Concert report Essay Example | Topics and Well Written Essays - 750 words - 1

Concert report - Essay Example The variations are played without any gap. A person not having knowledge of music cannot differentiate in variations. Classical touch of music and use of different variations in continuity is the beauty of the concert. In the Tchaikovsky Variations – a fresh kaleidoscope joining together procedural fireworks with demonstrative lyricism and an exciting choice that motivated Liszt to favourably say: â€Å"This is real music!† The music is very delicate and musicians showed rhythm in moving from one variation to the next one. Antique-edged themes through each of the seven vibrantly contrast variations and postscript with a skilled concern for tonal range, colour and balance as well. Capuà §on’s agile solo line is competently playful, sad and fervent by turns, Gergiev accompanying with a love-struck precision of touch to offer a reading that is delicate but not very deliberate, elegantly refined without ever keeping superiority in danger. Although the musicians had to play for a long time but they controlled every moment of orchestra. The instruments used were mainly woodwind, horns and strings and a lot of effort is visible in coordination of instruments. The musician’s technical ability sounds very good and energetic. Specially the feelings which they convey in a variation and then smooth transition from one variation to another shows the technical quality and skill of musicians. This a great display of classic music. This performance is equal to famous Rostropovich/ Karajan performance that is on DG. Yes, they really seem well prepared for the concert. Just feel the lyrics and continuity of emotions and variation carried forward by the musicians. Every theme and variation was able to clearly convey the message to viewers and occupy their mental feelings with classical music. Now if we talk about the first variation, it is in triplets, and when it reaches the mid point then theme is redefined by orchestra. The sound is high quality and

Formal Sales Process in Small and Medium Size Enterprise (SME) Essay Example for Free

Formal Sales Process in Small and Medium Size Enterprise (SME) Essay Introduction History and evolution of formal sales process Formal sales process refers to sales strategies that provide organization sales management with the direction on how to ensure effective and efficient sales. The process can also refer to the steps taken by the management to ensure satisfaction of customers buying process in a more successful way. Notably, formal sales   process allow companies especially Small and Medium Enterprises (SMEs) to enhance their competitive advantage, and ensure effective sales by teaching sales teams how to succeed. The sales process dates back to ancient times but for the purpose of this study I will be focusing on post World War Two. It is surprising that there is little research on the history and development of the sales process as sales are vital to the survival of business. The earlier sales process models stem from the behavioral model AIDA (Awareness, Interest, Desire and Action) attributed to E. St. Elmo Lewis in 1898.   This was developed to help guide the sales force (Kotler 1999; Sheth and Sharma 2008). The sales process is inextricably linked to the buying process, which has developed significantly over the decades. It has changed from a transactional activity into a strategic supply chain function looking to add value to the business (Axelsson and Wynstra 2002; Cousins and Spekman 2003; Ketchen and Hult 2007). Through the development of the sales process there have been three key changes. The first is the development of the ‘seven steps of selling’ (Dubrinsky 1980) which is based on the AIDA model. The second is the ‘evolving selling process’ (Moncrief and Marshall 2005) which expands on Dubrinsky’s model and brings it up to date, with the advent of the internet and changes in the buying process. Third is ‘value based selling’ (Rackman and DeVincentis 1998) which analyses each element of the sales process, with specific focus on the buyer’s ‘problem’ and the real ‘implications’ of the problem. This model provides focus to the sales process into adding value to the customer. In their report, Davies et al, highlight the fact that ‘no-one was measuring true sales ability’ and goes on to study the behaviors and skill set of sales professionals. Regarding measurement, Sharma said ‘what gets measured gets improved’ which start to address the critical issues of visibility and what to measure. Neely states, ‘an organization need to identify an appropriate set of measures to assess their performance’ (Neely 2007; p149).   Regarding behavior, Covey (1999) talks about responsibility and accountability which is a critical area of any sales process, be it formal or not. Weather, or not, an organization has a sales process, the world, and customers, are changing and the approach to sales has to change to ensure complacency does not set in (Kotter 1996). The culture and management of an organization will also impact the sales process, and vice versa, in positive and negative ways (Handy 1991). Womack and Jones (2003) are pioneers in lean thinking and believe manufacturing processes and the elimination of waste can be transferred into the back office side of the business including sales. One of the key themes that have surfaced from initial reading is that sales is a process, which needs to be followed, measured and improved to help increase the sales funnel, or pipeline, in order to grow sales (Miller and Heiman 1994; Zoltners, Sinha and Lorimer 2004; Thull 2010; McClay 2010). Porter (2004) believes that when working with customers it is important to add value and create a competitive advantage. In addition to this, Doyle suggests that the sales process can add value and create competitive advantage, which will ‘contribute to achieving the company’s objectives of growth and profitability though meeting the needs of the customers’ (Doyle 2002: p.2).   When a formal sales process has been implemented, there is much evidence to support that the sales process should be aligned to the sales strategy and to the company strategy (Kaplan and Norton 2006; Johnson, Scholes and Whittington 2008; De Wit and Meyer 2010). In contradiction to the majority, Adamson, Dixon and Toman (2013) challenge the need for a formal sales process and believe the sales function’s approach should be based on insight and judgment. Effects of a formal sales process on an SME and its people Selling is a communal as well as a business activity and can be defined quite simply as â€Å"making a sale† underpinned by several strategies and personal skills across a range of tasks and promotion situations (TAS Group, 2014). The sales task within a business is accountable for the vital creation of revenues, delivers financial stimuli and forms the fundamental connection between a business and its customers (McClay, 2010; Moncrieff and Marshall 2005). Moreover, business dealings rely on persons and more so how they transact with customers, making the buyer-seller edge a highly capricious interface. On the other hand, formal sales process is the sales strategies that provide the sales management force with the direction on how to sell.   It is the process that allow companies especially Small and Medium Enterprises (SMEs) to scale their sale force by teaching sales teams how to succeed. According to Johnson et al (2006), formal sales process provides the sales management team with a framework from which to manage and enable measurement and continuous improvement of the sales force performance. More specifically, a formal sales process enables sales managers maintain control over specific sales behaviors as dictated by the system adopted in Small and Medium Enterprise (SMEs).   Formal sales processes in the SMEs context help sales management teams. They also help managers understand which measures should be adopted for understanding prospecting, qualifying and performance measurement. Additionally, formal sales processes enable sales managers learn how to replicate good behaviors and eliminate undesirable ones besides recognizing problems before they turn to be major roadblocks (Lii, 2011). If there is one component of the selling system that is most taken for granted is the sales process. Although executives spend some of their times forming strategies, developing   entrepreneurial skills and measuring performance   of their employees, they hardly strategize on the formal sales process; that is the activities their salespeople must execute to   shift an activity from lead generation to closure (Lii, 2011). In a broad spectrum, the sales process, be it be formal or informal is the backbone of any sales force.   According to Lii (2011), the formal sales process is selling strategy, which was introduced to facilitate a sell-aside process in sells concerning public mergers and acquisition context. Moreover, the sales process is a much more advantageous in the sales process involving Small and Medium Enterprises’ and is quite distinct from the traditional means of executing sales.   Notably, for a sales process to be termed as good and successful, the right steps at the right time should be initiated and adopted within the Small and Medium Enterprises   vicinity as well as   making the right decisions. As argued by Blair (2005), for the formal process to work in the SMEs, the sales management team should work  Ã‚   tirelessly to keep the correct movement in track. This owes to the fact that without a good flow in selling and buying for the prospective customers to follow and for the sales management team to follow, the sales will remain to be low and potential customers may look elsewhere (Blair, 2005). Formal sales process allows SMEs to scales its sales force by teaching its sales people how to success. Contrary to the informal process that is normally adopted by many and characterized by unorganized techniques, formal sales process in SMEs measures and manages the sales force. Consequently, Sales management teams understand this and strive to develop standard operating strategies for their workforce to follow hence the formal sales process (Johnson et al., 2006). Essentially, the nature of sales process has critically changed. Sales organizations are being reinvented to better address the needs of the changing marketplaces. More evidently, there are different drivers of change in diverse sales organizations that have been identified in reinventing sales organizations and are perceived to help an organization compete successfully in today’s selling environment. With the use of the formal sales process, different Small and Medium Enterprises (SMEs) have realized a measurable change in the levels of sales they acquire. The formal sales process has enabled SMEs to build long-term relationships with their customers. According to (Dar, 2006),this is because formal sales process is a structured line of attack that enables time-to-time assessment of customer’s value hence focusing on the high- priority customers. Secondly, formal sales process aids in creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups. It is in this perspective that formal sales process is beneficial in that it enables Small and Medium Enterprises’ (SMEs) compete well in the entire markets when willing to customize   their sales efforts to meet their customers preferred ways of doing business (Adamson et al., (2013). In addition, in the modern markets; especially SMEs related markets, flexibility which is important to the formal sales process is viewed as an asset, which can determine the level of sales. Thirdly, according to Dar (2006), with the adoption of formal sales process, SMEs gain greater job ownership and commitment from sales management team. Moreover, this is only accomplished when the formal sales team removes functional barriers within the sales organization more so by leveraging the teams experience as a whole. More importantly,   formal sales process helps shift the sales management style from commanding to coaching. In this, the sales management team and managers create a conducive environment that allows the sales team uses their talents and abilities to secure, build and maintain relationships with the profitable customers. Davis et al (2011) discuss that for the formal sales process to work efficiently and yield the desired results, the management style has to change. Nevertheless, the other visible formal sales impact on Small and Medium Enterprises (SMEs) is that formal sales process enables leveraging of the available technology for the success of the sales management team ( Dar, 2006). For instance, formal sales have greatly changed the traditional (informal) sales process in that, its adoption leads to adoption of technological tools. Therefore, sales teams that use the available technology well have a strong competitive edge over others. Consequently, firms globally are investing millions of money in technological advancement in the sales sector to help improve their sales performance. Finally, According to Hayes, (2003), the integration of the formal sales process in then SMEs sales platform encourages the acceptance of better integration mechanisms for sales-team performance evaluations.  Ã‚   Essentially, a real weakness of the informal sales process in the verge of the Small and Medium Enterprises SMEs is on how to evaluate and ultimately reward the sales personnel. However, the use and integration of the formal sales process has solved these problems and instead provided well-marked evaluation strategies hence bringing a positive image of the SMEs and works successfully as a strategy for sales Different sales processes A sales process or strategy is not all about closing business deals; it is about defining a sales process that vividly reflects the image of the organization or firm, the firm’s customers, the products or services it offers and the solution that it offers in the market. By truly understanding its customers and by desiring to solve its customer’s problems, a business can plan to execute a sales process that will accelerate the likelihood of reaching its ultimate goal (Sales educators, 2006). According to the sales educators (2006), there is no specific best way to conduct the sales process. A company’s personality and the sales team desire to achieve as well as the firm’s background determines the type of sales technique that best suits its sales endeavors ( Porter, 2004).   Even though every company in the corporate world has its own sales methodologies, it is always advised that trying different sales processes is healthier. This is because new sales methods keep a company out of rut and may even work better than expected. Therefore, many salespersons even those operating in the B2B environment use a combination of different approaches (Rackman DeVincentis, 1998). The different sale processes mostly utilized by different sales teams include; older takers, inside sales, outside sales, the guru, the consultant, the networker, the hard seller and active sales among others. Most importantly, every sales process is aimed at increasing the sales to the current customers and finding new ones. However, different businesses and organizations deploy numerous sales processes with shockingly ineffective results. In some cases, when sales management teams use more than one sales process, customers are to same point confused by the different methods of every firm and probably cross selling is limited (Neely, 2007). Sales processes vary significantly according to how much a seller adapts to different selling situations and how much the selling team adapts to customer encounters during the entire sells encounter. According to Neely (2007), among the best sales processes or approaches are the problems solving models, needs satisfaction and consultative selling. Among the three mentioned types of selling processes, in terms of rethinking the sells process, researchers endorse their use to fit any situation on the ground. Neely (2006) argues that consultative selling process is appropriate when the customer is willing to share strategic priorities with the seller and sees the seller as being capable of supporting the customer’s strategic initiatives. Universally, every business is inimitable, hence it should have exceptional sales process to sell service and manage different customers under diverse conditions (Kotter, 1996). Therefore, sales researchers including sales managers across the world are disturbed by the question on whether business should adopt generic sales processes or implement and strengthen a specific sales strategy.   Since business aim at working with the most profitable strategies, studies prove that nonspecific approaches are demanding and possess numerous demerits that include; lack of custom customer profile, lack of metrics that matter, and its association with inflexible business management approaches among others (Johnson et al., 2008). Therefore, sales process needs to be specific. How a formal sales process can improve performance and competitive advantage? According to Thull, (2010), sales process is one of the most components of the selling system that for many decades has been abandoned by many Small and Medium Enterprises (SME). The author eludes that failure to effectively execute a well established formal sales process acts as an impediment to performance and successes of the organization. As a matter of fact, sales process is a vital component in an organization that if well implemented can lead to enhanced competitive advantage and performance or an organization. TAS Group, (2014), affirms that sales process is the backbone of an organization and should not be overlooked at any cost. Notably, most sales managers in many organizations spend most of the time coming up with strategies, building tools, measuring performance and developing skills (Rackman and DeVincentis, 1998). Nevertheless, the author affirms that only a few organizations consider and ensure effective implementation of a well established and organized formal sales process. A sales process in this case is regarded as series of task that must be undertaken by salespeople within an organization to tap and generate opportunities from the lead to closure (Thull, 2010). In a broad spectrum, sales process is an essential component of any sales force in an organization and if carefully and effectively implemented can impact on the success of the organization even in a highly competitive business environment (Thull, 2010). According to Rackman and DeVincentis, (1998), overlooking sales process within an organization hinders sales performance and output even though the organization sales executive have laid down well established sales strategy, tools, skills and metrics in place. Without doubts, this implies that effective of formal sales process implementation in a SME is a strategy of enhancing the performance or the company (Rackman and DeVincentis, 1998). More importantly, sales process can be used to improve the competitive advantage of an organization especially when the process is aligned properly with the customer’s target. In this case, effective alignment of the two lead to enhanced competitive advantage through creation of a world class sales force (TAS Group, 2014).   Performance of an organization is enhanced by the sales process in the sense that the process provides mechanisms of measuring performance. According to Rackman and DeVincentis, (1998), an organization has nothing to measure if it does not have a process.   The author adds that it is difficult improve organization performance if there are no mechanisms of measuring the current performance. Ultimately, sales process is undoubtedly an effective component in an organization to stir performance as it provides mechanism of determining the current performance of the organization and propose changes that need to be effected to improve the performance in the long run.   Essentially, the sales process is critical in SME as it provides a logical framework with various activities, milestones and targets that are used to measure performance (TAS Group, 2014). In this case, an organization which effectively implements sales process is likely to have improved performance. Use of diverse measure in the process of sales process such as calls reports by the salespersons are vital in ensuring they work hard and thus improve the overall performance of the Small Medium Enterprises. According to TAS Group, (2014), the major focus to enhance the organization performance and competitive advantage is simply ensuring effective alignment; implementation and renewal of sales process faster and efficiently than other competitors. Sales process in some way behaves like manufacturing process. In this case, improving sales productivity within a SME, various measures must be put in place stating from the initial sales stage to the end point (TAS Group, 2014). Development of measures ensures that the sales process adopted and implemented by a particular organization is able to address all the need and expectations of the customers through effective alignment of the buying and selling processes. The process of formal sales in SME can never be undermined owing in mind that the process aims to ensure a close relationship between the buyers and the sellers through the use of salespersons. Creation and maintenance of a good relationship between the two parties is imperative as it ensure the needs, concerns and expectation of the buyers are addressed in time and thus result to loyalty (Thull, 2010). This in turn helps to improve the performance of an organization since there will be enhanced sales volume. The presence and implementation of formal sales process is evidently a vital component in ensuring organization have close contact with their customers including prospective customers. In a broad spectrum, development of an effective relationship and alignment of the buying and selling process is crucial in ensuring customer’s loyalty. In this regard, improved customer’s loyalty creates confidence to the organization in terms of increased sales volume and thus enhanced competitive advantage compared to its rivals (Thull, 2010).   In addition, the relationship helps the organization to work harder to ensure maximum satisfaction of the customers need and concerns through addressing various challenges facing the process and discovering opportunities that may arise. This also helps to improve the performance and competitive advantage of organizations especially Small and Medium Enterprises. Essentially, sales process aims to ensure an effective alignment of the salesperson’s selling process with the customer’s buying process. Effective alignment of the two processes is vital to organizations as it ensures needs and expectations of the customers or rather the buyers are met in every step of the buying process. In addition, the alignment leads to an effective and efficient sale in the long run hence improved performance (Porter, 2004).Similarly, if the customer’s needs and expectations are carefully addressed through the sales process, it is more likely that the competitor will not have the opportunity to entice the same buyer to turn to their organization in this way, sales process helps to enhance competitive advantage of Small and Medium Enterprises (Porter, 2004). A critical assessment of how a sales process aligns with a customer buying process According to Davis et al, (2011), sales have two different sale view points, that is, the seller’s and the buyer’s perspective. However, the two sale point differs based on their importance. The buyer’s perspective is more essential compared to the seller’s point of view due to the fact that satisfaction of the buyers is the utmost objective of the sales process. Davis et al, (2011), affirms that organizations have to ensure diverse initiatives and means to ensure satisfaction of the buyers needs and expectations as their purchasing power depend wholly on their perception on organization’s effort to ensure satisfaction (TAS Group, 2014). The buying and selling process are mirror images of each other. Notably, buying process refers to the various steps that current customers use to identify and fulfill their need and expectations (Zoltners et al, 2004). Buying process may vary in time based on the type of product or services a customer want to purchase. However, being short or long, the work of a seller is to ensure buyer or rather customer satisfaction in every step. On the other hand, selling or sales processing is simply the steps or activities that are undertaken by sellers to ensure accomplishment of buyer’s goals, needs and expectations. According to Handy, (1991), buying and sales processes are mirror image of each other in an effective sale.   The two processes align together in that they usually start together and end together having common steps or activities between them. According to Kaplan and Norton, (2006), successful alignment of sales or selling process with the buying process in as essential component within an organization especially SME as it ensure effective and efficient sales. The author affirms that the alignment is based on the way the buyer go from one step to another (buying process), as fast as possible with the aim to find goods and services that satisfy their needs and expectations from the seller, while the seller undertakes and closes all steps with the aim to meet customers or rather buyer’s need throughout the process (Handy, 1991). Dubinsky, (1980/81), suggests that when selling and buying process work together, the result is that sales will be successful and efficient and most importantly, the expectations and the needs of the buyer will be met. In broad spectrum, the alignment of buying and sales process tends to ensure that every step of buying process correspond to a particular step of the sales or the selling process (Dubinsky, 1980/81).   The figure below illustrate how the customer’s buying and salesperson selling processes are aligned to ensure satisfaction of buyers at every step and ensure effective and efficient sales within and organization over a given period of time. Aligning buying and selling processes Customer’s buying process Salesperson selling process However, if there is no close relationship between the two process (customers’ buying and salespersons selling processes), the entire sales process is likely to be inefficient and ineffective. In this regard, the expectations and needs of the customers will not be fully met by the salespersons. According to Kaplan and Norton, (2006), sellers should be keen during sales process to ensure they do not omit any step or in other words ensure every buying process step correspond with a particular selling process step. According to Kaplan and Norton, (2006), misaligning the two processes has greater negative impacts to an organization. For instance, omitting a particular step in the sales process that is aimed to correspond to a particular step in the customer’s buying process means that specific need and expectations of the buyers will not be met. This in turn interpret that the customers will turn to other organizations that keen in addressing their needs thus losing their competitive advantage and lead to decline in performance (Dubinsky, 1980/81). Critical assessment of alignment of customer’s buying process and the salespersons selling process brings out the need for SME to adopt and implement an effective sales process within their organization to ensure they meet their customers need and enhance sale, competitive advantage and performance in the long run (Kaplan and Norton, 2006). Factors to consider when designing, or redesigning, a formal sales process and to make recommendations to the owners of an SME Traditionally, the sales departments have operated informally, with each sales person acting in their distinct ways that in most cases are non-documented, personally derived and non-measured. With the current escalating competition in terms of sales, price war and technological development and design of new and redesign of the existing formal sales processes is inevitable. In response to these forces, small and medium size enterprises need to plan, implement and control their personal contacts programs in order to achieve sales and profit motives of the firms. Designing of formal sale process is a complex and critical undertaking that requires careful scrutiny and a logical examination in its development since it is core in the success of a business (Rickman and DeVincentis, 1998). The going concern of a business entity largely relies on the effectiveness and operativeness of the sales processes in place. Small and medium size enterprises exist with a view to making profit and there fore effort should be made to ensure that they remain competitive and retain a reputable status in the market. Due to, the fragility and sensitivity of formal sales process design and redesign, several factors should be put into considerations in order to safeguard the successful life of the firms. For instance, competencies and skills available in the firm, encompasses the qualification and experience of employees especially management and the Sales department staff. For example the less experienced low level manager spend most time in staffing, monitoring and giving directives to salespersons. The top managers on the other hand, are generally concerned with complex issues of planning, budgeting organizing and coordinating sale strategies with other objectives of small and medium size enterprises. The new design should accommodate the available skill and technology. In the event of limitation of the part of staff qualification, it is worthy to reconsider redesigning the sales strategies, to make them possible to implement operate and eventually achieve the objectives set by the management.   According to Lodato (2006), business sale strategies should be implemented with efficiency with the sole priority of increasing sale despite the completion from rivals. Further more, a look at the geographical coverage and the nature of clients helps determine the correct direction to take. Expansion of business to include a wide coverage necessitates redesigns of sale s process to incorporate the needs and worried of new clients explored. This is through studying and examining their lifestyles, culture and believes and the consumption behavior (Tas Group, 2014).The formal redesign will be there fore necessary in as a way of reinforcing new ways of behavior. Additionally, the sales price and the customers’ economic status should be put into attention. It is worth noting that people consumption pattern entirely depends upon their social economic position and the value of goods and services offered in the market. Visions of the firm should not be trodded underfoot in the process of designing and redesigning the firm’s formal sale process. The necessity of vision and plan in implementation of firms’ objectives is immense (Porter, 2004), Incorporating the vision of the firms is instrumental in determining whether or not the existing strategies are sufficient or not and the need to streamline them to preserve attractive culture of internal work. Solely adding more marketing and sales people is not sufficient .however it should be back up by the firms operational capabilities may produce sale revues needed to increase continuous growth and improvement. Other issue to reflect in designing of formal sales process (FSP) is the workers’ motivation. The current level of employee’s inspiration should be assessed and its effectiveness determined. According to Lauby (2005), motivated workers are highly productive compared to their counterparts irrespective of the qualification and skills possessed. There for the factor that drives employees to their peak performances are determined, followed by implementation of the motivation program. Since not every employee is motivated by the same thing, there is need to include diverse programs ranging from bonus pools individual recognition rewards and group performance acknowledgment. This makes workers feel appreciated for the job well done (Lauby, 2005, p.291) With a view to improving the sale level with business organizations, the manager and owner need to make realignment and readjusted of the operations within the entity and incorporate mechanisms to link product buying process and formal sales process. Majorly, emphasizing on the competence of sales and marketing staff to ensure the easy and efficient implementation of developed marketing strategies at all level of business operations. Recruiting personnel with high qualification that met the current market demands and cope with the stiff competition. The owners should use this as a competitive advantage to maintain their status and reputation. Additionally they ought to explore the nature of their customers with respect to culture, social economic and consumption behavior and pattern especially in new markets discovered. Moreover, the owners should institute programs aimed at motivating the workers. Establishing individual and group recognition reward will make employees feel acknowledged for their work well done and as a result stimulate their peak performance. References Adamson, B., Dixon, M., and Toman, N., 2013. Dismantling the Sales Machine. Harvard   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   Business Review Axelsson, B., and Wynstra, F., 2002. Buying Business Services. Chichester: John Wiley and Sons   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   Ltd. Blair, C. (2005). Four characters of selling: Speak the way your buyers listen, listen the way   Ã‚  Ã‚  Ã‚  Ã‚   your buyers   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   speak. Calgary: West Creek Resources. Blaxter, L., Hughes, C., and Tight, M., 2006. How to Research. 3rd Edition. Maidenhead: Open   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   University Press. Bryman, A., and Bell, E., 2003. Business Research Methods. 2nd Edition. Oxford: Oxford   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   University Press. Cousins, P.D., and Spekman, R., 2003. Strategic supply and the management of inter and intra- organisational relationships. Journal of Purchasing and Supply Management, 9(1), 19-  Ã‚  Ã‚   29. Covey, S.R., 1999. The 7 Habits of Highly Effective People. London: Simon and Schuster UK    Ltd. Darr, A. (2006). Selling technology: The changing shape of sales in an information economy.   Ã‚  Ã‚   Ithaca, N.Y:   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   Cornell University Press. Davis, I.A., Le Meunier-FitzHugh, K., Ryals, L.J., and Ward, R. 2011. Improving the Sales   Ã‚  Ã‚  Ã‚  Ã‚   Force. Cranfield University Paper. De Wit, B., and Meyer, R., 2010. Strategy Process, Content and Context International   Ã‚   Perspective. 4th Edition. Hampshire: Cengage Learning EMEA. Doyle, P., 2002. Marketing Management and Strategy. Essex: Pearson Education Limited. Dubinsky, A.J., 1980/81.   A Factor Analytical study of the Personal Selling Process. Journal of Personal Selling and Sales Management. 1(1), 26-33. Easterby-Smith, M., Thorpe, R., and Jackson, P., 2012. Management Research. 4th Edition.   Ã‚  Ã‚  Ã‚   London: Sage Handy, C., 1991. Gods of Management. Great Britain: Souvenir Press Ltd. Hayes, I. S. (2003). Just enough wireless computing. Upper Saddle River: Prentice Hall. Iii, H. C. W. (2011). Sales: What a concept!. S.l.: Lulu Com. Johnson, G., Scholes, K., and Whittington, R., 2008.   Exploring Corporate Strategy. 8th Edition.   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   Essex: Pearson Education Limited. Kaplan, S., and Norton, P., 2006.   Alignment: Using the Balanced Scorecard to Create    Corporate Synergies. Massachusetts: Harvard Business School Publishing Corporation. Ketchen, D.J.Jnr., and Hult, G.T.M., 2007. Bridging Organisational Theory and Supply Chain Management: The Case of Best Value Supply Chains. Journal of Operations   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   Management, 25, 573-580. Kotler, P., 1999. Kotler on marketing how to create, win and dominate markets. New York: Free   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   Press. Kotter, J.P., 1996. Leading Change. Boston: Harvard Business School Publishing. Lauby, S. J. (2005). Motivating employees. Alexandria, Va: ASTD Press Lodato, M. W. (2006). Integrated sales process management: A methodology for improving   Ã‚  Ã‚  Ã‚  Ã‚   sales   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   effectiveness in the 21st century. Bloomington: AuthorHouse McClay, R., 2010. Fortify Your Sales Force. New Jersey: John Wiley Sons Inc. Miller, R.B., Heiman, S.E., and Tuleja, T., 1994.   Successful Large Account Management.   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   London: Kogan Page Limited Moncrief, W.C., and Marshall, G.W., 2005. The Evolution of the Seven Steps of Selling. Industrial Marketing Management. 34(1), 13-22. Neely, A., 2007.   Business Performance Measurement: Unifying Theory and Integrating   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   Practice. Cambridge: Cambridge University Press. Neville, C., 2007. Introduction to Research and Research Methods. [PDF] University of   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   Bradford. Available at: http://www.brad.ac.uk/introduction-to-research-methods.pdf   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   [accessed 8th June 2014] Porter, M. E., 2004. Competitive Advantage. New York: Simon and Schuster Inc. Rackman, N., and DeVincentis, J., 1998. Rethinking the Sales Forces: Redefining Selling to   Ã‚  Ã‚  Ã‚  Ã‚   Create and Capture Value. Washington, D.C.: McGraw-Hill. Sales Educators. (2006). Strategic sales leadership: Breakthrough thinking for breakthrough   Ã‚  Ã‚  Ã‚  Ã‚   results. Mason, Ohio: Thomson. Saunders, M., Lewin, P., and Thornhill, A., 2012. Research Methods for Business Students. 6th Edition. Harlow: FT Prentice Hall. Sheth, J.N., and Sharma, A., 2008. The impact of the product to service shift in industrial   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   markets and the evolution of the sales organisation. Industrial Marketing Management,   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   37(3), 260-269. TAS Group, 2014. Sales Process Optimisation and the Enterprise. White Paper. Thull. J., 2010. Mastering the Complex Sale. 2nd Edition. New Jersey: John Wiley Sons Inc. Womack, J.P., and Jones, D.T. 2003. Lean Thinking. New York: Simon and Schuster Inc. Zoltners, A.A., Prabhakant, S., and Lorimer, S.E., 2004. Sales Force Design. New York:   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   Palgrave Macmillan.

A World of Freedom With Chains Attached :: essays research papers fc

Everyone has heard of the Internet and how it is going to help set the world free. The Internet is the fastest growing form of communication and is becoming more and more commonplace in the average American home. Companies these days do big business over the Internet, and online shopping has grown tremendously in the last few years. For instance, the online auction site eBay sells millions of items every year online. Many companies are making even more plans to expand their business to the Internet. Wireless, borderless communication and the uninterrupted flow of information have been promised to bring democracy, education, and culture to every corner of the world with a phone line. Unfortunately, there have been numerous attempts lately to censor the Internet in the name of â€Å"decency.† If the Net is controlled, regulated, restricted, or censored in order to keep it â€Å"clean,† it will have severe effects on its capabilities and potential. In recent years, America and other leading countries’ economies have become increasingly dependent on the need to instantly move large amounts of information across long distances. Computerization has changed everyone’s life in ways that were never before imagined. The global network of interconnected computers allows people to send electronic mail messages across the world in the blink of an eye and stay updated on world events as they happen; the world has become a much smaller place as a result of this global communication and exchange of ideas. There have also become thousands of online â€Å"communities† of people who share common interests through message boards, chat rooms, and electronic mailing lists (Wilmott 106). At present, the Internet is the ultimate demonstration of the first amendment: free speech. Here is a place where people can speak their mind without being punished for what they say or how they choose to say it. The Internet owes its incredible worldwide success to its protection of free speech, not only in America, but also in countries where freedom of speech is not guaranteed. For some, it is the only place where they can speak their mind without fear of political or religious persecution (â€Å"Cyberchaos†). The Net is also one of America's most valuable types of technology; scientists use email for quick and easy communication. They post their current scientific discoveries on online newsgroups so other scientists in the same field of study all over the world can know in minutes.

Auditory Learning Style Essay

Individual differences establish the well-acknowledged concept of the variety of learning styles exhibited by learners. This means that learners are likely to learn differently according to their fortes and preferences. The ability to learn by using one’s auditory capabilities is one learning styles. Students who are more likely to learn through auditory learning styles focus on the things that they hear. Information that they obtain through auditory sounds is more likely to register within their minds, allowing the retention of the information, thus, reinforcing the learning process. Other learning styles include bodily-kinesthetic, visual, social, and such. With this in mind, teachers should be able to realize the need to accommodate these individual differences regarding learning styles in order to teach purposefully and efficiently, realizing the goals and objectives of learning. However, accomplishing this particular motive is not an easy task since teachers themselves have their own learning styles. It becomes a difficult challenge for teachers to accommodate all learning styles when they themselves are inclined to learn by a singular means. For the remainder of this text, the strategies and techniques on how to facilitate the different learning styles exhibited by the students considering I myself display an auditory learning style will be discussed. Since the issue concerns me as a teacher, I believe that the changes or modifications should start from me. Primarily, I should not even consider or dwell on my learning style as it will only contribute to the difficulties of trying to get over the challenges of overlooking all the varied learning styles. The task at hand should focus on understanding the structures and dimensions of each learning style. In this way, I will be able to obtain comprehensive knowledge on how students with unique learning styles are able to learn and from this kind of information, design the teaching-learning or instructional process in order to facilitate the various learning styles. However, the first thing that I should do is to conduct a survey or to observe how my students learn in order to identify the kind of dynamic styles that exist within the learning situation. Perhaps, exhibiting auditory learning style myself would be able to help in achieving my purpose of accommodating the various learning styles of my students. Surveying or understanding their learning needs may be implemented through recitation. This is so, because my own personal learning style permits me to learn most efficiently by hearing, and conducting a recitation to understand their motivations and preferences during the learning process will greatly assist my in my considerations of what they need during the teaching-learning process. In addition, during the learning process, it would help to listen to the students in order to pick up some hidden concerns or complaints that I should be considering in designing the teaching-learning interaction. Responding to the acquisition of knowledge on the variety of learning styles is another challenge that I should be able to conquer. For instance, each lesson or course presented to the learners should be able to incorporate all strategies or techniques that are common to the various learning styles in order to accommodate all the students. For instance, an entire lesson should utilize music for auditory learning styles, iconic materials such as pictures and videos for visual learning styles, practical activities such as demonstrations, role-playing, dramatizations, and such for bodily-kinesthetic learning styles, groupings and social interaction for the extroverted learners, individual work sheets and activities for the introverted learners, etc. The most important thing to consider is to incorporate the requirements or necessities of each learning style, particularly on the instructional materials that are being utilized to facilitate the learning process.

International Management Essay

In the first article titled â€Å"Developing an effective repatriation strategy for MNC: A model and tools for international human resource management†, the authors explore the rather forgotten aspect of repatriates. This is a specific targeting the area of international human resource management. According to the authors, repatriated employees have not received the focus they should especially about their full inclusion into the companies. As such, expatriates have suffered on various fronts, ranging from the emotional disharmony to the general loss of contact to the company. The authors fault the fact that multinational companies have not been able to come up with policies and procedures to support these expatriates. They point out that these companies fail to accommodate the expatriates just as they fail to recognize the existence of this category of employees. They also point out the fact that companies have the responsibility to provide support services for their expatriate employees (Chew, 2008). The second article titled â€Å"Analyzing International Trade Patterns: Comparative Advantage for the worlds major Economies† focuses on the relationship between comparative advantage and other comparative factors in relation to the overall benefit obtained from having such an advantage by a country. The authors go ahead to analyze the comparative advantage of the major economies in the world. They bring out the single most important contributor to these countries’ high development as having its roots in the fact that they have succeeded in achieving high exports. The author brings out the fact that these countries put together, comprise over 80% of the global exports in terms of manufacturing products. According to the author, the achievement of high production of goods by these countries has in the end meant the cost of production has reduced. The high exports and resultant cost reductions on goods, makes such countries stronger economically and puts them above other countries. The first article brings into focus some forgotten but very relevant issues on expatriates. Indeed it is estimated that over 20% of the people working in most industries in developed countries are expatriates. The lack of strategies towards the full integration of such people has meant a great deal of discomfort to them. Mead (2005) agrees that there are issues applying to expatriates that need to be specifically addressed by policy makers. It is the mandate of the human resource department in companies to come up with strategies to absorb them. There are many benefits that accrue to a company that is able to employ expatriates. Apart from the special technical interests that they may bring to the company, they can also help the company in setting its global focus (Goderham, 2003). This can come in the areas of new markets or new global marketing fronts. As such it is of value that companies really think in terms of integrating such employees. The adoption process of such people however ought to be guided by policy and a development of strategies fully targeting them. The setting in motion of this process is informed by four major steps that the companies have to take. Indeed if companies were able to follow the four steps, they would benefit a lot from this category of employees. The first thing that companies have to do is to develop a policy. This should be a duty to be aggressively undertaken by the human resource departments of the companies. Companies have the mandate to come up with the policies that are aimed at integrating, supporting and hence adopting their expatriate employees. The second thing that should be done is the setting up of an agreement. This is in view to the fact that the difficulties and poor conditions of working encountered by the expatriate workers may not be similar to those experienced by the other category of workers. As such there should be a collaborative effort between the expatriates and the companies to ensure the terms are supportive to the expatriates present conditions and restrictions. The third thing is that companies should aggressively undertake efforts towards the development of an internal program aimed at monitoring issues on expatriate employees. Such a program should have the capacity to monitor the implementation of the strategies targeting expatriates. There should be a continuous process program (Goderham, 2003). The establishment of such a program should be finalized by the setting up of the necessary tools to evaluate its achievement of the objectives in helping the expatriates become fully integrated. The second article brings into focus another issue different from the first. The focus of this second article is on the idea of competitive advantage of countries. Indeed it is the main focus in many countries today as they strategize towards becoming great economic powers. The real concept communicated is that with an increased focus on exports much can be achieved. The focus on exports as a tool towards economic boost of a country is an old strategy. It is the main strategy behind the idea of mercantilism as used by the British. They knew that when they exported more and imported less, it would go a long way in making their economy grow. As such they sought to acquire more colonies as exclusive markets for their product. This dimension towards export, in the end ensures more benefits and a strong economy. The principle behind the idea of mercantilism is used by many developed economies in the world. They seek to export more and import less. This has in the end made them stronger economies. To understand the real impact from the exports towards boosting a country’s economy, there is need to understand three fundamental concepts and how these concepts interact to achieve what is called a country’s competitive advantage. These concepts are the relative costs, cost ratios and the absolute advantage. There is need to focus on these factors individually. Relative costs are those obtained in the comparison of the cost of an item against other items in the same country. This comparison in ratio terms is what gives us the cost ratio. The cost ratio is what can then be compared to the other countries to get a country’s absolute advantage. Absolute advantage itself is a factor indicative of a fall in production costs. The benefits of less production costs, usually trickle down to the economy and is what is felt as the boosts in a country’s economy (Ram, 2008). The idea of production costs going down is itself indicative that a country was producing and selling more. This directly points to exports. But to achieve large export sells, a country and its products must be able to fair considerably well compared against its competitors. This brings into focus the issue of competitive advantage and the underlying issues. The focus now is on how to be more competitive than the other, in this global economy. The answer here is this, that, the most innovative country will achieve more exports and hence better lives for its citizens.

The Definition of Institutional Racism

The Definition of Institutional Racism The term institutional racism describes societal patterns and structures that impose oppressive or otherwise negative conditions on identifiable groups on the basis of race or ethnicity. Oppression may come from business, the government, the health care system, the schools, or the court, among other institutions.  This phenomenon may also be referred to as societal racism, institutionalized racism, or cultural racism. Institutional racism shouldnt be confused with individual racism, which is directed against one or a few individuals. It has the potential of negatively affecting people on a large scale, such as if a school refused to accept any African Americans on the basis of color.   The History of Institutional Racism   The term institutional racism  was coined at some point during the late 1960s  by Stokely Carmichael, who would  later become known as Kwame Ture.  Carmichael felt that it was important to distinguish personal bias, which has specific effects and can be identified and corrected relatively easily, with institutional bias, which is generally long-term and grounded more in inertia than in intent. Carmichael made this distinction because, like Martin Luther King Jr., he had grown tired of white moderates and uncommitted liberals who felt that the primary or sole purpose of the civil rights movement was white personal transformation. Carmichaels primary concern- and the primary concern of most civil rights leaders at the time- was societal transformation, a much more ambitious goal. Contemporary Relevance   Institutional racism in the United States  results from the social caste system that sustained- and was sustained by- slavery and racial segregation. Although the laws that enforced this caste system are no longer in place, its basic structure still stands to this day. This structure may gradually fall apart on its own over a period of generations, but activism is often  necessary to expedite the process and provide for a more equitable society in the interim. Examples of Institutional Racism   Opposing public school funding is not necessarily an act of individual racism. One can certainly oppose public school funding for valid, non-racist reasons. But to the extent that opposing public school funding has a disproportionate and detrimental effect on minority youth, it furthers the agenda of institutional racism.Many  other positions that are contrary to the civil rights agenda, such as  opposition to affirmative action, can also have the often unintended effect of sustaining institutional racism.Racial profiling occurs when any group is targeted for suspicion based on race, ethnic origin, or because they belong to another recognized protected class. The most well-known example of racial profiling involves law enforcement zeroing in on African-American males. Muslims have also been subjected to racial profiling after September 11, 2001, including anyone with a Middle Eastern appearance regardless of that individuals actual religious beliefs.   Looking to the Future   Various forms of activism have famously fought institutional racism over the years. Abolitionists and suffragettes are prime examples from the past. The Black Lives Matter movement was launched in the summer of 2013 after the 2012 death of 17-year-old Trayvon Martin and the subsequent acquittal of his shooter, which many felt were based on race.

The eNotes Blog Life According to Keats 10 Quotes on the Essence ofLiving

Life According to Keats 10 Quotes on the Essence ofLiving Though he had only 54 poems published in his lifetime, John Keats is recognized as one of the greatest poets of the romantic era. Mostly noted for his series of odes, Keats used gentle language and natural imagery to illustrate his subtle philosophies on life. John Keats was born in London on October 31, 1795. He was the eldest of four children from a lower class family with little education and constant financial struggles. By the age of 14, Keats had lost both of his parents. After their death, he left school to pursue a career as an apothecary. However, it was not long until Keats decided that he would leave medicine to pursue poetry. Keats’s best work falls between ages 23 and 24 when he consecutively produced some of his greatest works, such as â€Å"Ode on a Grecian Urn† and â€Å"To Autumn.† By 1820, however, Keats was showing symptoms of tuberculosis. He traveled to Italy hoping that the climate would improve his condition, yet the disease claimed his life in February of 1821. Keats was only 25 years old.   Though Keats’s life was brief, his work exemplifies a unique philosophy. Throughout his personal letters and poetry, Keats explores the significance of happiness, beauty, and creativity amidst a world of suffering. Perhaps we could all learn something from the way Keats contemplated the realities of everyday life. Here are 10 of Keats’s quotes that remind us to appreciate the essence of living: O for a life of Sensations rather than of Thoughts!†Letter to Benjamin Bailey :  November 22, 1817 â€Å"Stop and consider! life is but a day; / A fragile dew-drop on its perilous way / From a tree’s summit.† Sleep and Poetry â€Å"Scenery is fine, but human nature is finer† Letter to Benjamin Bailey :  November 22, 1817 I am certain of nothing but of the holiness of the Heart’s affections and the truth of Imagination- What the imagination seizes as Beauty must be truth- whether it existed before or not- for I have the same Idea of all our Passions as of Love they are all in their sublime, creative of essential Beauty- Letter to Benjamin Bailey :  November 22, 1817 â€Å"Beauty is truth, truth beauty’- that is all/ Ye know on earth, and all ye need to know.†Ode On A Grecian Urn â€Å"A thing of beauty is a joy for ever:/ Its loveliness increases; it will never/ Pass into nothingness;†Endymion â€Å"Do you not see how necessary a world of pains and troubles is to school an intelligence and make it a soul?†Letter to George and Georgiana Keats  : February 14 May 3, 1819 â€Å"I go amongst the buildings of a city and I see a Man hurrying along- to what?†Letter to George and Georgiana Keats  : February 14 May 3, 1819   â€Å"I compare human life to a large Mansion of Many Apartments, two of which I can only describe, the doors of the rest being as yet shut upon me†Letter to J. H. Reynolds :  May 3, 1818   â€Å"Nothing ever becomes real till it is experienced- Even a proverb is no proverb to you till your Life has illustrated it.†Letter to George and Georgiana Keats : February 14 May 3, 1819 Curious to learn more about John Keats? Ask your questions on   Homework Help or browse his biography and other works.

Introducing Examples

Introducing Examples Introducing Examples Introducing Examples By Maeve Maddox A reader has asked me about my use of the abbreviation Ex. Does [Ex.] mean for example? Ive only known one abbreviation and thats eg. If that is the case can you please explain where eg came from? Sometimes I use Ex. to mean â€Å"for example† or â€Å"an example.† Sometimes I spell out â€Å"for example.† And when I’m feeling academic, I use e.g. to introduce a list of examples. E.g. is an abbreviation of the Latin phrase exempli gratia, â€Å"for the sake of example.† In US usage, a comma always follows the abbreviation, but in British usage, a comma after e.g. is optional. In this article, e.g. is written in italics because I’m writing about it. In normal use, the abbreviation is written in roman type: e.g. In the old days, before handy Latin shortcuts were perceived as â€Å"elitist and discriminatory, â€Å"writers threw in e.g. without restriction. Nowadays, style guides impose limitations. The Chicago Manual of Style advises that if e.g. is used in â€Å"running text,† it should be â€Å"confined to parentheses or notes.† Writing in 1926, Fowler (Modern English Usage) didn’t put any restrictions on the use of e.g., but in 1965, his editor, Ernest Gowers, added this advice: [The abbreviation e.g.] should be reserved for footnotes or very concise writing; in open prose it is better to write â€Å"for example.† The most unkindest cut of all regarding the use of e.g. and its ilk came to my attention in 2008 when I read an article in the London Telegraph about a movement in Britain to purge English of such long-established Latin shortcuts: Local authorities have ordered employees to stop using [Latin terms] on documents and when communicating with members of the public and to rely on wordier alternatives instead. The terms to be dropped in official documents included bona fide, ad lib, etc., ad hoc, i.e., per se, quid pro quo, vice versa, via, and status quo. Among the replacement recommendations were â€Å"existing condition† or â€Å"state of things† for status quo, and â€Å"for this special purpose† in place of ad hoc. Here’s the rationale offered by Bournemouth Council: Not everyone knows Latin. Many readers do not have English as their first language so using Latin can be particularly difficult. ESL learners shouldn’t have more difficulty than Latinless native speakers when it comes to learning the traditional Latin shortcuts. All they have to do is look them up in an English dictionary. However, we live in an age that bows before ignorance. Governing authorities and schools seem to feel that eliminating â€Å"hard words† is more desirable than taking the trouble to teach them. As for my use of the abbreviations e.g. and Ex., the only time I choose e.g. is in running text to introduce a short list of things or people to illustrate a concept: I especially love the nineteenth-century novelists, e.g., Herman Melville, Mrs. Gaskill, and George Eliot. And I don’t always put the e.g. bit in parentheses. Related post: The Difference Between e.g. and i.e.? Want to improve your English in five minutes a day? Get a subscription and start receiving our writing tips and exercises daily! Keep learning! Browse the Style category, check our popular posts, or choose a related post below:10 Rules for Writing Numbers and Numerals11 Writing Exercises to Inspire You and Strengthen Your WritingWriting a Thank You Note

Coffee and ethical globalisation Essay Example | Topics and Well Written Essays - 3750 words

Coffee and ethical globalisation - Essay Example This paper is about how the coffee bean is changing the way organizations are doing business all over the world.We use as our basis an article about how a number of companies are working with Fair Trade,a U.S.-based socially-orientated group that lobbies companies to pay fair prices for agricultural products imported from third world countries.As a result, these companies are mobilising their customers, shareholders, and their competitors to behave differently. This transformation of organisational behaviour towards increased social consciousness somewhat goes against the traditional context of running capitalist-based businesses. Several thinkers - economists Karl Marx and Adam Smith, gurus Peter Drucker and Michael Porter, philosophers Friedrich Hayek and Alasdair MacIntyre, and Nobel Prize winners Milton Friedman and Amartya Sen - have opined that the business purpose of organisations drive their behaviour.What drives this behaviour at the centre of which lies the humble coffee be an How is this phenomenon exactly changing the way organisations do business globally This seemingly innocuous set of questions drives us to investigate: First, how do these changes in the purpose of running a business enterprise affect its profitability and, ultimately, its sustainability Second, how should we understand these organisations and the behaviour of the people who manage them so that we learn for our personal advantage. After all, whether these changes are right or wrong - thus falling within the realm of ethical studies - we can certainly learn for our own benefit, acquiring a deeper understanding of organisations that would help us comprehend the purpose and logic not only behind the workings of corporations but also of the global, political, and historical consequences of everyday events. Understanding how business organisations adapt to reality can teach us how to survive and thrive in any working environment and, should we so decide, discover ways of making a personal difference in the world. This paper will use three of five paradigms to analyse the behaviour of organisations and discuss four issues arising from the emergence of the coffee bean as a catalyst of change. The author has selected the classical, critical management studies, and evolutionary paradigms explained in the next section to discuss corporate governance and business ethics, globalisation and internationalisation, organisational change and leadership, and environmentalism and its national policy consequences. Our understanding of these three paradigms, based on the works of Crowther and Green (2004) and Whittington (2001), provide us with models to understand the culture of organisations and how they act and interact. Organisations transform and are transformed, evolve and grow and, depending on how they manage this process, either bloom and continue their existence or otherwise stagnate and die. The manner by which organisations face complex issues depends on the men and women who own and manage them, which includes their shareholders, managers, employees, customers, and what Freeman (1984) refers to as stakeholders. Organisations, after all, begin and sustain their existence through humans, so understanding how organisations behave in the face of issues is a window to the minds of the humans within them. Using three paradigms, we investigate organisational behaviour and find out how coffee is changing the way we live, and how it may continue to transform our future. Paradigms as Analytical Tools There are five paradigms we can use to analyse organisations. This is by no means an exhaustive list, as there are many ways of introducing and discussing the theory of organisations, as Crowther and Green

Eurozone Debt Crisis - What are your predictions on how this crisis Essay

Eurozone Debt Crisis - What are your predictions on how this crisis will develop in the second half of 2011 and what impact will - Essay Example Soon after this optimistic representation of the future global economy, Greece made headlines, where the investors started asking if it would be ever possible for the country to â€Å"pay off the ?259 billion in government debt it currently owes’ (Khan, ibid). Soon Ireland and Portugal followed suit, while predictions show bad signs for Spain and Italy (Lucas, Find Safe European Stocks out of Unsafe Europe , April 2011). Thus, we find that Euro has taken a deep battering from the start of the new decade, with widespread fears that this economic crises may lead to the break-up of the Eurozone. Discussion In recent news published, we find that it presents gloomy figures, â€Å"The Eurozone crisis has gone from bad to worse as debt contagion threatens to engulf Italy. With analysts predicting that Britain could lose as much as ?43 billion should the Italian economy fold, Chancellor George Osborne called on his Eurozone colleagues to take "decisive action" before the situation g ets any worse. He also warned that Britain was "not immune" from the crisis† (Clarkson, Q&A: How will the latest eurozone crisis affect the UK? 2011). Thus, we find that the economic recovery has again hit a critical roadblock, where the economist Peter Spencer on 18th July 2011 stated, "The risks to the world economy and the Eurozone are plain to see, starting with the Greek default, threatening a domino effect on Portugal and Ireland, followed perhaps by Spain and Italy"(cited in, skynewsHD, July 2011). In review by the Ernst & Young group, we find that the predictions are not very optimistic for the second half of the year. In this report, it is stated that the economic forecasts show every indication of an increasing â€Å"EU sovereign debt crisis† (Ernst & Young Eurozone Forecast, 2011, 4). The review also shows that it is almost impossible to avoid the non-payment of the debt incurred by the Greece government. Similarly it would be also impossible to frame an econ omic restructuring, and in probability the country would require another bailout loan. However the review further adds that â€Å"a restructuring nor a bailout are in themselves likely to provide lasting solutions and restructuring would almost certainly carry in its wake the necessity of similar exercises for Ireland and Portugal. An additional uncertainty is whether debt restructuring comes via an orderly or disorderly process. If it is the latter, the risk of contagion to other countries increases and the Eurozone’s reasonably healthy growth prospects for 2011 and 2012 are likely to be extinguished. In fact, the economy would go backward† (ibid). Fig 1: The table below shows GDP growth rates for the European Union and select individual countries. Here we find that the 2011 and 2012 growth predictions vary from 4-5% for countries like Turkey and Poland, and an average of 1-2% for the PIIGS countries at the other end (Source: Lucas, 2011). The graph shows a picture wh ere we find that majority of the countries perform badly (economically) in 2011, with indications of a slightly better show in

Gastrointestinal Disorders Essay Example | Topics and Well Written Essays - 750 words

Gastrointestinal Disorders - Essay Example Functional gastrointestinal diseases are associated with a plethora of symptoms which present biochemical and structural abnormality which is unidentifiable (Chang, Locke, McNally, Halder, Schleck, Zinsmeister, & Talley, 2010). Ageing itself is associated with numerous functional changes in the gastrointestinal tracts; such changes involve motility, intraluminal digestion, secretion and absorbtion (Grassi, Petraccia, Mennuni, Fontanna, Scarno, Sabetta, & Fraioli, 2011). Oropharyngeal muscle dismotility has a high preveilance among the elderly patients. Another functional disorder that is present in elderly patients is gastroesophagal reflux, which occurs as a result of reduced esophagal peristalsis and pressure on the lower esophageal sphincter (Park, 2011). Gastric emptying and motility has been found to be normal with ageing, however, some studies have shown that in some instances it may slow down. Structural neurological and endocrine changes lead to disturbed functioning in parts of the G.I tract. These include the propulsive motility of the colon, which is decreased due to these changes. A decrease in gastric secretions also causes gastric ulcers as the structure of the mucous bicarbonate barrier is also impaired (Park, 2011). Other functions that also decrease with age include pancreatic secretion and the level of bile salts. The above mentioned structural and functional changes along with other factors are part of the mechanisms that result in gastrointestinal diseases such as gastroesophagal reflux disease, dysphagia, primary dyspepsia, primary constipation, bowel syndrome, and a reduced level of nutrient absorption (Grassi, Petraccia, Mennuni, Fontanna, Scarno, Sabetta, & Fraioli, 2011). Evaluation of elderly patients is a complex process and may require more than one session (The Merck Manual, n.d.). The patients often become fatigued and the examination will have to be conducted at a later stage. The evaluation of elderly patients has also been assoc iated with underreporting and typical manifestations for certain disorders maybe absent (The Merck Manual, n.d.). Elderly patients often have several different problems with their health hence it is difficult to analyze the system that is affected and whether or not the pathology is a result of malfunctioning of other organs. Concomitant disorders can affect the results obtained from the diagnostic test and may show pathological signs from another system, which can be mistaken for another disease (Shamburek & Farrar, 1990). Therapeutic response by elderly patients is usually very slow as organism is undergoing physiological degradation. Drugs which are administered to elderly patients should present minimal adverse effects to other organs such as the liver as the damage from these drugs may be more severe (The Merck Manual,

How managers motivates their employees Essay Example | Topics and Well Written Essays - 2000 words

How Managers Motivate Their Employees - Essay Example In any kind of industry, consumer goods, healthcare, service sector these goals for both employees and the employer are important to achieve. Motivational roles of managers are important in this respect (Shanks, n.d., p.23; Neely, 2007, p.433). Theoretical framework: There are various theories of motivation which are used for the purpose of developing the working abilities of the employees in different business organisations. These theories are described below: Maslow’s Hierarchy of needs: In this theory the Maslow (1954), identifies various needs which are necessary for the purpose of motivating employees. These needs are comprises of psychological needs, safety needs, belonging needs, esteem needs and self-actualisation needs. With the help of satisfaction progression, these needs are used for the purpose of moving from one stage of satisfying the need to another stage (Shanks, n.d., p.25) Alderfer’s ERG Theory: In this theory Alderfer (1972) has used three concepts o f existence, relatedness and growth to describe how managers can motivate their employees. Various needs defined by Maslow have been used by Alderfer to define these stages of motivating employees. He also used the frustration-regression principle for the purpose of describing the fact that with the achievement of each level of satisfaction employees will be motivated to achieve the next level of satisfaction (Shanks, n.d., pp.25-26). Herzberg’s Two Factor Theory: Herzberg (2003) has used two motivational factors: Hygienes and Motivators, for the purpose of modifying Maslow’s theory. The first factor provides lower level of satisfaction to the employees, like better working condition, high salary etc. The second factor provides higher level satisfaction to... There are various theories of motivation which are used for the purpose of developing the working abilities of the employees in different business organisations. These theories are described below:Maslow’s Hierarchy of needs:  Ã‚  In this theory the Maslow (1954), identifies various needs which are necessary for the purpose of motivating employees. These needs are comprises of psychological needs, safety needs, belonging needs, esteem needs and self-actualisation needs. With the help of satisfaction progression, these needs are used for the purpose of moving from one stage of satisfying the need to another stage (Shanks, n.d., p.25)Alderfer’s ERG Theory:  In this theory Alderfer (1972) has used three concepts of existence, relatedness and growth to describe how managers can motivate their employees. Various needs defined by Maslow have been used by Alderfer to define these stages of motivating employees. He also used the frustration-regression principle for the purpose of describing the fact that with the achievement of each level of satisfaction employees will be motivated to achieve the next level of satisfaction (Shanks, n.d., pp.25-26). Herzberg’s Two Factor Theo ry:  Herzberg (2003) has used two motivational factors: Hygienes and Motivators, for the purpose of modifying Maslow’s theory. The first factor provides lower level of satisfaction to the employees, like better working condition, high salary etc. The second factor provides higher level satisfaction to the employees.

U.S. Education Today and Tomorrow Essay Example | Topics and Well Written Essays - 500 words

U.S. Education Today and Tomorrow - Essay Example Market based education reforms such as charter schools are not going to aid in the improvement of education for students in the United States. Promises of de-regularized governance structures in schools have not achieved their stated objectives. Nationally, charter schools do not perform better than charter public schools. Additionally, implementation of these market-based school reforms, i.e. charter schools and school choice show a higher level of inequity in the academic achievements of the students. Market based education reforms are not going to affect the American education system in a satisfactory manner. The best policy for the improvement of public schools would be to invest directly in proven reforms that focus on the implementation of practices that can improve the school’s curriculum, rather than focusing on the business side of schools (Wraga, 2010). Another education trend that aims at effecting change in the U.S. education system is a high school reforms. Recent education reform in Idaho, known as Students Come First, adopted advanced academic standards for its students. This project involves giving the teachers tools that they require to engage today’s learners and individualize teaching. These reforms will have the effect of expanding digital learning for students so that they have access to educational opportunities wherever they reside. Via building connections with post-secondary education and career opportunities, the project aims at giving all high school students an opportunity of taking college entry exams, as well as college credits while still students in high school. It is expected that, by making the education curriculum in high schools more relevant and rigorous, the students, may actually elect to stay in school rather than dropping out, which cannot be achieved by the present strategy that

Mobile computing and wireless communication Essay

Mobile computing and wireless communication - Essay Example This exploratory approach towards making things small yet sophisticated promises much more for the future. While analyzing the evolution [2] of mobile technology, it can be safely assumed that the size and power consumption patterns are on a decline while the bandwidths available for communication will continue to increase. Such trends lead us to believe that mobile communication is bound to play an increasingly important role in everyday life through a variety of new applications often referred to as "ubiquitous or pervasive" computing. The emergence of powerful portable computing devices, along with the advances in wireless communication technologies, has made mobile computing a reality. Sensor Networks: One typical application for mobile communication is the sensor network, used for gathering information about the surroundings of the mobile equipment. Such a network consists of small integrated devices scattered over a specified area in order to collect and share information. The goal in undertaking such exercise is to discretely observe, augment, analyze or control an environment in an automated manner. Mobile networks got further enhancement with the help of wireless communication and sophisticated sensors. ... work on the basis of fixed cell based infrastructure. Coverage is provided by base stations which manage the radio resources from a central location thus integrating the services. Depending upon the area being covered by the cell, certain amount of bandwidth is allocated for mobile subscribers. These cells make use of location-based routing protocols for transfer of information packets from sources to destination. Depending upon the bandwidth allocated, an upper limit is fixed for the number of subscribers that one cell can support. Sensor networks, in particular require to support a large number of 'subscribers', resulting in an increase in density per cell. Such networks are often used for short-range temporary communication. Therefore, implementing an infrastructure supporting such a large sensor network becomes very expensive. Mobile ad hoc networks [3, 4] on the other hand allow direct communication between wireless devices operating within the nearby areas and short distances of each other. Such devices prove to be very useful in disaster prone areas. In case of disaster, whole communication infrastructure may be destroyed. In such cases the intercommunicating ability of mobile ad-hoc networks within short range proves to be very useful. For communicating between two mobile devices which are located beyond range are the method of forward messaging messages via intermediate neighbors is used. Decentralization of an ad hoc communication network also eliminates the need for a fixed infrastructure, and results in greater cost reductions. The most widespread notion of a mobile ad hoc network is a network formed without any central administration which consists of mobile nodes that use a wireless interface to send data

U.S. Education Today and Tomorrow Essay Example | Topics and Well Written Essays - 500 words

U.S. Education Today and Tomorrow - Essay Example Market based education reforms such as charter schools are not going to aid in the improvement of education for students in the United States. Promises of de-regularized governance structures in schools have not achieved their stated objectives. Nationally, charter schools do not perform better than charter public schools. Additionally, implementation of these market-based school reforms, i.e. charter schools and school choice show a higher level of inequity in the academic achievements of the students. Market based education reforms are not going to affect the American education system in a satisfactory manner. The best policy for the improvement of public schools would be to invest directly in proven reforms that focus on the implementation of practices that can improve the school’s curriculum, rather than focusing on the business side of schools (Wraga, 2010). Another education trend that aims at effecting change in the U.S. education system is a high school reforms. Recent education reform in Idaho, known as Students Come First, adopted advanced academic standards for its students. This project involves giving the teachers tools that they require to engage today’s learners and individualize teaching. These reforms will have the effect of expanding digital learning for students so that they have access to educational opportunities wherever they reside. Via building connections with post-secondary education and career opportunities, the project aims at giving all high school students an opportunity of taking college entry exams, as well as college credits while still students in high school. It is expected that, by making the education curriculum in high schools more relevant and rigorous, the students, may actually elect to stay in school rather than dropping out, which cannot be achieved by the present strategy that

An entrepreneurial viewpoint ( F ) Essay Example | Topics and Well Written Essays - 1250 words

An entrepreneurial viewpoint ( F ) - Essay Example Since I am a normal human I used intuition to execute decisions daily, however, as noted Flora (2007:68) this can lead to risk blindness and complacency. Besides, I came to learn that I could clearly utilize rule based reasoning which is characterized to being logical, deliberate, and being used to justify to other persons what needs to be done. Since I was a risk taker I did not experience problems with lateral thinking. This is because I had the capability to solve problems by means of indirect and creative approach, by making use of reasoning that is not directly obvious and incorporating ideas that may not be obtainable when using only traditional step-by-step logic. Flora (2007) asserts that a view shared by de Bono asserts that lateral thinking on purposefully distances itself from standard perceptions of creativity as either vertical logic or horizontal imagination. What I have learnt about myself is that since I exhibit appropriate entrepreneurial attributes. I am better suit ed to working in a conventionally structured organization, with conventional management

Comparing hardy extract and the times article Essay Example for Free

Comparing hardy extract and the times article Essay In Far from the Madding Crowd, the author put great emphasis into using nature to describe the effects of the storm. The cleaving of the tree shows the storms power and ferocity. The author also uses the actions of the neighbouring wild life to show their reaction towards the storm. They are fearful of the storm, galloping about in the wildest maddest confusion. Their chaos is shown as they fling their heels and tails high into the air, their heads to earth. In The Times extract, most of the focus is on the uses of the visual and auditory senses to heighten the experience of the rollercoaster ride. It is easy to imagine the writers experience though the ways that she portrays every detail of the rollercoaster, from trundling away off the rollercoaster, to the hurtling through space, to the drawing back towards the platform. She describes the Tchika, tchika, thicka of the carriages clinking against each other as she approaches the zenith. You can relate to the way she feels as she trundles off, like an egg in a carton. When she reaches the pinnacle, she describes the merry-go-rounds no bigger than musical boxes, its coaster tracks like Meccano toys. The Times article also puts emphasis into the uses of the narrator and of the man behind her. The story is in first person narrative format. The narrator tells the story exactly how she sees it through her own eyes. She tells of every vision, sound, emotion and feeling. The narrator adds life to the experience, telling us her thoughts and fears, Oh my God! Had I got as high as that? The other character in this piece is the man sitting behind her on the rollercoaster. He dissolves all her confidence in an instance when he tells her, Thats the sc-a-a-a-riest seat. He adds depth to the ambience of the experience. In Far from the Madding Crowd, Hardy uses the contrast of light and dark to make the scene seem eerie. The light is described as intertwined undulating snakes of green embedded into the surrounding darkness. Another form of light is from the candle shining in Bathshebas bedroom. Also a blue light appeared in the zenith. The use of chiaroscuro is present here in presenting the dark form. The extract starts with light, but ends with black. In Far from the Madding Crowd, the use of language and sentence structure has depth and profundity to it. The dance of death is the surreal supernatural description of the storm, with skeleton shaped with blue fire for bones. The dead, flat blow reminds us the danger of the storm. The mailed army is a vision of a war against the elements. There are semantic clusters, like in death and battle. The writer uses superlatives to convey and craft his ideas, such as most extra,wildest maddest, and unparalleled. Hardy uses very dramatic vocabulary. He often uses personification, metaphors and similes. His sentence structure is strong, heaven opened then indeed. He has a strong use of discourse markers. In The Times article, the author uses vivid language that best describes her visions and feelings at the time. And then the horizon vanished. The story goes form a rather enjoyable and pleasant feeling to sudden chaos. The anxiety and fear of the writer, which was mildly present, totally changes once she begins to descend. The writer fears that she will faint, as she feels the safety bar will not hold her. There is a contrast between the use of language in the beginning and near the end. The sentence structure is normal, with roughly same amount of words in each sentence. She often uses personification, metaphors and similes to convey her experience. She has a strong use of discourse markers. The structure of Far from the Madding crowd is linear, ands follows on form beginning to middle to end in a very straightforward fashion. The structure of The Times piece is similar to that of Far from the Madding Crowd in the way that it has a linear structure, but the main difference is that there are four segments. The first segment is before the rollercoaster, and then before and leading up to the pinnacle, then the free fall and leading to the end, then actually ending and getting off the rollercoaster.

Modern Grammar Teaching: Reflection Notes

Modern Grammar Teaching: Reflection Notes During reading curriculum for this paper I have learned a lot about grammar and speaking as tools for communication, and my own expectations towards teaching. The theories I have looked at have their strengths and weaknesses, so I have dragged out the parts that I consider important from each one. I found out that there is not one best approach. However, it can bring us closer to understanding how Communicative Language Teaching works. The aim of this paper is to deepen my understanding of teaching and adapting this approach to use as foundation in my future teaching practice. My goal is that through examination of different views and theories I can adapt a suitable approach to teaching. This will help me to improve the quality in my future teaching practices. Working with the Curriculum was the most challenging in my teaching practice. Planning a lesson can get one to be creative and come up with different ideas. I have gained a lot of experience by observing and teaching. Although teaching practice was difficult at times, I tried to do my best. I and my tutors had frequently guidance. They were open to my ideas and this helped to progress in my teaching. I have learned that it is important not to imitate teaching styles and be critical, but choose the teaching style that suits me most. I am aware that as a teacher I meet many challenges both in the subject and didactics area. These situations have to be assessed one by one and there is no answer. What I believe is that if I focus on being a plain (clear?) grown-up and keep a kind of distance towards students and be inaccessible at the same time, I can become an inspiring teacher, at least I hope to become. It is necessary for a teacher that students learn from him/her. One of the objectives of the English as a school subject is that language is both a tool and a way of gaining knowledge and personal insight. Students have to be aware of language learning, communication and understand culture, society and literature. These objectives are the core of the English subject and I hope that I am the right person to be a mediator for this. Introduction There is an enormous demand for English teaching nowadays due to the expanding need for communication skills in English language. Millions of people aspire to good communication skills in English language. Teaching at school, exchange studies, travel, media, internet, newspapers are only a few of the many opportunities to acquire English. There is a huge need for quality language teaching and teaching materials/resources. Fluency and accuracy in English is indispensable not only for academics but also for employees. In order to succeed, one needs good language skills, therefore a successful teaching method is constantly required. To express himself/herself in writing and orally with some precision, fluency and coherence and use basic grammatical and text structures of English orally and in writing are two of the Competence Aims in the English Subject Curriculum (http://www.udir.no). These competence aims give a freedom in choice of teaching methods. The research questions of this paper are: Is Communicative Language Teaching an approach that improves English teaching? Do we need grammar in language teaching? In order to answer these questions I will first introduce the approach of Communicative Language Teaching. Also will I discuss the difference between fluency and accuracy, acquisition and learning, inductive and deductive grammar teaching. For this purpose I chose to discuss different views of several theorists on communicative teaching: RichardsRodgers, David Nunan, C.J. Brumfit, Stephen Krashen, David Newby and R. Ellis. Content Many Norwegian students experience a type of English learning that does not encourage them to see English as a communication tool. Unfortunately, the study of English language is focused mostly on passing exams. Because of this, learners assume there is a connection between good results and proficiency. This is true, to some extent, but strong focus on scores and grades can distort the goals of language learners. Students invest often a lot of time in study efforts, like drills that do not build their language competence. They focus more and more on getting good examination scores, instead of building proficiency. These students will come to see language learning as an exercise favouring accuracy. English seen as a communication tool makes the language study more captivating. Students who experience as early as possible English as communication, talk face-to-face with someone from a foreign country, read books published in English, watch movies, develop the ability to interact with a totally new world. Fluency vs. accuracy The process of Language Teaching has changed significantly in the last years. Earlier views of language (for example the Grammar Teaching Method) had grammatical competence in the centre. Language was seen as a set of norms and structures. The learner had a passive role, and grammar books included mostly drills, gapped sentences and sentences for transformation. (Newby,1998:184). Acoording to Brumfit`s theory (Brumfit,1980), learners need freedom to use the newly developed skills. Not allowing this would inhibit those abilities which are necessary for the most effective response to the predicted needs. Emphasis on fluency is new method in foreign language teaching. Brumfit (1980) shows that the use of fluency is the basis for a language curriculum, rather than accuracy. Accurate construction of the target language has always been a basis in traditional syllabuses. Brumfit is uncertain about its beneficial effects. Accuracy as basis in language teaching neglects adaptability and the a bility to improvise, and written forms will tend to dominate spoken forms. Are learners more responsive to fluency? Brumfit(1980) points at the naive learner who achieves more progress on an oral basis of fluent and inaccurate language than a careful and accurate language. A communicative language teaching begins with communication. Brumfit points at the importance of Communicational exercises that need to match the stages in learner progress. According to RichardsRodgers(2006), Communicative Language Teaching is an approach that aims to communicative competence in language teaching. This approach aspires to develop procedures for language teaching that supports the connection between language and communication. David Nunan (1988) in his Learner-Centred Curriculum studies the concept of language proficiency. The Communicative Approach originates from the theory of language as communication. Nunan mentions Chomskys distinction between competence and performance (Nunan, 1988:32). Comp etence refers to mastery of the principles governing language behaviour, that is the knowledge of grammar rules, and performance refers to the manifestation of these rules in actual language usage. Competence simply means knowledge of the language system( Hymes,1971:13) Hymes (1971)develops this theory further and comes to the conclusion that if a speaker were to produce grammatical sentences without regard to the situation in which they were being used, he would be considered deranged( Hymes,1971:14). Brumfit(1980) agrees with this and observes that beside knowledge of grammar one has to learn to use appropriately the language in living situations. Teachers cannot operate with a view of language simply as a descriptive system to be handed over to the learner; language is a means of interaction, self-definition, aesthetic creation and clarification (Brumfit,1980:116). In communicative language teaching errors are necessary for the learner in order to get a response on the learning s ituation. This way teaching strategies become more sensitive to the abilities and different individual needs (Brumfit,1980:115). Failures operate as a diagnosis for the teacher, and motivation for students. Language is used in a process of thinking, discovering, classifying and manipulating. This process does not take place through language alone, so it demands our active use (Brumfit,1980:120). The aim of language learners is contact, not assimilation. Fluency practice helps the learner to use his limited amount of language for as wide a range of purposes possible; only accurate speech will communicate effectively. The main goal, according to Krashen(1981), is aid in performance. For this reason language teachers should put learners into situations where they have to grope and paraphrase. According to Brumfit(1980), adjusting to other speakers, must be a central feature of communicative methodology. Acquisition vs. Learning Stephen Krashen (1981) calls Communicative Language Teaching an ideal approach. His Second Language Acquisition Theory contains 5 hypotheses. In the Acquisition-Learning Hypothesis, Krashen(1981) points to the existence of two separate processes that happen in language learning: acquisition and learning. According to Krashen (1981), language acquisition is more central than learning in second language performance( Krashen,1981:101). Language acquisition (intake) is a subconscious process similar to the way a child`s language learning. Caretaker speech is an efficient method to encourage language acquisition. (caretaker speech= all input that is understood). Intake hypothesis develops the idea that one can acquire competence in a SL without ever producing it; delaying speech when active listening is provided causes no delay. Krashen (1981) mentions a report on the American Indians who do not speak a language until they have learned it well (Krashen 1981:108). The result of this hypoth esis is the silent period the students are given to while acquiring a new language. Krashen(1981) doesn`t agree with theories that say that language is grammar, restrict vocabulary and focus on syntax. He means that in order to encourage syntax acquisition, one has to emphasize vocabulary: even knowing the words is enough to guess the content and syntax. One needs comprehension in order to acquire syntax (intuitions). Language learning (input), on the other hand, refers to the conscious learning of a second language, knowing the rules of thumb and the structure of the target language. Krashen(1981) says that there is no need to provide any conscious learning in acquisition, because grammar rules describe only fragments of natural language. He gives example of performers who know the rule, but still cannot use it after many years, and performers who have acquired large amount of language without learning it consciously. (p.114). Krashen(1981) concludes that grammar study by itself is meaningless; successful second language acquisition need both grammar and immersion. Acquisition may happen in intake-rich environments. Mechanical drill fail as optimal intake primary focus is on the form of the language. These might motivate students but is not enough (Krashen,1981). Communication is stimulated by more efficient exercises, such as meaningful, communicative drills. Foreign student peer group and helping foreign students get to know each other are also beneficial for intake. Communicative grammar. Inductive vs. deductive grammar teaching According to Newby(1998), many language classes in Europe focus mostly on teaching grammar, reduced to a form of mathematics and had little to do with the communication of ideas. Teachers use large portions of class time explaining rules, analyzing the grammar in sentences and drilling. Newby(1998) means that traditional grammar has to be analyzed again and replace some elements with a more communication -based theory of grammar. He believes that there is more than one view that provides all the answers. Newby(1981) discusses the difference between traditional, deductive grammar and modern, inductive grammar. While deductive grammar focuses on the presentation of language, on rules and testing of grammar, inductive grammar concentrates on the ability of choosing meaningful grammar in real contexts. Nevertheless, inductive grammar is not weak on grammar. Newby(1998) mentions that it includes additional categories which offer the learner ways to communicate through grammar in actual si tuations. In the early stages of learning the learner learns to feel grammar and sees how it works. Language theorist Ellis R.(2002) claims that acquisition begins with awareness. Testing at an early stage of language learning may inhibit learning, and learners end up confusing testing and teaching. Only after gaining confidence may the learner use activities in order to integrate knowledge into other areas of their competence. Grammar is the final stage of the process, when communication happens in a context. Ellis(2002), claims that grammar shouldn`t be directed at learners but at those who already have sufficient lexis. Teachers should focus on difficult grammatical structures. But are there any disadvantages using this modern teaching process? Newby answers this with his view that modern grammar requires rethinking grammatical categories and re-orienting towards meaning. Teaching grammar can have a beneficial effect (Ellis) as long as it is directed on those who have sufficient vocabulary knowledge. Newby (1998) concludes that one has to be open to, but also critical of, all methodological approaches. Conclusion This study has provided the opportunity to learn more about grammar in the light of Communicative Language Teaching. I have shown that theories have a wide specter, with some of the theories for, others against grammar teaching. My opinion is that both focusing on grammar accuracy and meaningful communication is equally important. It is teacher`s responsibility to choose the right task, considering the students` background. I do not affirm that Communicative Language Teaching is the best approach of teaching English. But understanding its methods can be used as a significant source of ideas. Literature list Brumfit, C.: Problems and principles in English teaching, 1980, Oxford : Pergamon Press Ellis, R. :Understanding Second Language Acquisition, 1991,Oxford: Oxford University Press (Compendium) Hymes, D.H.: On communicative competence, 1971, Philadelphia: University of Pennsylvania Press Krashen, S.D: Second Language Acquisition and Second Language Learning, 1981, Pergamon Press. (Compendium) Newby, David: Theory and practice communicative grammar, 1998, Ablex Publishing Corporation. (Compendium) Nunan, D.: The Learner-Centred Curriculum : a Study in Second Language Teaching, 1988, Cambridge : Cambridge University Press Richards, Jack C. and Rodgers, Theodore S: Approaches and Methods in Language Teaching, 2006, Cambridge University Press. http://www.udir.no/Artikler/_Lareplaner/_english/Common-core-subjects-in-primary-and-secondary-education/ 15.03.10 SPEAKING SKILL IN THE LIGHT OF COMMUNICATIVE LANGUAGE TEACHING Introduction The Curriculum has 5 basic skills that are integrated in the competence objectives. In addition, the English subject has been structured into 3 main areas of competence aims: language learning, communication and culture, society and literature. These subject areas supplement each other and must be considered together. One of the five basic skills of the curriculum is being able to express oneself orally. This paper discusses the skill of being able to express oneself in writing and orally in the light of Communicative language teaching, by drawing in experience from my teaching practice in a Lower Secondary School (I decided not to go deeper into the theory of Communicative Language Teaching as I already did this in my previous paper). Finally, I will introduce strategies to improve speaking so as to make English teaching more effective. The main goal of this paper is to show the importance of using the target language in the classroom having a starting point in Communicative Language theories. Content Use of target language in the class Pupils should be given the opportunity to speak English as much as possible during English lessons. For most of pupils, the classroom is the only place during their school years where they will have the chance to speak English. One of the five basic skills of the curriculum is being able to express oneself orally. English Subject curriculum says that being able to express oneself in writing and orally in English is a key part of developing English linguistic competence and is a common thread throughout the competence objectives at all levels. These skills are important tools in working on understanding and using English in increasingly varied and demanding contexts across cultures and subject fields. Having oral skills means being able to both listen and speak (http://www.udir.no). In my teaching practice I noticed that an average Norwegian pupil speaks English too little or not at all during their three years in Lower Secondary. What is the reason that pupils speak as little as they do, though Curriculum stresses the importance of speaking? One of the reasons is that English teachers focus mostly on accuracy, memorizing dialogues and learning to perform them fluently. This approach is successful and teaches pupils vocabulary and grammar but gives little practice in expressing own ideas in English. Could this be the reason why whenever pupils try to say anything else that differs from the memorized sentence, they have to strive for a long time to put easy sentences together? Language theorist David Newby (1998) describes language as a means of communicating messages between human beings in actual contexts (Newby,1998:184 ). His view is that in real life language is used to exchange meaningful messages in actual contexts and this should be reflected in classroom ( Newby,1998: 185). Another theorist, Krashen (1981), claims that simple free conversation and mechanical drills are not efficient because communication is not stimulated. He considers meaningful, communicative drills and exercises as being highly effective. Unfortunately, drills are very common in language teaching, while genuine speaking is neglected. This might explain why some of the students` ability to speak is far behind their knowledge of grammar or vocabulary (Krashen,1981: 103). Experiencing communication in my teaching practice I started my teaching practice by 2 weeks of observation of an 8th grade class with 23 pupils. When I started observation, the 8th class was at the end of a project with my tutor. The aim of this project was to design a poster about a tourist attraction in London or about homeless people. They were allowed to use media sources (magazines, newspapers, Internet, books), encouraging authentic language in real context. Time frame was approximately 9 hours at school. Pupils worked with a partner, which encouraged relationships and gave opportunity to work together. The pupils were supposed to read and understand the plan presented in the learner`s book about designing a poster. The teacher went through the task reading loudly and explaining step by step, instead of giving the pupils the opportunity to find out for themselves. What I have noticed was that all instruction was made in Norwegian, not in the target language. I was surprised by this, because I do not see the reason having Engli sh at school if you do not practice it. If teachers do not have the courage to speak fluent English, they cannot expect that students will do it. Listening and speaking exposure is essential in order to communicate effectively. It is also important in writing activities, because all skills are necessary and skills are inter-related and build upon each other. Professor Diane Freeman(2000) points out to the significance of using the target language not only during communicative activities, but also for explaining the activities to the student or in assigning homework (Freeman,2000:132). The tutor explained to me that she used Norwegian in order to make things easier and as a teacher she has to adapt teaching to the students. I believe that low expectations discourage students. English was little used during class. Students mostly used target language when reading or giving answers to tasks from the learner`s book. My opinion is that it is OK to use native language for beginners, but I believe there are other ways to encourage pupils to speak English, for example by praising and by giving them time to express themselves. After I have started teaching I noticed that even the best students are nervous about using the target language. I believe that speaking is an individual process. One has to concentrate on many things at the same time: vocabulary knowledge, word choice, grammar, pronunciation etc. But producing spoken language is indispensable in learning a language. My opinion is that if once students experience a minimum of success in conversation, they will be motivated to learn to express their ideas in English with fluency. As I have mentioned in my previous paper, language theorist Stephen Krashen (1981) claims that fluency work is necessary to enable the performer to achieve acquisition while accuracy in language teaching neglects adaptability and the ability to improvise (Krashen,1981:128). Theorist Christopher Brumfit (1980) indicates that fluency practi ce helps the student to use his limited amount of language for as wide a range of purposes possible and teachers have to allow the students to learn from their own abilities. Strategies Another aim in the Curriculum is to express [] orally to obtain help in understanding and being understood and to understand various oral and written presentations on self-selected topics (www.udir.no). During my teaching practice I tried to use activities that focused on fluency. I concentrated on achieving of communication instead of focusing on errors. In this way I gave a chance also to those students who felt unsecure about their English level. I recommended students to use language that was not predictable and sought to link language use to context. I achieved these aims by using authentic materials in my teaching, such as real newspaper articles. The students` homework was assigned to require using accessible materials, like articles, television news, anything that could create discussion. The students enjoyed playing roles. Problems occurred when they had to carry out the role play. Many of the students read out loud what they have written instead of improvise. When it went o n too long, and performing took too much time, other students had to wait for each other. Even so, this activity both seemed to stimulate and motivate them. My impression is that balancing fluency activities with accuracy is the most difficult task in planning a lesson. Brumfit(1980) says that only accurate speech will communicate effectively, and we need accuracy as well as fluency in order to communicate properly. Communicative drills or exercises can be more efficient in producing language acquisition than mechanical drills, claims Krashen (1981) because these are activities in which students can really communicate or in which communication can be stimulated (Krashen,1981:104). In my teaching practice, I tried to combine meaningful practice with communicative practice as often I could. By meaningful practice I refer to activities where students have to make meaningful choices when they perform a practice. One of these kinds of tasks was the one where students had to imagine that they were staying at a hotel in London. The student was supposed to visit some of the attractions and they had to use a map in order to find the way there. They had to work in pairs and had to explain their partner how they have planned their day, by showing on the map how they are going to get there. The students were excited about working in pairs, something they do quite seldom. Their biggest challenge was working together and using the target language, my challenge was making myself understood. I had to explain the task many times, but even so, there were some students that had to get instructions in Norwegian. Nevertheless, they seemed motivated by learning something else besides grammar. But how can a student become a confident English speaker? According to language theorists RichardsRodgers(2006), teachers have to reconsider their role in teaching. Instead of being a model of correct speech, teachers should facilitate language learning and be more flexible when activities are unsuccessful. My opinion is that it is important to make a check-list on what is important in communicative practice, for example: use of creative, authentic questions and tasks that can be used outside the classroom, use games and guessing to make things interesting, use tasks after the students` age and interests and bond the topic of texts with personalized, background knowledge. All this encourages the students t o use English in the classroom. Most of lower-secondary students are used to watch movies or listen to songs in English. But still, even the best students need to be praised and encouraged to speak it. With a view to improving speaking abilities, giving opportunities to practice and having free conversational activities are very good ideas. To any level of students, using English for real communicative purpose is an ideal way to begin! Students can gather with the teacher in a cafà © and discuss issues in English to break away from the idea that English is only used in class or homework. Conclusion In this paper I have discussed the importance of speaking English in the classroom. My opinion is that speaking is the strongest tool for communication. Students need to experience language as communication as early as possible in their learning in order to master English. That is why I, as future teacher of the English language, am aware of the importance of giving students opportunity to speak the target language. Even though accuracy and fluency cannot be totally separated, it is more effective to have achievable goals rather than being perfect. Teacher-student interaction is the best example of authentic communication. And if the teacher knows his/her students well enough, it may provide a lot inspiration. Literature list Brumfit, C.: Problems and principles in English teaching, 1980, Oxford : Pergamon Press Larsen-Freeman, D.: Techniques and principles in language teaching, 2000: Oxford : Oxford University Press Krashen, S.D: Second Language Acquisition and Second Language Learning, 1981, Pergamon Press. (Compendium) Newby, David: Theory and practice communicative grammar, 1998, Ablex Publishing Corporation. (Compendium) Richards, Jack C. and Rodgers, Theodore S: Approaches and Methods in Language Teaching, 2006, Cambridge University Press. http://www.udir.no/Artikler/_Lareplaner/_english/Common-core-subjects-in-primary-and-secondary-education/ 15.03.10