...ART OF SELLING AND NEGOTIATION The evolution of selling: a study of historic and contemporary sales methods and attitudes ID number: P13203651 Tutor's name: Bev Dinsey Words: Executive summary Contents: * Executive summary ___________________________ * The content list _______________________________ * Introduction __________________________________ * Study of the evolution of selling __________________ * Conclusion ___________________________________ * Reflection ______________________________________ * Reference list ____________________________________ One of the most widely accepted and probably the oldest paradigms in the selling history is ‘Seven Steps Selling’ (Moncrief et al. 2005) It is a potent method which incorporates: 1 prospecting – sales person is searching for customers, 2 Preapproach – salespeople are collecting data about customers, their needs and any other relevant information, 3 approach – seller is attempting to create a serious impression, usually it takes first few minutes of a sale. 4 Presentation – presentation of a product, the vendor is showing the benefits and characteristics of a product, 5 Overcoming objections – removing the customers’ sense of hesitancy, 6 close – the procedure of closing the sales call, 7 Follow-up – saying thank you to customer and ascertaining that he is happy with the product or service. (Moncrief et al. 2004). All these 7 stages is a proof that the meaning of selling has shifted...
Words: 1097 - Pages: 5
...Write a REPORT based on * Key changes back to late 19 century i.e post Industrial Revolution, and also post 1st and 2nd world wars.( Many authors consider most changes occurred after the 1950’s) * Map the key most impacting changes which have affected the Seller/Buyer relationship& conduct research regarding the evolution of selling over these years. * Study historic and contemporary attitudes to sales and selling; current and past techniques, methods and attitudes towards selling. * Discuss your findings and embellish your work with plenty of examples * Look at the CRITERIA SHEET on the next page to explore the criteria against which you will be marked to help you with your tasks and allocate time and effort accordingly! * Fill in and download a criteria sheet which you will find on Bb under ‘Assignments’ and attach to your essay FOR YOUR REFERENCE….. A REPORT is.. ‘A document, which conveys information and (sometimes) recommendations from a researcher who has investigated a topic in detail.’ People who need the information for a specific purpose will usually request a report like this ’ Headings, diagrams, tables, etc may be used ensuring you SOURCE them. Title page This should for this assignment include a title which indicates the central theme of the report, tutor, module, author’s name and P number, word count Executive summary The purpose of an executive summary is to provide the briefest possible statement of the subject...
Words: 779 - Pages: 4
...Chapter two The Evolution of Management Theory Learning Objectives 1. Describe how the need to increase organizational efficiency and effectiveness has guided the evolution of management theory. 2. Explain the principle of job specialization and division of labour, and tell why the study of person–task relationships is central to the pursuit of increased efficiency. 3. Identify the principles of administration and organization that underlie effective organizations. 4. Trace the changes that have occurred in theories about how managers should behave in order to motivate and control employees. 5. Explain the contributions of management science to the efficient use of organizational resources. 6. Explain why the study of the external environment and its impact on an organization has become a central issue in management thought. A Case in Contrast Changing Ways of Making Cars Car production has changed dramatically over the years as managers have applied different views or philosophies of management to organize and control work activities. Prior to 1900, workers worked in small groups, cooperating to hand-build cars with parts that often had to be altered and modified to fit together. This system, a type of small-batch production, was very expensive; assembling just one car took considerable time and effort; and workers could produce only a few cars in a day. To reduce costs and sell more cars, managers of early car companies needed better techniques to increase efficiency. Henry...
Words: 14749 - Pages: 59
...and Practice 1.1 Introduction The global popularity of marketing as a subject for study might suggest that those studying and teaching the subject know what it is that they are studying and how this study should be undertaken. But as we shall see in this chapter and others in this book, this has often not been the case. Marketing as a subject has proved almost impossible to pin down, and there is little consensus about what it means to study marketing. Most organisations now employ marketers. Marketing roles were traditionally found in commercial firms, but increasingly all kinds of organisations feel the need to employ marketers or to commission services from marketing consultants. The popularity and pervasiveness of marketing is, however, a relatively recent phenomenon. Academics have only studied marketing as a discipline in its own right for just over a century, and during its short history the study of marketing has been influenced by many different academic movements, fads and priorities. This variability can be viewed as a positive state of affairs, because it means that the subject is always open to new ideas and new trends. On the other hand, it has the potential to undermine the value of marketing knowledge because there is no general consensus on what the study of marketing should be for, how these studies should be conducted, or what the outcomes should be. Before we can begin to study marketing, we need to understand something about this history and the debates and...
Words: 11093 - Pages: 45
...Thoughts of Management Gurus Case Analysis On MARKETING MYOPIA By Theodore Levitt Introduction Marketing myopia is a term used in marketing as well as the title of an important marketing paper written by Theodore Levitt. This paper was first published in 1960 in the Harvard Business Review; a journal of which he was an editor. One of the most important marketing papers ever written was that on ‘Marketing Myopia’ by Theodore Levitt. Some commentators have even gone as far as to suggest that its publication marked the beginning of the modern marketing movement in general. Its theme was that the vision of most organizations was constricted in terms of what they, too narrowly, saw as the business they were in. It exhorted CEOs to re-examine their corporate vision; and redefine their markets in terms of wider perspectives. Myopia means short-sightedness and Levitt claims most failures of firms are due to short-sighted lack of vision in top management. His view of marketing is long-range vision, anticipation of change, and planning for the future. There are numbers of companies and whole industries that went bankrupt or nearly failed due to lack of vision. It was successful in its impact because it was, as with all of Levitt's work, essentially practical and pragmatic. Organizations found that they had been missing opportunities which were plain to see once they adopted the wider view. The impact of the paper was indeed dramatic...
Words: 4257 - Pages: 18
...Thalia Coleman Belanger M00349310 MKT3110 – Marketing Strategy and Planning Dr. Costos Priporas Individual Report - Phase 2 Tuesday March 25th 2014 Word Count: 2,738 Introduction …………………………………………………………………………………………4 I. Marketing Objectives …………………………………………………………………5 Supporting Objectives ……………………………………………………………………6 Summary of Approach ……………………………………………………………………6 II. Targeting and Positioning ………………………………………………………….7 Market Targets …………………………………………………………………………….7 Market Positioning ………………………………………………………………………..8 Market Attractiveness ……………………………………………………………9 Current Market Position ………………………………………………………..10 III. Competitive Advantage ……………………………………………………11 Differential Advantage …………………………………………………………………..12 SWOT Analysis: Matching & Converting ……………………………………………..13 Levels of Product Offering ……………………………………………………………...15 Sustainability ……………………………………………………………………………..15 IV. Growth Strategies …………………………………………………………………17 Marketing Warfare ………………………………………………………………………18 V. Marketing Mix Program …………………………………………………….18 Product ……………………………………………………………………………………19 Price ………………………………………………………………………………………19 Place ……………………………………………………………………………………...19 Promotion ………………………………………………………………………………...20 Communication Tools ………………………………………………………….20 Product Life Cycle Management ……………………………………………...21 Implementation & Control ………………………………………………………………22 VI. Conclusion …………………………………………………………………..24 VII. References ………………………………………………………………….25 Appendix A: Summarized Strategic Analysis:...
Words: 9020 - Pages: 37
...GRADUATE DIPLOMA IN INTERNATIONAL RELATIONS AND DIPLOMACY STUDENT GUIDELINE NOTES GLOBAL POLITICAL ECONOMY MODULE Paste the notes here… Political economy originally was the term for studying production, buying and selling, and their relations with law, custom, and government. Political economy originated in moral philosophy (e.g. Adam Smith was Professor of Moral Philosophy at the University of Glasgow), it developed in the 18th century as the study of the economies of states — polities, hence political economy. In late nineteenth century, the term "political economy" was generally replaced by the term economics, used by those seeking to place the study of economy upon mathematical and axiomatic bases, rather than the structural relationships of production and consumption (cf. marginalism, Alfred Marshall). History of the term Originally, political economy meant the study of the conditions under which production was organized in the nation-states. The phrase économie politique (translated in English as political economy) first appeared in France in 1615 with the well known book by Antoyne de Montchrétien: Traicté de l’oeconomie politique. French physiocrats, Adam Smith, David Ricardo and Karl Marx were some of the exponents of political economy. In 1805, Thomas Malthus became England's first professor of political economy, at the East India Company College, Haileybury, Hertfordshire. The world's first professorship in political economy was established...
Words: 39122 - Pages: 157
...Contemporary Developments in Business and Management Kenneth Fee The University of Sunderland © 2013 The University of Sunderland First published September 2013 All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording or otherwise without permission of the copyright owner. While every effort has been made to ensure that references to websites are correct at time of going to press, the world wide web is a constantly changing environment and the University of Sunderland cannot accept any responsibility for any changes to addresses. The University of Sunderland acknowledges product, service and company names referred to in this publication, many of which are trade names, service marks, trademarks or registered trademarks. All materials internally quality assessed by the University of Sunderland and reviewed by academics external to the University. Instructional design and publishing project management by Wordhouse Ltd, Reading, UK. Contents Introduction vii Unit 1 The contemporary world of business and management Introduction 1.1 1.2 The global business environment The importance of developments in the global environment Case Study 1.3 Organisational decision making and performance vii 1 3 10 14 17 19 19 20 Self-assessment questions Feedback on self-assessment questions Summary Unit 2 Globalisation Introduction 2...
Words: 84990 - Pages: 340
...23 24 26 28 30 32 34 35 37 39 41 43 44 46 48 49 50 51 53 54 55 57 58 59 60 62 63 63 64 66 67 69 72 74 75 76 77 79 80 82 The Programme The Degree Assessment Quality Assurance Admission Procedures Erasmus Study in BABE Programme Administrative Issues Course Descriptors Mathematics Introductory Microeconomics Introduction to Sociology Current Issues of the European and Global Economy Academic Writing Introduction into Business Introductory Macroeconomics Introduction into Economic Analysis Economics of Integration Information Technology Intermediate Microeconomics Issues in Macroeconomic Policy Mathematical Economics Statistics Regional Economics Introduction to Strategic Management Banking and Finance International Business Law Research Proseminar Accounting Managerial Economics International Economics Intermediate Macroeconomics Econometrics Research Methods Social Policy Game Theory Public Finance Investment Analysis BA Seminar Electives Financial Accounting Monetary Theory and Policy - The Impact of Global Crisis Principles of Marketing The World Economy – Retrospective View The Small and Medium-Sized Enterprises (SME) Sector Economics of Telecommunication Demography and Economics of Contemporary European Migration Personal Finance in Practice (with Excel) Contemporary China - Genesis and Background of Chinese “Economic Miracle" Negotiations and Communication Tax Policy Energy Security and Climate Protection in The European Union Risk Management 2 Lazarski School of Commerce...
Words: 47436 - Pages: 190
...Títol : Zara and Benetton: Comparison of two business models Volum: I de I Alumne:Amalia Paola Palladino Director/Ponent:Jose M. Cabré Garcia Departament:Organización de Empresas (OE) Data: 28 Junio 2010 Data:28 June 2010 DADES DEL PROJECTE Títol del Projecte: Zara and Benetton : Comparison of two business models Nom de l'estudiant:Amalia Paola Palladino Titulació:Ingenieria Superior Infomatica Crèdits:37,5 Director/Ponent: Jose M. Cabré Garcia Departament:Organizazión de empresas (OE) MEMBRES DEL TRIBUNAL President:Ferran Sabate Garriga,Toma de decisiones y gestión de proyectos empresariales(PDGPE) Vocal:Francesc Tiñena Salvañà, Compresion de datos e imagen (CDI) Secretari:Jose M. Cabré Garcia, Empresa y Entorno Economico (EEE) QUALIFICACIÓ Qualificació numèrica: Qualificació descriptiva: Data: AKNOWLEDGEMENTS First of all, I would like to thank Spanish professor Jose Cabré Garcia and Italian professor Massimo Visconti, my supervisors during the dissertation, for their helpfulness. Their academic and personal help was precious throughout this difficult task; Next, I would like to take this opportunity to thank the people who generously spent time to enable me to complete successfully my dissertation with the best possible result: My family, who has supported me amazingly all these years, both financially and psychologically. Their love and support kept me going in difficult times. My boyfriend Tomasz for his patience and moral support during my hard...
Words: 40786 - Pages: 164
...Títol : Zara and Benetton: Comparison of two business models Volum: I de I Alumne:Amalia Paola Palladino Director/Ponent:Jose M. Cabré Garcia Departament:Organización de Empresas (OE) Data: 28 Junio 2010 Data:28 June 2010 DADES DEL PROJECTE Títol del Projecte: Zara and Benetton : Comparison of two business models Nom de l'estudiant:Amalia Paola Palladino Titulació:Ingenieria Superior Infomatica Crèdits:37,5 Director/Ponent: Jose M. Cabré Garcia Departament:Organizazión de empresas (OE) MEMBRES DEL TRIBUNAL President:Ferran Sabate Garriga,Toma de decisiones y gestión de proyectos empresariales(PDGPE) Vocal:Francesc Tiñena Salvañà, Compresion de datos e imagen (CDI) Secretari:Jose M. Cabré Garcia, Empresa y Entorno Economico (EEE) QUALIFICACIÓ Qualificació numèrica: Qualificació descriptiva: Data: AKNOWLEDGEMENTS First of all, I would like to thank Spanish professor Jose Cabré Garcia and Italian professor Massimo Visconti, my supervisors during the dissertation, for their helpfulness. Their academic and personal help was precious throughout this difficult task; Next, I would like to take this opportunity to thank the people who generously spent time to enable me to complete successfully my dissertation with the best possible result: - My family, who has supported me amazingly all these years, both financially and psychologically. Their love and support kept me going in difficult times. - My boyfriend Tomasz for his patience and moral support during...
Words: 40581 - Pages: 163
...Association for Public Policy Analysis and Management With Consent of the Governed: SEC's Formative Years Author(s): Thomas K. McCraw Source: Journal of Policy Analysis and Management, Vol. 1, No. 3 (Spring, 1982), pp. 346-370 Published by: Wiley on behalf of Association for Public Policy Analysis and Management Stable URL: http://www.jstor.org/stable/3324354 . Accessed: 02/10/2013 10:25 Your use of the JSTOR archive indicates your acceptance of the Terms & Conditions of Use, available at . http://www.jstor.org/page/info/about/policies/terms.jsp . JSTOR is a not-for-profit service that helps scholars, researchers, and students discover, use, and build upon a wide range of content in a trusted digital archive. We use information technology and tools to increase productivity and facilitate new forms of scholarship. For more information about JSTOR, please contact support@jstor.org. . Wiley, Association for Public Policy Analysis and Management, John Wiley & Sons are collaborating with JSTOR to digitize, preserve and extend access to Journal of Policy Analysis and Management. http://www.jstor.org This content downloaded from 129.22.124.137 on Wed, 2 Oct 2013 10:25:50 AM All use subject to JSTOR Terms and Conditions WithConsent the of Governed: SEC'sFORMATIVE YEARS Thomas K. McCraw The Securities and Exchange Commission, established in 1934, has achieved a uniquely high reputationfor effectiveregulation. TheSEC succeededin largemeasurebecause of the...
Words: 12685 - Pages: 51
...Qklhokn 1 Accounting Theory Paper-8 M. Com. (Final) Directorate of Distance Education Maharshi Dayanand University ROHTAK – 124 001 2 jktuhfr foKku Copyright © 2004, Maharshi Dayanand University, ROHTAK All Rights Reserved. No part of this publication may be reproduced or stored in a retrieval system or transmitted in any form or by any means; electronic, mechanical, photocopying, recording or otherwise, without the written permission of the copyright holder. Maharshi Dayanand University ROHTAK – 124 001 Developed & Produced by EXCEL BOOKS PVT. LTD., A-45 Naraina, Phase 1, New Delhi-110028 Qklhokn 3 Contents Chapter 1 Accounting-An Intoduction Chapter 2 The History and Evolution of Accounting Thoughts 23 Chapter 3 Approaches to Accounting Theory 56 Chapter 4 Accounting Postulates, Concepts and Principles 88 Chapter 5 Income Concepts 107 Chapter 6 Revenues, Expenses, Gains and Losses 139 Chapter 7 Valuation of Assets 158 Chapter 8 Liabilities and Equity 177 Chapter 9 Depreciation Accounting and Policy 192 Chapter 10 Inventories and their Valuation 238 Chapter 11 Financial Reporting 277 Chapter 12 Specific Issues in Corporate Reporting 302 Chapter 13 Harmonization of Financial Reporting 323 Chapter 14 Accounting for Price Level Changes 339 Chapter 15 Human Resource Accounting 397 Chapter 16 Financial Engineering:...
Words: 237072 - Pages: 949
...involves commercial transaction. Secondly advertising is ―non-personal‖ that means it is directed towards a mass audience not directed towards any individual as it is in the case of personal selling. Finally advertising is identifiable with its sponsoring authority or advertiser. It discloses or identifies the source of opinions and ideas, it presents. Einstein College of Engineering Objectives of Advertising: There are two types of Advertising Objectives, I. II. General Objectives. Specific Objectives. I. General Objective a) Stimulating Demand – It can be done in two ways, first the present users of the product may be persuaded to increase the present rate for product consumption. Second way is to attract the new users into the market by telling them the qualities of the product. b) Increased profits. II. Specific Objectives of Advertising a) Preparing ground for new product. b) Facing competition. c) Informing the changes to the consumers. d) Barring new entrants. e) Creating or enhancing goodwill. f) To assist salesmen. g) Expanding the market to new buyers. h) Reminding customers. Einstein College of Engineering Elements to Be Considered In Setting an Objective: 1. Sales as an Objective. A convenient and enticing advertising involves a construct like immediate sales or market share. Advertising is one of...
Words: 37507 - Pages: 151
...Chapter 1 - Geography Matters: Definitions: * Human geography the study of the spatial organization of human activity and of people’s relationships with their environments * Cartography: the body of practical and theoretical knowledge about making distinctive visual representations of Earth’s surface in the form of maps * Map projection: a systematic rendering on a flat surface of the geographic coordinates of the features found on Earth’s surface * Ethnocentrism: the attitude that a persona’s own race and culture are superior to those of others * Imperialism: the extension of the power of a nation through direct/indirect control of the economic and political life of other territories * Masculinism: the assumption that the world is and should be shaped mainly by men for men * environmental determinism: a doctrine holding that human activities are controlled by the environment * globalization: the increasing interconnectedness of different parts of the world through common processes of economic, environmental political and cultural change * ecumene: the total habitable area of a country. Sine it depends on the prevailing technology, the available ecumene varies over time. Canada’s ecumene is so much less than its total area. * Geodemographic research: investigation using census data and commercial data (i.e. sales data and property records) about populations of small districts to create profiles of those populations for market research ...
Words: 24912 - Pages: 100
