be struggling with a sense of ownership as a whole within the company. Valuable production time and cost are being lost because each member doesn’t have ownership...
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...September 6, 2010 Michelle Maldonado Audience Analysis Paper The paper I have composed consists of various important components of a successful business meeting if used in the correct manner. This paper gives detail aspects of a business presentation of a report of quarterly sales, which has an audience in the following fields. The customers, stakeholders, salespersons and managers are those in this paper I will address as the audience. In this paper I will identify how the audience of different diversity backgrounds would be addressed in a business presentation, and how one would consider their knowledge to further one’s own business organization through analysis. You must consider the audience of communication when constructing a presentation. In order for a meeting to have the full potential one deserves, you must take regard to the structure of writing, and the creation of the design that would uphold the presentation’s foundation. When designing a presentation one must first consider the audience one is presenting. Effective communication will win over the most skeptical in the business world if one has the audience’s interest in mind. When one conducts a meeting consisting of quarterly sales information to more than one audience, one should be aware of how it will affect certain specifics in any given field. The audience will be more concerned about how the detail information would affect his specific business. Business meeting presentations are more commonly used in...
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...behaviour by managers to maximize their utility and from an efficient contracting perspective. Issues arise in regards to earnings management due to the choice of accounting policies, discretionary accruals, and finally the line where management becomes mismanagement. 11.2 Evidence of Earnings Management for Bonus Purposes In 1985 earnings management was researched to see if managers would manage net income so as to maximize their bonuses under their firm’s compensation plans. Healy examined firms whose compensation plans are based on current reported net income only, this is also known as bonus schemes. With a typical bonus scheme, reported net income will have a lower bound called bogey and upper bound called cap. A manager’s bonus will increase as reported net income increases, unless there is a cap at which point the bonus will remain the same as net income continues to increase beyond the cap. A manager will not receive any bonus when income is below the bogey. Healy predicted that when net income is between the bogey and cap is the manager motivated to adopt accounting policies to increase reported net income. Net income that is below the bogey or above the cap would motivate managers to “take a bath” whereby they will try to reduce or minimize net income. By taking a bath below the bogey, managers will then increase the probability of receiving a bonus the following year since current write-offs will reduce future amortization charges. Likewise, managers would...
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...1.What problem of motivation did Archie Norman discover at ASDA? ASDA was one of the most successful retail businesses in the United Kingdom. It had a competitive advantage due to its unique superstore structure and its low price leadership in the market. Everything changed all of a sudden as ASDA found itself with demoralized employees, slow growth in sales, and declining profits in 1991 due to many years of lack of interest from previous managers. It had been a 1 billion pounds cash surplus supermarket chain in 1987, and by 1991 it had a debt of over 1 billion pounds. This was the situation that Archie Norman encountered at ASDA when appointed Chief Executive Officer (CEO). The main reasons of the problems that ASDA and Archie Norman had to face were due to complex organizational inefficiencies. The employees had lost the ability to act independently and got used to be told what to do after many years of controlling management. ASDA had become a bureaucratic and hierarchical institution and as a direct result of this rigid functioning structure in the company any kind of innovation was stopped from being encouraged or implemented. Without any innovation ASDA was unable to keep its competitive advantages in the retail market in the United Kingdom. So ASDA and Archie Norman had to face the challenge of transforming the superstore in relation to its management style of doing things as well as implementing a sense of culture based on the core values of ASDA. Management and leadership...
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...AccountingDeVry UniversityJune 2013 | | | | | Table of Contents * Personal Mission Statement * Elevator Speech * Education * DeVry Plan of Study * DeVry Course Description and Academic History * Resume * Reference List * Career Path Section Mission Statement My mission is to continue to drive for excellence throughout my life. I will ensure that I graduate from school with my Bachelors of Science in Accounting degree from DeVry University. My mission is to also enroll in Keller’s Graduate school to get my master in Business and Management. My goal is to work for a successful company in a management position to demonstrate my skills and help the company to drive for outstanding results. I am committed to becoming a successful manager in a retail store or corporate level. I am willing to go above and beyond to reach that goal. I am a driven, compassionate, and hardworking individual. My goal is to one day get marry and have a family. I will be loving and proactive in building and maintaining my relationships with my employees, family and friends, so that I may be considered a successful wife, mother, daughter, sister, aunt, friend, co-worker, and manager. Elevated Speech Hi my name is Carmelia Bell. I am a senior at DeVry. I’m graduating June 30 of this year. I have 4 years of an assistant manager experience. I’m currently working as a team lead at Target. There I have driven my team of becoming number one out of a group...
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