Shakespeare’s Othello is a Tragedy Essay -- Othel Literature Shakespea

Shakespeare’s Othello is a Tragedy A tragedy has many definitions, but the Merriam-Webster version defines it as: â€Å"a serious drama typically describing a conflict between the protagonist and a superior force (as destiny) and having a sorrowful or disastrous conclusion that excites pity or terror.† The latter part, about disastrous conclusion is true for Shakespeare’s tragedies, and Othello is no exception. Roderigo blindly follows Iago’s lead and while his contribution to the disaster is minimal at best, he still is able to feed Iago’s desire for revenge, as all the characters do. The only difference between Roderigo and the other characters is how he does it. Roderigo is madly in love with Desdemona and wants her for himself. The first sign of Roderigo’s desires comes from Barbantio when he speaks: â€Å"I have charged thee not to haunt my doors:/In honest plainness thou hast heard me say/My daughter is not for thee†¦Ã¢â‚¬ (I, i) Iago seduces Roderigo’s compliance in the disaster by dripping sweetened words of his attempts to sway Desdemona away from Othello. Roderigo, in his naà ¯ve and loving mind, give Iago the financial means to further his plot of disaster. Iago tells Roderigo that the money and jewels he spends go to Desdemona, but there is little evidence of this. And it seems unlikely that Iago needed large sums of money to exact his revenge on the Moor. He does it with words and a handkerchief, not rubies and emeralds. But Roderigo’s lust for Desdemona leads to his attempt to kill Cassio. After Iago has convinced Cassio to plea to Desdemona for his rank back, Iago is then able to convince Roderigo that the way to take Desdemona is to kill Cassio (IV, ii) because, according to Iago, Cassio and Desdemona are now sleeping together. It is ultimately his attempts to defile and kill Cassio that contribute the most to the tragedy. He causes Cassio to lose his rank (II, iii) and then attempts to kill him. The question Roderigo should’ve been asking himself is this: â€Å"If Desdemona is such a lovely, innocent creature, why does she jump from bed to bed? What makes me think that she’d stay in mine?† Emilia’s role in the tragedy seems very small at first. Iago mentions suspicions of unfaithfulness very early on (I, iii) but it is not these suspicions that Emilia contributes to her death and the death of others. Rather, it is the very simple action of... ... not a factor. So what drives Iago to commit all these acts? Jealousy is a major portion, but perhaps Iago views this all as a game as well. He prides himself on his wit and cunning and is appreciated for it by his peers. Perhaps it is ego that drives Iago to do all of this, a test of his skills to see if he can keep so many threads playing together and for his benefit. Almost all of his actions, plantings seeds of doubt (III, iii) or giving dangerous instructions (II, iii) lead to the tragic ending of the play. Even at the end, Iago refuses to explain his motives, by simply saying, â€Å"What you know, you know.† (V, ii). Perhaps this was Shakespeare’s way of saying not to look for a reason, but rather to appreciate what an amazing amount of cunning and patience this would’ve taken to pull off. In the end, Iago’s last words perhaps best suit the play. â€Å"What you know, you know.† Everything is presented for the entire world to see, with little hidden meanings to things and actions. Roderigo’s lust, Emilia’s fear and loyalty, Desdemona’s purity, Othello’s trust and insecurities, and Iago’s jealousy and ego contribute to the â€Å"disastrous conclusion that excites pity or terror.

Attention-deficit Hyperactivity Disorder and Pharmaceutical Industry

Pharmaceuticalization can be defined as the â€Å"process by which social, behavioural or bodily conditions are treated or deemed to be in need of treatment, with medical drugs by doctors or patients† (Abraham 2010:604). According to Abraham (2010), pharmaceuticalization is currently on an upward spiral and this dramatic increase can be attributed to five different factors. These five explanations are biomedicalism, medicalization, pharmaceutical industry promotion and marketing, consumerism, and regulatory-state ideology or policy.Each of these explanatory factors are mutually interactive but competing and it will be explained how this is in the following paragraphs. The biomedicalization thesis is based upon the idea that advances in biomedical research can explain why there is an expansion of drug treatment in our society today. Biomedicalism theorists believe that people who were previously undiagnosed or untreated for certain disorders are now able to receive necessary me dication as a result of progression in medical science, but it is clear from his article that Abraham is not a biomedicalism theorist.Abraham provides surprisingly large amounts of evidence to back up his claim that the biomedicalization thesis is not a legitimate explanation for the increase in pharmaceuticalization. Abraham criticizes the fact that a lot of the scientific literature contains uncertainties and many studies lack replicability and therefore should be rendered unreliable. He also uses the example of Attention Deficit Hyperactive Disorder (ADHD) to farther emphasize his argument.He does this by making the point that the brain imaging done in these studies were supposed to be measuring the levels of dopamine in the brains of the subjects but these samples could not be taken from living people so were instead inferred from dopamine metabolites in the blood or urine. This poor quality of science that the biomedicalization thesis is based upon raises many questions and inc reases the likelihood that this is not a valid cause for the increase in pharmaceuticalization (Abraham 2010).Abraham believes that medicalization is a more reasonable explanation for the rise in pharmaceuticalization. Pharmaceuticalization and medicalization often overlap but are nonetheless distinguishable. Medicalization can be defined as a â€Å"process by which non-medical problems become defined and treated as medical problems, usually in terms of illness or disorders† (Abraham 2010:604). The thought behind the increase in medicalization is that social deviance has gradually become redefined in a way that makes medical disorders part of the norm.ADHD illustrates this idea because in the past 40 years, the criteria necessary to be diagnosed with this disorder has broadened drastically and some studies in the US found that almost 50% of children now meet this criteria. Another relevant disorder would be bipolar disease, which has increased 50-fold since 1980 when it was f irst entered into the Diagnostic and Statistical Manual of Mental Disorders (Abraham 2010). In our society today it is much more common to be diagnosed with a medical disorder and once consumers are made aware of a disorder’s existence, its regularity will skyrocket.The main way in which consumers are informed about new drugs or diseases is from marketing and promotion done by the pharmaceutical manufacturers. Drug companies are advertising their products much more now and are over exaggerating the benefits in hopes to establish a larger consumer base. They are putting all of their resources and funds into this marketing and even spending more on this than resource and development: â€Å"In the US, industry expenditure on marketing has been about double that on R&D- US$54 billion and US$26 billion in 200, respectively† (Abraham 2010:609).Pharmaceutical companies are even getting medical professionals on board to advertise their products either at medical symposia or in a television commercial by generously compensating them. This increased exposure to drugs makes consumers more informed about the availability of new drugs but not necessarily the risks that come along with them. In his article, Abraham mentions two forms of consumerism that have opposite effects of one another on pharmaceuticalization.The first type that he talks about is adversarial consumerism, which occurs when people are under the impression that they have been harmed by specific drugs and therefore pursue legal actions against pharmaceutical manufacturers. Adversarial consumerism is currently rising; in 2000, US plaintiffs received 4. 85 billion US dollars to settle 27,000 lawsuits against Merck and 894 million US dollars against Pfizer to settle lawsuits about various types of arthritis drugs. These figures can be compared with the mere 10’s of millions of dollars that Eli Lilly was charged with in the 1980s.This particular type of consumerism actually leads to a decr ease in pharmaceuticalization, which is sometimes referred to as de-pharmaceuticalization (Abraham 2010). The more powerful type of consumerism is called access-oriented collaborative and it is one of the reasons that there is an increase in pharmaceuticalization in our society today. This form of consumerism occurs when patients seek access to new drugs quicker than the Food and Drug Administration (FDA) can approve them. This puts a lot of pressure on the FDA and forces them to cut approval times for highly demanded drugs (Abraham 2010).

Personal Statement on Statement of Purpose for MBA Marketing

Abstract Marketing has become a key issue in the 21st century because of new developments and advancements taking place in the modern society. The consumers and marketers have are progressing and continuing to be diverse and complex. The old traditional marketing techniques are inefficient and are unable to satisfy the requirements of these individuals in the business world. Factors that have contributed to the decline in basic marketing strategies include development of new technology and cultural changes that have generated a disjointed market. My interest in the business field began when I was nine years old. During this time, I started to be involved in the real estate business my father owned at the time. Though working for my father, I learnt that being wealthy does not necessarily imply that a person will be an excellent businessperson. Basic knowledge of how certain things in the marketing world work are a vital component in the business world. Some of the things that attract me to this business field are the levels of creativity that is involved, and the dynamic atmosphere through which new ideas and challenges are experienced. My best skills include building and fostering new groups of people, leading teams, listening and critical analysis of problems. My prior education, in a Masters degree Business Administration, has provided me with an articulate standpoint on what interests me most in the business field. While attending the lectures, a number of classes and lectures focused on the various ways companies and large business entities are incorporating new marketing techniques to promote their products. These helped develop a creative perspective in terms of developing new marketing strategies that various organizations can apply in order to compete in the highly competitive world of business in the 21st century (Keillor, 2007). Areas of interest that I plan on doing further research that are associated with marketing include leadership, decision making, communications in marketing, brand management, promotions and prejudice. My decision to apply to this graduate school is based on the belief that this program provides the finest quality and skills necessary to prepare one for advancement in a career, in marketing strategy researc h. I plan to expound on knowledge I gained in my thesis and how it may be used by aspiring future organizations in marketing. To gain experience in the marketing and business world I have managed to work several different jobs both fulltime and part time. I have held three part-time jobs and four fulltime ones. Exposure to these different working environments has further developed my business skills. Additionally, I have been able to motivate myself to become a better businessperson, as well as an individual. Marketing in the business world of today is becoming a prerequisite in modern applications and advancement, in the business field. As the world continues to become more of a global community, the international marketing becomes a key element in determining the successes and failures of these organizations. Since the field of marketing is currently underdeveloped and ignored, an educational opportunity in this graduate school would allow me to attain my goals of developing new and effective marketing strategies. This will result in better and efficient marketing strategies being employed in Saudi Arabia and further increase my knowledge in the marketing sector. At the University of Majmaah, I was the first individual to come up with the International relation and cooperation section in the University. My responsibility was to supervise the operations of International relations and cooperation. Through this section, I was able to develop mechanisms of cooperation between the university and its higher education counterparts outside Saudi Arabia. Further, I was able to make and stimulate agreements of international cooperation within all academic aspects. Consequently, the international cooperation fostered patriotism by encouraging exchange of information, academic expertise and experiences for purposes of bettering and serving Saudi Arabia. Moreover, developing the international relation and cooperation at the University, assisted the university to acquire membership in related regional and international organizations. My educational background provides a strong foundation in the business and communication field.   I have a Bachelor’s degree in English language in which I scored a GPA of 3.53 out of 5. Additionally, I pursued a Masters in Business Administration scoring a GPA of 4.67out of 5.   I have served in positions that required leadership and other essential skills in the business field. As I currently lecture at the University of Majmaah, knowledge acquired in the graduate school will assist me in passing on vital marketing knowledge to my students. Apart from being a lecturer, I am the founder and chief executive officer for Wady Info Company, which specializes in IT business solutions. It offers services in research and development, analysis and innovation, consulting services and technical support. I have also served in the capacity of a senior marketing researcher for the Saudi Commission for Tourism and Antiquities. My responsibilities as the senior marketing researcher involved planning and implementing marketing strategies and ensuring that daily business activities were carried out without interruptions. I developed my analytical skills as a project manager for the Qassim information system by designing an advanced system for gathering the economic aspects of the Qassim province. I have been involved in several committees as a member. These include the Tourism Development Committee in Qassim province, Preparation Committee for National Day in Qassim Province, Preparation Committee for the Province Festivals and Preparation Committee for Developing Marketing and Communication tools in Majmaah University. In addition, I volunteered in the organization of the traffic system at Burayadah City festivals and shared my knowledge and experience in social gatherings. In the past, the centre of marketing has been on developing and fostering relationships with customers. New strategies are being sought to achieve the overall objective of marketing, which has always been to build stronger relationships with customers. As companies seek to incorporate social media marketing, they need to be aware that use of social media without an effective marketing strategy market cannot be of benefit to them. In addition, some companies are reluctant to make use of social media marketing as they are deeply rooted in the traditional marketing strategies. All what these companies need is the right approaches towards social media marketing so as they may realise profits. Companies respond to the changing marketing decisions by focusing on customers relationships. In addition, because of the dynamic customer markets, companies are forced to look for alternative ways that will increase customer loyalty in certain products. Furthermore, both new and old companies will have to align their customer management techniques because of the complex nature of the business processes. After finishing my graduate marketing studies, I plan to apply the new approaches and strategies of marketing that I will have learnt to expand business opportunities for small and medium sized enterprises within Saudi Arabia and in Middle East. In addition, the information I will acquire in the course of the program will assist me to develop and advise businesses on ways to incorporate the modern technologies that are being used in marketing and promotions of organizations (Keillor, 2007). Furthermore, understanding the role played by social marketing will assist in penetrating additional markets and in the process expand the businesses (Andreasen, 2006). Bibliography Andreasen, A., 2006. Social Marketing in the 21st Century. California: SAGE. Keillor, B.D., 2007. Marketing in the 21st Century. Westport: Greenwood Publishing Group.

The Confederate War How Popular Will, Nationalism, And...

In 1997, famed Civil War historian Gary W. Gallagher produced a rather extraordinary scholarly work entitled The Confederate War: How Popular Will, Nationalism, and Military Strategy Could Not Stave off Defeat. Throughout the course of his work, Gallagher takes issue with the model put forth by many contemporary historians that the collapse of the Confederacy was more a case of internal decay on the Southern home front rather than military defeat on the field of battle. As a persuasive alternative, Gallagher contended that these historians are guilty of failing to realize the complex interplay between military actions during the war and the morale of the Confederate civilian population. As argued by Gallagher, the Southern war effort, as exemplified by Lee’s Army of Northern Virginia, served to boost Southern morale, nationalism, and dreams of independence. This was accomplished, according to Gallagher, not just during the height of Lee’s triumphs in 1862 and 1863, but up to the final desperate months of the war’s conclusion. To bolster this position against contemporary historians, Gallagher used a specific methodology to both undermine other historians while simultaneously buttressing his own positions. Gallagher used a format that, at first, discussed what other historians have asserted in their respective works. Then, Gallagher made his own assertions discounting the positions of his scholarly contemporaries. In this fashion, Gallagher’s book is an exercise in rhetoricShow MoreRelatedMcPherson and Hearn on Abraham Lincoln Essay2681 Words   |  11 PagesMcPherson, Lincoln succeeded in combining military pragmatism with the political ideologies of the North, as well as Lincoln’s own idealism, thus assuring Northern victory. However, not all historians agree that Lincoln was a masterful tactician. 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All My Sons Essay - 1222 Words

Life is full of many hard decisions that people have to take, often on the spur of the moment. Some we get right others turn horribly wrong. Joe Keller, the tragic hero of Arthur Millers play All My Sons, was no different. His whole life was dedicated to his family and their well being but all his plans were undone by one fatally flawed decision. The audience can relate to Joe and feel sympathy for him because he was a good man who did many great things for his family and in the end paid the ultimate price. Towards the end of the play, Joes son Chris anguishes over the fatally flawed decision made by his father, thus eliciting the sympathy of the audience. However, this is not enough to detract from the audience relating to Joe as a†¦show more content†¦Joe doesnt have many bad qualities in him the only times the audience do see such qualities is when he speaks ill of Steve to others like when he says, I owe him a good kick in the teeth(Act 2, p47). However, the audience knows he does not really mean these things but only says them to cover up his fatal mistake. So we forgive Joe his mistake because as Plutarch, the Delphic priest, said almost 2000 years ago, to make no mistakes is not in the power of man and also because Joe tries to rectify his mistake by offering to give Steve a good job when he gets out of priso n and offering to help Steves children. Joe has spent his life making many decisions most of which appear to have been good decisions resulting in his family enjoying a comfortable life. The audience admires him for this. Unfortunately, late one night Joe made a hurried decision, which he believed he could get away with. 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When he finally finds out through questioning his father that his father is, in fact, guilty of knowingly shipping out the cracked cylinder heads, he says to his father â€Å"What the hellRead More The Dangers of Shirking Responsibility in Arthur Millers All My Sons 967 Words   |  4 PagesThe Dangers of Shirking Responsibility  in Arthur Millers All My Sons  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚  Ã‚      Arthur Millers All My Sons is a well-made play in every sense of that term. It not only is carefully and logically constructed, but   addresses its themes fully and effectively. The play communicates different ideas on war, materialism, family, and honesty. However, the main focus, especially at the plays climax, is the issue of personal responsibility. In particular, Miller demonstrates the dangers of shirking

Exam 2 Study Guide Free Essays

1. Federal income tax laws allow a firm to deduct all legitimate business expenses when calculating its taxable income. A)Â  True B)Â  False Correct Answer(s):| False| 2. We will write a custom essay sample on Exam 2 Study Guide or any similar topic only for you Order Now A major criticism against sales quotas is that: A)Â  Activity quotas usually lead to high-pressure selling. B)Â  Quotas are not fair to the sales force. C)Â  Quotas cannot stimulate sales of profitable products. D)Â  Quotas are not realistically attainable. E)Â  It is very difficult to set quotas accurately. Correct Answer(s):| E| 3. The most widely used type of sales quota is one based on: A)Â  Selling expenses. B)Â  Sales volume. C)Â  Missionary selling activities. D)Â  Gross margin. E)Â  Net profit. Correct Answer(s):| B| 4. A well-designed plan for paying salespeople’s expenses should: A)Â  Allow sales reps to earn the same net income whether they are at home or on the road. B)Â  Pay for all entertainment expenses incurred by a salesperson. C)Â  Cut down on nonselling activities. D)Â  Pay the same amount to each salesperson. E)Â  Allow just a small amount of expense account padding. Correct Answer(s):| A| 5. A sales quota will most likely act as an aid in: A)Â  Controlling and directing salespeople’s activities. B)Â  Helping prepare a job description. C)Â  Forecasting sales. D)Â  Conducting sales training programs. E)Â  Establishing territories. Correct Answer(s):| A| 6. In which of the following situations will the sales rep most likely be on an unlimited expense payment plan? A)Â  Manufacturer of electric motors opening a new territory in California. B)Â  A driver-salesperson for soft drink bottler covering part of southern Illinois. C)Â  Wholesaler of office supplies selling to retail stores in North Carolina. D)Â  Small manufacturer of fishing tackle who has weak financial capability. E)Â  Detail sales rep for pharmaceutical manufacturer, calling on doctors’ offices in Atlanta. Correct Answer(s):| A| . A company is likely to use a sales volume quota when management wants: A)Â  A balanced effort between selling and non-selling activities. B)Â  A salesperson to develop a new market. C)Â  To increase its gross margin. D)Â  To correct an unbalanced inventory situation by pushing sales of one item. E)Â  To keep its selling expenses at 6 percent of net sales. Correct Answer(s):| D| 8. An unlimited-payment plan for controlling sales force expenses: A)Â  Allows for cost differentials due to variations in territories or jobs. B)Â  Is not a good plan when the salespeople are dealing with customers at the executive level. C)Â  Eliminates expense account padding. D)Â  Is a poor plan to use when the salespeople are calling on new accounts. E)Â  Is a good plan for a financially weak firm. Correct Answer(s):| A| 9. A characteristic of a sound sales force expense plan is that it: A)Â  Is designed so that the reps neither profit nor lose under the plan. B)Â  Does not hamper the performance of selling activities. C)Â  Is simple and economical to administer. D)Â  Does All of these. E)Â  Accomplishes only two of A-B-C. Correct Answer(s):| D| 10. Which of the following is an advantage of a limited payment plan for controlling sales force expenses? A)Â  High caliber salespeople generally prefer this plan. B)Â  It is good when there are cost-of-living differentials among the territories. C)Â  It eliminates cheating on expense accounts. D)Â  Management can budget its sales expenses more accurately. E)Â  It eliminates disputes between management and sales reps. Correct Answer(s):| D| 11. Motivation is the only requirement for successful sales performance. A)Â  True B)Â  False Correct Answer(s):| False| 12. What motivates a sales rep at one time may not motivate him or her at another time. A)Â  True B)Â  False Correct Answer(s):| True| 13. Which of the following is (are) true about reps who in the disengagement stage of their careers? A)Â  Their sales levels peak because of the vast experiences they have. B)Â  Usually the psychological impact of a disruption in their personal lives causes their sales to decline. C)Â  Their sales peak because of their long term relationship with customers. D)Â  An assignment to a special project is one way to increase their motivation. Correct Answer(s):| D| 14. Which of the following will most likely satisfy a sales rep’s hygiene needs, in contrast to his motivator’s needs? A)Â  Give the rep more responsibility. B)Â  Provide a satisfactory compensation plan. C)Â  Give the rep more opportunity for personal growth in his career. D)Â  Have a recognition banquet honoring this rep. E)Â  None of these meet hygiene needs. Correct Answer(s):| B| 15. Intrinsic rewards are provided by others. A)Â  True B)Â  False Correct Answer(s):| False| 16. When planning and conducting a sales contest, management should: A)Â  Run the contest for at least six months. B)Â  Not build the contest around a theme. C)Â  Not give cash as an award. D)Â  Use an outside consulting firm to conduct the contest, thus ensuring objectivity. E)Â  Provide each salesperson with a reasonably equal chance to win. Correct Answer(s):| E| 17. A recently promoted district sales manager was nominated by her company to attend an executive development program conducted by a well-known university. In Maslow’s hierarchy of needs, this program is most closely related to the rep’s need for: A)Â  Love and acceptance. B)Â  Self-actualization. C)Â  Safety. D)Â  Physiological support. E)Â  Belonging to a group. Correct Answer(s):| B| 18. Intensity refers to how long the salesperson will continue to put forth effort. A)Â  True B)Â  False Correct Answer(s):| False| 19. A sales meeting is least likely to be used as a vehicle for: A)Â  Counseling salespeople about their personal problems. B)Â  Boosting sales force morale. C)Â  Improving sales reps’ selling techniques. D)Â  Announcing changes in a company’s policies on pricing and channel structure. E)Â  Getting salespeople better acquainted with top management. Correct Answer(s):| A| 20. Which of the following specific incentives do salespeople prefer? A)Â  Additional vacation time. B)Â  A pay raise. C)Â  A better car. D)Â  Better fringe benefits. E)Â  Merchandise. Correct Answer(s):| B| 1. A sales compensation plan involving a combination of salary plus commission on net sales is popular because it: A)Â  Provides the reps with more security than other plans. B)Â  Offers some of the advantages of a salary plus the incentive and flexibility features of a commission. C)Â  Is the lowest cost plan. D)Â  Provides more incentive than other plans. E )Â  Gives management the greatest degree of control over the reps. Correct Answer(s):| B| 22. A good plan for compensating a sales force should: A)Â  Strive to correlate a sales representative’s rewards with his or her results and efforts. B)Â  Provide a regular (steady) income or an incentive income, but not try to do both. C)Â  Equate the level and the method of compensation. D)Â  Discourage a sales representative from spending time on non-selling activities. E)Â  Not be used to control sales force activities. Correct Answer(s):| A| 23. Which of the following features is least likely to be found in a good sales compensation plan? A)Â  The plan provides a regular income plus some incentive pay. B)Â  The plan is fair to both management and the sales force. C)Â  The plan provides a competitive level of pay. D)Â  The basic plan is changed frequently in order to provide flexibility. E)Â  The plan is economical to administer. Correct Answer(s):| D| 24. Which of the following is an example of conflicting goals in a sales force compensation plan? A)Â  Provide security of income to sales representatives, but open new markets. B)Â  Develop a plan that is both flexible and fair to the sales representatives. C)Â  Design an extremely flexible plan, yet one which also is simple to understand and easy to administer. D)Â  Provide a competitive level and a competitive method of compensation. E)Â  None of these involves a conflict of goals. Correct Answer(s):| C| 25. Management wants aggressive selling in a job that involves virtually no missionary activities. The company is not financially strong, so management wants the compensation costs related directly to sales revenue. This firm should use a plan for paying its sales force. A)Â  Straight salary. B)Â  Combination. C)Â  Salary plus bonus. D)Â  Straight commission. E)Â  Salary plus commission. Correct Answer(s):| D| 26. Successful companies in the 21st century: A)Â  Will reward selling as much as possible. B)Â  Will primarily reward maintaining market share. C)Â  Will reward immediate results. D)Â  Will reward gaining customers with fewer calls. E)Â  Will reward building customer share over the long term. Correct Answer(s):| E| 27. In which of the following situations is the tactical implementation most consistent with the strategic planning? A)Â  The strategy of introducing a new product to increase market share is implemented by paying the salespeople a straight commission. B)Â  When the strategy calls for aggressive selling to liquidate excess inventories, management offers the reps a larger commission. C)Â  To provide extra service to hold existing accounts, management increases its emphasis on commission payments. D)Â  The strategy of attracting the top level of graduating college students is implemented by paying lower starting salaries with prospects for future increases. E)Â  There really is no relationship between compensation tactics and marketing strategies. Correct Answer(s):| B| 28. A straight salary plan is the most widely used method for compensating a sales force. A)Â  True B)Â  False Correct Answer(s):| True| 29. Which of the following job elements is hardest to measure objectively in a sales force compensation plan? A)Â  The value of the salespeople’s efforts spent in training their customers’ sales force. B)Â  The reps’ entertainment expenses. C)Â  The gross margin by product line that a rep contributes. D)Â  The volume of sales received over the phone or by mail. E)Â  The number of calls made on new accounts. Correct Answer(s):| A| 30. A limitation of the straight-commission method of paying a sales force is that this method usually: A)Â  Means that compensation expenses are a fixed cost. B)Â  Does not provide incentive for the sales representatives. C)Â  Attracts a poor caliber of sales representatives. D)Â  Makes it difficult to supervise and direct the activities of salespeople. E)Â  Discourages the sales representative from working long hours. Correct Answer(s):| D| 31. In addition to their large buying size, strategic accounts are likely to be differentiated from smaller accounts by their: A)Â  Complex buying process. B)Â  Desire to concentrate on domestic markets, to the exclusion of foreign markets. C)Â  Preference for using a line organizational structure. D)Â  Desire to avoid dealing with a selling team – preferring instead to deal with one sales rep. E)Â  None of these is correct. Correct Answer(s):| A| 32. A district sales manager for a cosmetics manufacturer supervised 160 salespeople who sold on a door-to-door basis. Seventeen of these district managers reported to one divisional sales manager. This situation seems to be violating the organizational principle that: A)Â  Span of control should be reasonable. B)Â  Organization should be stable, but flexible. C)Â  Organization should reflect a market orientation. D)Â  Organization should be build around activities. E)Â  Balance and coordination is needed in an organization. Correct Answer(s):| A| 33. In contrast to consumer purchasing, in organizational buying: A)Â  Fewer people are involved in making the decision. B)Â  Decisions are made more quickly. C)Â  Decisions are based upon economics more than emotions. D)Â  Decision makers are more often the user of the Product. E)Â  All of these. Correct Answer(s):| C| 34. In recent years firms have restructured their sales organizations around their best selling products. A)Â  True B)Â  False Correct Answer(s):| False| 35. In today’s marketing environment, geographical specialization is not used very much in sales force organizations. Difficulty: Easy A)Â  True B)Â  False Correct Answer(s):| False| 36. Which of the following organizational structures will most likely be used by a large company selling several unrelated technically complex products? A)Â  Geographical specialization with each rep selling the full product mix. B)Â  Line organization. C)Â  Customer specialization. D)Â  Product specialization. E)Â  Any of the above is equally likely to be used. Correct Answer(s):| D| 37. Citizenship behaviors are things people do on-the-job that are above and beyond their formal job requirements. A)Â  True B)Â  False Correct Answer(s):| True| 38. When IBM reconfigured its sales force by assigning reps to different industries, it was using: A)Â  Geographic specialization. B)Â  Market specialization. C)Â  Sales force specialization. D)Â  Product specialization. E)Â  None of these. Correct Answer(s):| B| 39. Although more expensive, team selling is by far the best method of calling upon accounts and should be used for all routine selling situations. Difficulty: Medium A)Â  True B)Â  False Correct Answer(s):| False| 40. All of the following are typical problems that producers experience when using an independent sales force (such as, manufacturers’ reps, wholesale distributors), EXCEPT: A)Â  The producer is frustrated over the lack of control it has over the independent sales force. B)Â  The producer must compete with other firms for the selling time of the rep’s or wholesale distributor’s sales force. C)Â  The independent sales forces are not familiar with the market the producer wants to reach. D)Â  It is difficult to get these reps and agents to service an account because they get no commission for this work. E)Â  It is difficult to get an independent sales force to perform non-selling activities. Correct Answer(s):| C| 41. The amount and type of leadership received by salespeople: A)Â  Should be the same for all reps. B)Â  Should vary among reps based on their individual differences. C)Â  Should vary over time, based on the stability of the business environment. D)Â  Usually should increase as the sales force gets larger. E)Â  Both B and C are correct. Correct Answer(s):| E| 42. Which of the following behaviors is a transformational leader behavior? A)Â  Recognizing. B)Â  Rewarding. C)Â  Role modeling. D)Â  Indirect supervision. E)Â  None of these. Correct Answer(s):| C| 43. Excellent transactional leadership by the sales manager involves: A)Â  Informing. B)Â  Clarifying. C)Â  Monitoring. D)Â  Verbal feedback. E)Â  All of these. Correct Answer(s):| E| 44. Charisma is something most commonly associated with: A)Â  Transactional leadership. B)Â  Citizenship behavior. C)Â  Task orientation. D)Â  Transformational leadership. E)Â  None of these. Correct Answer(s):| D| 45. Usually salespeople working on a straight commission generally receive less leadership and supervision than those who work for a straight salary. A)Â  True B)Â  False Correct Answer(s):| True| 46. Personal characteristics associated with excellent leadership include all of the following, except: A)Â  high self-confidence B)Â  older age (50 years, plus) C)Â  high energy level. D)Â  creativity. E)Â  eagerness to take risks. Correct Answer(s):| B| 47. Transactional-oriented leaders are typically very charismatic. A)Â  True B)Â  False Correct Answer(s):| False| 48. When a leader anticipates, analyzes, and makes decisions, the leader uses: A)Â  Problem-solving skills. B)Â  Social skills. C)Â  communication skills. D)Â  Persuasive skills. E)Â  None of these. Correct Answer(s):| A| 49. The two distinct styles of leadership are transactional and task orientation. A)Â  True B)Â  False Correct Answer(s):| False| 50. Situational leadership involves which of the following leader behaviors? A)Â  informing basic rules. B)Â  verbal feedback. C)Â  articulating a vision. D)Â  individualized support. E)Â  All of these. Correct Answer(s):| E| 51. Team selling is not the best alternative in every situation because: A)Â  it tends to be expensive. B)Â  it does not lend itself to complex situations. C)Â  customers generally do not like it. D)Â  there is no specialization of marketing activities. E)Â  All of these 52. An organization is: A)Â  Something needed to get the job done. B)Â  Not needed if you have a small company. C)Â  Simply an arrangement – a working structure – of activities involving a group of people. D)Â  Needed before doing any strategic planning. E)Â  None of these is even close. 53. Citizenship behaviors: A)Â  Those behaviors that a salesperson performs as a member of his/her community. B)Â  Are only performed by the top executives in a sales organization. C)Â  Those behaviors that are above and beyond the formal job requirements. D)Â  Are performed by members of the Board of Directors E)Â  None of these. 54. Which of the following factors account for the growing use of e-commerce and telemarketing as a form of sales force specialization? A)Â  Many buyers prefer it over personal sales calls in certain selling situations. B)Â  Many marketers find that it increases the efficiency of their selling effort. C)Â  It is especially adaptable to major-account selling. D)Â  All of these contribute to telemarketing’s growth. E)Â  Only A and B are correct. 55. A major limitation of the functional type of sales organization is that: A)Â  Functional executives can only recommend to a field sales manager regarding assignments for the salespeople. B)Â  Managerial specialists cannot be used effectively. C)Â  It cannot be used very well if the firm sells a wide line of complex, technical products. D)Â  Some of the line sales officers or the salespeople may be getting orders from more than one person. E)Â  None of these. 56. A formal organization’s well-being often is maintained by a system known as: A)Â  The informal organization. B)Â  Management by objectives. C)Â  Team selling. D)Â  Internationalizing the sales operations. E)Â  Strategic planning. 57. A drawback to a line and staff sales organization is that: A)Â  It cannot be used by a company that sells to many different types of customers. B)Â  It is difficult to separate planning and operating activities. C)Â  Problems may arise when staff executives take on line authority, instead of acting only as advisers. D)Â  The span of control usually is too large. E)Â  It discourages the use of the division of labor. 8. If a manager wants to motivate experienced salespeople to perform at higher levels or to do certain aspects of their jobs better, the best leadership behavior or style to use is: A)Â  task-orientation. B)Â  verbal feedback. C)Â  articulate a vision. D)Â  transactional. E)Â  Both A and D. 59. Leadership is a process in which one person influences other people’s behavior toward the accomplishment of specific goals. A)Â  True B)Â  False 60. To do the best leadership, a sales manager should exhibit: A)Â  Transformational, but not transactional leader behaviors. B)Â  Transactional, but not transformational leader behaviors. C)Â  Both transformational and transactional leader behaviors. D)Â  Let the salespeople lead themselves. E)Â  None of these. 61. When sales-volume quotas are based on territorial potentials: A)Â  For psychological reasons, quotas should usually be set a little lower than the expected potential. B)Â  Territorial sales potentials are not a good base for setting volume quotas. C)Â  Sometimes quotas based on territorial potentials have to be adjusted downward because a new rep is covering that district. D)Â  Quotas should be related directly to territorial sales potential with no further changes being made. E)Â  It is a good idea to base quotas on last year’s sales alone. Correct Answer(s):| C| 62. For which of the following sales jobs will management most likely use an activity quota? A)Â  Wholesale hardware sales rep. B)Â  Life insurance sales rep. C)Â  Liquor distributor’s sales reps calling on retailers. D)Â  Wholesaler’s salespeople selling office supplies. E)Â  Missionary sales rep for a soap manufacturer calling on grocery stores. Correct Answer(s):| E| 63. Role conflict arises when: A)Â  Reps are uncertain of their authority to meet price competition. B)Â  Reps are unclear about their organizational relationship with staff executives. C)Â  Reps are unsure of how much time and energy to devote to field duties requested by a marketing research manager. D)Â  Reps are trying to serve both the company and the customer. E)Â  Reps question their power to grant credit. Correct Answer(s):| D| 64. Herzberg maintained that job satisfaction is primarily associated with hygiene needs. A)Â  True B)Â  False Correct Answer(s):| False| 65. All of the following normally are considered to be elements (building blocks) in a sales compensation plan, except: A)Â  Commission. B)Â  Bonus. C)Â  Sales contest with cash prizes. D)Â  Salary. E)Â  Insurance and pension plans. Correct Answer(s):| C| 6. It is a good idea to pretest a compensation plan and introduce it to the sales force before the plan is installed on a permanent basis. A)Â  True B)Â  False Correct Answer(s):| True| 67. Which method of compensation is most appropriate for detail or missionary salespeople? A)Â  Incentive plus commission. B)Â  Straight salary. C)Â  Straight commission. D)Â  Commission plus expense. E)Â  Expenses only, because detail and missionary salespeople are, by definition, not compensated. Correct Answer(s):| B| 68. In a sales force compensation plan, an example of indirect financial compensation is: A)Â  Salary payment. B)Â  Paid vacation. C)Â  Field supervision. D)Â  Christmas cash bonus. E)Â  Air-conditioned office. Correct Answer(s):| B| 69. Most companies want to keep their expenses directly related to sales volume. Consequently, expense account policies usually do not play a role in a firm’s strategic marketing planning. A)Â  True B)Â  False 70. A sales quota is a performance goal assigned to a marketing unit for a specific marketing unit for a specific period of time. A)Â  True B)Â  False 71. A manufacturer has 20 sales representatives using their own cars to cover territories of various sizes in the eastern half of the United States. To reimburse these people for the use of their cars, the plan most equitable to both management and the sales force is a: A)Â  Payment of actual expenses as reported by the sales representatives. B)Â  Flat rate per mile. C)Â  Fixed allowance per month. D)Â  Flexible allowance such as the Runzheimer plan. E)Â  Graduated mileage allowance; for example, 30 cents a mile for the first 12,000 miles a year and 24 cents a mile for all mileage above 12,000. 72. Which of the following sales force business expenses is likely to generate most questions from government tax auditors? A)Â  Hotel bills. B)Â  Gifts. C)Â  Postage. D)Â  Telephone. E)Â  Taxi fares. 73. Which of the following is the best definition of motivation? A)Â  Behavior that is consistent with your attitudes. B)Â  Doing things that satisfy you. C)Â  The desire to expend effort to fulfill a need. D)Â  Your reaction to role conflict and role ambiguity. E)Â  Achieving the goals you set for yourself. 74. Which of the following is a major trend today in sales force compensation? A)Â  Straight commission plans are increasing as a percentage of total plans. B)Â  Companies are designing plans which stress customer satisfaction rather than straight sales volume. C)Â  The average level of pay is decreasing. D)Â  Fringe benefits are not being used as much as in the past. E)Â  Combination plans are declining in popularity. 75. The sales compensation plan that typically provides maximum security and stability of earnings for most sales reps is: A)Â  Straight commission. B)Â  Straight salary. C)Â  Salary plus commission. D)Â  Salary plus bonus. E)Â  Commission plus fringe benefits. 76. A straight commission plan based on sales volume is payment for performing a unit of work, and the plan constitutes a direct (variable) expense for management. A)Â  True B)Â  False 77. A company is likely to use a line organization when: A)Â  Management wants to use various marketing specialists. B)Â  The market consists of quite different groups of customers. C)Â  The company is small and sells a few related products. D)Â  Management believes in a policy of decentralization. E)Â  The sales force is large. 78. Of the four basic sales organization structures, the structure which has been recently adopted by some of the U. S. ‘ biggest companies is: A)Â  Line organization. B)Â  Line and staff organization. C)Â  Functional organization. D)Â  Horizontal organization. E)Â  None of these. 79. Some firms establish a separate sales force to sell to strategic accounts. Difficulty: Easy A)Â  True B)Â  False 80. The personal characteristic of initiative implies: A)Â  The leaders must believe in themselves. B)Â  The leaders are independent, self starters. C)Â  The leaders have high energy levels. D)Â  The leaders exhibit creativity. E)Â  All of these. 81. High-performing reps that appreciate autonomy respond well to heavy doses of transactional leader behaviors. A)Â  True B)Â  False 82. The most widely used type of sales quota is one based on sales activities. B)Â  False 83. With regard to compensation, which of the following is true? A)Â  Companies change their compensation plans more frequently than they change their strategies. B)Â  Compensation plans should be reviewed frequently to make sure that they are consistent with strategies. C)Â  Most firms change their compensations plans at least once in two years. D)Â  Firms should only change their compensation program when the salespeople are dissatisfied. E)Â  All of these are true 84. Which of the following roles ordinarily is not a part of a buying center? A)Â  User. B)Â  Director. C)Â  Influencer. D)Â  Decider. E)Â  Gatekeeper. 85. A drawback to organizing the sales force in a geographical specialization is that: A)Â  customers may get called on by multiple reps from the same selling firm. B)Â  it results in more travel time for each sales rep. C)Â  it leads to uneven coverage of the market. D)Â  there is usually no specialization of marketing activities. E)Â  All of these are drawbacks. 86. A trend in sales force re-structuring is to: A)Â  move toward flatter organizations. B)Â  structure around people, not activities. C)Â  make the organization as inflexible as possible. D)Â  move decision-making authority to the managers (i. e. , away from subordinates). E)Â  All of these. How to cite Exam 2 Study Guide, Papers Exam 2 Study guide Free Essays

Conflict Resolution Solving a Workplace Dispute free essay sample

A hypothetical workplace dispute is presented and several options for resolving it are discussed. This paper details a scenario of a fictitious work dispute between an employee and supervisor and subsequently the entire staff, after the employee was not promoted as agreed. The paper then presents four options for solving the dispute authoritative command, problem solving, compromise and expansion of resources. The dispute occurring began between an employee and a supervisor. The employee had worked for the company for three years, working towards a position as a supervisor. This was noted in their performance review and was also incorporated into their work plan. The employee both worked and completed studies in business to assist them in gaining the expected promotion. After three years, the promotion became available. The employee was told by the department manager that they would not be getting the promotion but that somebody else would be hired from outside of the organization. We will write a custom essay sample on Conflict Resolution: Solving a Workplace Dispute or any similar topic specifically for you Do Not WasteYour Time HIRE WRITER Only 13.90 / page The position was advertised and a new person recruited. The employee inquired as to why they would not be considered for the position but was given no direct answer. The employee initiated discussion with their boss to find out the reasons for their non-promotion, but was given no specific reasons.