Leadership Theory and Leadership Styles Essay Example | Topics and Well Written Essays - 1000 words

Authority Theory and Leadership Styles - Essay Example Authority, as characterized by Armandi, Oppedisano, and Sherman (2003), is essentially about impacting and inspiring a specific gathering towards accomplishing a shared objective. It is fixated on the sort of connection between the pioneer and the individuals from the association that can persuade individuals to try sincerely and fortify the bonds existing inside the association. A decent pioneer is moving and acceptable with individuals. Administration is tied in with causing the individuals to feel roused, committed, and even propelled through influence and unquestionably not intimidation. To get the genuine results fundamental in an exceptionally serious time, people need to want to put forth a valiant effort, not simply be required to do as such, and this is actually what Ford’s new CEO Alan Mulally has exhibited since he begun working for Ford Company. Regardless of his confinements and the company’s troublesome conditions, Mulally has demonstrated his longing, ene rgy, and assurance to enable the organization to endure the downturn in 2000 and in the end understand its potential towards progress. He drives the whole group of Ford with a dream, energy, and heart that energizes and moves his kin to take part in the company’s business tries. Mulally, an American specialist and previous aviation fellow at Boeing, has clearly changed the course of business for Ford. With his novel points of view on authority and the executives, he had the option to help Ford got from its billions of misfortunes explicitly during the downturn time frame. The most significant component of his initiative, which maybe has incredibly helped Ford endure, is the manner in which he centers around the most significant and creative thought that he thinks would best work for the organization and for the individuals. He accepts that center is an essential part of a fruitful initiative since it takes a great deal of reasoning and legitimizing to get the correct choice a mong the numerous open doors accessible. When Mulally showed up at Ford in 2006, there were different vulnerabilities about his arrangement as the organization’s new pioneer. The very certainty that he was a pariah and thought nothing about the vehicle business made a great deal of doubts from different individuals from the association (Kiley, 2009). However, Mulally remained center around pondering approaches to improve the association from inside to its general execution in the market (Taylor III, 2009). As a pioneer, Mulally receives the majority rule or participative administration style. A majority rule or participative administrator’s style fundamentally empowers the support of every individual from the association in dynamic (Armandi, Oppedisano and Sherman, 2003). The pioneer or supervisory group counsels the whole gathering before it closes any issue in the association. In this sort of organization, it is profoundly basic to win the participation of the group or association individuals since this will propel them successfully and hopefully. Mulally changed the bureaucratic arrangement of the organization and expanded cooperation from representatives of various offices and levels: When I showed up there were six or seven individuals answering to Bill Ford, and the IT individual wasn't there, the HR individual wasn't there†¦ So I went up and remembered each useful order for my group since everyone in this spot must be included and needed to know it all. (Taylor III, 2009, para. 26) Mulally’s participative authority style is significantly progressively reflected through how he advances open and viable correspondence

Kenny Ramirez Mr. Casey Essays (860 words) - Behavior, Abuse, Film

Kenny Ramirez Mr. Casey Moral Issue Bullying Tormenting has been occurring for quite a while. Individuals either face a domineering jerk or simply overlay like a folding chair. Tormenting is either (to certain individuals) a quality or a shortcoming, by and large individuals do get powerless and simply let it occur every day. At that point there is that one child that takes the domineering jerk out like Craig did to Deebo in Friday. I for one am in support of harassing, for different reasons one being that it gives a child thicker skin. As a more youthful child I experienced childhood in Newburgh, NY and I went to Temple Hill Academy where I could state you were one of three things, one you were a white child from the town, two you were a very child that simply needed to go to class or three you were a little group part nearly ; I was two, three, and an overspill of insane. I recall everybody one of my companions would ridicule one another and we would go to and fro for the entire school year. I likewise recall a bunch of children singling out one of the very children so I got into a battle with one reason for this, I wound up winning to make sure he knew not to meddle with that kid until the end of time I cut him with a pencil and disclosed to him it was in the interest of Ryan which I turned out to be old buddies with. See the thing about my companions is that at whatever point we would go to and fro we would hit weaknesses now and again, which was uncommon one of us would flip and get all genuine we would all snicker and make a joke until they giggled and got over into the tormenting soul. I can likewise say that us doing that among ourselves began a pattern around the school for the more established children like 5 th grade or more to begin doing likewise and I can genuinely say harassing the very children went totally downhill and everybody began doing what we did regularly to one another which thus additionally began something that I really accepted was perhaps the best thing I've seen and that is various gatherings of companions going up to these very children plunk down with them and lift their certainty up and they would participate and begin ridiculing one another. Truly that is one of the numerous easily overlooked details that would put a tear to a genuine niqqas eye, I felt like that was best thing I've seen, it caused me to feel great about beating u p menaces. Presently I am a similar man I was before I will safeguard anybody (except if they merit it) from tormenting , in the event that you need to menace somebody let it be your gathering of companions or a kin not an unprotected child that will do nothing. To survey another point of view, harassing to those that are vulnerable, calm, and have nobody around to shield them end up in an extremely awful circumstance. The child that I assisted that day, Ryan had revealed to me he would not like to ride the transport to class or even come to class since what was happening to him. See I have an inclination that on the off chance that I wasn't there or if no one goes to bat for these children they could transform into a Virginia Tech sort of circumstance, or transform into one of these numerous adolescents that kill themselves because of tormenting which these days is generally all via web-based networking media. Each grown-up says something very similar to a child Ignore them . They are only envious of you, I don't think its ideal for a grown-up to state that since they are not the ones being tormented. A great deal of children can't overlook certain things menaces can say , you never realize a children mother could have kicked the bucket an d a domineering jerk can say something regarding the children mother and that will make the child snap in to either the Virginia Tech kid or the child that murders himself . Tormenting isn't directly in this sense since it winds up

Bruno Recalibration

Bruno Recalibration It was 86 degrees F in Boston on Wednesday! A blooming tree in front of the Senior House dormitory Now, Im in New Jersey for the wedding of an MIT roommate. Lots of old friends from across the country are coming in for the festivities. Most of us know each other as we chose to live in Baker House for our 4 undergraduate years. Baker House has been in the news lately because on Thursday, it revived an old MIT/Baker tradition: the piano drop. According to The Tech, The piano drop was first enacted in 1972. It was conceived by a Baker resident, Charles Bruno 74, who wanted to bring back the grand old hacks of the past. In honor of him a new unit of volume was created: the Bruno.' Now the Bruno, like the Smoot, is a uniquely MIT unit of measure. Brush up on some of your MIT jargon Bruno - A unit of volume resulting from a piano falling six stories onto Amherst Alley from the roof of Baker House. [How To GAMIT 2004] Bruno A unit of volume equal to the size of the dent in asphalt resulting from the free fall of an upright piano. Determined to be 1158 cubic centimeters when the experiement was first performed in 1972. [MIT Club of Boston, 1999] Thursdays piano drop was the first since I was an MIT sophomore. It had been performed annually between 1972 and 1984, when Amherst Alley (dorm row) was moved farther from Baker, eliminating the test site for recalibrating the Bruno. Nevertheless, the piano drop has occurred a number of times in the past 20 years. But since it has been 7 years since the experiment, this one made the local news. It is currently New England Cable News video of the day. The Tech also had some nice photos. Thursday was another kind of drop date, that is the final day MIT students can drop a class. MIT is fairly flexible about things, as classes can be added to your schedule in the first 5 weeks of the term, and can be dropped from your schedule up to 10 weeks into term. Also, Thursday was also the first day of Spring Weekend, featuring the Fierce Forever drag show, which Alison blogged about here. And given that today, Friday, is Earth Day, I thought Id take the opportunity to highlight just a few of MITs cool environmental programs: The freshman year Terrascope program: Terrascope is an integrated studies program in which the Earth System is used as a context for the first-year core subjects in math, physics, chemistry and biology. It is a small learning community in which you will be encouraged to explore how these core disciplines, as well as engineering and humanities, are applied to understanding the structure and evolution of our planet. The Earth System Initiative: Planet Earth is a monument to the magnificent complexity that can arise from interactions among physical, chemical and biological processes. Understanding the nature of these interactions is one of the grand challenges for science and will require the coordinated efforts of scientists, engineers from what are traditionally distinct disciplines. The Earth System Initiative at MIT is a new multidisciplinary research and education effort that is committed to bringing together scientists and engineers from these different disciplines. Our goal is to forge new understandings of how different aspects of the Earths natural systems interact with and depend upon one another. The Environment at MIT website: MITs focus on the environment spans many facets of life in our community from the strategic goals and policy of our administration, to the academic programs and research activities of our faculty and students, to recycling, composting, green goods procurement, and toxic use reduction initiatives across our entire community. Use this site to learn about everything environmental at MIT: our vision of environmental responsibility; how we deliver on that vision in our teaching, research, and operations; and how you can become involved. Major in Science of Earths Environment (SeE): Some of the greatest challenges confronting our society are related to how we influence the environment of our planet. The evolution of Earth through time is determined by the interactions of the solid earth, its fluid envelope of sea and sky, and the life forms that dwell upon it. Understanding this evolution and thus providing a context for judging human impacts requires a multidisciplinary, systems-oriented approach. Through its new SeE program, MIT provides students the opportunity to obtain an undergraduate degree in Earth, Atmospheric, and Planetary Sciences with a concentration in the environmental sciences. SeE emphasizes basic quantitative sciences (physics, chemistry, geology, and biology), the emerging science of complexity, and the role of science in shaping environmental policy. Graduates are prepared well for advanced post-graduate work in fields as varied as climatology environmental law, geochemistry, public policy, and environmental resource management. Graduates not electing to pursue more advanced degrees may find employment with environmental consulting firms, as naturalists, or as teachers. Finally, dont forget that Friday is also the second day of Spring Weekend, with the International Fair in the afternoon and the Spring Concert, featuring Fabolous Lloyd Banks. As for me, Im off to the rehearsal dinner

Essay on Good Peoples Country - 732 Words

Choose three or four characters from Cat’s Cradle and Good Country People and discuss them in terms of existentialism and nihilism? amp;#9;In both Cat’s Cradle by Kurt Vonegut and Good Country People by Flannery O’Connor the authors show how a character is corrupted and changed from an existentialist to a nihilist. The existentialist ends up losing their faith in life, and is left believing in nothing. They then turn to being nihilist after having the only thing they believed destroyed. In both stories the author uses both existentialist which is corrupted by nihilist. Existentialism is a philosophy centered on individual existence and personal responsibility for acts of free will in the absence of certain knowledge of what is right†¦show more content†¦They then believe that life has no purpose or meaning and they are terribly disappointed. This is a prime example of existentialism. After some time Manly and Hulga begin kissing. Next, Manly tries to persuade Hulga to tell him that she loves him. Then, he busts open his case, finds alcohol, porno playing cards, etc. and then takes her leg f rom her. He leaves her on the loft alone with no way to get down and flees. In his hollowed-out bible, he keeps a flask of whiskey, a deck of pornographic playing cards, and a small blue box of condoms. He has been believing in evil since he was born because evil is the absence of good nothing. Hulga means, by amp;quot;nothing,amp;quot; her existential philosophy, that life has no meaning or purpose. Manly again means evil. When Manly is referring to amp;quot;nothing,amp;quot; that is nihilism. amp;#9;In Cat’s Cradle the existentialismt is Julian Castle and the nihilist is Newt Hoeniker. Newt is the midget and son to the maker of the atomic bomb. He says, quot;No dam cat, and no dam cradle,quot;shows that Newt doesn’t look deeply with his imagination for the cat and cradle. This signifies his failure to search for meaning inShow MoreRelatedGood Country People882 Words   |  4 PagesGOOD COUNTRY PEOPLE by Flannery O Connor The short story Good Country People was written by O’Connor. The story introduces us to well-educated a woman who was thirty-two years old. This woman has an artificial leg which was shot off in a hunting accident when she was ten. She went to college and earned a doctorate in philosophy. She has a heart condition; so she cannot work and has to live at home with her mother. The name given to her is Joy but she changed her name to Hulga. She mocks her motherRead MoreGood Country People1609 Words   |  7 Pagesâ€Å"Good Country People† Questions 1) My initial response to the story’s title is that the short story was going to be about a happy family that lived in the country and drama to make the story interesting. At the start, it seemed as if anybody that was from the country were â€Å"good† and never did anything wrong throughout their entire life. The story basically begins right after Mrs. Hopewell says, â€Å"the reason for her keeping them so long was that they were not trash. They were good country people†Read MoreThemes Of Good Country People769 Words   |  4 Pages Flannery O’Connor’s short story â€Å"Good Country People† depicts Hulga, a highly educated woman and has a PhD, is being jerked around by an immoral bible salesman. â€Å"A good man is hard to find† is a story of a grandmother and her family murdered by a horrible man who called â€Å"the misfit† during the road trip. Although â€Å"Good country people† and â€Å"a good man is hard to find† are written by the same author, many elements in those two stories cause them have similar themes in religion, misplace trust andRead MoreGood Country People Essay1058 Words   |  5 PagesIn Flannery O’Connor’s story, â€Å"Good Country People† the symbol of traveling Bible Salesman Manley Pointer’s hollow bible outwardly represents an image of faith and morality, appearing to be full of the word of God, while holding items that are in direct conflict with biblical morals. Manley Pointer is not the person he presents h imself to be when he meets Mrs. Hopewell. Thus, he resembles the hollow bible, acting directly opposite of who he really is to purposefully deceive others. Deception isRead MoreGood Country People Review1406 Words   |  6 Pageslessons, but real life experience is what makes people wise. Being smart is not the same as being wise. A person can be smart, he or she can have many degrees and diplomas, but unless he or she have experience life, they will not be wise. Flannery O’Connor’s â€Å"Good Country People† shows that people can be well educated and not be wise. Joy and Mrs. Hopewell think that they have the world figured out, but when they encounter Manley Pointer, a â€Å"simple country boy†, they will finally see the world as itRead MoreIrony in Good Country People748 Words   |  3 PagesIrony in â€Å"Good Country People† Flannery O’Connor uses characterization, and the themes of good versus evil and the psychological and physical problems of the characters, to create irony in the story. The characterization of both Mrs. Hopewell and Joy/Hulga creates irony, which begins with their names. Then the theme of good versus evil, demonstrated by the belief that country people are â€Å"good†, also creates irony. The story is about a farm owner, Mrs. Hopewell, her onlyRead MoreIdentity In Good Country People1559 Words   |  7 PagesIdentity in Good Country People Characterization is the biggest component that helps build on the themes of identity in the short story â€Å"Good Country People† written by Flannery O’connor. The theme itself is dependent where as the characters are independent of each other. The characters behaviors build within each other. Firstly, the main character in this short story is thirty two year old Joy who is now known as Hulga. Her character is described as vulnerable to other people but in her eyes isRead MoreGood Country People Essay984 Words   |  4 PagesThe short story â€Å"Good Country People† by Flannery O’Connor reveals that evil comes in many disguises and that it will try to harm believers and even nonbelievers. Manley Pointer’s character serves as evil and is similar to the serpent in the bible. Manley Pointer has crafty evil ways, he is malicious, and deceitful just as the serpent was to Adam and Eve in the Bible. Manley Pointer is introduced as a good country simple young man who is going around selling Bibles. He tries to sell Mrs. HopewellRead MoreTheme Of Good Country People1126 Words   |  5 Pagesstories â€Å"Good Country People†, â€Å"Hills Like White Elephants†, and â€Å"The Storm.† I believe that the theme across these stories is to be ware of the wolf in sheep clothing. In these stories, there was an antagonist that posed as a protagonist who even though their intentions may have looked well skin deep, the underlying intentions against the main character were not of good intent. I will describe certain situations in each of the three stories that show the theme I have noted. I believe that a good personRead MoreSummary Of Good Country People 830 Words   |  4 PagesAlexandra Dorman Mrs. Ermis English 1302.02N 1 November 2014 Summary of â€Å"Good Country People† In each of Flannery O’Connor’s works she inhabits a Christian aspect or theme. In O’Connor’s short story Good Country People, a 32-year-old atheist woman named Joy is faced with the representation of evil in our society. The protagonist Joy believes that her name doesn’t fit who she is. Because of this opinion she decides to legally change her name to Hulga. When Hulga was 10 years old she was in a hunting

The Epic of Gilgamesh and Sumerian Culture Essay - 792 Words

The Epic of Gilgamesh and Sumerian Culture The Epic of Gilgamesh is generally regarded as the greatest literature about tales of a great king. The Epic of Gilgamesh served to show us a lot of things. The time period of BCE is very blurry, and this story attempts to describe many different things in not only Sumerian beliefs, but also Sumerians culture as a whole. Like many stories from BCE the truth itself is questionable, even though a lot of the information is fact. The factual information that Gilgamesh teaches us about Sumerian Civilization is that had had many craftsman and artistic skills, and also a strong belief in Gods. Gilgamesh is introduced as knowing all things and countries including mysteries and secrets that†¦show more content†¦This is proof of the Sumerian architectural abilities. The architecture in Mesopotamia are considered to have been contemporary with the founding of the Sumerian cities, but there was some complexity in the architectural design during this Protoliterate period (c. 3400-c. 2900 BC). This is shown in the design of many religious buildings. Typical temples of the Protoliterate period--both the platform type and the type built at ground level--are, however, much more elaborate both in planning and ornament. The interior was decorated with cones sunk into the wall, covered in bronze. Most cities were simple in structure, but the ziggurat was one of the worlds first complex architectural structures. The Sumerian temples, called ziggurats was a small brick house that the god was supposed to visit periodically. This house, however, was set on a brick platform, whi ch became larger and taller as time progressed. Along with showing many types of Sumerian craftsmanship, the epic shows the strong belief in many gods. All through out the story Gilgamesh comes in contact with many gods. But even before the contact with the gods, there was talk about Gilgamesh being created by them. When the Gods created him they gave him a perfect body...Shamash...endowed him with beauty, Adad endowed him withShow MoreRelatedReview Of The Epic Of Gilgamesh 1301 Words   |  6 Pagesthroughout history and in many different cultures. All quest stories follow the same pattern and have the same archetypes. The first stage in a quest is the call to adventure or the protagonist s separation from his or her daily life. The next stage is the , threshold stage. After threshold is initiation or loss and the final stages are, the ultimate boon and return. Within every quest, there is also some lesson to be learned by the protagonist. The Epic of Gilgamesh, a story writte n thousands of yearsRead MoreComparing The Epic Of Gilgamesh1476 Words   |  6 PagesThe Epic of Gilgamesh is a Sumerian epic of the great king Gilgamesh and his deeds on Earth in ancient mesopotamia and in the city of Uruk. It is an important historical text because it is one of the oldest western epics and because it explains much about how the ancient Sumerians viewed the Gods (Mark). The epic contains the tells of Gilgamesh, Enkidu, Utnapishtim, and many Gods and Goddesses of ancient Sumeria specifically Ishtar, the Goddess of love. In the tale Gilgamesh is created by the GodsRead MoreRole Of Civilization In The Epic Of Gilgamesh1194 Words   |  5 PagesWhile many believe inhabitants of early civilizations, like the Sumerians, were at peace with their environment and community, The Epic of Gilgamesh has challenged that idea and suggests that whether or not a Sumerian was civilized or not, determined their relationship with the environment and community. In The Epic of Gilgamesh, representation of the best and worst of humanity is presented through the characters, Enkidu and King Gilgamesh. From the beginning, Enkidu is portrayed as an uncivilized, wildRead MoreGilgamesh And Death821 Words   |  3 Pagestheme in the The Epic of Gilgamesh. Being that this epic largely represented the Sumerian and Mesopotamians idea I believe the feeling of Gilgamesh himself on death and it s aftermath would be very much the same for most of the society in the time that it was written. Gilgamesh was largely afraid of dying and did everything he could to avoid this inevitable fate. The first major sign we have of Gilgamesh s fear of dying comes when his friend Enkidu dies. At first Gilgamesh cannot even acceptRead MoreImagery and Themes in the Epic of Gilgamesh1139 Words   |  5 PagesContext - Imagery and Themes Rosenberg notes that Gilgamesh is probably the worlds first human hero in literature (27). The Epic of Gilgamesh is based on the life of a probably real Sumerian king named Gilgamesh, who ruled about 2600 B.C.E. We learned of the Gilgamesh myth when several clay tablets written in cuneiform were discovered beginning in 1845 during the excavation of Nineveh (26). We get our most complete version of Gilgamesh from the hands of an Akkadian priest, Sin-liqui-unninniRead MoreEssay about Comparing The Epic of Gilgamesh with The Odyssey1262 Words   |  6 Pages The Epic of Gilgamesh and The Odyssey both are held in high respect by literature analysts and historians alike for the characterization of the hero and his companion, the imagery brought to mind when one of them is read, and the impressive length in relation to the time period it was written in. The similarities that these two epics share do not end with only those three; in fact, the comparability of these works extend to even th e information on the author and the archetypes used. However, TheRead MoreAncient Civilization And Modern Day Iraq And Kuwait Essay1279 Words   |  6 PagesAncient Sumerian Civilization The ancient civilization of Sumer was located in modern-day Iraq and Kuwait, and is believed to have begun around 6000 B.C. It is considered ‘The cradle of civilization’ by most historians, because it’s where the first elaborate urban societies appeared. Sumerians were polytheistic, and had a pantheon consisting of many gods and goddesses, who were anthropomorphic superhumans. The Sumerians held a unique view of creation, the afterlife, and worship. They contributedRead More A Comparison of the Epic of Gilgamesh and the Hebrew Scriptures1302 Words   |  6 Pages A Comparison of the Epic of Gilgamesh and the Hebrew Scriptures The Hebrew Flood story of Noah and his obligation to preserve man kind after God had punished all living creatures for their inequities parallels The Epic of Gilgamesh in several ways. Even though these two compilations are passed on orally at different times in history the similarities and differences invoke deliberation when these stories are compared. Numerous underlining themes are illustrated throughout each story. Humans areRead MoreEssay on Gilgamesh vs. Genesis1436 Words   |  6 PagesGilgamesh vs. Genesis In our society, which is overwhelmingly Judeo-Christian, students often find it difficult to compare Bible stories with tales from other cultures, because our own belief system is wrapped up in the prior, and it is hard for many of us to go against our traditional faith to evaluate them objectively. But in a comparison of the Biblical book of Genesis with the ancient Sumerian text, Epic of Gilgamesh, many parallels suggest that the same type of spiritualRead MoreThe Epic Of Gilgamesh : The Goddess Aruru, The Temple Prostitute, And The Unnamed Bride1206 Words   |  5 PagesThere are three important women in the epic of Gilgamesh: the goddess Aruru, the temple prostitute Shamhat, and the unnamed bride. Each of these individuals give unique insight into the culture of the Sumerians in the time of Gilgamesh and Enkidu. The goddess Aruru exemplifies that, despite being a deity, all women were subjected to certain constraints based solely on their gender and societal norms. Shamhat demonstrates that women held various functional roles in society, including roles within

Internal Selling “Putting Theory Into Practice” Free Essays

Mental Model: As mentioned by John Bradley Jackson, â€Å"internal selling can be the hardest sale†. A salesperson might feel that convincing the customers and winning the deal is the end to it, but that is not true. Convincing the people within the organization and specially the higher management is a tougher job to do. We will write a custom essay sample on Internal Selling: â€Å"Putting Theory Into Practice† or any similar topic only for you Order Now There is resistance and inflexibility to change. The internal sales cycle is almost similar to the process of selling to the end customers. A salesperson has to understand the process, his role in it and then communicate everything to everyone (From John Bradley Jackson). After studying the course â€Å"Internal Selling†, I have understood the importance of selling within the organization. Like a ray of white light consists of all the colors, behind any decision in a company, there are different persons involved. These people have different ideologies, mental models, constraints and resistances. To be a successful internal seller, one has to accept this fact and be adaptable to apply different approaches to convince these people with the help of three types of selling skills: strategic, tactical and self-management. Thus he will be able to network and effectively implement any idea or plan internally. Executive Summary: This report talks about the Super-Ware case and tries to analyze how different internal selling concepts can be used in such a scenario in real life. There are two challenges here. The first one is to win over the customer Australian Home and the second one is to convince the people within the organization to agree to the demands of Australian Home. SPIN selling techniques can be used to convince Australian Home. For the second part, six stage internal sell process is explained. For each of the stages, relevant theories and concepts have been used. The final goal is to convince both the companies to strike a deal so that a long term good business relationship can be started. Putting Theory into Practice: I will consider the â€Å"Super Ware† case and try to analyze it in the lights of the theories learnt in the course â€Å"Internal Selling†. First, I will describe the situation in brief. Then the two parts will be discussed separately. The first part, convincing the customer, Australian Home will have discussion on how SPIN selling technique can be used here. The second part, convincing the company people, will be dealt with the six stage internal sell process. Situational Analysis: Super-Ware is a cookware company. It designs products to simplify people’s lives. For more than 100 years, they are helping people to save money and time by keeping their food fresh for longer. Super-Ware offers a wide range of products for storing food, food preparation, cookware, storage and serving items. They have designed a new technology cookware. This is called Snap-Shut which has the patented Easy-Find technology. The first challenge of the sales representative is to win the deal from the most shopped general merchandise retailer of Australia, Australian Home. Then the second challenge is to convince the departments within the organization to agree to the needs of Australian Home. 1. Convincing the End Customer: Australian Home 1. 1 SPIN selling technique: First, I will try to apply the SPIN selling technique as proposed by Rackham, 1987 to be able to win over the customer, Australian Home. †¢Situation: Australian Home is one of the biggest retailers of Australia. It is part of Australian Home Corporation, Limited which operates in retail, financial services and petroleum. More than 25,000 Australians work across the company. It has 254 stores in a wide range of communities nationwide. Australian Home stores offer a unique mix of products and services through the leadership of three specialty stores under one roof- Automotive, Sports and Leisure and Home Products. The product in question, Snap-Shut is currently not listed in Australian Home but other products of Super-Ware are sold in Australian Home as well as other competitive products like Lite-Box and Snap-Tight. Snap-Shut is sold in three retailer stores in Australia currently: All-Mart, Wellworths and Dollarland. The objective of the salesperson is to secure full listing of the Snap-Shut product line before the key summer picnic season. It is known that the future relationship with Australian Home is dependent on successfully getting this deal. †¢Problem: Consumers cannot find the lids of their containers and the Easy-Find technology of Super-Ware solves this problem. But there are some issues. Super-Ware does not accept returns of products and there is no guarantee that the products will sell as it is a new innovative range of cookware. The shipping policy of Super-Ware is FOB (freight on board) to the retailer. This means Super-Ware’s responsibility ends once the products are on board and the retailer has to bear the responsibility from then onwards. To add to these, Australian Home wants the products to be delivered in boxes of 20 instead of the Super-Ware convention of 10. They also want the boxes to have red transparent lids and not blue. Moreover, they demand to sell below the MSRP (manufacturer’s suggested retail price) by at least 2 cents for each if the items. They do not want the FOB policy for shipping and want the products to be delivered directly to their Melbourne depot. Implication: Over 70% of consumers are routinely unable to find the lid that matches their containers and another 52% loose the lid completely. The Snap-Shut products solve two problems, leakage and easy organization. They have unique locking tabs for secure storage and the lid snap to the base so that it cannot get lost. The lids are transparent which means whatever is stored within the boxes can be seen easily. It will help the customers to find what they want in a time efficient manner. This Easy-Find technology is patented by Super-Ware. So these boxes will attract more customers than competitors. This will mean more business for Australian Home. The competitors of Australian Home: All-Mart, Wellworths and Dollarland currently sell Snap-Shut products. So not listing this range will result in competitive disadvantage for Australian Home. Moreover, after the Christmas season, customers will have many leftover foods and Summer being a picnic season, they will need more food storage boxes. These customers will be more than happy to buy the unique Snap-Shut products. These are some of the main reasons why Australian Home should store this new product range. Need-Payoff: Australian Home is convinced about the innovative Snap-Shut products. But they have raised some demands to be fulfilled before placing the order. Getting this deal is very important for Super-Ware. This will ensure start of a good professional relationship with Australian Home which can be turned into a long term one. Australian Home is the biggest player in Australia and having a good relation with them will help S uper-Ware to gain more profits. If the demands of Australian Home are fulfilled and they are given guarantee of sales, they will order the products. This will mean gaining their trust and future orders. To make it a success, the sales representative has to use his selling skills to convince the people within different departments in the organization to accept the demands of Australian Home. 2. Convincing the Internal People of the Company: Super-Ware I will use the six-stage Internal Sell Process as proposed by Friesen, M. E. , 1998 to describe how the people within the organization, Super-Ware can be convinced to agree to the demands of Australian Home so that the deal comes to a successful end. The sales representative has to use the three selling skills of Strategic, Tactical and Self-management to do this task. 2. 1 Identify the Problem: There are four demands of Australian Home which is related to four departments. †¢The Marketing/Brand team has to be convinced that supplying red lids will be beneficial and cost effective †¢The Production team has to be convinced that changing the pack box quantities from 12 to 20 is viable †¢The Sales, Finance and Marketing teams are to be convinced that selling 2 cents below the MSRP will benefit the company †¢The Supply Chain team should agree to ship the products to the Melbourne depot 2. Generate Ideas: People are different. They have different mental models. These models influence how they observe and understand the world and finally how they take actions and behave. They have different constraints and resistances. To convince these people, one has to accept that they are different and try to think in the same w ay as they do. Different approaches are needed to accomplish this. One has to be ready to apply them and be effective at gathering information to successfully apply them (Spiro, Weitz, 1990). This is called Adaptive Selling. As explained by John Bradley Jackson, â€Å"Internal selling can be the hardest sell†, one need to explain the unique attributes of the new customer agreement and don’t expect people to seek out the details about the new agreement. The people within the organization should be specifically communicated about the importance of the deal. They should be involved to generate ideas about how to meet the demands. The four departments can be given the following four reasoning: †¢Marketing: As Christmas is coming and red is a popular colour in Australia, changing the lid colour from blue to red might become more beneficial for the company. The department people might argue that changing the colour of the lid will confuse the end customers. The end customers can easily identify the colour blue with the Super-Ware brand name. This is part of their brand recall. And doing something which may affect the brand loyalty is a very risky decision. But the counter argument here can be that Australian Home and Super-Ware will engage in cooperative advertising which will feature both the companies. This adds will carry the message that Super-Ware has brought new Christmas special red lids exclusively for the Australian Home customers. This will help to increase the brand loyalty rather than affecting it. Another argument from the department can be that there is no guarantee that customers will like these red colour lids and buy them. The reasoning here can be that Australian Home, being the biggest retailer has more knowledge about the customer preferences and they have the confidence that the red lids will attract more and more customers during this festive season. †¢Production: Australian Home wants the products to be delivered in pack of 20. The Production department will say that doing this will mean different packaging process for Australian Home. Currently, the products are delivered in cases of 12 for all the other customers. Changing the packaging process only for one customer will result in more cost. Super-Ware might outsource the entire packaging process but that will mean losing the control over it. And if Super-Ware decides to standardize the process and package all products in cases of 20 for all customers, then the other customers might disagree to it. The sales representative can try to address these concerns by saying that packing in cases of 20 instead of 12 will save packaging material and thus save cost. The other customers can be convinced to accept delivery in packs of 20 with the reasoning that this is an environment friendly manner of business. †¢Finance: The Finance and Sales teams are to be convinced that selling below the MSRP will be beneficial in long term. They might say that if Australian Home is sold at 2 cents below the MSRP, then the other customers will also demand the same. But the counter argument here can be that, Australian Home is one of the biggest retailer and they have the biggest customer base. Profit = quantity * price. The reduction in price will result in more quantity being sold and thus more profit. If the other customers also demand same reduction in price, then Super-Ware can say that Australian Home gives the guarantee of more quantity, if they are also ready to buy more products and confident to sell them then they can also be given this privilege. Thus in long term, this will mean more Super-Ware products being sold and more profit for the company. †¢Supply Chain: Currently Super-Ware has the FOB shipping policy. The products are shipped from China and it is the responsibility of the buyer once the products are on board. Australian Home is worried about this responsibility, they are not worried about the money i. e. they are ready to pay the shipping prices but do not want the hassle of customs and other responsibilities. The Supply Chain department may say that changing the policy will mean new agreements and more legal costs and moreover the other customers will also start demanding the same. But they can be convinced saying that Australian Home is a major key account and they mean more business for the company. And they are not concerned about the money. Super-Ware only has to arrange for the responsibilities. All they have to do is to contact some outsourced expert shipping company for this. The expenses will be paid by Australian Home. If the other customers demand this, then they can be asked to enter into a long term business contract to avail this service. 2. 3 Network the Ideas: After talking to different departments, convincing them and asking them for suggestions, the ideas have to be communicated to all within the company to gain support from top management and others within the organization. The sales representative has to use his networking skills in this stage. He has to understand that people have different ego states from which they can communicate. This is the transactional analysis proposed by E. Berne, 1986. There are three ego states: †¢Parent †¢Adult †¢Child And there are three types of transactions possible within people: †¢Reciprocal/Complementary †¢Crossed †¢Duplex/Covert While communicating with someone, one should try to analyse the ego state of that person and try to guess the type of transaction he is trying to do. Accordingly, the sales representative should behave with that person to perform a successful friendly communication. Everyone in the organization should be convinced about the importance of the deal with Australian Home and the new ideas thought of to meet the demands of them. The sales representative can use his different powers, coercive, utility and honour, to influence and convince people. Influence is termed as the highest level of all human skills. The sales representative has to identify the most influential persons within the company or the opinion leaders. If these people are convinced, then they can motivate others to agree to the changes required to meet the demands of Australian Home. The other people who should be targeted first are the people with knowledge, people who have good connections in the company and also who are trustworthy. These people might help to get support and cooperation from others. People do not like changes. They are resistant to changes. And the worst part is, if one process succeeds then people become more resistant to change it. Meeting the demands of Australian Home requires some serious changes in the company policy. So the sales representative has to be very careful to make sure everyone is convinced that these changes are good for the company in the long term. Everyone should be involved in this process. People feel more obliged to agree to changes if they are engaged in and part of the process. The sales representative should keep in mind that there is the ladder of inference as proposed by Peter Senge. These are the stages that one goes through while inferring something. One decides what information to select from the pool of available information, and then he describes this information to himself and makes the interpretation. After that he evaluates it based on his views and opinions. Then finally he theorises it and concludes. This is the complex procedure behind any inference. People do these steps in mind without knowing that he is doing these. So, it is important to know that everyone has their own different ladder of inference. To convince someone and sell some idea to him, the seller has to act in a friendly way so that the person infers the exact thing that the seller wants him to infer. The ideas generated by talking to the four departments should be networked within the company with these theories kept in mind to ensure effective communication and generating support. The sales epresentative has to use his powers and influence skills to successfully convince everyone in the company. He should use his four types of influence styles depending on the situation: †¢Involving: He should use this style with people who are friends and trustworthy. It should be used to build collaborations based on the same goals. They can form a team together and work towards motivating and convincing others in the com pany. †¢Inquiring: He should use this style of influence with people who have some other needs. He should talk to people and try to identify their objectives and goals. Then he can try to convince them about his ideas and in turn he will help them to get success on their respective issues. †¢Leading: He should use this influence style to let everyone know the importance of this deal and the importance of Australian Home as a major long term key account customer. If the employees within the company are convinced about the importance of the issue then they will shed their resistance and come forward to make the deal a success. †¢Proposing: This style of influencing involves proposing various options and solutions with rationalizations. It is a structured style. This style might be used with people within the four departments. The sales representative should try to get these people involved in the whole matter. He should ask for their suggestions and they should work together towards a win-win solution for both the companies. 2. 4 Close the Deal: This is the hardest of all the stages. Getting the commitment from the top management can be as hard as possible. They can be convinced still not committed. The sales representative might have to use different closing techniques depending on the situation and the persons involved. While closing, the sales representative can use the concept of co-opetition, Brandenburger and barry, 1996. It is not necessary that one party has to be defeated for the win of the other party. It can be a win-win situation for both Australian Home and Super-Ware. The top management has to be convinced that. The solutions should be made in such a way so that they benefit both the companies. 2. 5 Implementation: This is the stage once commitment is gained from the top management. The ideas should be implemented. The sales representative should personally ensure that all the four departments can successfully implement all the olutions. He should be involved in the entire implementation process. He should also ask the Australian Home representatives for their feedbacks. He is the middle man between the two companies. He has the responsibility of maintaining the interests of both the companies and keeping both of them happy and thus helping to grow the inter-organizational relation. In t his stage also he has to use his people skills to ensure that everything is going smooth. 2. 6 Sell the Results: This is the final stage of this six stage internal sell process. The results of the deal, the final success story should be communicated to everyone. The sales figure of Australian Home, the growth in revenue and other financial figures should be communicated to everyone. He should also not forget to thank everyone and mention their contributions everywhere. This can be explained with the help of the Double Loop Learning concept as proposed by Argyris, 1976. Single loop learning is only problem solving and is a one way approach. This helps only in improving the system as it exists. But double loop learning is more than just solving the problems. This involves questioning the underlying assumptions and beliefs behind the techniques in which we do something, goals and values. The final outcome is the result that we get. We should analyse this result and try to learn from it. This learning can help in building the underlying assumptions which explains why we do something. This will also help in the techniques, goals, values and strategies which explain what we do. The outcome of building a successful business relation with Australian Home should be considered as a learning experience for the company Super-Ware. The results should be communicated to one and all within the company. This will help in internal sell process in future for other decisions in other situations. References: †¢John Bradley Jackson, â€Å"Internal Selling Can Be The Hardest Sale† †¢Rackham, 1987, SPIN Selling Technique †¢Spiro, Weitz, 1990, Adaptive Selling †¢Jennifer McFarland, 2001, â€Å"The Inside Sales Job† †¢Friesen, M. E. , 1998, â€Å"The Internal Sell Process† †¢E. Berne, 1986, Transactional Analysis †¢Peter Senge, Ladder of Inference †¢Brandenburger and Barry, 1996, Co-opetition †¢Argyris, 1976, Double Loop Learning How to cite Internal Selling: â€Å"Putting Theory Into Practice†, Papers

Analysis of I dont kiss strangers Essay Example For Students

Analysis of I dont kiss strangers Essay Joshua GrantEnglish 102Section: 26January 31, 2002The analysis of I Dont Kiss StrangersIn the short story, I Dont Kiss Strangers there is a man versus man conflict regarding a couple who may never see each other again. In the beginning of the story there is little indication of foreshadowing of what will happen in the end. Therefore the reader is completely unaware of the outcome of the story. Written in the first person, the story takes place at a loud party with many intoxicated adults. A boyfriend has been drafted into the army and the love struck couple faces the chance of him not coming back. The author of the story, Shirley Jackson sets the mood with a sense of disbelief and shock as the story progresses and gets more in depth. The story gives clues of foreshadowing when someone tells him he cannot just go up to a girl and blatantly say come on outside into the air, we gotta say goodbye somehow.That statement kind of gives the reader clues that he wants to go somewhere else and spend his last night with her. Throughout the story, the protagonist tries to persuade his girlfriend to go to a different place other than a party to say Good-bye. However, she acts stubbornly and refuses to leave the party in fear that the liquor would be too far away. Using the liquor as a comfort zone so she does not have to face reality. In my opinion, she is trying to make it easier on her self by trying to avoid the fact that he is leaving and all she will have is memories. She talks about how long of a time it will be by saying that she want even know how the next guy will sound to her or that the next time she runs out of cigarettes she want have him to go get them. In my opinion, she says he will be different because over the year both of them will mature and the war will change him. The antagonist feels sorry for her self and goes on to say that if he does come back that neither he nor she will ever be the same again. The climax occurs when the couple is located in the bathroom discussing their dilemma. This is where the hints of foreshadowing in the beginning of the story start to really stand out. She really puts things blatant about not wanting to go somewhere else to talk. The reader is trying to debate whether or not she will give in and go to a quieter place to say their good-bye. However, she keeps stating that nothing is going to be the same when he gets back. He does not want the last evening they have together to get spoiled but she states that she has spoiled many evenings before and why should this one be any different. Eventually she reinforces the fa ct that she will have to go on living without him for a year or even more. Finally, she leaves him in the bathroom broken hearted. She turned away and said, No, I do not kiss strangers. You ought to know that by now. What I got from this statement is that in her mind he has become a stranger now because he is about to leave to become a soldier and she is trying to act like nothing ever happened so she want get hurt as bad. In conclusion, the reader is left with a grudge against the woman. Hoping that the story has not ended and she will come back to leave him with his wish that they could spend his last night together, alone and to comfort each others pain. .u8c3476ed1b2e64328277984e98c760b8 , .u8c3476ed1b2e64328277984e98c760b8 .postImageUrl , .u8c3476ed1b2e64328277984e98c760b8 .centered-text-area { min-height: 80px; position: relative; } .u8c3476ed1b2e64328277984e98c760b8 , .u8c3476ed1b2e64328277984e98c760b8:hover , .u8c3476ed1b2e64328277984e98c760b8:visited , .u8c3476ed1b2e64328277984e98c760b8:active { border:0!important; } .u8c3476ed1b2e64328277984e98c760b8 .clearfix:after { content: ""; display: table; clear: both; } .u8c3476ed1b2e64328277984e98c760b8 { display: block; transition: background-color 250ms; webkit-transition: background-color 250ms; width: 100%; opacity: 1; transition: opacity 250ms; webkit-transition: opacity 250ms; background-color: #95A5A6; } .u8c3476ed1b2e64328277984e98c760b8:active , .u8c3476ed1b2e64328277984e98c760b8:hover { opacity: 1; transition: opacity 250ms; webkit-transition: opacity 250ms; background-color: #2C3E50; } .u8c3476ed1b2e64328277984e98c760b8 .centered-text-area { width: 100%; position: relative ; } .u8c3476ed1b2e64328277984e98c760b8 .ctaText { border-bottom: 0 solid #fff; color: #2980B9; font-size: 16px; font-weight: bold; margin: 0; padding: 0; text-decoration: underline; } .u8c3476ed1b2e64328277984e98c760b8 .postTitle { color: #FFFFFF; font-size: 16px; font-weight: 600; margin: 0; padding: 0; width: 100%; } .u8c3476ed1b2e64328277984e98c760b8 .ctaButton { background-color: #7F8C8D!important; color: #2980B9; border: none; border-radius: 3px; box-shadow: none; font-size: 14px; font-weight: bold; line-height: 26px; moz-border-radius: 3px; text-align: center; text-decoration: none; text-shadow: none; width: 80px; min-height: 80px; background: url(https://artscolumbia.org/wp-content/plugins/intelly-related-posts/assets/images/simple-arrow.png)no-repeat; position: absolute; right: 0; top: 0; } .u8c3476ed1b2e64328277984e98c760b8:hover .ctaButton { background-color: #34495E!important; } .u8c3476ed1b2e64328277984e98c760b8 .centered-text { display: table; height: 80px; padding-left : 18px; top: 0; } .u8c3476ed1b2e64328277984e98c760b8 .u8c3476ed1b2e64328277984e98c760b8-content { display: table-cell; margin: 0; padding: 0; padding-right: 108px; position: relative; vertical-align: middle; width: 100%; } .u8c3476ed1b2e64328277984e98c760b8:after { content: ""; display: block; clear: both; } READ: Maslahah Mursalah EssayWords/ Pages : 643 / 24