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Book Report On John Wooden Wooden On Leadership Essays and Research Papers. John Wooden on science bane Leadership I am informing the SAI that Wooden on Leadership by . John Wooden is a book that demonstrates and shows leadership skills. John Wooden started his leadership in 1932 at football practice in Kentucky as the coach. He then went on to become head coach At UCLA in 1949. While at UCLA Wooden wrote his fifteen steps of leadership . Wooden’s pyramid of success not only helped his team, but his own life. The first block on the pyramid is to be industrious. Wooden grew up on a small. Fiedler contingency model , Kurt Lewin , Leadership 1191 Words | 4 Pages.

Book Review: “ Wooden on aristotle on friendship Leadership ” John Wooden is a legendary basketball coach, . best known for his UCLA dynasty, which won an is a bane essay unprecedented and unthinkable 10 national championships in 12 years. That stretch included an 88-game win streak and four perfect seasons. On Friendship? But Wooden’s proudest accomplishments are not those of which are collected in the annals of sports history. And they have little to is a essay, do with winning or losing. Marketing Mix 4 P's Case Study? In his book “ Wooden on is a essay Leadership ,” the coach reveals that he never. 1968 NCAA Men's Division I Basketball Tournament , Basketball , John Wooden 1974 Words | 6 Pages. ?Project Management Leadership (Assignment 2) Professor: Dr. Memory Essay? Hakim Bey Allah Student: Enkhjin Bayar . Science Bane Essay? Strayer University 05/05/2014 I would like to start my paper about memory, my first years in the United States. In 2010, I had a great opportunity to study in America for higher education; everything was completely new and interesting for is a, me. It has just become my most favorite place in on friendship the world.

Why? It is delicious and science bane, reasonable priced food. In 6 months, I. Coaching , Fiedler contingency model , John Wooden 852 Words | 5 Pages. ? Wooden on Leadership Wooden On Leadership John . Wooden , a leader and white, a legend has been referred to as the greatest coach of is a bane essay, all time; he has led UCLA men’s basketball team to on friendship, multiple championships. John Wooden is essay, a man of character and integrity who possessed some solid philosophies on leadership ; he has written several books on leadership , success, and values just to name a few. Some of memory, his illustrious achievements include ten national championships of which seven of. Coaching , Fiedler contingency model , John Wooden 1622 Words | 7 Pages. John Wooden’s Pyramid of success Q a: What do you think about science is a bane essay, Wooden’s definition of success? A: I think John . Jealousy Essay? Wooden explains the definition of is a, success very precisely.

He tells us that hard work and having enthusiasm are the most important things in pursuing our goals. We will be successful when we make sure that we have done our best to reach our goals. Another important element is that we shouldn’t give up in essay on mercy petition our life. We shouldn’t be afraid of trying. If we fail we shouldn’t be discourage. Base , Emotion , Human 1073 Words | 3 Pages.

LOVELY PROFESSIONAL UNIVERSITY PROJECT REPORT PROJECT TOPIC: MICRO WOODEN LATHE MACHINE SUBMITTED TO: Mr.Fatehpal Singh . Science Bane? SUBMITTED BY: Kamaldeep Singh Rajwinder Singh Pabla Abhishek Azad Manhar Parmjot Singh Introduction A lathe is a machine tool which rotates the work piece on its axis to jealousy essay, perform various operations such as cutting ,sanding, knurling, drilling or deformation with tools that are applied to the work piece to create an object which has symmetry about an axis of. Cue stick , Cutting , Industrial Revolution 1484 Words | 6 Pages. ?P 61. Good Values Attract Good People “I saw how character—doing the right thing—is fundamental to successful leadership ” (63). . Science Bane? Wooden on his non recruitment strategy,”The last thing you want is people in unforgettable memory your organization who had to bane, be talked into on mercy petition, being there, who needed convincing that your team was worth of them.” (66). Bane? Wooden comments on the four reasons why Kareem Abdul Jabbar went to UCLA to essay prompts, be: Evidence of science is a essay, equality, Scholastic merit, Credible, heartfelt testimonials, and that they were. Kareem Abdul-Jabbar , Leadership 631 Words | 2 Pages. ? John Wooden John Wooden who was an extraordinary coach, won ten . national championships in men’s’ college basketball. Tropics Essays? This great man was different than any other sport coaches.

He had a unique way in training his team and teaching them how to become successful players that we don’t see in is a bane any other basketball coaches who use physical work in disciplining their athletes. His priority as a coach wasn’t wining. He wanted to give his players something that was more beneficial. 2002 albums , Basketball , Beard 715 Words | 2 Pages. John Adams By David McCullough Characters John Adams - Abigail Smith Adam’s husband.

Father of five children. The 1st vice . president of the United States and its 2nd president. But before this a Harvard graduate, a school teacher, a renowned and ethical lawyer and a legal and constitutional scholar. Essay? Abigail Smith Adams - John Adams' wife. An important person in John's life for more than 50 years, constantly exchanging letters with him. She encouraged him and science bane, pushed him through these letters. Unforgettable? American Revolution , American Revolutionary War , Benjamin Franklin 1964 Words | 6 Pages. Wooden Versus Aluminum Bats What happened to is a, the old fashioned crack of the unforgettable, bat?

The wooden bat has been used since the science is a essay, game’s . establishment in 1864. Prompts? An aluminum bat is more dangerous that a wooden bat due to the advanced technology. However, I believe that a wooden bat is better than a aluminum bat. The baseball bat controversy has been lingering over amateur baseball since the NCAA (National Collegiate Athletic Association) allowed the science is a essay, use of aluminum bats for the first time in 1974 (Adelson). Baseball , Baseball bat , Baseball statistics 1376 Words | 4 Pages.

Book Report Mastering Self Leadership. Self Leadership Report Self- leadership is a trait that everyone possesses, whether they know it or not. During . at least one point in their lives, everyone has had to on mercy, take responsibility and science is a essay, lead themself in order to achieve their goal. Not everyone realizes it, but everyone has done it. The book Mastering Self- Leadership : Empowering Yourself for Personal Excellence by Christopher P. Neck and Charles C. Manz explains the different types of leadership , different approaches to self- leadership , and. Brain stimulation reward , Goal , Hockey 1645 Words | 5 Pages. On Mercy Petition? Chrysalids-John Wyndham- Book Report. Is A Bane? The Chrysalids John Wyndham Book Report Static vs.

Change: Waknuk did not want to change anything about jealousy essay, their . society, and is a bane essay, wanted to keep fighting Deviations until the essay on friendship, whole society was pure according to the way church and they think god says it. For this reason, they had no progress. More and more deviations were created in is a bane the society as, Waknuk wanting to white discourse essays, stay the same grew. Example: The Sealanders say that they are against the Waknuk people because the Sealanders accept change, but the Waknuk. Doctor Who , John Wyndham , Mutant 905 Words | 3 Pages. John Wooden was a leader who influenced others through his teachings, emphasizing not only winning, but also the principles of . integrity and character. Wooden was a basketball player, but most well known as a coach, winning an unprecedented 10 NCAA championships and one of the science is a, greatest winning records of all time. He coached players who became some of the greatest basketball players of our time, including Lew Alcindor (Kareem Abdul-Jabbar) and essay on friendship, Bill Walton. Wooden achieved his impressive winning. 1968 NCAA Men's Division I Basketball Tournament , Basketball , Bill Walton 486 Words | 2 Pages.

Book Report for Underground Railroad. William Wang Mrs. Smart Book Report Midterm Report Underground Railroad Dramatic First-Hand Accounts 1. . Alabama a. Science Bane Essay? Narrative of Peter Still i. This narrative appears in stills Underground Railroad Records ii. One of the greatest documents of the underground railroad iii. The life, struggles, and success of Peter and his Family were ably brought before the public in unforgettable essay “The Kidnapped and the Ransoms” iv. Is A Essay? His Parents Levin and Sidney were both. American Civil War , Compromise of aristotle, 1850 , Escape 1337 Words | 5 Pages. days of science is a bane, baseball. For nearly 125, years the wooden bat was used in essays every level of is a bane, baseball.

In Tom's River, New Jersey, the little league World . Series is unforgettable essay, held every summer. Ping! This is the only sound that a spectator will hear during one of those baseball games. Is A? What happened to the old-fashioned crack of the bat? The wooden bat has been used in professional baseball since the game's establishment in 1864.

An aluminum bat is more dangerous than a wooden bat due to the advanced technology of the 7th grade, aluminum. Baseball , Baseball statistics , Batting 2293 Words | 6 Pages. Laminated Wooden Floor - Marketing Report. Millennium INTRODUCTION The product which we have chosen for our project is laminated wooden floor. This offer was . Science Essay? given to us by “Al Noor MDF Board Industries”. They are launching a new product called laminated wooden flooring and they want to aristotle on friendship, us plan a marketing strategy for them. Our objective is to provide an effective marketing strategy, in the form of science is a essay, creating awareness of wooden flooring to mass market, to identify different and prospective customers, to on mercy petition, identify there needs and. Marketing , Marketing plan , Marketing research 8451 Words | 31 Pages. Book Report Who Says Elephants Can't Dance? Inside IBM's Historic Turnaround Louis V. Gerstner Jr. (Author) Lou Gerstner, Jr., . served as chairman and chief executive officer of IBM from April 1993 until March 2002, when he retired as CEO.

He remained chairman of the board through the is a bane essay, end of 2002. Before joining IBM, Mr. Gerstner served for four years as chairman and CEO of RJR Nabisco, Inc. This was preceded by an eleven-year career at jealousy essay the American Express Company, where he was president of the. American Express , Chief executive officer , Chief executives 2056 Words | 5 Pages. piece of a puzzle on science bane essay its own is meaningless. But when all the pieces come together, a picture takes shape, and on mercy, the puzzle makes sense.

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Dr. Is A Bane Essay? John F. Campbell, a lecturer in History at the University of the West Indies, St. Augustine Campus, received his PhD from the . University of Cambridge. Jealousy Essay? Written by Dr. John F. Campbell himself, the book entitled “Beyond Massa- Sugar Management in the British Caribbean 1770-1834,” examines the daily operations on the plantation including the lifestyle of the superior Europeans and the enslaved Africans during the seventeenth and eighteenth century. The book is is a bane essay, inclusive of an in essay depth study. Caribbean , Cuba , Decision making 2088 Words | 8 Pages. Book Report on Paper Towns by John Green.

Book Report Project in English By Claire Andrea Pascual – III-Arezzo Title: Paper Towns Author: John Green . Genre: Young adult novel, mystery Characters: 1.) Quentin “Q” Jacobsen – He is the is a, protagonist and the one who is telling the story. He is childhood friends and neighbors with Margo, who he also had a crush on ever since they were children. As the years passed, their contact with one another has decreased. As the story progress, he tries to unfold clues he thinks Margo intentionally. Best Friends , Friendship , John Green 1367 Words | 4 Pages. Marketing P's Case Study? EIGHT LAWS OF LEADERSHIP : Making Extraordinary Leaders out of Ordinary Believers ELMER TOWNS A BOOK REVIEW PRESENTED TO . Bane? PROFESSOR BARBER BHC IN PARTIAL FULFILLMENTS OF THE REQUIREMENTS FOR LAWS OF LEADERSHIP LS 283 SUBMITTED BY FELICIA MCDOW November 4, 2011 Towns, Elmer. Toyota Marketing P's Case Study? The 8 Laws of Leadership : Making Extraordinary Leadrs out of Ordinary Believers. Lynchburg, VA: Church Growth Institure, 1992. 115 Pp. This review will attempt to science, expound on The 8 Laws of Leadership written by. Fiedler contingency model , Law , Leadership 1658 Words | 5 Pages. ? Book report 4S (26) So Nga Wun Tara Book title: Eyewitness Companions: . Mythology Author: Philip Wilkinson, Neil Philip Publisher: Dorling Kindersley Every human society has its mythology .Across the cultures of the world, there are countless myths and prompts, numberless gods and goddesses.

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Emotion , Stephenie Meyer , The Host 934 Words | 2 Pages. Science Essay? What we see now days is the formation of a global economy, global culture, and the formation of this global economy requires global leadership . . 7th Grade? Definition of Global Leadership Organizations worldwide “try to select leaders who articulate a vision that guides them toward achieving long-term goals and short-term objectives,” as Nancy J. Adler said in her book “International Dimensions of Organizational Behavior” (164). Science Is A Bane? Although this is just a definition of a leader in each of white discourse essays, theses countries. Cross-cultural communication , Cultural anthropology , Culture 2058 Words | 7 Pages. JOSEPH T. WARD DEAR MOM A SNIPER’S VIETNAM Novel Joseph T. Ward writes this inspiring true story on cruelty of the science is a bane essay, war in Vietnam from his perspective. . From the time he makes his decision to join the Marines in the beginning of the book all the way to making it to Vietnam as a Marine Scout Sniper. Among the Joseph T. Ward, Dave Young, Mike O’Grady, and Nick Herrera (whom all since childhood have been friends with Joseph T. Essay Prompts? Ward and decided to join the science, Marines with him) share six purple hearts. Marine , Royal Marines , Scout 1000 Words | 3 Pages. ?812000460 The book entitled “Beyond Massa - Sugar Management in the British Caribbean, 1770-1834” written by Dr. John F. . Essay? Campbell seeks to science is a, examine the workings of the plantation life of both the enslaved and the European whites who were known as masters. It delves deeper into the truth about slavery and revisionism, as this book contradicts many past events and judgements on slavery with supporting evidence. Marketing P's Case Study? Dr.

Campbell focused on the British Controlled Caribbean territory of Jamaica and specifically. Caribbean , Cuba , Europe 1793 Words | 7 Pages. ?Ladkin Book Report In her book Donna Ladkin approaches leadership from a new approach, the is a bane essay, . Philosophical approach. Unforgettable Essay? This method is highly thought provoking for the reader when trying to grasp the science is a essay, many factors that go into leadership . Memory Essay? This thoughtful insight allows for readers to understand leadership from an is a alternative way of essay on friendship, thinking, and in doing so brings out science is a, fresh ideas about a well explored, but highly controversial topic of what actually makes a leader a leader. Essay? The idea of leaders. Fiedler contingency model , Leader , Leadership 1988 Words | 6 Pages. ?Far from verity After taking time reading this eye opening novel “Lies My Teacher Told Me” written by science is a essay Dr.

James W. Loewen, the book has open . my mind to toyota study, American History and the reality of everyday life, for example on the topics of Helen Keller, the unbelievable truth of Woodrow Wilson, the exploration of Christopher Columbus, and the inverse truth of heroes and sheroes. To begin with, in textbooks I have read, Woodrow Wilson was seemed as one of the is a essay, most important man and promising to the blacks. Bankruptcy in the United States , Historiography , History 2892 Words | 10 Pages. Lexus Toombs Academy of Leadership and Excellence Book report The 21 Irrefutable Laws of . Leadership John C Maxwell 11/22/2011 John C. Maxwell is an internationally recognized leadership expert, speaker, coach, and author who has sold over 19 million books . Aristotle Essay? Dr. Maxwell is the bane, founder of EQUIP and The John Maxwell Company, organizations that have trained more than 5 million leaders worldwide. Every year he speaks to Fortune 500 companies, international government leaders, and organizations. Fiedler contingency model , John C. Aristotle On Friendship? Maxwell , Law 1265 Words | 4 Pages.

Leadership in Management They are a number of leadership styles. Identify these and examine which ones/s John . Terrill used. In this case study that focus on is a bane leadership , leadership is defines as the behaviour of an individual when he or she is directing the activities of a group towards a shared goal. So based on this case study, there are 3 leadership approach that John Terrill use. The leadership approaches are democratic style, motivation, and path- goal theory. In democratic style. Charisma , Charismatic authority , Decision making 1269 Words | 4 Pages.

? I Acknowledgement On the very outset of this report , I would like to extend my sincere heartfelt obligation . towards all the personages who have helped me in this endeavor. Without their active guidance, help, cooperation encouragement, I would not have made headway in the book report . First, I would like to extend my sincerity and give thanks to our Dear God for essay on mercy petition, giving me strength and His guidance Second, I am extremely thankful and pay my gratitude to is a essay, my. Aircraft ground handling , Airport , Corazon Aquino 1648 Words | 6 Pages. The name of the book I choose to analyse for this book report is Nativity. It was written by Lasana . M. Sekou and published by House Of Nehest Publishers in white the year 2010. The ISBN of the book is 9780913441978 and the soft cover edition of the book cost $140.00TTD. The English version of the poem has nine chapters (9) and consist of forty-one (41) pages.

The main characters discussed in the poem were the enslaved Africans. The setting. Africa , African people , Atlantic slave trade 1167 Words | 4 Pages. Book Report TITLE: Call of The Wild AUTHOR BACKGROUND: Jack Landon was the most successful writer in America in essay the . Jealousy Essay? early 20th Century. His best short stories are the Call of the Wild and White Fang. Mainly Landon wrote about science is a bane essay, animals, men and his stories were based off of unforgettable memory essay, life experiences.

London lived his childhood in poverty in the Oakland slums. At the age of 17, he ventured to bane, sea on a sealing ship. He changed his life when he was in a thirty-day imprisonment that was so degrading it. Dog , Klondike Gold Rush , Sled dog 896 Words | 3 Pages. White Discourse Essays? ? Leadership in Organization Leadership has been described as a process of science bane, social influence in essay on mercy petition which a person can enlist the aid . and support of others in bane essay the accomplishment of a common task. For example, some understand a leader simply as somebody whom people follow, or as somebody who guides or directs others, while others define leadership as organizing a group of 7th grade essay prompts, people to achieve a common goal”. Leadership means different things to different people around the is a bane essay, world, and white discourse essays, different things in. Fiedler contingency model , Leadership , Management 2025 Words | 5 Pages. 1 some teens lack the qualities or take longer to achieve the qualities to is a bane essay, become successful in aristotle on friendship his or her life. In the book 7 habits of . highly effective teens Sean covey boiled down 7 habits that make a successful teen these habit are some that every teen should want to learn to go on the right path.

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The author, John Campbell, since 2001 to present is bane, a lecturer at the. African slave trade , Atlantic slave trade , British Empire 2393 Words | 9 Pages. Cry Freedom' by John Briley: Book Report. Tropics? Bookreport:?Cry Freedom? by science essay John Briley Author: John Briley was born in Kalmzooo, Michigan. After obtaining a BA and MA . from the University of Michigan, he studied for prompts, a PhD in is a essay Elizabethan Drama at the University of aristotle on friendship, Birmingham. There he wrote for television and films for MGM, UK. He also wrote the screenplay of the film Ghandi. He is science is a bane essay, married and has four children. Tropics? Now he lives in Spain. Science Essay? Date of publication: 1987 Characters: Donald Woods: he is a white man in his middle ages and unforgettable, is. Black Canadians , Black Consciousness Movement , Black people 1137 Words | 4 Pages. ? Book Report : A Child of Sorrow (A requirement submitted in science essay English 7 and PLE) Aug.

22, 2014 Mon Alexander D. Mendoza . Class Number 26 Grade 7-Tindalo Submitted to: Prof. On Mercy Petition? Ma. Concepcion A. Gaffud Ms. Science Is A Bane Essay? Jenny Flor S. Baclor I. Author’s Background Zoilo M. Galang was born on June 27, 1895 in Bacolor, Pampanga. He was known as the first Filipino writer to make a novel written in discourse English entitled “A Child of bane essay, Sorrow” that was published on 1921.

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Snedeker The Glass Castle is bane, a chilling . memoir written by 7th grade essay the writer Jeannette Walls. The memoir is about her unfortunate childhood, which involved constantly being on the move due to her father Rex’s drinking problems getting them into debt or losing him a job. The author has a way of describing things that leaves readers emotionally connected, sympathetic, grateful, wanting more and many other. Science Essay? Jeannette Walls , New York City , The Glass Castle 829 Words | 3 Pages. Battalion 3rd Marine Regiment Headquarters and Service Company, S2 To: Corporal Albright, Calvin, 2nd Battalion 3rd Marine Regiment Headquarters and . Service Company, S2 Subj: BOOK REPORT OF “Helmet for my Pillow” BY ROBERT LECKIE 1. Recommendations a. Audience. 7th Grade? I recommend “Helmet for my Pillow” to every single Marine. Is A? The book was phenomenal in going into detail about exact events that happened to the 1st Marines during WW2. The author is writing the novel in 1st person point of view and his recollections.

1st Marine Division , Battle of Peleliu , Marine 1737 Words | 5 Pages. 4) Van Helsing kills Lucy by essay on mercy driving a wooden stake through her heart. 5) Mina is attacked by Dracula and is becoming like him. Climax: . Dracula attacks Mina, Jonathan Harker's wife. He forces her to drink his blood, forming a connection between them that allows him to control her – but also allows her to see into his mind. Unless Dracula is killed, Mina will eventually transform into a vampire like Lucy did. Bane? Turning Point: The turning point is marketing mix 4, when John Harker and the other characters pursue.

Abraham Van Helsing , Bram Stoker , Count Dracula 1282 Words | 4 Pages. BOOK REPORT SUBMITED BY: GRACIAN FIDER SUBMITTED TO: MRS PORTERIA Title: Courage Author: Bienvenido N. Santos Place and . Date Publication: 1985 Settings: School Theme: Courage Characters:ConchitaFred Maria Mr. Arsenio L. Torres Belen Gloria Introduction: All of is a bane, us have memories of our teachers. We remember especially those who have influenced us to better ourselves, or those who have inspired us to prompts, achieve our dreams. Whatever role our teachers have had in science bane our lives, they will always. Education , High school , Monday 960 Words | 2 Pages. to try something new, so they switched the rings that they were wearing and tropics discourse essays, tried again, “one-two-three-go! Said Digory.

And then jumped” (43). This decision . by Digory and Polly to go exploring now has huge impacts on the rest of the book and even affects the essay, books to come. While adventuring, they stumble upon Jadis will later on become the “White Witch” in Narnia. Another decision that was made was the decision by Digory is to get a seed that would produce a tree to keep the queen away from Narnia. Aslan , Digory Kirke , Narnia 994 Words | 3 Pages. John Adams was written by unforgettable memory David McCullough and published in 2001. Science Bane Essay? The book won McCullough’s second Pulitzer Prize a year after . its publication date. Due to its popularity, HBO transformed the award-winning book into petition, a seven part TV miniseries, which aired during the months of March and science essay, April in 2008.

David Gaub McCullough was born in Pittsburgh, Pennsylvania in the summer of 1933. While a young man, McCullough had many career choices, ranging from architect, actor, painter, writer, to lawyer. In. Continental Congress , David McCullough , George Washington 1651 Words | 4 Pages. Cement. Jack and Jerry went to the plant to do some audit works. During the audit, Jack found out that there was a problem with the clerk who handled . miscellaneous cash receipts because when Jack asked to count the petty cash, she pulled her check book and wrote a $150 check and told Jack to include that check in essay the petty cash fund also. The clerk has been taken out money from the is a, petty cash fund when she needed and jealousy essay, no one ever noticed. She asked Jack not to tell the manager because if they found. Cash , Education in Scotland , Educational years 1885 Words | 5 Pages. Book report of Man from the South One day, on science essay an accidental occasion, a stranger is willing to on mercy, bet with you on one of you . skills which is not so critical, and you are likely to win.

If you do succeed, according to the serious bet, you can get a quite new limousine from the man which is worth millions of dollars; If not, however, what you have to do is just to dedicate your little finger, which means, have that poor finger chopped instantly by the man and then you will be rushed to the hospital. Fiction , Finger , Hand 1630 Words | 4 Pages. A Book Report ABOUT THE AUTHOR: Sidney Sheldon (February 11, 1917 – January 30, 2007) was an Academy Award-winning American . writer. His TV works spanned a 20-year period during which he created The Patty Duke Show (1963–66), I Dream of Jeannie (1965–70) and Hart to Hart (1979–84), but he became most famous after he turned 50 and began writing best-selling novels such as Master of the Game (1982), The Other Side of Midnight (1973) and Rage of bane essay, Angels (1980). He is the seventh best selling writer of. Essay? Death , Sidney Sheldon , The Reynolds and Reynolds Company 1657 Words | 5 Pages. The Pinocchio by Carlo Collodi: Adventures of a Naughty Wooden Puppet. The Pinocchio by Carlo Collodi is an adventurous story about a naughty wooden puppet who wanted to be a real boy and how he became more and . more wise throughout his adventures. Science Is A? Mr.

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Glossary of Sales and Selling Terms. account – a customer, usually in a B2B or business-to-business organization; a major account is usually a large corporation (Top 1000) capable of significant purchases; or a national account is a customer or prospect with branches, offices or plants covering a wide territory – usually multiple states or regions. These type of accounts require special handling (and some pricing adjustments) and a senior sales person or team. Active Listening – Term used to describe higher levels of listening activities, involves actively seeking to understand how the customer or prospect feels and what are their personal and business issues to be addressed during the sales process. Involves things such as stance or leaning into the customer, observing all movements and science essay changes of position and body language tips. And, key is asking questions for clarity and essay understanding. Added Value – the element(s) of service or product that a sales person or selling organization provides, that a customer is prepared to pay for because of the benefit(s) obtained.

Added values are real or perceived; tangible or intangible. A good, reliable, honest, expert, informed sales person becomes a very significant part of the selling organization’s added value, as perceived by the customer, if not by science bane, the selling organization. advantage – the aspect of a product or service that makes it better than another, especially the one in-situ or that of a competitor. advertising/advertising and promotion/AP – the methods used by memory essay, a company to publicize and position its products and services to bane, its chosen market sectors, including product launches, image and brand building, press and essay on mercy petition public relations activities, merchandising (supporting and promoting the is a essay product in retail and wholesale outlets), special offers, generating leads and white tropics essays inquiries, and incentivizing distributors, and science bane agents, and arguably sales people. AP methods are sometimes described as above-the-line (media advertising such as radio, TV, cinema, newspapers, magazines) or below-the-line (non-‘media’ methods or materials such as brochures, direct-mail, exhibitions, telemarketing, and toyota marketing PR); advertising agencies generally receive a commission (discount ‘kick-back’) from above-the-line media services, but not from below the science bane line services, in which case if asked to arrange any will seek to add a mark-up. appointment – a personal sales visit to a prospect, usually arranged by phone. benefit – the essay gain (usually a tangible cost, but can be intangible) that accrues to the customer from the science is a essay product or service. buyer – most commonly means a professional purchasing person in a business; can also mean a private consumer. Buyers are not usually major decision-makers, that is to say, what they buy, when and jealousy essay how they buy it, and how much they pay are prescribed for science is a essay them by the business they work for. If you are selling a routine repeating predictable product, especially a consumable, then you may well be able to restrict your dealings to buyers; if you are selling a new product or service of petition, any significance, buyers will tend to act as influencers at science bane essay most. See decision-makers, and the buying techniques page.

buying signal – a buying signal is a comment from essay a prospect which indicates that he is essay, visualizing to whatever extent buying your product or service. The most common buying signal is the question: “How much is it?” Others are questions or comments like: “What colors does it come in?”, “What’s the lead-time?”, “Who else do you supply?”, “Is delivery free?” “Do you use it yourself?”, and surprisingly, “It’s too expensive.” call/calling – a personal face-to-face visit or telephone call by unforgettable memory, a sales person to a prospect or customer. Also referred to a sales call (for any sales visit or phone contact), or cold call (in the case of a first contact without introduction or notice in writing). call center – a department or company for outgoing and/or incoming (outbound/inbound) telephone calls to/from customers, commonly now extending to email communications also if useful for science is a customer service, but not extending to aristotle, email marketing. Call centers can be primarily reactive (inbound) or proactive (outbound – covering telemarketing, telesales, and science is a research), or both. Call centers can be in-house, part of the employed organization, or external, effectively a contractor or an agency. Essay. Most modern in-house or long-term out-sourced call centers are effectively customer service centers or departments, containing staff dedicated to telesales and customer services activities.

Other types of call center activities and science bane essay operations can be concerned more with short-term telesales, telemarketing or market research campaigns. Run well a call/contact center is a wonderful function. Poorly run call centers are a nightmare for staff and customers alike. Since the 1990s when the call center function became de-humanized and obsessively cost-driven by many large corporations the nightmare scenario largely applies. Some call/contact centers are now such vast business units that they warrant being ‘off-shored’ (outsourced to countries with lower costs), which generally equates to corporate own-foot-shooting on a truly huge scale. A call center which is inherently liable to upset customers due to toyota mix 4, inadequate levels of customer empathy and service is quite obviously utterly self-defeating. Science. Staff turnover is unsurprisingly a major challenge in call centers. canvass/canvassing – cold-calling personally at the prospect’s office or more commonly now by telephone, in an attempt to arrange an appointment or present a product, or to gather information.

challenger selling – based upon the study of sales people during and after the unforgettable great global recession of 2008-2011. Is A Bane Essay. The consulting group who engaged this study discovered five types of toyota marketing study, sales profiles during the study and science is a ranked each of the five profiles based upon discourse essays their performance levels. At the top of results list were a set of sales people labeled the challengers. These sales people did three primary items not done by the other four profile groups. They 1. Bane. Maintained control of the sales process; 2. they introduced innovative ideas into white, the sales process to entice the customer/prospect; and 3. they educated the science bane essay customer/prospects on aristotle essay on friendship, new better methods of improving their results. close/closin g – the is a bane penultimate step of the ‘Seven Steps of the Sale’ selling process, when essentially the sales-person encourages the prospect to say yes and sign the order. Mix 4 P's Case. In days gone by is a bane essay, a Sales person’s expertise was measured almost exclusively by how many closes he knew. 7th Grade. Thank God for is a bane essay evolution. But don’t expect to kid any buyer worth his salt today, and using certain ones might even get you thrown out of his office.

Use with great care. closed question – a question which generally prompts a yes or no answer, or a different short answer of just two possible options, compared to open questions, which typically begin with who, what, where, when, etc., and which tend to invite much longer answers. cold calling – typically refers to the first telephone call made to jealousy essay, a prospective customer. More unusually these days, cold calling can also refer to is a bane essay, calling face-to-face for the first time without an appointment at commercial promises or households. Cold calling is jealousy essay, also known as canvassing, telephone canvassing, prospecting, telephone prospecting, and science is a bane essay more traditionally in the case of consumer door-to-door selling as ‘door-knocking’. collaboration selling – very modern and sophisticated, in aristotle essay, which seller truly collaborates with buyer and is a bane essay buying organization to help the buyer buy. Essay. A logical extension to ‘strategic’ or ‘open plan’ selling. commodities/commoditized (products and services) – typically a term applied to describe products which are mature in development, produced and sold in is a bane essay, vast scale, involving little or no uniqueness between variations of different suppliers; high volume, low price, low profit margin, de-skilled (‘ease of use’ in consumption, application, installation, etc).

Traditionally the toyota marketing mix 4 ‘commodities’ term applies to the ‘commodities markets’ which trade and science is a essay set prices for fundamental commodities such as coffee, grain, oil, etc., however in a more generic sales and selling sense the term ‘commoditized’ refers to jealousy essay, a product (and arguably a service) which has become mass-produced, widely available, easy to make, de-mystified, and simplified; all of which is almost invariably associated with a reduction in costs, prices and profit margins, and is a bane which also has massive implications for the sales distribution model and jealousy essay methods for taking the product or service to market. Commoditized products are amenable to mass-market and large-scale sales distribution methods and models, as opposed to specialized or high-complexity products, which tend to is a bane, require closer customer support and greater expertise and advice at the point of selling and installation, and commissioning and jealousy essay application, if appropriate. An electric battery torch is a commoditized product that is freely available, at competitively low price, ‘off-the-shelf’ at any supermarket (or via the science essay internet); whereas a holographic projector is essay on friendship, only available via a specialized supplier, at relatively high cost and science is a profit margin, potentially without a similar competing product, and requires a significant degree of essay petition, technical advice and support, and possibly user-training. Science Bane. Similarly, a microwave oven is a commoditized product, widely available, inexpensively, off-the-self from a retail store (or via the internet); whereas an integrated commercial kitchen is a specialized system, requiring a high level of sales and tropics discourse selling expertise, support and installation. Commoditized products sell by essay, the millions; specialized products might only sell in hundreds or less. All consumer products and services become commoditized over time. Virtually all B2B products and essays services become commoditized over science is a, time. Color TV’s are cheaper than they were thirty years ago because they’ve become commoditized. Same can be said for mobile phones, home security systems, computers; even motor cars are becoming genuinely commoditized.

In our lifetimes perhaps so too will houses and buildings. concession – used in the context of negotiating, when it refers to essay, an aspect of the sale which has a real or perceived value, that is bane, given away or conceded by seller (more usually) or the buyer. One of the on mercy petition fundamental principles of sales negotiating is never giving away a concession without getting something in return – even a small increase in is a essay, commitment is essay on mercy, better than nothing. consultative selling – developed by science essay, various sales gurus through the toyota study 1980s by Mark Hanan among others, and practiced widely today, consultative selling was a move towards more collaboration with, and involvement from, the buyer in the selling process. Strongly based on questioning aimed at gaining useful information. consumer – in the context of selling a consumer typically refers to bane, a private or personal customer or user, as distinct from a business or organizational, or trade customer. Discourse Essays. Notably we see this term in the acronym B2C, which means ‘business-to-consumer’, which describes the type of business in which the transaction and relationship is between a business and science is a essay a private ‘domestic’ customer. A household insurer, or an estate agent, are examples of jealousy essay, B2C sales organizations.

Retail is by its nature consumer business. A holiday company is a B2C business. B2B describes ‘business-to-business’ – which is trade and selling between businesses. customer – usually meaning the purchaser, organization, or consumer after the sale. Prior to the sale is usually referred to as a prospect. customer relationship management:CRM – CRM is is a bane essay, now a commonly used term to white essays, describe the science is a essay process of managing the entire selling process within a department or organization. Computerized CRM systems enable management of prospect and customer details, contacts, sales history and account development. Essay On Mercy Petition. Well known examples of CRM computerized systems are Sage’s ACT!, which claims to be the world’s most popular CRM system, and Front Range’s Goldmine. Science Is A Essay. SalesForce.com is making a big push in the CRM market with its web-based system. Chief elements of a CRM system (or strategy, since the term is used to describe the process and essay methodology as well as the system) are: • compilation and organization of data (prospects, customers, product, sales, history, etc) • planning, scheduling and is a bane integrating customer development activities and communications. • analysis and reporting of memory essay, all sales related activities and science is a bane essay data.

Good CRM strategy and systems are generally considered necessary for modern organizations of any scale to enable effective planning and implementation of sales (and to an extent marketing) activities. deal – common business parlance for aristotle the sale or purchase (agreement or arrangement). It is science is a bane essay, rather a colloquial term so avoid using it in serious company as it can sound flippant and unprofessional. decision-maker – a person in the prospect organization who has the essay prompts power and budgetary authority to agree to a sales proposal. On of the most common mistakes by sales people is to attempt to bane, sell to someone other than a genuine decision-maker. For anything other than a routine repeating order, the only two people in essay, any organization of any size that are real decision-makers for significant sales values are the CEO/Managing Director/President, and the Finance Director.

Everyone else in the organization is generally working within stipulated budgets and supply contracts, and will almost always need to refer major purchasing decisions to one or both of the above people. In very large organizations, functional directors may well be decision-makers for significant sales that relate only to their own function’s activities. See influencer. deliverable(s) – an aspect of a proposal that the provider commits to do or supply, usually and preferably clearly measurable. demonstration/demo/ – the physical presentation by the sales person to the prospect of how a product works. Generally free of charge to the prospect, and normally conducted at is a the prospect’s premises, but can be at another suitable venue, eg., an exhibition, or at the supplier’s premises. demographics – the discourse study of, or information about, people’s lifestyles, habits, population movements, spending, age, social grade, employment, etc., in science is a essay, terms of the consuming and buying public; anyone selling to the consumer sector will do better through understanding relevant demographic information. discipline – within the toyota marketing mix 4 p's case study context of an organization this is similar to function, i.e., job role, although a discipline can refer more generally to a capability or responsibility, for example ‘financial disciplines’, or ‘customer service disciplines’, or ‘technical support disciplines’.

Discipline can of course mean separately ‘control’, others or oneself, which is certainly relevant to sales and selling, but not the is a bane essay reason for its inclusion in this glossary. Aristotle Essay On Friendship. In business-to-business selling of a complex strategic nature looking at science is a essay disciplines (capabilities and responsibilities) can help to explore the prompts different ways that people are affected by a change or proposition, which generally accompanies the sale of a product or service. distribution/sales distribution – the methods or routes by which products and services are taken to bane, market. Sales distribution models are many and various, and are constantly changing and aristotle new ones developing. Understanding and establishing best sales distribution methods – routes to market – are crucial aspects of running any sales organization, and any business organization too. Sales distribution should be appropriate to the product and service, and the end-user market, and science bane essay the model will normally be defined by these factors, influenced also by technology and 7th grade prompts social trends. Science Bane Essay. For example, commoditized mass-market consumer products (FMCG – fast-moving consumer goods, household electronics, etc) are generally distributed via mass-market consumer distribution methods, notably supermarkets, but also increasingly the internet. A lesson in changing sales distribution models, and the need for manufacturers and memory sellers to anticipate changes is found in the switching of science is a essay, book sales and CD sales from retail store distribution to websites, with the resulting demise of many retailers in tropics discourse essays, those sectors.

Future changes in sales distribution will see for example music transferring increasingly via online downloads, thus threatening those involved with or dependent upon physical shipping of products. B2B (business-to-business) sales distribution models have their own shape, again dependent on products and services, customer markets, technology, plus other influences such as economical trends, environmental and legislative effects, etc. Examples of B2B sales distribution models are franchising, direct sales forces (employed), direct sales forces (sales agents), telephone sales (call-centers, out-bound and in-bound), the internet (online website businesses), distributors (independent sellers who carry products and services of science is a bane essay, other manufacturers and ‘principals’), and channel partners and partnering arrangements (prevalent in telecoms and IT sectors). empathy – understanding how another person feels, and typically reflecting this back to the other person. The ability to jealousy essay, feel and show empathy is central to modern selling methods.

Critical success factor that is totally misunderstood by many sales managers and sales people. ethics/ethical selling/ethical business – this would not have appeared in a selling glossary a few years ago, because the science bane essay line between right and wrong was a mile wide. Essay On Mercy. To certain leaders and companies it still is, although gradually, slowly business and selling is becoming more civilized. Is A Essay. Honesty, morality and social responsibility are now crucial elements in any effective selling method, and for memory any sustainable business. In Spring 2008 someone left a message on my answerphone. The person said he was from ‘central government’, working on a ‘policy piece’ about e-learning, and could I give him a call back. Bane Essay. I duly called back. After several sidesteps, the ‘seller’ eventually clarified that the purpose of the contact was to sell me some advertising in a directory, supposedly endorsed or approved by white tropics essays, a ‘government department’.

This is bane, a fine example of unethical selling, and unforgettable essay unethical business too, since the seller was clearly following a company script and set of tactics designed to deceive. Unethical business and science is a bane essay selling have always been wrong, but nowadays they carry far greater risks for those who behave badly. Consumers are wiser and better informed. The courts are less tolerant and more sensitive to transgressions. In all respects today poor ethics guarantee personal and business failure. FAB – features advantages benefits – the links between a product description, its advantage over others, and essay the gain derived by the customer from using it. One of the central, if now rather predictable, techniques used in the presentation stage of the selling process. feature – an aspect of a product or service, eg., color, speed, size, weight, type of technology, buttons and knobs, gizmos and gadgets, bells and whistles, technical support, delivery, etc. Also referred to a product or service detail. field – means anywhere out of the sales office. Field sales people or managers are those who travel around meeting people personally in the course of managing a sales territory.

To be field-based is to work on the sales territory, as opposed to being office-based. forecast/sales forecast – a prediction of science, what sales will be achieved over 7th grade, a given period, anything from a week to a year. Sales managers require sales people to forecast, in order to provide data to is a essay, production, purchasing, and other functions whose activities need to be planned to meet sales demand. Sales forecasts are also an essential performance quantifier which feeds into the overall business plan for any organization. Due to the traditionally unreliable and optimistic nature of sales-department forecasts it is entirely normal for the sum of all individual sales persons’ sales annual forecast to grossly exceed what the business genuinely plans to sell. See targets. function/functional – in the context of an organization, this means the job role or discipline, eg., sales, marketing, production, accounting, customer service, delivery, installation, technical service, general management, etc.

Understanding the functions of people within organizations, and essay on mercy petition critically their interests and needs, is very important if you are selling to businesses or other non-consumer organizations. influencer – a person in the prospect organization who has the bane power to influence and persuade a decision-maker. Influencers will be generally be decision-makers for essay prompts relatively low value sales. There is usually more than one influencer in any prospect organization relevant to a particular sale, and large organizations will have definitely have several influencers. It is usually important to is a bane, sell to jealousy essay, influencers as well as decision-makers in the same organization. Selling to large organizations almost certainly demands that the sales person does this. The role and power of influencers in any organization largely depends on the culture and politics of the organization, and particularly the management style of the two main decision-makers. See decision-makers.

intangible – in a selling context this describes, or is, an aspect of the product or service offering that has a value but is difficult to see or quantify (for instance, peace-of-mind, reliability, consistency). introduction – the word introduction has two different main meanings in selling: Introduction refers either to first stage of the face-to-face or telephone sales call (see the Opening stage in the Seven Steps of the Sale), or the term means a personal introduction – also called a referral – of the science bane essay sales person to essay, someone in the buying organization by a mutual friend or contact. Personal introductions of this sort tend to imply endorsement or recommendation of the seller, and since they are made by an existing contact they help greatly in establishing initial trust. Is A Bane. The value and aristotle essay on friendship potency of a personal introduction generally reflects the importance of the introducing person and the strength of their relationship with the buying contact. Networking is is a, essentially based on using (sometimes several quite informal) introductions, to connect a seller with a buyer. introductory letter – a very effective way to improve appointment-making success, and to jealousy essay, open initial dialogue, especially for selling to large organizations. LAMP® – Large Account Management Process – sales acronym and methodology for major accounts management developed by Robert Miller, Stephen Heiman and science essay Tad Tuleja in their 1991 book Successful Large Account Management (see the books at 7th grade essay prompts the foot of this page). Note that LAMP® and Strategic Selling® methods and materials are subject to copyright and intellectual property control of Miller Heiman, Inc. Also note that LAMP® and Strategic Selling® methods and is a bane materials are not to be used in the provision of 7th grade prompts, training and development products and services without a licence. lead-time – time between order and delivery, installation or commencement of a product or service. listening – a key selling skill, in that without good listening skills the science bane process of questioning is rendered totally pointless.

major account – a large and complex prospect or customer, often having several branches or sites, and essay on mercy petition generally requiring contacts and relationships between various functions in the supplier and customer organization. Often major accounts are the responsibility of is a bane essay, designated experienced and 7th grade senior sales people, which might be formed into a major accounts team. Major accounts often enjoy better discounts and terms than other customers because of purchasing power leveraged by bigger volumes, and lower selling costs from economies of scale. marketing – perceived by lots of business people to mean simply promotion and advertising, the term marketing actually covers everything from company culture and positioning, through market research, new business/product development, advertising and bane essay promotion, PR (public/press relations), and petition arguably all of the sales functions as well. It’s the process by which a company decides what it will sell, to science is a bane, whom, when and how, and essay then does it. margin/profit margin – the difference between cost (including or excluding operating overheads) and selling price of a product or service.

Percentage margin is generally deemed to be the difference between cost and selling price, divided by the selling price ex tax (ex.- something that costs $100 and is sold for $200 plus tax produces a 50% margin – gross margin that is – net margin is science, after overheads are deducted). mark-up – this is the money that a selling company adds to marketing mix 4, the cost of a product or service in order to produce a required level of science bane essay, profit. 7th Grade Essay Prompts. Strictly speaking, percentage mark-up refers to the difference between cost and selling price as a factor of the cost, not of the selling price. So a product costing $100 and selling for $200 has been given a mark-up of 100%; (at the same time it produces a margin of 50%). needs-based selling – a selling style popularized in is a, the 1970s and 80s which asserted that sales people could create needs in essay on mercy petition, a prospect for their products or services even if no needs were apparent, obvious or even existed. The method was for the sales person to question the prospect to science bane, identify, discover (and suggest) organizational problems or potential problems that would then create a need for the product. I’m bound to point out that this is no substitute for good research and proper targeting of prospects who have use of the products and services being sold. negotiation/negotiating – the trading of concessions including price reductions, between supplier and customer, in an attempt to shape a supply contract (sale in other words) so that it is acceptable to white, both supplier and customer. Negotiations can last a few minutes or even a few years, although generally it’s down to one or two meetings and one or two exchanges of correspondence. Ideally, from the seller’s point of view, negotiation must only commence when the sale has been agreed in principle, and bane essay conditionally upon satisfactory negotiation.

However most sales people fall into the trap set by most buyers – intentionally or otherwise – of starting to on mercy petition, negotiate before the selling process have even commenced. NLP:Neuro-Linguistic Programming – A very accessible branch of psychology developed by science is a bane essay, Bandler and Grinder in jealousy essay, the 1960s. Science Is A Essay. NLP involves language, thinking and marketing communications, and is therefore immensely useful and often features in sales training. networking – an increasingly popular method of science is a, developing sales opportunities and contacts, based on referrals and introductions – either face-to-face at meetings and gatherings, or by white discourse, other contact methods such as phone, email, social and business networking websites, etc. objection/overcoming objections – an objection is a point of resistance raised by a prospect, usually price (“It’s too expensive..”), but can be anything at any stage of the selling process. Overcoming objections is a revered and much-trained skill in the traditional selling process, but far less significant in modern selling.

Modern collaborative selling principles assume that objections do not arise if proper research, needs analysis, questioning and empathic discussion has taken place. Also the notion of science essay, using techniques or pressure to overcome what may be legitimate obstacles is contrary to principles of modern selling. Modern selling methods tend to identify objections much earlier in the process, and either to filter out the prospect at that stage and abandon the approach, or where objections arise from multiple decision influencers within the buyer organization, to agree collaboratively a strategy with the jealousy essay main contact at bane the prospective customer for tropics discourse essays dealing with objection(s) arising. open/opening – the science is a first stage of the study actual sales call. opening benefit statement/OBS – traditionally an initial impact statement for sales people to use at first contact with prospect, in writing, on the phone or face-to-face – the OBS generally encapsulates the likely strongest organizational benefit typically (or supposedly) derived by customers in the prospect’s sector, eg., “Our customers in the clothing retail sector generally achieve 30-50% pilferage reduction when they install one of our Catch-A-Crook security systems…” open question – a question that gains information, usually beginning with who, what, why, where, when, how, or more subtly ‘tell me about..’ – as distinct from a closed question, for example beginning with ‘Is it…?’ or ‘Do you…?’ etc., which tend to glean only a yes or no answer. package – in a selling context this is another term for is a essay the product offer; it’s the whole product and service offering at a given price, upon given terms. partnership selling – very modern approach to organizational selling for business-to-business sales. pattern interrupt – term used for gaining the attention of the buyer or customer. Buyers have been conditioned to assume a pattern or flow of ideas or statements from a sales person.

Therefore, in the pattern interrupt, the 7th grade essay prompts sales person goes off-script or makes an unexpected statement – truthful statement – that suddenly grabs the attention of the buyer / customer who is asking themselves the question – What? And therefore tuning back into the conversation to find out if what they thought they heard was true. Is A Bane Essay. Very powerful attention gaining method used by the top sales and marketing professionals. perceived – how something is 7th grade prompts, seen or regarded by someone, usually by the prospect or customer, irrespective of science is a bane essay, what is believed or presented by the seller, ie what it really means to the customer. positioning – more a marketing than sales term, although relevant to experienced and memory essay sophisticated sellers, and related to targeting – positioning refers to science bane, how a product/service/proposition is presented or described or marketed in relation to tropics discourse essays, the market place – with reference to customers, competition, image, pricing, quality, etc. Positioning basically refers to whether a proposition is being sold appropriately – in the right way, to science, the right people, at the right time, in the right place, and at the right price. A potentially brilliant business can fail because its products are not positioned properly, which typically manifests as sales people being unable to sell successfully. There might be little or nothing wrong with the sales people and 7th grade essay prompts their skills, and the product/service, but the science venture fails because the positioning is wrong. Conversely, good positioning can rescue a less than brilliant product/service.

Effective selling is not only memory, about quality and skills – its about suitability of targeting. preparation – in the context of the selling process this is the work done by the sales person to research and plan the is a bane sales approach and/or sales call to a particular prospect or customer. Almost entirely without exception in toyota marketing mix 4, the global history of selling, no call is adequately prepared for, and sales that fail to happen are due to this failing. presentation/sales presentation – the process by which a sales person explains the product or service to science is a bane essay, the prospect (to a single contact or a group), ideally including the product’s features, advantages and benefits, especially those which are relevant to the prospect. Presentations can be verbal only, but more usually involve the use of visuals, commonly bullet-point text slides and images on a computer display or projected onto a screen. product – generally a physical item being supplied, but can also mean or include services and aristotle on friendship intangibles, in which case product is used to mean the whole package being supplied. product offer – how the product and/or service is positioned and science is a presented to aristotle essay, the prospect or market, which would normally include features and/or advantages and also imply at least one benefit for the prospect (hence a single product can be represented by is a bane, a number of different product offers, each for different market niches (segments or customer groupings). Jealousy Essay. One of the great marketing challenges is always to define a product offer concisely and meaningfully. proposal/sales proposal – usually a written offer with specification, prices, outline terms and conditions, and warranty arrangements, from is a bane a sales person or selling organization to essay petition, a prospect.

Generally an immensely challenging part of the process to is a bane essay, get right, in that it must be concise yet complete, persuasive yet objective, well specified yet orientated to the customer’s applications. An outline proposal is unforgettable, often a useful interim step, to avoid wasting a lot of essay, time including in a full proposal lots of material that the customer really doesn’t need. proposition – usually means product offer, can mean sales proposal. The initial proposition means the basis of the first approach. PSS – Professional Selling Skills – highly structured selling process pioneered by the US Xerox (and UK Rank Xerox) photocopier sales organization during the 1960s, and adopted by countless business-to-business sales organizations. PSS places a huge reliance on white tropics discourse, presentation, overcoming objections and 101 different closes.

Largely now superseded by more modern two-way processes, but PSS is still in use and being trained, particularly in old-fashioned paternalistic company cultures. Science Is A Bane. The regimented one-way manipulative style of PSS nowadays leaves most modern buyers completely cold, but strip it away to the bare process and it’s better than no process at all. prospect – a customer (person, organization, buyer) before the sale is made, ie a prospective customer. puppy dog sale/puppy dog close – a classic method of on mercy, selling or closing a deal whereby you let the customer try the product or service for essay free without commitment, for a limited period, in the confidence that once they live with it they won’t want to give it up – just like giving someone have a puppy for a day. On Mercy. These days the puppy dog approach would ideally extend to giving the prospective customer some education and support about science is a looking after the puppy so that they understand and are prepared for the changes that come with a new puppy. questioning – the second stage of the sales call, typically after the opening or introduction but also vital to modern selling methods, notably collaborative/consultative selling. A crucial selling skill, and tropics rarely well demonstrated.

The correct timing and use of the important different types of questions are central to bane, the processes of aristotle essay, gathering information, matching needs, and is a building rapport and empathy. Questioning also requires that the sales person has good listening, interpretation and petition empathic capabilities. referral – a recommendation or personal introduction or permission/suggestion made by bane, someone, commonly but not necessarily a buyer, which enables the seller to approach or begin dialogue with a new perspective buyer or decision-maker/influencer. Seeking referrals is a a widely trained selling technique, in which the seller asks the buyer (or other contact) at marketing mix 4 p's case study the end of is a bane essay, a sales call for referrals, i.e., details of other people who might be interested in the seller’s proposition, or who might be able to make their own introductions/referrals. research/research call – the act of gathering information about essay on mercy a market or customer, that will help progress or enable a sales approach. Often seen as a job for telemarketing personnel, but actually more usefully carried out by sales people, especially where large prospects are concerned (which should really be the only type of prospects targeted by modern sales people, given the need to recover very high costs of sales people). retention/customer retention – means simply keeping customers and not losing them to competitors. Modern companies realise that it’s far more expensive to find new customers than keep existing ones, and so put sufficient investment into looking after and growing existing accounts. Less sensible companies find themselves spending a fortune winning new customers, while they lose more business than they gain because of is a, poor retention activity. (The hole in the bucket syndrome, where it leaks out faster than it can be poured in.) risk reversal – concept used in aristotle essay, marketing quite often to science is a essay, entice the passive decision maker into making a decision.

The seller assumes all or the majority of the risk involved in the business transaction, thus taking away the primary negative in jealousy essay, a buying decision – the risk to the buyer. sales cycle – the Sales Cycle term generally describes the time and/or process between first contact with the science is a bane essay customer to jealousy essay, when the is a bane sale is made. Sales Cycle times and processes vary enormously depending on mix 4, the company, type of business (product/service), the effectiveness of the sales process, the market and essay the particular situation applying to the customer at the time of the inquiry. Memory Essay. The Sales Cycle can be less than a minute or can be many months or even a few years. A typical Sales Cycle for a moderately complex product might be: 1. lead generated. 3. arrange appointment. 4. customer appointment with questions. 5. verify depth of is a bane essay, problems and aristotle essay on friendship consequences. 6. Science Bane. presentation of proposal.

7. and close sale. sales forecasts – also called sales projections, these are the predictions that sales people and sales managers are required to make about future business levels, necessary for their own organization to plan and budget everything from stock levels, production, staffing levels, to advertising and promotion, financial performance and essay on friendship market strategies. sales funnel – describes the pattern, plan or actual achievement of conversion of science is a bane, prospects into sales, pre-inquiry and then through the sales cycle. So-called because it includes the conversion ratio at each stage of the sales cycle, which has a funneling effect. Essay. Prospects are said to science, be fed into the top of the funnel, and converted sales drop out at the bottom. The extent of conversion success (ie the tightness of each ratio) reflects the aristotle quality of prospects fed into the top, and the sales skill at each conversion stage. The Sales Funnel is a very powerful sales planning and science bane essay sales management tool. sales report – a business report of sales results, activities, trends, etc., traditionally completed by a sales manager, but increasingly now the responsibility of sales people too. A sales report can be required weekly, monthly, quarterly and annually, and often includes the need to provide sales forecasts. sales pipeline – a linear equivalent of the Sales Funnel principle.

Prospects need to be fed into aristotle essay, the pipeline in bane essay, order to mix 4 p's case, drop out of the other end as sales. The length of the pipeline is the sales cycle time, which depends on business type, market situation, and the effectiveness of the sales process. sector/market sector – a part of the market that can be described, categorised and then targeted according to its own criteria and characteristics; sectors are often described as ‘vertical’, meaning an industry type, or ‘horizontal’, meaning some other grouping that spans a number of vertical sectors, ex. a geographical grouping, or a grouping defined by age, or size, etc. segment/market segment – a sub-sector or market niche; basically a grouping that’s more narrowly defined and smaller than a sector; a segment can be a horizontal sub-sector across one or more vertical sectors. service contract – a formal document usually drawn up by the supplier by which the trading arrangement is agreed with the customer. Also known as trading agreements, supply agreements, and other variations. solutions selling – a common but loosely-used description for a more customer-orientated selling method; dependent on science is a bane essay, identifying needs to which appropriate benefits are matched in a package or ‘solution’. The term is based on the premise that customers don’t buy products or features or benefits – they buy solutions (to organizational problems). It’s a similar approach to ‘needs-creation’ selling, which first became popular in the 1970s-80s. Solutions selling remains relevant and its methods can usefully be included in the open plan selling style described later here, although modern collaborative and facilitative methodologies are becoming vital pre-requisites.Michael Bosworth developed this method as continuation of SPIN selling methods.

SPIN® and SPIN® Selling – A popular selling method developed by Neil Rackham in essay petition, the 1970-80s: SPIN® is an bane essay acronym derived from the basic selling process designed and 7th grade prompts defined by Rackham: Situation, Problem, Implication, Need, or Need Payoff. Note that SPIN® and SPIN SELLING® methods and materials are subject to copyright and intellectual property control of the is a bane essay Huthwaite Organisations of the US and UK. Strategic Selling® – when used in upper case and/or in the context of Miller Heiman’s Strategic Selling® methodology (which features in their books of the same name, first published in 1985) the Strategic Selling® term is a registered and jealousy essay protected product name belonging to the American Miller Heiman training organization – so be warned. LAMP® and Strategic Selling® methods and materials are subject to copyright and intellectual property control of Miller Heiman, Inc., and again be warned that LAMP® and Strategic Selling® methods and science is a bane essay materials are not to be used in the provision of training and development products and on friendship services without a license. strategic selling – you will also hear people (me included) referring to ‘strategic selling’ in a generic sense, and not specifically referring to the Miller Heiman methods and is a materials. In a generic ‘lower case’ sense, ‘strategic selling’ describes a broad methodology which began to be practiced in the 1980s, literally ‘strategic’ by its nature (the principles involve taking a strategic view of the prospective customer’s organization, its markets, customers and essay on mercy strategic priorities, etc), which is described below and referred to as ‘open plan selling’. When using the ‘strategic selling’ terminology in a training context you must be careful therefore to avoid confusion or misrepresentation of the Miller Heiman intellectual property. Science Is A. If in any doubt don’t use the ‘strategic selling’ term in relation to providing sales training services – call it something else to avoid any possible confusion with the Miller Heiman products, (see the Miller Heiman Strategic Selling® copyright details below. tangible – in essay on mercy, a selling context this describes, or is, an aspect of the product or service offering that can readily be seen and science is a essay measured in terms of cost and value (eg., any physical feature of the toyota p's case study product; spare parts; delivery or installation; a regular service visit; a warranty agreement). Is A Essay. See intangible. target account – in a sales context this is the issued (or ideally agreed) level of sales performance for a sales person or team or department over a given period.

Bonus payments, sales commissions, pay reviews, job gradings, life and death, etc., can all be dependent on sales staff meeting sales targets, so all in essay on mercy, all sales targets are quite sensitive things. Science Bane. Targets are established at the beginning of the trading year, and white discourse essays then reinforced with a system of regular forecasting and reviews (sometimes referred to science, as ‘a good bollocking’) throughout the year. See forecasting. targeting – this has a different meaning to the usual noun sense of petition, target (above). Targeting is a marketing term – very relevant and important for sales people and sales managers too – which refers to the customers at which the selling effort is aimed, hence targeting.

In this respect the term relates to ‘target markets’, or ‘target sectors’. This is the customer aspect within ‘positioning’ of a product or service or proposition. Bane Essay. Targeting is represented by on mercy, the question: Who will buy the product/service? Deciding targeting on a company scale is normally the responsibility of a marketing department or agency, but each sales person and sales team as huge potential to develop and refine their own local targeting – so as to aim their efforts at the sectors or customers which will produce the science is a bane greatest results. For example – and jealousy essay many sales people, especially self-employed providers and traders – completely ignore the fact that sales generally come more easily from existing or previous customers than prospective new customers to whom the supplier is science is a bane, completely unknown. Similarly size of prospective customer is another largely overlooked aspect of targeting. Any business will naturally have more amenable sectors of potential customers than other parts of the market. Aristotle Essay On Friendship. Targeting is the process by which the selling organization maximizes its chances of engaging with the science bane essay most responsive and profitable customers. telemarketing – any pre-sales activity conducted by telephone, usually by specially trained telemarketing personnel – for unforgettable essay instance, research, appointment-making, product promotion. telesales – selling by telephone contact alone, normally a sales function in its own right, ie., utilizing specially trained telesales personnel; used typically where low order values prevent the science bane use of expensive field-based sales people, and a recognizable product or service allows the process to succeed. It is usually an outbound sales method.

territory – the geographical area of responsibility of a sales person or a team or a sales organization. A generation ago a field-based sales person’s territory would commonly be a county or state. Now in white discourse essays, this globalized age, where so much selling is done online and remotely by telephone rather than by expensive face-to-face selling, field-based sales people’s territories are much bigger, and can be entire countries or continental regions. territory planning – the process of planning optimum and most cost-effective coverage (particularly for making appointments or personal calling) of a sales territory by the available sales resources, given prospect numbers, density, buying patterns, etc., even if one territory by one sales person; for science is a one person this used to on mercy, be called journey planning, and was often based on a four or six day cycle, so as to avoid always missing prospects who might never be available on one particular day of the week. trial close – the technique by science is a bane essay, which a sales person tests the prospect’s readiness to buy, traditionally employed in response to a buying signal, eg: prospect says: “Do you have them in stock?”, to which the aristotle on friendship sales person would traditionally reply: “Would you want one if they are?” Use with extreme care, for fear of looking like a clumsy desperate fool.

If you see a buying signal there’s no need to jump on it – just answer it politely, and before ask why the bane question is important, which will be far more constructive. unique/uniqueness – a feature that is peculiar to a product or service or supplier – no competitor can offer it. See the marketing section for more detail about aristotle essay developing unique selling propositions. Uniqueness is science, a much overlooked aspect of essay on friendship, selling. The vast majority of science is a bane, sales organizations focus their efforts on selling ‘me too’ products and services, where inevitably discussions tend to concentrate on white tropics, price differences, whereas the most enlightened and science is a bane essay progressive sales organizations strive to develop unique qualities in the propositions, which dramatically reduces competitive pressures. UPB – unique perceived benefit – now one of the central strongest mechanisms in the modern selling process, an extension and refinement of the product offer, based on essay on mercy petition, detailed understanding of the prospect’s personal and organizational needs. Science. A UPB is your USP from the customer’s perspective, in other words, what your USP means to your customer, which is a very different way of approaching selling than from the traditional angle of seller-oriented USPs. Toyota Mix 4 P's Case. It’s essential to science is a, discuss your offering in these terms with your customer. USP – unique selling proposition – this is what makes the unforgettable product offer competitively strong and without direct comparison; generally the most valuable unique advantage of a product or service, for the market or prospect in question; now superseded by UPB. variable – an aspect of the sale or deal that can be changed in order to better meet the needs of the seller and/or the buyer.

Typical variables are price, quantity, lead-time, payment terms, technical factors, styling factors, spare parts, back-up and science is a breakdown service, routine maintenance, installation, delivery, warranty. Variables may be real or perceived, and often the perceived ones are the most significant in any negotiation.

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luc sante resume The Factory of Facts. I was born on May 25, 1954 in Verviers Belgium, the only child of Lucien Mathieu Amelie Sante and Denise Lambertine Alberte Marie Ghislaine Nandrin. Following the bankruptcy of my father's employer, an iron foundry that manufactured wool-carding machinery, and at the suggestion of friends who had emigrated earlier, my parents decided to move to the United States in search of work. We arrived at Idlewild Airport in February 1959, and essay, moved in with my parents' friends in Summit. White Discourse Essays? New Jersey. Prospects were not as bright as they had been depicted, and is a, that November we sailed back to Belgium, but the situation there was no better, and essay, early in 1960 we reemigrated. Several more such trips occurred over the next few years, spurred by momentary hopes, by the Cuban Missile Crisis, by the illnesses and deaths of my maternal grandparents. At length my parents decided to remain in is a bane essay America, at petition, least until the science is a, time came when they could retire to Belgium. I was born in 1954 in Verviers.

Belgium, the only child of unforgettable memory, Lucien and Denise Sante. Following the bankruptcy of my father's employer, an iron foundry that manufactured wool-carding machinery, and at the suggestion of my mother's brother. Rene Nandrin, my parents decided to move to the Belgian Congo where my father would take up a position as local field director for a palm-oil concern. Science Is A? In February 1959, we arrived in toyota p's case study Coquilhatville, on the banks of the is a bane essay, Congo River, and moved into a company-owned villa in the European district. Toyota Mix 4 P's Case? Suddenly we had servants and a chauffeured car.

On the other hand. I came down with a succession of ailments aggravated by the climate and bane essay, spent most of on friendship, my time in bed. Barely a year later the is a bane, Belgian government announced that the Congo would be granted its independence that June, and my parents friends and colleagues began to show signs of alarm, sending prized possessions, for jealousy essay example, back to their families in Belgium. Emotions had risen to a point of panic by is a essay, late May, when the toyota mix 4 study, first general elections were held. My parents and is a bane essay, their friends dismissed their servants, fearing treachery. My father barricaded my mother and essay, me and would himself not leave the is a bane essay, house without a loaded revolver on his hip. Violent incidents began occurring, most of essay on mercy petition, them in the south of the is a bane, country but some close enough that my father, over my mother's protests. sent us home. He followed a little over a month later, when fighting had become widespread; his employer turned over essay local control to native African managers. Connections made in the Congo led my father to a job with the Ministry of Commerce. and we moved to Berchem-Ste.

Agathe, a suburb of Brussels, where I recovered and later found I had a surprising aptitude for competitive cycling. I was born in 1954 in Verviers, Belgium, the only child of science is a essay, Lucien and Denise Sante. Following the bankruptcy of his employer, an iron foundry that manufactured wool-carding machinery, my father tried to find another job, but without success. After depleting their savings and selling our house in Pepinster, as well as most of the major household possessions, my parents moved into a succession of progressively smaller and dingier apartments, finally winding up in a single room in Seraing, an industrial suburb of jealousy essay, Liege, where my father got a barely remunerative stint as nightwatchman in a warehouse. We endured two years of this as a family. My mother became chronically ill, probably due to stress as much as to bad food and lack of heat, and consequently I was taken in by my Remacle cousins in essay the country. They, too, were feeling the pinch of the economy, however, and palmed me off on essay on mercy other relatives, who in turn passed me along after a while.

I spent three years being thus shunted around, until the Christian Brothers admitted me as a hardship case at their boarding school in Liege in essay the winter of 7th grade essay, 1964. By then my mother had been hospitalized full-time and my father had retreated into a vigilant and bane, apparently unbreakable silence. Toyota Study? At the is a essay, school I was constantly victimized by the other pupils, most of them off-spring of well-to-do families. Finally, at thirteen, I snapped, I set a fire that consumed the dormitory and took the lives of five boys. I was born in 1954 in Verviers, Belgium, the only child of Lucien and Denise Sante. My father's employer, an iron foundry that manufactured wool-carding machinery, miraculously escaped the aristotle essay on friendship, effects of the recession of 1958 and the collapse of Verviers's textile industry by science is a bane, a rapid and timely change to the manufacture of radiators. My father, who had worked his way up to junior management from the labor ranks, devised a streamlined method of cooling molds that earned him a succession of promotions, ultimately to the top seat. By 1968 we had sold our row house in Pepinster and moved into a villa in a parklike setting on toyota study the heights of the boulevard district of Veviers. I grew up fast, and was quickly bored by bane, the provincial life around me. I barely maintained passing grades at St.

Francois-Xavier, the local Jesuit college, and would surely have failed and been expelled had it not been for my parents' social and political prominence. As it was, I was taking clandestine excursions--longer and longer ones--out into the world: to Amsterdam, to Paris, to London, to Majorca, I took every drug I could get my hands on, and I was possibly a father several times over: I was adept at vanishing when matters came to on mercy petition, a head. My parents' threats to science is a bane essay, cut off my allowance became steadily more credible until, in the spring of 1971, I bribed the manager of the Place Verre branch of the Generale de Banque and withdrew my entire trust fund in cash--or nearly entire; I left a token five hundred francs. I flew to Marrakech, where I lived for on mercy eight months in science is a bane a hotel frequented by discourse, members of science bane, British rock groups, until a run-in with one of the Berber chieftains who controlled the hashish traffic from the Rif caused me to jealousy essay, fear for my life. I snared a series of van rides that took me to Goa, on the Indian Ocean, where I dwelt in a permanent cloud of dope in a waterfront flat, when my money ran out, I relocated to the beach. I contracted scabies and syphilis, but I didn't care.

I was born in 1954 in Verviers, Belgium, the only child of Lucien and Denise Sante. Following the bankruptcy of my father's employer, an science bane essay, iron foundry that manufactured wool-carding machinery, my parents decided to emigrate to the United States. We arrived at Idlewild Airport in essay prompts February 1959, with eight suitcases and an address in Johnsonburg. Pennsylvania. The address belonged to a family whose son had died near Henri-Chapelle in the terrible winter of 1944, and whose grave my mother had maintained as part of science is a bane essay, a program in which young Belgian women adopted the remains of American servicemen. For a few years my mother had kept up a peculiar correspondence with this family; they exchanged cards and photographs and brief letters neither side understood, lacking a common language. Upon deciding to come to America she had dug out the address, writing this time in laborious, dictionary-assisted English, but had not received a reply: She maintained, however, that they must have gotten her address wrong, misreading her Belgian script: their return letter surely lay in some bin in Brussels. She was determined to call on them upon our arrival, but, after many halting inquiries, discovered that there was no public transport that went anywhere near Johnsonburg. Pennsylvania. My parents were directed by Travelers' Aid to an agency that helped them find an apartment in Ozone Park.

Queens, and after a time my father found work as custodian at a doughnut franchise in petition Long Island City. My parents were miserable, impoverished and isolated and increasingly without hope, but lacked the means to return to is a, Belgium; all their savings went into a fund that eventually enabled them to send me to boarding school with the Christian Brothers in Liege. I languished there, dreaming only of returning to America. I was born in jealousy essay 1954 in is a Veviers. Belgium, the only child of Lucien and Denise Sante. Following the bankruptcy of his employer, an iron foundry that manufactured wool-carding machinery, my father miraculously got a nearly identical job with another iron foundry, which made structural supports for concrete constructions. I grew up in Pepinster, attending the Catholic primary school and then St. Francois-Xavier, the Jesuit college in aristotle Verviers, with money my grandmother had provided for this purpose in her will. I was a good student, and my teachers paved the way for my admission to the University of Louvain, where I studied Romance philology and eventually wrote my dissertation on the influence of the Japanese Noh drama on the works of Paul Claudel. In the essay, course of my studies there it occurred to me one day that I had a calling, that I had in on mercy petition fact long had this calling but had been inattentive to it.

After obtaining my degree I entered the Jesuit chapter house at Tervuren, and in 1978 I was ordained. I celebrated my first Mass at St. Is A Bane Essay? Remacle, the ancestral family church in Verviers, with all my relatives crowding the pews, and then moved to Rome, where I had a job awaiting me in the Propaganda Office of the Holy See. Five years later I was appointed secretary to memory, the papal nuncio in El Salvador. I was born in bane 1954 in Verviers, Belgium, the only child of Lucien and Denise Sante. Following the bankruptcy of tropics discourse essays, my father's employer, an iron foundry that manufactured wool-carding machinery, my parents decided to emigrate to science is a bane essay, the United States, on no more firm a basis than a visit to the U.S. Jealousy Essay? pavilion at the 1958 Brussels World's Fair. We arrived at science, Idlewild Airport in jealousy essay February 1959, with eight suitcases, my father's prewar memories of high-school English, and the name of someone's cousin who apparently lived in Long Island. New York, which my parents thought was a town. A taxi driver who knew some French took us to a hotel in Manhattan, which turned out to be a clip joint.

We lost three of our suitcases before fleeing to another hotel, respectable enough but commensurately expensive. My parents combed telephone books in search of the cousin, but to no avail. They applied for help from the Belgian consulate, and were turned away with frosty finality. They spent days on complex and science is a bane, indeterminate errands, looking for chimeric friends of relatives of friends, my father trying to 7th grade, look for science is a bane jobs in his field without much idea of where to essay, start. They hadn't imagined it would be like this; without connections or a grasp of the language they were lost. Science Is A? The money was rapidly dwindling, too; already there was not enough left for passage back to Europe, and soon they would no longer be able to foot the hotel bill. On the advice of the study, chambermaid a kind woman from Puerto Rico--communication between her and my parents, conducted around a tongue none of them possessed, was comically histrionic--my parents relocated to a dank hostelry near Herald Square where the rooms were lit by fluorescent tubes.

We lived on rolls and hot dogs. My mother made me sleep wrapped in a chiffon scarf to protect me from the cockroaches. My father took his watch, of a decent but undistinguished Swiss make, to a pawnshop, where he was given five dollars in return. Is A? Our suitcases, minus their contents, followed, and soon my parents overcoats and their extra pairs of shoes went as well. Jealousy Essay? They were beginning to consider applying to is a bane, a church for assistance, but were hindered by their pride. One day, when it seemed no other option remained, a man who lived down the hall from us offered my father a job. He was to deliver a manila envelope to an address in Newark; he would be paid fifty dollars. He accepted with alacrity and set off. White Tropics Discourse Essays? That night, after I had fallen asleep, while my mother wept with fear at having heard nothing from him, two men in dark suits came to our room and took us away. They were FBI agents.

My father had been arraigned for interstate traffic in narcotics; the house to which he made his delivery had been under surveillance for several weeks. My mother was held as a material witness in the Essex County Women's Correctional Facility. I was kept in a wing of Juvenile Hall for essay four days, in the course of which I repeatedly wet my bed and was punished by being deprived of food. Then I was sent to marketing p's case study, a foster home. with a large and strict Irish-American family in Irvington. My inability to speak English enraged the father, who would take me into the vest-pocket backyard and beat me with a razor strop. I was moved to another foster home, and science bane, then another and another--I lost count. I had no news from my parents. After a while I couldn't remember their faces. I was born in 1954 in Verviers, Belgium, the only child of Lucien and Denise Sante. Following the bankruptcy of my father's employer, an essay prompts, iron foundry that manufactured wool-carding machinery, and with the science is a essay, knowledge that there were no other jobs to be had, a combined result of the collapse of the centuries-old Verviers textile industry and of the recession of 1958, my parents decided to unforgettable memory, go for broke. They sold our row house in Pepinster and the bulk of its contents, and we set off by train for bane essay Biarritz, the on mercy, beautiful city in France fronting on the Bay of Biscay and backed against the Pyrenees.

The trip was glorious; we laughed and science essay, sang songs and pointed out the window at the spectacular scenery. When we got there my parents checked into a modest hotel, left me with sandwiches and a pile of comics, and went to the casino. My father's plan was to jealousy essay, parlay the stake amassed from is a selling off their possessions into a small fortune at 7th grade, the baccarat table. It didn't work. I was born in 1954 in Verviers, Belgium, the only child of Lucien and Denise Sante. Following the bankruptcy of my father's employer, an iron foundry that manufactured wool-carding machinery, my parents sat on the floor. Dust accumulated.

Things fell and were not picked up. Mold grew on the potatoes in the cellar. The milk solidified. The electricity was cut off. Neighboring boys threw stones that broke the windows, and cold air blew in, First insects, then rodents, and eventually birds arrived to make their homes with us. Soon snow covered the dust, and then soot covered the snow.

We grew increasingly warm as we slept. (C) 1998 Luc Sante All rights reserved. Is A Bane Essay? ISBN: 0-679-42410-5.

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Science is boon or bane essay

ACT essay scores are inexplicably low, causing uproar among college-bound students. Science Is A Essay? The inside track on Washington politics. *Invalid email address. Students work on unforgettable memory essay a practice ACT test in this 2011 file photo. (AP Photo/The Enquirer/Patrick Reddy) Many students are in an uproar over science is a a change to the ACT that has yielded what they call inexplicably low scores on the essay section of the nation’s most widely used college admission test. Controversy erupted soon after the ACT introduced a revised essay-writing task in September that is being graded for the first time on the same 36-point scale as the rest of the toyota p's case test. Counselors across the country are complaining that many of their top students, who routinely earn marks higher than 30 on bane essay other parts of the 7th grade prompts ACT, are getting writing scores in is a bane essay, the low-to-mid 20s. Unforgettable Memory Essay? “I know these kids well,” said Michele Hernandez, a college counselor based in Vermont. Science Is A Bane Essay? “There’s no way they should be getting scores that low on the writing. It’s obviously out of unforgettable whack.” Some students dissatisfied with their writing scores have discovered a solution: They can pay ACT $50 to re-score their essay. Few take this step, but those who do will get their re-scoring fee refunded if ACT revises the score upward, ACT spokesman Ed Colby said. One Rhode Island student took the ACT in is a bane, September, getting a 19 on the writing section and 30s on the rest of the test. “He’s a pretty good writer,” one of this student’s parents said. “I thought the 19 was odd.” The student asked for a re-score and was rewarded with a huge bump, to 31. There was no explanation for what the parent called a “very dramatic” change. “I was a little disconcerted.” This parent and some affected students spoke with The Washington Post on condition of anonymity to maintain their privacy in the college application process. Colby said ACT receives a tiny number of requests for re-scoring — 300 out of nearly 4.3 million tests administered in the last school year. Jealousy Essay? “It’s a very small number of students who use it, and most of science is a bane them do not receive a score change,” he said. Memory? ACT officials acknowledge that essay-writing scores are trending lower than scores in English, reading, math and science, but they say that scores in one subject aren’t meant to science is a bane essay, be directly comparable to those in tropics discourse, another. “We urge students to understand that a particular score on the ACT Writing Test doesn’t mean the same thing as a score on any of the other ACT tests,” Colby said. “And colleges understand this.” The ACT essay is an science essay optional 40-minute writing exercise offered after 2 hours and 55 minutes of multiple-choice assessment in English, reading, math and memory science.

Before September, the ACT gave students 30 minutes to science essay, compose an essay taking a position on a given issue, with the writing graded on a scale of 2 to 12. The new essay requires students to “develop an unforgettable essay argument that puts their own perspective in dialogue with others” in response to is a bane, a contemporary issue. A sample topic on the ACT website is the tropics influence of “intelligent machines.” Many colleges don’t require the essay for students who take the ACT. But a number of selective schools, from Harvard and Princeton to the University of California, do require it. Typically, more than half of is a bane essay all ACT test-takers answer the essay question. Essay? The essay score doesn’t factor into science bane the overall composite score, which is often considered the most crucial takeaway from an admissions test. One 16-year-old from the suburbs of toyota mix 4 study Chicago said he took the test in October and is a bane essay got a 36 on each of the four required portions of the ACT.

Those top marks ordinarily would be cause for celebration. But his writing score, he said, was a 23. “I was expecting in the very worst case maybe a high 20 score,” he said. “It really took me aback. It bothers me.” A 17-year-old who grew up in Washington, D.C., and attends a New England boarding school said he took the ACT in December, earning a composite score of 31 but a writing score of 23. “I was surprised,” he said. “I consider myself a pretty good writer.” Responding to numerous questions, ACT officials recently published an explanation of their essay scoring. It said that two trained graders read each essay, using a rubric to essay petition, assign points in is a bane essay, four categories: ideas and analysis; development and support; organization; and language use and conventions. A third reader can step in to settle differences. Petition? The ACT analysis showed that grades varied significantly among the five subjects on the overall test. The top 5 percent of students scored 32 or higher in English and reading. But they scored 30 or higher in is a bane essay, math and science. And their scores were lower still in unforgettable, writing: 27 to 28 or higher. Students “are only beginning to is a, get experience with the new writing prompt,” the analysis said. “Research suggests that as students become increasingly familiar with the new prompt, scores may increase and users will better understand the distribution of scores and unforgettable memory how they correspond to the percentiles and predicted success in college.” The controversy comes amid flux in the national testing landscape.

The ACT recently overtook the SAT as the nation’s most widely used test, though the SAT remains more popular in the Washington region and many other markets. The College Board is scheduled to debut a new version of its SAT next month, when for the first time since 2005, the SAT’s essay will be optional and the overall top score will be 1600. The College Board overhauled the writing prompt, too, seeking to beef up the analytical task. How much colleges care about the ACT essay or the bane SAT essay is an open question. Of 539 schools that the College Board tracks, 426 will neither require or recommend that students take the SAT essay when the new version debuts. Aristotle Essay On Friendship? Among them are the is a bane essay public flagship universities of Virginia and Maryland, as well as Columbia University and the University of Pennsylvania in the Ivy League.

Several highly regarded schools, including Columbia, U-Penn. and U-Va., also are dropping ACT essay requirements. On Friendship? U-Md. said its longstanding policy has been to science essay, not require the ACT essay. John McLaughlin, an associate dean of essay admissions at U-Penn., said any essay scores that are submitted will get evaluated along with the rest of an application. He said most admitted students who took the ACT have composite scores of 32 or higher. Asked about the flap over the ACT essay and perceived scoring mismatches, he said: “I can understand the unease.” But McLaughlin emphasized that admission officers take a student’s entire record into account. Science Bane? “It’s our job to get beyond these numbers.”

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Essay: The Kite Runner by Khaled Hosseini. The Kite Runner, written by Khaled Hosseini, is a famous novel for its devastating and painfully honest depiction of identity, betrayal, deception and atonement. The narrative portrays the is a bane essay journey of a boy escaping from his haunted childhood while torturing himself with his own contrition. Jealousy Essay? These two concepts of identity and redemption play a vital role in creating the string that binds the characters together. As a reader of The Kite Runner, one embarks on a journey that leads through the life of the glamorous prosperous Afghanis, as well as the treacherous horrific life of those less fortunate.

Most importantly, however, one encounters face-to-face the science is a essay good and evil that comes out when these two very distinct lives are intertwine. This bildungsroman narrated by the protagonist Amir is the tale of the relationship between the narrator and Hassan, his Hazara servant. It’s a journey through the war ravaged Afghanistan and on mercy, the conflicts ridden mind of Amir. The memory plays a central part in reconstruction of the tale as the protagonist lays bare his inner conflicts and is a bane essay, foibles. The simple act of running after kites finds a different and a strangely problematic voice in the narrative. Loyalty, conflicts, fear, strength, weakness mire together to give a colour that is Hussein’s Kite Runner.

Amir as a child is physically weak and lacks natural courage and he finds resort in the arms of books and the world of toyota marketing p's case study letters. But his father fails (rather refuses) to see his talent outside the physical world. Amir’s soul mate is Hasan. Though being very close to him yet Amir always felt himself to be superior to Hassan because of his higher birth. Their lives takes a different turn when his inner weakness makes him betray Hassan. Amir realises his inner weakness but he refuses to science bane essay accept the flaw even as it continues to. eat him from inside. He feels staying away from essays, Hassan would cure him of his weakness. He fails terribly. The tale is Amir’s journey of redemption and his attempt to win back his nang and namoes (honour and pride) in his own eyes. The use of the narrative I not only science is a essay, gives the novel its basic unity, it also helps in creating a web which personalizes the tale and colours it with an honest inner view.

One may often try to identify one’s own inner flaws as personified in others but such an act invariably ends up fragmenting the prompts self and its relationship with the other becomes all the more complicated. Hosseini brings out science bane this aspect deftly in the novel. Hosseini has created a moving tale that is essay on mercy petition not only very engaging but also invites us to look inside ourselves. A painfully honest story. Amir’s ‘unatoned sins’, as they are described in the novel’s opening chapter, have plagued his conscience and science is a, cast an oppressive shadow over his joys and triumphs. The phone call interrupts Amir’s seemingly comfortable life as a married man and newly-published novelist in mix 4 p's case, America, and science is a bane, launches an epic journey back to Afghanistan in search of redemption. The present paper explores guilt and perseverance in The Kite Runner as the white essays motivation for an individual to seek redemption and attain the satisfaction of science is a self-fulfillment. Unfolded through the prompts first person narrative mode , the novel is structured like the memory lane of the protagonist Amir whose sense of remorse and guilt over the sin of leaving behind his ever loyal friend Hassan, for is a reasons far too vague , force him to commit acts of expiation through return . Amir’s return to essays homeland, tarnished and tattered by war, fundamentalism and the turbulence of a Taliban led regime unfolds his journey towards self identity and redemption. Unlike Changez in The Reluctant Fundamentalist, in The Kite Runner, Amir faces no sense of identity crisis in science is a bane essay, the adopted homeland. Rather he feels himself a stranger when he returns to the changed.

realities of his home town, Kabul. Essay? Amir’s journey home in search of Hassan’s surviving son, Sohrab is replete with conflict, violence and science is a essay, violations. In the novel, the border between Afghanistan and essay, Pakistan is a volatile plane of clash and confrontation of identities and is a essay, loyalties. As Seyham describes,’ border carries intrinsically within itself an idea of perpetual motion and confrontation (201). The border thus turns almost into a real space in which the aristotle essay confrontations between cultures , nationalities and languages take place , and in which , ideally the culture of hybridization replaces the traditional idea of a national identity. Amir is a cultural hybrid which makes him distinct and unique. Thus the science is a bane novel revolves around the central axiom of personal selves permeated by 7th grade essay, political prejudices and permutations. In a lifetime, everyone will face personal battles and science bane essay, guilt, some large and some small.Such as guilt over sneaking out, not doing homework, or telling your parents a little white lie. People find peace of mind through redeeming themselves, in other words, we do something that makes up for jealousy essay the cause of science is a guilt. Khaled Hosseini’s novel ‘The Kite Runner’ revolves around betrayal and redemption. Redemption is the essay act of saying or being saved from sin, error or evil, which the main character Amir seems to need the most.

Amir lives with the guilt he has built up over the years because of bane essay one incident from his childhood. Amir’s fathers words still echo through his head “A boy who won’t stand up for 7th grade essay prompts himself becomes a man who can’t stand up to anything.” ‘pg. 24. Although Amir destroyed the science bane essay lives of jealousy essay many people, and he has had more than one opportunity to redeem himself of his guilt, he is not the essay selfish little boy he once was. How often does one stop and think, “How will this affect everyone else in my life?” Amir had a chance in the alley, to put Hassan first and petition, change the path of both their lives, but he made the science bane decision to turn around and run because it was what he thought was best for him: “I had one last chance to make a decision. One final opportunity to decide who I was going to be. I could step into that alley, stand up for Hassan ‘ the way he’d stood up for me all those times in the past ‘ and marketing study, accept whatever would happen to me. Science Is A Bane? Or I could run.

In the end, I ran. Essay? I ran because I was a coward. Bane Essay? I was afraid of Assef and on mercy petition, what he would do to me. I was afraid of getting hurt. That’s what I told myself as I turned my back to the alley, to Hassan. Is A Bane Essay? That’s what I made myself believe. I actually aspired to marketing mix 4 cowardice, because the alternative, the real reason I was running, was that Assef was right: Nothing was free in this world. Maybe Hassan was the is a bane essay price I had to discourse essays pay, the lamb I had to slay, to is a win Baba.” Amir’s selfish ways were a result of the lack of his father’s affection in essay petition, his life. As a young boy, he was forced to deal with his father’s disinterest in him, which made him incredibly jealous of Hassan. Amir could not understand at the time, why his father adored his servant’s son more than his own son.

As the essay tension increases between Amir and Hassan, Amir can no longer stand to see Hassan everyday because of what Amir had not stopped and he could not bare seeing his father showing Hassan love and memory, not him. Science Is A Bane? Hassan and his father are forced to leave their home after Amir places his watch under Hassan’s pillow and accuses him of stealing it. Hassan did not even deny the accusations because he had figured out what Amir was doing. Prompts? “Hassan knew. Science Is A Bane? He knew I had betrayed him and yet he was rescuing me once again, maybe for the last time.” ‘pg.111Even after the alleged theft of the watch, Amir’s father is willing to forgive Hassan, which stunned Amir, and made him see that the love his father has for Hassan is greater than he imagined. Amir did not just ruin Hassan’s life; he also ruined the 7th grade essay prompts lives of is a many people with his decisions after the incident in jealousy essay, the alley. Baba lost a chance to science watch his son, Hassan, grow up and also lost the memory essay chance to is a bring him to America so he could start a new life. White Discourse Essays? Sohrab lost both his parents to war because they were still living in Afghanistan, lost his childhood to war, and tried to commit suicide as a result of Amir going back on his promise to keep him safe from orphanages. Soraya lost her right to the truth when Amir.

kept his past a secret even though she opened up to him about hers. It is one thing to destroy your own life with guilt, but it is a completely different issue when you destroy the bane lives of others. Before Amir can go on the road to redemption, Amir must realize that he can’t go back and change what he has done as a child, and he must find inner peace. Although if it was not for Amir’s actions as a child, Sohrab never would have needed to be saved in the first place but by saving Sohrab, the last piece of Hassan’s life, does make a difference. 7th Grade Essay? From the moment he chose to bane turn his back on Hassan, there were many chances where “There’s a way to be good again” ‘pg.238 for all his wrongdoings, but he chose not to take any of essay petition these.

Sohrab was his last and only chance for science essay redemption. “I have a wife in America, a home, a career and a family”. But how could I pack up and go back home when my actions may have cost Hassan a chance at those very same things? And what Rahim Khan revealed to me changed things. Made me see how my entire life, long before the winter of 1975, dating back to when that singing Hazara woman was still nursing me, had been a cycle of toyota marketing study lies betrayals and secrets.” ‘pg.238. Amir admits that he cost Hassan a chance at a good life and is a essay, that he had many opportunities to change the outcome of Hassan’s life. But at this moment he realized he. could lose everything he has built in America, but for the first time in his life, Amir did not care about only himself, he came to essay terms with what he had done, and he was ready to redeem himself at any cost. Amir finally became the man who stood up for himself and his sins. Throughout his childhood, Amir looked for his father’s affection and he never could get it.

His father. had said “I’m telling you, Rahim, there is science is a bane essay something missing in that boy.” ‘pg.24 Amir’s father would have been proud of him at this very moment because that was all he had wanted from him. The guilt that was built over the years was finally put to rest at the safety of Sohrab. In Afghanistan when Amir stood up for Sohrab and Assef aggressively beat him up, Amir had said “My body was broken’just how badly I wouldn’t find out until later’but I felt healed. Essay On Mercy Petition? Healed at last.

I laughed.” ‘pg.289 which showed Amir had come to terms with what he had done as a child and was finally felt relieved. Although he was getting beat up, it did not matter anymore, he just wished he had stood up to bane Assef years ago, and maybe he would have earned his redemption in that alley. In chapter seven, an unthinkable things happens: Hassan is raped in an alley by a bully, Assef, and jealousy essay, Amir does nothing to stop it. He allows Hassan to be abused and is secretly a little happy that Hassan is being punished for all of the attention he has stolen (at least in Amir’s mind) from Baba, Amir’s father. He runs away from the is a essay awful scene and toyota p's case study, says, ‘ The real reason I was running, was that Assef was right: Nothing was free in this world.

Maybe Hassan was the price I had to pay, the lamb I had to slay, to win Baba’. Things get even worse in essay, chapter nine when Amir’s guilt, shame, and essay petition, anger are so great that he wants nothing more than for bane Hassan to on mercy petition be gone. Amir tries several tactics, but. none of them work. Finally he frames Hassan by planting a watch and is a essay, some money under Hassan’s bed. Baba is finally forced to ask Hassan directly about the incident. Baba came right out and asked. ‘Did you steal that money? Did you steal Amir’s watch, Hassan’? Hassan’s reply was a single word, delivered in a thin, raspy voice: ‘Yes.’I flinched, like I’d been slapped.

My heart sank and I almost blurted out the truth. Then I understood: This was Hassan’s final sacrifice for me. If he’d said no, Baba would have believed him because we all knew Hassan never lied. And if Baba believed him, then I’d be the accused; I would have to explain and I would be revealed for unforgettable what I really was. Baba would never, ever forgive me. And that led to another understanding: Hassan knew He knew I’d seen everything in that alley, that I’d stood there and done nothing. He knew I had betrayed him and yet he was rescuing me once again, maybe for the last time.

Amir wanted to get rid of Hassan, and science is a bane essay, Baba now sends Hassan away because of Amir’s lie. Unforgettable Essay? We find out later that Hassan is also Baba’s son, so Hassan is being betrayed by both Amir, his brother, and is a bane, Baba, his father. Despite that, Hassan remains loyal and loving to them both. The opening lines of the book speak of essay Amir’s guilt and remorse:That was a long time ago, but it’s wrong what they say about the science bane past, I’ve learned, about jealousy essay, how you can bury it, Because the past claws its way out. Looking back now, I realize I have been peeking into that deserted alley for the last twenty-six years.

Amir lives with this guilt for a long time; more than two decades later, a family friend, Rahim Khan, offers Amir a chance for redemption. He wants Amir to come back to Afghanistan to rescue Sohrab, Hassan’s son, from an orphanage. Hassan died. in another act of loyalty to bane the family. Amir finally agrees to rescue the boy who, it turns out, is in a much worse place than an orphanage by the time Amir finds him. That was supposed to be the on friendship end of science bane essay his obligation: Amir would rescue his nephew, Baba’s grandson, and leave him with a nice family in essay, Pakistan. Instead, Amir is moved to bring Sohrab back to the United States and raise him as his own son. This act of rescue serves as an act of science essay redemption, both for his own sins and 7th grade essay prompts, his father’s against the true and loyal Hassan. Search our thousands of essays: If this essay isn't quite what you're looking for, why not order your own custom English Literature essay, dissertation or piece of coursework that answers your exact question?

There are UK writers just like me on essay hand, waiting to help you. Each of us is qualified to a high level in our area of expertise, and we can write you a fully researched, fully referenced complete original answer to your essay question. Just complete our simple order form and white tropics discourse, you could have your customised English Literature work in science essay, your email box, in as little as 3 hours. This English Literature essay was submitted to us by a student in order to help you with your studies. This page has approximately words. If you use part of this page in your own work, you need to provide a citation, as follows: Essay UK, Essay: The Kite Runner by study, Khaled Hosseini . Available from: http://www.essay.uk.com/essays/english-literature/essay-the-kite-runner-by-khaled-hosseini-2/ [02-10-17]. If you are the is a bane essay original author of this content and no longer wish to have it published on our website then please click on toyota marketing the link below to request removal:

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