Information Systems for Accountants Essay Example | Topics and Well Written Essays - 2000 words

Information Systems for Accountants - Essay Example As the project progresses, some of these tasks may change due to unforeseen or miscalculated circumstances, therefore the original task duration, and its sequence must be modified. These methods diverge in intricacy from simple to-do lists to GANTT charts, to a more complicated network scheduling techniques such as CPM or Critical Path Method, PERT or Program Evaluation and Review Technique, and Precedence Diagramming. CPM and PERT charts consumes a lot of time to create manually thus outshine the real work to be done by the method used to represent the work. Precedence Diagramming is like CPM and PERT but it let different logic relationships to be signified in graphic form and it allows relationships to be represented in various ways making it more illustrative of the real life construction process. All of the above techniques when done manually are unfortunately very difficult. Project tracking or monitoring involves registering these various changes throughout the project, and making suitable changes to the projected schedule. Making constant schedule revision throughout the life of the project is an arduous task for the planner and the result may not be accurate and probably will not meet the deadline. Nevertheless, there are tools available to help plan and track projects more efficiently like Microsoft Project. Microsoft Project is a computer program designed to automatically plan, schedule, and track the progress of the project. An easy, powerful, and flexible project management tool that puts you in command of your projects, helps you keep everyone up to date and involved, and is well suited with the working style of today. Manage simple or multifaceted projects by scheduling and tracking all your activities so you can stay on top of their development. Sets up your plan swiftly, initialize your plan by creating and arrange your task list so you can simply validate details and overall

Capital Punishment Research Paper Example | Topics and Well Written Essays - 1500 words - 1

Capital Punishment - Research Paper Example Political campaigns, religious leaders, and foreign press make quite a spectacle of how the United States legal system regularly sentences people to die for the crimes they have committed. As such, the United States is a bit of a novelty in the developed world as one of the last few 1st world countries in which the death penalty is not only still legal but employed in great numbers (Debrevnik, 2004). This short analysis is far too brief to provide the level of critique that a topic such as the death penalty deserves; however, this analysis will discuss a few of the strengths and weaknesses of the death penalty in its current form and weigh them against some of its greatest weaknesses to provide the reader with a clearer understanding and sense of moral responsibility with relation to whether or not the death penalty is a net good or a net evil in the criminal justice system and in our society as a whole. It is necessary to note that although this author is in favor of the death penal ty, there are many serious drawbacks to its application, the high economic costs it entails, and the oftentimes arbitrary nature with which it has been historically employed. Although these concerns are valid, the author maintains that notwithstanding many of the current drawbacks associated with the death penalty, the morality and ethics behind it are still poignant enough to merit its support. From a purely economic standpoint, capital punishment is an extraordinarily expensive form of punishment. As compared with life in prison, the average cost of execution is approximately the same cost to keep a prisoner housed and fed for over 100 years. Currently, the average cost of execution in California exceeds 4 million dollars per criminal executed. Comparatively, the average cost to keep a prisoner housed and fed as well as ensuring proper health care and medicine usually does not exceed $35,000 per year (Semeshenko et al, 2012). At such an exorbitantly high expense, it is clear that choosing capital punishment on the grounds that killing the criminal will somehow save the state money over time is entirely illogical. As such, the argument for execution does not hinge on economic savings; instead, it hinges upon the Judeo-Christian belief of â€Å"an eye for an eye and a tooth for a tooth†. In this way, the major supporters of the death penalty believe that certain crimes are so heinous that rehabilitation is not possible. As such, one’s life is forfeit for certain crimes if convicted. This further raises the tangential issue of the purpose of prison; whether it is it to rehabilitate or to punish. According to death penalty activists, prison’s primary objective is to punish with rehabilitation being a very distant second. A secondary issue with the death penalty in its current form is that they death penalty has been proven not to be a significant deterrent against the crimes it punishes. With the United States being a prime example, it is ob vious that murder rates in the United States are comparably higher than almost any other nation that currently does not have the death penalty as a legal option for a convicted criminal. Accordingly, the death penalty cannot be seen as adequate deterrent to dissuade would-be criminals from committing crime; however, it can be seen as a barometer of a society’s overall tolerance for violent crime and the clear and

The Modulation And Demodulation In Gsm Marketing Essay

The Modulation And Demodulation In Gsm Marketing Essay GSM (Global System for Mobile communications) is the most popular standard for mobile phones in the world . In GSM signaling and speech channels are digital and data communication is easy to build into the system GSM is a cellular network,and mobile phones connect to it by searching for cells in the immediate vicinity.There are five different cell sizes in a GSM network-macro, micro, pico, femto and umbrella cells. The coverage area of each cell varies according to the implementation environment. GSM networks operate in a number of different frequency ranges (separated into GSM frequency ranges for 2G and UMTS frequency bands for 3G). Most 2G GSM networks operate in the 900 MHz or 1800 MHz bands. Most 3G GSM networks in Europe operate in the 2100 MHz frequency band.900MHz GSM uses a combination of TDMA and FDMA. It uses eight time slots, hence one carrier can support eight full rate or sixteen half rate channels. Channel separation is 200kHz with mobile transmit channels in the range 890 to 915MHz and mobile receive channels in the range 935 to 960MHz. Peak output power of the transmitters depends on the class of the mobile station and can be 0.8, 2, 5, 8, or 20 watts. GSM is based on digital cellular networks which have some advantages as listed below Greater spectrum usage efficiency compared to analogue approaches. Improved service quality for users in the form of improved speech quality, improved security through inbuilt encryption (there is none at present), and higher connection reliability. Larger number of advanced user services and easier linkage to private and public ISDN networks. CHAPTER 2: GENERAL PROPERTIES OF GSM GSM uses multiple access technology like FDMA/TDMA and CDMA TDMA. With time division multiple access simultaneous conversations are supported by users transmitting in short bursts at different times or slots. FDMA. In frequency division multiple access, the total band is split into narrow frequency subbands and a channel is allocated exclusively to each user during the course of a call. One is used for transmission and one for reception. CDMA. Code division multiple access allows all users access to all frequencies with the allocated band. A single user is extracted from the mayhem by looking for each users individual code using a correlator. Although not selected for the current generation of mobile digital technologies, CDMA holds much promise as the future technology of choice for GSM replacement in the next century. †¢ GSM uses frequency division duplexing. †¢ Channel for uplink is from : 890 915 MHz †¢ Channel for downlink is from 935 960 MHz †¢ Distance b/w the frequencies used for uplink and downlink (duplex distance) is 45 MHz †¢ Frequency difference between adjacent allocations in a frequency plan(channel spacing) is 200khz. †¢ Total number of frequencies are equal to 124 †¢ Bit rate of each channel is 270.9 kbit/s †¢ Duration of data frame in GSM is 4.615 msec †¢ Number of time slots are 8 and each slot is of (4.615 / 8) 0.577 m sec Speech bit rate is 13 kbits /sec ARCHITECTURE OF GSM NETWORK The GSM network can be divided into four main parts: The Mobile Station (MS). The Base Station Subsystem (BSS). The Network and Switching Subsystem (NSS). The Operation and Support Subsystem (OSS). CHAPTER 3: BACKGROUND OF GSM The first GSM system specification was published in July 1991 and was immediately followed by several false starts. This was brought about by a combination over-optimism, difficulties in type approval testing, and inevitable changes to the GSM specification. The first terminals appeared on the market in June 1992. A combination of high demand for mobile services and a lack of capacity in the installed analogue network, has made Germany the most advanced country for GSM deployment. In the UK, Vodafone have said that they now cover 60-70% of the UK population with their GSM service and expect 90% coverage by mid 1993. GSM has also been accepted for use by over seventeen European countries and several others including New Zealand and Hong Kong ending a period of diverse and proprietary standards. Some of the problems which were faced by the Europians when implementing these brand new technology were In many countries there is no overt demand or need for GSM. Analogue services are available and under employed. GSM coverage needs to be as wide as analogue before users will swap over. The current generation of GSM hand portables are not as small or as light as analogue variants. This will limit the interest of many users, even though a better service may be provided by GSM technology. Terminal prices for digital technologies are high compared to analogue. It is likely that it will be very difficult to get users to pay higher call charges for an improved service so GSM cannot be positioned as a higher quality/higher price service. CHAPTER 4: IMPLEMENTATION Modulation scheme which is used in GSM is GMSK which is based on MSK.MSK uses linear phase changes and is spectral efficient. Block diagram of GMSK generator: Some of the properties of the GMSK are Improved spectral efficiency Power Spectral Density Reduced main lobe over MSK Requires more power to transmit data than many comparable modulation schemes Before the GMSK can be explained, some fundamentals of Minimum Shift Keying (MSK) must be known. MSK (MINIMUM SHIFT-KEYING) MSK uses changes in phase to represent 0s and 1s, but unlike most other keying schemes we have seen in class, the pulse sent to represent a 0 or a 1, not only depends on what information is being sent, but what was previously sent. Following is the pulse used in MSK Where if a 1 was sent if a 0 was sent To see how this works assume that the data being sent is 111010000, then the phase of the signal would fluctuate as seen below In order to see the signal constellation diagram consider the following equations which can be simplefied as where and Thus the equations for s1 and s2 depend only on andwith each taking one of two possible values. Therefore there are 4 different possibilities therefore the signal constellation diagram will be Advantages of MFSK MSK produces a power spectrum density that falls off much faster compared to the spectrum of QPSK. While QPSK falls off at the inverse square of the frequency, MSK falls off at the inverse fourth power of the frequency. Thus MSK can operate in a smaller bandwidth compared to QPSK GMSK(GAUSSIAN-MINIMUM SHIFT-KEYING) Even though MSKs power spectrum density falls quite fast, it does not fall fast enough so that interference between adjacent signals in the frequency band can be avoided. To take care of the problem, the original binary signal is passed through a Gaussian shaped filter before it is modulated with MSK. The principle parameter in designing an appropriate Gaussian filter is the time-bandwidth product WTb.Following figure shows the frequency response of different Gaussian filters.MSK has a time-bandwidth product of infinity As can be seen that GMSKs power spectrum drops much quicker than MSKs. Furthermore, as WTb is decreased, the roll-off is much quicker In the GSM standard a time-bandwidth product of 0.3 was chosen as a compromise between spectral efficiency and intersymbol interference. With this value of WTb, 99% of the power spectrum is within a bandwidth of 250 kHz, and since GSM spectrum is divided into 200 kHz channels for multiple access, there is very little interference between the channels The speed at which GSM can transmit at, with WTb=0.3, is 271 kb/s. It cannot go faster, since that would cause intersymbol interference CHAPTER 5: FUTURE OF GSM The strong demand for GSM is continuing. Today, GSM is used by 2.3 billion people worldwide and the strong growth is expected to be maintained. Most of the expansion occurs in high-growth markets, where the cost of mobile calls and terminals is crucial. With the success of GSM and to meet the demanding requirements of the subscribers, GPRS, HSCSD and EDGE has been introduced which offer high data rates for the transmission. 3rd Generation (3G) systems will soon be introduced in Pakistan offering new and interesting services to the users and will bring internet to new levels In future strong focus of GSM operators will be on maintaining high quality of service, increasing usage and exploring new revenue streams on value added services, market visibility through various market initiatives to fulfill subscribers satisfaction and demand and above all to increase the value of investment for the shareholders. MATLAB CODE (IMPLEMENTATION OF GMSK) clear all; close all; DRate = 1; % data rate or 1 bit in one second M = 18; % no. of sample per bit N = 36; % no. of bits for simulation [-18:18] BT = 0.5; % Bandwidth*Period (cannot change ) T = 1/DRate; % data period , i.e 1 bit in one second Ts = T/M; k=[-18:18]; % Chens values. More than needed; % only introduces a little more delay alpha = sqrt(log(2))/(2*pi*BT); % alpha calculated for the gaussian filter response h = exp(-(k*Ts).^2/(2*alpha^2*T^2))/(sqrt(2*pi)*alpha*T); % Gaussian Filter Response in time domain figure; plot(h) title(Response of Gaussian Filter); xlabel( Sample at Ts); ylabel( Normalized Magnitude); grid; bits = [zeros(1,36) 1 zeros(1,36) 1 zeros(1,36) -1 zeros(1,36) -1 zeros(1,36) 1 zeros(1,36) 1 zeros(1,36) 1 zeros(1,36)]; % Modulation m = filter(h,1,bits);% bits are passed through the all pole filter described by h, i.e bits are % shaped by gaussian filter t0=.35; % signal duration ts=0.00135; % sampling interval fc=200; % carrier frequency kf=100; % Modulation index fs=1/ts; % sampling frequency t=[0:ts:t0]; % time vector df=0.25; % required frequency resolution int_m(1)=0; for i=1:length(t)-1 % Integral of m int_m(i+1)=int_m(i)+m(i)*ts; end tx_signal=cos(2*pi*fc*t+2*pi*kf*int_m); % it is frequency modulation not the phase modulating with the integral of the signal x = cos(2*pi*fc*t); y = sin(2*pi*fc*t); figure; subplot(3,1,1) stem(bits(1:200)) title(Gaussian Filtered Pulse Train); grid; subplot(3,1,2) plot(m(1:230)) title(Gaussian Shaped train); xlim([0 225]); subplot(3,1,3) plot(tx_signal) title(Modulated signal); xlim([0 225]); % Channel Equalization %load C:CASEDigital_Communicationprojectgmskalichannel.mat load channel.mat h = channel; N1 = 700; x1 = randn(N1,1); d = filter(h,1,x1); Ord = 256; Lambda = 0.98; delta = 0.001; P = delta*eye(Ord); w = zeros(Ord,1); for n = Ord:N1 u = x1(n:-1:n-Ord+1); pi = P*u; k = Lambda + u*pi; K = pi/k; e(n) = d(n) w*u; w = w + K *e(n); PPrime = K*pi; P = (P-PPrime)/Lambda; w_err(n) = norm(h-w); end figure; subplot(3,1,1); plot(w); title(Channel Response); subplot(3,1,2); plot(h,r); title(Adaptive Channel Response); rcvd_signal = conv(h,tx_signal); subplot(3,1,3); plot(rcvd_signal); title(Received Signal); eq_signal = conv(1/w,rcvd_signal); figure; subplot(3,1,1); plot(eq_signal); title(Equalizer Output); subplot(3,1,2); plot(eq_signal); title(Equalizer Output); axis([208 500 -2 2]); subplot(3,1,3); plot(tx_signal,r); title(Modulated Signal); % Demodulation eq_signal1 = eq_signal(200:460-1); In = x.*eq_signal1; Qn = y.*eq_signal1; noiseI = awgn(In,20); noiseQ = awgn(Qn,20); I = In + noiseI; Q = Qn + noiseQ; LP = fir1(32,0.18); yI = filter(LP,1,I); yQ = filter(LP,1,Q); figure; subplot(2,1,1); plot(yI); title(Inphase Component); xlim([0 256]); subplot(2,1,2); plot(yQ); title(Quadrature Component); xlim([0 256]); Z = yI + yQ*j; demod(1:N) = imag(Z(1:N)); demod(N+1:length(Z)) = imag(Z(N+1:length(Z)).*conj(Z(1:length(Z)-N))); xt = -10*demod(1:N/2:length(demod)) xd = xt(4:2:length(xt)) figure; stem(xd) title(Demodulated Signal); OUTPUTS TABLE OF CONTENTS CHAPTER 1: INTRODUCTION CHAPTER 2: GENERAL PROPERTIES OF GSM CHAPTER 3: BACKGROUND OF GSM CHAPTER 4: IMPLEMENTATION MSK GMSK CHAPTER 5: FUTURE OF GSM CHAPTER 6: MATLAB IMPLEMENTATION

The Use of Intensity and Passion as Resources for Social Transformation

Baldwin saw his race lynched, beaten, and emotionally tormented, alongside white America’s indifference towards this social problem. He witnessed firsthand the shortcomings of his country. Meanwhile, his father obfuscated this intense reality, which likely paralleled a similarly hidden reality of white people his age whose parents repeatedly eluded such inequalities because it was easier than facing them head-on. For Baldwin, trouncing social injustice requires the white man’s knowledge of how to love the Negro, to love one must suffer reality by facing their fears of experiencing the wicked and unknown. Ironically, the only wicked and unknown is that of the white man’s private fears and longings projected onto the Negro, fear of the burdensome reality that life is tragic and death is inevitable. The Negro more or less accepts his eventual death, since throughout American history he was raped, tortured, humiliated, and experienced a loss of human identity and human authority from confronting the twisted beauty of suffering (Baldwin, 98-99). The Negro was forced to face sensuality, that which Anglo-Teutonic, anti-sexual Whites have not (Baldwin, 43 & 30). â€Å"The [white] person who distrusts himself has no touchstone for reality—for this touchstone can be only oneself† (Baldwin, 43). It is for this reason that the Negro must rise-up, assuming that any potential for social justice rests in his hands. The few relatively conscious whites and relatively conscious blacks must, â€Å"like lovers, insist on, or create, the consciousness of others† (Baldwin, 105). Up to this point in American History, blacks and whites have instead experienced universal joylessness (Baldwin, 43). To the white man’s benefit, love for the Negro absolves his ... ...rm their own lives, at the same time the members desire to learn from the students and from inspired self-reflection about how they can transform their own lives. On the other end of the spectrum, extremist examples of passion and intensity used as resources for transformation include groups like Wikileaks.org, Al-Qaida, and the Dove Community Outreach Center. Such resources may invoke the spirit of war, rebellion, and deceit, detract from societal progress and antagonize tensions already rooted in sensitive geopolitical relationships. However, we must recognize that outside the western world, many people see these resources as positive for social and personal transformation. Ascertainable from these diverse resources is that passion and intensity may be leveraged regardless of geographical, political, or social divides, to effect diverse social and personal change.

Internal Selling: “Putting Theory Into Practice”

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

Gideon Katey Fayorsey’s Manifesto

Manifesto Madam electoral commissioner, Honourable executive manageress and supervisor of studies, Teaching and unteaching staffs of this noble institution, Enthusiastic student, co-aspirant, Invited guest, Distinguished ladies and gentlemen I greet you all. My name is Gideon Katey Fayorsey vying for the office of the school prefect and I deem it an honour to stand before you this morning to read my manifesto.As we all know here comes another election season or era which is characterised by the handing over of spiritual and physical batons from the old Elijah’s to the new Elisha’s First and foremost I would like to tell you reasons why you should vote for me, there so many reasons but I would like talk about three of them for the sake of time, to begin with I would like to tackle discipline As we all know discipline comes first in the life of an academician. We also know canning is not the only way to discipline a child but counselling which is a also very good way of d isciplining a child.Which I have started doing through spreading of the gospel. Comfortably seated Ladies and gentle imagine you disrespected a teacher when the teacher comes to the class teach will you be able to concentrate? No you cannot concentrate because at the first place you cannot look at the face of the teacher this cause many students to dislike and fail a particular subject. I Gideon Katey Fayorsey about to be elected will ensure that discipline is held in the highest level Secondly I would like talk to you about the reading of your books.Nowadays literacy week is part of our academic activities but still students find it very hard to read their books which isn’t good because the is a saying that â€Å"A man who does not read gets constipation of thoughts and diarrhea of words† I will make sure all students read at least two story books a week. And the last but not the least is My ultimate priority of the â€Å" Ancora Impara† which simply means that the attitude of learning shall I hold indisputably to ensure that my time shall see a considerably rise in academic performance with the blare of a trumpet so that we can all say something has happened out of the blues.Finally I will like to cast your vote for it is what is going to catapult me into unleashing my daring ambition. Vote for Gideon Katey Fayorsey this your decision to have a change of lifetime for it is said that â€Å"The journey of a thousand mile begins with a step† and that step is to be taken by you by voting for me. Vote Gideon Katey Fayorsey the potential potentate who has the power, ability, capability and capacity to head you towards the attainment of your aspiration. Vote and vote wisely for your vote is your greatest power and secrete. God bless you all! God Bless Great St Paul’s !! God bless Lutheran!!! Thank you all.

History of Yugoslavia - Overview

History of Yugoslavia - Overview Location of Yugoslavia Yugoslavia was located in the Balkan region of Europe, to the east of Italy. The Origins of Yugoslavia There have been three federations of Balkan nations called Yugoslavia. The first originated in the aftermath of the Balkan Wars and World War One. At the end of the nineteenth century, the two empires which previously dominated the region – Austria-Hungary and the Ottomans – began to undergo changes and retreats respectively, sparking discussion among intellectuals and political leaders about the creation of a united South Slav nation. The question of who would dominate this was a matter of contention, be it a Greater Serbia or a Greater Croatia. The origins of Yugoslavia may partly lay in the Illyrian Movement of the mid-nineteenth century. As World War I raged in 1914, the Yugoslav Committee was formed in Rome by Balkan exiles in order to come up with and agitate for a solution to a key question: what states would be created if the Allies of Britain, France and Serbia managed to defeat the Austro-Hungarians, especially as Serbia looked on the verge of destruction. In 1915 the committee moved to London, where it had an effect on allied politicians far greater than its size. Although funded by Serbian money, the committee – comprised mainly of Slovenes and Croats – was against a Greater Serbia, and argued for an equal union, although they conceded that as Serbia was the state which did exist, and which had the apparatus for government, the new South Slav state would have to coalesce around it. In 1917, a rival South Slav group formed from deputies in the Austro-Hungarian government, who argued for a union of Croats, Slovenes, and Serbs in a newly reworked, and federated, Austrian led empire. The Serbs and the Yugoslav Committee then went further, signing an agreement to push for the creation of an independent Kingdom of Serbs, Croats and Slovenes under the Serb kings, including land currently in Austria-Hungary. As the latter collapsed under the pressures of war, A National Council of Serbs, Croats, and Slovenes was declared to rule Austria-Hungary’s former Slavs, and this pushed for a union with Serbia. This decision was taken in no small part to rid the area of marauding bands of Italians, deserters and Habsburg troops. The Allies agreed to the creation of a combined South Slav state and basically told the rival groups to form one. Negotiations followed, in which the National Council gave in to Serbia and the Yugoslav Committee, allowing Prince Aleksander to declare the Kingdom of Serbs, Croats, and Slovenes on December 1st, 1918. At this point, the devastated and disjointed region was only held together by the army, and bitter rivalry had to be damped down before borders were set, a new government was formed in 1921, and a new constitution was voted in (although the latter only just occurred after many deputies walked out in opposition.) In addition, in 1919 the Communist party of Yugoslavia formed, which received a large number of votes, refused to join the chamber, committed assassinations and got itself banned. The First Kingdom Ten years of political infighting between the many different parties followed, largely because the kingdom was dominated by Serbs, who had expanded their governing structures to run it, rather than by anything new. Consequently, King Aleksander I shut the parliament and created a royal dictatorship. He renamed the country Yugoslavia, (literally ‘Land of the South Slavs’) and created new regional divisions to try and negate the growing nationalist rivalries. Alexander was assassinated on October 9th, 1934 while visiting Paris, by an Ustasha affiliate. This left Yugoslavia governed by a regency for the eleven-year-old Crown Prince Petar. War and the Second Yugoslavia This first Yugoslavia lasted until the Second World War when Axis forces invaded in 1941. The Regency had been moving closer to Hitler, but an anti-Nazi coup brought the government down and the wrath of Germany onto them. War ensued, but not one as simple as pro-Axis versus anti-Axis, as communist, nationalist, royalist, fascist and other factions all fought in what was effectively a civil war. The three key groups were the fascist Utsasha, the royalist Chetniks and the communist Partisans. As the Second World War was concluded it was the Partisans lead by Tito – backed at the end by Red Army units - who emerged in control, and a second Yugoslavia was formed: this was a federation of six republics, each supposedly equal – Croatia, Bosnia and Herzegovina, Serbia, Slovenia, Macedonia, and Montenegro - as well as two autonomous provinces within Serbia: Kosovo and Vojvodina. Once the war was won, mass executions and purges targeted collaborators and enemy fighters. Tito’s state was initially highly centralized and allied to the USSR, and Tito and Stalin argued, but the former survived and forged his own path, devolving power and gaining assistance from western powers. He was, if not universally regarded, then at least for a time admired for the way Yugoslavia was progressing, but it was Western aid – designed to keep him away from Russia – that probably saved the country. The political history of the Second Yugoslavia is basically a struggle between the centralized government and the demands for devolved powers for the member units, a balancing act that produced three constitutions and multiple changes over the period. By the time of Tito’s death, Yugoslavia was essentially hollow, with deep economic problems and barely concealed nationalisms, all held together by the cult of Tito’s personality and the party. Yugoslavia may well have collapsed under him had he lived. War and the Third Yugoslavia Throughout his rule, Tito had to tie the federation together against growing nationalism. After his death, these forces began to increase rapidly and tore Yugoslavia apart. As Slobodan Milosevic took control first of Serbia and then the collapsing Yugoslavia’s military, dreaming of a Greater Serbia, Slovenia and Croatia declared their independence to escape him. Yugoslav and Serbian military attacks in Slovenia failed quickly, but the war was more protracted in Croatia, and longer still in Bosnia after it also declared independence. The bloody wars, filled with ethnic cleansing, were mostly over by the end of 1995, leaving Serbia and Montenegro as a rump Yugoslavia. There was war again in 1999 as Kosovo agitated for independence, and a change in leadership in 2000, when Milosevic was finally removed from power, saw Yugoslavia gain wider international acceptance again. With Europe afraid that a Montenegrin push for independence would cause a new war, leaders produced a new federation plan, resulting in the dissolution of what remained of Yugoslavia and the creation of ‘Serbia and Montenegro’. The country had ceased to exist. Key People from the History of Yugoslavia King Alexander / Aleksander I 1888 - 1934Born to the King of Serbia, Alexander lived some of his youth in exile before leading Serbia as regent during World War 1. He was key in declaring the Kingdom of the Serbs, Croats, and Slovenes, becoming king in 1921. However, years of frustration at the political infighting made him declare a dictatorship in early 1929, creating Yugoslavia. He tried to bind the disparate groups in his country together but was assassinated while visiting France in 1934. Josip Broz Tito 1892 – 1980Tito led the communist partisans fighting in Yugoslavia during World War 2 and emerged as the leader of the new second Yugoslavian federation. He held the country together and was notable for differing markedly with the USSR, which dominated the other communist nations of Eastern Europe. After his death, nationalism tore Yugoslavia apart.