Detroit Electric Case Study Example | Topics and Well Written Essays - 1000 words

Computer Networks

Presentation Computer security is a well known term utilized in current data age. The term is utilized relentlessly to address issues about security of data frameworks and systems. As the utilization of PC systems increases a lot of acknowledgment in the general public; there is a pressing need to address the security issues of data put away on such systems.Advertising We will compose a custom report test on Computer Networks explicitly for you for just $16.05 $11/page Learn More Computers with no security strategies or measures can make a system defenseless to dangers, assaults or may even cripple organize exercises in no time. Additionally, it might set aside much exertion and effort to recuperate an undermined asset. Web has given more chances to people, associations and governments. In any case, its effortlessness of access has made it uncertain for protection, recovery and dispersion of data. A few conventions used to ensure security on the web have demonstrated ineffectual; sub sequently instruments to listen in or â€Å"sniff† passwords on the system are frequently misused by malevolent programmers. Applications which communicate decoded passwords over the system are similarly defenseless. Customers and server applications rely upon customer and server software’s to be â€Å"truthful† on issues of client character utilizing their applications. Different applications rely to a great extent upon the customer to confine its tasks to those associated with what it is obliged to do, with restricted or in any case no requirement by the server. To address the previously mentioned issues, Kerberos was seen as an answer. Kerberos is a one of a kind system security instrument which utilizes cryptography. Cryptography component permits a customer to check its personality to the server and the other way around over the unprotected system association. Kerberos is a cutting edge security component which is utilized to defend correspondences happenin g over unreliable system. It accomplishes this through demonstrating the legitimacy of hubs imparting to each other. At the end of the day, it is a PC organize verification convention that works utilizing the fundamental of â€Å"tickets† to utilize PCs imparting over unprotected systems to confirm their uniqueness to each other in an ensured mode. Kaufman et al (1995) offers another meaning of Kerberos. He states that Kerberos may assign a lot of free programming that was distributed by the Massachusetts Institute of Technology that actualized the Kerberos convention. The essential goal of structuring Kerberos was shielding customer server by giving a shared verification office. That is, both the server and the hub recognize each other’s while communicating.Advertising Looking for report on software engineering? How about we check whether we can support you! Get your first paper with 15% OFF Learn More Kerberos messages are secure against replay assaults and spying. T he innovation depends on symmetric key cryptography and requests a confided in outsider. Correspondingly, this security system may utilize an open key cryptography by utilizing hilter kilter key cryptography during the procedure of validation (Kaufman et al, 1995). Kerberos utilizes the symmetric Needham-Schroeder convention. It additionally uses the believed party known as the Key Distribution Center (KDC). The KDC contains two sensibly particular parts, the Ticket Granting Server (TGS), and the Authentication Server (AS). The KDC keeps a database of hidden keys and component on the system whether or not it is a hub or a server. The hub and the server share the private or mystery key known to the KDC and to the hubs and servers. The authenticities of this key go about as evidence of an element’s personality. As indicated by Neuman and Ts’o (1994), for correspondences reasons, the KDC discharges a meeting key which the gatherings imparting utilize to encode the substan ce they are communicating. The security of the Kerberos convention relies completely upon transient statements of legitimacy alluded to as Kerberos Tickets (Neuman and Ts’o, 1994). Components of Kerberos Protocol Tools Kerberos utilizes various kinds of components of system security to achieve or oversee verification between the administrations and clients. These components are significant. Without them, the target of protecting system assets would be unbeneficial. Probably the most significant components are portrayed beneath. Customer and Servers Tickets Client and servers are the essential components of Kerberos. As indicated by Neuman et al (2005), the customer assigns a framework or an individual that needs to get to the system or web empowered administrations. The server then again utilizes the Kerberos validation administration to learn customers have legitimate access to the program or an application they wish. Tickets are valuable in the Kerberos verification adminis tration (Neuman and Ts’o, 1994). They contain data that is fundamental for recognizing the customer to the server. Kerberos scramble the data contained in the pass to guarantee the illicit access isn't permitted. Port A trademark that Kerberos instruments have in all Kerberos framework organization is the port. Kerberos have naturally port 88.This recommends that when specialized devices are created; the passwords, sign on IDs and client IDs need to impart through this port.Advertising We will compose a custom report test on Computer Networks explicitly for you for just $16.05 $11/page Learn More If exact mix of passwords and client IDs is confirmed by the verification server, at that point access or sign in is conceded through this port. System organization can thusly offer access to documents, database, projects and messages, among different administrations when they connect the encryption keys with this port. Encryption is a regular component of all Kerberos empowered appa ratuses. Encryption shows anything inputted by a console or read on a document and converted into a coded position. The scrambled message makes it confused, unrecognized or unutilized by any program or individual that isn't allowed to do as such. A progressively critical element of encryption is that no secret phrase is put away in an encoded group. Every encryption calculation utilizes an exact key length that can change a credited decoded secret key that is entered in an encoded one to allow fortified security. Dynamic Directory Trusts and Domains They are Kerberos apparatuses accessible for windows server. It is a graphical interface highlight that Microsoft Corporation has made it accessible for arrange directors. It helps arrange directors in survey all trusted and space connections so they can uphold insurance levels inside these areas. The apparatuses can be utilized for all trusted and related exercises, for example, changing and seeing trusts. Dynamic Directory Computers an d Users They are Microsoft the executives comfort apparatuses which contain the organization instrument pack. The organization apparatus pack utilizes the Kerberos convention. The quality of Active Directory Computers and Users is that they incorporate the capacity of controlling, designing and distributing data from the Active Directory. Every single regulatory job in space controllers that need verification are scrambled. How Kerberos Authentication Works Kerberos succeeds its security activities in different manners. Every action tails each other in progression. The way toward validating starts when a customer PC makes a conventional solicitation to access or utilize the server. The customer demands the confirmation administration to produce a ticket containing customer qualifications and sends the data to the server along with meeting data (Kaufman et al, 1995). The customer and Kerberos utilize the customer data, for example, the secret word to approve the data. The Kerberos at that point communicates an encoded pass to the server with a secret phrase known to the server and Kerberos. Strebe (2002) takes note of the server approves the data to check the source and the personality of the user.Advertising Searching for report on software engineering? How about we check whether we can support you! Get your first paper with 15% OFF Find out More It can likewise utilize the timestamp of the pass to set up the legitimacy of the solicitation. The lifetime of a ticket endures a couple of moments; this is to guarantee the procedure happens in the most limited time workable for security purposes (Bellovin and Merrit, 1990). In seeing how Kerberos accomplishes these jobs, the essayist will list and portrays every parcel that is included among customer and application server and customers and the KDC during the procedure of verification. Stage 1 Authentication Server Request, AS_REQ According to Neuman et al (2005) this stage is known as the underlying validation demand. The customer demands the KDC for a Ticket Granting Ticket. The solicitation, as a message is decoded. Stage 2 Authentication Server Reply, AS_REP When a first solicitation shows up, the AS checks whether the answer contains TGT, which is scrambled with the TGS private key, and the meeting key encoded with the mystery key from the mentioning client (Neuman et al, 200 5). In the event that one of the two keys neglect to exist, a mistake message is presented on the customer, in any case, the AS procedure the answer. The preparing is done utilizing the accompanying arrangement. It haphazardly fixes a meeting key which goes about as a mystery key and offers it with the customer and the TGS It additionally builds up the TGT embeddings the mentioning user’s head, which is the administration head. In conclusion, it makes and dispatches the answer that contains the ticket created before and scrambled utilizing the mystery key for the administration. The timestamp, lifetime, administration head and meeting keys are scrambled utilizing the mystery key named for the client conjuring the administration. Stage 3 Ticket Granting Server Reply, TGS_REP At this stage, the client who is legitimate, and needs to get to the administration in setting however doesn't have a substantial ti

What Is A Health Article Review?

What Is A Health Article Review?Health article review is a practice that is at the base of any website marketing strategy. Without proper article marketing, it is difficult to convince readers to spend more time on the site and eventually convert to sales or sign up for an e-mail list.The health article review strategy is often combined with viral marketing. Viral marketing refers to the use of written materials, to build relationships with people who will then generate an interest in the product. In a similar vein, they help to promote the products and services that are associated with the site.The aim of viral marketing is to make it to the point where someone will be attracted to a product when it is recommended by a reputable company. For instance, if a physician recommends a product, or if a professional company promotes an item, this is something that will resonate with many people. It can also work for different products within a specific industry or niche. For example, the us e of a health article review as a viral marketing strategy can be helpful for holistic health products such as vitamins, minerals, exercise and other products.Since there are so many health related articles and websites on the internet, it can be hard to figure out which ones should be used as part of a health article review strategy. Although there are some guidelines to follow, the true purpose of using a review to market products remains unknown. It is difficult to read and consume all of the information that is available. There are more videos than books, audio lectures and information products available on the internet, thus creating an overwhelming amount of content.Because of this, there are a few ways to create an effective health article review, the best being creating a resource box. This resource box should contain information about the product or service, and it should be posted on the homepage. It is best to have several links in the resource box, for the reader to choo se the one that theyfind most useful.Using an existing site that has hundreds of visitors is good because it will allow you to create a complete review of the products without spending the time to research and create a new review. It is also best to avoid creating duplicate content, or the website will not have the same content as another site. This will help to make the reviewer unbiased.It is important to keep the review brief and not be overly promotional. Readers should be encouraged to visit the site for more information and potential products or services. A short review is good to drive traffic to the site. When readers visit the site, they should leave a testimonial about their experience and should also be given a link to contact the author for more information.The health article review is a valuable method of promoting the products and services on a website. It is also a good way to increase traffic to the site. Using this strategy on a site that is informative and interest ing is what will make a quality product stand out from the rest.

Powers of Base Ten From Trillions to Trillionths

What do you call different powers of ten and what are their values? It can be confusing when you read about billions, and then suddenly shift to billionths. Lets take a look at the values and names of the powers of ten. What Does a Power Mean? Exponents and ScientificNotation Raising a number to a power means that you multiply it by itself. The number itself would be that number to the power of one. When you multiply it by itself, it is now that number to the power of two. The power is designated as an exponent with a small superscript number following the number itself. Ten is an easy number to visualize with powers, as you can think of the exponent number as being the number of zeros to put behind the one. Ten to the zero power is 10 divided by 10, or 1 with no zeroes behind it, which equals one. Ten to the second power is a 1 followed by two zeroes, or 100. When you divide a number by itself more than once, the power (or exponent) value is negative. A -1 power means you have divided a number by itself twice (10/10/10) and a -2 power means you have divided a number by itself three times (10/10/10/10). In the case of 10, since 10 to the zero power is one, it is easier to think of one being divided 10 in the increments shown in the exponent. Powers of Ten Trillions 1012 1,000,000,000,00010 x 10 x 10 x 10 x 10 x 10 x 10 x 10 x 10 x 10 x 10 x 10 1,000,000,000,000 Billions 109 1,000,000,00010 x 10 x 10 x 10 x 10 x 10 x 10 x 10 x 10 1,000,000,000 Millions 106 1,000,00010 x 10 x 10 x 10 x 10 x 10 1,000,000 Hundred Thousands 105 100,00010 x 10 x 10 x 10 x 10 100,000 Ten Thousands 104 10,00010 x 10 x 10 x 10 10,000 Thousands 103 1,00010 x 10 x 10 1,000 Hundreds 102 10010 x 10 100 Tens 101 10 Ones 100 1 Tenths 10-1 1/1 1 1/101/10 0.1 Hundredths 10-2 1/102 1/1001/10/10 0.01 Thousandths 10-3 1/103Â   1/10001 / 10 / 10 / 10 0.001 Ten Thousandths 10-4 1/104 1/10,0001 / 10 / 10 / 10 / 10 0.0001 Hundred Thousandths 10-5 1/105 1/100,0001 /10 /10 / 10 / 10 / 10 0.00001 Millionths 10-6 1/106 1/1,000,0001 / 10 / 10 / 10 / 10 / 10 / 10 0.000001 Billionths 10-9 1/109 1/1,000,000,0001 / 10 / 10 / 10 / 10 / 10 / 10 / 10 / 10 / 10 0.000000001 Trillionths 10-12 1/1012 1/1,000,000,000,0001 / 10 / 10 / 10 / 10 / 10 / 10 / 10 / 10 / 10 / 10 / 10 / 10 0.000000001 See more names of numbers that are powers of ten, including the octillion, googol, and googolplex. Lessons With Powers of Ten Powers of Ten Multiplication Worksheets: See worksheets you can use to practice multiplying two- and three-digit numbers by different powers of ten. These seven worksheet variations can be used to practice multiplication. Each sheet has 20 numbers and asks you to multiply them by 10, 100, 1000, 10,000 or 100,000. Edited by Anne Marie Helmenstine, Ph.D.

California s Statutory Prohibit Marriage - 949 Words

QUESTION PRESENTED 1) Whether California’s statutory prohibit marriage between two persons of the same sex violate the California Constitution by denying equal protection of laws to gay, bi-sexual, lesbians and transgender a right to marry, or by denying the right to privacy and freedom of expression? BRIEF ANSWER No. Because the Constitution was written for a man and a woman to marry based on religion and would be a direct violation of what we have been taught all of our lives. Such a profound change would cause the institutions to teach in a â€Å"new† form with a democratic process. FACTS On June 4, 2008, the plaintiffs in this case include fifteen same-sex couples who wish to marry in California and support groups for lesbian, gay, bisexual and transgendered Californians. They were denied many times; however, now before the California Supreme Court, they argue that â€Å"California has long led the nation in recognizing that constitutional provisions guaranteeing equal protection, privacy, due process and freedom of association and expression require that lesbian and gay people, like all people, be treated fairly under the law.† Nonetheless these protections, California has denied same-sex couples the right to marry. That denial, they argue, violates the California Constitution. DISCUSSION In this proceeding, the trial court ruled in favor of plaintiffs which were a devastating blow to the Constitution. 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Chemotherapy Essay Example For Students

Chemotherapy Essay Chemotherapy: The treatment of disease with drugs that directly poison the diseased organism. Most often referred to for cancer treatment, where powerful drugs with potentially sever side effects are used to eliminate or contain the spread of tumors. In treating physical diseases, probably the most common form of therapy in Western medicine is chemotherapy, or drug therapy. Some physical conditions, where chemotherapy is not the best option, can be corrected through surgery while others may be effectively treated by radiotherapy. Chemotherapy is frequently used in the treatment of cancer, often in combination with surgical treatment and radiotherapy. Chemotherapy uses powerful anticancer drugs that travel through the bloodstream, making it potentially useful for cancers that have spread. There about 50 different chemotherapeutic drugs that combat cancer, generally administering more than one drug at a time because the drugs are more powerful when combined. The drugs can be taken oral ly or injected into the bloodstream. They interfere with cancer cells ability to make new DNA or let DNA reproduce properly. Which combinations of chemotherapy drugs the patient will receive is based on what the patients doctor thinks will work best for them. The decision depends on what kind of cancer they have, where it is, the extent of its growth, how it is affecting their normal body functions, and their general health. The doctor also may suggest that they join a clinical trial for chemotherapy. Clinical trials are carefully designed research studies that test promising new cancer treatments. Patients who take part in research may be the first to benefit from improved treatment methods. These patients also can make an important contribution to medical care because the results of the studies may help many people and help scientists learn more about chemotherapy and its possibilities. As stated, one of the most common treatments for cancer is chemotherapy, and since it kills some normal cells at the same time that it can kill cancerous ones, it has the ability to cause many side effects. These side effects are often very serious. Some side effects of chemotherapy are:Your immune system could weaken immensely, which would cause you to be very susceptible to infection and other diseasesInsufficient oxygen in the blood (anemia)Sometimes tumors develop a resistance to certain drugs after exposure to it j ust once, and when this happens there could quite possibly be no drugs effective against this tumor. Some side effects go away fairly rapidly, others take months or years to disappear completely. Sometimes the side effects can last a lifetime, as when chemotherapy causes permanent damage to the heart, lungs, kidneys, or reproductive organs. Certain types of chemotherapy occasionally may cause delayed effects, such as a second cancer, that show up many years later. Patients sometimes do not know that side effects tell very little about whether or not their chemotherapy is working. Sometimes people think that if they dont have side effects, the drugs arent working, or that, if they do have side effects, the drugs are working well. The truth is that side effects vary so much from person to person, and from drug to drug, that having them or not having them usually isnt a sign of whether the treatment is effective. Normal cells grow and die in a controlled way. But cancer occurs when cells become abnormal and keep dividing and forming more cells without control or order. Anticancer drugs destroy cancer cells by stopping them from growing or multiplying at one or more points in their life cycle. Because some drugs work better together than alone, chemotherapy often may consist of more than one drug. This is called combination chemotherapy. If doctors determine that chemotherapy alone is not likely to be successful or if patients relapse after chemot herapy, stem cell transplantation may be performed. Very intensive body radiation or very high doses of chemotherapy or both are used. Chemotherapy is designed to destroy all the leukemic cells in a patients body, but also destroys the blood-forming system in the patients bone marrow. Chemotherapy can be used as a CURE for a disease or as a treatment that is palliative, or a Treatment that is for helping the patient to be as comfortable as possible for as long as possible because a cure is not an option. Most people are able to continue working while they are being treated with anticancer drugs. It may be possible to schedule treatments late in the day or right before the weekend, so they dont interfere with the patients occupation, schooling, etc. Since one of the side effects of chemotherapy is fatigue, sticking to their routine schedule might pose a problem. Under Federal and state laws, some employers may be required to allow the chemotherapy patient to work a flexible schedule to meet their treatment needs. How often and how long you get chemotherapy depends on the kind of cancer you have, the goals of the treatment, the drugs that are used, and how your body responds to them. You may get chemotherapy every day, every week, or every month. Chemotherapy is often given in on-and-off cycles that include rest periods so that your body has a chance to build healthy new cells and regain its strength. The patients doctor should be able to estimate how long they will be getting chemotherapy. Independent Man1 EssayTherapeutic radiology uses high-energy particles or waves, such as X rays or gamma rays. This focuses damaging radiation on the region of a tumor, inflicting genetic damage that can kill cancerous cells. Radiotherapy damages rapidly splitting cells. Usually damaging cancer cells but sometimes just getting the ones that are healthy yet produce quickly. There are many side effects to radiation therapy like chemotherapy:The decrease in white cells, which are the cells that help protect the body against infection, is what causes the weakening of the immune system. Short doses of radiation therapy, can minimize these side effects. The total dosage the patient receives is based on the size, location and type of cancer infecting the patient. Patients will usually receive radiotherapy five days a week for five weeks. A weekend break allows the normal cells to recover. Radiation can destroy microscopic cancer cells that have moved into surrounding tissues, unlike surge ry. For example, a patient with cancer to the spine undergoes radiation treatment. In his radiotherapy procedure, the radioisotope cobalt 60 is used as the source of gamma radiation. The high dose is used by laser targeting a localized area. For those who are older, radiation is sometimes the better choice because some individuals may find it difficult to recover from a major surgery. Radiation might also be used to shrink the tumor in preparation for a more feasible surgery, or radiation could be used following surgery. Chemotherapy and radiation may coincide as well, as could all three. At certain times, that is the case. Like surgery and chemotherapy, radiation is used to sometimes relieve pain a discomfort when a cure is not probable. As a treatment for disease, there are many other methods that could be used as a substitute to drug therapy. Alternative medicine, other types of therapeutic methods drawn from non-Western traditions, include such techniques as:Immunotherapy is als o used and it is when the immune system is stimulated to produce antibodies against specific invaders of the system, or the use of monoclonal antibodies. Monoclonal antibodies are those that are genetically engineered and target specific cancer cells. Nuclear Medicine is when radioactive substances, combined with imaging techniques are used to diagnose and treat injuries or diseases. Cancer can be treated using Nuclear medicine. It is noted for being pain-free as well as safer and much more cost effective that many other treatments, like surgery or chemotherapy. Chemotherapy proves to be very effective in different types and stages of cancer. Although it can be used on its own, it proves to work better when combined with surgery and/or radiation therapy. Chemotherapy does not work any less then radiotherapy or surgery, it works differently. Its use is to directly poison the diseased organism and save an individuals life. Bibliography:

Sales managers roles free essay sample

Question 1 (a) The 3 main roles that a sales manager should perform are listed as below: 1. Manage customer relationships 2. Serve as customer consultants 3. Manage the hybrid sales force Sales managers should firstly, continuously achieve a conversation with his or her customer, provide customized service and recommendations to them in order to increase customer retention. Secondly, sales managers should build ongoing relationships and profitable partnerships with his or her customers. He or she should also act as a consultancy role towards the sales team, encouraging them to provide ore than Just selling to their customers, and always give personalized advice to them. Sales managers should also manage the sales force, which includes external agents and salespeople to ensure the success of the team. It is obvious in that Ian has proven to be a super salesperson due to his experiences and innovative ideas. He is very dedicated to his team as he wants to show them how best to approach customers and negotiate sales. We will write a custom essay sample on Sales managers roles or any similar topic specifically for you Do Not WasteYour Time HIRE WRITER Only 13.90 / page He practically spends at least one day a month with his salespeople. However, from various feedbacks given by his team of salespeople, he might not be s competent when it comes to coaching them and providing them with guidance. The complaint received from the Singapore and Malaysia salespeople are that Ian has been spending so much time with them. On days when Ian spends with them to provide coaching tips and feedback, he did otherwise. Ian even went to the extent of accompanying the salesperson at sales presentations to review their performance on the spot and give comments when he thinks there is a need to. He would take over when he is dissatisfied with their presentation to the customers. His salespeople said hat this has led to some confusion in his customers, which might in turn affect the companys image in the long run. One of the salesperson had his potential customers doubt him, asking why Ian was not satisfied with his performance. This has affected his credibility towards his customers, as well as his image as a salesperson. It is important to manage the relationships with the customers, as well as provide a consultancy role when they require so. For Ian, he is obviously lacking in the role of managing his hybrid sales force. With his received complaint, he is not managing the ales force, but taking over their roles when he thinks that their presentation is not up to his expectation. He should train his salespeople with the right skills and help them improve consistently to clinch deals with the clients. Instead of doing so, he takes over and present on the salespeoples Bengal. From their perception, it them and presents an incapable image in front of their clients. Nans current performance will lead to poor company image and reputation in the long run. Taking for example, the salespeople are not able to maximize their potential under Nans coaching, they would prefer to either request for a change of sales anger, or they would change company. Ian should be treating his salespeople as empowered equal and provide his salespeople with motivation to work and continuously strive better. Question 1 (b) With the current sales organization structure, the sales team is able to work better with it structured along product lines rather than geographically. Having said this, there are still several advantages and disadvantages towards this department structure. Geographical sales structure refers to the selling according to the different location of countries and places. This meaner that, according to the culture and demand tatters of a certain area, the company provides the products accordingly and comes up with strategies to attract customers and in turn increase the product demands. Product lines structure meaner that the company focuses on the products they offer, equip the salespeople with the knowledge of the products, and personalize the products according to the needs and wants to the customers. As mentioned, firstly, the salesperson finds out the needs and wants of the customers. With their vast knowledge of the products the company offers, they are able to suggest the right product to the customer, to fit their demand. By having the product line structure, they are then able to focus on the product that they are selling, and easily set their own targets and objectives for personal achievements and selling quota. An additional benefit is that, should they need certain information about the product they are selling or suggesting, the company would be able to provide it to the salesperson without worrying that the information is not reliable or wrong. With the product line structure, it is also easier for the sales team to have a better knowledge of the company as a whole, and most importantly the products they are selling. When a salesperson is fully knowledgeable on the products the company provides, this raises their morale and confidence level when they do sales presentations and explanations to their customers. If it is based on a geographical structure, the sales team will not be able to fully understand what they need to focus on, and most importantly, they are not able to acquire the information they need from the company unless they perform their own research. Nevertheless, this product line structure has also its disadvantages too. From a companys point tot view, due to the deterrent products being tottered, this would b very competitive environment. The different divisions would be fighting for the companys resources and this might lead to some unpleasant situations in the company where conflicts occur between the different divisions. This is especially important when the different product lines need to work together for bundling or several promotions to increase profits for the company. Due to the conflicts between each division, they might not be willing to work with each other, and thus causing the companys productivity to decrease. When this is compared to geographical structure, the products divisions can work gather to think of common strategies to fit products to the customers in the geographic location. The competition is lesser as product divisions have to work together to achieve a common goal. As the current product line sales structure is suitable to the profile of the salespeople as they have already been used to the structure and habits of selling to the customers, there seems to be no need to have a change of structure since the salespeople are doing well. However, as time changes and consumers preferences shifts overtime, there is a need to change the structure to improve the companys productivity and maximize he potential of the salespeople. With their vast knowledge of the products, they could now focus on understanding the different geographical locations they want to focus on, and then sell according to the needs and wants based on their research. This would in turn benefit the company in the long run, as customers would view it as the understanding of their lifestyle and habits before introducing any products to them, which seems to be personalized service provided to the customers. The company could also be achieving larger market share of the specific geographical actions, and it would help the company to expand to the other markets in the future. In addition, there would be a better chance of success when the company releases a new product which would be largely based on the understanding of the lifestyle and habits of the geographic location. Thus, the suggestion for the company right now is to have a change of sales structure for the company to gain larger market share, as well as maximizing the salespeoples potential to sell and understand the customers profile. Question 2 (a) INTRODUCTION WALL values each salesperson in the company. The human touch point when sales are closed with prospects remains the priority of the company. WALL has embarked onto Customer Relationship Management (CRM) system for the past 8 months. WALL would like to emphasis that CRM system is not Just an IT application but rather is a system that allows each of us to better understand the needs of our customers and their purchasing behavior. These will allow us to build a stronger relationship with the customers. In the following presentation, benefits of the CRM system will be shared with the aim to bring WALL and sales team to greater heights by optimizing the M system. WHAT IS CRM? CRM is a systematic integration of information technology and human resources designed to provide maximum value to customers and to obtain maximum value from customers (Hair, Anderson, Meta, Fabian, 2010). It is essential for WALL to embark on the new Journey of CRM system as our business portfolio continues to grow. Our company and salesperson will need real-time information of our clients and prospects. Using real-time information will allow a better understanding of the needs of our customers in an individual way. The needs of our customers can be rather segmented to provide a more efficient and productive meaner of managing our customers. This leads to salesperson able to target the correct group of customers and serve them individually based on a one-to-one marketing strategy. BENEFITS OF CRM One-stop Solution. CRM tracks the interest and activities of our current customers. When these activities are keyed into the CRM system, it allows information to be shared between various sales departments such as the distribution sales department, the accessories sales department and the software sales department. This provides a one-stop solution to our customers. For example, when a customer purchases our English software, he may require a particular accessory to assist him in operating the software. With this information, the salesperson will be able to value-add by promoting the accessory to the client and not reacting to source for the product when the customer asked for. This value-added service will definitely retain existing customer as it builds upon trust and relationship between the salesperson and the customers. Selection of Prospects. CRM also allow salesperson to focus his resources to the right prospect at the right time. Customer database of many salesperson grow each day and it becomes hard for individual person to monitor our customers. The dashboard in CRM provides a glance of information such as the probability and purchasing power of each client. These information and historic trending enables salesperson to better time and anticipate the needs of our customers. For example, in WALL, we will be able to monitor and target institutions that require upgrading of their computer system by analyzing the last upgrade by the institution versus the need of the institution to provide technological education to its students, such as Eng distance learning. Selection of prospects not only allows better time management for salesperson, it also enhances the probability of a close sale and facilitate in identifying larger and smaller prospects. Referral of Prospect. Better relationship not only increases commission sales of salesperson, it also increases the chance of referral from a satisfied customer. Through words of mouth, salesperson will be able to clinch new prospects and thus expanding its customer base. CONCLUSION CRM not only optimizes profit and increase revenue for WALL and its salesperson, it also enhances customers satisfaction. CRM enable salesperson to provide value- added service by understanding the needs of customers. Promoting relevant products or services to our customers that saves resources for both customers and salesperson. These benefits allow WALL to better manage its customer base and increase the customer loyalty and retention. Question 2 (b) IMPLEMENTATION OF CRM SYSTEM As mentioned earlier, CRM system does not replace the need for salesperson in WALL, but rather enhances the salesperson ability to sell more to the right prospects at the right time. For CRM to be successfully implemented, sales managers will have to fully support the system and believe that the system will work. This will require the sales managers to first lead and subsequently influence salesperson to use and practice the system. Trust in the system will definitely change the company culture to greater heights. Cultural Change. CRM system is a customer-centric approach that requires all in WALL to be committed. Sales managers of various departments will need to be open with the providing information into the CRM system. Through cross-feeding of information, it will allow a holistic collation of information to serve our customers. This information will then provide relevant information for salesperson to analyses the needs of our customers. Training and Education. To understand the potential of CRM system, proper training will be needed for both the sales managers and salesperson. Areas such as using different fields to extract relevant information will need to be trained. Through training and education, sales managers and salesperson will be able to leverage on technology to see the future and optimism the system as a force-multiplier facilitate utter management and sales. Creating Value for Customers. Sales managers are the links between WALL and customers and hence will need to allocate resources on identified profitable customers based on the knowledge of product. While the salesperson not only create sales but rather provide value-added service to solve the customers problem. The salesperson will need to understand each customer and provide greater flexibility in enhancing customers satisfactions. This approach enhances the professionalism of our salesperson and increases Walls creditability that will draw Eng term relationship with our customers. Change tot Sales Process. Management will need to review the sales processes such as allowing salesperson to hunt freely for their prospect in the database, if the prospect is not engaged within a specific period (Graff, 2011). This will encourage salesperson in using the system more religiously to gain sales commission. Creating Database in CRM. For successful implementation of CRM system, the WALL will require high-technology solutions for electronic storage of data and processing data. Salesperson that are the direct interface with customers will need to solicit elevate information from customers such as problem faced and future development. These information will allow sales manager to analyses the needs and develop relevant approaches to satisfy the problem of customers. Conclusion The success of CRM implementation will need to be top-down approach. Management level will need to walk-the-talk in order to influence change for salesperson to follow. Sales processes can be refined to entice the use of CRM in WALL. With the successful implementation, CRM system will provide sale force an excellence meaner to enhance sales of WALL. Question 3 (a) The selling process refers to the complete set of steps that must take place in order to execute a sales transaction from start to finish (Webzines, 2013). There are seven stages in the selling process and they are best depicted as a continuous cycle or wheel of over lapping stages. Once the wheel is set in motion, it continues to rotate from one stage to the next. As it reaches the last stage, the cycle will repeat again because the sales persons follow up can generate repeat sales. Stage 1 Prospecting and qualifying Prospecting is the method by which salespeople search for new customers and attention customers. One obvious reason for prospecting is to expand the customer base, which is important because most sales organizations lose customers every year. Prospecting requires salespeople to first obtain leads. A lead is basically the name and address or telephone number of a person or organization potentially needing the companys products or services. Before considering a lead to be a valid prospect, the sales person must qualify it in terms of need or want, authority to buy, money to buy and eligibility to buy. Stage 2 Planning the sales call: the Approach The pre-approach step includes all post prospecting activities prior to the actual visit with a prospect. These include doing research on the prospect, familiarizing with the customers needs, reviewing previous correspondence, and pulling together any other new and relevant material that might be appropriate for bringing to the sales Stage 3 Approaching the prospect The approach usually takes the first minute or minutes of a sale. It consists of the strategies and tactics employed by salespeople when gaining an audience and establishing initial rapport with the customer. The approach includes opening small elk, the handshake, eye contact, and generally making a good initial impression. Successful salespeople often set a primary objective (targeted outcome), a minimal objective (lowest acceptable outcome), and an optimal objective (best possible outcome) before approaching the prospect. Stage 4 Making the sales presentation and demonstration The presentation is the main body of the sales call and should occur after the salesperson has predetermined the needs of the customer. This step can be one presentation or multiple presentations over a period of time. Goals for the sales presentation will vary. First-time buyers must get sufficient information to adequately understand the products benefits, which may be facilitated by building the presentation around a product demonstration. Selling points and attributes are visualized and built around a call agenda or sales proposal. This step can be complex, and preparation is essential. Stage 5 Negotiating sales resistance and objections Objections can be broadly defined as customer questions and hesitance about the product or company. Salespeople should expect that objections would be encountered in every sales presentation. A number of reasons exist for objections, and despite the fact that objections can delay the sales process, for the most part they should be perceived in a positive sense as useful. This is because by revealing objections, true buyer needs can be uncovered. Sales resistance can consist of either valid or invalid objections, and salespeople need to recognize each type in negotiating with prospects. Stage 6 Confirming and closing the sales The close is defined as the successful completion of the sales presentation culminating in a commitment to buy the good or service. Once any objections have en successfully overcome, the salesperson must actually ask for the business and thus begin the process of closing the sale. Stage 7 Following up and servicing the account After the prospect accept an order, the salesperson will follow up to make sure the prospect is happy with the product or service and that everything that was promised is being delivered. Ian should not have the idea of spending less time on prospecting and qualifying prospects, as it is the foundation of sales. Finding leads is the most vital part of the selling process because WALL cant make a sale without identity yang the people to whom theyll be selling. In other words, without prospecting, nothing else can happen. Prospecting doesnt happen Just once; its a constant process. WALL lose some customers every year for a variety of reasons: customers may no longer need the product or service, have the financial meaner to purchase the product or service, or live or do business in the area, or the business may no longer be open. So if WALL havent been building its prospect list, they wont have new customers to replace the ones they lose. More than this, finding new prospects is the only way WALL can increase their sales and expand the business. Question 3 (b) Sales presentation is refer as a formal and pre-arranged meeting where a salesperson or a sales team presents detailed information about a product or service (Webzines, 2013). There are six different sales presentation strategies salesperson can adopt. 1) Stimulus Response Stimulus response is an approach to selling which relies on the salespersons ability to say the right thing (stimulus) in order to obtain a favorable reaction from the buyer (Salespeople, 2013). The advantages of stimulus response is that the sausages to the buyers can be structured in a logical order. Questions and objections from the buyers can usually be anticipated and addressed before they are magnified during buyer-seller interaction. However, the limitations of stimulus response methods can be severe, especially if the salesperson is dealing with a professional buyer. Most buyers like to take an active role in sales dialogue, and the stimulus response approach calls for the salesperson to dominate the flow of the conversation. The lack of flexibility in this approach is also a disadvantage. Stimulus espouse is most suitable for relatively unimportant purchase decisions, when time is limited and when professional buyers are not involved. 2) Formula Formula approach assumes that the buying process for most buyers is essentially identical and the buyers can be led through certain mental states, or steps, in the buying process by using the appropriate sales messages. These mental states are typically referred to as AID (attention, interest, desire, and action). The positive feature of this approach is that it led the prospect towards purchase action one-step at a time. The down side of this approach is that the prospect may find the presentation too mechanical and it is a salesperson-oriented rather than a customer- oriented method. In an effort to move the prospect from one mental state to the next, the salesperson has a tendency to dominate the interview, and the customer may have little chance to participate. Little attention is paid to variations in needs or circumstances among customers. ) Need Satisfaction Need satisfaction selling is based on the notion that the customer is buying to satisfy a particular need or set of needs. This approach focuses on the prospects needs. The salesperson will use a questioning, probing tactic to uncover the prospects needs. Only after relevant needs have been established, the salesperson begins to relate how his or her offering can satisfy these needs. One major advantage of the need- satisfaction app roach is that it is customer-oriented and flexible. Proponents of this approach contend that it provides the basis for a friendly buyer-seller relationship with two-way communication. The limitation to this approach is that it demands highly qualified sales personnel who have an excellent understanding of their potential customers. They must have the training and experience to adjust their selling methods to the needs and concerns of each individual prospect. Also, this approach requires a great deal of time for the salesperson to become familiar with the prospect. Consequently, it is an expensive method, and it should be used when the value of the potential sales Justifies the expense. 4) Consultative Problem Solving Problem-solving selling is an extension of need satisfaction selling. Under the problem-solving method, however, the salesperson goes one step further to help the prospect identify several alternative solutions, analyses their advantages and sedateness, and select the one best solution. The sales person completely deemphasizes the product offering, and concentrates on providing, expert advice to the prospect much like a true business consultant. The primary objective is to form long-term relationships with customers in which the sales representative is seen as a trusted source of technical information and advice. As with the need-satisfaction approach, the problem-solution method requires extremely competent, well-trained, and experienced sales representatives. It also requires that the salesperson spend a great deal of time with each prospect. Consequently, it is a very expensive selling method. 5) Depth Selling Depth selling involves the salesperson to employs a skillful mix of several sales presentation methods. This customized mix approach combines the best features of several sales presentation. However, this will required salesperson with exceptional skill and experience to execute this approach. ) Team Selling Team selling refers to a group of individuals from different companys department working towards a common sales goal. Team selling enable the company to achieve higher levels of customer satisfaction, better time management and higher integration of accounts. The pitfall of this approach includes: non-sales people may create confusion with the customer, there are multiple agendas from various departments and conflicting corporate objectives. Walls sales department is organized into 3 business units. The first business unit assembles and distributes computers to institutions . The second business unit distributes computer accessories to retailers and the third business unit sells English Language software testing program to institutions. Consultative problem solving presentation strategy will be appropriated for the first cuisines unit. This business unit is WALL main core business and have high budget and time for customers in this business unit. WALL needs to understands and solve the problems of these customers. Furthermore, WALL needs to forge a trustful, consultative relationship with the customers. In this way, WALL can keep away the competitors from their customers. Once a long run trusting relationship is established, WALL can also introduce their computer accessories and English software to this pool of customers. For the second business unit, WALL can implement need satisfaction strategy. As WALL has a wide range of computer accessories that distributes to different retailers, it is important for WALL to understand what each retailers needs. From there, WALL can advise the retailers which products or promotions are suitable for them. Consultative problem solving presentation strategy will be suitable for the third business unit. Like the first business unit, much focus is on the customer. As this is a new business unit, WALL should spend time to understand the needs of the customers so they can understand the market better and keep them ahead from the competitors. Question 3 (c) Sales training takes human inputs and develops them into successful productive members of a marketing team. Sales training development process is the process of designing and implementing a sales training program that begins with analyzing needs, setting objectives, developing program content, determining delivery, preparing, motivating, reinforcing and evaluating. 1) Conduct a Training Needs Assessment Managers should review trainees background and experience to identify the gaps between their qualifications and the Job requirement. Managers then can customize the training program base on the development of each salesperson. Determine training objectives The next step is to set the training objectives. A good training program should focus on the performance objective rather than learning objectives. In this way, salespeople are able to achieve successful results from training. 3) Determine training programmer content There are two types of training programmer a) Initial sales training programmer designed for newly hired salespeople, it is comprehensive and usually last three to six month s. B) Continuing sales training programmer designed for experienced salespeople, these programmer are shorter,