International Trade in the New World Essay example

With nearly wiping out the Amerindians the call for men to work the hard demanding labor raised. Two major themes stuck out towards me during my read, but after giving more thought the more I realized what had the most impact. The demand of slavery rose due to the high demands of the colonies in the New World. The Incas and Aztecs were conquered and nearly wiped of the earth due to many different complications, so the need for slave trade came to South America. In Africa slavery was part of everyday life, slave trade brought a lot of economic fortune that would eventually led to an economic decline. With Europe being the forerunners of the New World they played a major role in international trading. What brought Europeans to the New World†¦show more content†¦At first the Spaniards made use of the newly conquered Amerindians but the population of the Amerindians would dwindle due to introduction of new foreign diseases and other contributing factors such as malnutrition. The need for more effective slaves rose and soon slaves imported from Africa would become part of the everyday trade. The exporting and importing of goods also brought the missionaries whose goal was to spread Christianity. The Trade of slaves existed well before European sought major interest in slavery. Slavery was a conventional way of life largely due to the influence of Islam in Africa, with the conquering of neighboring tribes Africa rulers found justification of in slaving. Black Africans were not the only ethic group enslaved in Africa but also white women since they were a symbol of wealth. Africans exported from Africa to England in turn turned out not to be considered slaves but also servants or even used to become sailors. Many would view that Africa’s were involuntary to slavery but some actually choose to become slaves to avoid starvation. The Trade of slavery was not the only trading that transpired in Africa. Africans sought many forging goods that were actually cheaper imported that manufactured in Africa. Along with slaves, Africans traded much other variety of items to obtain these goods. The profit made from the exports would soon be exchange back to the Europeans for the purchasing of firearms. ManyShow MoreRelatedWorld Trade Organization Essay1696 Words   |  7 PagesWorld Trade Organization The World Trade Organization (WTO), is an international organization designed to supervise and liberalize international trade. The WTO came into being on January 1, 1995, and is the successor to the General Agreement on Tariffs and Trade (GATT), which was created in 1947, and continued to operate for almost five decades as a de facto international organization. The World Trade Organization deals with the rules of trade between nations at a near-global level; itRead MoreThe Global Economy and International Trade1357 Words   |  6 Pagesï » ¿The Global Economy and International Trade What Is International Trade International trade is the exchange of capital, goods, and services across international borders or territories. In most countries, such trade represents a significant share of gross domestic product (GDP). While international trade has been present throughout much of history, its economic, social, and political importance has been on the rise in recent centuries. Increasing international trade is crucial to the continuanceRead MoreQuestions On International Trade Theory1332 Words   |  6 Pagesnumber: 201109990 Module name: International business Module code: MKIB 225 Essay question: Why do businesses internationalize? Compare and contrast the various â€Å"standard† theories . Word count: 1051 Why does business internationalize? With the development of international business, countries with the purpose of increasing the variety of local products had been trying best for decades to trade with other nations. Furthermore, international trade theories were developed to explainRead MoreWhy Do Business Internationalise?. International Trade1181 Words   |  5 PagesWhy do business internationalise? International trade can be traced back to ancient years. Our ancestors, with the purpose of increasing the variety of local products, had been trying their best for decades to trade cross border. With the development of international business, international trade theories was developed to explain the benefit nations can get from utilizing free trade pattern and participating in the multilateral trade via opening up strategy by eliminating import control, exportRead MoreThe Impact Of Foreign Policy On International Trade Essay1494 Words   |  6 Pagesinvolvement of government in international trade, many people have posed their opinion about what the role of government should be in it. Different factors are involved when it comes to deciding what this should be. It impacts a lot of people, so in order to do that, trade policy must be properly defined, identify what the roles of government currently are, and their involvement in it, and then analyse what should be their role. Trade p olicy is how a country carries out trade with other countries (CommercialRead MoreThe Impact Of International Trade Policy On New Zealand And Other Countries Essay1536 Words   |  7 Pages International trade policy is an important part of how the word does business and there is the underlying question about how it should be done and what part the government should play not just in New Zealand but around the world. New Zealand is a country that has great trade policies, these trade policies help create a great reputation for being free flowing and business friendly. Trade policy is defined as the laws around the exchange or goods between countries. In this essay, I will begin by discussingRead MoreChinas Entry into the World Trade Organization688 Words   |  3 PagesIntroduction World Trade Organization ( WTO Eng . World Trade Organization (WTO) - an international organization founded January 1, 1995 for the purpose of international trade liberalization and regulation of trade and political relations between the Member States. WTO established under the General Agreement on Tariffs and Trade (GATT) .WTO is responsible for the introduction of new parts as well as enforces the members of the organization of all agreements signed by most countries and ratified byRead MoreWhat Would Our Nation Do Without Globalization and International Trade? 1574 Words   |  7 Pagesstrategies. Becoming international is an important factor in assisting organizations in becoming globally competitive. Strategic imperatives have helped in the development of globalization. Organizations can no longer stand still while their competitors grow stronger. This causes organizations to seek out new markets. Survival is a key indicator for an organization to enter into a global mark et place. What would our nation do without globalization and international trade? Below is a list ofRead MoreThe Golden Age For Technology1135 Words   |  5 Pagesand the smartphone. You can buy things quickly online. The world has become smaller through technology, especially regarding international trading. The internet makes almost free communication possible between people around the world thousands of miles apart, while modern transport allows quick physical access to parts of the world. If you have the Internet, you can put your business online and compete with many companies throughout the world. I believe an understanding of the historical economic forcesRead MoreImpact Of International Trade On The United States1294 Words   |  6 Pagesbecome a reality. International trade has enabled countries to exchange goods, services and capital across the border, enabling better opportunities for both producers and consumers. However, in recent years, the benefits of Internation al trade have been questioned by many economists and business experts. There are no doubts that International trade has been a blessing for many countries around the world, but the question that remains unanswered is, how does International trade benefit the United

Essay about Gender Roles in Ancient Greek Society

Gender Roles in Ancient Greek Society Throughout history, the roles of women and men have always differed to some degree. In ancient Greece, the traditional roles were clear-cut and defined. Women stayed home to care for children and do housework while men left to work. This system of society was not too far off the hunter gatherer concept where women cared for the house and the men hunted. Intriguingly enough, despite the customary submissive role, women had a more multifaceted role and image in society as juxtaposed with the rather simple role men played. Morals for the two were also different. Men obviously had the upper hand with women being the traditional passive. For an example, it was quite acceptable for a man to commit†¦show more content†¦As shown, women were considered naturally submissive as in most other old cultures. This is somewhat understandable as women were the ones who bore children and men provided for the family unit. As time progressed, this stereotype was over emphasized into what is portrayed in these plays and poems. Despite this submissive image, Greek women were not considered naà ¯ve, but a pleasurable if a bit foolish kind of a creature. In Aristophane?s play, Lysistrata, this concept is amply portrayed. Most of the women are portrayed, as impulsive individuals while men are carnal gluttons. Notwithstanding this facet of their image women could also be wily as Medea and Lysistrata: ?What is more, you were born a woman, And women, though most helpless in doing good deeds, Are of every evil the cleverest of contrives? The deceitful female is epitomized by the character of Aphrodite in Euripidies?s Hippolytus. Due to having her altar neglected (as in the case of Psyche) she plotted to bring ruin to Hippolytus and all those who loved him. At the end of the play, Artemis plots revenge against Aphrodite (also called Cypris) saying: ?Hush, that is enough! You shall not be unavenged, Cypris shall find the angry shafts she hurls Against you for you?re your piety and innocence Shall cost her dear. I?ll wait until she loves a mortal next time, And with this hand?with these unerring arrowsShow MoreRelatedWomen in Ancient Greece1638 Words   |  7 Pagesfor developing and enacting the concept of democracy, women were excluded from the equation. Women in ancient Greece were believed to be weak of mind and in need of protection by a male guardian such as a brother, husband, or father (Women in Ancient Greece). Sophocles play Antigone encapsulates the conflict in Greek society between genuine and farcical democracy. Greeces patriarchal society excludes women from formal decision-making processes so that, in the case of Creon, leaders enact theirRead MoreWomen Of Ancient Greek Mythology Essay1535 Words   |  7 PagesGender inequality has been a controversial topic for numerous religions and cultures throughout history. Women were commonly regarded as the subservient gender, an idea that was no different in Ancient Greece. Throughout Greek mythology, women were considered inferior and troublesome symbols, while men were known for courage, leadership, and strength. While there is no argument of the flagrant sexism that is illustrated in Greek mythology, it can also be claimed that women were given a situated positionRead MoreMale Stereotypes In The Odyssey Of Homer701 Words   |  3 PagesMale Gender Stereotypes Gender stereotypes has been around for many decades, and have been passed on from generation to generation. These gender stereotypes play a big role in how people are looked upon in society. The ancient Greeks portrayed masculinity as being brave, strong, powerful, superior to women, and in no way feminine. Some of these male expectations are still maintained in society today. In the book â€Å"The Odyssey of Homer† written by Richmond Lattimore, there are many of the male expectationsRead MoreThe Mythical Tribe Of Warrior Women971 Words   |  4 Pageswomen known as Amazons had a prominent presence in the mythic world of Ancient Greece. They are often depicted in ancient literature, such as in Herodotus’ The Histories, or on many artistic vessels recovered from the centuries between 800 B.C.E and 500 B.C.E. Most people envision the Amazons as the female fighters who defied the role of women as inferior figures in Ancient Greek society. What, then, does it say about A ncient Greece that the Amazons were portrayed as manly figures and done so approvinglyRead MoreHow Modern Versions Of Medea ( Euripides ) And Antigone ( Sophocles )1246 Words   |  5 PagesAncient Greek theatre is famed for hosting many playwrights that have stood the test of time, nevertheless concepts and ideologies present in traditional Greek theatre have become outdated. Strict gender roles were ever-present in society and a person was judged in relation to his or her compliance with these standards. Ancient Greek theatre hosts many misogynistic examples of the conformity to the gender roles of the time as well as the consequences of rebelling against the gender protocol. WomenRead MoreWomen s Belief Of Human Bodies1360 Words   |  6 PagesIntroduction In ancient Greek societies, women were largely restricted due to the ancient Greek’s belief of human bodies. Even though men and women were physically different and Greek societies were male-dominant, women had an important part to play in religion. Ancient Greek religious practices varied between men and women. Overall, ancient Greek religion was based on a give-and-take mindset in which the Greeks believed that they would receive protection from Gods and Goddesses if they worshipRead MoreGreek Mythology Of Ancient Greece1551 Words   |  7 Pagesof the many wonders Ancient Greece had to offer. However, one of the most memorable creations of Ancient Greece would have to be Greek mythology. These myths included hundreds of stories and teachings that would have a lasting effect on Greek culture for centuries to come. When taking a deeper look into some of these myths, one may notice gender and sexual behavior to be themes that occur quite frequently. One also cannot help but notice that some social conditions in Ancient Greece, such as theRead MoreRejecting Gender Roles In Sophocless Antigone1262 Words   |  6 PagesRejecting Gender Roles in Antigone Human nature dictates that conformity is a safer choice than expressing individuality. When placed in a situation where one must either remain silent or speak their mind and face severe consequences, there is much less risk in taking the first option. Sophocles, an Athenian tragedian from the fifth century BC, confronted this theme throughout one of his most popular works: Antigone. In the play, the title character must decide if she should honor her brother andRead More Gender Roles in Medea by Euripides Essay1285 Words   |  6 Pagesenabled men and women to define gender roles in society. Although some critics declare gender roles do not exist today, others believe they do. In society, men and women are defined by gender roles throughout their activities and emotions. A doctor is typically portrayed by a male while women rear the children and cook for the men. However, although still in existence, today these roles are less obvious but tend to have similar meaning when compare d to the past. In ancient Greece, women suffered greatRead MoreTheseus vs. Katniss: The Hunger Games versus Greek Mythology1599 Words   |  7 Pagesauthors across all literary genres often borrow themes and plot from the stories of long ago. Many of those authors choose to borrow from the rich mythology of the ancient Greeks. Suzanne Collins has been asked on numerous occasions where the idea for The Hunger Games originated. She readily admits that the characters and plot come from Greek mythology and more specifically, from Theseus and the Minotaur (Margolis 30). One familiar with both both stories can easily recognize the identical framework

The Effect Of Geography On Firm s Characteristics And...

The paper relates to three sets of literature: the capital structure, the location effect, and the peer effects literature. In the classical capital structure context, Fischer, Heinkel, and Zech-ner (1989) and Leland (1994), (1998), Hovakimian, Opler, and Titman (2001) show that firms periodically readjusts their capital structures toward a target ratio. Lemmon, Roberts, Zender (2008) show that the majority of changes in leverage ratio is caused â€Å"by an unobserved time-invariant effect that generates surprisingly stable capital structures.† Lemmon, Roberts, Zender (2008) show that this factor is present before the IPO. They conclude that â€Å"variation in capital structures is primarily determined by factors that remain stable for long†¦show more content†¦They show that level of information asymmetry is higher for rural firms. Rural firm issue fewer seasoned equity offerings, it takes them more time to do an IPO, and they use more debt. Ivkovic and Weisbenner (2005) examine the stock investments of over 30,000 households in the U.S. between 1991 and 1996. They find that the â€Å"average household invests 31% of its portfolio in stocks located within 250 miles. If investors had held the market portfolio instead, only 13% of the average household’s investments would be this close.† Geography will affect coverage by security analyst, which in turn will affect the firm’s ability to attract investors in the market. Malloy (2005) concludes that analysts are more accurate when they cover geographically close firms. There is also an established literature on the effect of headquarters’ location on the firm’s ability to finance itself through debt. In general, conditions of loan are related to the distance between the borrower and the lender on one hand and the distance between the borrower and the closest competitor on the other hand. Arena and Dewally (2011) show that firm’s geographical location has a significant effect on corporate debt policies. They show that rural firms have higher debt yield spreads and attract smaller and less prestigious bank syndicates, compared with urban firms. As a result, the rural firmsShow MoreRelatedThe Development Of Electric Cars1591 Words   |  7 Pagestogether by a network of shared advantages which has created regional innovation clusters as well systems of connection globally that brought about long-term economic prosperity, productivity, and growth. These geographic innovation has had profound effects on our society with the invention of the automobile undeniably a standout. However, there are over one billion vehicles in the world today (Plumer, 2011), releasing potentially catastrophic amount of greenhouse gas. Hence the interest in a cleanerRead MoreIdentify and discuss different criteria of segmenting consumer markets. Using valid examples explain how differ ent organizations may implement target market strategies4493 Words   |  18 Pagesconsumer markets according to the breakdown method can broadly classified into: i. Background customer characteristics ii. Customer attitudes iii. Customer behaviour The first two refer to a consumer’s inclination to certain actions that and not related to the market place. The third refers to the consumer’s behaviour while in the act of purchasing a product. BACKGROUND CONSUMER CHARACTERISTICS FOR SEGMENTING MARKETS Background information is not malleable, that is they do not change from oneRead More Varieties of Capitalism Essay2378 Words   |  10 Pagescapitalism’ is a firm-centered approach where firm is placed as a key actor and is being considered relational. It emphasizes the concept of institutional complementarities, which ‘†¦one set of institutions is complementary to another when its presence raises the returns available from the other’ (Hall and Gingerich, 2004, p.6). Also, the development of relationships between firms and other five domains – industrial relations, vocational training and education, corporate governance, inter-firm relationsRead MoreThe Evaluation of the Accounts Payable Process in Cebu Shared Service Center6372 Words   |  26 PagesRisk management is â€Å"a process of understanding and managing the risks that the entity inevitably subject to in attempting to achieve its corporate objectives. For management purposes, risks are us ually divided into categories such as operational, financial, legal, compliance, information and personnel. One example of an integrated solution to risk management is enterprise risk management† (CIMA, 2005). Effective risk management involves risk assessment, risk evaluation, risk treatment and risk reportingRead MoreInternational Enterprise With Economic Development And Global Popularity2240 Words   |  9 Pagesand increase the company s sales, also conducive to global companies seeking cheaper labour on a global scale, they can find cheaper recourse, reducing the company s production cost (TAST, 2014). At this time, the location decision is particularly important when the company open a new company in the overseas, the company has a lot of issues to be considered, for example whether convenient transportation, labour, the purchasing power of local political, economic, geography, humanities, and so on(ROBINSONRead MoreBusiness Opportunities14520 Words   |  59 PagesHow ever, such layered approaches have been encouraged in theoretical studies of entrepreneurship. Bouchikhi (1993) claims that each approach taken separately has crucial weaknesses and neither the personality of the entrepreneur nor the structural characteristics of the environment illuminate the process. Thus, multi-leveled studies have been encouraged in research programs (Low MacMillan, 1988). In my previous paper, I attempted to examine the different forms of entrepreneurship by using the interplayRead MoreGlobalization or Glocalisation? Networks, Territories and Rescaling12782 Words   |  52 Pagesinstitutional/regulatory arrangements shift from the national scale both upwards to supra-national or global scales and downwards to the scale of the individual body or to local, urban or regional conï ¬ gurations and, secondly, economic activities and inter-ï ¬ rm networks are becoming simultaneously more localised/regionalised and transnational. In particular, attention will b e paid to the political and economic dynamics of this geographical rescaling and its implications. The scales of economic networks andRead MoreAdvantages Of Small Scale Industry2940 Words   |  12 PagesEmployment, as well as exports, both in the developed world, as well as in the third world nations. Globalisation, or technically Free Trade, presents both challenges and opportunities to this sector. Challenges, to name a few, would be threat of Firms with greater access to Capital, using capital intensive technologies and exploiting economies of scale, as well as changes in preferences of Consumers. Opportunities are off course contesting foreign lands and accessing greater revenue. In the sectionsRead MorePing Case Study2846 Words   |  12 Pagesagency relationships in the direct channel. While its largest shareholder is HSBC (16.13%), Ping An’s own foreign investments have been less than successful, with a failed $3.4 billion investment in large European bank Fortis in 2008. The global financial crisis was a major factor influencing this European failure, but the Chinese banking sector generally was largely insulated from the GFC due to its closed structure and no heavy investments in Europe. In 2009, Ping An acquired the Shenzhen DevelopmentRead MoreEssay about Agency Problem26370 Words   |  106 PagesCross-listing Stocks Bonding International ï ¬ nancial markets a b s t r a c t Why ï ¬ rms from around the world seek to cross-list their shares on overseas exchanges has intrigued scholars during the past two decades. A general dissatisfaction with the conventional wisdom about investment barriers segmenting global investors and how cross-listings overcome those barriers cleared the way for newer wisdom about informational problems and agency conï ¬â€šicts, and how ï ¬ rms could overcome weaknesses in corporate

Essay about Edgar Allan Poe - 1258 Words

â€Å"The spirits of the dead, who stood, In life before thee, are again, In death around thee, and their will, Shall overshadow thee; be still†(â€Å"Spirits Of The Dead†). As the â€Å"Father Of Horror† Poe loved to write about his feelings in a more, disturbing and haunting way. He wrote many great poems about death, ghosts, and even some love stories; but in a twisted way. Poe had a deep love for writing and for much of his life could not share that with the world. Once he got into college, Poe started sharing his works with others. Soon he became famous and earned the name â€Å"Father Of Horror†. Edgar Allen Poe’s tragic life led to a fascination with the dark side which is certainly evident in â€Å"The Raven†. Edgar Allen Poe was a talented poet, who†¦show more content†¦In 1836 when Poe was only 27 years old he married a 13 year old girl named Virginia(biography.com). He was a talented writer/ poet, who had faced and overcome many fears and problem, and used his problems to write his stories. Edgar Allen Poe was very fascinated with horror and death which he explored through his writings.The majority of his poems focused on the condition of fallen man. The tale he wrote were depressing and suspenseful. Poe was an emotional individual who went through a lot when he was young. Poe lost people who he love and did not really have much to hold onto onto or cherish. Especially at the beginning of writing poems, Poe could not get a poem published write away.Poe was very emotional, and so he took all of those emotions and distributed them to his poems. For example in the poem â€Å"The Raven† he says â€Å"From my books surcease of sorrow- sorrow for the lost Lenore†(â€Å"The Raven†). Poe was heartbroken by the loss of his lover, so he wrote a poem about it. Just there in that sentence it shows how instead of getting angry and hurting someone, Poe took his emotions about things and wrote about it. That is a reason he is such a good poet and highly respected for his works. Poe was also very much into writing about horror and death. He has a poem called â€Å"Tell Tale Heart†. In that poem he talks about killing an old man who had an eye that bothered him(â€Å"Tell Tale Heart†). Throughout the poem it talksShow MoreRelatedEdgar Allan Poe721 Words   |  3 PagesEdgar Allan Poe Edgar Allen Poe, born is 1809, was an American short story writer, poet, and critic. He is commonly know as the father of detective stories. His most well know work of art is his poem The Raven (Werlock). Although Poe had a short lived career, his literature continues to influence many writers in the United States and Europe. He worked with many genres such as: gothic tale, science fiction, occult fantasies, and satire. While many critics consider his works of literature as grotesqueRead MoreEdgar Allan Poe792 Words   |  4 Pagesauthor, Edgar Allan Poe, on Sunday October 7, 1849. In Massachusetts on the 19th day of January in the year 1809, Edgar Poe was born to actress Elizabeth Arnold Hopkins Poe and actor David Poe Junior, making him an older brother to Rosalie Poe, and a younger one to William Henry Leonard Poe. Poe may, perchance, have been named after a character in the play that his parents were performing that year. He was never formally adopted, however, Edgar Poe was r enamed Edgar Allan Poe when the John Allan familyRead MoreEdgar Allan Poe1245 Words   |  5 Pagesbe discussing about my poet Edgar Allan Poe. Poe had written numerous of poems and stories but the one I chose was â€Å"Annabel Lee†. This poem was written in 1849 which was a long time ago. Even though this poem is centuries old, it is still a well known poem. This whole project includes a biography, literary movement, and a explication about the poem. The biography includes where Poe grew up and how his lifestyle were. Through research and sources, I found out that Poe lived a hard life. He was inRead MoreThe Rise Of Poe By Edgar Allan Poe1635 Words   |  7 PagesThe Rise of Poe The words people use and how they use them holds so much power within themselves. It seems that, people are always searching for the right words to express their true emotions towards a certain subject. Artists and authors manage to make a living off of knowing how to use the right words to reach through to their platform. Though within his time, Edgar Allan Poe did not have an established platform and was seen as estranged; he still dabbled as an author and has made many famous shortRead More Edgar Allan Poe Essay515 Words   |  3 Pages Edgar Allan Poe nbsp;nbsp;nbsp;nbsp;nbsp;Edgar Allan Poe, the first master of the short story, had written many short stories from mysteries to morbidity. Edgar was born on January 19,1809 in Boston, Massachussettes. Edgars Parents, David and Eliza, were both in the acting business. Poe also had a sister, who is rarely spoken of. When Edgar was young his father fleed from the family, leaving Edgar, his mother, and sister alone. At the age of two Edgars mother died of tuberculosis. Edgar wasRead MoreDeath By Edgar Allan Poe975 Words   |  4 Pagesabout the topic, and the fear of not knowing this leads it to be a taboo subject in many discussions. Edgar Allan Poe defied this sense of taboo and wrote many works centering on the topic of death. It is Edgar Allan Poe’s discussion of death in his works that reveals the innate human perversion of the discussion of death. The reason for his discussion of death may find roots in his personal life. Poe was born into a traveling family in 1809 and had two other siblings. His parents tragically lost theirRead MoreThe Biography Of Edgar Allan Poe841 Words   |  4 PagesThe Biography of Edgar Allan Poe â€Å"Lord, help my poor soul†, the last and final words of the amazing writer, Edgar Allan Poe, before his sudden death in 1849. Edgar Allan Poe wrote dark and treacherous stories and poems that often lead to the questioning of his mental state. Poe lived a rather difficult life in which writing was his escape. He at one time was in so much debt that he could have never payed it back even if his career took off. No one ever knew what had happened to Poe, only that heRead More Edgar Allan Poe Essay1589 Words   |  7 Pages Edgar Allen Poe Edgar Allan Poe Edgar Allen Poe’s contributions to American literature have become increasingly more prominent as the years have passed. As short fiction has become a more accepted genre in literary circles, Poe’s theories are studied with more passion. Although he lived a rather melancholy life, Poe did experience moments of joy, and desired to capture the beauty through poetic form. Indeed, what he left behind for the literary world was his gifted genus, revealed throughRead MoreEdgar Allan Poe Essay1575 Words   |  7 PagesEdgar Allan Poe Edgar Allan Poe was a bizarre and often scary writer. People throughout history have often wondered why his writings were so fantastically different and unusual. They were not the result of a diseased mind, as some think. Rather they came from a tense and miserable life. Edgar Allan Poe was not a happy man. He was a victim of fate from the moment he was born to his death only forty years later. He died alone and unappreciated. It is quite obvious that his life affected hisRead MoreEdgar Allan Poe Essay812 Words   |  4 PagesEdgar Allan Poe Edgar Allan Poe was one of Americas famous poets, fiction short-story writers, and literary critics. He is known as the first master of short story form especially in tales of horror, and mystery. The work he produced was considered to be some of the most influential literary criticism of his time. His poems made him one of the most famous figures in American literary history. His influence on literature is seen in all literature books in schools everywhere. Some of his famous

Training Plan Free Essays

TEACHING/FACILITATION PLAN (Please remember to maintain anonymity of the area of work and the persons involved). Date on which the teaching occurred: | |Learning environment: | | | |Number/s and learning style/s of learner/s ( if known) : | | | |Learner’s previous knowledge, skills and attitude : | | | |Title of Session /Aim : | | | | | | | |Learning outcomes: | | | |Time frame: |Content: |Teaching methods used :(e. g. We will write a custom essay sample on Training Plan or any similar topic only for you Order Now |Resources used: | | | |explanation, | | | | |Lecture, demonstration, | | | | |practice, questioning). | | | | | | | | | | | | | | | | | | | | | | | | | | |Do not evaluate within in this plan, evaluate the assessment within your 1000 word reflection include: | |What would you do if you were to undertake this again? Would you alter anything with reference to your learning environment, timing, aim, learning | |outcomes, resources used etc? | | | | | | | | | | | | | | | | | | Essay 1 1. Discuss in detail the effectiveness of your teaching plan ie you may include discussion regarding the learning environment and the teaching methods used. 2. How did you establish the aim and learning outcomes discuss and reflect upon why these are important and useful in practice? The aim of the teaching plan was decided upon following a discussion with the student, when it was highlighted by the student that she felt under confident with taking manual blood pressure readings. The learning out comes were formulated during a one to one session using Nicklin and Kenworthy (2003) who state that learning outcomes should be: SMART Specific †¢ Measureable †¢ Achievable †¢ Realistic †¢ Time framed Mager (1997) conjectures that without objectives you won’t be able to decide which content and procedures will get you to your aim. The formulation of learning outcomes communicates the assessor’s intent and are not open to interpretation. They give the student a clear understanding of what is expected of them. Clinical placements can be daunting for the student and having clear learning aims can help students focus on one aspect at a time thus helping to increase confidence. 3. Discuss learning styles and how knowledge of these may have influenced your choice of teaching methods It is generally acknowledged that learning styles indicate an individual’s preferred way of learning or how the individual acquires information (Fedder and Brent, 2005). Learning styles also influence the way in which learners master the goals and objectives of an educational programme (Rassool and Rawaf, 2008). (Word count for essay 1 =†¦.. words (NB: Please do not   include your words from the teaching plan) ASSESSMENT PLAN (Please remember to maintain the anonymity of the area of work and the persons involved). |Date on which the assessment occurred: | |Learning environment: | | | | | | |Number/s and learning style(s) of learner(s) being assessed: ( if known) | | | | | | | | | |Learner’s previous knowledge, skills and attitude : | | | |Title of assessment /Aim: | | | | | |Learning outcomes: | | | | | |Preparation of the learner/s for the assessment :(please include the context of assessment e. g. ormative/summative): | | | | | | | | | | | | | |Consider any Issues to be considered by the Assessor with the learner/s: (such as maintaining dignity, confidentiality, maintenance of safety. please | |include the standard/level to be achieved, and relate to knowledge/skills/attitudes/safety). | | | | | | | | | | | | | | | | |Assessment Criteria to be used for this assessment? Trust policy/Standard etc. |Do not evaluate in this plan, evaluate the assessment within your 1000 word reflection include: | |What would you alter if you were to undertake this again? Would you alter anything with reference to your learning environment, timing, aim, learning | |outcomes, resources used etc? | |What methods would you use to collate information regarding the assessment for e. g. utilise observation? Patient narrative or questioning techniques? Would| |you prepare the learner more satisfactorily for the assessment? Would you alter the aim/ learning outcomes? Did you assess knowledge, skills and attitude? | | | | | | | | | | | | | | | | Essay 2 1. Explore in detail why it is necessary to assess your learner The NMC sets out standards of education of pre-registration students. These set out what nursing students must demonstrate to be fit for practice at the point of registration with the NMC. All nurses are required to share their knowledge, skills and expertise and must assist students in the development of competence (Nursing and Midwifery Council (NMC) 2008a). Recent changes highlighted in the Standards to Support Learning and Assessment in Practice (NMC 2008b) have raised the profile of mentoring in practice. These standards provide a clear framework to enhance the quality, principles and accountability of mentorship. Practical knowledge and personal experience are cornerstones for integrating theoretical knowledge and developing nursing skills and are a major reason for clinical placements during nurse education (Midgley,2006) A context of learning is created when learning is acknowledged as a legitimate aspect of the nursing situation e. g. when an experienced nurse accompanies the student either to observe or teach in the situation. The role of the mentor in clinical practice settings is an important aspect of nurse education. Through mentorship, qualified nurses get the opportunity to pass on professional values, knowledge and skills to the trainee nurse. 2. What were your aim and learning outcomes? Where did the assessment criteria come from? Was the assessment valid and reliable? The aim of the assessment session was that the student would demonstrate the ability to perform a manual blood pressure recording. That she would have an understanding of the relevance of the readings and that the recordings would be documented accurately. The assessment criteria were compiled from policies and guidelines set out by the NMC, Royal Marsden Manual of Clinical Procedures and employers policies. Thus ensuring that the procedure adheres to NMC and local guidelines. The assessment was both valid and reliable as the learning outcomes were specific to policy and procedure. 3. Discuss the importance of constructive feedback and how it was given to your learner Feedback is an important part of the process in improving skills, knowledge and confidence. Students in all professions require feedback in order to stay motivated in their learning. The importance of thoughtfully and appropriately delivering feedback becomes clear when the deleterious consequences of poorly given or misunderstood feedback are considered. For example when learners view feedback purely negatively, they can become anxious or resentful and less receptive to further learning and evaluation (King, 1999). The feedback given to my student following the assessment was undertaken in a quiet private area, where time was taken to discuss together how we both felt the assessment had gone. I gave positive feedback on the assessment, pausing to allow the student to comment, the student herself highlighted the area of the assessment she felt under confident about. We had a further discussion on this and together compiled an action plan and scheduled regular one to one session to facilitate practice sessions. The session ended on a very positive note with the student thanking me for my guidance. 4. Reflect on your strengths and weaknesses of the assessment session On reflecting my own strengths and weaknesses during the assessment session it has become apparent to me that I should have given the student the opportunity to postpone the assessment due to the unexpected noisy environment . I felt the student’s concentration was compromised. This indeed could be identified as a weakness, not enabling the student to have an ideal learning environment. My strength during the assessment would have been my delivery of feedback following the session. I was able to use my positive mentor student relationship in order to allow the student to self-reflect and become aware of the area of the assessment in which she was weak. By allowing the student to 5. (Word count for essay 2 =†¦.. words ( NB: Please do not   include your words from the assessment plan) References How to cite Training Plan, Papers

Life of Pharmacological Academic Performance †MyAssignmenthelp.com

Question: Discuss about the Life of Pharmacological Academic Performance. Answer: Introduction: Evaluation of a research article can be defined as the process by which the worth or value of the research interventions proposed in the article are determined by judging it against predetermined and explicit standards (Greenhalgh et al., 2017). Obtaining evidencefor a particular intervention encompasses interpretation of the empirical data that has been derived from the systematic investigation. ADHD or attention deficit hyperactivity disorder is a chronic neurodevelopmental condition, characterized by poor attention and impulsive behaviour among children (Ronald et al., 2014). Psycho-stimulants are generally used to treat ADHD. However, there a number of college students who get addicted to misuse of these psycho-stimulants, in spite of being not affected with ADHD. Some of the students use these drugs purely for recreation. However, major effects of these stimulants include enhancement of academic and classroom performance. However, substance abuse of these drugs is illegal and ca n create potential harm to the health. In this assignment, I will be critically evaluating the evidences that suggest use of smart drugs in improving academic performance. I will focus on two studies that evaluated the effectiveness of these drugs on academic enhancement. Authorship- Klaus Lieb and Andreas Gnter Franke belong to the department of Psychiatry and Psychotherapy, University Medical Centre Mainz (Germany). The department is headed by Klaus Lieb while, Franke works as a trainee under his supervision. The other author Elisabeth Hildt is an expert in neuroethics and from the department of Philosophy. Thus, all the three authors are well qualified to conduct the study. There exist some discrepancies regarding the academic results that the authors have achieved and the subjective experiences of their respondents. Research Aims- In this study, the authors aimed to investigate the effects of psycho-stimulant use (through prescribed usage and illicit usage) on enhancement of academic performance. The effect of stimulants that the study intended to evaluate on university students was methylphenidate and amphetamines. The authors specifically wanted to evaluate the experiences of the students subjected to the drug administration and the influence of other factors such as peer or academic pressure that increased their desire to excel in academics and personal life (Hildt, Lieb Franke, 2014). Design- Participants were collected from the University of Mainz campus by posting placards related to use of psycho-stimulants. Healthy students without previous reports of psychiatric disorders were selected for conduction of semi-structured face-to-face interviews. Questions were mainly asked related to illicit or prescribed intake of stimulants. Respondents were also questioned related to their individual perception on the effects of stimulants related to improvement in academics and related negative effects. After being transcribed verbatim, the responses were systematically analyzed using a qualitative approach. Findings- Out of the 22 interviews that were carried out, only 18 were analyzed for final results. 14 participants reported use of illicit stimulants and 4 were under prescribed stimulant usage. It was found that in addition to using stimulants to gain study time, facilitate exam preparation and prepare a term paper, several students reported taking stimulants to achieve and pursue individual projects that were outside their academic domain. Performance and time pressure were found to influence the intake. Furthermore, the findings also suggested that the participants were not aware of the stimulants creating any positive effect on their overall academic performance. Some of them reported an increase in motivation or reduction in sleep after use of the drugs. The analysis also revealed the stimulants to increase energy for leisure activities (Spencer, Devilbiss Berridge, 2015). Thus, I can deduce from the findings that the two most important effects of the stimulants were boosting m otivation and maximizing time. Strengths and weaknesses- There were several limitations in the study. One of them was the inclusion of 18 interviews for the survey. Although the university had more than 36,000 registered students, only 30 of them contacted the authors after seeing the placards and 22 showed willingness to participate. The stigma related to drug abuse accounted for the low participation rate. Secondly the type of students who were willing to participate and exclusion of willing participants who reported psychiatric disorders or were under prescribed psychoactive medications led to selection bias. Moreover, the spontaneous answers given by the participants could have been influenced by social desirability, time frame or behavioural aspects. The strength lies in the fact that it could act as a starting point for conduction of future qualitative and quantitative studies that would investigate student motivation for pharmacological neuro-enhancement and its observable effects on academic performance. Authorship- Lisa L. Weyandt is a professor at the department of Psychology, University of Rhode Island and Danielle R. Oster is a doctoral student there. Bailey A. Munro is a Doctoral Research Assistant at the Interdisciplinary Neuroscience Program, in the same university. Marisa E. Marraccini is an Assistant Professor at the Alpert Medical School of Brown University. Hence, they are adequately qualified to conduct the study. There were few discrepancies regarding generalization of the study and presence of voluntary participants. Research Aims- Executive functioning is the key factor responsible for the enhancement of academic performances. Executive functioning (EF) involves cognitive flexibility, self regulation, lf activities to achieve the goals. The aim of this study is to understand the association between the non prescribed use of the psycho stimulants and the executive functioning in a sample population of the college students (Munro et al., 2017). Design- Six public universities and schools from different region were considered for the study. The faculties and the staffs were contacted via e-mail seeking for the permission of the study and to provide suitable participants for the study. Interested participants were imparted with all information associated to the study. The participants were instructed to complete two sets of questionnaire. One was a demographic questionnaire consisting questions about gender, age, name of the university, whether a member of fraternity or sonority. Another questionnaire was based on the non medical use of the psycho stimulants. The Barkley deficits scale was used in this study to assess the dimensions of the adult executive functioning. It is used to generate a total EF summary score of the population. Finally statistical method was used to analyse the results. Findings- This study was the first study to point out the relationship between the Executive functioning of the brain and the non medical use of the psycho-stimulants. Results show that students having self reported deficit in EF have higher score of the SSQ (stimulant survey questionnaire), which indicates higher use of the psycho stimulants (Gerlach et al., 2014). Students having deficit in EF are found to use psycho stimulants more than those with moderate EF. Strengths and weaknesses- This study could successfully point out the fact that psycho-stimulants have relation between the executive functioning of the brain as the survey had given positive results in support of the use of psycho stimulants by the college students. One limitation is the generalization of the study. The sample contained disproportionate number of females and the whites. The study contained only three participants having GPA score lower than 2. Thus it was difficult to assess the affectivity of the psycho stimulants o the brain. Furthermore, the study contained voluntary participants, which might not be the suitable representatives of the entire population. Chances of response bias and social desirability bias can be present, as the study was based on self-reported data. Barriers for the application of evidence in practice- Evidence-based practice (EBP) can be defined as a problem solving approach that aims to improve health outcomes among patients by integrating best research evidence from studies that are well designed. Some of the most common barriers that exist while implementing EBP are inadequate knowledge, time management, and lack of motivation, limited IT skills and access and patient factors (Oliver, Lorenc Innvr, 2014). Often adequate knowledge is not available on application of evidence based research findings in the practical environment. In this particular context, I felt that I did not have a basic knowledge on psycho-stimulants. My previous experiences provided me the idea that these drugs are used to treat children with ADHD. However, I was not adequately prepared to understand its effects on academic performance, as had been reported by the University students. Further, the criteria that reflect a high quality research should be pr operly recognized. Lack of access to an adequate computer resource or a large library is another barrier in implementation of EBP (Schaffer, Sandau Diedrick, 2013). Time commitment is another barrier. Implementing EBP in practice is time consuming and replacing the traditional treatment plans with new emerging evidence often creates difficulties. Alignment with PICO elements- The 2 research studies were aligned with the PICO format because they used a well formulated structured format to improve the scientific rigour of the study (Brignardello-Petersen et al., 2015). PICO format for first study: P (Population) I (Intervention) C (Comparison) O (Outcome) University students under use of psycho-stimulants Effect of psycho-stimulants on academic performance Participants compared to those who received placebo pills Effects of stimulants analysed by interviews PICO format for second study P (Population) I (Intervention) C (Comparison) O (Outcome) Students from 6 public universities Nonmedical use of prescribed stimulants Participants compared to those without executive functioning deficits Effects of stimulants on executive brain functioning Conclusion Thus, I conclude from the above findings that every drug has some potential side effects in addition to enhancing some functions. The assignment critically analysed the effects of non-prescribed psycho-stimulants on students from universities, who tried to achieve academic excellence. Most of the students are of the general opinion that these drugs increase alertness and help them to stay focused. Both of the papers showed that there is a lack of valid evidence, which can prove the association of use of these drugs with improved cognitive function among the students. While the first research study helped to provide evidence on the positive effects of stimulants on alertness and staying awake, it failed to show long term academic benefits among the students. Furthermore, the findings also suggested that motivation for leisure activities increase upon administration of these drugs. The second study on the other hand showed that non-medical use of stimulants did not modify executive fun ctioning among university students. Thus, I conclude that none of the two studies could provide evidence for positive effects of stimulants on improving cognitive function and academic performance of students. References Brignardello-Petersen, R., Carrasco-Labra, A., Glick, M., Guyatt, G. H., Azarpazhooh, A. (2015). A practical approach to evidence-based dentistry: III: how to appraise and use an article about therapy.The Journal of the American Dental Association,146(1), 42-49. Gerlach, K. K., Dasgupta, N., Schnoll, S. H., Henningfield, J. E. (2014). Epidemiology of stimulant misuse and abuse: implications for future epidemiologic and neuropharmacologic research.Neuropharmacology,87, 91-96. Greenhalgh, T.M., Bidewell, J., Crisp, E., Lambros, A., Warland, J. (2017). Understanding research methods for evidence-based practice in health 1e Wileyplus learning space Wiley e-text powered by Vitalsource. Wiley. Retrieved from https://acu-edu-primo.hosted.exlibrisgroup.com/primo-explore/fulldisplay?docid=61ACU_ALMA21112742500002352context=Lvid=61ACUsearch_scope=61ACU_Alltab=61acu_alllang=en_US Hildt, E., Lieb, K., Franke, A. G. (2014). Life context of pharmacological academic performance enhancement among university studentsa qualitative approach.BMC medical ethics,15(1), 23. Munro, B. A., Weyandt, L. L., Marraccini, M. E., Oster, D. R. (2017). The relationship between nonmedical use of prescription stimulants, executive functioning and academic outcomes.Addictive behaviors,65, 250-257. Oliver, K., Lorenc, T., Innvr, S. (2014). New directions in evidence-based policy research: a critical analysis of the literature.Health Research Policy and Systems,12(1), 34. Ronald, A., Larsson, H., Anckarster, H., Lichtenstein, P. (2014). Symptoms of autism and ADHD: A Swedish twin study examining their overlap.Journal of abnormal psychology,123(2), 440. Schaffer, M. A., Sandau, K. E., Diedrick, L. (2013). Evidence?based practice models for organizational change: overview and practical applications.Journal of Advanced Nursing,69(5), 1197-1209. Spencer, R. C., Devilbiss, D. M., Berridge, C. W. (2015). The cognition-enhancing effects of psychostimulants involve direct action in the prefrontal cortex.Biological psychiatry,77(11), 940-950.

Dont Intentionally Misrepresent Anything free essay sample

Legal Standards are enforced 2. Ethical standards come from society Bases for Ethical Systems Deontological†¢Standards-based ethics †¢uses specific rules Teleological†¢Results-Based Ethics †¢defines right and wrong in terms of end results Utilitarianism†¢Started by Jeremy Bentham (1748-1832) †¢Tried to reform some of the unfair laws in England †¢Developed a theory that the morally correct rule was the one that provided othe greatest good to the greatest number of people. The greatest good for the greatest number Ethical Ambivalence †¢results from learning that everything is relative. †¢Are there any moral absolutes? Is the language of ethics different from other uses of language? Guidelines for Ethical Behavior Universal Nature †¢The golden rule †¢Everyone plays by the same rules Truth Telling†¢Trust facilitates cooperation Responsibility for Ones Actions†¢Dont blame others for your problems †¢The victim mentality ________________________________________ †¢ INFLUENCES ON THE SALESPERSON’S ETHICS Company Code of Ethics Government action and fear of retribution have induced more companies to adopt a code Typical issues covered†¢Expense accounts †¢Gift giving †¢Unethical demands by a buyer †¢Promises about performance or delivery Selling unnecessary products Role Modeling by Executives and Sales Managers Examples Set by Colleagues and Competitor The Bottom Line†¢Profit? †¢Survival? Groupthink †¢peer pressure †¢group develops a set of shared perspectives that may be unrealistic but are strongly supported by the members of t he group. Gamesmanship winning for the sake of winning †¢ DEVELOPING A PERSONAL CODE OF ETHICS Responsibility to Self†¢your conscience Responsibility to your Company†¢Inaccuracies in Expense Accounts †¢Honesty in Using Time and Resources †¢Accuracy in Filling Out Order Forms †¢Representing the Company Responsibility to Competitors Responsibility o Customers†¢Overselling and Misrepresenting Products or Services †¢Keeping Confidences †¢Gifts †¢Entertainment ________________________________________ †¢ OPERATING IN A GLOBAL ENVIRONMENT Some cultures have different expectations U. S. citizens are expected to follow U. S. laws ________________________________________ †¢ ETHICS AND JOB TENURE Whistle-Blowing 1. You may be held legally accountable for inaction 2. Recent rulings encourage whistle blowing 3. Sometimes the best policy may be to keep quiet until solid evidence can be accumulated against a wrongdoer. 4. A word of caution†¦ i naction can even be grounds for legal action. How Does the Company Treats the Salesperson 1. Some incentives encourage fudging 2. Management may not be accessible to help with dilemmas 3. Do control mechanisms exist for a. Customer complaints b. Salesperson dissatisfaction c. Expense accounts 4. Are sales goals impossible 5. Be sure managers fairly manage the distribution of sales territories ________________________________________ †¢ SEXUAL HARASSMENT A. Nearly 16000 complaints per year B. Look for a harassment policy including A. Company Leadership B. Immediate complaint investigation C. Privacy rights protected D. Thorough follow up E. Sensitivity training F. Review training for comprehension G. Periodic refresher courses ________________________________________ †¢ ETHICS AS GOOD BUSINESS A. Unethical activity costs business B. Check Points in Ethical Decision-Making 1. Is it legal? 2. Is it fair to all concerned? 3. Would I want someone else to act this way to me? 4. How would I explain my actions to someone else? 5. How will it make me feel about myself? Remember†¦There is no pillow as soft as a clear conscience. ________________________________________ †¢ LEGAL ISSUES FACING THE SALESPERSON It is easy to violate many of the laws Some Legal Traps†¢Quality below standard specified Violation of delivery date †¢Pricing concessions †¢Incomplete or incorrect instructions †¢Price fixing †¢Delivering a different brand than that sold †¢Misrepresentation of product usage †¢Slandering competitor †¢Kickbacks to buyer †¢Charges after the sale †¢Misuse of proprietary data †¢Signin g agreements without the proper authorization Categories of Laws†¢Antimonopoly †¢Deceptive actions †¢Preserve competition ________________________________________ †¢ SPECIFIC ANTITRUST LAWS AND THEIR SALES IMPLICATIONS The Sherman Antitrust Act of 1890 Federal Trade Commission Act of 1914†¢Unfair methods of competition and commerce Unfair or deceptive acts or practices The Robinson Patman Act of 1936†¢Defines price discrimination †¢Gives FTC the right to limit quantity discounts †¢Prohibits unfair promotional allowances †¢Brokerage allowances only go to brokers ________________________________________ †¢ THE UNIFORM COMMERCIAL CODE (UCC) guidelines for selling 1. Written or verbal offers to sell may be binding 2. Financing must be explained clearly and completely 3. Salesperson must know legal responsibilities of both parties Warranties and guarantees a. Express warranties are made by salesperson or in writing b. Implied warranties . State law 2. Unless a disclaimer is made ________________________________________ †¢ COOLING-OFF LAW ________________________________________ †¢ How to keep out of Legal Trouble 1. Puffery vs. statements of fact. 2. Educate the customer thoroughly before making the sale 3. Know technical specs, etc. for the product you sell. 4. Know your companys literature. Challenge it if is false 5. Know the terms of sale policies. You can bind the company 6. Know federal and state laws regarding your product and its warranties 7. Dont guess at your products capabilities Common Ethical Issues for Salespeople What are the most common ethical issues facing salespeople? Many of the most common situations you could face as a salesperson involve issues such as the following: †¢A customer asking for information about one of their competitors, who happens to be one of your customers †¢Deciding how much to spend on holiday season gifts for your customers †¢A buyer asking for something special, which you could easily provide, but aren’t supposed to give away †¢Deciding to play golf on a nice day, since no one knows if you are actually at work or not Let’s examine each of the issues. In the first issue, a customer owns the information about their business. The salesperson may hold that information, such as how many cases of the product they purchase or who their customers are, but that salesperson does not have the right to share that information with the customer’s competitor. In many instances, a buyer may ask the seller to sign a nondisclosure agreement because, in order to serve the buyer, the seller will gain access to important private information about that buyer. But even if there is no nondisclosure agreement, courts are likely to agree with the buyer that the seller has an obligation to protect the buyer’s information. In the second issue, the concern is whether the gift is so extravagant that it is considered a bribe. In some companies, such as IBM and Walmart, buyers are not allowed to accept so much as a free cup of coffee from a seller. These companies do not allow their buyers to receive promotional items such as a pen or coffee cup with the seller’s logo on it because they want every vendor to have free access to sales opportunities and earn the business on their merits, not their freebies. Many buyers would question the motives of a salesperson giving too large a gift. Most salespeople agree that lavish entertainment and gifts are becoming less important in business because decision makers know these add to the costs of doing business and they’d rather get a better price than be entertained. Figure 13. 12. Lavish gifts like this watch may be nice, but many buyers will consider it too lavish and wonder about the salesperson’s motives. The third issue is tough for salespeople because there are two factors involved: a possible violation of company policy and providing an unfair advantage to one customer. Customers may not know that their special request could get the alesperson in trouble and the request may be reasonable, just against company policy. In that instance, the salesperson should not follow through on the request, though it might make sense to see if the policy can be changed. The second factor, though, is a bit more difficult because the request can be unfair to other customers, and may cause legal problems. As long as the s pecial request can be provided to anyone who asks for it, no law is broken. What if the special request is for a discount? Pricing discrimination laws could come into play if such a discount is not made available to all who ask. What if the request isn’t illegal, but other customers find out and get upset that they weren’t offered the same benefit? Then the salesperson may get a reputation for being untrustworthy. In the final issue, the question is whether the salesperson is cheating the company out of time and effort. Some argue that a salesperson who is paid straight commission (paid by the sale) is not stealing anything from the company, but others argue that even in that instance, the company is being deprived of possible sales that would be gained if the salesperson was working. Figure 13. 3. Even though it is a beautiful day for golf, a salesperson who takes time away from the job is stealing time from the company, and losing sales opportunities as well. Taking a customer to play may be a different story; such a game may be a time to strengthen a relationship, as long as the customer does not feel manipulated or obligated. These are not the only issues that salespeople face. In the Unite d States, two basic principles of business are that everyone should have an equal opportunity to earn business, and the customer remains free to make a choice. Manipulation, a form of unethical sales behavior, unfairly reduces or eliminates a buyer’s ability or opportunity to make a choice. Persuasion, on the other hand, may influence a buyer’s decision, but the decision remains the buyer’s. Manipulation can include misrepresentation, or claiming a product does something it doesn’t, but it can also include withholding important information, using hard-sell tactics, and other unfair sales tactics. However, as mentioned earlier, salespeople tend to be ethical people. The use of manipulative sales tactics is actually pretty rare. Company Safeguards Salespeople often work in the field and are therefore not under constant supervision. Even inside salespeople may be able to get away with less than ethical behavior as no supervisor can watch or hear everything. So how do companies manage ethical practices? The first step is to develop policies based on the company’s mission and values (recall these from Chapter 2, Strategic Planning) that describe what is acceptable and what is not. Good ethical policies not only list or describe appropriate and inappropriate behaviors, they also describe the underlying principles. Not all ethical dilemmas can be listed in a policy, so by detailing the principles and values that make up the reasoning behind the policies, salespeople and sales managers will be more prepared to respond appropriately. Codes of ethics, or ethics policies, can be pretty detailed. Shell’s ethics policy, for example, is a book over 20 pages long! Not only do these cover how salespeople (and other company representatives) should interact with customers, they also detail how employees should treat each other and how the company’s vendors should be treated. To see an example of a brief code of ethics for salespeople, visit Sales and Marketing Executives International’s Web site, http://www. smei. org/displaycommon. cfm? an=1subarticlenbr=16. ) A good second step is to train all salespeople and sales managers on the policy. One reason for such training is to secure greater support and application of the policy, but another reason is that, should a salesperson engage i n an unethical or illegal activity, the company is protected. The Federal Sentencing Guidelines (FSG) were first developed in 1987 and then updated in 2007, and specify what happens to companies when employees commit breaches of ethics. Companies that have solid policies and train all employees on those policies can, rightfully under the FSG, claim that any unethical employee was acting against company policies and on his or her own, should anyone file charges against the company. Solid policies and employee training can then be used as a defense against such charges, and the company would not be held liable. Yet training alone is insufficient. The company must also enforce the policy and have procedures in place that make enforcement possible. For example, a company should have a mechanism for reporting unethical activity in a way that protects the person making the report. Many companies have anonymous message boxes that enable an employee to report unethical activity. One similar and common practice is to have an ethics office, charged with investigating any complaints. The FSG requires that companies also have internal auditing procedures to ensure that misconduct can be detected. Note that these codes of ethics, the FSG, and the policies and procedures affect all employees. These were not created just because of salespeople. Marketers have faced ethics challenges in how claims are made in advertising, while supply chain managers have encountered dilemmas in dealing ethically with vendors. Managers, in any area of the firm, encounter challenges regarding equal opportunity and creating an appropriately professional work environment. Challenges Facing Sales Managers Sales managers face the same challenges in managing salespeople that all managers face. These include ensuring that hiring, compensation, and other management practices are not discriminatory, that sexual harassment finds no home in the workplace, and that employees are treated with dignity and respect. Other challenges may arise, though. For example, salespeople have to be in front of customers when customers are available. Earlier, we discussed how the number of calls made can impact a salesperson’s success. So should a sales manager schedule all training sessions on weekends, when buyers are at home and not available for sales calls? Does the answer to that question change if the salesperson is paid a salary or a commission? Recently, one sales manager reported a customer who said he wanted no Muslims calling on him. Another sales manager said when she and her salesperson (another woman) sat down with a buyer (a male), the buyer had pornography on his computer monitor. Do those sales managers assign new salespeople to the accounts? Or do they â€Å"fire† the customer? If the customer was to be fired, the salesperson would lose commission. Yet in both instances, the managers said they fired the customer, an action that both salespeople were happy with, and they were reassured that the loss of the sale wouldn’t be held against them. The loss of the commission was worth it. In sales, several laws apply that also apply in other areas of marketing but are more prominent in sales. For example, the Uniform Commercial Code (UCC) determines when a sale is a sale. Typically, a sale is a sale when the product is delivered and accepted by the buyer. In most instances, the customer can cancel the order with no penalty unless accepted. Sales managers have to be aware of such laws in order to avoid creating policies that can be illegal. Laws that affect sales operations include pricing discrimination, which we discuss in Chapter 15, Price, the Only Revenue Generator, and privacy laws, discussed earlier. In addition, laws regarding hiring practices, workplace safety, and others can affect sales managers. If global sales situations arise, the Federal Corrupt Practices Act—which prohibits bribery and other practices that might be culturally acceptable elsewhere but that are illegal in the United States—comes into play. For these reasons, sales managers should develop close working relationships with the human resources department. These professionals, along with the legal department, are charged with staying abreast of legal changes that influence management practice. Key Takeaway Salespeople are, for the most part, caring, ethical professionals. They do face unique ethical challenges because of their job, including how to handle unethical requests from customers and making sure that they know and follow all company policies for interacting with customers. American salespeople have the added constraint that what’s illegal in the United States is illegal for them in other countries because of the Foreign Corrupt Practices Act, even if the behavior in question is acceptable to those countries’ laws and practices. Sales managers have all the usual management concerns, such as fair hiring practices. According to the Federal Sentencing Guidelines, managers also have to develop policies and practices that codify ethical behaviors, train salespeople on the ethics policies, and ensure that the policies are followed. In addition, sales managers have to be aware of laws such as the Universal Commercial Code and others that govern sales transactions. Review Questions 1. Do salespeople deserve the image or negative stereotype? Why or why not? 2. Do ethics get in the way of success in sales? Why or why not? 3. What safeguards do companies enact to ensure ethical behavior among salespeople and sales managers? Ethical Selling and Sales Management A code of sales ethics is fundamental to sales success. It is the foundation on which sales techniques and strategies are built, and provides solid footing on which long-term, profitable businesses are built. Written Feb 15, 2008, read 6991 times since then. More Sharing Services | Share Sales people perform amid the convergence of three demanding masters: employer, customer and self. Each party has their own agenda and the sales person, who clearly has a personal agenda, is the arbitrator. †¢The employer/seller is seeking sales, profit margin and correctly consummated closings. †¢The customer/buyer is seeking solution, value and correctly consummated closings. †¢The salesperson has the above objectives in mind and also their own income potential. The common desire is that the sale be closed correctly. All three parties want to leave the closing feeling pleased with the final result and process that lead to it. Critical to this three-way satisfaction is the sales person saying and doing the right things and not over-promising. True and correct disclosure is the basic tenet: disclosing to the customer what the product truly is, how it can solve problems and disclosing to their employer who the customer is and what they want. It is a challenging work of communication, that can easily be confused accidentally and deliberately. The deliberate error most often is caused by money. People, including sales people, sellers and buyers all have and will act oddly for money. Money can lead us astray. Sales people have the added pressure of variable income streams and the challenge of having great months and poor months. The question is, â€Å"Will our sales people hold their ethical posture when times are bad? † Micro-management is one tool to deal with this disclosure problem and many companies now use scripts and legal approval of any and all flyers or letters that a sales person might use. Misrepresentation is embarrassing and expensive. It can result in loss of business, loss of customers and worst-case scenario, class action suits. Ethical selling is an adjunct to micro-management and an enhancement to any sales effort. Sales people need to know about the conflicted position that they are in and use their own ethical posture to bolster their customer relations and service. Ethical selling is developing trust: teaching individual sales people to act rightly, to say and print the right things; to not over-promise and make sure that buyers and sellers are fully informed. The customer is not always right. Not all customers should be sold to, and sometimes, customers should be fired. In every walk of life there are liars and thieves. Just as sales people can over-promise and not deliver, so too can customers. The promise of purchases is not the same thing as actually making the purchase. And paying for the purchase and the product performing as advertised complete the transaction. Sales people certainly know that all customers are not created equal. Some are large buyers and some are small. Some have prompt payment habits and some don’t pay at all. Though we would prefer the large buyers who pay promptly, what we must truly avoid are those customers that never pay. These are the unethical customers that should be avoided. Do our sales people know to avoid them? Quality begets quantity. If and when sale people are ethical (courteous, responsible and honest) they can and will attract similar type customers. They will also be able to identify customers that may not be so. Unethical customers are to be avoided. The customer is not always right. Ethical selling involves both sales people and their customers. Can our sales people be ethical and also find like-minded customers? Be ethical thyself and do business with same. Liars and thieves can and will play â€Å"money games† and lead a sales person astray. Are our sales people ethically secure? Competitors are not the enemy. Sometimes they will win the day and sometimes we will. No one wins every game they play, but how do we handle defeat? Do we disparage our competitors or our operations / fulfillment teams? Do we sulk and complain to anyone and everyone? Or do we examine the events and learn from them? Mistakes will happen and perfection is a very hard performance level to achieve and impossible to maintain for very long. Mis-communication does happen. Shipping delays occur and people do get sick and take vacations; all of which can cause a sale to not close correctly. Ethical sales people know this and can deal with these errors, and they can also communicate clearly what did occur and what might be done, without recrimination or assassination. Ethical selling provides a framework to accept both success and loss. Surely, success is the preferred outcome, but experience and character are most often acquired when we lose. Losing is not bad, if we learn and grow from it. Developing a personal code of ethics is critical in the development of successful sales people. I am coming from the mortgage industry, which is suffering now for many reasons and one is a market wide lack of ethical behavior. Too many players, sales people, sellers (lenders) and buyers (borrowers) are misbehaving. Too many loans have been closed that were not true and correct. Misrepresentation is not the only problem in the current mortgage crisis, but it is a contributory factor and there is truly no need for such and no excuse for such.