Murray Shisgals The Typists :: essays research papers

The play by Murray Shisgal, The Typists, is about two people who work during their lifetime at a firm, typing the addresses of prospective customers. Through their speeches we see that the play talks about hopelessness, routine and fear of change. Most of the character’s motives are explained through the Freudian concept of superego, or, in other words, the part of people’s psique which is related to discipline, judgment of the society, guilt, pride, self-discipline and self- punishment. In this paper, I’ll make an attempt to illustrate these themes in the play.   Ã‚  Ã‚  Ã‚  Ã‚  Hopelessness is seen through the setting. At the rear of the stage there is a window and through it the sun streams â€Å"as the play progresses it fades imperceptibly until, at the end, the room is almost in complete darkness.† Apart from the obvious reason, which would be the course of a day, the sun, here, is a symbol of glory, success and faith. We can interpret it by saying that at the beginning of the play, when Paul and Sylvia are still young, â€Å"at twenty-odd years of age†, they still have hopes of a better future. It is shown through Paul’s ambition of working and studying law to guarantee a better living, and Sylvia’s intentions of marrying and abandoning her family. As the time goes we notice only disappointments and attempts to change their lives. These attempts are not successful as they are hopeless, shown by their fear to abandon the firm and conquer a better job. Working in that office is for them the only way of livi ng.   Ã‚  Ã‚  Ã‚  Ã‚  Another theme that appears in the play is the routine. Samuel Beckett’s Waiting for Godot explores the same theme. Habit is something that makes us feel secure. It is a guarantee that we will be alive the next day as the present has a succession, which is to wake up next morning and do everything again. Since Paul starts working in the office, Sylvia passes to him her routine. Nothing can be alternated. She tells him: â€Å"strike each key with the same steady rhythm (†¦) don’t move your head, keep your eyes on the material you’re typing†. The steady rhythm to strike the keys, the expressions â€Å"don’t move† and â€Å"keep† refer to lack of alternation and it means routine. Not only this, when Paul suggests to break Sylvia’s habit of having lunch always at 1p.m. and have it at 1:30p.

History of Private Security

History of Private Security Cortez Jefferies Introduction to Security: Operations and Management Gayle Fisher-Stewart University Of Maryland University College 23 October 2011 Private security industry in the United States can be traced as far back as the mid nineteenth century, where they were primarily used to help fill the gaps created by public police forces in major cities that were just forming. Over the years the role of private security has changed, from its simplest form of protecting people, property, and information to a more complex form, of individuals and businesses that provide, for a fee, services to clientele to protect their persons, their private property, or their interests from various hazards. Early in its existence training for private security was non-existent or inadequate at best, over the years training has evolved and with that evolution came strict standards and guidelines. Unlike in Europe, where public law enforcement emerged out of private security, in the United States private security emerged out of public law enforcement. Europeans brought many of the methods they used to protect people and property with them when they immigrated to the United States in the late seventeenth and early eighteenth centuries. The positions of constable, watchman, and sheriff were borrowed from the English and were used to establish the first system of public law enforcement in the United States. As rapid growth occurred in the West throughout the early 1800s, it became clear that constables and watchmen weren't going to be able to provide the expansive services necessary to protect people and their property (Stone, 2002). It wasn't until the late 1700s that municipal police agencies were implemented in major American cities. Established in 1844, the New York City police department provided twenty- four-hour police protection to its citizens. Thirty years later, most large cities had a similar system of public law enforcement; yet this system was not enough to keep pace with the rapidly growing American society (Stone, 2002). One of the first private security agencies to come into existence was Pinkerton's North West Police Agency in 1855. The agency offered private watchmen services for rail yards and industrial complexes. In 1859, Perry Brink started Brink's Inc. as a freight and package delivery service. A few decades later, Brinks Inc. evolved into the country's first armored car and courier service. By the early 1900s, numerous former federal agents and detectives had opened up their own private security companies to include the first burglar alarm service (Maine, 2011). Between 1929 and 1939, private security employment declined as a result of the Great Depression but rebounded between 1940 and 1945, due to the need to protect the United States infrastructure and military and industrial facilities during World War II, the use of private security increased. After World War II, private security once again began to grow, due to many returning veterans, with military police experience selecting police work and private security as occupations (Ortmeier, 2009). In 1955, a group of security professionals formed the American Society for Industrial Security (ASIS). Today, ASIS International’s membership exceeds 37,000, making it the preeminent organization for security professionals (American Society for Industrial Security [ASIS], 2011). Private security is a fast-growing industry. The Department of Labor predicts a healthy double-digit growth rate through 2016. Statistics on the number of individuals involved in this market are difficult to ascertain because of an extremely high turnover rate and because the term â€Å"security worker† admits of different interpretations. However, there are some credible approximations (Maine, 2011). The U. S. Department of Labor estimated the number of private security workers in 2007 at slightly over one million-about twice the number of police officers in the United States. Private security agencies themselves are often quite large. The largest security firm operating in the United states is Securitas, whose employees number more than 125,000 worldwide and whose revenues exceeded $7 billion in 2002. Human-Rights First estimate that there are almost 180,000 security workers in Iraq alone (Maine, 2011). The median wage for security workers in the United states is $10. 85 per hour ($22,570 per year), this might account in part for the high turnover rate. Salary seems to be proportional to risk. Blackwater security employees are alleged to have earned close to $1000 per day to guard U. S ambassador to Iraq Paul Bremer (Maine, 2011). Although training for the private security sector has come a long way over the years. Many of the personnel working as private security agents and guards are inadequately screened, trained, and supervised to ensure effective police work. Due to these reasons, there has been a big push for improvements in the quality of private security training. Private security organizations are being encouraged to pursue accreditations for the company as well as its employees. Private security organizations are being required to carry general liability insurance or that security personnel be bonded following a minimum level of training and certification, with the amount of training and size of bonding dependent on the degree of risk associated with the nature of the job (Forst, 2002) . Virginia Security officers are required to be licensed by DCJS (Department of Criminal Justice Services). To be licensed as an unarmed security officer one must go through 18 hours of classroom training from a licensed instructor in order to obtain this card and it must be done by the end of their 90 days after hire with a Security company. Every two years the card must be renewed, by completing an in-service with a licensed instructor. To be licensed as an armed security officer one must complete an additional 16 hours of firearms training, 6 hours of training n conducting a lawful arrest, and qualification with the type and caliber of weapon they intend to carry. Firearms endorsements must be renewed annually by completing an in-service and passing a firearms qualification. Licensed armed security officers are authorized under state code to arrest for any offense committed in their presence while they are on duty at the location they are hired to protect. They may also be granted t he authority by the chief law enforcement officer in their jurisdiction to issue summons to appear in court for felonies and misdemeanors. As the security field diversified in the 1980s and became more responsive to the needs of business, a management model quickly began to dominate how security was perceived and what its functions would be. Security practitioners and innovative business managers began to view the functions of security as an essential component of business. As a result, security departments were incorporated into the organizational culture of many companies, and security managers were hired to oversee the security department and work collaboratively with other department managers. Security managers began to be perceived as professionals in their field, and this helped to enhance the image of security personnel, giving them greater credibility with their colleagues and the public (Stone, 2002). Given this long and varied history, it is not surprising that private security continues to undergo significant changes in its form and function. Still, agreement among academicians and practitioners about what its form and function should be remains elusive. References Stone, Mischelle Taylor. (2002). Private Security. Encyclopedia of Crime and Punishment. Retrieved October 23, 2011, from http://sage-ereference. com. ezproxy. umuc. edu/view/crimepunishment/n327 Forst, Brian. (2002). Police Privatization. Encyclopedia of Crime and Punishment. Retrieved October 23, 2011, from http://sage-ereference. com. ezproxy. umuc. edu/view/crimepunishment/n307 Ortmeier, P. J. (2011). Introduction to Security: Operations and Management (3rd ed. ). Upper Saddle River, NJ: Prentice Hall. Maine, E. W. (2011, March 6). Private Security Industry. American Business Organization. Retrieved from http://maerican-business. org/

The Handphone Influences People’s Behaviour

The handphone influences people’s behaviour Behaviour is not be formed by a thing constantly, but it is formed by many things continously. Because, everything what people saw, listened, and said forms his behaviour. One of them is one of media of communication, which is called handphone. Hand phone is one of the tool of communication between a person with others. Today, it is used by both adult or child, rich or poor, and because of necessery or style in our society. But, their behaviour is influenced unconsious by using it. The phone gives the big role to influence people’s behavior.First, it neglects the user. Usually it is happened in the users who can not control their self such as the students. For examples, when the teacher is teaching in the class they are busy by playing the game or texting a message to their friends. They are serious in their doing, sometimes they are laught and smile by theirself. Moreover, the the teacher does not give the rule or punishment for them. So, they will get nothing in the class. Besides, if the parents do not control, they also do not study or do homework. Second, disturbs the childen’s development or maturity.Because, there are many things in the phone. Such as camera, games, pictures, and others. Which changes the student’s attention and concentretion, both in the class or in the home. Moreover, it gives dishonest way. Exmple, in the examination they should cheat with others by sending message or searching the material about etc. In addition, by using handphone lets the students to send or receive everything is not good and educated. So, if we let them to use it free without controling, they will be the educated of technology, but not educated of knowledge or attitude.Third, it contibutes the people to be arrogant. Because, everyperson is different personality. Basicly, the phone is used for communication with others. But, some person are use it not only for communication but also for style. As we know, today are many merks and types of phone. Such as BlackBerry, Android, Nokia, Samsung etc. Some of us compete to buy the more expensive, exis and newer. Sometimes, they more emphasize to buy the new phone than other things. Example, the students able to buy the new phone, but do not able to buy the book.This is very bad to their maturity, which compete in the extravagance. Overall, the phone gives many good function for us. There are to communicate with others, save the things as a memorial, share information etc. But, we have to release that phone is same as another technology also has the negative effects should influence the people behaviour. Forthat, we have to be wise in using it, control and tell our family, student and society the positive and negative effects. Because the phone influence the people’s behaviour.

How Does Tourism Affect Hong Kong?

In this piece of coursework, I will keep a diary of primary and secondary data and analyze them so that it can explain to me the circumstances which Hong Kong tourism is facing and how it can be improved in the future. It also explains the advantages and disadvantages which tourism brings to Hong Kong. How I did it? What information was needed? In my piece of coursework, I will use a mixture of primary data such as questionnaires for tourists which I have designed and secondary data such as cuttings from newspaper and magazines. The questionnaire which I designed was used at hot tourist attractions in Hong Kong such as the Peak, Tsim Sha Tsui waterfront, Stanley and the Star Ferry. My questionnaire was designed to get an impression of Hong Kong from a tourist's point of view. The secondary data such as newspaper and internet articles which I collected explains to me the current state of tourism in Hong Kong. How does tourism affect Hong Kong economically? Tourism is one of the biggest industries in Hong Kong. In fact from research, Hong Kong is one of the most popular single destinations for tourists in the world. Hong Kong relies very heavily on tourism. Without tourism there wouldn't be Hong Kong. Each year, Hong Kong brings in more than 10 million tourists. However, there are both advantages and disadvantages of the large tourism industry in Hong Kong. Social Costs and Benefits Firstly, tourism brings to Hong Kong both private costs benefits, as well as social costs benefits. Private costs are costs paid by economic decision makers. Private benefit is benefit received by economic decision makers. Social costs and social benefits are costs and benefits associated with the society. * Private Benefit + External Benefit = Social Benefit * Private Cost + External Cost = Social Cost You can read also Classifications of Restaurants This Social Cost and Benefit graph clearly shows the system of tourism. The private cost of tourism is the money spent by the government or private sectors to lure more tourists into Hong Kong. This could mean building more landmarks and tourist attractions or improving the surrounding environment. On the other hand, private benefit is when bringing in more tourists, a higher level of employment level could be achieved as the companies would be much more likely co hire more labour to improve the company's service and efficiency to make more money from the tourists. The external cost of tourism is resulted from the usage of Hong Kong's land to produce landmarks to attract coming tourists. External cost of tourism also includes environment damage or loss of greenery. The external benefits of tourism is when the local companies improves their services in order to attract tourists, there would be a higher standard of living for the local residents. The opportunity cost of the tourism industry is the next best alternative. If land is not used up to create build landmarks for tourists, the next best more might be to build better schools for improved education. For the society, the total benefit is the private benefit + external benefit, or in other words the social benefit. Only when the social benefit exceeds pass social cost will the tourism industry be beneficial to Hong Kong. Therefore, the role of both the government and private sectors is to decide to produce the right amount of services to make the tourism industry beneficial to Hong Kong. Circular Flow of Income A circular flow of income could be suited to the tourism industry. In a circular flow of income diagram, it shows the flow of money around the economy as it as passed between consumers and producers over time. The withdrawals from an economy is the money which is paid for goods and services what are produced within the economy such as tax and savings. Injections are the government expenditures, investments or exports. Sometimes in the short term, withdrawals might exceed injection, however if the injection in the long run is more than that of withdrawals, there will be economic growth. National Income The tourism industry plays a large role in contributing to the national income of Hong Kong. It is researched that a tourist is more likely to spend more money during their holiday weeks than any other week of the year. Therefore when tourists visit Hong Kong, they tend to spend a large proportion of their savings all in the particular visit to Hong Kong. The income from the tourism industry is mainly contributed by hotels, restaurants, amusement parks, shopping, and tourist attractions. From research, in the year 2001, each tourist visiting Hong Kong spent an average of $4532HKD. This extra spending from tourists leads to a total addition to the GDP of Hong Kong. It also leads to more income by both private and public sectors. As more income is made by private sectors, the government would therefore tend to collect more tax revenue. They can use this money to spend of schools and colleges, hospitals, roads and many other services which would benefit us all. When the National Income per capita exceeds the number from the previous year, we say there is economic growth. Economic Growth Hong Kong, like any other economies grows from booms and suffers from slumps. But in the long term the economy continues to grow. During a boom, the standards of living are high because the unemployment level is low meaning everyone has a job to earn money. More money means more spending to satisfy people's needs and wants. However during a boom, there is also a high inflation rate and a high deficit for the balance of payment. In a slump, or in other words a recession, the standards of living are low because of a high unemployment level. Less people are hired for services meaning less people have money to spend for satisfying their needs and wants. But on the other hand, the inflation level is low and there is also a low deficit for balance of payment. As you probably know, the impact of SARS on Hong Kong tourism industry has been greatly damaging. During the SARS period, Hong Kong headed into a slump, in other words a recession. When a recession occurs, there are many negative effects to the economy. For example, the standard of living might drop, demand for goods might decrease, high unemployment level, deflation and much more. From the graph below, it clearly shows that during April 2003 to July 2003, the average visitor arrival has dropped magnificently from a monthly average of 1,347,386 to 493,666. This was due to the Severe Acute Respiratory Syndrome. Because the tourists were tried their best to avoid nearing not only Hong Kong but the Asian region as well where SARS was most devastating, there was a huge decrease in the tourism industry in the South East Asian Region. A lot less income was received by the local firms from tourists coming into Hong Kong. Even if tourists were to visit Hong Kong, they stayed for much shorter periods. However, the tourism industry as shown from below has begun to bounce back earlier than many expected. Attractions offered to Overseas Visitors Hong Kong has known to be â€Å"The City of Life†. But has Hong Kong lived to its reputation? Are tourists who visit Hong Kong satisfied by the attractions which Hong Kong has to offer? According to the primary data which I collected from my surveys at different tourist points. I have found out that most tourists like to visit attractions such as The Peak, Stanley and the Big Buddha located on Lantau Island. These are the three most popular attractions in Hong Kong. However, the list goes on. Whether it's the museums, great restaurants or the exciting nightlife, the Hong Kong tourism association tries their best to guarantee to offer a tourist an unforgettable experience. Tourist Attractions – Hong Kong provides fun-filled experiences for tourists. The top tourist attractions include: * The Peak Tower- The peak tower is definitely the place for tourists to visit if they want to take an overview of the magnificent infrastructures of Hong Kong. The Peak Tower has a wide range of restaurants and food outlets plus novelty shops where visitors can get a souvenir to preserve their memories of their exciting experience. A good idea of reaching The Peak Tower could be taking a ride on the Peak Tram where on the way up, a good overview of Hong Kong could be captured. * Stanley Market – The Stanley Market is one of Hong Kong's most popular destinations for overseas visitors. It fulfills a tourist's day with both fun-filled shopping and relaxation. The Stanley Market is an open-aired market where souvenirs could be bought at a bargainable price. * The Big Buddha – The Big Buddha is located on one of the out lying islands in Lantau. The Big Buddha statue weighs more than 220 tonnes and sits 24.6 meters high opposite the Po Lin Monetary on the hillside of Ngong Ping in Lantau Island. * Ocean Park – Ocean Park is the one and only joint zoo and amusement park in Hong Kong. Located in the southern part of Hong Kong, the Park exceeds more than 200 acre of land. Ocean Park provides a mixed experience of education and fun. Built in 1977, it was primarily to promote animal preservation in Hong Kong. Very soon, it became very popular with both tourists and local residents developing into an amusement park. Overtime, the park has been renovated and updated with the top entertainment facilities. Shopping – Hong Kong has grown into the reputation for a shopping paradise. The shopping malls such as Times Square and Pacific Place provide tourists with famous designer labels at a reasonable price. On the other hand the open-air market places such as Stanley and Temple Street gives tourists a taste of the cultural life in Hong Kong as well as providing memorable souvenirs which could be bought at a low price. Cuisine – The international city of Hong Kong provides tourists with a rich variety of cuisines ranging from Asian dishes to Western buffets. You name it, Hong Kong has it. Restaurants are located everywhere in Hong Kong. * Lan Kwai Fong – Lan Kwai Fong is a very popular destination among incoming tourists as it provides many western style restaurants along with bars and nightclubs. * Jumbo Floating Restaurant – The Jumbo Restaurant is the world's largest floating restaurant. At anytime, the ship can hold up to 3200 customers and employed with more than 300 staff members. At the Jumbo Restaurant, tourists have a chance to try the sea-food of which local residents would normally eat. Neighboring Cities – The neighboring cities of Hong Kong, including Macau and Shenzhen adds to a tourist's to-do list during their visit to Hong Kong. Tourists can take advantage of the convenient transportation to and from these cities. What needs to be improved and how can this be done? What is being done already and how successful has it been? Although Hong Kong already has sufficient top tourist attractions, in order for them to lure tourists into come again, many things have to be done and improved. For example, improve the quality of the provided attractions or even to build new landmarks. In the past few years, the Hong Kong Government has planned to develop five major tourism clusters in the territory with a view to enhancing the attractiveness of Hong Kong as a premier tourist destination. The five tourism clusters cover a wide range of projects, which are at various stages of development. A number of enhancement projects are being carried out to give a facelift to the existing popular tourist areas including the Central and Western District, Sai Kung waterfront and Lei Yue Mun. Other improvement schemes coming on stream include those at the Tsim Sha Tsui Promenade, Stanley waterfront and the Peak. Visitor signage is being installed in all 18 districts to make Hong Kong more tourists friendly. A number of major projects are also under way. Phase 1 of Hong Kong Disneyland, Tung Chung Cable Car and Hong Kong Wetland Park are all scheduled for completion in 2005. To enrich the heritage tourism products, the Government has awarded to the private sector the development right to restore and convert the former Marine Police Headquarters (MPHQ) compound into a tourism-themed development. Planning work is being conducted for the development of the south-east Kowloon tourism node, the integrated arts, cultural and entertainment district at West Kowloon Reclamation and the preservation and conservation of the Central Police Station, Victoria Prison and the former Central Magistracy compound into a heritage-themed development. The Hong Kong Government is also working with the Ocean Park in the strategic development plan of the park, which will form the basis for the development plan of the Aberdeen Harbour tourism node. Also taking forward a Harbour Lighting Plan to enhance the night vista of Victoria Harbour with the use of modern, energy efficient technology. The promotion of tourism is not simply about construction of new facilities. The Government has not lost sight of the fact that Hong Kong's traditions, offering visitors a fascinating insight into Hong Kong and Chinese history by providing museums and other The HKTB also offers a culture and lifestyle experience program called Cultural Kaleidoscope, enabling visitors to try out tai chi and kung fu, or appreciate the arts of Cantonese opera, Chinese tea preparation, Chinese antiques and feng shui. With the building of the World's third Disney theme park outside the United States, millions of people are sure to want to have a taste of the action. Tourists who have visited Hong Kong once already would probably come back again to visit this new theme park. This project would surely attract more overseas tourists to transit to Hong Kong. Mr. Donald Tsang, the financial secretary spoke of the many benefits to Hong Kong's economy from this Disneyland project. He describes the project as an infrastructure investment and he said it would cause returns not only for the government, â€Å"but for ordinary people who are operating restaurants in Hong Kong. Our hotels will benefit. Our tourist industry will benefit. Our airlines will benefit. And all the retail shops will benefit as a result of more tourists coming to Hong Kong†. The construction of the new Disney Land will definitely bring more tourists into Hong Kong by 2005. Although the Park is mainly aimed at mainland Chinese tourists rather than western tourists, mainland Chinese tourists already make up more than 85% of the total visiting tourist. The Hong Kong Government has also planned many campaigns recently after the SARS period to boost its economy. The campaigns included the Hong Kong Super Draw and the Harbour Fest. Through August and September, the Hong Kong government held a Super Draw campaign to encourage spending within both local residents and tourists. The draw allows a chance to prizes totaling up to $15 million. To enter the super draw, participants must spend at least $100 in three different areas; dining, shopping and transport. For each $100 they spend, they will be given a stamp. A collection of all three stamps will be eligible to enter the super draw. The second campaign which the government held after the SARS crisis was Harbour Fest. The Harbour Fest is music festival featuring both International and Local pop stars. The aim was to attract tourists to visit Hong Kong to watch this fantastic music festival. It also tries to prove to people that Hong Kong is now SARs free and would rise again to be one of the top international tourist destinations. On July 27th 2003, the Hong Kong Stadium hosted a football match between the top class English Premiere League team Liverpool and the Hong Kong National Football Team. Following this event, the less than 2 weeks later, it again hosted another football match against the even more famous Real Madrid as the Government-sponsored mega-events of the Relaunch Hong Kong campaign. The Hong Kong Government has raised all these campaigns to prove that Hong Kong is now SARs free and is capable of hosting international mega events. Conclusion In conclusion, the government has done a great job trying to boost its tourism industry especially after the SARS epidemics. In the meantime, it has raised many campaigns and promoted Hong Kong's tourism in various ways. As most Hong Kong's economist predicted, the tourism industry in Hong Kong will hopefully bounce back to its original state by the end of 2003.

Hard Determinism Essay

John Hospers uses the rule of common usage, and Freud’s Psychoanalytic theory of human behavior, to argue man is incapable of being free. As a hard determinist, Hospers believes a truly free act can’t be caused, and man’s actions are all predetermined, because they’re caused by an external factor. He begins by using the rule of common usage to show that freedom can’t be defined through its characteristics, as attempting to persuade us to use the hard determinist definition. He then uses psychoanalytical cases to support his argument, because they display individuals making regretful decisions without external factors. The immediate cause is an inner psychological factor, also known as will. Freud’s theory says this internal compulsion is man’s unconscious mind, and control of all man’s actions. This is explained by dividing the unconscious mind into three parts consisting of the id, the super ego, and the unconscious ego. Manâ⠂¬â„¢s feelings of desire are the id and constantly want to be satisfied. His sense of right and wrong comes from the super ego, which rejects every wish the id has. The unconscious ego is the negotiator, and is responsible for reaching a compromise to keep the other two happy. Man’s will choosing his actions is simply the unconscious reaching compromises. Briefly, all of man’s actions are controlled by the unconscious mind. 1.All of man’s actions are controlled by the unconscious mind. 2.The unconscious mind can be categorized as an external factor. 3.Therefore since man has no control over his actions, he is incapable of being free. Its common knowledge man is unable to control his unconscious, as its very definition is what man is unaware of. In addition Hospers believes a person’s behavior is determined by the influences of their early environment, at an age when they were unable to make responsible choices. Common man would agree during this infantile stage, a person has no control over what their environment consists of. As a result they have no choice of what experiences they’ll have, and have no control on the development of their behavior. When comparing the unconscious mind to external factors, Hospers believes they’re the same. An external factor is understood to be any force compelling man’s actions out of his control. Hospers has used Freud’s theory to help explain that man’s will, is a factor he has no control over, and can be categorized as an external force. Therefore since man has no control over his actions, he is incapable of being free.

Case Study Analysis: Jive Software

During the years 2001 to 2004 of gradual development of Jive Systems, the company solidified its status as the fastest growing SBS Company in the industry, doubling the size of its workforce since 2008 and increasing full year revenue 85% from 2008 to 2009. Throughout this period of rapid growth and expansion, Jive relied on a variety of technologies to handle their sales forecasting process. Till they realized that their structure of business changing almost daily, Jive’s eccentric system struggled to keep up. The structure was done in a haphazard manor. They were doing quota management in Excel, bookings and sales in Sales force and pipeline analysis in Cloud9 Analytics, which resulted in lack of all the information into one central system. Jive’s multi-tool approach was the source of several serious issues: The executive team had poor visibility into the sales opportunity pipeline; all data updates involved a tedious and cumbersome transfer process from salesforce. om to Excel pivot tables; and, when changes of any kind needed to be made, instead of conducting research and having an all team/ department meeting for synchronisation they just made ridiculous plans and moved to creating new products. 1. Put yourself in Wilson's shoes when he is first hired. You have to formalize Jive's sales functions. What are the core building blocks of the sales function you need to put in place? The core building blocks of the sales function that one needs to put in place are as follows – The ability to understand and analyse business issues and develop solutions around the core building blocks of sales process which are tools, skills, competencies and attitudes. Based on the company’s revenue hire sales reps that are capable of using the latest techniques to engage individuals in their development and understanding coaches and mentors (VP’s) who help individuals to become aware and responsible for their opportunities. With ref to the Sales Learning curve article and adding to the above one should start out with very low assumptions about expected revenue per salesperson, and increase these expectations gradually, quarter by quarter. Anticipate that during the initiation phase, reps will not generate enough revenue to cover their total costs. Instead of hiring new sales reps the VP should track the productivity of existing reps approaching the point where they cover their total costs. Post that if necessary one should consider expanding the sales force. . Evaluate the strategy of using team vs. individual coverage/quota models. What are the pros and cons of each approach? Suggest an alternative coverage/quota mode In the Jive case study we see that when Dennis Deveny and Sarah Denman worked as a team, the sales strategy was going on the right track till the VP introduced more sales players. But however using a team is more effective as they can split up responsibilities and cover areas that they ar e capable also making it less time consuming. With respect to team coverage quota models – Depends on if they are the same job role or not – if it's two of the same role (i. e. two Field Reps vs. one Field Rep paired with an Inside Rep), then the following applies: Pros: Obvious alignment and cooperation in rep activity and reduction in rep conflict on deals resulting in no commission and credit fights. Cons: Diluted responsibility, much easier to overpay for sales influence per $ of revenue, much easier to overpay for lower levels of performance, if quota relief is ever given it can reward the wrong person, etc. However an individual sales quota might work in the initial stage (testing stage) when the company is just starting out as a small firm, with minimum expenses and quota. The pros would be awarded for one’s own credit/work, examine the reps progress and the cons would be few areas covered compared to a pair, work overload, stress/ depression and time consuming. Alternative coverage/quota mode – Have a marketer look after introductions, qualification and generation of opportunities, then bringing in the salesperson to discuss commercials and close the deal, you can create an effective pairing. But the company must make sure that these pairs look after different territories, which could be geographic, vertical etc. The most important thing is to ensure there is no crossover, one can split by verticals, and we need to make sure to draw the lines and that no one company can sit in two verticals. 3. What are the merits of a quarterly vs. annual quota systems? What is the ideal length of a quota period? What are the adverse effects if the period is too long or short? Which quota period length is most appropriate for Jive? Quarterly annual quota is effective as sales reps can measure their performances per quarter and rectify the problems in the next quarter thus avoiding a big blunder towards the end of the financial year. One can keep track, learn from the changing business environment and their targeted territories. Also if compensation is included in each quarter it can boost the competition of the sales rep. On the other hand long term quotas can be less stressful and the sales reps have enough time and space to learn their territories well. The ideal length of a quota period depends on each company and different factors such as Corporate revenue goals, Historic revenue performances, Current sales coverage model, Planned increases in sales headcount, Introduction of new products and services, Current market share, Stretch targets. Adverse effects if the period is too long – sales reps would start with their quota with great gusto in the beginning of the year and loose interest towards the end of the year. The company tends to solve the situation when the year ends because they learn about the problem too late and at that stage the issue can be unsolvable. As for too short a period it can lead to a lot of stress, incorrect methods of achieving sales quotas as the competition level is too high which results in Sales reps not contracting the right information and failure in understanding the customer needs. As the case study shows that quarterly quotas were a big disaster I would recommend Half yearly sales quotas because sales reps will have enough time to understand their target territories, half yearly sales quota will be less stressful and plus allow them to gather accurate data keep their strategies current with the business. Also the company must be willing to adjust the leverage down to anticipate some reduction in quota accuracy and manage compensation costs to reasonable levels and avoid revamping the sales for at every quarter. 4. How does the enterprise sales learning curve (ESLC) apply to this situation? The sales rep will have time to understand the consumer needs by allowing the beta to be tested by the consumers. By reduction of quotas, it will result in a less stressful situation giving the sales reps the opportunity to gather information on the pros and cons of the product and creating a correct report for the company. On doing this the engineers, product developers, marketers and sales can work on a half yearly plan according to the results of the report. 5. Jive Software has announced plans to bring on John McCracken as the new VP of Sales in Q109. What steps should McCracken take to mitigate the problems in sales? With ref to the Sales Learning Curve – Adjust the sales strategy he learns by using the sales learning process that unfolds in three phases—each requiring a different size sales force with different skills: Initiation: Once the products are beta-tested and have few potential customers. Should hire three to four salespeople to learn how customers will use the product and to support other parts of the company in refining the offering as well as marketing and selling strategies. Look for salespeople who: Communicate well with teams from other functions, Tolerate ambiguity, Have a deep interest in product technology, Can bring customers together with various functional teams in your firm, Can develop their own sales models and collateral material. Transition: Once acquired a critical mass of customers and sales are accelerating. Keep initial sales team focused on learning. Add sales reps who can operate effectively within an evolving sales model but who don’t necessarily have the analytical and communication skills the initial team required. Execution: Once developed the formula for success and put the sales force’s support requirements in place, bring in traditional salespeople—and arm them with a territory, sales plan, price book, and marketing materials to take orders. Sources: The Sales Learning Curve Article by Mark Leslie and Charles A Holloway.

Marketing and health care Research Paper Example | Topics and Well Written Essays - 1750 words

Marketing and health care - Research Paper Example However, healthcare industry is too diversified and complex which makes it difficult to be treated with a single perspective. Hence, the marketing management problems are also complex with no single solution. This paper looks into factors leading to marketing success of banking sector and has attempted to relate these strategies to healthcare marketing. The concept of marketing incorporates certain important variables like customer focus, profitability, integration as well as coordination of marketing along with other major functional areas like that of finance, human resources, logistics, purchasing and operations as well (Stahl, 2003, p. 348). Now, there is stark differentiation between marketing concepts in different industries and now we will be discussing the differentiation between marketing in banking sector and marketing in health care industry. The scope of marketing in the banking sector can be considered under the purview service marketing framework. Marketing in banking sector not only include the service selling of the bank but it is also deemed as a function reflecting personality and image for the bank on the mind of its customers. A sizeable number of banks are now applying more customer oriented approach as compared to the fast moving consumer goods marketing counterparts (Withey, 2012, p.33). The marketing concept s of the banks are applied in their price, distribution, promotion, personal selling, and advertising, public relations as well as selling promotional tools. These fall within the context of marketing mix within the banking sector (Jayarum & Kotwani, n.d., p.421). In terms of commodities and service, health care can be also defined as a product or service but the definition of health care is rather ill defined with the outcome attaches a large scale uncertainty. Larger segment of the industry gets