Global Review Of Market Entry Strategies Economics Essay

Worldwide Review Of Market Entry Strategies Economics Essay At the point when a firm will investigate an outside market, the decision of the best method of section is chosen by the organizations development system. The fundamental point of each business association is to set up itself in the worldwide market. In this manner, the procedure calls for building up a viable global showcasing system so as to distinguish the universal chances, investigate assets and abilities, and use center capabilities so as to more readily actualize the general worldwide methodologies. The choice of how to enter a remote market can significantly affect the outcomes. Organizations can venture into remote markets by means of the accompanying four systems: sending out, permitting, joint endeavor and direct speculation (Meyer, Estrin, Bhaumik, and Peng, 2008). Every one of them have their points of interest for the firm to investigate just as hindrances which must be considered by the organizations top administration. What section mode that a global organization picks has suggestions for how much assets the organization must focus on its outside activities, the hazard that the organization must bear, and the level of control that the organization can practice over the procedure on the new market. (Zekiri and Angelova,2011, pp 576) 1.1.1 Global Review of Market Entry Strategies Taylor, Zou and Island (1998) led an examination on an exchange cost point of view on remote market passage systems of USA and Japanese firms and reasoned that few exchanges costs influenced the dynamic of market section mode for the US firms yet didn't influence the market section mode for Japanese firms. Meyer, Estrin, Bhaumik, and Peng (2008) led an examination on Institutions, Resources, and Entry Strategies in Emerging Economies to explore the effect of market-supporting foundations on business methodologies by breaking down the section procedures of outside financial specialists entering rising economies. The creators made three commitments, to enhance an establishment based perspective on business technique (Oliver, 1997; Peng, 2003; Peng, Wang, and Jiang, 2008) by giving an all the more fine-grained reasonable examination of the connection between institutional structures and passage methodologies. Besides, they contended that organizations moderate asset based contemplations while creating passage procedures lastly, by storing up an essential study database from four assorted yet moderately underexplored nations and joining such information with documented information, they broadened the geographic reach of experimental research on developing nations. Stiegert, Ardalan, and Marsh (1997) led an examination on outside market passage systems in the European Union where the investigation used intra-firm, socio-social, topographical closeness, and political-steadiness factors to clarify bimodal remote direct venture (FDI) designs by agri-food and drink worldwide organizations into and inside the European Union. A logit system consolidated an exceptional tally database of firm-level venture designs from 1987-1998 and the outcomes indicated the 1992 basic changes under the Maastricht Treaty expanded the likelihood of completely claimed FDI modes, for example, greenfields and buyouts, and furthermore found that past modular methodologies of firms, language boundaries, and conversion scale instability all accurately clarified modular speculation designs. The creators declared that these outcomes give significant commitments toward understanding modular venture systems including the job of macroeconomic changes inside a custom association. Czinkota Ronkainen (2003) completed an investigation on the inspiration factors for advertise passage and declared that few elements brings about firms taking measures in a provided guidance as on account of internationalization. These are an assortment of inspirations both pushing and pulling organizations to internationalize which are separated into proactive and receptive inspirations. 1.1.2 Market passage systems for Multinationals in Kenya Worldwide organizations (MNCs) work in a worldwide domain new in political, monetary, social, social, innovative and legitimate perspectives. Expanded rivalry among worldwide partnerships and the passage of different players in the Kenyan market require the plan of serious methodologies that ensure execution. Making methodologies for adapting to rivalry is the core of key administration which is basic for the drawn out endurance of any association. MNCs in Kenya have received various methodologies including: better quality, brilliant client care, advancement, separation, expansion, cost cutting measures, key coalitions, joint endeavor, mergers/acquisitions and not overlooking lower costs, to climate serious difficulties. Kinuthia (2010) recommends that Foreign Direct Investment (FDI) has ascended in Kenya from the 1990s because of the advancement of the economy. It is mostly moved in the assembling segment and is chiefly Greenfield in nature. A large portion of FDI in Kenya is send out situated and market chasing. The most significant FDI determinants are showcase size in Kenya just as inside the area, political and financial security in both Kenya and its neighbors and reciprocal exchange understandings among Kenya and different nations. The most significant FDI boundaries in Kenya are political and financial precariousness in Kenya, wrongdoing and instability, institutional factors, for example, defilement, deferred licenses and work grants among different variables. As per the Financial Post (2010), entrenched and until now predominant global organizations in Kenya are unexpectedly ending up cruising in tempestuous waters. The most recent worldwide to leave the scene with a bloodied nose is the 200-year-old Colgate Palmolive, a worldwide business concern which started in New York as a little cleanser and flame business. The rundown additionally incorporates, Johnson, Agip, Unilever, Procter Gamble, and as of late, ExxonMobil, just to specify a couple. The Financial Post (2010) recommends that lion's share of the multinationals who have so far migrated, shut down or cut back their tasks consider Kenya as one of the least serious speculation goals around the world. Aside from the famously significant expense of intensity in Kenya, troubles in acquiring licenses and visas, wasteful aspects at the Port of Mombasa and decaying framework are among other non-duty hindrances to interest in this market. Budgetary Post (2010) takes note of that it is in t he oil division where the multinationals are thinking that its hard to adapt. A couple of years back, Agip shut down its channels and sold out to BP Shell. BP sold it stake to Kenya Shell, a move that changed shareholding of BP Shell, which has been working as a joint endeavor organization. As of late, ExxonMobil sold its Kenya establishment to Tamoil, who will presently assume control over the companys more than 64 assistance stations countrywide. Ndegwa and Otieno (2008) directed an investigation on advertise section systems for a change nation, Kenya, a contextual investigation that concentrated on method of passage techniques that would be utilized by a Finnish firm, YIT Group to enter a creating nation, Kenya. The attention was on intentions to enter creating nations, the methodologies used to enter creating nations, the variables impacting the choice of section methodology, lastly issues confronting organizations entering creating markets understanding. The examination inferred that the most critical thought process to enter creating nations is possible development of the market, the most appropriate section mode technique is joint endeavor, the most noteworthy factor impacting the passage mode choice is the legitimate structure, and the biggest issue experienced by organizations putting resources into the nation is administration. 1.1.3 Performance and non money related execution Execution Measures are quantitative or subjective approaches to describe and characterize execution. They give an instrument to associations to oversee progress towards accomplishing foreordained objectives, characterizing key pointers of authoritative execution and Customer fulfillment. Execution Measurement is the way toward surveying the advancement made (real) towards accomplishing the foreordained presentation objectives (benchmark). Conventional, monetarily based execution estimation approaches have various genuine disadvantages (Kaplan Norton, 1992). These incorporate the component of result center. Built up money related markers, for example, turnover and benefit before charge are result pointers. Productivity quantifies the degree to which a business creates a benefit from the variables of creation: work, the executives and capital. Productivity examination centers around the connection among incomes and costs and fair and square of benefits comparative with the size of inte rest in the business (Gilbert and Wheelock, 2007). Four helpful proportions of firm gainfulness are the pace of profit for firm resources (ROA), the pace of profit for firm value (ROE), working net revenue and net firm pay. The ROA estimates the arrival to every single firm resource and is regularly utilized as a general list of benefit, and the higher the worth, the more gainful the firm business. The ROE gauges the pace of profit for the proprietors value utilized in the firm business. It is valuable to consider the ROE comparable to ROA to decide whether the firm is making a gainful profit for their obtained cash. The working net revenue quantifies the profits to capital per dollar of gross firm income. Review, the two different ways a firm has of expanding benefits is by expanding the benefit per unit delivered or by expanding the volume of creation while keeping up the per unit benefit. The working net revenue centers around the per unit delivered segment of gaining benefit and the advantage turnover proportion (talked about ben eath) centers around the volume of creation segment of procuring a benefit (Crane, 2011). Net firm pay comes legitimately off of the salary proclamation and is determined by coordinating firm incomes with the costs brought about to make those incomes, in addition to the increase

Multilateral Diplomacy: The Preferred Path?

Multilateral Diplomacy: The Preferred Path? At the point when states are defied with political difficulties or in the direct of their international strategy, worldwide on-screen characters utilize a few kinds of international strategy system: multilateral, reciprocal and one-sided. With the end goal of this article, this paper will concentrate just on multilateral and two-sided tact. Multilateral and respective tact are now and again observed as twines from a similar fate, for instance the European Union comprises a rising strategic request where multilateralism and reciprocality are interlaced and two-sidedness, while establishing a noteworthy part of this multilateral request, is simultaneously being re-arranged inside it and strategy zones re-situated from prevalently two-sided to the multilateral system or a blended bi-multilateral arrangement of procedures (Keukeleire,2000: 4-5 refered to in Batora and Hocking, 2008:14). The ascent of multilateral tact can be followed back to the nineteenth century when the show of Europe lounged around the table together at the congress of Vienna. However this strategy, created in its full structure in the twentieth century with the production of the League of Nations in the result of the First World War and with the United Nations, exemplification of multilateral tact, brought into the world after the Second World War (Moore, 2012:1). Today, the UN has an overall participation and the worldwide scene is peppered with financial and local establishments that are multilateral in nature, for example, World Trade Organization, the International Monetary Fund, the European Union and the G20 (Moore, 2012:1). With the end goal of this article, this paper, as a matter of first importance looks to characterize the terms reciprocal and multilateral discretion separately. The paper will look at whether multilateral discretion is the favored way for bigger states. It will at that point continue to look at if reciprocal strategy despite everything have a task to carry out. Multilateralism will be examined from a pragmatist and neoliberals point of view. The paper will likewise take a gander at reciprocal tact in a multilateral setting utilizing North Korea for instance. This paper will at last make a determination, by contending that both multilateral and respective discretion have different tasks to carry out, multilateral strategy is the favored way for bigger states. Meaning OF BILATERAL AND MULTILATERAL DIPLOMACY On one hand respective discretion is portrayed by an occasionally unbalanced spotlight on the objective of two on-screen characters. It ordinarily implies the consensual treatment of respective relations between two sovereign states. Equivalent sovereign states are the focal entertainers in the relationship, and any lead of the relationship needs consensual will from the two sides (Klein, Reiners, Zhimin, Junbo, and Slosarcik, 2010:6-20). Then again, multilateral discretion is characterized as a circumstance where at least three entertainers are occupied with intentional and (pretty much) standardized co-activity administered by standards and standards, with decides that apply (pretty much) similarly to all (Klein, Reiners, Zhimin, Junbo, and Slosarcik, 2010:7). Besides, multilateral strategy is seen as a procedure connected with standards and beliefs about more noteworthy universal equity, lawful balance (or possibly non-separation) and authenticity. It isn't exclusively about the quantity of taking an interest states (Johnson, 2009:56). Also, it is characterized as the administration of worldwide relations among at least three states through conciliatory or delegates without the administrations of a specific secretariat (Diplomats, 2009:1). As per Moore, multilateral tact is scholastically characterized as discretion directed by means of gatherings went to by at least three states based on summed up rules of lead, while an UN emissary has characterized it in less difficult terms, portraying the political structure as a lot of nations pushing their own wheelbarrels yet in the one room (Moore, 2012:1). With the end goal of this exposition, this paper characterizes multilateral tact as an aggregate, agreeable activity by states when important working together with non-state on-screen characters to manage regular difficulties and issues when these are best overseen on the whole at the inner level. At the end of the day, it is the arrangements and conversations which permit these group and helpful activities among states and non-states (Cockburn, 2012:1). IS MULTILATERAL DIPLOMACY THE PREFERRED PATH FOR LARGER STATES The developing significance of multilateral discretion is a marvel of the 21st century, somewhat in light of the fact that the 21st century has hurled issues which are widespread in nature, for example, human rights, the universal control of infection, the worldwide progression of capital and data, helpful help, work rights, exchange, normal ecological issues with transnational drop out and ecological issues of a global nature (Cockburn, 2012:1). The previously mentioned issues override national sway and this have required some structure other or more respective strategy so as to address them (Cockburn, 2012:1). In any case, a mounting reaction against globalization is blending with across the board loss of confidence in the multilateral framework with the prominent hole among desires and results in Copenhagen being only the most recent model. This issues a lot, supposing that publics accept that participation doesnt work, governments will have more noteworthy trouble marshaling the political will or money related assets to complete multilateral arrangements (Jones, 2010:4). Evaluates of multilateral discretion contended that multilateral understandings should target uncertain and now and again tricky basic division of the numerous national interests included and this watches out for the most minimized shared variable of the considerable number of nations required because of the need to arrive at a political accord among the members (Reich, 2009:13).The arrangement and drafting process is typically chosen by the enormous and incredible nations, though the little nations have practically no c apacity to impact the result of multilateral exchange (Reich, 2009:13). Again in a multilateral understanding, it is incredibly hard to arrive at the fundamental accord so as to close such an understanding and in this manner much of the time it stays an attractive, yet out of reach objective (Reich, 2009:17). Moreover, the US, Russia and China all neglect to perceive the global criminal court, accordingly this definitely lessening its capacity. Likewise the most distributed battle against a dangerous atmospheric devation seems to have been brought to an end by the disappointment of the significant forces to join to the Kyoto convention (Cockburn, 2012:4). Cockburn again contended that huge number of multilateral settlements concerning weapons of war have wound up almost no of what they guaranteed in light of significant forces declining to sign them. These are dark detriments for the name multilateral strategy and there are situations where instead of perceiving a typical decent and making concessions on all sides, national intrigue have triumphed (Cockburn, 2012:4). In spite of the fact that accomplishing extensively multilateral endeavors truly has its own arrangement of impediments and entanglements, yet it likewise has benefits that are inalienably isn't feasible for any country, even the United States to, accomplish when it acts without others or even with a chosen few (Jentleson, 2003-4:9). With the end goal of this article, this paper contends that multilateral discretion is the favored way for bigger states. The worldwide war against fear based oppression has just demonstrated the significance of multilateral collaboration. A significant part of the victories that have been accomplished so far in the war on psychological oppression has experienced wide multilateral collaboration on various lower-profile fronts, for example, knowledge sharing, outskirt security, financial approvals and law implementation (Jentleson,2003-4:9; Rademaker, 2006:1). Multilateral tact, has a near favorable position, by which various countries, significant worldw ide foundations, and nongovernmental associations (NGOs) all bring to hold up under their integral mastery dependent on their own authentic experience, conventional connections, and approach accentuation (Jentleson, 2003-4:9). The redistribution of intensity on a worldwide scale pushed by the rise of new focuses of intensity and the direness of worldwide difficulties (the budgetary emergency, environmental change, oceanic security, to give some examples) features the requirement for a multilateral strategy that convey worldwide open merchandise and contain developing competitions (Policy brief, 2011:2). As expressed by Jones, the 9/11 assaults on the United States heightened multilateral collaboration both through formal and casual foundations, to handle a scope of transnational dangers (Jones, 2012:2). Besides, there are a class of conditions which may require just multilateral activity through multilateral tact. One case of such is the battle against worldwide cash clothing. This battle can't be handle by a solitary state because of its tendency. In any case, it has been effectively completed by a multilateral system focused on all nations without any exemptions. It is done through a multilateral body named the Financial Action Tax Force (FATF) (Reich, 2009:22) Also, multilateral understandings, through multilateral discretion offer obviously the upside of lower exchange costs in a single focal arrangement and drafting process that outcomes in the official of the considerable number of gatherings to shared commitment to each other (Reich, 2009:25). What's more, other motivation to incline toward multilateral activity is in conditions where reciprocal activity will give remarkable favorable circumstances to the more grounded gathering to the arrangement, and lead to problematic results either from a distributive equity or effectiveness point of view. In such circumstances multilateral arrangements that permit more vulnerable nations, for example, creating and least created nations the likelihood to organize their positions and deal all things considered with the more grounded nations may prompt better outcomes (Reich, 2009:26). This paper contends that in an inexorably reliant and globalized

The Top 7 Reasons Not to Mind Map - Focus

The Top 7 Reasons Not to Mind Map - Focus Over the years weve talked to quite a large number of people about mind mapping, and based on what they told us, weve put together a list of the top 7 reasons not to mind map. If youre thinking about giving mind mapping a try, be sure to take a look at this list first: 1. “I can’t draw.” While some people are surely more talented than others, saying that you can’t draw is â€" in most cases â€" simply not true. If you can hold a pen and use it to write, you can also use it to draw. Your drawings might not look as good as you’d like them to, but the point of drawing in a mind map is not to create an art piece for a gallery opening. The point is to personalize your map with images and recognizable symbols and thus make it easier for your brain to remember the map’s content. If you still can’t get used to the drawing part, there’s always digital mind mapping, where you can choose your icons and images from a library. 2. “This is kids stuff.” / “Mind maps are unprofessional.” The statement “This is kids stuff” is partially true, seeing as mind maps are indeed a technique even preschoolers can use. But to conclude that they are not suitable for grown-ups or that they are unprofessional would be a mistake. Mind maps are being used by a steadily growing number of businesses and entrepreneurs who appreciate the value of this powerful presentation, collaboration and project planning tool. Digital and online mind mapping solutions usually offer a user interface perfectly suitable for businesses and their maps look as professional as it gets. 3. “Mind maps can hold very little  information.” While this is partly  true for paper mind maps, which are usually limited to the space of an A4 sheet, digital and online mind maps are a completely different story. Since you can add links, images, notes, comments and even upload entire files to each topic, digital maps can actually be used as data pools or knowledge maps, and hold a technically unlimited amount of information (depending on the software used and the way the information is stored). With the right system, even paper maps can hold huge amounts of information while still being clearer than linear notes. More about this under point 6. 4. “Mind mapping takes longer than regular note taking.” A lot of people  think that, because there is drawing involved in a mind map, they take more time to create than your standard linear notes. The truth is, you can spend hours perfecting your mind map to turn it into a piece of art, if that’s what you want to do. But in most cases, note taking with mind maps will actually help you save time. Instead of writing whole sentences and filling page after page in your notebook, a mind map forces you to consciously decide which information is important enough to become its own topic. Sticking to keywords and images eliminates all the unnecessary fluff and thus saves you valuable time, especially when you review your notes later on. 5. “I’m a linear thinker.” Some people  are so accustomed to processing information stored in a linear manner that they’ve really become quite good at it. But that doesn’t necessarily make them linear thinkers, at least not exclusively. Even if you feel comfortable with your old thinking method, why wouldn’t you want to utilize other techniques that can improve your creativity, memory and problem solving abilities? Why would you limit yourself, when expanding your range of tools and techniques might give you a competitive advantage? Linear thinking, radiant thinking, visual, lateral or parallel thinking â€" why not try to combine them all to make use of your brain’s full potential? 6. “Mind maps aren’t practical.” Many people who are used to storing their information in notebooks or Word documents think that mind maps just aren’t practical as an everyday solution. Most of the time, they are worried about 3 things: 1. Running out of space when dealing with big, complex topics As mentioned earlier, digital maps can hold vast amounts of information. Even so, some topics are so large and complex that mind maps can become too cluttered, thus losing the great overview they usually provide. The solution to this problem is to create a network of mind maps that are linked with each other, as you can do with MindMeister and other mind mapping software. Instead of trying to squeeze thousands of topics into map, simply create an index map with the main categories of your topic or project, and create a sub map for each of those categories. Each sub map can be filled with information, or link to even more sub maps. Using MindMeister, you can easily  link your maps  to jump back and forth between them. 2. Not being able to store their maps properly You can store paper maps in a binder or folder, just like you would with any other piece of paper. Alternatively, you can scan them and put them into a digital filing system such as Evernote. Online mind mapping software lets you store all your mind maps in the cloud and access them from any computer as well as your  mobile device. You can also create a practical folder structure to stay organized and retrieve your maps quickly when needed. 3. Not being able to share their maps with others Well, you can share paper maps like you would share any other piece of paper, that is, make a paper copy or scan them in to  share via email, for instance. The various mind mapping software solutions use different formats for their maps, but they usually offer import options for a number of formats other than their own. Online solutions such as MindMeister even allow you to share your maps with entire groups of users and collaborate with them in real-time. 7. “I’ve gone through my entire life without this. Why should I start now?” Well, this is a really bad reason not to try something new. Heres why we think you  should: Mind maps are easy to create. They are a professional business tool. They can hold large  amounts of information. They help you save time. They improve creativity, memory and problem solving abilities. They are extremely practical ?? Can you think of another reason not to mind map? Let us know in the comments below so we can discuss your argument! The Top 7 Reasons Not to Mind Map - Focus Over the years weve talked to quite a large number of people about mind mapping, and based on what they told us, weve put together a list of the top 7 reasons not to mind map. If youre thinking about giving mind mapping a try, be sure to take a look at this list first: 1. “I can’t draw.” While some people are surely more talented than others, saying that you can’t draw is â€" in most cases â€" simply not true. If you can hold a pen and use it to write, you can also use it to draw. Your drawings might not look as good as you’d like them to, but the point of drawing in a mind map is not to create an art piece for a gallery opening. The point is to personalize your map with images and recognizable symbols and thus make it easier for your brain to remember the map’s content. If you still can’t get used to the drawing part, there’s always digital mind mapping, where you can choose your icons and images from a library. 2. “This is kids stuff.” / “Mind maps are unprofessional.” The statement “This is kids stuff” is partially true, seeing as mind maps are indeed a technique even preschoolers can use. But to conclude that they are not suitable for grown-ups or that they are unprofessional would be a mistake. Mind maps are being used by a steadily growing number of businesses and entrepreneurs who appreciate the value of this powerful presentation, collaboration and project planning tool. Digital and online mind mapping solutions usually offer a user interface perfectly suitable for businesses and their maps look as professional as it gets. 3. “Mind maps can hold very little  information.” While this is partly  true for paper mind maps, which are usually limited to the space of an A4 sheet, digital and online mind maps are a completely different story. Since you can add links, images, notes, comments and even upload entire files to each topic, digital maps can actually be used as data pools or knowledge maps, and hold a technically unlimited amount of information (depending on the software used and the way the information is stored). With the right system, even paper maps can hold huge amounts of information while still being clearer than linear notes. More about this under point 6. 4. “Mind mapping takes longer than regular note taking.” A lot of people  think that, because there is drawing involved in a mind map, they take more time to create than your standard linear notes. The truth is, you can spend hours perfecting your mind map to turn it into a piece of art, if that’s what you want to do. But in most cases, note taking with mind maps will actually help you save time. Instead of writing whole sentences and filling page after page in your notebook, a mind map forces you to consciously decide which information is important enough to become its own topic. Sticking to keywords and images eliminates all the unnecessary fluff and thus saves you valuable time, especially when you review your notes later on. 5. “I’m a linear thinker.” Some people  are so accustomed to processing information stored in a linear manner that they’ve really become quite good at it. But that doesn’t necessarily make them linear thinkers, at least not exclusively. Even if you feel comfortable with your old thinking method, why wouldn’t you want to utilize other techniques that can improve your creativity, memory and problem solving abilities? Why would you limit yourself, when expanding your range of tools and techniques might give you a competitive advantage? Linear thinking, radiant thinking, visual, lateral or parallel thinking â€" why not try to combine them all to make use of your brain’s full potential? 6. “Mind maps aren’t practical.” Many people who are used to storing their information in notebooks or Word documents think that mind maps just aren’t practical as an everyday solution. Most of the time, they are worried about 3 things: 1. Running out of space when dealing with big, complex topics As mentioned earlier, digital maps can hold vast amounts of information. Even so, some topics are so large and complex that mind maps can become too cluttered, thus losing the great overview they usually provide. The solution to this problem is to create a network of mind maps that are linked with each other, as you can do with MindMeister and other mind mapping software. Instead of trying to squeeze thousands of topics into map, simply create an index map with the main categories of your topic or project, and create a sub map for each of those categories. Each sub map can be filled with information, or link to even more sub maps. Using MindMeister, you can easily  link your maps  to jump back and forth between them. 2. Not being able to store their maps properly You can store paper maps in a binder or folder, just like you would with any other piece of paper. Alternatively, you can scan them and put them into a digital filing system such as Evernote. Online mind mapping software lets you store all your mind maps in the cloud and access them from any computer as well as your  mobile device. You can also create a practical folder structure to stay organized and retrieve your maps quickly when needed. 3. Not being able to share their maps with others Well, you can share paper maps like you would share any other piece of paper, that is, make a paper copy or scan them in to  share via email, for instance. The various mind mapping software solutions use different formats for their maps, but they usually offer import options for a number of formats other than their own. Online solutions such as MindMeister even allow you to share your maps with entire groups of users and collaborate with them in real-time. 7. “I’ve gone through my entire life without this. Why should I start now?” Well, this is a really bad reason not to try something new. Heres why we think you  should: Mind maps are easy to create. They are a professional business tool. They can hold large  amounts of information. They help you save time. They improve creativity, memory and problem solving abilities. They are extremely practical ?? Can you think of another reason not to mind map? Let us know in the comments below so we can discuss your argument!

Malala Yousafzai Youngest Winner of Nobel Peace Prize

Malala Yousafzai, a Pakistani Muslim born in 1997, is the youngest winner of the Nobel Peace Prize, and an activist supporting the education of girls and women’s rights. Earlier Childhood Malala Yousafzai was born in Pakistan, born July 12, 1997, in a mountainous district known as Swat.  Her father, Ziauddin, was a poet, educator, and a social activist, who, with Malala’s mother, encouraged her education in a culture which often devalues the education of girls and women. When he recognized her keen mind, he encouraged her even more, talking politics with her from a very young age, and encouraging her to speak her mind.  Ã‚  She has two brothers, Khusal Khan and Apal Khan. She was raised as a Muslim and was part of the Pashtun community. Advocating Education for Girls Malala had learned English by the age of eleven and was already by that age a strong advocate of education for all.  Before she was 12, she began a blog, using a pseudonym, Gul Makai, writing of her daily life for BBC Urdu.  When the Taliban, an extremist and militant Islamic group, came to power in Swat, she focused her blog more on the changes in her life, including the Taliban’s ban on education for girls, which included the closing of, and often physical destruction or burning of, over 100 schools for girls. She wore everyday clothing and hid her schoolbooks so that she could continue to attend school, even with the danger.  She continued to blog, making clear that by continuing her education, she was opposing the Taliban. She mentioned her fear, including that she might be killed for going to school. The New York Times produced a documentary that year about the destruction of girls’ education by the Taliban, and she began more avidly supporting the right of education for all. She even appeared on television. Soon, her connection with her pseudonymous blog became known, and her father received death threats. He refused to close the schools he was connected with. They lived for a while in a refugee camp. During her time in a camp, she met womens rights advocate Shiza Shahid, an older Pakistani woman who became a mentor to her. Malala Yousafzai remained outspoken on the topic of education. In 2011, Malala won the National Peace Prize for her advocacy. Shooting Her continued attendance at school and especially her recognized activism enraged the Taliban. On October 9, 2012, gunmen stopped her school bus and boarded it. They asked for her by name, and some of the fearful students showed her to them.  The gunmen began shooting, and three girls were hit with bullets. Malala was injured the most severely, shot in the head and neck. The local Taliban claimed credit for the shooting, blaming her actions for threatening their organization. They promised to continue to target her and her family if she should survive. She nearly died of her wounds. At a local hospital, doctors removed a bullet in her neck. She was on a ventilator. She was transferred to another hospital, where surgeons treated the pressure on her brain by removing part of her skull. The doctors gave her a 70% chance of survival. Press coverage of the shooting was negative, and Pakistan’s prime minister condemned the shooting. Pakistani and international press were inspired to write more extensively about the state of education for girls, and how it lagged behind that of boys in much of the world. Her plight was known worldwide.  Pakistan’s National Youth Peace Prize was renamed the National Malala Peace Prize. Only a month after the shooting, people organized the Malala and the 32 Million Girls Day, to promote girls’ education. Move to Great Britain To better treat her injuries, and to escape the death threats to her family, the United Kingdom invited Malala and her family to move there.  Her father was able to obtain work in the Pakistani consulate in Great Britain, and Malala was treated in a hospital there. She recovered very well.  Another surgery put a plate into her head and gave her a cochlear implant to offset hearing loss from the shooting. By March of 2013, Malala was back in school, in Birmingham, England. Typically for her, she used her return to school as an opportunity to call for such education for all girls worldwide. She announced a fund to support that cause, the Malala Fund, taking advantage of her worldwide celebrity to fund the cause she was passionate about.  The Fund was created with the assistance of Angelina Jolie.  Shiza Shahid was a co-founder. New Awards In 2013, she was nominated for the Nobel Peace Prize and for TIME magazine’s Person of the Year but won neither. She was awarded a French prize for women’s rights, the Simone de Beauvoir Prize, and she made TIME’s list of 100 most influential people in the world. In July, she spoke at the United Nations in New York City. She wore a shawl that had belonged to murdered Pakistani prime minister Benazir Bhutto. The United Nations declared her birthday â€Å"Malala Day.† I Am Malala, her autobiography, was published that fall, and the now 16-year-old used much of the funds for her foundation. She spoke in 2014 of her heartbreak at the kidnapping, just a year after she was shot, of 200 girls in Nigeria by another extremist group, Boko Haram, from a girls’ school Nobel Peace Prize In October of 2014, Malala Yousafzai was awarded the Nobel Peace Prize, with Kailash Satyarthi, a Hindu activist for education from India.  The pairing of a Muslim and Hindu, a Pakistani and an Indian, was cited by the Nobel Committee as symbolic. Arrests and Convictions In September 2014, just a month before the Nobel Peace Prize announcement, Pakistan announced they had arrested, after a long investigation, ten men who had, under the direction of Maulana Fazullah, Taliban head in Pakistan, carried out the assassination attempt.  In April 2015, the men were convicted and sentenced. Continued Activism and Education Malala has continued to be a presence on the global scene reminding of the importance of education for girls. The Malala Fund continues to work with local leaders to promote equal education, to support women and girls in getting an education, and in advocating for legislation to establish equal educational opportunity. Several children’s books have been published about Malala, including in 2016 For the Right to Learn: Malala Yousafzai’s Story. In April 2017, she was designated a United Nations Messenger of Peace, the youngest so named. She occasionally posts on Twitter, where she had by 2017 almost a million followers. There, in 2017, she described herself as â€Å"20 years old | advocate for girls’ education and women’s equality | UN Messenger of Peace | founder MalalaFund.† On September 25, 2017, Malala Yousafzai received the Wonk of the Year Award by American University and spoke there. Also in September, she was beginning her time as a college freshman, as a student at Oxford University. In typical modern fashion, she asked for advice for what to bring with a Twitter hashtag, #HelpMalalaPack.

Grapes Of Wrath Essay examples - 839 Words

Grapes of Wrath nbsp;nbsp;nbsp;nbsp;nbsp;The book, Grapes of Wrath, follows the life of the Joad family, who live in Oklahoma during the Depression. The story begins with the return of Tom Joad from prison, where he has spent the last few years. He killed a boy in a bar fight and is now on parole. He is taken by surprise when he returns to Oklahoma only to find that his house is in ruins and his family is not there. He doesn’t know that, while he was gone, the banks forced his family and thousands of others off their land. Tom is accompanied by a former priest, Casey, who searches with Tom for his family. Tom and Casey find the Joad family at Tom’s uncle’s house. The family is preparing to move west to California in hopes that they†¦show more content†¦This news is disheartening to Tom, but the family’s only choice is to keep traveling west. Tom’s grandmother eventually dies too from exhaustion and heat. Finally after many grueling days in the hot sun and numerous stops to fix the car, the Joads arrive at California. However, their dreams of finding a wonderful place to live are shattered when they hear California residents calling them Oakies and saying bad things about them. Californians feel threatened by the families migrating into California because the newcomers will take all the job opportunities and they will steal food to avoid starvation. At first the Joads can’t find work and they are forced to live in one of the Hoovervilles. The Hoovervilles are very run down and Connie , Tom’s brother, runs away from the family because of the disappointment of realizing his dreams will not come true. When Tom gets in trouble with a officer in a Hooverville, Casey says it’s his fault and he is arrested instead of Tom. If Tom had been arrested he would have been sent back to prison for three years. Tom has always looked up to Casey and he is even more grateful for Casey’s actions. nbsp;nbsp;nbsp;nbsp;nbsp;The Joad family learns that there are jobs available as peach pickers to the north. They pack up and leave in hopes that maybe they will be better off from now on. When they arrive the whole family finds work and they earn enough to have decent meals. However, soon after their arrival, Tom finds out thatShow MoreRelatedThe Grapes of Wrath541 Words   |  2 PagesThe Grapes of Wrath ends in a rather idiosyncratic way. Steinbeck provides an anticlimax ending that is open to interpretation. The last scene occurs after the Joad family has to move from their boxcar due to the flood that has been ongoing for six days. At this point the family has encountered a series of problems that seem to be never ending. Every time there is a glimpse of hope, something comes and tears everything down. In California for example, finding a job was difficult for the family. OnRead MoreGrapes of Wrath5357 Words   |  22 PagesKrystal Giffen The Grapes of Wrath Part 1: Literary Analysis 1. A. â€Å"†¦Ã¢â‚¬ËœWhat’s this call, this sperit?’ An’ I says, ‘It’s love†¦Ã¢â‚¬  (page 23, Chapter 4). This quote is an example of an metaphor. The use of this metaphor was to show the reader why the preacher doesn’t preach anymore. The effect the metaphor had on the reader was, for them to see how the preacher really viewed ‘the sperit’. B. â€Å"One cat’ takes and shoves ten families out. Cat’s all over hell now†¦Ã¢â‚¬  (pg. 8, Chapter 2). This quote isRead MoreGrapes of Wrath Essay1158 Words   |  5 PagesThe Grapes of Wrath, many concepts appear that were noted in How to Read Literature Like a Professor by Thomas C. Foster. However, the three chapters of Foster’s how-to guide that most apply to Steinbeck’s novel were â€Å"It’s All About Sex†¦,† â€Å"Every Trip is a Quest (Except When It’s Not),† and â€Å"It’s More Than Just Rain or Snow.† On more than one occasion these concepts are hidden within the book, and two of them actually seem somewhat linked together. After reading between the lines, The Grapes of WrathRead MoreEssay on Grapes of Wrath554 Words   |  3 Pages or in history books. We have seen the pain and struggle that these people must go through in order to survive. This novel, The Grapes of Wrath, relates to som e of the many times of violence and cruelty that this America has seen. During the Dust Bowl, hundreds of thousands of southerners faced many hardships, which is the basis of the novel called The Grapes of Wrath. It was written to portray the harsh conditions during the Dust Bowl. When one considers the merit of this novel, one thinks, howRead MoreThemes in the Grapes of Wrath2270 Words   |  10 PagesThemes in The Grapes of Wrath The Joads are on their way to California. The land which seems to be a heaven with great work, little white houses, and many acres of land. But the Joads soon find out that California may not be the paradise they dreamed of. Their journey to California will be full of hope and despair along with keeping their dignity in the midst of all the wrath. One of the biggest problems they will face is how poorly they will be treated. The one thing that made the Joads successfulRead MoreEssay On The Grapes Of Wrath1080 Words   |  5 PagesFrom I to We The Great Depression was a time in history when almost everyone suffered. The novel The Grapes of Wrath by John Steinbeck depicts a family, the Joads, moving to California because the bank had taken their home and land. Many families were moving away to try to find work so that they could provide for their children. Families that were once one, later became two. The Joad family wanted to stick together because they thought that was all they could do to get through this unpleasant situationRead MoreGrapes of Wrath Essay4878 Words   |  20 PagesBriseida Miranda Period 3 2/25/13 The Grapes of Wrath Study Questions 1. The importance of the land to the people a) Why are the Joads and thousands like them thrown off the land? Due to increased demands during the time, the Joads and thousands like them had spent a great sum of money purchasing farming equipment. However as these demands decreased, farmers were left in major debt. Since the farmers were not able to pay off the debt, they were â€Å"thrown off† their landRead MoreGrapes of Wrath Essay633 Words   |  3 PagesGrapes of Wrath 1. The protagonist of this story is Tom Joad. Tom must overcome several conflicts when he is paroled from jail and let out into an economically depressed country. Toms physical conflict throughout the novel is the task of surviving the horrible starving conditions of Americas Great Depression. He also has physical conflicts with people who only wish to destroy the hopes of migrant workers such as the police and strikebreakers. Toms emotional conflict deals with his inabilityRead More The Grapes of Wrath Essays621 Words   |  3 PagesThe Grapes of Wrath The Grapes of Wrath is set in the horrible stage of our American history, the Depression. Economic, social, and historical surroundings separate the common man of America into basically the rich and poor. A basic theme is that man turns against one another in a selfish pride to only protect themselves. For example, the landowners create a system in which migrants are treated like animals and pushed along from one roadside camp to the next. They are denied decent wages and forcedRead More Grapes Of Wrath Essay2416 Words   |  10 Pages John Steinbeck’s novel, The Grapes of Wrath is one of the most influential books in American History, and is considered to be his best work by many. It tells the story of one family’s hardship during the Depression and the Dust Bowl of the 1930’s. The Joads were a hard-working family with a strong sense of togetherness and morals; they farmed their land and went about their business without bothering anyone. When the big drought came it forced them to sell the land they had lived on since before

Glass Castle Free Essays

ESL 400Koffi Dibi 02/26/2013 Learning how to value life. The glass castle is a memoir of Jeannette Walls (author and narrator). In this memoir, she is relating the neglectful way that her and siblings (Maureen, Brian and Lori) have been raised by their parents Rex and Rose Mary Walls. We will write a custom essay sample on Glass Castle or any similar topic only for you Order Now For this reason, the CPS (Child Protective Service) decided to make an investigation to know rather or not they should remove the custody of the Walls children to their parent. For me good parenting is being able to lead your children toward the real difficulty of life and I hink Rex and Mary Rose are doing it. In my opinion this will be a hard decision to take. The Walls family shouldn’t be separated because, even though they are neglected by their parent They are learning about life values which are living fearlessly and being responsible. Also we have admit the fact that the parents are educating them. So, although the parents are irresponsible they are not bad as some people think. The walls children are constantly exposed to a dangerous situation where they are always capable of Handling it. On their house on North Third Street (in Phoenix), Jeannette was about to get sexually abused during the night by one the guy of their neighborhood because Mary Rose and Rex decided to let the doors and the windows open. Instead of being afraid, they run after the pervert to give him a correction while their parents were sleeping (103). Well common children with a lot of affection wouldn’t react that way. Because of the neglect hatitude of their parent they learned how to defend themselve. Years old Jeannette burned herself when she was cooking hot dogs. She spent weeks at the hopistal. Back home, she started to cook again because she was hungry and no one would do it for her(10- 15). Her carefree mother told her â€Å"You’ve got to get right back in the saddle. You can’t live in fear of something as basic as fire† It is probably an horrible thing to say to your child that just got a burning accident, but it true that you cannot be afraid of fire since ità ¢â‚¬â„¢s used to do a lot of things as it happens to cook. Some other kids would be traumatized for life but Jeannette faced it. As you can see the Walls parent are pushing their kids to get over their fear which is a good thing to do. When the Walls were in Welch, the elders of the children (Brian, Jeannette and Lori) knew that they should take responsibility by contribute money for the household. So they are bringing extra money to help (196). I guess when you have irresponsible parent like they do have, you just have to learn how to be in charge. This kids have the ability to think that â€Å"mom and dad won’t do it so let’s do it†. The parent are teaching the children not to wait for someone to do thing for them. That point shouldn’t be ignored. While they were moving around, Rose Mary and Rex took the time to educate their children, teaching them mathematic, physics, geology and how to read. The Walls children are smart at the point where they could help their mother with her work as a teacher. In Welch, when Lori and Jeannette decided to save money to go to in New York, Jeannette could do others kids of her school homework and asignments in math, science and book report and get paid for it(224). Even though she is neglect, she get enough skill from her parents that made her good at school. The Glass Castle is a memoir of Jeannette Walls relating her childhood story with her dysfunctional parents. She is talking about the neglectful way that her and her siblings (Maureen, Brian and Lori) are raised. Through examples we were able to see that even though Rose Mary and Rex are irresponsible, they aren’t as faulty as some people think. Because they learned to their children how to be fearless, responsible and they also educated them. So I suggest the CPS to let the walls family together because separating them can cause an emotional trauma which can negatively affect their personality . The society need strong people like them. The CPS should oblige Rose Mary and Rex to accept welfare to the government and make sure that the children live in a decent environment. How to cite Glass Castle, Papers

The poem half-caste Essay Example

The poem half-caste Paper In the poem half-caste John Agard uses a variety of metaphors. He refers to things that are multicoloured to get his point across yu mean when Picasso mix red an green is a half-caste canvas John Agard is trying to tell his audience that Picasso doesnt just use one colour in his paintings, he uses a variety of colours, which makes the painting more interesting. This relates to John Agard because he is a mixture of two colours, which makes him something beautiful. Another metaphor John Agard uses is yu mean Tchaikovsky sit down at da piano and mix black key wid white Again John Agard is saying that mixing two colours is a wonderful thing. John Agard repeats half 17 times. He is telling the audience that being half-caste doesnt mean that he is half a person. However he refers him self as half when he says I dream half a dream. No one can dream half a dream. He is being ironic. John Agard is making the audience feel sorry for him. This is because dreaming half a dream is kind of sad, as if his multicoloured background prevents him from fulfilling his dream. The language he uses is Caribbean dialect which is patois. But at the beginning and the end of the poem he uses Standard English. In the poem search for my tongue Sujata Bhatt uses a plant as imagery, and as a metaphor. The plant is dying out. She uses the plant to show her mother tongue is dying out of her mouth just like a plant would. Your mother tongue would rot, rot and die in your mouth. If you dont do anything to the plant, the plant would die. This is the same thing for Sujata Bhatt. We will write a custom essay sample on The poem half-caste specifically for you for only $16.38 $13.9/page Order now We will write a custom essay sample on The poem half-caste specifically for you FOR ONLY $16.38 $13.9/page Hire Writer We will write a custom essay sample on The poem half-caste specifically for you FOR ONLY $16.38 $13.9/page Hire Writer If she doesnt do anything to do with Gujarati, her mother tongue would be forgotten. However the plant grows back to life, which means her mother tongue, is doing the same. Sujata Bhatt repeats, tongue and you several times. She is trying to get the audience thinking about what they would do if had they had to learn two languages, and how hard it is. Sujata Bhatt starts off with a rhetorical question you ask me what I mean she is trying to get the audience involved at the beginning of the poem. In half-caste John Agards structure is different to Sujata Bhatts structure. John Agards poem is set out in four stanzas. The first stanza and last stanza are the shortest stanzas with only three lines in. These two stanzas are the only lines that are written in Standard English, as the rest is written in Caribbean dialect. The Caribbean dialect is more like slang and they miss some letters out. For example explain yuself wha yu mean when yu say half-caste John Agard has purposely missed out letters to add to the effect that he is not from England. In Standard English we would say these words yuself and wha and yu with added in letters. We would say yourself and what and you this adds to John Agards style of the poem. John Agard also used a lack of punctuation. But John Agard reads the poem slow. However Sujata Bhatt has just spaced her poem on the page in a line. In verse 17 30 she speaks Gujarati which makes the poem eye catching because there is a different language in the poem. It says in the poem munay thoonky kay aakhee jeebh aakhee bhasha she is telling us that her mother tongue is coming back to life in her dream. Towards the end after she speaks Gujarati and she uses a lot of commas. The use of commas she uses is to build the effect of the plant growing back step by step and the commas help create that image. He says it grows back, a stump of a shoot, grows longer, grows moist, grows strong veins the use of commas helps slow down the atmosphere and creates an image that stage by stage its all coming back to her. The plant which was her mother tongue is growing back. John Agard and Sujata Bhatt feel very strongly about there multicultural backgrounds. If someone tries to insult John Agard about being half-caste he would be very questioning. Like in the poem, its like someone had called him half-caste and John Agard takes it the wrong way and thinks he is half a person. I think that John Agard makes his point very clearly in his poem about how he feels about being multicultural. Sujata Bhatt feels sad that she is loosing her mother tongue and wouldnt want anything or anyone to take that away from her. When she feels like she is loosing that language she makes her point how hard it is speaking two different languages. But when the Gujarati comes back I think she still finds it difficult to learn both languages. Sujata Bhatt helps you to feel that confusion when she puts some Gujarati in her poem. Out of those two poems half-caste and search for my tongue I found search for my tongue a better poem. Sujata Bhatt helps you understand how she feels and because I know how hard it is to speak different languages, that poem interested me more.

Free Essays on Who Moved My Cheese

Who Moved My Cheese? This has been my second time reading this book, and even though I’ve read this book before, there’s always something new to learn. I think everyone has a little bit of all the characters that were portrayed in this book, in them. In reading this book, I’ve learned a lot about myself, which character I portray, and how to deal with changes or better known as â€Å"moving cheese† in life. Growing up I’ve had to deal with a lot of changes in my life. My parents got divorced when I was eleven or twelve, so I had to adapt or adjust to my dad moving out, and from seeing him everyday to every other weekend. I had to adjust to the new family setting in the beginning I was probably more like Hem in this situation. I was very comfortable in my secure little bubble and I didn’t know or didn’t want to see that changes were taking place. Like Hem I was afraid of the unknown I didn’t know how my family could run without the two-parent sup port system I was so used to, so like Hem I didn’t deal with it. I was very angry about my life being turned upside down without anyone telling me. Even though I didn’t like the changes that were happening around me, it wasn’t helping me to be in denial about them. This is when I started to portray the character Haw. I knew that in order for me to feel better about what was going on I had to first try to adapt to the changes around me even though I was afraid. When I finally decided to accept that my parents weren’t getting back together that didn’t mean that my family was over, just different I was able to feel better about the situation and was able to move on. Life is full of unexpected changes, twists and turns, ups and downs. It’s how you choose to handle the change that makes the real difference. Some people are afraid of what’s different and changes. That’s what’s holding some people back from experiencing the good changes in life. Some... Free Essays on Who Moved My Cheese Free Essays on Who Moved My Cheese Who Moved My Cheese? This has been my second time reading this book, and even though I’ve read this book before, there’s always something new to learn. I think everyone has a little bit of all the characters that were portrayed in this book, in them. In reading this book, I’ve learned a lot about myself, which character I portray, and how to deal with changes or better known as â€Å"moving cheese† in life. Growing up I’ve had to deal with a lot of changes in my life. My parents got divorced when I was eleven or twelve, so I had to adapt or adjust to my dad moving out, and from seeing him everyday to every other weekend. I had to adjust to the new family setting in the beginning I was probably more like Hem in this situation. I was very comfortable in my secure little bubble and I didn’t know or didn’t want to see that changes were taking place. Like Hem I was afraid of the unknown I didn’t know how my family could run without the two-parent sup port system I was so used to, so like Hem I didn’t deal with it. I was very angry about my life being turned upside down without anyone telling me. Even though I didn’t like the changes that were happening around me, it wasn’t helping me to be in denial about them. This is when I started to portray the character Haw. I knew that in order for me to feel better about what was going on I had to first try to adapt to the changes around me even though I was afraid. When I finally decided to accept that my parents weren’t getting back together that didn’t mean that my family was over, just different I was able to feel better about the situation and was able to move on. Life is full of unexpected changes, twists and turns, ups and downs. It’s how you choose to handle the change that makes the real difference. Some people are afraid of what’s different and changes. That’s what’s holding some people back from experiencing the good changes in life. Some...

Major Types Of Essays

Major Types Of Essays Learn the Most Widespread Types of Academic Essays In order to be successful in academic writing, you should be familiar with different types of essay. It is essential to understand what this particular kind of essay requires from you. There are a lot of top essay writing services which are always eager to help you perform your writing task no matter what type of essay it is. But don`t worry if you have never dealt with a descriptive or an argumentative essay. Almost all good writings begin with the terrible first efforts. You start from nothing and learn as you go. Here are the descriptions of the most popular types of essay. Describe Somebody or Something in Vivid Detail in Your Descriptive Essay â€Å"Describe a place you always wanted to visit†, â€Å"Describe a place where you feel safe and protected†, â€Å"Describe your best friend† – if you have received a similar writing prompt, it means that you are asked to write a descriptive essay. So, what is it actually? While writing this type of essay, you can take advantage of your artistic freedom and vivid imagination. Your main task is to create the unforgettable image by using imagery creatively. What is important to remember while writing a descriptive essay? Your title and introduction should be creative and appealing. Use quality, relevant and telling details. Don`t use repetitive ideas throughout. Let your audience feel, smell, picture and imagine things you are describing. Add your personality. Write from your knowledge or experience. h2Make a Claim and Prove Your Point in Your Argumentative Essay/h2 In the argumentative essay, you have to give your opinion on issues our society care most about. For example, you can be asked to answer such questions: - How should schools address bulling? - Does technology make us more alone? - Does reality TV promote dangerous stereotypes? Your primary aim is to change your reader`s attitude towards something by using proved facts, vivid illustrations and firm language. Of course, there can be a lot of people, who may have the opposite ideas. So, be always ready to fight against them. What is important to remember while writing an argumentative essay? Consider both sides of the argument before you choose your position. Show your ability to refute and anticipate any opposing arguments. Present the argument judiciously and fairly. Support your points with research and examples to strengthen your position. Don`t forget to explain to your audience why this particular issue is commonly debated. Explain a Topic or Inform Your Readers about Something in Your Expository Essay The purpose of a good expository essay is to explain, describe and inform. You are not allowed to write in the first person or reveal your personal feelings and emotions. Just use facts, statistics, and examples to define your topic. This type of essay requires a profound research to be carried out. The expository essay will help you practice your informative writing skills. There can be a variety of topics to choose from: Think about an occupation that is considered demanding or difficult. Describe true leadership. Describe the major stressors in teen`s lives. It is quite simple to write an expository essay if you bear such important things in mind: Organize your thoughts by using effective brainstorming techniques. Evaluate your sources for reputability and timeliness. Use attention getters such as questions, quotes or interesting facts. Explain in detail one of the main ideas in each body paragraph. Present information in logical and organized fashion. Reflect on the significance of the information you present. It is important to remember that expository essay encompasses many essay variations such as: HOW-TO ESSAY – explain how to do something paying close attention to details. CAUSE AND EFFECT ESSAY – explain the results or the reasons of the situation or effect. COMPARISON AND CONTRAST ESSAY – explain differences and similarities between two subjects. PROCESS ESSAY – explain to your audience how to perform a particular task. Create a Story in Your Narrative Essay Let your creativity flow here. Your task is to make up a good story that is worth of excitement. You do not have to forget about several important elements if you want to do it in a right way. These elements include theme, mood, setting, characters, and plot. You can pick the question that inspires you the most to tell an interesting story. For example: What challenges have you overcome? What are your fears and phobias? When have you failed? What is important to remember while writing a narrative essay? Introduce your characters and describe the setting in the introduction. The body of your essay should contain most of the plot. Finish describing the action in the conclusion. Deliver the moral of your story or make a revelation or a prediction in your final sentences.

See Below Assignment Example | Topics and Well Written Essays - 250 words

See Below - Assignment Example The world expected match to end the debate for good. The match broadcasted live from the Astrodome, to as many as thirty-six countries. During the match, King dominated the net, making Riggs run around the baseline. Billie King defeated Bobby Riggs in a stunning 6-4, 6-3, 6-3 straight sets win, in a match lasting two hours and four minutes, to prove that she was the most talented and gifted layer in contemporary tennis. On winning the match, Billie King flung her racquet in the air, and hugged her husband, who lifted her to the crowd’s applause. During her winner’s press conference, she touched on advice receive from Margaret Court, who had earlier lost heavily to Riggs (Roberts 10). Billie Jean King thus became the first woman to win a $100,000 prize in athletics. She paid tribute to her coach, Dennis van de Meer, by touching her tongue. In order to ease herself for her famous press conference, she walked barefoot after taking her blue sneakers off. The tennis match we nt down in history as the battle of the sexes, with credit for women’s equal share of sport money going to Billie Jean King, and her famous

Questions for Organizational Structure Assignment

Questions for Organizational Structure - Assignment Example It is most suitable for firms that deal in single line of product or services. He above mentioned company equally fits to this structure since it deals with single product line. Functional structures have become the most common type of organization structures and are quickly evolving from high levels of specialization to higher levels of efficiency. Therefore, of the middle sized firm in Sothern Florida, the following functional organization structure would be most suitable for their operations. The functional organization formed by this company needs to consist of a single authority known as the top management. Under the top management, there are many small specialized units that report to it. The top management is where power is emanating from, downwards to the other simple organizational units. The specialized units on the others need to contain people grouped in terms of similarities i.e. possessing various skills. Within this structure, each of these units is meant to handle an aspect of the product or service being dealt with. Since this is a building and construction company, there is need for group specialization i.e. people specialized in a given area placed together to perform a given task. This leads to high levels of accuracy as well as consistency in the quality. The top management however holds the responsibility of coordination the units together and making them works as a team towards achievement of their job objectives. Functional organizational structure is known to bring people possessing similar knowledge together. Constant interaction of such personalities can easily lead to emergence of specialists within the group. Introduction of performance management helps in exposing individuals’ ability and level of expertise hence making it easier to train and coach others in the similar. One advantage of using this structure is that it exposes employees to in-depth training thus making them pursue a single career path. This construction comp any can thus enjoy great performance by employees who are specialized on specific fields hence leading to perfection. One main advantage of choosing the functional organization structure is to consolidate all the human efforts and abilities. Through this, superiors can share their skills and expertise with their subordinates hence making them develop similar skills. In the building and construction industry, new workers especially fresh minds are never experienced enough to handle certain duties, putting them together with more experienced and knowledgeable persons can help in boosting their knowledge. It also helps in prevention of resource misuse by the members of the organization. In such a system the most competitive employees are placed within the areas where they are highly specialized. This enhances high levels of performance. Despite enjoying the above benefits, this system can face some setbacks which greatly paralyse its activities. For instance when levels of specializati on and production rise, the system develop a communication system that is slow as well as a similar decision making process. This comes as a result of independence of the specialized units having ability to make their decisions hence dragging the process. With a communication breakdown within the various departments, there is poor coordination between various departments hence making it hard for the processes to flow smoothly. 2. Realizing that projects are the dominant form of their business, the firm described in part (a) above is

Enhancement of Photocatalytic Overall Water Splitting

Enhancement of Photocatalytic Overall Water Splitting Enhancement of photocatalytic overall water splitting on H1.9K0.3La0.5Bi0.1Ta2O7 by loading Pt, Rh(oxide) as co-catalysts Wei Chen, Hui Wang, Liqun Mao, Xiaoping Chen, Wenfeng Shangguan Abstract: Pt and Rh were loaded on protonated layered pervoskite H1.9K0.3La0.5Bi0.1Ta2O7 by an in suit photodeposition method. The Rh loading facilitates the O2 evolution and the H2/O2 is close to stoichiometric ratio (≈ 2). Yet the Pt loading is unable to improve the O2 evolution, although the photocatalytic activity for H2 evolution was enhanced apparently. The different effect of Pt and Rh on phtocatalytic activity for H2 or O2 evolution is due to the chemical states of Pt and Rh on HKLBT. The Pt particles loaded on HKLBT by photodepositon are Pt0, functioning as activity sites for H2 evolution. However, the Rh particles loaded on HKLBT are not only Rh0, but also RhO2, which provide the activity sites for O2 evolution by means of reducing the overpotential of O2 evolution. 1 Introduction Photocatalytic water splitting has attracted much attention in the past decades for producing clean and renewable hydrogen energy[1-3]. The photocatalytic water splitting contains both water reduction process(for H2) and water oxidation(for O2) process. Currently, the water oxidation process is consider as a key bottleneck in photocatalytic reaction[4]. The difficulty of water oxidation is due to the high overpotential of O2 evolution, which is attributed to charge trapping by surface states and slow oxygen evolution kinetics[5-7]. This is also explaining why some photocatalytic reactions in pure water only produce H2 without O2 (or H2/O2>2). Therefore, providing the activity sites for oxygen evolution to reduce the overprotential is a key task on overall water splitting. It has reported that co-catalysts such as NiO[8], RuO2[9], Mn2O3[10] loading on photocatalysts play an very important role on achieving overall water splitting by mean of providing the activity sites or inhibiting t he occurrence of backward reaction. However, almost all of metal oxides loading on photocatalytic materials need heat-treatment, which is harmful to some materials with less heat-resistant, such as protonated layered materials[11], metal (oxy)sulfide[12] and metal (oxy)nitride[13], etc. Recently, Kudo et al[14] loaded PbO2 from Pb2+ by a photodeposition method without heat-treatment, indicating that oxides also are loaded by oxidation of photogenerated holes, which will provide us with a feasible way to load metal oxides on photocataytic materials by a photodeposition method. In our previous study, we found that, although protonated layered perovskite H1.9K0.3La0.5Bi0.1Ta2O7 showed high activity for overall water splitting, the ratio of H2/O2 was stoichiometric[15,16]. In addition, H1.9K0.3La0.5Bi0.1Ta2O7 (HKLBT) possesses weak heat endurance and the heat-treatment would result the collapse of layer structure. Herein, we report Rh oxide loading on HKLBT by in suit photodepositon to provide the activity sites for Oxygen evolution and enhance photocatalytic water splitting. The chemical sates of Pt, Rh loading on HKLBT are investigated. The effects of co-catalysts on water splitting, especially for oxygen evolution, are also discussed. 2 Experimental 2.1 Preparation of materials The protonated layered perovskite oxides H1.9K0.3La0.5Bi0.1Ta2O7was prepared according to the method presented in our previous papers[15]. The detail processes are as follows: (1)The layered compound K0.5La0.5Bi2Ta2O9 were prepared by the polymerized complex method as follows. 60 mL methanol was used as a solvent to dissolve 0.006 mol of TaCl5. A large excess of citric acid (CA, 0.09 mol) was added into the methanol solution with continuous stirring. After achieving complete dissolution, 0.006 mol Bi(NO3)3 ·5H2O, 0.0015 mol La(NO3)3 ·nH2O, and 0.00825 mol K2CO3 were added to the solution. The mixture was then magnetically stirred for 1 h to afford a transparent solution and 0.36 mol of ethylene glycol (EG) was added to this solution. Then, the solution was heated at 130  ºC to promote esterification between EG and CA, yielding brown resin. The resin was then calcined at 350 oC for 1 h to form black solid mass. The resulting black powder was calcined on an Al2O3 plate at 650  ºC for 2 h in air, then calcined at 900  ºC for 6 h to obtain K0.5La0.5Bi2Ta2O9 (denoted as KLBT). (2) Proton exchange reaction: KLBT (0.8g) was performed in 250 mL of 3 M HCl solution for 72 h at room temperature with replacement of the acid every 24 h, and then the product was washed with deionized water and dried at 60  ºC for 3 h to remove the water on the surface of potocatalysts to obtain HKLBT. 2.2 Characterizations The UV-vis diffuse reflection spectra (DRS) were determined by a UV-vis spectrophotometer UV-2450 (Shimadzu, Japan) and were converted to absorbance by the Kulbelka-Munk method. The transmission electron microscopy (TEM) measurements were conducted using a JEM-2100F (Japan). The surface electronic state was analyzed by X-ray photoelectron spectroscopy (XPS, Shimadzu-Kratos, Axis Ultra DLD, Japan). All the binding energy (BE) values were calibrated by using the standard BE value of contaminant carbon (C1s =284.6 eV) as a reference. 2.3 In suit photodeposition and photocataltyic reaction The in suit photodeposition and photocatalytic reactions were carried out in a 350 ml top irradiation reaction Quartz cell at room temperature and a 250 W high-press Hg lamp was used as the light source. The catalyst powder (50 mg) was suspended in 60 ml aqueous solution containing a certain amount of (NH3)4PtCl2 and Rh(NO3)2 solution by magnetic stirring. At initial stage (about 2 h), Pt or Rh species were gradually deposited on the surface of HKLBT. After 2 h, generated gases were analyzed by an on-line GC with TCD detector (Huaai, GC9160, China, MS-5A, argon Argon as carrier gas). 3 Results and discussion 3.1 UV-vis DRS The UV-vis diffuse reflection spectra (DRS) of naked HKLBT and Pt (Rh)/HKLBT photocatalyts are shown in Fig 1. The absorption edges of HKLBT loading Pt or Rh have no notable change. However, after in suit photodeposition, the spectrum longer than 320nm exhibit new weak absorptions, which are ascribe to the adsorption of Pt or Rh(oxides) on the surface of HKLBT. The result indicates co-catalysts loaded on photocatalyst successfully as well. 3.2 TEM and XPS analysis The representative HRTEM images of Rh/HKLBT and Pt/HKLBT are shown in Fig 2. Fig 2a shows that the size of the Rh on HKLBT is about 5-10 nm. The lattice fringes of Rh and HKLBT can be observed clearly, suggesting the well-defined crystal structure. The lattice fringes with d spacing of ca. 0.251 nm and 0.184 nm can be assigned to the (101) lattice plane of RhO2 and (002) lattice plane of Rh0, respectively. The result is indicatinged that Rh particles photodeposited on HKLBT contain two different Rh species. The fig 2b shows the lattice fringe with d value of ca. 0.197 nm corresponds to the (200) lattice plane of Pt0, suggesting that Pt2+ was photo-reduced to Pt metal by photogenerated electrons instead of being oxideted by holes. The chemical states of Rh and Pt species on HKLBT photocatalysts were investigated by the XPS. Fig 3 shows the Rh 3d (a) and Pt 4f (b) binding energy spectra of Pt/HKLBT and Rh/HKLBT. As shown in Fig 3a, the Rh 3d5/2 XPS spectrum displays broad peaks and has been fitted to two overlapped peaks at ca 307.2 eV and 309.2 eV. The low binding energy at 307.2 eV is attributed to the Rh0[17], and the high binding energy at 309.2 eV is ascribed to RhO2[18], demonstrating further Rh photodeposited on HKLBT possesses two chemical states. The result is good agreement with the HRTEM result. The spectrum for the Pt7/2 (Fig 3b) exhibits two major peaks with binding energies of ca. 70.8 and 72.3 eV, which are assigned to Pt0 and Pt0 with adsorbed oxygen(Pt0-Oads) based on the previous report by kimi et al[19]. Photocatalytic water splitting activities of Pt/HKLB and Rh/HKLBT(à ¥Ã‚ ¤Ã‚ §Ãƒ ¤Ã‚ ¿Ã‚ ®) Table 1 lists the rates of H2 and O2 on HKLBT loaded with different amounts of Pt-cocatalyst and Rh-catalyst by photodepositon method. As shown in table1, the photocataytic activity of HKLBT was improved by Pt or Rh loading. The highest hydrogen evolution rate was obtained when the amount of cocatalytsts was 0.3wt%, which reached the 2.0 times (Pt) and 1.2 times(Rh) of naked photocatalyst, indicating cocatalysts provide catalytic active sites for water splitting. Excess loading of cocatalysts caused a decrease of photocatalytic activityà ¯Ã‚ ¼Ã…’because the excessive Pt or Rh loaded on HKLBT would not only block the absorption to light photon but become the recombination centers of carriers as well[20]. Moreover, it is noteworthy that Pt loading enhanced remarkably the photocatalytic activity of H2 evolution instead of O2 evolution, and the H2/O2 is also deviating from the stoichiometric ratio. Instead, the photocataytic O2 production is considerably promoted by Rh loading and the ratio of H2 to O2 is close to 2, when the amount of Rh loading is 0.3 wt%. If photocatalytic reaction occurred, the photocatalytic materials not only need to meet requirement of energy, but also have enough activity sites for H2 and O2 evolution. Generally, during an overall water splitting reaction, active sites of O2 evolution are more important than that of hydrogen evolution, due to high overpotential of O2 evolution of photocatalyst[4]. It has been reported, some metal oxides cocatalysts, such as RuO2, IrO2, are good candidates as cocatalysts for enhancing O2 evolution by reducing the overpotential of O2 evolution[9,21]. Valdà ©s er al[22]also reported that the overpotentials of O2 evolution on RuO2, IrO2 and RhO2 were relative low (2 evolution from the surface of the photocatalysts. In our study, Pt0 particles photocdeposited on HKLBT only function as activity sites for H2 evolution, while the activity sites for O2 evolution are insufficiency as well. In contrast, Rh species loaded on HKLBT was not only reduced by electrons to Rh0, but oxidated by ho les to RhO2, which is benefit to O2 evolution. To further demonstrate the effect of RhO2 on O2 evolution, the photocatalytic O2 evolution of HKLBT, Pt/HKLBT and Rh/HKLBT in FeCl3 aqueous solution was carried out(Fig 4). As shown in Fig4, It can be clearly observed that the photocatalytic O2 evolution of Rh/HKLBT is higher than that of both Pt/HKLBT and naked HKLBT, indicting that RhO2 functions as an O2 evolution promoter indeed[23]. Conclusion The Rh oxide (RhO2) was loaded on HKBT by in suit photodeposition method without heat-treatment. Compared to Pt, the Rh oxide on the surface of the HKLBT is able to enhance the photocatalytic O2 evolution, and the ratio of H2 to O2 is stoichiometric ratio (H2/O2=2). The enhancement of O2 is due to the decrease of overpotential of O2 evolution by means of RhO2. The present work is also providing a possibility without heat-treatment to load metal oxides on photocatalyst with low heat stability for overall water splitting. Acknowledgements This work was supported by the National High Technology Research and Development Program of China (2012AA051501), the National Key Basic Research and Development Program (2009CB220000)à ¯Ã‚ ¼Ã…’the National Natural Science Foundation of China (51072116) and the International Cooperation Project of Shanghai Municipal Science and Technology Commission (12160705700). Reference [1] A Kudo , Y Miseki. Chemical Society Reviews 38 (2009) 253-278 [2] X Chen, S Shen, L Guo, S Mao, Chemical review 110 (2010) 6503-6570 [3] K Maeda, Journal of Photochemistry and Photobiology C: Photochemistry Reviews 12 (2011) 237-268 [4] M Kanan, D Nocera, Science 321 (2008) 1072-1075 [5] Z Fang, D Dixon, Journal of Physical Chemistry C 117( 2013) 3539-3555 [6] A Vojvodic, J Nà ¸rskov, Science 334 (2011) 1355-1356 [7] Y Li, Z Liu, L Liu, W Gao, Journal of American Chemical Society 132 (2010) 13008-13015 [8] T Townsend, N Browning, F Osterloh. ACS NANO 6 (2012) 7420-7426 [9] LM Martà ­nez, R Gà ³mez, V Cuchillo, J Ramà ­rez, A Cruz-Là ³pez, FJ Alejandre-Sandoval, Catalysis Communications 12 (2010) 268-272 [10] K Maeda, A Xiong, T Yoshinaga, T Ikeda, N Sakamoto, T Hisatomi, M Takashima, D Lu, M Kanehara, T Setoyama, T Teranishi, K Domen, Angewandte International Edition Chemie 49 (2010) 4096-4099 [11] Y Tsunoda, M Shirata, W Sugimoto, Z Liu, O Terasaki, K Kuroda, Y Sugahara, Inorganic Chemistry 40 (2001) 5768-5771 [12] X Chen, W Chen, P Lin, Y Yang, H Gao, J Yuan, W Shangguan. Catalysis Communications 36 (2013) 104-108 [13] A Kasahara, K Nukumizu, G Hitoki, T Takata, J Kondo, M Hara, H Kobayshi, K Domen, Journal of Physical Chemistry A, 106 (2002) 6750-6753 [14] Y Miseki, H Kato, A Kudo, Energy Environmental Science 2 (2009) 306-314 [15] W Chen, C Li, H Gao, J Yuan, W Shangguan, International Journal of Hydrogen Energy 37 (2012) 12846-12851 [16] W Chen, H Gao, Y Yang, P Lin, J Yuan, W Shangguan, J Su, S Zhou, Acta Physico-Chimica Sinica 28 (2012) 2911-2916 [17] C Yu, K Yang, W Zhou, Q Fan, L Wei, J Yu, Journal of Physics and Chemistry of Solids 74 (2013) 1714-1720 [18] Z Weng-Sieh, R Gronsky, A Bell, Journal of Catalysis 170 (1997) 62-74 [19] K Kim, N Winograd, R Davis, Journal of the American Chemical society 17 (1971) 6278-6279 [20] X Zong, J Han, G Ma, H Yan, G Wu, C Li, Journal of Physical Chemistry C 115 (2011) 12202-12208 [21] E Sabio, R Chamousis, N Browning, F Osterloh. Journal of Physical Chemistry C 116 (2012) 3161-3170 [22] à  Valdà ©s, J Brillet, M Grà ¤tzel, H Gudmundsdà ³ttir, H Hansen, H Jà ³nsson, P Klà ¼pfel, G Kroes, F Formal, I Man, R Martins, J Nà ¸rskov, J Rossmeisl, K Sivula, A Vojvodic, M Zà ¤ch, Physical Chemistry Chemical Physics 14 (2012) 49-70 [23] A Iwase, H Kato, A Kudo, Applied Catalyisi B: Environmental 136-137 (2013) 89-93 Fig 1 UV-vis diffuse reflectance spectra of naked HKLBT, Pt/HKLBT and Rh/HKLBT Fig 2 TEM images of Rh/HKLBT (a) and Pt/HKLBT (b) Fig 3 XPS spectra for Rh 3d and Pt 4f of 0.3wt%Rh/HKLBT and 0.2wt%Pt/HKLBT Table 1 Photocatalytic overall water splitting on Pt/HKLBT and Rh/HKLBT Co-catalyst Loading content(wt%) Gas evolution (ÃŽ ¼mol ·h-1)a H2 O2 H2/O2 ratio none 122.8 33.7 3.6 Pt 0.1 163.40 51.9 3.2 Pt 0.3 242.7 72.5 3.3 Pt 0.5 210.8 72.9 2.9 Rh 0.1 133.5 39.0 3.4 Rh 0.3 146.1 67.9 2.1 Rh 0.5 65.3 31.2 2.1 Photocatlaytic reaction conditions: 50 mg catalyst, 250 W high pressure Hg lamp (ÃŽ »>200 nm), 60 ml pure water a Average rate of H2 and O2 in 4 h Fig 5 Photocatalytic O2 evolution from FeCl3 aqueous solution over naked HKLBT, Pt/HKLBT and Rh/HKLBT (30 mg catalytst, 250 W high pressure Hg lamp, 60 ml 0.05 mol/L FeCl3 )

Sales Planning for Ginvera Vietnam

Contents I. Introduction3 II. The Body5 1. The marketing communication mix5 1. 1. Personal selling6 1. 2. Sale Promotion6 1. 3. The relationship between communication mix’s elements8 2. Understanding of buying behavior9 2. 1. Stimulus10 2. 2. Process15 2. 3. Respond17 3. Environmental and managerial forces affecting personal selling for Ginvera products in Vietnam19 3. 1. External Environmental factors19 3. 2. Internal Managerial factors23 4. Main types of personal selling suitable for Ginvera Vietnam26 4. . In Business to Customer market26 4. 2. In Business to business market27 5. Principle of personal selling applicable for Ginvera Vietnam29 5. 1. Sales professionalism29 5. 2. Negotiation skills29 5. 3. Relationship marketing30 6. The stages in the personal selling for Ginvera Vietnam32 6. 1. Prospecting33 6. 2. Planning33 6. 3. Approach34 6. 4. Presentation34 6. 5. Handling Objection35 6. 6. Closing the sales35 6. 7. Follow up35 III. Conclusion36 Appendix37 Table of images3 7 Table of figure37 References38I. Introduction From the first day of establishing from 1985 by talented founder L. D. Waxson, Ginvera has climb step by step to the peak of beauty care industry in the South East Asia as the most prominent leader. The company appears as home of more than 500 dedicated employees and thousands others who work in production. The wide ranges of about 90 Ginvera’s products diversify from skin care to bath products, from shampoo to diapers, which are developed sensibly for both men and women, adults and kids.Furthermore, by taking advantages of modern technology, coupled with strong and strategic foresight along with determination of the talented founders, all products are created, developed and improved in the more effective, much safer and more affordable away. With clear mission, vision and objective as well as appropriate business strategies which help the company keep a constant profitably and grow in stable way, Ginvera has built a significant reputation around Asia, especially South East Asian countries such as Malaysia, Singapore, Thailand, Indonesia and even China.However, in Ginvera’ point of view, Vietnam does still appears as a brand new and potential market which can help the company not only reinforce its reputation effectively but also a considerable revenue every year. One the other hand, in Vietnamese customers’ perspective, Ginvera still appears as unfamiliar name although their products are sold in most of the supermarket especially in mega cities like Hanoi and Ho chi Minh city. As a result, on the way of market developing, Ginvera has planned to do some researches on Vietnamese market as well as customers’ behavior in order to have a comprehensive overview about this potential market.Based on this purpose, this report will provide Ginvera an overall best practice of Sale Planning and Operation exclusively for Vietnam market which mostly mention about personal selling, including the pri nciples, types of personal selling, both environmental and managerial forces affecting personal selling, the stages of this process as well as how the understanding of buyers’ behavior can be applied and use effectively in this process. Moreover, before mention all kinds of these issues, the report will bring an overview about communication mix and its roles in relationship with Ginvera Vietnam with wo instant examples: Advertising and personal selling. II. The Body 1. The marketing communication mix Marketing mix as known as 4P’s includes 4 main elements: product, price, place and promotion in which the promotion is considered as the appearance of any marketing campaign. The promotion does not only decide how the images of product are built but also decides partly how the product was sold to the hand of the customers. In order to build an effective and reasonable promotion, Companies often seeks for help from communication mix which includes: personal selling, adverti sing, public relations, sale promotion and direct marketing.In order to achieve a distinguish look between two main groups, this report will discuss about two first different types: personal selling and sales promotion, representative for personal and non – personal selling. Figure 1. The Communication Mix 2. 1. Personal selling Personal selling is defined as direct oral communication designed to explain how an individual’s or firm’s goods, services, or ideas fit the needs of one or more prospective customers. This type of selling is often used in high – valuable products’ purchasing such as a house or car.Naturally, when a people decide to buy a product or service valuable, especially compare with their income, they will consider very carefully with high degree of involvement. On the other hand, this type of selling is also popular in personal product or services which beauty cares appear as instant example. Personal selling is considered as the m ost intensive but expensive method in the communication mix. While other non – personal selling methods focus on the general public, personal selling as its name, focus on individuals as well as personal aspect.Every person has different personality, different characteristics with different objectives and different requirements. In some industries like beauty care, is it necessary for the customers to have personal consults, in this case, personal selling plays the leader role as the most suitable and effective way for both company and customers’ perspective as in the win – win formula. By this way, the salesperson can understand exactly what the customers’ needs and wants, hence, provide some appropriate advices which can satisfy the customer.In personal selling, selling is not the most important way as its impression; the more important thing is building long – term relationship with the customers. Obviously, even if the customer cannot find her necessary products at this time, however, it does not mean that she will not come back if she still feel satisfy with the services. Moreover, salespeople appear as the face, indicate the spirit of the company, play an important role in building image of the company in the customers’ heart. However, personal selling does not appear as a perfect selling method, where put the customer in the center of sales deals.Firstly, the cost for this method is significantly higher than these other non – personal selling methods. Secondly, not all products or all market are considered suitable with this method. 2. 2. Sale Promotion Unlike personal selling, sale promotion is defined as any initiative undertaken by an organization to promote an increase in sales, usage or trial of a product or service. In more details, sales promotion activities are temporary changes in the marketing mix, used to achieve tactical objectives. Moreover, this type of selling is also designed to attract no t only end consumer as usual but also the sale team and intermediaries.Examples include contests, coupons, freebies, loss leaders, point of purchase displays, premiums, discounted price, prizes, product samples, and rebates. Among these types, discount, coupon and product samples are the most popular types in Vietnam’s beauty care market, both online and offline. Firstly, Sale promotions often used when the company releases a new line of products as a way to introduce them to the customer and encourage them to try on and feedback to Company. Secondly, companies often use sale promotion as â€Å"push and pull† strategy by hitting directly on the customers’ psychology.Most of Vietnamese housewives or young girls love discount, coupon and so forth. In some cases, they buy lots of unnecessary thing only because of the gift or sales’ percentages. Understanding this behavior, companies often release a lot of sale promotion campaign as a way to stimulus the buyi ng power and increase sale volume significantly. Image 1. Coupon, discount, free gift set, etc is some example of Sale Promotion On the other hand, as other non – personal selling types, sales promotion playing the vital role on creating and maintaining awareness about the products for the customers.As a new comer in Vietnam market, Ginvera can apply this method to attract customers’ attention and create a friendly image in their mind. However, due to fact that the sale promotion is often used to achieve tactical objective, hence, unless Ginvera plans to use cost leadership or cost focus, the sale promotion should not be used too frequently. 2. 3. The relationship between communication mix’s elements Generally, while personal selling appears as an intensive and expensive method, it is still consider as the most effective way to building desire, changing attitudes and the most important, convert them to sales and revenue.Furthermore, unlike other non – per sonal method such as advertising and Public relation mainly focus on creating awareness but does not affect significantly on customer’s action, the sale promotion have one common with personal selling on hitting the mark of customers’ behavior, convert them into sale but in more public instead of personal aspect. In fact, each elements from communication mix has its own strength and weakness, hence, they can support for each other effectively. Normally, the companies often used a combination of these element in parallel way in order to achieve the most effective results.For example, the customer can know about Ginvera’s skin care products’ line through Direct marketing (e. g. through flyers) or Advertising, at this time, sale persons in showroom or through consulting online system appear to provide them more detail about the products. In this process, the sale promotion as first discount can support effectively as a stimulus factor. Level of effectiveness Advertising, PR, exhibition, etc Personal selling O Awareness InterestDesireAction Decision making process Figure [ 2 ]. The supporting of communication elements to each other in nfluence on decision making process (Sources: course book, page 469) 2. Understanding of buying behavior Selling is an art, and salespeople are artists. Mainly focusing on each individual customer, understanding buying behavior appears as the golden key for any salesperson to achieve the customers’ heart both in short term and long term as well as close the sale. In Vietnam, personal selling is still considered as a new comer with most of the customers. However, in near future, it will be more popular and familiar with the customers due to the improvement of the standard of livings.Twenty years ago, the only thing Vietnamese people care about is how to fulfill their starving stomach, now everything has changed positively. As a result, salespeople are required to understand how the customers think an d behavior. One of the models which reflect this process briefly is SPR. Figure 3. SPR model 3. 4. Stimulus 3. 5. 1. Marketing Mix Marketing mix is one of the most popular tools which are used for analyzing about products, price, place and promotion in order to build up an effective marketing campaign. Basically, all these elements influence in customers’ behavior and buying process in a comprehensive way Figure 4. elements of marketing mix * Product: Ginvera’s products diversities from skin care for both men and women, products for kids to households’ products. Living in a tropical country, most of Vietnamese women own an oily or combination oily skin with blemishes. Fortunately, the main rocket of skincare line from Ginvera is exacted from green tea, which is very suitable for working with Vietnamese skin’s problems. Therefore, the company can hope for the welcome from potential Vietnamese customers. Moreover, the salesperson can also base on this compe titive advantage to attract customers and persuade them to buy Ginvera’s products.On the other hand, other product in skin care like such as bio – essence or white radian are also received a lot of positive comments from consumers which can help the salesperson effectively in attracting customers and selling. Image 2. Some products of Ginvera * Place: In Hanoi, the only popular product which can be seen in supermarket and cosmetic stores is Bath products. Beside other popular brands come from Unilever, Ginvera’s products are arranged with other foreign brand such as The Body Shop (UK), Shiseido (Japan), Queen Helen (US), etc.Obviously, on the reputation’s aspect, Ginvera cannot compare with such brands, however, in the customers’ mind; it partly determines the origin as well as the quality of Ginvera’s products. When Ginvera comes to Vietnam, beside the regular selling in supermarket chain such as Citimex, Intermex, Co – op mart, etc, the company should consider about establishing its own showrooms in shopping malls and plaza not only as way to determine the quality and enhance the reputation of this brand in Vietnam but also provide the effective consult through salesperson team for the customers.Image 3. Ginvera’ bath products are arranged with other products in Star Supermarket 36, Cat Linh Street, Hanoi (Photo taken in March 27, 2011) * Price: According www. ginvera. com, Ginvera’s product price is pretty high than other popular brand in Vietnam, in both skin care and body bath line. In fact, the price of skin care line is almost equivalent with other famous brands from UK and Korea which is very popular in Vietnam these recent years. Product| Origin| Capacity| Price| GINVERA Green Tea Jade Dark Eye Circles Roll Away| Malaysia| 15ml| S$18. – 320,000VND| Pond’s Age miracle Eye cream| Thailand| 20ml| 200,000VND| Skin food Salmon Brightening Eye cream| Korea| 30g| 350,000VND (portabl e way)| The Body shop Vitamin E eye cream| UK| 15ml| 299,000VND (showroom)| Moreover, in Vietnamese perception, UK or Korean appears more trustworthy rather than one coming from Malaysia. Therefore, the salesperson should point out some convincible features of the product to persuade the customer that the money they given worth with the effectiveness that the product will bring them. * Promotion: At this time, the products from Ginvera inVietnam are imported directly from Malaysia through import countries with limited kind of product and quantity. Because this reason, the products are not got the promotion in an appropriate way, except the discount from the supermarket chains where it is sold. As a result, even the Ginvera’s bath products are presented in most of big supermarkets, it does still appear hardly for customer to notice and give them a try. Moreover, promotion also plays an important role in stimulus customers open their pocket, even in case they do really need the products or not.Image 4. In Malaysia and Singapore, Ginvera ask some famous artist to be their spokesperson in promotion campaign 3. 5. 2. The social influences The social factors which have the most powerful influence on customers’ buyer behavior as well as buying process include: culture, social class and reference groups (family, friends, etc). * Culture: One culture factor that effect on the Vietnamese customers’ choices is preferring – foreign – product mind. Accept Chinese products, every product which have foreign label are welcomed in Vietnam.Coming from Malaysia, Ginvera can expect for the similar welcome from potential Vietnamese customer. On the other hand, Ginvera’s products are produce locally in Malaysia, where some famous cosmetics companies such as Maybelline (US) established their factory. The salesperson can focus on this point to persuade the customer buy the products. Another factor coming from the preconception about the price of the products: the higher must be the better which can appear as an advantage for Ginvera. Beside, the different buying culture between the geographic areas should be care about by salesperson in order to win customer heart.While Northern people have to consider carefully before buying anything, the Southern people tend to open the pocket easily when they feel that they like the product. Therefore, understanding these behaviors will help salesperson deal with customer more effectively. However, there is a very negative preconception about personal selling exist in Vietnamese mind. Some years ago, when the personal selling started in Vietnam, a lot of deceptions happened in which swindles play salesperson and took a lot of money from unluckily customers.This fact lead to antipathy eye look stares in any salesperson that rings the door bell. Therefore a direct marketing type like this should not be deployed in Vietnam. More details will be discussed later in this report. * Referenc e groups: In fact, reference groups can be family, friends, etc. Obviously, the review of products coming from other users, especially acquaintances, will appear more trustworthy rather than the introduction from salespeople. In recent year, Google has made information become more accessible.As a result, women do not need to wait the salesperson provide information about the products. Just by a click, they can find out a lot of comment about the products through beauty blog, products’ review pages from magazine and the most popular now is forums. The beauty forums where women gathered to exchange information about products, beauty methodology always receives a lot of care with considerable high views. Naturally, women do easily fall in love with some products just because of positive feedbacks from other women.In this case, the relationships of customers as well as peer group’s pressure should be taken advantages by salesperson. One of the effective ways is referencing policy which means after selling the product to customers, the salesperson of Ginvera should ask them for feedbacks but also recommending for other friends. * Social class: Actually, about twenty years ago, investing money on the beauty care appears as something very luxury and dreamy that only high – class women can think about. Now, everything has changed due to the improvement of living standard.Understanding the potential demand, cosmetic companies given out various line of products from popular line to luxury one, which can satisfy any women who care about beauty. In Ginvera situation, the target segment can be middle and high income women who live in mega cities and cities like Hanoi, Ho Chi Minh City. 3. 5. Process The next element of SPR model mentioned about the process. While the first S mostly focus on external factors influence on buying behavior of customers, the P elements mostly focus on the internal ones where the personality of the customers as well as psych ological influences play important role. . 6. 3. Personal Influences There are many personal factors can influence on the buying behavior of the customers, includes ages, income, gender, living style and so forth. These factors divide customers to different segment with different target products. In this situation, the salesperson needs to understand deeply and comprehensively about these differentiations, hence, they can satisfy every customer by their appropriate consults and also close the sale. The different between ages lead to different thinking and mind and different care.Jumping out from sour purity, a lot of Vietnamese girls from 18 – 24 years olds meet with oily and blemishes skin problems. Unfortunately, the pollution environment in Vietnam pushes everything in significant worse situation. Givera’s green tea skin care line can working well with these problems. One positive thing that, these girls are young and free to trying new thing, even they coming from Malaysia rather than other famous brand of Korea or Europe. One the other hand, women who walks over 30 years old keep their attention to wrinkle and anti – aging problems where the bio – essence can uphold their power.However, these women often consider very carefully before open their pocket for products coming from Malaysia due to the preconception. Income is another factor that the salespeople should care about. High income does not means that they are always ready to burn their money immediately after listening palatable consult from salespeople. According to the price of Ginvera products, the target segment should be middle and high income customers. However, it does not mean that the salesperson only care about one high – income lady who comes to the showroom after an low – income young student who comes first.Obviously, the student can earn high income in the future and become a potential customer. More dangerous, after being ignoring, the young s tudent can leaving negative comment about the sales team of Ginvera with other people she know and burn the reputation of the company. 3. 6. 4. Psychological Influences Why people buy? They buy for both practical and emotional reasons. Everything is presented by the golden word â€Å"motivation†. People buy something they need result from a lack of something desirable. For example, a girl with dry skin needs moisturizer cream in the winter.In other situation, some other girl wants are need learned by other person; hence, they use a lot of products so that they can give them an appropriate review on. In this aspect, the influences from reference groups also uphold their power as this report discussed above. For example, a girl who need to find a whitening cream, she find out a lot of recommendations from Internet through beauty blogs, beauty forums, etc. Obviously, these recommends appear more trustworthy than consult from salesperson, in spite of the fact that everybody has d ifferent skin.Therefore, salesperson needs to get a good hold of information through Internet in order to handle in every situation and satisfy the customer. The next factor is â€Å"Economic needs† which means the best value for the money. When people consider buying something, they will wonder if the money they pay worth the product they purchase, especially in the inflation storm in this time. However, in some cases, some girls and women cannot control how much they spends on beauty care stuff such as clothes, shoes, skin care stuff and so on. As a result, they are willing to open pocket even they does not really need the products or not.In this case, the salesperson from Ginvera can use some special techniques to close the sale before the customers change their mind and burn their money on something else. The most important factor under psychological influences is buyer’s perception. This perception can come from customers’ past experiences or from the knowl edge they learnt. The modern women have more chances to understanding bout beauty care rather than the women who come from last decades. As the development of the Internet, the customer can access information about the product only by one click.Therefore, salespeople always have to keep in mind that, the customer are testing their knowledge about beauty care as well as the products and close the sale or not depend on the quality of their consultation. The most important thing is the salesperson should providing the disadvantages instead of hiding them in order to provide consult effectively. 3. 6. Respond Figure 5. Buying process Each step in buying process is influence significantly by both internal and external factors. As this report discussed above, for example, the first step – problem recognition is influence by the psychological factor named motivation.Meanwhile, the next two steps: information search and evaluation of alternatives are influence by social influences su ch as culture and especially the references groups. After these stimulus and process steps, customers will respond by making decision, buying or not buying. The respond behavior can be expressed through buying behavior as well as buying practice or post purchase behavior. Normally, the customers, especially women are easily to fall in love with the products after hearing lots of positive review from other users or palatable sentences from salesperson.It is the golden time that the salesperson hold in order to close the sale before the customers can change their mind. However, in this time, instead of convince the customers that the products is 100% perfect and they need to buy it, the salesperson better use the technique named â€Å"push and pull†. Obviously, â€Å"You do not need to buy it immediately, but I am not sure that this amazing moisturizer will be still available or not when you come back† appears more effective than â€Å"You must buy this moisturizer befo re it is out of stock†.Ginvera’s salespeople need to keep in mind that the decision belongs to customers instead of them. Therefore, the customers will feel that they are respected and will not feel regret after buying products. After buying and using the products, customers will have feedback for the products, even if the product works for them or not. It is the time for company to collect information and provide after sale services. One call asking about the feedback will satisfy any customers because they can feel that their opinion is valuable with the company.In these call, the salesperson should ask the recommendation for other customers. Maybe, this product does not work well with the customers, but it does not mean that they will not say something positively about the product or the service to other people or even comeback to Ginvera to choose another products. Therefore, it appears as golden chances for the salesperson to build up long – term relationshi p with customers and develop other new relationships. 3.Environmental and managerial forces affecting personal selling for Ginvera products in Vietnam In order to establishing effective marketing planning for enthusiastic sales team, Ginvera Vietnam must be identify what environmental factors that effect on salesperson as well as personal selling process. Basically, the marketing environment can be divided into two parts which are external environment and internal management. 4. 7. External Environmental factors 4. 8. 5. Macro factors In order to analyze macro factors effectively, this report will use the PESTEL model by Michael Porter. Figure 6. PESTEL model Politic and Legal: Vietnam is a socialist republic country with only one Party: Vietnamese Communist Party. The unity in political system makes Vietnam appear more potential with a political environment stably without any significant signs of terrorism or civil war. In addition, Vietnamese government has built a Law on Foreign Investment which occurred from 12/11/1996 in order to help foreign firms like Ginvera can approach the Vietnam’s business environment easily. However, the import tax for cosmetic and skin care product still stay in 36%, higher than other South East Asia countries from 4 to 5 times.Therefore, the cosmetic price in Vietnam still stays in high place compare with customer pocket. * Economic: In 2010, Vietnam’s GDP increased 6. 78% compared to 2009 while the number of the first quarter in 2011 decreased to 5. 43%. According to the delighted number, Vietnam stills a potential and charming destination for foreign investment. However, the inflation still maintain in high peak which is forecasted at 9. 5% according to the World Bank. Moreover, the increase in dollar exchange rate, the petrol and the electricity make the population tighten their belts.In this case, cosmetics and beauty care stuffs will enter the luxury goods list that people will be consider very carefully befor e open their pocket. As a result, Ginvera salespeople will meet more hinders in order to persuade customers buy and use their products. * Social: Vietnam has a high population with over 86 million people. Therefore, with stable and advantaged business environment, Vietnam appears as potential market with any foreign investor due to the potential demand, and Ginvera Vietnam is not a special exception. Additionally, the Vietnam population is considered as the young population level with 55. % populations in working age who have open mind and feel free to try on new things such as Ginvera. Moreover, the living standard of Vietnamese people is improved significantly in recent year, hence, people have more chances to care about beauty as well as approach high – quality products. For instance, the online cosmetic market through portable way in www. muare. vn, www. enbac. com, etc, is operating in high degree, reflect the tremendous demand of this potential market. * Technology: Inf rastructure in Vietnam is quite adequate with enough developed transportation system.Therefore, Ginvera Vietnam does not have to meet with any significant difficult in transport and deliver goods through distribution channel to the customers. Moreover, technology plays an important role in the communication between the company and the customer. The development on the telephone and especially the Internet bring the change in purchases routine of customers. Instead of going to the far store to buy anything buy cash, the only thing customer have to do is make a phone call or a click, transfer money through banks and wait for goods delivery.Therefore, the company should develop the online selling system in order to give benefit to the customer, make them satisfy and building long – term relationships with them. Moreover, Ginvera should establish a consultation online system with professional sales team who trains carefully. Beside the consultation functions, this system is also u sed effectively for providing after sales services for customers as well as collect feedback from them. * Environment: In fact, all the products of Ginvera are imported directly from Malaysia.Therefore, they do not need to care about the manufacturing environment criteria which imposed by Vietnamese government. However, the products from Ginvera still have to satisfy the minimum safety standard of Ministry of Natural Resources and Environment in order to enter Vietnam. In other word, the ingredient of the products must not contain toxic chemicals which are prohibited in Vietnam. In this case, Ginvera’s sales team has to understand this fact as the essential information about the products in case some hard – to – please customers can ask about. 4. 8. 6. Micro factorsAccording to Michael Porter (1996), there are five basic competitive forces which is considered as the micro environment influence on company, includes: bargaining power of customers, bargaining power s of suppliers, competitors, threats of substitutes and threats of new entrants. In order to determine the attractiveness from beauty care industry as well as understanding the intensity of competition in right way, Ginvera Vietnam should analyzing the micro environment by applying 5 forces model. Figure 7. Michael Porter’s 5 forces * The threat of new entrants: In beauty care industry, it appears not so difficult to entering the market.For instance, a girl can produce natural handmade skin care product such as rose toner, waki pumpkin jelly, handmade soap, etc and open a shop online through internet. With small economic of scale, the shop does not need construction permit in order to operation. However, these small shops appear not power enough to compete with well – known brands. In other aspect, with significant bigger economic of scale, everything has changed. The required capital for establishing a company is not low; adding with complicated produces can keep the threat of new entrants not so high. The threat of substitute product: Handmade beauty care products which are produced 100% from natural ingredient appear once more time. However, Ginvera’s products are also exact from natural material such as green tea; bring more customers more convenient in packaging with longer expired time. This fact appears advantages of all industry beauty care product that the salespeople can point out for customer. Therefore, the threat of substitute product remains low level. * The bargain power of buyers: Vietnamese market is considered as a potential market with more than 86 million people.With such prices, Beside Ginvera, the customers have more choices on other well – known brand name from Europe, USA, Korea, Japan, etc. Moreover, the switching cost in beauty care is not so high that a girl only loses about some hundred thousand VND to change her skincare products. Therefore, the customers are easy to change from their old skin care or ho usehold products to Ginvera, but also easy to change from Ginvera to another skin care or household products. In this situation, the bargain power of buyers stays in high level, which require appropriate selling and after selling policy from the company as well as salespeople. The bargain power of supplier: Due to the fact that, all Ginvera products will be imported to Vietnam, hence, the input of the company totally depend on the headquarter in Malaysia. Therefore, the bargain power of suppliers in this case remains in high degree. * The current rivals: The first rival groups come from beauty care industry. In the recent 2 years, the entering of well – known brands from Korea such as Skin food, The Face shop, Natural Republic, Baviphat, Tonymoly, etc through portable way as well as showrooms make the cosmetic market blooming.These brands are considered affordable with good quality, compared with high – end brands such as SKII, Chanel, etc. As a result, a new comer lik e Ginvera will meet with fierce competition in this potential market. The second rival groups come from bath and household products and the products for kids. One tour around the supermarket indicated a lot of sub brand name comes from Unilever Corporation. In other word, this company are dominated the market and appear as the most redoubtable rivals of Ginvera. 4. 8. Internal Managerial factorsThe Managerial force includes factors inside a company that impact its personal selling significantly, includes The capacity of the management, the structure of the company, the influences by other department, the selling strategy in the market, and the reward policies for sales people. 4. 9. 7. The capacity of the management Selling Manager of Ginvera is the one who build up the selling strategies and policies as well as the sales planning for the company in Vietnam market. As a result, their capacity appears as one of the most important managerial factor which affects the personal selling o f the company.If management has well capacity, they will give out right strategies and policies that make the personal selling for Ginvera achieve the success. On another case, if their capacity is not good that they brings out wrong decisions in their strategies or policies, the sales team of Ginvera will face with many obstacles when they perform their job, hence, cannot bring sales and revenue for the company. 4. 9. 8. The structure of the company The organizational structure has a remarkable impact on any single operation activity of every company, and Givera is not an special exception.Besides, it will effect on how the department work together in a comprehensive system to run the company well and achieve good result. If the structure is too complicated, Sales people will finds hardly to cooperate with other departments, hence their selling process not only become very complicated but also waste a lot of valuable time. On another hand, if the structure appears too simple in whi ch sales people may have to handle many tasks at the same time, therefore, they cannot concentrate in develop more sales. As a result, Ginvera Vietnam has to establish an appropriate structure which suitable and advantageous for the sales purpose. . 9. 9. The influences of other department Each company operate in comprehensive system in which each department influence on operation of other departments in two – side way. Therefore, the operation as well to the performance of sales department can be influence significantly by others such as Finance, HR, Marketing, R&D, etc. For example, the sales team is considered as the soul of selling department that they are people who decided the success of business by converting the selling plan to sales, revenue and profit, products to money and reputation.In fact, these talented and enthusiastic people are recruited and trained by Human Resources Department. On the other hand, this department also decides the salary and reward policy fo r the sale teams, encourages them to perform their best ability. 4. 9. 10. The selling strategy in the market The selling strategy appear as the guideline for sales people to sell Ginvera in Vietnam market. If the strategy is appropriate with the Vietnamese market, personal selling can uphold its power effectively and bring more revenue to the company.For instance, in case Ginvera target its segment for the skin care products correctively, the sales people can take advantages of the blooming and demanding market, and bring more sales to the company effectively. On the other hand, if the targeting is wrong, even if the sales people try all their best, they still meet with significant hinders when they sell the product to customers. Therefore, a judicious selling strategy play the vital role which decide partly the success of the business, hence, it must be carefully researched and issues by the management of the company. . 9. 11. The reward policy for salespeople Basically, the rewar d policies from Ginvera will influence significantly on the sales team as well as the revenue bring by these team. Normally, reward is considered as the biggest motivation for any sales person to perform their job. If the reward policies of the Ginvera are acceptable by the sales people, they will be motivated to try their best and bring more sales to the company. Meanwhile, if the reward is not worth the effort of sales people, they will not try much and have fewer sales.This is the reason why management of Ginvera has to consider the rewards policies for sales team as a very important elements in their marketing and selling strategy. 4. Main types of personal selling suitable for Ginvera Vietnam The personal selling is considered as one of the elements of communication mix. Today, the personal main selling types can be classified based on the selling environment or based on the way salespeople approach the customer. Each type have different characteristic with different advantages and disadvantages.As a result, not every method appears applicable and realistic in case of Ginvera Vietnam. In order to finding out the what is appropriate personal selling types that the company should apply, these method will be analyzed and compared with each other. 5. 9. In Business to Customer market Based on the selling environment, personal selling is divided into 3 main types: telemarketing, over – the – counter selling and field selling. Telemarketing is a kind of direct marketing in which the salesperson using telephone to marketing the product with customers and persuade them to buy products or use services.In Vietnam, this type of selling has entered the market in some recent years. Through business relationships, the salesperson can have contact of potential customers and phone them to market the product. However, with most of Vietnamese people, this type of selling appears so annoying that burn their valuable time and disturb their working when salesper son keep on calling and calling. Another method which is also not welcomed by customer is field selling. In fact, this type of personal selling is very popular in other foreign countries such as Malaysia.However, the significant number of deceptions cases which are issued by fake salespeople when fielding selling was adopted in Vietnam some years ago has create an lack – of – sympathy preconception among Vietnamese mind. Moreover, this type of selling can also make people wonder about the quality of the products as another preconception. While in both telemarketing and field selling, the salespeople go to the customer, in over – the – counter selling, the customers go to the salesperson. The sales team is suggested to e the salespeople who work in showrooms, supermarket chains and through telephone and online consulting system of Ginvera Vietnam. In fact, most of Vietnamese customers feel familiar with this type rather than telemarketing or field selling. There are two type of salesperson in over – the – counter selling, include order taker (a salesperson who only processes the purchase that the customer has already selected) and order getter ( a salesperson who seeks to actively provide information to prospects, persuade prospective customers, and close the sales).One technique that the order getter can use that suggestion selling, in which the salesperson points out available complementary items in line with the selected item, in order to encourage an additional purchases. For example, when a customer chose the Green Tea Whitening Marvel Gel, the salesperson can suggest other products from Green Tea line for customer to get the best result. Therefore, in this case, the salesperson does not only satisfy customers by her consultation but also increase the sales volume significantly.On the other hand, if Ginvera Vietnam establishes the showrooms chain in shopping mall like Vincom plaza, Diamond Plaza, etc, it will creat e a high – quality products awareness among the customers. 5. 10. In Business to business market In Business to business market, Ginvera Vietnam should change the application of personal selling type in order to achieve the goal of sale volume as well as profit. In this situation, customers can be retailers such as big supermarket chain (Metro, Fivimart, Citimart, Intimex, etc) or distribution companies.With these customers, they always love the discount price in order to achieve profit from it, therefore, the selling policy that company imposed must be different. However, as well as single customers, the more important is building long – term relationships with customers. In Vietnamese market situation, the better choice for Ginvera Vietnam is field selling. Image 5. Big supermarket chains appear as potential business customer of Ginvera Vietnam Field selling is defined as a direct marketing method, which involve calling on prospective customers in either their busine ss or home locations.In business to business market, it means that the salesperson needs to come to the company to introduce the product as well as establish the relationship with these customers. Firstly, the intermediaries, especially the supermarket chain appear very open and welcome product coming from foreign countries which has clear origin. On the other hand, some supermarket chain has already arranged Ginvera products on their cases through import companies. Therefore, they are open to receive the origin product from Origin Company.Secondly, the number of big supermarket is not so high; hence, Ginvera Vietnam can meet with the human resources for this market but still saving the expensive cost for personal selling types. Thirdly, the customers in this case are big size companies, therefore, they will required the discount percentages as wholesales price. In this case, it is necessary for Ginvera to have professional salespeople who are flexible enough to deal with these cust omers. 5.Principle of personal selling applicable for Ginvera Vietnam In order to achieve the goal of selling, the sales people from Ginvera Vietnam need to obey all the essential principles of personal selling, include: sale professionalism, negotiation skills and last but not least, relationship marketing. 6. 11. Sales professionalism The aim of sales professionalism is to provide the salespeople with a basic understanding of the sales process and to demonstrate skills and techniques used during this process to ensure that there is a professional approach employed at all times.The sales professionalism is considered as the first vital principle that all salespeople are required to obey in order to achieve the sale. The professionalism of sales team can reflect through the selling process actively, from how the customer approaches the product, handling the sales to provide after selling service. Firstly, every salespeople need to care about sales job as the long – term caree r, even if they do not plan to become a fulltime salesperson. They have to keep in mind the word golden key word â€Å"professional† all the time.Moreover, with the professional mind, the salespeople will aware to learn how to convert the mind into actions, and learn experience through doing effectively. In addition, the customers must be considered as the center of selling process, based on the market – orientation that Ginvera imposed on the company. Customer is the king, and they need to be taken care and cheated as a king. By that way, salespeople can satisfy all the customers even products are sold or not. Besides, the salesperson must be accountable to his customer and maintains a professional attitude. 6. 12. Negotiation skillsOne of specific characteristics of sales jobs is working with people. Thus, the sales people need to be trained very carefully about how to negotiate effectively with both business and single customers. In fact, each group of customers has different characteristics as well as different interests that required the difference negotiation skills. For example, both intermediaries and single consumers of Ginvera desire to buy high – quality products with cheap price. In fact, while the intermediaries love low price base on the profit objectives, the consumers care more about how the products can work effectively for their skin.Moreover, the salesperson needs to build up the required flexibility in order to handle with all different selling situations. In every situation, salesperson needs to go over the negotiation without making concessions which will affect to the profit of company. However, in some case, the salesperson must be flexible that suffer lost or reach to break even, in order to building long – term relationship with customers, especially with business customers. In theory, there are two kinds of exchange in marketing: routinized exchange and negotiated exchange. Routinized exchange is to manage program of pricing and distribution.On the other hand, in negotiated exchange, price and others term area set via bargaining behavior. 6. 13. Relationship marketing Practically, marketing as well as selling does not only focus on increasing the sales volume, the revenue and the profit as much as possible. The other important thing is building long – term relationship with customers by providing high – quality and affordable product as well as a good follow up policy after selling. In order to build relationship with customers effectively, the salespeople from Ginvera need to learn how to be a friend with customers.In this case, the sales person should put himself on the customers’ position, think as the way customers think, care about their demand from little thing. By that way, they can provide the customers appropriate consultations and introduce to them which product is suitable for their problem. In beauty care industry, the harmony between the product and customers’ skin play the vital role in process of achieving the best result that one product can work for a this person’s skin does not mean it will work well with all others.As a result, when the salesperson consult in whole – hearted and friendly way, the customers will fell that they are cheated as friends that the salesperson wants to provide the best and suitable thing for them, instead of to be cheated as customers in term of sale volume and money. Therefore, even in case they cannot find out the appropriate products for their problems, customer still feel satisfy and come back to the Ginvera’s store again. On the other hand, long – term customer can bring to the company stable revenue year by year by their repurchasing. Image 6.Relationship marketing network between salespeople, customers and customers. Moreover, one relationship between customer and Ginvera can be developed to a relationship network with other customers. For example, if a c ustomer bought and use a skin care product regularly and receive the good result, she can leave a review on her blogs or leave a post on beauty forum to share her experience. Therefore, due to the fact that women are easily to fall in love with beauty care product, a lot of other girl will be attract and desire to buy and use this skin care product.However, if the customers complain about the product or the quality of service from company, other potential customers will fell apprehensive when she wants to buy and use the product. Therefore, the salesperson need to have the professional skill to satisfy all the customers, even they decide to buy the product or not. 6. The stages in the personal selling for Ginvera Vietnam Figure 8. The sales process Basically, every sales person has to follow all steps described above in order to achieve the sale as well as satisfy the customers.Today, Ginvera produces more than 90 products from top to bottom ranging from shampoo to diapers. Therefor e, each range of products need different requirement on personal selling. In order to analyze the important stages effectively, the single product range Ginvera Green Tea Skin Care will be chosen as the target product. Image 7. The Green Tea product line of Ginvera 7. 14. Prospecting The first step of selling process is identifying prospecting or qualifying products’ potential.In definition, a prospect is a lead that has been qualified in terms of needs or want, ability to buy, authority to buy, accessibility, and eligibility. As this report mentioned before, most of Vietnamese women have oily or combination oily skin with blemish. These annoying spots drive women crazy that they are looking for suitable products which can defeat consequences from skin problems. Basically, green tea appear as an natural remedy which contain some actives elements which is very good at killing bacteria, reducing blemish and prevent them comeback.Exacting directly from green tea, Ginvera green t ea skin care line is consider as an appropriate choice which can work very well with Vietnamese skin. Moreover, Ginvera comes from Malaysia, an Asian country. Therefore, they understand they environment as well as the characteristic of Asian skin, hence, they can research and release skin care products appear suitable with Asian skin. Moreover, according to www. ginvera. com, the price of products is quite equal to the same line from other brand such as the Body shop (UK) or Skin food (Korean) which are affordable for middle to high income.In case Ginvera enter Vietnam, the customer can buy the product easily from showrooms or even online, hence, the authority as well as the accessibility does not appear as hinder for both customers and company. 7. 15. Planning The next stage in the personal selling process is planning or pre approaching. The cautious preparation will help the salesperson approach the customers and close the sale easily. Firstly, the sales team must be train careful ly in term of understanding about products as well as technique on selling art.Working as professional salespeople, they have to have ability to provide customers the essential information about the product and handle them effectively to achieve the sales. The salesperson also needs to understand exactly the target prospects as well as the analysis between Ginvera Green Tea and rival products. From that, the salesperson can build up themselves enough knowledge and skills to work with customers and brings sales and revenue to Ginvera Vietnam. Last but not least, the company management should issue the appropriate selling strategy and planning in order to help the sales team perform the work in best condition. . 16. Approach Approaching customers is an art in which the salesperson need to achieve the acceptance from the customers that they are willing to listening about the products. In many cases, the salesperson through telemarketing receives the â€Å"busy† word as â€Å"co p† sound from customers. Therefore, where are the solutions for this problem? One of the answers is the salesperson should try to be the customers’ friends instead of playing a salesperson’ role who are trying to sell products to customers. The friendly attitude with smile will make the customers feel comfortable and feel free to share and receive information.Especially, in beauty care industry, using salesperson as promotion girl or guide appears popular by its effectiveness. For example, the girl who owns a trouble skin with blemish will be attracted strongly by people who have the bright and smooth skin. This method will help salespeople approach the customers more easily and consult to the customer under sharing experience form as friend to friend. Ginvera should apply this method as one of marketing tactics at the same time with selling operation. 7. 17. PresentationAfter approaching customers, it is the time for salesperson introduce to the customers about Ginvera Green Tea products. The presentation should display enough essential information about the products, emphasize on how the products will work effectively with customer’s skin problems. However, the salesperson also should reveal the disadvantages of the products, instead of hiding them or especially lying customers. The development of Internet bring customers a chances to access information about products, including both advantages and disadvantages features recommended by other users.Therefore, the sales team always has to keep in mind that the customer might test their knowledge about products as well as beauty care. Moreover, lying to customer mean salesperson do not respect customers, hence, break the relationship between company and customer? On the other hand, the information should be providing just enough for the customer in order to stimulus them find and ask more information about the products or even give them a free trial. 7. 18. Handling Objection After on e – way communication, the process will change to handling objections stages.In other words, it is the time for salesperson to persuade the customers to buy and try on the products. Before making purchasing decision, every customer will present objections to salesperson (i. e. â€Å"I need skin care products which can defeat my strong and annoying blemishes†). In this case, the salesperson who was trained in the skills of handling objections will have to know handles them in a confident way. Ginvera’s sales person has to put themselves on customers’ position and consider their care and demand.Therefore, they can understand what customers need and wants, hence, they can consult them effectively. This is considering as golden rule for any salesperson. In case the appropriate handling objective method is applied, the salesperson can provide more information about Ginvera Tea Tree products, and convert the customers’ objective to the reasons why they s hould try on and buy the products. 7. 19. Closing the sales After handling the objections, the salespeople have to decide when is the right moment to close the sale before the customers change their mind.There are many types of closing the sales can be applied, include: direct close, assumptive close, summative close, demonstration close, negative close or special concession close. Based on the personality as well as characteristic of the customer, the salesperson from Ginvera will decides which one is appropriate method to apply. Closing sale occurs when the salespeople meet with prospects’ desire. Through the sign from prospects such as asking for warranty or checking the money left on wallet, the salesperson can catch the chance to close the sales. Moreover, the salesperson can use some professional technique to increase the sale.For example, after persuade a girl to buy and use Green Tea products, the salesperson can ask customers if she had sisters or close friend meet w ith the same problems. 7. 20. Follow up The final stage of personal selling process is follow up or providing after selling service. In fact, Vietnamese companies often postpone this stage or display it under warranty form. Actually, this stage play the most important role in maintaining long – term relationship between salesperson and customers as well as the company and the customers. Ginvera Green Tea is a skin care product line.Therefore, after the customers buy the product, salesperson should make a warm phone call or sell an email to ensure that the products are used in right way and customers do not caught allergic by products. In addition, based on the 21 days of skin resurrection circle, after that period of time, salesperson should also arrange another phone call or email to check out whether the products work well and receiving the feedback from customers. As a result, the customers will feel they are respect and care 100% that the salesperson and company take all responsibilities with their products.Therefore, a good following up stage can help Ginvera have stable revenue through repurchasing sale volume by the long – term customers. In case the products do not work with customers, it does not mean they will not leave the positive comment if the quality of service satisfies them. III. Conclusion Entering WTO in 2007, Vietnamese government has to follow exactly which committed to WTO including open the market and reduce the import as well as tax rate for foreign product imported to Vietnam.As a result, Vietnamese appear as a potential market with foreign firm, including which work in beauty care industry like Ginvera Vietnam. In fact, in order to enter Vietnamese market successfully, it is necessary for the company to do some market researches and build up a reasonable, realistic and suitable business strategy as well as effective functional plan. One of the most important things must be selling and personal selling plan. From the begi nning, this report mention about the communication mix as well as the important role of it in Ginvera Vietnam case.From this element, the personal selling has been chosen to identify and analyze deeply, include some relevant topics such as the application of understanding buying behavior, the factor influence on personal selling process, proposal for appropriate personal selling types in B2B and B2C market, the principle of modern salesperson and analyzing about stages of this process. However, understanding about the application of personal selling appears not enough for the company to win Vietnamese customers heart.In order to achieve this goal and earn money from Vietnamese pocket, the company must plan to do more than that. Appendix Table of images Image 1. Coupon, discount, free gift set, etc is some example of Sale Promotion7 Image 2. Some products of Ginvera11 Image 3. Ginvera’ bath products are arranged with other products in Star Supermarket 36, Cat Linh street, Hano i (Photo taken in March 27, 2011)12 Image 4. In Malaysia and Singapore, Ginvera ask some famous artist to be their spokesperson in promotion campaign13 Image 5.Big supermarket chains appear as potential business customer of Ginvera Vietnam28 Image 6. Relationship marketing network between salespeople, customers and customers. 31 Image 7. The Green Tea product line of Ginvera32 Table of figure Figure 1. The Communication Mix5 Figure 2. The supporting of communication elements to each other in influence on decision making process (Sources: course book, page 469)9 Figure 3. SPR model10 Figure 4. 4 elements of marketing mix11 Figure 5. Buying process18 Figure 6. PESTEL model20 Figure 7. Michael Porter’s 5 forces23 Figure 8.The sales process33 References * BPP Professional Education, 2004, Sales Planning and Operations, London: BPP Professional Education. * BPP Professional Education, 2004, Business Strategy, London: BPP Professional Education. * BPP Professional Education, 2004, Marketing Intelligence, London: BPP Professional Education. * Kotler, P. , Wong,V. , Saunders, J and Armstrong, G. (2001), Principles of Marketing. 3rd European ed. , FT/Prentice Hall, New Jersey, USA. * Jeffery Lim, 2011. SPO lectures slide. * Ginvera, 2011. [Online]. Available at: http://ginvera. com/default. tm [Access on: April 10, 2011] * Wikipedia, 2011. Sales promotion [Online] Available at: http://en. wikipedia. org/wiki/Sales_promotion [Access: April 10, 2011] * Neil Rackham, 2010. Principle of personal selling [Online] Available at: http://www. slideshare. net/mochkurniawan/principle-of-personal-selling [Access: April 11, 2011] * WTEC, 2011. Sales professionalism [Online] Available at: http://www. wtec. ie/sales-training/sales-professionalism. html [Access: April 12, 2011 ] * General Statistic Office, 2011. Social – economic in 2010 [Online] Available at: http://www. so. gov. vn/default. aspx? tabid=621&ItemID=10835 [Access: April 11, 2011] * Vnexpress, 2011. World Bank forecast on Vietnam inflation in 2011 at 9. 5% [Online] Available at: http://vnexpress. net/gl/kinh-doanh/2011/03/ngan-hang-the-gioi-lam-phat-2011-cua-vn-se-la-9-5/ [Access: April 15, 2011] * General Statistic Office, 2011. Social – economic in 2010 [Online] Available at http://www. gso. gov. vn/default. aspx? tabid=387&idmid=3&ItemID=9865[Access: April 11, 2011] * General Statistic Office, 2011. Social – economic in 2010 [Online] Available at http://www. so. gov. vn/default. aspx? tabid=387&idmid=3&ItemID=9856 [Access: April 11, 2011] ——————————————– [ 1 ]. Hoffman et al [ 2 ]. http://marketingteacher. com/lesson-store/lesson-sales-promotion. html [ 3 ]. Course book, page 467 [ 4 ]. http://en. wikipedia. org/wiki/Sales_promotion [ 5 ]. http://www. g