Family Law

Family Law Essay Introduction * As societies become more diverse and complex; the law needs to reflect these changing social values in order to remain just. * State something relating to given question. * State thesis: Thus, family law is very effective/only effective to an extent in †¦ * This is due to the success of law reforms that effectively address †¦ * However, this effectiveness is hindered by the limited changes made to include same-sex marriage within current legislation. Effective] Divorce Divorce is the legal dissolution of a marriage. The Australian family law system has implemented significant law reforms that redress the matter of divorce in accordance to changing societal values. * Prior to 1974, divorces applied under the Matrimonial Causes Act 1959 were on the ground of ‘fault’, which included 14 grounds such as infidelity, cruelty and desertion; whereby one or both spouses had to admit to their wrongdoing that undermined their divorce. Such s ubmissions for divorce were perceived as socially immoral and thus those who took these actions were negatively judged by the community.* However, in 1975, a major reform to family law occurred whereby the Family Law Act 1975 (Cth) was passed and introduced ‘no fault’ divorce, where the only ground was ‘irretrievable breakdown’, which allowed couples to divorce after separation. * This idea of a 12 month separation period with the intention to divorce was established in the Tye v Tye case. Ultimately, the reform increased the accessibility of divorce and reduced the stigma attached with it. This fundamental change to divorce law was clearly a reaction to changing social values, where society has accepted that people should not be left trapped in an unhappy marriage, reinforcing the basic right to live in freedom. [Effective] Domestic violence Domestic violence has been recognised as an ongoing social issue and community-wide problem, rather than just a â₠¬Ëœprivate matter’. Hence legislative reforms have effectively reflected these changing attitudes in he community through introducing further protection for victims of domestic violence as a means of improving previous legislation. * In the 1800s, domestic violence against women was acceptable as they were under ownership of men.* Over time the legal system has overcome these injustices in order to reflect the importance of individual’s rights, through the introduction of the Crimes (Domestic and Personal Violence) Act 2007 (NSW) which amended the Crimes Act 1900 (NSW) as it provided extensive protection children and adults victims of domestic violence. Such protection predominately include Apprehended Domestic Violence Orders (ADVOs) which are an effective means in reducing the incidence of domestic violence as they are a quick, inexpensive and accessible form of protection which is supported by full weight of the criminal law if breached. * The effectiveness of ADVOs is highlighted in the article, â€Å"Girl died of starvation, neglect: doctor† (21/05/09, SMH) as this legal instrument had protected the lives of two children from suffering the same neglect as their deceased sister, at the hands of their parents. [Ineffective] Recognition of same-sex relationshipsAs society diversifies, there is an increasing acceptance of same-sex relationships; which, however is not accurately reflected within the family legislation. * Initially, there have been progressive improvements to family law including the introduction of the Property (Relationships) Legislation Amendment Act in 1999 which changed the definition of de facto relationships to non-gender specific and the Same-sex Relationships (Equal Treatment in Commonwealth Laws – General Law reform) Act 2008 removed discrimination in areas such as tax, superannuation, child support and social security. However, in 2004, the Commonwealth Government reaffirmed the traditional concept of marr iage in the Marriage Act 1961 (Cth) as the union of man and woman, which automatically forces same-sex marriage to be void in Australia.* The exclusion of same-sex marriage within family law demonstrates that there are still changes needed to be made in order to meet the injustices of current law. This demand for change is evident in the media article â€Å"Gay marriage advocates rally around nation† (12/05/12, AAP) which reports thousands of peaceful protestors across Australia rallied in support of same-sex marriage. From this article, it shows the family law’s lack of improvements from previous laws that similarly failed to meet the values of society as communities are force to take extreme measures just to voice their basic right. Therefore, the exclusion of same-sex marriages in family law deems it as highly ineffective in improving previous laws as it indicates the lack of initiative made to meet changing social values.

Assessing The Suitability Of Tolworth Farm Field Environmental Sciences Essay

Dirt can be referred to as a relatively soft, loose sedimentations which can be excavated by manus or tool Sutton, 1993. Soil comprises of two different constituents, minerals derived from enduring stones and organic minerals derived from workss and micro-organisms ( Michael & A ; Donald, 1999 ) . Contaminated dirt by hint of metals is an issue that requires attending because of the consequence it might do on to planetary environment and human wellness ( Abrahams, 2002 ) . Expert in the survey of dirt provinces that there are differences between rural and urban dirt by measuring the sum of hint metals ( Kabata-Pendias, 2001 ) . Application of inordinate chemicals for illustration fertilisers, weedkillers or sewerage sludge from intervention works for more outputs without sing the short or long term consequence has made dirt to go a limited resource particularly in towns and metropoliss for largely allotment holders. These chemicals contain important sum of hint metals which bit by bit accumulate in the dirt over clip and finally pollute the dirt rendering it useless for development ( Adriano, 2001 ) . Allotment dirts which are largely for cultivation of harvests and veggies for human ingestion requires serious attending. This is true for Marsh lane allocations in London which is extremely contaminated with heavy metals ( Jeffries & A ; Martin, 2009 ) .Heavy metals and organic contaminations on dirt surface can present menaces to human wellness in the close hereafter for allotment holder if redress is non put into consideration instantly ( London Development Agency, 2005 ) . It is hence necessary to measure dirt belongingss for any dirt hazard or suitableness appraisal for lodging with workss, grass, bushs and trees. This is because all dirt belongingss can act upon the behavior of hint metals every bit shortly as the heavy metals are absorbed by dirts and workss. 1.1 AIM The purpose of this study is to entree the sum of metal taint and bioavailability/mobility of selected hint of elements at Tolworth Court Farmland, for suitableness of the intended land usage. 1.2 Aim The aims of the study are: To study and take samples from Tolworth tribunal farm. To find dirt PH value. To find dirt organic affair. ( SOM ) To find cation exchange capacity ( CEC ) To find the entire hint metal component from dirt utilizing HNO3 and ICP-AES. To find the possible bioavailability of hint component with IM HN4NO To find suitableness for land intent. 2.0 MATERIALS AND METHODS 2.1 Description of site 2.2 Soil Sampling A figure of quality composite samples were gotten through the usage of satisfied random trying method. The equipment was exhaustively clean before continuing to each intended country to avoid taint from one point to another and samples were collected at the deepness of 10cm utilizing a manus plumber's snake. All dirt samples collected in paper bags were labelled. 2.3 Soil Preparations. Dirt samples were grinded. Prior to analysis samples were air dried at 40oC for three yearss and exhaustively through a 2mm nylon screen to take any possible works dust harsh fragment and dead foliages. The dirt pH and entire organic affair were analysed at Kingston University Laboratory, London. 2.4 Soil pH. Bullock and Gregory ( 1991 ) suggested that to find dirt pH the best practical method could be the usage of H2O pH method. Duplicate oven dried dirt samples, weighing 10g each were added with 25 milliliters of de-ionize H2O, and utilizing a pH metre which was calibrated at pH 4, 7 and 9.2. 2.5 Soil organic affair [ SOM ] For the finding of dirt organic affair, Walkley-Black method was used ( walkley, 1947 ) 10 ml solution of K bichromate was added to three replicate of grinded dirt samples weighing 0.4 g and 20 milliliter of sulfuric acid added to it and left for 30 proceedingss. Thereafter, 200 milliliter of de-ionize H2O and 10 milliliter of concentrated orthor-phosphoric acid was added to the dirt sample solution. Several beads of index solution [ Ba diphenylamine sulphonate ] , titration of dirt solution with 0.5M-ammonium ferric sulfate solution. Soil sample was carefully observed at the terminal point as it changes its coloring material from bluish to green. 2.6 Cation Exchange Capacity [ CEC ] Determination of CEC, was done by a suspension of 4g of dirt sample in 33ml of IM Na ethanoate solution thrice. Ethanol was used for taking of extra impregnation in the dirt solution. Sodium ion [ Na+ ] exchange index was displaced with NH4+ ion so finding was made utilizing flame emanation spectroscopy for cation exchange capacity of dirt sample. 2.7 Entire metal content For entire metal concentration, the usage of azotic acid [ HNO3 ] for decomposition process was applied. 1.5g of dirt sample was introduced into three different acerb clean 100ml conelike flask, and 20ml of concentrated azotic acid was added from a dispenser. After heating at 50oC for 30 min. dirt samples were allowed to chill before reassigning into 100ml volumetric flask utilizing Whatman filter paper No. 541. At this point sample was ready for finding of hint component by inductively coupled plasma atomic emanation spectroscopy [ ICP-AES ] . 2.8 Potential bioavailability hint component For this facet, IM NH4NO3 was used to measure the metal mobility in dirt sample. 1M NH4NO3 of which 50ml was added to dirty sample weighing 5g, it was agitate for 60 min. at 200 revolutions per minute. After agitating, samples were filtered utilizing whatman 41 filter paper. The infusion was used for finding of potentially bioavailability hint component by ICP-AES 2.9.0 Quality Control 2.9.1 Quality Assurance Measures The research lab activities of this study was closely examine to be able to detect any taint or malfunction so that if any occur it could be identified and corrected. Measures were taken to do certain that all laboratory equipment were exhaustively clean before and after each usage. 2.9.2 Reproduction In this study, three dirt samples were used throughout the same trial. 2.9.3 Certified Reference Material [ CRM ] This stuff enables traceability to the International System of unit. CRM contains known dirt belongingss and mineral measures by weight ( Mackay & A ; Kazlauskas, 2011 ) . This was provided in the University research lab and was really utile for digestion of acid in entire heavy metal extraction experiment from samples without being cognizant of how efficient the is during the digestion. 2.9.4 Reagent space Reagent spaces were besides included in the finding processes, and treated the same manner the dirt samples were treated. The consequence of the reagent spaces were subtracted from the samples to take any signifier of divergence which might hold been present in the chemicals used in the research lab work. 3.0 Consequences and Discussions 3.1 Soil pH Soil trial Mean Standard divergence pH 5.165 0.06363 Table 3.1 dirt pH Soil pH of country A, B and C are reasonably acidic as shown in the above tabular array 3.1. The values are 5.12 and 5.21. The sites have merely little differences in which country A is has the highest pH value and C has the lowest country. Crops can really turn on the investigated site ; this is support by Alloway ( 1990 ) the pH degree for cultivable harvests is 6.5 on mineral dirts and 5.5 on peaty dirts. Miller and Gardiner ( 1998 ) besides agreed that most agricultural workss can turn at its best in somewhat acidic dirt. Strongly acidic dirt status will increase the solubility and mobility of heavy metals that are present in the dirt, this will expose workss to put on the line as metals will be absorbed through works roots, workss finally become contaminated with high degree of heavy metals, this is true for elements like Zn, Co and Cu ( Mattina et al. , 2003 ) . Nitrification seem to be absent in acid dirts, microorganisms can non accommodate to acidic environment and finally its metabolic rate is reduced and C disrupted ( Alloway & A ; Ayres, 1993 ) . Soil sourness can be regulated by application of calcium hydroxide to dirty to increase the pH degree to 6.5 ( Blevins et al. , 1978 ) . 3.2 Soil organic affair 3.3 Cation exchange capacity Ion exchange is said to be an exchange between counter-ions that balances surface charge on dirt colloids whether the dirt is organic dirt, clay dirt or mineral dirt and the ion in the dirt solution, nevertheless, cation exchange capacity is the extent to which dirt components can move as cation money changer ( Alloway & A ; Ayres, 1993 ) .

Marketing and Woolworth

What you have to do For this assignment, you are required to: Research into an organisation that you are familiar with Collect relevant information for use in completing the tasks of this assignment To perform the tasks satisfactorily, you need to conduct extensive secondary research using search engines, the useful websites in the Appendix of OTEN learning resources and any other relevant sources of information. This assignment continues from Assignment 1. You may need to refer to Assignment 1 to complete the following four tasks.Suggested response length: 8-10 pages Tasks Task 1 (25 marks) Describe the implementation of a recent marketing program or a marketing plan of the organisation. You are required to describe broad and specific action programs (what, when, who and how) with reference to the marketing mix elements. Woolworth is a retail primary activity in supermarket and has a portfolio business which is similar to wesfarmers, like BIGW, petrol and liquor stores bonds, it is a big huge range of consumer favourite brands.It is a big competition industry and need a cost leadership implementation plan for the company to success and achieve their mission and goals. in Sydney . Woolworth company has the board ,of directors act in behalf of share holders in supervising. And managing is to planning and managing a good plan for marketing to be always the company to be a fresh food people. the implementation plan for Woolworth is to focus on some areas in company like water , sourcing, packaging, waste and green stores plus challenges and opportunities to way forward including our target . he measurement of our environmental by rhe mission from farm to market , from market to distribution centre, from distribution to store from store to home . the sustainability strategy for Woolworth to give the importance issue to the business feedback reciving from stakeholders . woolworth commitments, policies and performance details on our corporate responsibility in Woolwo rth website. This strategy will help to make environment issues with the work that Woolworth mangemnt are already doing around the economic and social impact for the company . Working group to develop Woolworth strategy to energy and green house . sustainable transport targets ,waste, packaging and water. The groups come from all different places of the business to establish the implication and practical consideration behid the commitments and targets * http://www. woolworthslimited. com. au/icms_docs/130514_Doing_the_Right_Thing. pd Rom Marketplace, Shareholders, government suppliers, customers Workplace Employee Environment CO, energy, water, waste, resources, biodiversity To create a trade mark (brand, logo, etc. , and have it registered (protection of Intellectual property rights www. ipaustralia. gov. au) > product/brand manager > Consultation with company lawyers, external consultants and major stakeholders (if need be) > Registration on/before end of September. 2. The product should be available for despatch to retailers by the end of December * Product : Woolworth has a modern organization focus on marketing efforts on their customers to give the consumer a health and fresh brand to use on their good brand , Woolworth management has a new product call whatMacro Wholefoods it is a market brand organic for almonds and semolina and walnuts ec†¦ macro organic the new range of products has a gluten free and that is very safety and healthy for any family in health issues . who Woolworth manager proud to bring macro wholefoods in market. Woolworth is a big local business employer of more than 192,000 people and committed their own suppliers , producers and manufactures. there is board of directors in Woolworth this board role is to represent and serve interests of shareholders by overseeing and assess value and quality of the company .Management board to take responsibility and right decisions across the company brand . what to buy what to brand is good for marketing in Woolworth companies . how Woolworth limited managers are best Australian organised and trusted for the good brand and fresh brand by with constantly checking if suite to consumer what is need to be in market how the quality should be and any effects for this kind brand what the effect should be a date on packaging when should be eating and when is ending date . packaging to be safety and good looking plus easy to use . very product should registered a trade mark for any new brand in market paid the fees for new brand and application to go through to completed . the consultation for the brand company will check if this new macro product will suit Woolworth production system . it is an enough f program for this macro product against any competition funding available to develop new macro product . ( peter mix page 259 ) when the product application start in 4/2/2009 and should be end it three month later around 4/5/2009 has to be ready for pricing and prepare to be in market .Determine and finalise the price list for retailers > marketing manager > based on info from sales people + industry info from MKIS, relevant macro-environmental Factors > price list ready for retailers on/before October 2. Determine pricing strategies > marketing manager > feedback from salespeople + Nature of product, marketing objectives, etc. > by the end of August Pricing : pricing is very important elements in marketing mix or any new product in market price should be clear to customer and also match the quality of the product . arketing manager for Woolworth will determine the price of the product by the cost and company position in market and what level of competition in market for this product . there is many competitors in pricing by auction markets there is many sellers to buy the product through the websites from different company . there is a costs , positioning and competition in each market that is why manager in Woolworth should depending in how and where mar ket the product price and what value . And understanding the customers and consumers better, to improving product according to their needs. t html http://www. woolworths. com. au/wps/wcm/connect/Website/Woolworths/Our+Brands/Macro Determine distribution strategies (selective, intensive, etc. ) > marketing manager + marketing/sales team > based on market coverage, competition, cost of distribution, etc. > on/before 30 September 2. Determine channel management strategies > marketing director > in consultation with marketing/sales people, relevant stakeholders, etc. gt; on/before 30 September http://www. woolworths. com. au/wps/wcm/connect/website/woolworths/abou What will be carried out? Woolworth called fresh food people has a good low prices for food and grocery all family need it in store , includes vegetable , meats , groceries items and packaged, liquor in different brand , petrol, general merchandise plus home improvement and hotels http://www. woolworthslimited. com. au/page/Wh o_We_Are/Our_Brands/ Who is responsible?Woolworth company has the board ,of directors act in behalf of share holders in supervising. Company supervising and managing is to planning plus managing a good plan for marketing * . there is board of directors in Woolworth this board role is to represent and serve interests of shareholders by overseeing and assess value and quality of the company . * Management board to take responsibility and right decisions across the company brand . what to buy what to brand is good for marketing in Woolworth companys .How it is done: Woolworth is a big local business employer of more than 192,000 people and committed their own business of many thousands local farmers, producers and manufactures. When it should complete: Promotion: 1. Salespeople to call on all retailers and secure orders for production > sales manager/sales people > develop a customer call plan that covers all sales territories + info from MKIS, etc. > before November 2. Develop a adver tising media schedule > advertising/marketing manager > based on ad budget, types of media options, etc. gt; by the end of November People: Physical process: Physical evidence: 4Ps or 7P depending on the nature of the products or services Task 2 (25 marks) Identify and describe two sales forecasting techniques that could be used by the organisation or in the industry. You can use two of the following sales forecasting techniques: Market build-up method Survey of buyers' intentions Composite of sales force opinions Expert opinion Delphi method Regression analysis or any appropriate techniques. Critically evaluate the two sales forecasting techniques.Task 3 (20 marks) Identify and describe four financial ratios used for measuring and monitoring the performance of the marketing program or the marketing plan of the organisation. Relate your discussion to any relevant marketing mix elements. Task 4 (30 marks) Describe five evaluation and monitoring control methods for the marketing progr am or the marketing plan of the organisation. You need to demonstrate your skills and knowledge of marketing metrics, financial metrics and benchmarking industry best practices based on reliable sources of secondary information.

Analytical report on the mediation process Essay - 1

Analytical report on the mediation process - Essay Example Mediation is based on standards of problem-solving that highlights the requirements and interests of the contestants; equality; confidentiality; freedom and the best interest of all parties. These principles are planned to support and lead public, private, controlled, and obligatory mediation. The way of execution and mediator devotion to these principles may be subjective to local regulation or court law (Goldberg et al, p. 259). Mediation is practical support of an impartial third party. The responsibility of the mediator is specifically to facilitate the parties in finding their own acceptable, feasible solutions by being an efficient catalyst and providing organization, focus, and support with communication. The function of the mediator is to offer impartial, neutral help from the position of someone with no other attachment or investment in the result of the argument. Mediation has a high rate of fulfillment. Parties who have arrived at their own modified agreement are usually more expected to pursue through and stand for and adhere to its terms than those whose agreement has been forced by a third-party decision-maker. Parties that discuss their personal agreements have more power on the result of their argument and gains and losses are more knowable when they retain the decision-making authority than when results regarding the outcome of arguments are turned over to external third parties. Mediation involves reciprocally acceptable contracts in which all parties have at least a few of their interests met to the level that they are ready to support the general agreement. Mediation assists in maintaining continuing associations. Mediation agreements, which cause negotiated solutions that concentrate on all of the parties’ requirements (a win-win situation), are much better capable of preserving present and future working associations than win-lose procedures. If a future working association is essential, an agreed

Ethical issues in packaging practices Research Paper

Ethical issues in packaging practices - Research Paper Example The ethical perception of issues related to packaging can be demarcated based on opinionated judgments of related packaging professionals, ethically interested customers along with brand managers. Moreover, the difference of opinions between consumers and business practitioners can be observed in terms of ethical sensitivity, perceived norms of industry along with apparent outcomes of practices of business. It can also be observed that business practitioners are identified to be possessing lower ethical sensitivity. On the other hand, ethically interested customers are very much concerned about the issue of packaging as compared to the business people. Furthermore, in this regard, it can be apparently viewed that ethical issues in packaging practices include label information, packaging safety, packaging graphics as well as environmental issues (Bone & Corey, 2000). Contextually, green packaging can be considered as a new breakthrough of consumer issue in order to deal with and shed more light on the modern day consumer standpoints related to the ethical issues associated with packaging. From the above evidences, it is quite evident that packaging in the sustainable manner has been preferred by customers in the global market context. Green packaging has been the standout facet which is based on rendering environmental friendly offerings for consumers in order to decrease unwanted substances and other significant aspects. Packaging is also considered as the lowest expensive form of advertisement. Thus, this invaluable source of inexpensive communication media needs to be carefully handled by concerned marketers keeping in consideration the ethical aspects associated with the use of this imperative facet (Shimp, 2010). With these considerations, the paper aims to explain the ethical stand on one of the major environmental concerning issues i.e. packaging. Prevalent Packaging Practices and Ethical Concerns The practices which are related to packaging both directly and indirectly can be observed on the basis of quality and quantity of the product. It can be stated that the size of packaging along with the contents are employed to create awareness about the varied product related information. The offered quality and substance of the product are generally demarcated on the packaging. However, at times, it is evidently observed that design for packaging depicts information for misleading consumers towards purchasing that product. Therein lays the emergence of ethical issues which can severely dent the prevailing trust of the consumers in the long run. Another implication related to packaging practices can be identified as producer at times imitates packaging patterns for misleading about actual product quality as well as at times pricing is indicated wrongly or eliminated from packaging (European Parliament, 2012). In the modern day context, packaging issues can be considered to be significant in terms of creating environmental concerns. As a re sult of which, most of the organizations are emphasizing on using lesser amount of packaging in order to keep the environment free from waste and pollution. Modern day marketers have been compelled to focus on the materials used for packaging which are reusable and renewable and are produced from proper utilization of natural resources. It can also be mentioned that packaging accounts for nearly half of the carbon

Chicano Studies (Latino Narrative Film-1990 to present) Essay

Chicano Studies (Latino Narrative Film-1990 to present) - Essay Example However, since the 1930s onwards a change was observed in the Latin American film industry and initiation of the change occurred especially among Brazilian film directors. For a time period of almost two decades a cultural struggle within the Brazilian film industry was gradually becoming conspicuous and it was mainly reflecting a desperate quest among the film makers to develop their own identity, going beyond the realm of oppression that they encountered due to Western cultural acculturation. Prior to this period Mexican melodramatic films and Brazilian â€Å"chanchadas† were only remaking of Hollywood style film narrative. During the period of 1930 to 1950, serious attempts were made to create such films that would elevate the aspects of Latin American life, their social, cultural trends and different aspects of a Latin American individual’s life within such social, cultural, political and economic domain (Hart 1-5). In this context, influence of Italian cinematic narrative created huge importance on the Latin American film narrative. The post Great War II period, in the history of Italian art is characterized with Neo Realism movement which mainly attempted to focus on everyday life of common people in the post War situation. The trends of Neo Realism in the context of Latin American film making played a considerably important part in developing specific voice of the film makers. During the 60s, French New Wave film narrative technique provided additional impetus to the entire system. The next two decades are considered as the most important phase in the history of Latin American films, as the directors have created and conveyed an original narrative style that was entirely different from Hollywood tradition of mainstream filmmaking and soon the Latin American film industry made its access into the mainstream film industry (Hart 7-13). Huge success and international level recognition of films l ike

Effects of Quality Management on Domestic and Global Companies Essay

Effects of Quality Management on Domestic and Global Companies - Essay Example In the case of a domestic airline, southwest airline has performed well and survived adverse effects on airline business like terrorism and inflation in the fuel prices. Similarly, the German based Lufthansa has operated internationally and maintained a good market share hence posing good financial performance (Lufthansa Consulting, 2011). The two firms recognized the need of improving the quality of their products while keeping their costs low to become more competitive. The two companies are in the airline industry and pursue strategies to improve the quality of their services. In the airline industry, the domestic and global organizations are interrelated and affected by similar environmental factors. To survive in the US domestic industry, southwest airline has engaged in restructuring and focusing on the customer service. The company believes that the satisfaction of customers is instrumental in gaining positive performance. At the same time, Lufthansa has restructured and enter ed into strong alliances that would allow the company be robust in the airline business (Lufthansa Consulting, 2011). ... For Lufthansa, their wide range of services focuses on quality and safety of their customers. This has been achieved by adhering to the set regulations and standards. Likewise, southwest airline mission is clearly hinged on the maintaining quality by adhering to the regulations set by the US authorities. The two organizations have entrenched in all the procedures and decisions of the firms. The first stage in the process is a well-defined mission and vision statement that demands employees to remain answerable to the company. This has also been integrated in the company strategic objectives of demanding commitment to law and procedure adherence. The second process for both the companies is the aligning the company acquisition and strategic alliances to achieve organizational order and efficiencies. The two firms evaluate strategic alliances and undertake evaluations to determine feasibility and profitability of the actions keeping in consideration the safety and demands of their cust omers. The businesses consider the health of their workers and customers essential for the smooth operation of the businesses. The obligation to make their stakeholders safe is not just, because it is a legal requirement but because the businesses consider it as a social responsibility (Southwest Airlines Co., 2011). Finally, the two companies have a similar procedure I their staff training and development. They believe that for success to be realized in the business the companies must have a staff capable of executing perfectly and in a timely manner, the chosen courses of actions. Both southwest airline and Lufthansa in its international operation trains its employees to improve the quality of

Time-Driven ABC and Enterprise Resource Planning (ERP) articles Essay

Time-Driven ABC and Enterprise Resource Planning (ERP) articles analysis - Essay Example After realizing that this technique consumes a lot of time, Kaplan and Anderson improved on it and developed a new method known as Time-driven Activity Based Costing (TDABC). This technique uses information from Enterprise Resource Planning System (ERP) to assign costs to products and services directly and in a less costly manner (Kaplan, & Anderson, 2005). This paper will analyze the drawbacks of ABC that made Kaplan to develop TDABC and the relationship between TDABC and ERP. The drawbacks of ABC that led to the development of TDABC include overlooking capacity, expensive, and time consuming (Gilbert, 2007). The technique consumes time because organizations have to conduct interviews to ask workers the amount of time that they take to complete each activity. Companies take time to develop questions to ask workers about all the activities that they carry out in the firm and it consumes even more time to conduct the interview sessions (Kaplan, & Anderson, 2005). This process is also expensive because companies have to acquire resources to conduct the interviews; for example, organizations spend money on developing questionnaires, paying interviewers, and analyzing the data from the interviews. This increases the expenses of a firm leading to low profits. Kaplan also argues that the traditional ABC technique ignored the role of capacity in organizations. The traditional ABC method allocated costs to products by first determining the cost of all activities in a company. This means that this technique ignored the ability of workers and machines to produce goods in a company (Kaplan, & Anderson, 2005). The other limitation of ABC is that it is inaccurate because of errors that employees make when estimating the time that they use to complete activities in an organization (Gilbert, 2007). Time-driven Activity Based Costing solves the problems of traditional ABC by using accurate data from ERP that consumes less time and takes into account the capacity of

My Philosophy of Education (Early Childhood Education) Essay

My Philosophy of Education (Early Childhood Education) - Essay Example Educators may ask the child why they did not surpass the activity. Asking for their outputs can direct children in honest assessment. No one is perfect. Teaching youngster to accept others failure with activities can cultivate their mentality with respect to other's failure. Let them think that every failure is an opportunity for further learning. Behind tasks or activities comes along responsibilities for learners to accomplish it. Giving them the understanding of finishing the tasks is an achievement that will merit soon. Applying rewarding system to this will give them the persistent determination and setting it as a goal. Mostly, young children like meriting their achievements. Let them know what they do right. This contributes their faith that learning is fun both intellectual and physical. Learning begins at the very early stage of life. From birth, learning is continues progression throughout life. Every stage in life contributes in how a person is shaped and nurtured. Knowledge can be acquired and the kind of environment people intermingle can be a factor to how he is developed. Proper education from the early stage of development is highly considered in raising children aptly. Education formally is a social science tha... From birth, learning is continues progression throughout life. Every stage in life contributes in how a person is shaped and nurtured. Knowledge can be acquired and the kind of environment people intermingle can be a factor to how he is developed. Proper education from the early stage of development is highly considered in raising children aptly. Education formally is a social science that encompasses teaching and learning specific knowledge, beliefs, and skills (Education). Encompassing early childhood education needs special curriculum in edifying them appropriately to aid in their early stage of growth. Fostering children is a crucial task which need continues monitoring with their improvement and growth. Considering the essentialness of the subject introduces to young children and their capacity to conceive must be gauged and assessed properly. As a requisite, proper environment and the right childhood educator have to be defined to constitute excellent learning possibility. It seems rational to make adjustment with the curriculum if needed. In this method, young children will have the suitable scheme for learning. Define different stages of learning and monitor them for proper assessment. Recording of the rate of learning can be tracked by charting. Necessary decisions can be made from these data concerning changes in learning curriculum. Building the foundations for educating young children is a task of a lifetime. Educator-student communication is always the key. One must implement an effective institution for cultivating children considering its socio-emotional aspects. The reward will be fulfilling when you have successfully guide a child to demonstrate his best WORKS CITED "Education." Wikipedia: The Free

PR and the Media - Networking and Ethics Essay Example | Topics and Well Written Essays - 1750 words

PR and the Media - Networking and Ethics - Essay Example Introduction Public relations are one of the most important parts of marketing. Public relation is one of the key elements of the promotional mix. Public relations can be defined as a way of communication through which the products or the services offered by one marketer is promoted or evaluated by a third party and hence this helps the marketers to develop an atmosphere of credibility and trust among the customers. Journalists and reporters happen to be one of the most important parts of the modern media. From the perspective of the marketing and public relations, the journalists play an important role as a reference group. The evaluation made by the journalists about an organization or a product can actually influence the buying behavior of the public and hence the marketers usually look to develop strong relationships with the journalists. However, among all these the ethical aspects of the journalism are some that needs to be maintained. The present study has been conducted in or der to analyze the relationship between journalism and PR keeping the ethical aspects of journalism in mind. Also the study looks to understand how the three different businesses can use one media connector to great effect (Belch and Michael, 2005). Part -1 How journalistic ethics affects marketing public relations professionals Journalistic ethics comprises of the principles of the ethics and good practices applicable to the specific challenges faced by the journalists. Presently this subset of the media ethics is mainly known as the code of ethics. Increasing influence of the public relation professional has been quite detrimental to ethical journalism. The role of a journalist in the society is to provide information that serves the best interest of the public. This needs commitment to the relatively less flexible principle of reporting the most balanced and accurate version of the events and stories. On the other hand PR uses persuasive speeches to serve specific interests. Howe ver, the public relations experts are not at all bounded by the ethical code of the journalists. To explain the roles of journalism and public relations in simple terms, it can be said that role of journalism in the business of reporting and public relations is inevitable. But the penalty of such conflicts would lead to the inevitable decay to the overall quality of PR and journalism (Kapferer, 2008). Importance of building relationships with journalists for the marketers The relationship of the marketers with journalists is extremely important and this is also the base of the interaction with the media. If someone is heading a startup company that has not been established yet it would be extremely important for the marketer to read the local publications and get the names of the local journalists and the reporters. Then the marketer may decide to contact appropriate reporter or journalist. It can be assumed that majority of the time the offer made by the marketer would be accepted simply because the journalists are constantly searching for news and happen to be a lot more approachable than what normal people may perceive. However it is also advised that the marketer should not appear as though the marketer is looking for free publicity because at the end of the day it is a win-win situation for both the parties. The same concept applies for established firms also as journalists can act as a credible source of communications as the buyers would

First Time Going on Cruise Essay Example | Topics and Well Written Essays - 500 words

First Time Going on Cruise - Essay Example get to visit all the places which have historical or cultural relevance and at the same, you do not miss the culinary exotica that can give you out of the world experience of eating. The passport is the most important document required to travel overseas. Deciding on the destination helps to choose the cruise line that fits within your budget. Some travel sites also give huge discounts on various on-board activities and also off shore excursions. The number of days and cheap hotels are also issues that are crucial for students. A basic cruise ship comes with internet access, fitness center on board, food, drink, alcohol beverages. The internet service is not free and one is also charged for incoming calls. They also have many activities to keep you entertain at all time. The activities can range from playing basketball, swimming, ice skating, bowling, singing, dancing, wave surfing, rock climbing and so on. I had booked my cruise through Expedia which had given discount coupons for on-board activities, food and offshore excursion. The cheap ticket along with discount coupons was a great asset to my student budget. I strongly encourage everyone to go on a shore excursion. You can have myriad experience vis-Ã  -vis sightseeing or city tour; wild life tours; snorkel tour; golf; shows; beach activities; ATV four-wheeling adventure; and other things like exploring another culture, purchasing gift for a love one or yourself. Offshore excursion give you an opportunity to explore local delights by touring the entire area. The price is very affordable for most people. I had lots of fun in cruise. I won a bet over a bowling dispute. My friend Steven the (idiot) decided to impress a young lady but it did not go too well with him. He lost badly. My advice is never try to impress a young lady when you are not a pro at something. You will end up make a fool of yourself! On my first day, I remembered wakening up with apple pie and whip cream on my face! My friends had played

Collective unconscious Essay Example for Free

Collective unconscious Essay Carl Jung was born in Kesswyl, Thurgau, Switzerland on July 26, 1875. His father was kind but weak, while his mother was an insecure woman but with two personalities: (a) kind and loving (b) harsh and aloof. Jung was lonely at childhood making him introvert. In 1906 he published The Psychology of Dementia Praecox, a psychoanalytic treatment of schizophrenia. He first met Freud in 1907 and Freud regarded Jung as his son and they travelled and worked together that lasted until 1913. Freud and Jung had an argument that ended their friendship. Freud considered it as the â€Å"Great Loss†. Jung is the first president of International Psychoanalytic Society. Jung established his own school of psychology named â€Å"Analytical Psychology†. Jung begun the structure of personality and made the ego, personal unconscious and the collective unconscious. Dynamics of Personality Carl Jung conceived that the personality or psyche as being a partially closed energy system. Energy from the outside sources must be added into the system and the system will only be perfect and stabilized if it is completely closed. He called psychic energy as the energy by which the work of personality is performed. Psyche – refers to all psychological processes: thoughts, feelings, sensations, wishes, etc. It is also another term for personality. Principle of Equivalence – states that if a particular value weakens the sum of the energy represented by the value will not be lost from the psyche but will reappear in a new value. Principle of Entropy – states that the distribution of energy in the psyche seeks equilibrium and balance. Structure of Personality. 1. Ego – it is one’s conscious mind. It serves as the organized conscious mediator between the person and reality especially by functioning both in the perception of and adaptation to reality. 2. Personal unconscious – the material in the personal unconscious comes from the individual’s past. It consist f experiences that was once conscious but have been repressed. 3. Collective unconscious – is the part of the collective psyche that is unconscious. It is the storehouse of latent memory traces inherited from one’s ancestral past. Archetypes – it is the universal thought form or predisposition to respond to the world in a certain way. It emphasizes potentialities; it represents different potential ways in which we may express our humanities. The Self – it represents the unity of all parts of the personality. It is the central archetype. Self Ultimate unity of personality (the central archetype) Persona Mask or Social Role Shadow Animal instincts or the opposite of Persona Anima Feminine side of male psyche Animus Masculine side of the female psyche. The Persona – refers to the social role that one assumes in society. It is a mask that one wears to adjust to the demands of society. The Shadow – encompasses those unsocial thoughts, feelings and behaviours that we potentially posses and other characteristics that we do not want to accept. The Anima – feminine side of the male psyche. The Animus – masculine side of the female psyche. Word association – a test used by Jung to detect complexes. The test is composed of a list of words; as each word is presented, the patient responds with the first word that comes to his or her mind. Complexes – an organized group of thoughts, feelings and memories about a particular concept that has power to draw new ideas into it and interpret them accordingly. Basic Attitudes Extroverted attitude: a standpoint characterized by an outward flowing of personal energy — an interest in events, in people and things, a relationship with them, and a dependence on them. Introverted attitude: characterized by an inward flowing of personal energy—a withdrawal concentrating on subjective factors. The Four Functions Thinking gives meaning and understanding; actions are a result of an intellectually considered motive; life is based on principles. Feeling a rational function that weighs, values, and attaches a proper value to things. Truth is seen as inter-subjectivity. Sensation emphasis on perception through the senses. It is a reality functions because it yields facts and the representations of the world. Intuition tells of future possibilities and gives information of the atmosphere which surrounds experience. Causality vs. Teleology For Jung both past and the future standpoints are important in determining the present behaviour. Teleology explains the present in terms of the future while causality explains the present in terms of the past. Individuation process of restoring wholeness to the psyche in adult development. Transcendence Function – is capacity to unite all of the opposing trends of the several systems to work toward the perfect wholeness. Self realization – is process of development that involves individuation and transcendence. In the process, the systems of the psyche achieve their fullest most complete differentiation and harmonious blending of all aspects of a human’s total personality. Strengths Jung’s theory as the first to discuss the process of self actualization. He was the first to emphasize the importance of the future in determining human behaviour. He stressed the attainment of selfhood as the main motive in human behaviour. Weaknesses Jung’s method was not systematic and puts too much emphasis on occultism, spiritualism and religion. His theory was said to be unscientific, unclear, inconsistent and contradictory. His self actualization is only applicable to the highly intelligent, well educated and those who have plenty of time to reach a degree of individualism. Sources: Engler, B. (2006). Personality Theories: An Introduction. USA: Houghton Mifflin Company. Hall, C. , Gardner, L. (1975). Theories of Personality. USA: John Wiley Sons, Inc. Burger, J. (2008). Personality. Belmont, California, Wadsworth Clonniger, S. (2004). Theories of Personality: Understanding Persons. USA: Pearson Prentice Hall Mitchell, G. Carl Jung Jungian Analytical Psychology. Retrieved from http://www. trans4mind. com/mind-development/jung. htmlÃ'Ž

The Business Environment And Strategic Analysis Marketing Essay

The Business Environment And Strategic Analysis Marketing Essay ITC is one of Indias foremost private sector companies with a market capitalization of nearly US $ 19 billion and a turnover of over US $ 5 billion.* ITC is rated among the Worlds Best Big Companies, Asias Fab 50 and the Worlds Most Reputable Companies by Forbes magazine, among Indias Most Respected Companies by Business World and among Indias Most Valuable Companies by Business Today. ITC ranks among Indias `10 Most Valuable (Company) Brands. SWOT is an acronym used to describe the particular Strengths, Weaknesses, Opportunities and Threats that are strategic factors for a specific company. SWOT analysis should not only result in the identification of a companys distinctive competencies, the particular capabilities and resources that a firm possess but also in the identification of opportunities that the firm is currently able to take advantage of due to lack of appropriate resources. SWOT analysis is an analytical technique used in strategic management BCG MATRIX The Boston Consulting Group (BCG) reflects the companys portfolio of investments. Each of the companys product lines are plotted in a matrix according to its growth rate of the industry and its relative market share The BCG matrix results in four types of decisions they are Question marks, Stars, Cash Cows and Dogs. PEST ANALYSIS Pest term is used to describe macro environmental factors namely political (legal), economic, social and technological. It helps the firm in understanding market growth or decline, its market position, its potential and its direction PORTERS 5 FORCES MODEL Michael Porters famous Five Forces of Competitive Position model provides a simple perspective for assessing and analyzing the competitive strength and position of a corporation or business organization ITC- INTRODUCTION ITC is one of Indias foremost private sector companies with a market capitalization of over US $ 19 billion and a turnover of US $ 5 billion. Rated among the Worlds Best Big Companies, Asias Fab 50 and the Worlds Most Reputable Companies by Forbes magazine, among Indias Most Respected Companies by Business World and among Indias Most Valuable Companies by Business Today, ITC ranks third in pre-tax profit among Indias private sector corporations. As one of Indias most valuable and respected corporations, ITC is widely perceived to be dedicatedly nation-oriented. Chairman Y.C. Deveshwar calls this source of inspiration a commitment beyond the market. In his own words: ITC believes that its aspiration to create enduring value for the nation provides the motive force to sustain growing shareholder value. ITC practices this philosophy by not only driving each of its businesses towards international competitiveness but by also consciously contributing to enhancing the competitiveness of the larger value chain of which it is a part. HISTORY EVOLUTION The story of the Imperial Tobacco Company of India Ltd. extraordinarily though it may sound, starts long before the company was established, or even thought of. It starts not in India, but in the US. It was started by James Buchaman Duke in 1881. W. Duke Sons Company was doing a flourishing business around 1889 merged with other four players in the market and set up the American Tobacco Company ( ATC ). ATC looked at the British market along with Imperial Tobacco Company Ltd. floated a new company, the British American Tobacco Company Ltd.( BAT ) which was to handle trade outside USA and Britain. With India having centuries old tradition of tobacco, BAT looked into this market. ITC was incorporated on August 24, 1910 under the name of Imperial Tobacco Company of India Limited. Its beginnings were humble. A leased office on Radha Bazar Lane, Kolkata, was the centre of the Companys existence. The Company celebrated its 16th birthday on August 24, 1926, by purchasing the plot of land situated at 37, Chowringhee, (now renamed J.L. Nehru Road) Kolkata, for the sum of Rs 310,000. This decision of the Company was historic in more ways than one. It was to mark the beginning of a long and eventful journey into Indias future. The Companys headquarter building, Virginia House, which came up on that plot of land two years later, has become Kolkatas most venerated landmarks. The Companys ownership progressively indianised, and the name of the Company was changed to I.T.C. Limited in 1974. In recognition of the Companys multi-business portfolio encompassing a wide range of businesses Cigarettes Tobacco, Hotels, Information Technology, Packaging, Paperboards Specialty Papers, Agri-Exports, Foods, Lifestyle Retailing and Greeting Gifting Stationery the full stops in the Companys name were removed effective September 18, 2001. The Company now stands rechristened ITC Limited. ITC- MISSION STATEMENT An organizations mission is the purpose or reason for the organizations existence. it tells what the company is providing for the society. A well conceived mission statement defines the fundamental, unique purpose that sets the company apart from other firms of its type and identifies the scope of the companys operations in terms of product, services offered and market served. SUSTAIN ITCS AS ONE OF INDIAS MOST VALUABLE CORPORATIONS THROUGH WORLD CLASS PERFOMANCE, CREATING GROWING VALUE FOR THE INDIAN ECONOMY AND THE COMPANYS STAKEHOLDERS ITC-VISION A vision statement describes wat the organization would like to become in the future. It helps in creating a sense of direction for the company and its employees and leads them towards attaining the goals. TO ENHANCE THE WEALYH GENERATING CAPABILITY OF THE ENTERPRISE IN A GLOBALISING ENVIRONMENT DELIVERING SUPERIOR AND SUSTAINABLE STAKEHOLDER VALUE ITC LEADERSHIP- CORPORATE GOVERNANCE The governance framework determines whom the organization is there to serve and how the purposes and priorities of the organization should be decided. It is concerned with both the functioning of the organization and the distribution of power among different stake holders. Governance chain- the governance chain identifies all those groups that have a legitimate influence on the organizations purposes. There are likely to be several conflicts of interest both between different stake holder groups and for individual managers of directors as they try to balance these various interests. The role of the governing bodies- the primary statutory responsibility of the governing body of an organization is to ensure that the organization actually fulfills the wishes and purposes of the owners. THE ITC WAY ITC defines Corporate Governance as a systemic process by which companies are directed and controlled to enhance their wealth generating capacity. Since large corporations employ vast quantum of societal resources, ITC believes that the governance process should ensure that these companies are managed in a manner that meets stakeholders aspirations and societal expectations. ITC has won the National Award for Excellence in Corporate Governance 2006 from the Institute of Company Secretaries of India. Leadership within ITC is exercised at three levels. The board of directors Corporate management committee Divisional management committee The Board of Directors at the apex, as trustee of shareholders, carries the responsibility for strategic supervision of the Company. The strategic management of the Company rests with the Corporate Management Committee comprising the whole time Directors and members drawn from senior management. The executive management of each business division is vested with the Divisional Management Committee (DMC), headed by the Chief Executive. Each DMC is responsible for and totally focused on the management of its assigned business. This three-tiered interlinked leadership process creates a wholesome balance between the need for focus and executive freedom, and the need for supervision and control. Since the commencement of the liberalization process, Indias economic scenario has begun to alter radically. Globalization will not only significantly heighten business risks, but will also compel Indian companies to adopt international norms of transparency and good governance. Equally, in the resu ltant competitive context, freedom of executive management and its ability to respond to the dynamics of a fast changing business environment will be the new success factors. ITCs governance policy recognizes the challenge of this new business reality in India. CORE PRINCIPLES ITCs Corporate Governance initiative is based on two core principles: Management must have the executive freedom to drive the enterprise forward without undue restraints This freedom of management should be exercised within a framework of effective accountability ITC believes that any meaningful policy on Corporate Governance must provide empowerment to the executive management of the Company, and simultaneously create a mechanism of checks and balances which ensures that the decision making powers vested in the executive management is not only not misused, but is used with care and responsibility to meet stakeholder aspirations and societal expectations. CORNERSTONES From the above definition and core principles of Corporate Governance emerge the cornerstones of ITCs governance philosophy, namely trusteeship, transparency, empowerment and accountability, control and ethical corporate citizenship. ITC believes that the practice of each of these leads to the creation of the right corporate culture in which the company is managed in a manner that fulfils the purpose of Corporate Governance. The governance structure of ITC, Strategic supervision by Board of Directors Strategic management by Corporate Management Committee Executive management by the Divisional Chief Executive assisted by the Divisional Management Committee The 3-tier governance structure thus ensures that: Strategic supervision (on behalf of the shareholders), being free from involvement in the task of strategic management of the Company, can be conducted by the Board with objectivity, thereby sharpening accountability of management. Strategic management of the Company, uncluttered by the day-to-day tasks of executive management, remains focused and energized. Executive management of the divisional business, free from collective strategic responsibilities for ITC as a whole, gets focused on enhancing the quality, efficiency and effectiveness of its business. CORPORATE SOCIAL RESPONSIBILITY Corporate social responsibility is the detailed issues on which an organization exceeds its minimum required obligations to stake holders. It has been noted that companies increased their awareness of and level of activity in some aspects of social responsibility but they seemed to limit their involvement to a relatively narrow range of issues. It was also indicated that most organizations failed to seek out best practice elsewhere and this they suggested, indicated that social responsibility considerations were not pursued as keenly as commercial activities. ITC believes that an effective growth strategy for our nation must address the needs of rural India, home to 75% of our poor. It is imperative to ensure that Indias economic growth is inclusive, embracing its villages, so as to free millions of our disadvantaged citizens from the indignity of poverty. It is ITCs belief that Indias rural transformation cannot be brought about by the government alone. Nor can the efforts of a few enterprises make a decisive difference. Only an inspired public-private partnership can transform lives and landscapes in rural India. ITCs humble endeavors have demonstrated that it is possible to create and sustain a model that can harmonize the need for shareholder value creation with making a substantial contribution to society. For ITC, these are expressions of a commitment beyond the market. Of a conviction that country must come before corporation of a true pride in being Citizen First. E-CHOUPAL The e-Choupal model has been specifically designed to tackle the challenges posed by the unique features of Indian agriculture, characterized by fragmented farms, weak infrastructure and the involvement of numerous intermediaries, among others. E-Choupal, launched in June 2000 unshackles the potential of Indian farmer who has been trapped in a vicious cycle of , Low risk taking ability Low investment Low productivity Weak market orientation Low value addition Low margin Low risk taking ability This made Indian farmers and Indian agribusiness sector globally uncompetitive, despiterich abundant natural resources. The Model in Action: Appreciating the imperative of intermediaries in the Indian context, e-Choupal leverages Information Technology to virtually cluster all the value chain participants, delivering the same benefits as vertical integration does in mature agricultural economies like the USA. With a judicious blend of click mortar capabilities, village internet kiosks managed by farmers called sanchalaks themselves, enable the agricultural community access ready information in their local language on the weather market prices, disseminate knowledge on scientific farm practices risk management, facilitate the sale of farm inputs (now with embedded knowledge) and purchase farm produce from the farmers doorsteps (decision making is now information-based). Real-time information and customized knowledge provided by e-Choupal enhance the ability of farmers to take decisions and align their farm output with market demand and secure quality productivity. The aggregation of the demand for farm inputs from individual farmers gives them access to high quality inputs from established and reputed manufacturers at fair prices. As a direct marketing channel, virtually linked to the mandi system for price discovery, e-Choupal eliminates wasteful intermediation and multiple handling. Thereby it significantly reduces transaction costs. e-Choupal ensures world-class quality in delivering all these goods services through several product / service specific partnerships with the leaders in the respective fields, in addition to ITCs own expertise. While the farmers benefit through enhanced farm productivity and higher farm gate prices, ITC benefits from the lower net cost of procurement (despite offering better prices to the farmer) having eliminated costs in the supply chain that do not add value. ITC has taken care to involve farmers in the designing and management of the entire e- Choupal initiative. The active participation of farmers in this rural initiative has created a sense of ownership in the project among the farmers. They see the e-Choupal as the new age cooperative for all practical purposes. This enthusiastic response from farmers has encouraged ITC to plan for the extension of the e-Choupal initiative to altogether 15 states across India over the next few years. On the anvil are plans to channelise other services related to micro-credit, health and education through the same e-Choupal infrastructure. CAUSE OF UNDERPRIVILEGED CHILDREN ITC launched its notebooks brand Classmates, deliberately pricing itself 10-15 per cent higher than the competition, between Rs 10 and Rs 40. This ensured that it created an affordable-yet-aspirational image and also send a hidden message of being a superior product (60 gsm paper, bleached without using chlorine). Then, ITC focused on the design elements of notebooks: each Classmate notebook has a theme on the cover and related information inside. Then, the last two pages of the notebook have trivia and the back cover highlights the corporate social responsibility initiatives of the company Re 1 from each notebook sold is set aside for the cause of underprivileged children ITC supports 60,000 children in rural India. Providing uniforms and books, improving school buildings, adding electricity connections, lights and fans and running over 674 Supplementary Learning Centers, helping rural children aspire to a better tomorrow. This is one of the many ways in which ITC expresses its belief that country must come before corporation. WOMEN ENTREPRENEURS The need of the hour is to diversify rural livelihoods. Towards this end, ITC has forged an empowering partnership with rural women the most effective development workers. ITCs intervention leverages micro-credit and skills training to generate alternate employment opportunities. Increased income in the hands of rural women means better nutrition, health care and education for their children. Working with NGOs, ITC has organized village women into micro-credit groups. Group members make monthly contributions to create a savings corpus. The corpus is used to extend soft loans to group members, thereby eliminating the stranglehold of the moneylender. ITC provides training to group members to handle bank accounts and understand the nuances of government development programs. Empowered groups function autonomously and take their own decisions, including sanction of loans to fellow-members and collection of repayments. Well-managed micro- credit groups with no default records receive further support from ITC in the form of seed money for self-employment activities. Venture funds provided by ITC have already spawned hundreds of women entrepreneurs. Their earnings, ranging from Rs 70 to Rs 150 per day, not only supplement household incomes but also significantly enhance their self-esteem. ITC also conducts skills training to enhance employability. Pickle-making, fish- processing, vermicomposting, spice processing and agarbatti-rolling in rural areas and chikankari, garment-sewing, driving and computer-aided secretarial training in semi- urban areas are some of the examples. ITC goes a step further to help find employment for these trained women in areas related to its operations. This program is helping women across Andhra Pradesh, Karnataka, Madhya Pradesh, Uttar Pradesh and Bihar. Through its various initiatives, ITC touches the lives of 4 million villagers and has proved that it is socially responsible ITC STRATEGIES ITCs diversified status originates from its corporate strategy aimed at creating multiple drivers of growth, anchored on its above mentioned time-tested core competencies. Over time, the strategic forays into new businesses are expected to garner a significant share of these emerging high-growth markets in India. CONGLOMERATE DIVERSIFICATION When the management feels that the firms outstanding capabilities or skills can be better utilized and transferred into other industries, though unrelated to the current one, the firm then adopts conglomerate diversification strategy. ITC has adopted Conglomerate (Unrelated) Diversification strategy and accordingly has entered into an array of business apart from its traditional tobacco industry that includes stationery, FMCG, branded apparel, agri-business and packaging and paperboards. STRATEGIC BUSINESS UNIT It is that part of the organization which is a cruicial unit for implementing its strategies. It is also that part which fetches largest revenues. In ITC, tobacco industry is its SBU, as it fetches largest revenue and is its first business which has given the conglomerate a national identity. Also it has empowered ITC with an excellent distribution network which is vital for its success. This network is shared by all other business units of ITC. BACKWARD INTEGRATION ITCs Packaging Printing Business Division was set up in 1925 as a strategic backward integration for ITCs Cigarettes business. It is today Indias most sophisticated packaging house. State-of-the-art technology, world-class quality and a highly skilled and dedicated team have combined to position ITC as the first-choice supplier of high value added packaging. ITCs Packaging Printing Business is the countrys largest convertor of paperboard into packaging. It converts over 35,000 tonnes of paper and paperboard per annum into a variety of value-added packaging solutions for the food beverage, personal products, cigarette, liquor, cellular phone and IT packaging industries. It has also entered the Flexibles and Corrugated Cartons business. The Division supplies value-added packaging to the Companys Cigarettes business. Its client list includes several well-known national and international companies like British American Tobacco, Surya Nepal Private Limited, VST Industries, , UB Group, Shaw Wallace, Seagrams, Allied Domecq, Whyte Mackay, Hindustan Lever, Tata Tetley and Nestle, Reckitt Benkiser India Limited, etc. STRATEGIC BUSINESS UNIT It is that part of the organization which is a cruicial unit for implementing its strategies. It is also that part which fetches largest revenues. In ITC, tobacco industry is its SBU, as it fetches largest revenue and is its first business which has given the conglomerate a national identity. Also it has empowered ITC with an excellent distribution network which is vital for its success. This network is shared by all other business units of ITC. FORWARD INTEGRATION ITC Limited, the tobacco-cum-hotels major which has been fast transforming itself into a FMCG company, is targeting students by customizing notebooks for schools under the Classmate brand name and this is a part of the companys diversification plans to foray into the other sectors. Classmate notebooks, a sub-brand of Expressions has been customized for schools and is available at retail stores across the country. For this purpose, ITC has entered into arrangements with 150 renowned ICSE schools across the country. A portion of the money coming from the sale of the notebooks would be contributed to some social. The division is targeting the revenue of 100 crore. The business division of ITC is primarily a forward integration of the companys paper manufacturing activity. With ITC having a state of the art paper manufacturing plant at Bhadrachalam in Andhra Pradesh the division has been using the high quality ECF paper for its notebook to make it more eco friendly. MARKETING STRATEGY The marketing logic by which business unit hopes to achieve its marketing objectives. PROMOTION STRATEGY Promotion strategy is the strategy used to communicate the merits of the products and to persuade the target customers to buy it. Wills Lifestyle offers a complete lifestyle wardrobe for the premium consumers incorporating the latest fashion trends. Their clothing is not only the latest in fashion but they also come out with clothing for different seasons. They are very active in promoting their products by conducting fashion shows in national and international levels and sponsoring many fashion shows like India Fashion Week etc. PUSH STRATEGY THE MYSTERY SHOPPER A push strategy involves pushing the product through distribution channels to the final consumer. The firm directs its marketing activities (primarily personal selling and trade promotions) towards channel members to induce them to carry the product and to promote it to final consumers. Companies spend a large amount of money on trade promotion in order to gain or hold shelf space in retail outlets. Trade promotion includes discounts, in-store special offers designed to push products through the distribution system. As a part of its promotional strategy, ITC put up posters in the kiranas and used the concept of mystery shopping in case of the tobacco industry. Promoters were sent to the kiranas in town to inform the kirana owners of the mystery shopper, who will visit them at any time, any day and ask for a cigarette. The shop owner has to offer him only an ITC brand cigarette first, even if he requests for another brand. If he insists on another brand, then the shop owner can give h im the requested brand. If he does so, he will be rewarded with gifts like lighters. He will then be qualified to enter into a lucky draw and if he becomes lucky will get a fan or radio set. Also a bumper prize comprising of a trip to Mumbai or Singapore was offered. ITC adopted this strategy to increase its sales and awareness and to gain favoritism from the kirana owners. In anticipation of the mystery shopper, the kirana owners kept offering ITC cigarettes to all customers first and only upon a request or insistence they sold the requested brand. This increased the awareness and sales, while the prizes gathered the favoritism of mystery shoppers. PULL STRATEGY The Pull strategy is where the producer directs its marketing activities (primarily advertising and consumer promotion) towards final consumers to induce them to buy the product. If the pull strategy is effective, consumers will then demand the product from channel members, who will in turn demand it from producers. Thus under a pull strategy, consumer demand pulls the product through the channels. The sunfeast Ready to Eat Pasta came into the market recently. They have been able to establish its presence with 6 per cent in volumes of the branded noodles market and they come number two behind MTR foods in the ready-to-eat market. This has been achieved by excessive advertising which pulls the products through the distribution channels. The strategy adopted is to spend more money on consumer advertising designed to build brand awareness so that shoppers will ask for the products. COMPETITIVE TACTICS PIONEER FIRST MOVER Timing tactic- The first company to manufacture and sell a new product or service is called first mover or pioneer. The advantage of being a first mover is that the company is able to establish a reputation as industry leader, gain cost leadership, and achieve high profits from buyers. The first mover can also set standards for all subsequent products. The first mover has sufficient resources to both exploit the new markets and defend its position against its late rivals. ITC-Welcomgroup pioneered a holistic concept of branded accommodation in the hospitality industry. It was the first to launch the powerful idea of a Hotel within a Hotel by segmenting and branding the hotel services. It created exclusives hotels and executive clubs each catering to the needs of the global business traveler with unmatched quality and a range of services. ITC-Welcomgroup was also the first to brand its cuisine. The Bukhara, the Dakshin and the Dum Pukht are today powerful cuisine brands, which delight connoisseurs in restaurants in several ITC-Welcomgroup hotels. LATE MOVER Late Movers are those who are able to imitate the technological advance of others, keep risks down by waiting until a new market is established and take advantage of the first movers inclination to ignore market segments. ITC entered the biscuit business very late when the two major players Britannia and Parle were busy biting of chunks of the national market among themselves, with a host of smaller brands in various regions. The strategy that the company followed was to find loopholes in the industry into which they can tap. Therefore before entering the segment, ITC dug into market research. Research revealed that the category had gaps which ITC could settle into. Findings revealed that consumers wished to taste new and innovative products. That was precisely what the competition had not done in a big way. ITC launched Sunfeast with six ranges. But it was a calculated risk. ITC stuck to category favorites like Glucose, Marie and Bourbon cream. Along with that, it also launched innovations such as orange-flavored Marie, Marie light and butterscotch-flavored cream biscuits. Sunfeast followed this up with the launch of Sunfeast Milky Magic. More recently, it also has launched the Sunfeast Snacky and Su nfeast In August 2003, a month after its launch, the company undertook a major sampling exercise to promote the product. For two years then, the brand did all the usual rounds riding behind buses, blocking television spots, booking that corner space in your favorite newspaper and so on. Well differentiated advertisements, some which showed a complete cream world with cream rivers, cream mountains and cream trees, were targeted at kids watching cartoon channels. At the same time, on general entertainment channels, mothers received information on the importance of glucose, the wholeness of wheat and so on. Also, the company tied up with Bey Blades, the popular television series that was a rage among children, to promote itself. PRICING MODEL TWO PRONGED STRATEGY The biscuits industry is very competitive and the players fight for market shares. One way of gaining market share is by pricing the products attractively. The industry now has two clear models. Parle products play the low price game at all varieties of biscuits from glucose to cream. Sunfeast looks at a two-pronged strategy where it looks for high margins in cream variants and volumes from the Marie and Glucose segments. It does this as it cannot expect volumes of sales in the cream variant business and so they have a higher margin of profit. In the marie and glucose segment there is heavy competition and the biscuits hardly have any differentiation like the cream biscuit market and the consumers dont pay extra if there is no innovation in the product, so they look for having a lower margin of profit and more volume of sales. The strategy adopted by them is very profitable for the company. FUNCTIONAL STRATEGY Outsourcing is purchasing from someone else a product or service instead of provided it internally. The key to outsourcing is to purchase from outside only those activities that are key to the companys distinctive competencies. ITCs agarbatti SBU and Cottage Industries, Aurobindo Ashram, Pondicherry, which makes the Spriha brand of handmade incense sticks have a strategic tie-up The agarbatti SBU, which recently launched the Mangal Deep range of agarbattis through 100 per cent outsourcing from the small, medium and cottage sector, has launched an assorted Spriha gift pack product. The gift packs, designed and developed in-house by ITC and specially created (with handpicked materials) by Cottage Industries, Aurobindo Ashram, will be in two sizes, and will contain items like high quality incense sticks in two fragrances, a perfumed designer candle, a collection of choice dhoops and a handy ceramic agarbatti/dhoop holder (all hand-made) in a compact box pack. Priced at Rs 100 and Rs 150 (two sizes), the gift packs have been launched in Bangalore as part of a test marketing exercise through outlets stocking ITCs Greetings Cards (Expressions). Planned as a stand-alone gift item, especially for festive occasions, the plan is to utilize the available in-house greeting cards distribution channel to position the product, and gradually scale up visibility at various gift shops through a national roll-out. Cottage Industries, Pondicherry, produces half-a-million packs of handmade Spriha agarbattis per month for ITC under a contractual agreement. ITC follows strict quality parameters in all its sectors and in this sector has expressly stated that it will buy from any cottage industry that agrees to adhere to their quality standards. GROWTH STRATEGIES Growth strategies are defined to achieve growth in sales, assets profits or

Young People and Sexual Agency in Rural Uganda | Review

Young People and Sexual Agency in Rural Uganda | Review Critical Summary:  Bell, S. A. (2012). Young people and sexual agency in rural Uganda.  Culture, health sexuality,14(3), 283-296. Charles Ncube Summary of paper HIV and AIDS continues to be an ongoing concern in many countries globally and even more so for African countries. Research published in 2012 by Stephen A. Bell, â€Å"Young people and sexual agency in rural Uganda† examines the decision making process leading young Ugandans involvement in sexual relationships, the transactional negotiations and factors that may influence sexual health decision making choices.1 Bells’ research builds on existing literature as it examines how young people’s sexual agency has an impact on their sexual health choices and lifestyles; with the intention of providing health promotion practitioners a more sensible and practical starting point from which to design HIV and sexual health programmes. Bell contextualises his research with a broader framework of â€Å"empowerment†. The research seeks to explain how young people (11 – 24 years old) make choices regarding their sexual behaviour unpacking the type of information available to them, contraceptive knowledge and the stigma attached to sexual activity at an early age.1 Bell’s research inquiry is informed by the theoretical framework of â€Å"individual agency, defined by Petesch, Smulovitz and Walton as the capacity of individuals to make purposeful choices and transform these into desired actions and outcomes†.2 In doing so, Bell discusses the notion of â€Å"sexual agency† to refer to a process where young people become sexually active and the strategies, actions and negotiations involved in navigating broader social expectations. The study design incorporates multiple qualitative methods. The research is conducted in three rural locations in Uganda over 2 years. The methods applied are focus groups and structured interviews. The focus groups sample is drawn from local schools and non-school attendees. From the focus groups purposive sampling is used to then invite participants to participate in the structured interviews. A broad range of topics are discussed including what they liked or disliked about their communities, their social and cultural expectations, home situations, their social networks, economic and social wellbeing, relationships and sex and their aspirations for the future. The 3 key findings reported were: Factors influencing decision making leading to involvement in sexual and intimate relationships; Actions and negotiations within these relationships; and Outcomes arising from sexual agency. 1 Critique The research provides a detailed and rich insight to the decision making process of young people regarding sexual health. In light of this, a more detailed examination that focuses on the generalizability of the findings to a different and diverse population is required. Focus groups (between 8 and 12 participants) are social contexts characterised by the forms of communicative interaction and meaning making found in everyday conversations. 3 The purpose of the focus group is to draw upon the participants’ attitudes, beliefs, feelings experiences and reactions in way not possible using other methods. These attitudes, feelings and beliefs are more likely to be revealed via a social gathering and the interaction which being in a focus group entails.4 Focus groups are flexible in nature, have high face validity and can generate lots of data however there are also limitations to this approach namely, in recording, transcribing and analysing this data which needs to be taken into account. In the case of Bells research the chance of introducing error or bias are particularly high if the discussion has to be translated from the native language to the language of the investigator and this a problem which is significant in multilingual environments. Bells linguistic attributes in the local language is not disclosed nor the language used in the focus group session. Considering the age of some of the participants and the potential cultural influences, free expression is not always possible in a group setting and the group can in fact inhibit discussion. For example, Vlassoff (1987) described a focus-group discussion amongst adolescent girls in India, during which the girls were painfully shy, not wishing to discuss their opinions in front of other people, despite extensive efforts to create a relaxed setting conducive to discussion.5 Other limitations of focus groups are their small samples size as well as being purposively selected. The results from this sample may not allow generalization to larger populations where the research outcomes may be applicable. In addition, as with other qualitative methods, the chances of introducing bias and subjectivity into the interpretation of the data are high.6 While the focus-group discussion can provide plausible insights and explanations, one should not extrapolate from focus group discussions to a broader and heterogeneous population. This tenet may not always be followed. In fact Merton, a key author of focus-group discussions, suggests that â€Å"focus group research is being mercilessly misused as quick-and-easy claims for the validity of the research are not subjected to further, quantitative test†.7 Implications of Position Due to the abovementioned limitations the data gathered may not provide a conclusive guide across other young people populations in similar settings, i.e. Ugandan communities or other countries in the region. This in turn makes it difficult for health promotions agencies to develop and deliver programmes focus on â€Å"safe sexual health† practices targeting the young people aged between 11 and 24 years. The Ottawa Charter for Health Promotion (WHO, 1986) emphases the need to create supportive environments and strengthen community actions.8 What is evident is the need to educate the whole community to facilitate social change. There are multiple theories underpinning community wide approaches to health promotion for example, the three-stage Freirian Praxis Model of change suggests that people engaged in Freirian programs can evolve beyond powerlessness to create a sense of empowerment—that they can make a difference in their worlds.9 Bell reports that young people do know what they are doing in relation to their sexual choices; they are able to articulate their needs and feelings and then act on these. The research provides valuable insight and health promotion programme designers may want to consider how these can be tailored and incorporated to a local context. Further research is required to understand the community at large and the cultural influences that may be barrier to young people accessing timely, accurate and appropriate sexual health information. References: Bell, S. A. (2012). Young people and sexual agency in rural Uganda.Culture, health sexuality,14(3), 283-296. Petesch, P., Smulovitz, C., Walton, M. (2005). Evaluating empowerment: A framework with cases from Latin America.Measuring empowerment: Cross-disciplinary perspectives, 39-67 Barbour, R., Kitzinger, J. (Eds.). (1998).Developing focus group research: politics, theory and practice. Sage. Department of Sociology, University of Surrey, accessed on 25 August 2014, http://sru.soc.surrey.ac.uk/SRU19.html> Vlassoff, C. (1987). Contributions of the micro-approach to social sciences research. Report prepared for IDRC. Khan, M. E., Anker, M., Patel, B. C., Barge, S., Sadhwani, H., Kohle, R. (1991). The use of focus groups in social and behavioural research: some methodological issues.World Health Stat Q,44(3), 145-149 Merton, R. K. (1987). The focussed interview and focus groups: Continuities and discontinuities.Public Opinion Quarterly, 550-566. WHO, (1986), The Ottawa charter for health promotion, accessed on 25 August 2014, http://www.who.int/healthpromotion/conferences/previous/ottawa/en/index1.html> Wallerstein, N., Sanchez-Merki, V. (1994). Freirian praxis in health education: research results from an adolescent prevention program.Health Education Research,9(1), 105-118. Case Study: Sales Planning Operation Case Study: Sales Planning Operation Sales, is the name of the game in many businesses and organizations. To have a successful business you must have profitable sales. In the first phase of this assignment Personal selling is evaluated in depth. Communication mix is described in every aspect of sales by giving examples, selecting two organizations from the market. Identified environmental and managerial forces affecting selling and well described personal selling. In the second phase of the assignment selling process is well described pointing out its principals. Each stage well evaluated and suggestions given in order to make new improvements. In the third phase sales strategies and corporate objectives of selected 2 organizations well explained. Appropriate recruitment and selection procedures devised accordingly. Motivation, remuneration and training is well discussed in this phase. In the fourth phase of this assignment assessed the implications of operating in different sales environment and contexts. Its well evaluated by pointing realistic examples from the current business environment, and assessing theories and techniques. Contents Task 1 Introduction on Sales and Operations Planning Sales and operations planning, sometimes known as aggregate planning, is a process where executive level management regularly meets and reviews projections for demand, supply and the resulting financial impact. SOP is a decision making process that makes certain that tactical plans in every business area are in line with the overall view of the companys business plan. The overall result of the SOP process is that a single operating plan is created that identifies the allocation of company resources, including time, money and employees. Sales and operations planning is an integrated business management process through which the executive/leadership team continually achieves focus, alignment and synchronization among all functions of the organization. The SOP plan includes an updated sales plan, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategic initiative plan and resulting financial plan. Plan frequency and planning horizon depend on the specifics of the industry. Short product life cycles and high demand volatility require a tighter SOP planning as steadily consumed products. Done well, the SOP process also enables effective supply chain management. A properly implemented Sales and operations planning process routinely reviews customer demand and supply resources and re-plan quantitatively across an agreed rolling horizon. The re-planning process focuses on changes from the previously agreed sales and operations plan. While it helps the management team to understand how the company achieved its current level of performance, its primary focus is on future actions and anticipated results. Companies that have an integrated business management process use the SOP process to monitor the execution of the companys strategies. Main Elements of Communication Mix. Marketing Communication Mix is the Promotion of the Marketing Ps and covers every method and medium of communicating with your target audience. In many ways, the marketing communication mix is the heart of the marketing strategy around which everything else in sales and marketing is predicated. If business consists of creating value and creating customers, Marketing Communication covers exactly how you are going to create customer by taking your value message to the market. Advertising Any paid form of nonperson presentation and promotion of ideas, goods, or services by an identified sponsor. Personal selling Personal presentation by the firms sales force for the purpose of making sales and building customer relationships. Sales promotion Short-term incentives to encourage the purchase or sale of a product or service. Public relations Building good relationships with the companys various publics by obtaining favorable publicity, building up a good corporate image, and handling or heading off unfavorable rumors, stories, and events. Direct marketing Direct communications with carefully targeted individual consumers to obtain an immediate response and cultivate lasting customer relationships. (http://marketingteacher.com/lesson-store/lesson-personal-selling.html) Advertising This is the mass media method of marketing communication and provides exposure to the largest, most geographically dispersed audience at the lowest cost per head. That being said, advertising costs can add up quickly with mediums like television, radio and even online advertising which can be prohibitively expensive for many businesses. Other traditional forms of paid advertising include newspapers and magazines, the Yellow Pages, billboards, signs and posters. As well, advertising on buses, benches, gas pumps and even public restrooms is in vogue today. Basically, any medium which provides an opportunity to target eyes and/or ears can be a venue for advertising and you can see examples of successful promotion in the most unlikely places. Direct Marketing This marketing communication competency enables companies to reach out directly to consumers without intermediary channels such as those required for advertising. This component of the marketing communication process includes direct mail, catalogs, coupons and inserts, telemarketing, online marketing and television infomercials. Done correctly, Direct Marketing is extremely effective in the long run and allows for a targeted marketing approach to specific consumers to create valuable lasting relationships. Direct Marketing is the marketing communication method that enables companies to interact with a relatively large number of customers and encourage a call to action or most wanted response which is usually a purchase. The downside of Direct Marketing is that it is usually unsolicited and seen as a nuisance by the general public. Telemarketing, e-mail spamming and junk mail are universally despised and so Direct Marketing tools should be used with thought and caution. Personal Selling This is the most dreaded as well as the most expensive of all methods in the marketing communication process. However, if you are a small business owner or otherwise have the ability to personally sell and build relationships with customers, it can be one of the most rewarding aspects of the marketing process, both personally and professionally. Just as with traditional marketing, successful selling begins and ends with the customer. The whole objective is to ascertain needs and create the best solution for customers. Along the way you build relationships and continue to gather information about how you can better serve customers which is your reason for being in business in the first place. Sales and marketing are fundamental to the survival of any business and both involve creating customers for the business value you have created. The former targets one person (or entity) whereas the latter targets many. Both engage, inform and persuade through a variety of communicational tools. Aligning both will increase your success regardless of conditions. Successful sales and successful marketing both begin with an attitude and that attitude is customers first Public Relations This refers to how you handle your relationships and the flow of information with your various publics or the people who have a stake in or are affected by your business. This includes the general public, consumers, shareholders, employees, partners, competitors and the government. PR becomes a more and more crucial element of the marketing communication mix as a business or organization grows larger. That being said, it is still a vital component of the marketing communication process to think about for smaller businesses as well. PR tools include press and media releases, lobbying, charitable and public events, advertorials, financial reports, promotional collateral, facility tours, sponsorships, interviews and any other method for the promotion of a positive image to people. Being people conscious starts with the individual and carries through to the organization. Once again, people buy from people at the end of the day and the most successful people and organizations are those that benefit other people the most. As with many facets of sales and marketing, PR also has a good and bad side. The good side of PR is fostering socially conscious business practices whereas the bad side is epitomized in shady political lobbying, spin doctors and so forth that divert from the truth as opposed to promote it. Suffice it to say that in todays connected world, more than ever, any sized organization needs to be cognizant that it operates within the larger framework of society and has corresponding responsibilities. Sales Promotion This is the last traditional component of the marketing communication mix that is discussed here as part of the marketing communication process. Sales promotion simply refers to purchase incentives that you provide your customer with. These can assume a number of forms including offering free goods or services, coupons and vouchers, gifts and prizes, discounts, samples, financial incentives, charitable promotions and any other value-add over and above your standard product or services. Sales Promotions are generally short-lived, one off incentives intended to provide consumers with that last push to buy. The main takeaway is that regardless of the size and type of your business, you should continually look at ways in which to create additional value for customers. Your customers will appreciate it and, in facts, customers have been shown to pay premium prices for real value and real service. Role of Personal Selling on my Selected Organization Personal selling is all about Delivery of a specially designed message to a prospect by a seller, usually in the form of face-to-face communication, personal correspondence, or a personal telephone conversation. Unlike advertising, a personal sales message can be more specifically targeted to individual prospects and easily altered if the desired behavior does not occur. Personal selling, however, is far more costly than advertising and is generally used only when its high expenditure can be justified. For example, the marketing of a sophisticated computer system may require the use of personal selling, while the introduction of a new product to millions of consumers would not. Two other forms of personal selling that are not used with high-end products are door-to-door selling and home demonstration parties. These two personal selling methods are primarily used for personal care products, cosmetics, cookware, encyclopedias, books, toys, food, and other items of special interest to h omemakers. Ideally, personal selling should be supported by advertising to strengthen its impact. (http://www.davedolak.com/promix.htm) Buyer behavior in relation with personal selling If a marketer can identify consumer buyer behavior, he or she will be in a better position to target products and services at them. Buyer behavior is focused upon the needs of individuals, groups and organizations. It is important to understand the relevance of human needs to buyer behavior (remember, marketing is about satisfying needs) Lets look at human motivations as introduced by Abraham Maslow by his hierarchy of needs: The hierarchy is triangular. This is because as you move up it, fewer and fewer people satisfy higher level needs. We begin at the bottom level. Physiological needs such as food, air, water, heat, and the basic necessities of survival need to be satisfied. At the level of safety, man has a place to live that protects him from the elements and predators. At the third level we meet our social and belongingness needs i.e. we marry, or join groups of friends, etc. The final two levels are esteem and self-actualisation. Fewer people satisfy the higher level needs. Esteem means that you achieve something that makes you recognised and gives personal satisfaction, for example writing a book. Self-actualisation is achieved by few. Here a person is one of a small number to actually do something. For example, Neil Armstrong self-actualised as the first person to reach the Moon. The model is a little simplistic but introduces the concept a differing consumer needs quite well. (http://tutor2u.net/business/marketing/buying_stimulus_model.asp) In the above model, marketing and other stimuli enter the customers black box and produce certain responses. Marketing management must try to work out what goes on the in the mind of the customer the black box. The Buyers characteristics influence how he or she perceives the stimuli; the decision-making process determines what buying behavior is undertaken. Union International Accessories (Pvt) Ltd Union International Accessories (Pvt) Ltd has been in the garment accessories business since 1993 in collaboration with M. Y. Company in Hong Kong. Together they have earned a reputation of being a reliable supplier of the highest quality of all kinds of garment accessories. Union International supply all kinds of regular items such as zippers, buttons, threads, elastics, webbings, draw-codes, stoppers, buckles, eyelets, fashion belts etc, to more sophisticated trims such as rhinestones, rhinestuds, motifs, sequin patches, glitter belts, rubber badges, heat transfer glass beads and so on. Union International work directly with as many as five zipper plants in the World. This gives us the edge over many of our competitors placing us in a very strong position to offer better and faster deliveries for any type of original zippers that is required by our customer. Union International have an extensive customer base in Sri Lanka and other countries such as India, Bangladesh, Nepal, United Arab Emirates, Bahrain, Qatar, Egypt, Jordan, USA, UK, Kenya, Madagascar, Mauritius, Hong Kong, Indonesia, Vietnam and Malaysia. We have developed and built a strong lasting business relationship with all our customers through our dedicated, conscientious, reliable and personalized service rendered throughout the years. Some prestigious names our customers process orders for include Wal-Mart, Gap, Tesco, London Fog, Primark, Debenhams, Marks and Spencers, Abercombie and Fitch, Liz Clairborne, Dillards, Ralph Lauren, May Department, Columbia, Target Stores and so on (http://www.union-myco.com/contact_us.html) B2B Selling B2B is contemporary shorthand for a longtime sales practice called business-to-business. B2B transactions primarily target companies and other wholesale buyers, while transactions targeting individuals are called B2C, or business-to-customer. Many organizations have both B2B and B2C components, but its not unusual for a company to specialize in B2B services or sales. In fact, the vast majority of products and services sold are considered to be B2B in nature. Union International is in garment Accessories based business and most of the time the organization deal with the Garment Factories by supplying them the accessories which needed to complete the final garment product. 99% of Union internationals business is to the manufactures, not to the final Customers. One major reason for the popularity of B2B sales and services is sheer volume. An individual customer may visit a clothing manufacturers website catalog and order two pairs of shoes or a sweater. The buyer for a national chain of clothing stores, however, may order 5,000 pairs of shoes and 2,000 sweaters. Without a B2B component, the manufacturer would have lost out on a very lucrative sale. This is why many companies provide B2B options alongside the B2C offerings at their websites and other outlets. B2B sales are also generated by providing a specialized product line or service not available to the general public. This form of B2B transaction is very common in the manufacturing world. A company which produces shaving cream in cans, for example, may need a specific plastic nozzle. Several plastic injection molding companies would send sales representatives to pitch their particular designs. These nozzles would be useless for individual customers, but a manufacturer may order thousands of them. Union International is in garment Accessories based business and most of the time the organization deal with the Garment Factories by supplying them the accessories which needed to complete the final garment product. 99% of Union internationals business is to the manufactures, not to the final Customers B2B Focus on Relationship driven Maximize the value of the relationship Small, focused target market Multi-step buying process, longer sales cycle Brand identity created on personal relationship Educational and awareness building activities Rational buying decision based on business value B2C Selling B2C. A transaction that occurs between a company and a consumer, as opposed to a transaction between companies (called B2B). The term may also describe a company that provides goods or services for consumers. Union International does is business only to Manufactures but not to customers directly. Product driven Maximize the value of the transaction Large target market Single step buying process, shorter sales cycle Brand identity created through repetition and imagery Merchandising and point of purchase activities Emotional buying decision based on status, desire, or price The personal selling process consists of the following steps: 1) Prospecting Prospecting refers to identifying and developing a list of potential clients. Sales people can seek the names of prospects from a variety of sources including trade shows, commercially-available databases or mail lists, company sales records and in-house databases, website registrations, public records, referrals, directories and a wide variety of other sources. Prospecting activities should be structured so that they identify only potential clients who fit the profile and are able, willing and authorized to buy the product or service. This activity is greatly enhanced today using websites with specially-coded pages optimized with key words so that prospects may easily find you when they search the web for certain key words related to your offering. Once prospecting is underway, it then is up to the sales professional to qualify those prospects to further identify likely customers and screen out poor leads. Modern websites can go along way in not only identifying potential prospects but also starting this qualification process. 2) Pre-approach Before engaging in the actual personal selling process, sales professionals first analyze all the information they have available to them about a prospect to understand as much about the prospect as possible. During the Pre-approach phase of the personal selling process, sales professionals try to understand the prospects current needs, current use of brands and feelings about all available brands, as well as identify key decision makers, review account histories (if any), assess product needs, plan/create a sales presentation to address the identified and likely concerns of the prospect, and set call objectives. The sales professional also develops a preliminary overall strategy for the sales process during this phase, keeping in mind that the strategy may have to be refined as he or she learns more about the prospect. 3) Approach The approach is the actual contact the sales professional has with the prospect. This is the point of the selling process where the sales professional meets and greets the prospect, provides an introduction, establishes rapport that sets the foundation of the relationship, and asks open-ended questions to learn more about the prospect and his or her needs. 4) Making the Presentation During the presentation portion of the selling process, the sales professional tells that product story in a way that speaks directly to the identified needs and wants of the prospect. A highly customized presentation is the key component of this step. At this point in the process, prospects are often allowed to hold and/or inspect the product and the sales professional may also actually demonstrate the product. Audio visual presentations and/or slide presentations may be incorporated at this stage and this is usually when sales brochures or booklets are presented to the prospect. Sales professionals should strive to let the prospect do most of the talking during the presentation and address the needs of the prospect as fully as possible by showing that he or she truly understands and cares about the needs of the prospect. 5) Overcoming Objections Professional sales people seek out prospects objections in order to try to address and overcome them. When prospects offer objections, it often signals that they need and want to hear more in order to make a fully-informed decision. If objections are not uncovered and identified, then sales professionals cannot effectively manage them. Uncovering objections, asking clarifying questions, and overcoming objections is a critical part of training for professional sellers and is a skill area that must be continually developed because there will always be objections. Trust me when I tell you that as soon as a sales professional finds a way to successfully handle all his or her prospects objections, some prospect will find a new, unanticipated objection if for no other reason than to test the mettle of the sales person. 6) Closing the Sale Although technically closing a sale happens when products or services are delivered to the customers satisfaction and payment is received, for the purposes of our discussion I will define closing as asking for the order and adequately addressing any final objections or obstacles. There are many closing techniques as well as many ways to ask trial closing questions. A trail question might take the form of, Now that Ive addressed your concerns, what other questions do you have that might impact your decision to purchase? Closing does not always mean that the sales professional literally asks for the order, it could be asking the prospect how many they would like, what color they would prefer, when they would like to take delivery, etc. Too many sales professions are either weak or too aggressive when it comes to closing. If you are closing a sale, be sure to ask for the order. If the prospect gives an answer other than yes, it may be a good opportunity to identify new objections and co ntinue selling. 7) Follow-up Follow-up is an often overlooked but important part of the selling process. After an order is received, it is in the best interest of everyone involved for the sales person to follow-up with the prospect to make sure the product was received in the proper condition, at the right time, installed properly, proper training delivered, and that the entire process was acceptable to the customer. This is a critical step in creating customer satisfaction and building long-term relationships with customers. If the customer experienced any problems whatsoever, the sales professional can intervene and become a customer advocate to ensure 100% satisfaction. Diligent follow-up can also lead to uncovering new needs, additional purchases, and also referrals and testimonials which can be used as sales tools. Impact on Personal Selling TASK 2 Task 3 Sales manager Job description and activities Sales managers organize, motivate and lead sales teams in a wide range of sectors, including pharmaceuticals, fast moving consumer goods (FMCGs) and finance. They are responsible for the combined performance of the team and for ensuring that everyone within their team reaches their targets. They may set the targets themselves or receive them from the sales director. They may also operate incentive schemes that motivate members of their team to reach or exceed sales targets. Typically, sales managers direct a companys sales program. They assign sales territories, set goals, and establish training programs for their sales representatives. Sales managers may also advise their sales representatives on ways to improve their sales performance achieve goals and obtain expected quotas. Whilst management structures vary significantly between companies and sectors, most sales managers will be responsible either for specific geographical areas (area sales managers) and/or particular products, or for specific types of customer. Sales managers will usually be responsible for: recruiting and training sales staff; supervising, motivating and monitoring team performance; allocating areas to sales executives; setting budgets/targets; liaising with other line managers; reporting back to senior managers; liaising with customers (which may include actual selling); maintaining detailed knowledge of the companys products or services; Keeping abreast of what competitors are doing. Depending on the culture of the company and level of seniority within it, sales managers may also be involved with product development, identification of new business opportunities and the development of marketing strategies. (http://ww2.prospects.ac.uk/p/types_of_job/sales_manager_job_description.jsp) Expected Tasks form a Sales manager in a Organizations Point of view Single point of contact: In fact, the sales manager is the single point of contact for all the salesmen when it comes to any questions and queries about the product or the company. Team leader: The sales manager can generally be termed as the team leader for the sales team and should have all the qualities that a team leader would have. Team person: The sales manager should be a team person, who understands any differences that crop in his or her team and work towards solving them in an amicable and quick manner. Strong sales background: Other than these internal qualities, the sales manager should have a strong sales background and should be able to lead his or team from the front with their sales expertise and talents. Hiring the new sales executives: The sales manager is also expected to hire the new sales executives. Therefore, the sales manager should be experienced and equipped enough to judge a person whether they can be good in sales or not. The one issue with sales is that sales is an inborn quality. Of course, having a business administration does help, but still, some people just have it in them to sell a product. As a sales manager, you should know how to recognize that. Sales Manager Qualities Sales management is one of the most challenging balancing acts in all the business world. Good sales management is worth its weight in gold. To fully view the valuable products of good sales management, one must go beyond the high gross figures and stout net profits being rung up at the register. Good sales management is also marked by a sales force which is flourishing and prospering, and a customer base which is satisfied beyond expectation. When a sales force has a good sales manager, they not only produce well and stably, but they tend to stay loyal and stay long. What are the distinguishing qualities of good sales management? A good sales manager motivates and leads the sales force, while at the same time seeing to it that the goals and purposes of the sales organization and its ownership are being met. Sales management at its best executes command intention, when he sees that the marching orders will indeed produce the effects that ownership and management intend it to, and queries the orders when he considers that those orders would actually get in the way of their own goals. A good sales manager commands with authority, but in a way that draws respect rather than contempt. A good sales manager corrects poor attitude with skill and understanding, at the level of firmness required by the circumstances at hand. A good sales manager continues to become more and more expert on the theory and application of all five steps of a sale, as detailed in the book, HOW TO SELL Clear and Simple, and guides his sales force in the successful use of these steps. A good sales manager effectively uses his knowledge of the five-step procedure as his primary tool for improve poor performance. And a good sales manager sets real, though challenging goals and then does everything necessary to assist all concerned to reach and exceed those goals. If a salesman were ambitious and was looking for one of the most demanding, and most rewarding challenges in the world of business, he would do well to aspire to become a part of sales management. (http://www.evancarmichael.com/Sales/452/What-Makes-a-Great-Sales-Manager.html) Reduce turnover by hiring smart instead of often. Establish compensation plans that drive sales and profits. Develop sales systems that facilitate consistent sales results. Coach and train your sales team toward service-minded selling. Provide motivation, recognition and accountability. Increase sales and profits to the type of customer you prefer. Relieve you from sales management responsibility. Human resource functions Handled by Sales Manager The sales manager is also responsible for some of the functions handled by the Human resource as the sales manager is the person who will be working with the selected employee so he will make sure that he also takes part in each function and make sure no mistake is made and below are some functions which the sales manager will involve in the HR handlesà ¢Ã¢â€š ¬Ã‚ ¦ Recruitment and selection Employing the right person has the potential to, in the long run, save you thousands of dollars. Clearly the right initial choice will save money by reducing turnover but there are many other costs involved, some less quantifiable than others. Most sales managers agree that they cannot afford even one non-productive team member, yet most managers have their own horror stories regarding troublesome or struggling employees. This highlights the importance of recruitment and selection of sales people. Various practices can and should be employed to best avoid the unenviable situation of having hired the wrong person for the job. Eg: Company Union International Accessories used to involve the sales manger when recruiting and selecting the person inorder to make surer that he has the right person in his team Motivation In motivating people only the HR cannot take its own decision as the sales managers involvement will be very important in this function as he knows very well how each employee had been working and who the appropriate person to be promoted is. In case this decision is taken only by the HR it might not be accurate so to avoid such problems the sales manager will be involved in this function. Eg: the sales manager of Union International Accessories is involved when any motivation program organized by HR to make sure there is no mistake in the decisio