Principle and Practice of Selling Essay Example for Free

Principle and Practice of Selling Essay Ethics may be defined as the study of what is good and bad or what is right or wrong. It involves moral code conduct controlling the individuals and societies. People may differ sharply about what is ethical or unethical behaviour, especially in complex, competitive areas like business. Thus, in business areas, right or wrong decision making usually is based on economic criteria. Ethical dilemma can arises in a situation when each alternative choice or behaviour has some undesirable elements due to potentially negative ethical or personal consequences. Right or wrong cannot be clearly identified. In this chapter, there are four subtopics that we need to cover that consist of: salesperson’s ethics in dealing with customers, salesperson’s ethics in dealing with their employers, salesperson’s ethics dealing with their competitors and also managing sales ethics. In the first subtopic for salesperson’s ethics in dealing with their employers, the salesperson should know that misusing the company asset is one of the right or wrong behaviour. As everybody knows, the company assets are only be allowed to be use for official purpose only. Next, the ‘moonlighting’ attitude where some employees go beyond long lunch hours, taking personal phone calls and also excessive socializing to actually ‘moonlighting’ on part time jobs during the same hours they are supposed to be working for their primary employer. More than that, technology theft is also part of the salesperson’s ethics in dealing with employers. These days, every company provides their salesperson with computers, software and data on their customers. When the salesperson quit or is fired, they can easily take advantage by taking the organizations customer records to use for their future benefits. Last but not least, affecting other salesperson is also the unethical practices of one salesperson where he or she affect other salesperson like they may take customers away from co-workers. In next subtopic salesperson’s ethics in dealing with customers, there are some important points that every salesperson should be alert and aware of. Bribe is where a salesperson may attempt to bribe a buyer by offering money, gift, etc. The salesperson can be charged under law if they do so. Apart from that, misrepresentation can be in order to win the sale, some salesperson will promise much more than they can deliver with the idea that the customers will later accept some reasonable excuses. The following point is tie-in sales. It occurs when a buyer is required to buy other, unwanted products in order to buy a particular line of merchandise. Lastly, price discrimination. Many salespersons may practice price discrimination to improve their sales. Price discrimination refers to selling the same quantity of the product to different buyer at different prices. The next section in this chapter is managing sales ethics, which is include; follow the leader, leader selection is important, establish a code of ethics, create ethical structures, encourage whistle-blowing, create an ethical sales climate and establish control systems. Follow the leader means the Chief Executives must set the example of bad and good ethics thus the employee will know better about the right ethics as salespeople. Management must also carefully choose managers with high levels of moral development, and this is what we called as leader selection. Third is about establish a code of ethics, where a formal statement of company’s values concerning ethics and social issues. Beside that create ethical structures cab be divided into ethical committee which group of executives appointed to oversee company ethics and second is ethical ombudsman where official given the responsibility of corporate conscience that hears and investigates ethical complaints and informs top management to potential ethical issues. Encourage whistle-blowing is employee disclosure of illegal, immoral, or illegitimate practice on the employer’s part. Also, the top level manager must support code of ethics to create an ethical sales climate. Lastly, establish control systems in managing the sales ethics means dismissal, demotion, suspension, reprimand and withholding of the sale commissions would be possible penalties for unethical sale practices. As an addition to this chapter we found salespeople’s ethics in dealing with their competitors beside of their ethics to customers and employers as mentioned above. Here we will discuss about several salespeople’s ethic in dealing with their competitors. Firstly, belittle the competitors publicly. It is unethical to belittle the competitors by picturing their product as inferior or even shoddy and worthless. To gain the trust from customers, salespeople may even indicate that competitive products are better. Second is stealing shelf space. It also unethical to decease competitors’ share of shelf space placing competing products at back or crowding them together. Moreover, it could encourage the same action from competitors. Third is untruthful statement, where also unethical to salespeople to make untruthful stamen about their competitors and might ruin the salespersons’ reputation easily. And finally tempering the competitors’ product which is not only unethical but also illegal for salespeople to damage competitors’ product, tamper with their displays and point of sale materials or reduce their product shelf space in retail store and elsewhere. In conclusion, to be an ethical salesperson we must to well known the good ethics that should be followed and what is the bad ethic that should be avoid. Salespeople that do the right things will success in future while part of them who do the wrong things might be fired one day or might face many problems especially law.

Physician-Assisted Suicide :: Essays Papers

Physician-Assisted Suicide Every second of every day somebody in the world dies. Some of these deaths will be natural and others will be unexpected, such as accidents and murders. People with terminal illnesses may feel the desire to die before their natural time. Many will also seek the advice and even help from their health care providers in ending their lives. However, despite the pain and suffering these people may go through everyday, physician-assisted suicide should never need to occur. We now have the privilege of living in a time where technology can help considerably in the care of the terminally ill, therefore creating other options besides death for these patients. There are cures, vaccines, and a wide variety of pharmaceutical drugs to ease pain and symptoms resulting from certain illnesses. In the testimony of Charles F. Gomez before the Subcommittee on the Constitution regarding the legalization of physician-assisted suicide he states, "We now have it well within our technical means to alleviate, to palliate, to comfort, and to control the worst of symptoms among those of our fellow citizens who are terminally ill." He goes on to say, "..the question.before the country at large is whether we have the heart, the courage, and the will to make it so, or whether we will opt for expedience, and call it mercy." If a person performs his or her role as a physician correctly, there would never be a reason for physician-assisted suicide to occur. That is the opinion o f Dr. John Mark, a physician at the University of Arizona Medical Center. He feels that there are other means of treating a person with a terminal or painful illness. It is important for a patient to know of all the options that are before them, as well as a clearly defined goal during treatment. There are also ways to end a persons life who wishes to die without actively assisting a death. Dr. Mark feels that a physician can stop treating a patient and still make a patient comfortable while they await for death to take its natural course. Many other people in the health care profession are against aiding in a patients death. They feel that it is against the ethical code that comes with their titles and though, part of being a doctor may mean aiding in death, it is wrong to actively help a patient commit suicide.

Phoneme Confusion Essay

An understanding of why students often confuse the phonemes /b/ and /d/ begins with understanding the fundamental difference between a phoneme and a grapheme. The term â€Å"phoneme† refers to a basic sound found within a language, such as the sounds that are represented by the letters /b/ and /d/. The grapheme represents the actual symbol used to denote those sounds (Reutzel & Cooter, 2004). In most Indo-European languages, the initial sounds of the words â€Å"ball† and â€Å"dog† are represented by these same symbols /b/ and /d/. The problem that children usually have with these sounds lies not in their confusion of the actual sounds or phonemes, but in the similarities between the two graphemes used to represent them (Goldstein, 2007). The problem that children usually have is in figuring out which sound goes with which letter—not actually in differentiating the sounds themselves (Macauslan & Quinn, 1976). This can be ascertained because it is often the case that children who make the mistake of mixing up the two sounds by reading usually manage to speak without replacing either phoneme with the other (Goldstein, 2007). It is usually the case, therefore, that the problem lies with the visual aspect of the grapheme itself. The letters /b/ and /d/ are both very similarly constructed: each is made up of a circle with a stick attached. When trying to differentiate between /b/ and /d/, children forget which side the stick should be on. Even in the phonologically aware child, each symbol sometimes succeeds in calling to mind both the sounds associated with the two letters (Goldstein, 2007). However, the child has a problem assigning the correct sound to the proper letter not because of an inherent â€Å"reading† problem, but because of an inability to properly orient the form of the letter in order to make the decision (Macauslan & Quinn, 1976). There as several formal and informal methods of dealing with this form of confusion. One method is simply to teach the letters separately. By teaching the phoneme-grapheme /b/ initially, the student is allowed to become thoroughly familiar with the letter and its formation. This familiarity will also extend itself to the sound or phoneme that is to be associated with it. Once the student can distinguish that this (b) is the letter â€Å"b† (â€Å"bee†), then that child will be less likely to confuse it with the other. Then, one it is established that the child knows /b/ and can distinguish it from all other letters and forms, the phoneme/grapheme /d/ can be introduced. Other methods of dealing with this issue exist to deal with a confusion that has already surfaced. Some teachers use mnemonic devices such as the formation of the letter with the hand. By holding the middle finger and the thumb together while allowing the forefinger to stand straight up, one can approximate the formation of /b/ on the left hand and /d/ on the right. By assigning a name to each formation such as â€Å"bull† to the left and â€Å"dog† to the right, the child might be prompted to remember which letter goes with each sound by listening to the onset of each word. It may also be helpful to point out the similarity between the lower and upper-case B’s. By reminding the student that the lower-case /b/ is merely a â€Å"B† with the upper semicircle missing, it might serve to remind him/her which letter corresponds with what sound. However, this may not prove generally helpful at the early ages, at which stage children are often likely to reverse all letters (including uppercase B) without readily noticing the difference. The child who is phonologically aware may still demonstrate confusion of the phonemes represented by the symbols /b/ and /d/ because of the similarity in the appearance of the two. These children may be otherwise quite able to perform the psychological and physical actions necessary to become good readers. However, such otherwise good readers may persist in confusing the two for quite a few years. The problem is not usually a great one and may be overcome using several mnemonic devices that serve to reinforce the distinction in the appearance of the two graphemes.    References Goldstein, E. B. (2007). Cognitive psychology: connecting mind, research and everyday   Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚   experience. Belmont, CA: Wadsworth Publishing. Macauslan, A. & V. Quinn. (1976). â€Å"The rotation of confusable letters in the writing of depressed children.† Child: Care, Health and Development. 2(6): 379-386. Reutzel, D. R. & R. B. Cooter. (2004). The essentials of teaching children to read: what every    teacher needs to know. Upper Saddle River: Pearson Merrill Prentice Hall.

The Effects Of Home Life On Children s Development

Every day, and in every home, kids are affected by the actions of those around them. Whether these people be their parents, their peers, teachers, or just strangers of the community, they all play huge roles in the young generation’s development, health and their ability to learn. Home-life is important, this may seem obvious, but to some it is all but clear. 1. Students are now spending about 15 percent (1,108 hours) of their time at school, which means for younger children who only spend at home or school, are at home for 85 percent (7,652 hours) of their year. There are a multitude of various factors relevant to home-life which can affect a student’s development and ability to learn. One contributing factor to the growth and development of students is their parents. Parents not only provide for the children- shelter, food, water- but parents are also a child’s travel guide through life. Often times there are circumstances such as drug abuse in the family, or p overty, which provide obstacles for families. These circumstances can affect a student’s performance in school, their interests, and their health. A healthy home-life is key to students performing well in school. When we think about students’ home-life for this generation (and the generations to come), we often discuss what kids do during their time off from academics. The first thing which comes to mind is the dependency of technology. Technology, whether it be used for gaming, interaction, research- whatever- canShow MoreRelatedThe Effects Of Divorce On Child Development1194 Words   |  5 PagesThe Effects of Divorce on Child Development I met the love of my life in my financial accounting class. He was charming, and intelligent, and he carried himself well. Early into our relationship I realized underneath this assuring exterior, was a broken, unstable man. 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