02 Mar 2012
by Asif J. Mir
in Personal Selling: Two Approaches
Tags: advance, Advertising, agent, American, approach, Arabic, arrangement, aspect, business, carry, center, certain, communication, company, compare, complain, component, Consumer, cultivate, culture, detail, devote, different, direct, dirty, displace, distance, effort, electronic, energy, english, enough, executive, exporter, extraordinary, far, few, firm, generous, gift, graduation, hand, heavy, hotel, importer, infinitesimal, instead, instructive, international, introduction, invite, japanese, large, lead, local, luncheon, mail, market, meet, meeting, misdirect, normal, overlook, particular, People, personal, Personnel, preoccupied, presentation, private, Product, professional, range, room, rotate, round, sale, Saudi, Saudi Arabia, school, secondary, selling, small, specialist, specify, staff, Stick, stranger, sub-agent, success, supplement, supplier, tangible, team, telephone, tend, town, trading, travel, university, US, view, visit, warrantee, Western, workshop, worldwide, year
Personal Selling: Two Approaches
Many American companies do not put nearly enough effort into direct, personal communication. Japanese success in displacing the US as Saudi Arabia’s leading supplier is instructive. Japanese exporters and small teams to meet with Saudi importers: Japanese exporters; they go to Saudi workshops, travel to secondary towns, and meet with sub-agents. The Americans, on the other hand, invite all their Saudi agents together for a luncheon, do not have private meetings, do not get their hands dirty, and never travel to secondary towns—they tend to stick to the three market centers. Saudis complain that US effort is misdirected: American personnel devote infinitesimal detail to making advance arrangements for visiting executives, going so far as to specify rooms overlooking a certain view from the hotel.
Japanese firms supplement their direct, personal efforts with heavy local advertising. They use gifts generously in product introductions, and warrantees on Japanese consumer electronics range up to three years. To carry out this business, Japanese trading companies have large staffs of professional international marketers who have been cultivated since graduation from a Japanese international trading university, schooled in English and Arabic, and rotated worldwide as international trading specialists.
Compared to most other cultures, particularly non-Western. Americans are extraordinarily preoccupied with the tangible aspects of a product. They round up all their sales agents and give a product presentation instead of putting their energies into the more important component of international marketing—people. In American and only a few other countries it is normal to do business from a distance, between strangers, by mail or telephone.
My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.
07 Jan 2012
by Asif J. Mir
in Greed
Tags: act, affect, apply, avarice, Behavior, beyond, business, buyer, cardinal, cause, check, Competition, competitive, country, deadly, decide, depend, deserve, desire, Distribution, Employer, encourage, except, excessive, family, form, free, Greed, hand, hard, Human, immoral, increase, institution, invisible, issue, keep, lead, Marketing, mean, mechanism, Mix, need, People, power, price, pride, Product, Promotion, proud, provide, rationale, satisfy, school, sin, smart, society, sport, technical, trait, unethical, unlike, want, wealth, welfare, winner
Technically, greed is not one of the seven cardinal (deadly) sins, avarice is. Greed is an excessive desire to get or have, as wealth or power, beyond what one needs or deserves. There is no mechanism , or even rationale, for deciding what one needs or deserves or what is excessive.
Pride is the first of the seven cardinal sins, but we are encouraged to be proud of country, school, family, employer, and other institutions. The issue is not pride but the form that pride takes. This applies to wanting more than one has, what some people call greed. It depends on how the greed affects behavior. Greed is not bad. Immoral and unethical behavior is bad.
Greed means the desire to have more than one has. This trait leads, through the invisible hand, to competition. Greed causes us to want more in a free, competitive society we have to work harder and smarter. This increases human welfare by providing more and better marketing mixes (product, price, distribution, and promotion). It is the marketing mix that satisfies the buyer’s wants and needs. Competition keeps greed in check except when we act immorally. In business competition, unlike sports, there can be more than one winner.
My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.
02 Nov 2011
by Asif J. Mir
in Promoting Sales
Tags: activity, agency, aluminum, article, aspect, athletic, attract, band, banquet, behind, benefit, book, business, cause, charity, civic, collection, community, company, computer, cover, Customer, donate, drive, employee, ensure, equipment, event, first, float, focus, fund, glass, group, honor, hospital, idea, immediate, include, introduction, invite, local, long, Marketing, material, method, newspaper, office, paper, parade, People, plastic, Product, promote, Promotion, raise, rather, recycle, repeat, reporter, sale, school, sell, service, short, snappy, social, space, special, sponsor, stage, start, strategy, team, television, term, theater, unique, used, welfare, write, young
First stage marketing strategies should focus on sales promotions that will attract immediate customers and selling methods that will ensure repeat business. First stage companies can also benefit from sales and promotion activities, but with a focus on short term rather than long term benefits. Ideas include:
- Invite a local newspaper to write an article on some unique aspect of the company.
- Invite television reporters to cover a special event sponsored by the company (fund raising drive, a banquet honoring an employee, or the introduction of snappy new product).
- Start a charity book collection drive at local schools.
- Sponsor a young people’s athletic team.
- Sponsor a civic band or float in a local parade.
- Donate materials, space, or services to community theater groups.
- Sponsor a paper, glass, aluminum, or plastic recycling drive.
- Get behind a social cause.
- Donate used computers, office equipment, etc., to local schools, hospitals, or welfare agencies.
My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.
27 Oct 2011
by Asif J. Mir
in Shift Worker Needs
Tags: account, activity, attend, class, community, company, coverage, design, easy, education, employee, fact, further, help, important, increase, maintain, need, operation, outside, percent, plant, policy, religion, schedule, scheduling, school, service, shift, site, Skill, solution, sport, support, technical, work, worker, workforce
Scheduling policies should take into account important outside activities such as religion, education, community services, sports, and so on. In fact, 10 – 20 percent of your workforce may be in school. Many companies support further education to help increase technical skills. They can design a shift schedule to make it easier for employees to attend classes, while maintaining full operational coverage at the work site. Another solution is to being education to the plant.
My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.
24 Aug 2011
by Asif J. Mir
in Conducting an Interview
Tags: accumulate, activity, ambition, answer, area, assessment, candidate, college, conduct, cover, devise, elaborate, elicit, experience, follow, goal, guide, high, include, information, intelligence, interview, job, knowledge, main, mind, motivation, open-end, outside, particular, person, personality, plan, pursue, question, reaction, school, self, significant, start, strength, tell, Topic, trait, try, weakness, work experience
Have a plan and follow it. You should devise and use a plan to guide the interview. Significant areas to cover include the candidate’s:
- College experiences
- Work experiences
- Goals and ambitions
- Reactions to job you are interviewing for
- Self assessments (by the candidate of his or her strengths and weaknesses)
- Outside activities
Follow your plan. Start with an open-ended questions for each topic—such as, “Could you tell me about what you did when you were in high school?” keep in mind that you are trying to elicit information about four main traits—intelligence, motivation, personality, and knowledge and experience. You can then accumulate the information as the person answers. You can follow up on particular areas that you want to pursue by asking questions like, “Could you elaborate on that, please?
My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.
23 Mar 2011
by Asif J. Mir
in Nourish your Dream Seed
Tags: accept, accumulate, achieve, acquire, affiliate, associate, association, attend, basic, better, bird, boredom, business, circle, comfortable, content, contribution, death, determine, die, dream, earning, encouragement, enjoy, even, excellent, feed, fertilizer, financial, find, flock, fraction, friend, genuine, grow, idea, imagination, income, independence, join, large, level, life, main, Marketing, mediocrity, million, mind, miss, multi, necessary, need, negative, neglect, nourish, nourishment, nutrition, pay, People, philosophy, plant, positive, potential, Prepare, prosper, prosperity, reason, require, resign, reward, rule, satisfaction, satisfied, school, seed, seminar, shrink, small, smart, soil, spiritual, stand, start, succeed, success, successful, sunlight, surround, talk, taste, think, tomato, trade, vision, water, wealth, win, worth
Think some more about your tomato seed. It is an excellent seed, the soil is well prepared, and you have planted it. But to grow and pay off with good-tasting tomatoes, the seed needs nourishment – sunlight, fertilizers, and water.
Your dream seed also requires nutrition – imagination, encouragement, and ideas – to grow and make you prosper. In the US alone, some two million businesses are started each year but only a small fraction succeeds. In one way or another, neglect is the main reason.
Those who make their dream of financial independence and prosperity grow in a multi-level marketing business. The basic idea – the dream seed has all the potential you need. Other people make it work. People who aren’t any smarter or better than you are.
Once the dream is planted, feed it. Attend seminars. Go to school if necessary. Join trade associations. Talk to successful people. Read.
Let other success-minded people help you. Birds of flock together. That rule always stands. So, if you want to make a large income and accumulate wealth, affiliate with people who are comfortable earning large incomes and who are determined to acquire even more net worth. You become like the people you associate with every day. If your circle of friends is people who are resigned to mediocrity and the whatever-will-be-will be philosophy, in time you will be one of them. Your dream will die, your vision will shrink, and your spiritual death will come.
As you grow your dreams, surround yourself with people who are positive. Positive people want you to win, to achieve, to enjoy the good life, to find genuine satisfaction, and to make a contribution to others.
Negative people want you to accept life as it is, to be content with boredom and mediocrity, to be satisfied with a small income, and to miss out on the rewards that come from helping others.
My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.
18 Feb 2011
by Asif J. Mir
in Constitution of Service Sector
Tags: accounting, agency, amusement, architectural, art, auto, automotive, banking, beauty, botanical, business, camp, car, care, carnival, carpet, childcare, chiropractor, circus, civic, cleaning, club, collection, commercial, comprise, computer, constitution, consulting, correspondence, course, dance, data, dental, dentist, design, detective, diaper, Distribution, drive-in, educational, employment, engineering, equipment, estate, exhaust, exterminate, fair, family, financial, firm, follow, funeral, gallery, garage, garden, golf, hall, health, home, hotel, house, ice-skating, industry, insurance, interior, investment, job, lab, laundry, legal, library, linen, lodging, lot, management, medical, membership, miscellaneous, motion, museum, nursery, orchestra, Organization, paint, park, parking, personal, photographic, photography, physician, picture, place, pool, preparation, processing, production, programming, public, R&D, race, radio, real, recreation, relation, rental, repair, retread, reuphoistery, rink, rooming, school, secretarial, sector, selected, septic, service, sharpen, shoe, shop, site, social, sporting, studios, supply, survey, swimming, system, tank, tax, television, theater, tire, track, trailer, Training, transient, transmission, truck, utilities, wash, watch, welding, window, zoological
Service sector comprises following services:
Lodging Services
Hotels, rooming houses, and other lodging places
Sporting and recreation camps
Trailering parks and camp sites for transients
Personal Services
Laundries
Childcare
Linen supply
Shoe repair
Diaper service
Funeral homes
Carpet cleaning
Tax preparation
Photographic studios
Beauty shops
Health clubs
Business Services
Accounting
Exterminating
Agencies
Employment agencies
Collection agencies
Computer programming
Commercial photography
R&D labs
Commercial art
Secretarial services
Management services
Window cleaning
Public relations
Consulting
Detective agencies
Equipment rental
Interior design
Automotive Repair Services and Garages
Auto rental
Tire retreading
Truck rental
Exhaust system shops
Parking lots
Car washes
Paint shops
Transmission repair
Motion Picture Industry
Production
Theaters
Distribution
Drive-ins
Amusement and Recreation Services
Dance halls
Race tracks
Orchestras
Golf courses
Pool halls
Amusement parks
Carnivals
Fairs
Ice-skating rinks
Botanical gardens
Circuses
Swimming pools
Health Services
Physicians
Nursery care
Dentists
Medical labs
Chiropractors
Dental labs
Legal Services
Educational Services
Libraries
Correspondence schools
Schools
Data processing schools
Social Services
Child care
Family services
Job training
Non-commercial Museums, Art Galleries, and Botanical & Zoological Gardens
Selected Membership Organizations
Business associations
Civic associations
Financial Services
Banking
Investment firms
Insurance
Real estate agencies
Miscellaneous Repair Services
Radio and television
Welding
Watch
Sharpening
Reuphoistery
Septic tank cleaning
Architectural
Surveying
Engineering
Utilities
My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.
06 Feb 2011
by Asif J. Mir
in Vision and Profit Potential
Tags: activity, area, association, better, big, bribe, build, business, charity, corrupt, count, crime, develop, device, direct, dream, earn, education, endeavor, energize, finance, government, harvest, help, hospital, Human, implement, keep, key, learn, life, live, maximum, measure, member, money, number, offer, operate, path, People, person, position, potential, price, Product, profit, regardless, represent, result, reward, right, run, sad, satisfaction, school, score, select, serve, service, several, simply, talent, tool, trade, trust, vision, wrong
Profit is your reward for serving others. In business, profit is what you earn from offering good products and services at a price. In non-business, profit may be number of people you help to learn and live better. Profit to a charity may be the number of people helped; and to trade association, profit may be its service to members. Always, profit represents the good you do.
Regardless of your vision/dream, you want to harvest the maximum profit because profit is the way results are measured.
Potential counts big. Each person has several talents. A key to the good life is selecting and developing one’s best talent. A path to a sad life is doing something we know is wrong. As you select a vision—a dream—ask, “How much satisfaction will implementation of your dream give others?”
There is nothing right or wrong with money. Money is simply (a) a tool you use to energize and direct human activity, and (b) a device for keeping score. On one hand, money builds and operates schools and hospitals and runs our government. On the other hand, money finances crime, bribe those in trusted positions, and corrupts some people in government, in education and others areas of human endeavor.
My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.
11 Dec 2010
by Asif J. Mir
in The Employment Market
Tags: activity, affect, appropriate, availability, available, capital, children, competitive, competitor, comprise, condition, constrain, cultural, deal, demand, Demographic, dynamic, effect, employee, Employer, employment, essential, expectation, factor, home, Human, insight, issue, job, leave, level, look, manager, market, mother, national, need, number, obtain, order, pattern, People, Prepare, proper, prospective, recruit, regional, replace, Resource, resourcing, salary, school, set, Skill, source, stay, supply, traditional, ultimate, understand, university, variable, work, young
The employment market comprises all those people who are available for work. The market is affected by national or regional supply of and demand for appropriately skilled employees. It is constrained by demographic factors such as the number of young people leaving schools and universities and by cultural variables such as expectations for mothers to stay at home looking after children.
The employment or job market is the ultimate source of all new recruits. Human resource managers need to understand the dynamics of this market in order to deal properly with resourcing, set competitive salaries and obtain people with essential skills. They need to understand the expectations of prospective employees and have an insight into issues such as:
o Why do people work?
o What conditions and salaries are they prepared to work for?
o What expectations do they have of employers?
o How does the availability of human capital affect employment levels?
o What effects do the activities of competitors have on employee availability?
o What patterns of work are replacing traditional nine-to-five jobs?
My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.
26 Nov 2010
by Asif J. Mir
in The Seedbeds of Managers
Tags: acquire, advance, agency, applicant, born, bring, candidate, cause, city, college, committed, company, competent, continue, department, Development, difficult, downside, employee, employment, entry, executive, existing, expense, experience, familiar, find, firm, fresh, goal, graduate, great, hard, headhunter, help, hire, idea, increase, individual, innovation, internal, involve, knowledge, lead, level, limit, locate, management, manager, motivation, offer, Organization, outside, People, policy, pool, position, potential, practice, previous, problem, program, promote, provide, recruit, relocate, require, resentment, run, school, screen, search, Seedbed, show, Skill, special, specialize, tend, time, Training, university, vital, work
Good managers are not born; they are made. An organization acquires managers in three ways: promoting employees from within, hiring managers from other organizations, and hiring managers graduating from universities.
Promoting people within the organization into management positions tends to increase motivation by showing employees that those who work hard and are competent can advance in the company. Internal promotion also provides managers who are already familiar with the company’s goals and problems. Promoting from within , however, can lead to problems: it may limit innovation. The new manager may continue the practices and policies of previous managers. Thus, it is vital for companies—even companies committed to promotion from within—to hire outside people from time to time to bring new ideas into the organizations.
Finding managers with the skills, knowledge and experience required to run an organization or department is sometimes is difficult. Specialized executive employment agencies—sometimes called headhunters, recruiting managers, or executive search firms—can help locate candidates from other companies. The downside is that even though outside people can bring fresh ideas to a company, hiring them may cause resentment among existing employees as well as involve greater expense in relocating an individual to another city.
Schools and universities provide a large pool of potential managers, and entry level applicants can be screened for their developmental potential. People with specialized management skills are specially good candidates. Some companies offer special training programs for potential managers just graduating from college.
When exposed to advertising, the consumer is not merely drawing information from the ad but is actively involved in assigning meaning to the advertised product.
My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.
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