Conservative Approach of Organosations Essay Example | Topics and Well Written Essays - 1500 words

Conservative Approach of Organosations - Essay Example Some say, â€Å"Attack is the best defense† while others preach, â€Å"defense is the best attack† (Shim, pp. 62, 2011). This paper is an attempt to capture a glance of this debate by exploring the arguments of both sides of the debate. Discussion Arguments in favour of aggressive approach Following could be some of the advantages in favour of the aggressive approach of companies. First, it is always difficult for firms to compete with each other when the switching costs incurred by the buyer for a product or service are high. This is more likely to be true in the technological market since the switching costs goes on to include the high fixed investments, training expenditure and others (Markides & Geroski, pp. 139-140, 2005). Therefore, when a new firm tries to compete with the first mover in the industry, it always has to consider the switching costs of buyers that are high in case of technology related or technology based products. Therefore, the new firms has to co me up with a value proposition that not only offers more value than the existing product but that value should also be sufficient to induce the customers in incurring the switching costs (Geel, pp. 351, 2011). ... 20-21, 2009). Third, there are no doubts in the fact that firms that are quick in capitalizing on technological opportunities also develop a unique relation with their buyers that other firms fail to have. These firms get more time to exploit the distribution and supplier channels thus their relationship with all of distribution and supplier channels stands out of the crowd (Skarzynski & Gibson, pp. 168-169, 2008). Further researches reveal that not only firms that capitalize on technological opportunities end up getting hold of those superior and innovative technologies but at the same time, they also end up acquiring the lion’s share of many other resources associated with the same. For example, if there any assets or natural resources associated with the business that is unique, the firm may be able to acquire that on well below the market price or may have great bargaining advantage over the suppliers, which other firms will not have when they enter into a crowded market ( Shim, pp. 62, 2011; Porter, pp. 46-47, 1998). The importance of adopting new technologies is also evident from the blue ocean strategy as well, which is, in itself, a new and unique chapter in the field of strategic management. The strategy argues that the entire field of strategic management is faulty and flawed in the sense that it encourages firm to remain and fight in the red oceans. The blue ocean strategy divides the marketplace into blue oceans and red oceans. Most of the firms are in Red Ocean that is characterized by their fierce competitive environment, cutthroat competition, increasing pressuring on firms to beat competition (Markides &

Counter Culture Essay Example for Free

Counter Culture Essay Introduction From a moral standpoint, social problems harm people and from a democratic standpoint, social problems harm the well-being of citizens. In addition to that, from a societal standpoint, social problems threaten the productive functioning of society. A social problem is said to exist to the extent that some malfunction is observed in society. This malfunction might be an inequality (e.g:with the same education and experience women earn only about 80% of what men earn in the labor force), a poor allocation of resources (e. g: poor environmental stewardship), violence (e.g: domestic violence, rape, violent crime), or an inefficient organizational system (e.g: too much or too little being spent on social services). The social evils that are plaguing our society today could hardly be catalogued, they are uncountable in the true sense of the assertion. Among the prominent social problems are the escalating crime waves , religious intolerance , disrespect for elders , laziness and lateness of duty , widespread of diseases , ostentatious spending, abortion, pre marital pregnancy, elope (run off secretly to be married and usually without the consent or knowledge of one’s parent), disciplinary problem, psychological problem, slow down development of the country, and alcohol consumption . These are the effects of our social problem among Malaysian youth. Sociologists can identify many aspects of society that might be considered to be social problems. It is the values held by the majority of citizens (in a democracy) that define what is a social problem (e.g:Is denial of same-sex marriages a problem?). Social problems are identified as such partly with respect to their perceived effect on the productive functioning of society. Social problems can be difficult to identify (e.g:What is the scientific evidence that same-sex marriages or the prohibition of them will harm society?). Sociologists use the consensus, conflict, and interactionist perspectives to examine these conditions of potential social problems. Risk Factors for Social Problems Risk factor is defined as a factor which increases the chances of social  problems beyond control. There are different risk factors for social problems among youth such as biological, psychological and social. Social risk factors include unemployment, disturbed family environment, unavailability of educational opportunities, availability of drugs in locality, law and order situation. Environmental/social risk factors are increasing the chances of using drugs among youth. A youngster who is disturbed because of his family environment will spend time out side of his home, sitting with friends who can offer him drugs. Handling peer pressure will be difficult for him, as a result, he will be ready to use drug. A youngster deprived of educational opportunities and economic resources may be at great risk of using drugs. His disappointment from social problems will produce images of drugs in his mind as the suitable source of getting rid of his problems. Easy availability of drugs/substance in his locality will further serve to increase his craving for drugs. Also the principal and behavioural factors linked with youth violence are hypersensitivity, impulsiveness, poor behavioural control, attention problems, history of early aggressive behaviour and low educational achievement. Associating with delinquent peers has also been linked to violence in young people. Gangs and a local supply of guns and drugs are a potent mixture, increasing the likelihood of youth violence. Low level of social cohesion within community has been linked to higher rates social problems. Cultures that do not provide non-violent alternatives for resolving conflicts appear to have higher rates of social problems too. For most young people, the offending behaviour is part of growing up, of testing the limits, of taking risks, of asserting their independence. It may also be an indication of boredom and the absence of anything useful or meaningful to do. It may be a reflection of that awkward stage of life where one feels grown up but not able to participate fully in the world of adults. Generally, the offenses that they commit are relatively minor and decrease in frequency as they grow older, mature and find a way to participate in and contribute to society. Ways to overcome social problems The role of parents is crucial in giving serious attention to their children. Parents must consider the movements of their children. Parents should always know and identify the problems faced by their children and are willing to take the time to solve the problem. Parents also should know their child’s friends and always make sure their children make friends and socialize with those who have well in morally. In addition parents must spend part of daily time with children by giving them confidence, courage, creating positive attitudes towards issues, emotions and decisions. Another common set of prevention strategies addressing youth violence focuses on early intervention with children and families. Such programmes provide parents with information about child development and teach them how to effectively discipline, monitor and supervise children, as well as how to manage family conflict and improve communication. Parent and family -based interventions are among the most promis ing strategies for producing long-term reductions in youth violence. 2. Academic approach. This can be done by adding activities based on academic and semi-academics activities such as extra-curricular in schools. Similarly, the changes in teaching techniques such as use of computer, video, audio-visual aid equipment and techniques of teaching outside the classroom should be implemented. 3. Establishing legal system in the school. Provisions in the law school could create fear among students, in addition to reducing the burden and responsibility of the school and the parents in monitoring discipline. 4. Law enforcement authorities like the police. Jurisdiction of the existing police should be used by school administrators in the discipline of students. The administrator shall take the opportunity to refer their student’s problems to police. 5. Preventive measures should be held as appropriate counselling at school level. Counselling at school level is important in helping teenagers overcome their problems. This program will be more meaningful i f the counsellors are qualified and experienced elected. 6. Parents and Teachers Association (PTA) should play an important role more frequent meetings between parents, guardians and teachers should be held  especially for students that influenced in social problems. Parents should discuss student’s problem with teacher and get ready to receive and advice from a teacher with an open and positive attitude. If one considers that ultimately we are concerned with the healthy development of adolescents in transition to adulthood, we must be concerned with the issues that impede or impact on such transitions. Transition to adulthood includes simultaneous transitions across several domains including post-secondary education or other work preparation training, labour force participation (or unemployment) independent living, marriage or cohabitation, and community living. Transition success is affected by many factors including personal characteristics, gender, family influences, exposure to role models, economic status, cultural influence s, and the economic viability of the community in which the person functions. We also be mindful of the fact that adolescence occurs in a context with such factors as race, ethnicity, cultural customs, language, social views and practices, sexual orientation and physical or learning disabilities all combining to make the transition experiences of some adolescents very different from others. While there has been a fair amount of work done on identifying risk factors that, if present, may increase the likelihood of a young persons involvement in crime or other negative behaviour problems, there has also been some work done on the development of programs that build on the enhancement of protective factors which may reduce the effects of exposure to risk factors and thus lower the chances a youth will develop serious anti-social or other behaviour problems or become a victim.. Protective factors may also divide into: (1) Individual characteristics (i.e. high IQ, high level of resilience and flexibility and a positive social attitude); (2) Social bonds ( notably warm, supportive and affective   relationships with parents and other adults); and (3) Social support including positive social skills and socially acceptable pattern of behavioural norms. Possession of problem-solving, Life and communication skills. Sociability, Resilient personality or temperament A sense of belonging, secure attachments to positive parent(s) or family Positive relations with â€Å"pro social† peers Access to other caring supportive adults Appropriate discipline Limit-setting and structure from parents, Opportunities to experience success and build self esteem In the context of transitions from adolescence to healthy adulthood, it is important to consider the notion of resilience as a young persons ability to cope in the presence of major stress or risk factors. They go on to suggest that resilience is a source of strength in young people created or nurtured by caring and effective parents or other adult caregivers, positive learning environments in schools and access to community resources. What is the value of having an assessment to identify potential risks and needs of young offenders? By objectively identifying young persons who pose a higher risk of re-offending and the program interventions that are needed Assessments allow for a potentially more efficient and effective use of resources More objective and consistent decision making Establishing a baseline for monitoring a young offender’s progress Periodic reassessment of rehabilitative effectiveness Appropriate targeting of program intervention to address the social problems factors associated with offending (risk-needs assessment) such as: Use of appropriate modes of intervention based on social learning principles A multiplicity of available interventions to address differing individual needs Consistent application of interventions to ensure program integrity Quality assurance of program design and delivery including training and recruiting appropriate staff Strong theoretical base or mission for the program We should be careful not to suggest that a program has not been successful if a young person re-offends. While rehabilitative programs are designed with a goal of reducing recidivism, it is essential that other forms of program success are included in the mix and not totally rely on measures of recidivism to determine success. We can reduce occasional or temporary  offending by young people by helping them deal with the stress associated with the turbulence of adolescence and finding ways of involving young people in useful and meaningful activities. Educational and recreational activities to which all have equal access and which are designed on the basis of the varied needs and interests of young people are important. Access to social services can help some young people and their families deal with problems which may underlie the offending behaviour. Given what we know about the correlation between poverty, mental health and opportunities, the economic security of young people and their families should also be a priority. These measures are all primary prevention strategies ways of creating healthier and ultimately safer communities. Conclusion Though social problems are recurrent issues in many societies all over the world, they can be predetermined and controlled by use of social studies. When we think of the many settings that have evolved over time, it becomes apparent that there can never be a permanent solution to these social problems. Governments in affected regions try to curb socially unacceptable behaviour by regulating wealth and economy for citizens, thereby ensuring that money distribution is constant and fluent enough to avoid situations where some feel exploited. More measures can be taken to avoid socially unacceptable behaviour like crime and drug use, thereby maintaining law and order in society. Society is the place where young generations are brought up and nurtured for future. If social problems are left to come up and establish themselves, the upcoming generations would grow up to become savage and barbaric citizen, destroying civilization that was once prosperous.

Diabetes Mellitus and Hypoglycemia

Diabetes Mellitus and Hypoglycemia Disease classification Diabetes Mellitus is a group of metabolic diseases, diabetes mellitus happen when body does not capable to use insulin efficiently or the insulin is not produce more enough in a person blood. According to Kowalczyk N (2013), this syndrome is related with chronic hyperglycemia in combination with glucose intolerance and alterations in the metabolism of carbohydrates, fats and proteins. There is certain test to indicate the presence of this syndrome. Usually patient undergo blood glucose levels test, before the patient take this test, they need to fast 12.00 mid night, the normal blood glucose levels range from 70 to 120 mg/dL, but if the blood glucose levels is greater than 126 mg/dL it is show that patient might have Diabetes Mellitus syndrome. According to Kishore,P (2013), Pancreas released a hormone called Insulin which controls the amount of glucose in the blood. The pancreas is stimulated by glucose in the bloodstream. Insulin allows glucose to move from the blood into the cells. Inside the cells glucose can transformed to energy, which is used instantly or the glucose is stored as fat glycogen until it is required. Insulin production is related with the levels of glucose, when the glucose in blood is high the insulin production increases, once the levels of glucose in the blood come back to normal, insulin production will decreases, normal blood glucose levels for healthy people is about 70 to 120 miligrams per deciliter (mg/dL). Symptoms and complications of diabetes happen when the body does not generate enough insulin to move the glucose into the cells or if the cells stop responding normally to insulin, the consequential high levels of glucose in the blood and the insufficient amount of glucose in the cells together produce the symptoms and complications of diabetes. There were three types of diabetes mellitus, Type 1, Type 2 and Gestational Diabetes Diabetes Mellitus Type 1 Diabetes mellitus type 1 is a genetic disorder and can be classify as an autoimmune disease, this disease also know as juvenile diabetes or insulin dependent diabetes, according to Kowalczyk N (2013) diabetes mellitus type 1 is usually diagnosed in children and young adults, these young individuas produce little to no insulin because of an autoimmune disease of the pancreatic B cells and are insulin dependent from a young age. Type 1 diabetes accounts for 5 to 10 percent of cases of diabetes worldwide which is stated by The Health on the Net (HON) (2014). Diabetes Mellitus Type 2 Diabetes mellitus type 2 is categorized as insulin resistant diabetes with an insufficient secretion of insulin. Type 2 dibetes mellitus is more common than type 1 and the risk of developing this type increases with age, especially after the age of 40 years. It is also more prevalent in women than in men which are stated by Kowalczyk N (2013). According to Wisse B (2014) type 2 diabetes happen when insulin is not been respond correctly by fat, liver and muscle cells, this is called insulin resistance, therefore blood sugar or glucose does not get into these cells to be stored for energy. When sugar cannot go into cells, a high level of sugar builds up in the blood. This is called hyperglycemia Gestational Diabetes This type affects females during pregnancy. Gestational diabetes is caused when insulin receptors do not function properly, and their bodies are unable to produce enough insulin to transport all of the glucose into their cells, resulting in increasingly rising levels of glucose. Undiagnosed or uncontrolled gestational diabetes can elevate the risk of problems during childbirth. The baby may be bigger than he/she should be. Disease process Etiology Generally the cause of type 1 diabetes mellitus is unknown. A number of descriptive theories have been put forward, and the cause may be one or more. One of the causes is autoimmune disease. This is a condition that occurs when the immune system mistakenly attacks and destroys healthy body tissue, an infection causes the body to mistakenly attack the cells in the pancreas that make insulin in which destruction or damaging of the beta cells, beta cells is special cells that produced insulin hormone in the pancreas. According to Wisse B (2014) Insulin is needed to move glucose into cells. Inside the cells, glucose is stored and later used for energy. Without sufficient insulin, glucose builds up in the bloodstream instead of going into the cells. This increase glucose in the blood is called hyperglycemia, therefore body is unable to use the glucose for energy. Genetics is one of the causes, according to American Diabetes Association (2014) if you are a man with type 1 diabetes; the chances of your child developing diabetes are 1 in 17. If you are a woman with type 1 diabetes and your child was born before you were 25, your childs risk is 1 in 25, if your child was born after you turned 25, your childs risk is 1 in 100. Your childs risk is doubled if you developed diabetes before age 11. If both you and your partner have type 1 diabetes, the risk is between 1 in 10 and 1 in 4. Another cause of Type 1 diabetes mellitus is viruses that might promote autoimmunity. According to American Diabetes Association (2014) A significant number of viruses have been associated with type 1 diabetes, including enteroviruses such as Coxsackievirus B , but also rotavirus, mumps virus, and cytomegalovirus . Rubella virus has been suggested to cause type 1 diabetes, but so far only congenital rubella syndrome has convincingly been linked with the disease. The prime viral candidates for causing type 1 diabetes in humans are enteroviruses. Type 2 diabetes mellitus generally causes from the pancreas does not make sufficient insulin or the body is unable to use the insulin that is produced, as we know insulin resistance. According to Khardori. R (2014) Type 2 diabetes mellitus appears to involve complex relations between environmental and genetic factors, environmental factor is including lifestyle for example (excessive caloric intake, inadequate caloric expenditure, obesity), high body mass index (BMI) increases risk for diabetes. In addition, an in utero environment consequential in low birth weight may influence some individuals to develop type 2 diabetes mellitus. Infant weight velocity has a small, indirect effect on adult insulin resistance. In addition about 90% of obese patient develop type 2 dibetes mellitus. According to Winter S (2014). Second diabetes mellitus type 2 causes is by genetic, diabetes mellitus type 2 strongly has a hereditary component. However not everyone who carries a mutation will get diabetes. Gestational Diabetes type affects females during pregnancy. The cause’s gestational diabetes according to Mayo Clinic (2014) during pregnancy, the placenta, which connects your baby to your blood supply, produces high levels of various other hormones. Almost all of them impair the action of insulin in your cells, raising your blood sugar. As your baby grows, the placenta produces more and more insulin-blocking hormones. In gestational diabetes, the placental hormones provoke a rise in blood sugar to a level that can affect the growth and welfare of your baby. Gestational diabetes usually develops during the trimester. Pathogenesis According to Nucleus Medical Media (2014) Pathogenesis for diabetes mellitus type 1 is summaries that beta cells in the pancreas lose their ability to produce insulin, resulting in high blood glucose levels.In type 1 diabetes, your immune system, specifically your white blood cells, mistake your pancreatic beta cells for foreign invaders.In an autoimmune response, your white blood cells secrete auto antibodies that destroy your own beta cells.As a result, your pancreas produces little or no insulin.Without insulin, glucose cannot get into your cells, so they are starved for the calories they should be receiving from glucose.In addition, the glucose level builds up in your bloodstream, resulting in a condition called hyperglycemia. Diabetes mellitus type 2 usualy caused by obesity and physical inactivity, Diabetes mellitus type 2 is categorized as insulin resistant diabetes, it commonly referred to as the metabolic syndrome according to Hannele Yki-JÃ ¤rvinen (2011) Insulin resistance can be defined as the inability of insulin to produce its usual biological actions at circulating concentrations that are effective in normal subjects. In addition pathogenesis diabetes mellitus type 2 happen when beta cells of the pancreas are no longer capable to meet the body’s requirement for insulin. Hyperglycaemia therefore develops earlier in the course of beta cell failure, and in association with a greater beta cell mass, in insulin-resistant compared with insulin-sensitive individuals. The relative importance of reduced secretion of insulin and increased demand insulin resistance ranges along a range from one individual or population to the next. Pathogenesis of gestational diabetes. According to Manda A, when pregnant, human body will produce several hormones. Some pregnancy hormones disrupt the usual function of insulin by interfering cell signalling pathways. In the bloodstream insulin will stimulates fat tissue and skeletal muscle cells to absorb glucose. Because of presence insulin resistance the process uptake of blood glucose is prevented as a result the blood sugar level remains high. In the pregnancy glucose usually present in the blood stream in the placenta through the Glucose transporter 1 (GLU1) carrier to reach the fetus. If not been treated, amount of insulin develop by the fetus will increase, then the baby born larger body than is normal. After baby born the excess of glucose through placenta is done. However, the insulin production still increased it may lead to low blood glucose levels or hypoglycaemia. Manifestation According to Kishore P (2013), The types of diabetes have very related symptoms. The first symptoms are related to the direct effects of high blood glucose levels. When the blood glucose level rises above 160 to 180 mg/dL, glucose spills into the urine. When the level of glucose in the urine rises even higher, the kidneys excrete additional water to dilute the large amount of glucose. Because the kidneys produce excessive urine, people with diabetes urinate large volumes frequently. The excessive urination creates abnormal thirst. Because excessive calories are lost in the urine, people may lose weight. To compensate, people often feel excessively hungry. Other symptoms include blurred vision, drowsiness, nausea, and decreased endurance during exercise. Significant Lab Tests There are severe test can done to demonstrate diabetes mellitus (DM). According to Mayo Clinic (2014), the common test done is Glycated hemoglobin (A1C). Test this blood test indicates your average blood sugar level for the past two to three months. It measures the percentage of blood sugar attached to hemoglobin, the oxygen carrying protein in red blood cells. The higher your blood sugar levels, the more hemoglobin youll have with sugar attached. An A1C level of 6.5 percent or higher on two separate tests indicates that you have diabetes. An A1C between 5.7 and 6.4 percent indicates prediabetes. Below 5.7 is considered normal. However If the A1C test results arent consistent, the test isnt available, or if you have certain conditions that can make the A1C test inaccurate — such as if youre pregnant or have an uncommon form of hemoglobin (known as a hemoglobin variant) — your doctor may use the next tests to diagnose diabetes such as. Random blood sugar test. Fasting blood sugar test. Oral glucose tolerance test

He wont let us freak-dance :: essays research papers

Saturday night, May 15, 2004, was Lemoore High School's prom. As Lemoore principal Jim Bennett looked around the dance floor, he saw most of the guys dancing behind their dates, grinding their hips against the girls as the girls gyrated back against them. They were freak-dancing, which is how most people dance to hip-hop, but Mr. Bennett had always felt it was too sexual for a school event. "It's [the same as] foreplay," he says. During the last song of the night, a girl got on all fours and rubbed her butt against her date's groin. Mr. Bennett was horrified: That's it, he thought to himself, I have to stop this! So at the start of the next school year, he announced that freak dancing would be banned at all future dances. SELF-EXPRESSION At 9 P.M. on Saturday, December 11, Lemoore seniors Kelley Castadio and her best friend, KayDe Naylon, both 17, walked into their winter formal with their dates. All fall, Kelley and KayDe had been looking forward to their first senior formal. "Lemoore is a small town, and there's not much to do on Saturday nights," says Kelley. "So it's a big thing to have a dance." And dances, KayDe adds, are "one of our school's only traditions." At 9:30, the DJ put on Nelly's "Hot in Herre." Almost all of the 400 students on the dance floor immediately began freak-dancing—and Mr. Bennett walked right over to the DJ. "Stop the music," he said as he took the mic. "Ladies, gentlemen," he announced sternly, "if you continue freak-dancing, there will be no more dances." Some of the students booed Mr Bennett as he gave the mic back to the DJ, who turned the music up. But since KayDe, Kelley, and their friends had always danced that way to hip-hop music, they couldn't believe Mr. Bennett would carry out his threat—so they kept on freak-dancing. SCHOOL RULE On Monday morning, KayDe was at her school's career center when she noticed the weekly newsletter for the staff. "Freak dancing is ... obscene!" she read in Mr. Bennett's column. All dances were going to be called off, he had written, unless students came up with a plan to stop the freak dancing. "I couldn't believe that he was serious," KayDe says. "That's just how we dance—like my parents used to do the twist!" She and Kelley had been elected to plan the Sadie Hawkins dance in February, and if Mr.

Consultative selling Essay

For the last five years, I have held the fulltime sales position of Client Partner with a performance improvement origination. In this roll, I sell individual, team, and organizational solutions to mainly Fortune 500 and Fortune 100 organizations. My position as a Client Partner is a consultative sales job. I partner with clients helping them achieve better results. Consultative sales are quite different and very unique, from traditional or transactional sales. In the Consultative sales it is not about convincing the potential client that you have the product they need, or how you have the best price. Consultative sales are about results based conversations. Key concepts to Consultative selling are relationship building, effective listening, and closing the sale. Within the role of consultative selling, one must have the ability to build relationships, demonstrate effective listening, and then close the sale in order to be successful. I have been in this role for nearly five years. The last two years have been spent in the field, meeting face to face with clients and potential clients weekly. The face to face meeting is essential to the consultative sales role, as this is where the three key concepts are demonstrated. Prior to moving to the field, I had very limited experience in live consultative selling. My first year was really trial by error. I am confident in this first year; I lost many sells and even client relationships due to my lack of skills. However, I can recall one of the most satisfying consultative selling face to face client meetings where using all three key concepts, resulted in a large client engagement. The client was Orica they are the largest manufactures and full service explosive organization specializing in the mining and engineering fields. I received a call from someone in Orica, the individual was technical lead, and she was looking for time management training. She did not want to spend much time with me on the phone, nor did she want me to come out and meet with her face to face, she simply wanting the course outline and pricing to be sent over to her. This is the non-optimal consultative selling situation. However, two weeks later, I heard back from her, stating she wanted to go forward with the time management training program. Again during this conversation, she limited how much information she wanted to provide. All she communicated was this was for an engineering group of 25 employees who had challenges around working very long hours. In addition they were challenged with too many emails in the day. Although any sale is very much appreciated, this sales situation is not optimal. With consultative sales we are looking to solve business problems. If we do not fully understand the problem (diagnose) we cannot solve it (prescribe). Most often when we land sales as these, the clients do not reach the desired results, resulting in no future sales. During this work-session, I went out and sat in on the time management training. I joined in one of the tables. I began to participate to principals outlined in this session. This allowed me to hear the group responses to the questions, hearing what the actual challenges this particular group faces. Throughout the program, I checked in with my contact and would ask however thing was going. Unfortunately, she would not have much to say. Shortly after the work session ended I received a call from my consultant who delivered the program. He communicated to me that within the group today the Vice President of Learning and Development for Orica had been a participant. At the end of the session, the Vice President asks our delivery consultant many questions about the particular solution, and its capabilities. Due to the lack of communication from my original contact, I was never aware this executive would be attending! It was soon uncovered that there was building interest. The fact that there could be additional opportunity was great news! Two days later I called on the Vice President of Learning and Development for Orica, as soon as the conversation began, my intent was building a relationship. I called the Vice President asking for an appointment, with the intent of hearing his feedback on the work session along with giving a high level view of who FranklinCovey is and potentially have a deeper dive in conversation if he felt it was in alignment with Orica. I did not lead the conversation with what else I could offer Orica, but really wanting to hear his thoughts. He immediately agreed to appointment. The next day I drove out to his office. In the key concept of relationship building, one of the ways to do this is with a face to face appointment. In addition one must lead with questions that are personal, this always help to build rapport and allows me to really begin to understand the client. The second part to the questioning is to demonstrate effective listening. As soon as I arrived for the appointment, almost immediately as we shook hands I notice he had a unique metal bracelet on with multiple engravements. I asked him about the bracelet, and this began a fifteen minute conversation, he explained that he served two terms in Afghanistan with the United States Navy as an E. O. D. (Explosive Ordinance Device). The names inscribed on the bracelet are those friends who were killed. I spend the next hour really trying to understand him personally. I asked question, after question, the conversation flowed so naturally. The conversation evolved to where I uncovered his biggest challenge in moving to the civilian world which is finding purpose. There I had begun to build his trust. The questioning and effective listening have paid off. Through effective listening I navigated the conversations from personal question, to business framed questions. I really began to question the current organizational strategies, and structure, and goals. When I demonstrated effective listening, the questions naturally flow. The conversation did not sound interrogative, but genuine. Through this conversation, I uncovered so much more than just organizational time management needs. It allowed me to uncover the fact they are looking for a global time management solution, they needed a project management solution, an entry level managers training program, and even a solution to help them execute on their goals. Almost always when I schedule a face to face client meeting, it is always scheduled for an hour. This client appointment had gone nearly two hours and forty five minutes. The meeting thus far was spent building the relationship though effective listening. During the late portion of the conversation I looked down at my page full of notes, it is time for me to make my recommendation. I made a series of recommendations. My first recommendation is around the time management needs, then project management, then I tie in all the global and manager needs. I held off on the execution needs for the time. At the final closure of the meeting, I make the promise to send him what we talked about and the associated pricing. He shakes my hand and communicates he has already made his decision, and he would like to start with the first phase immediately. Because I was able to build the relationship, demonstrate effective listening, I did not have to sell him on the data. He didn’t need case studies, or industry comparisons, or how our solutions match to their competencies. He trusted me. He believed I did have the solution. He was ready to move. Had I not had the meeting with him, and was limited to the first contact within Orica; I would have never had this account produce what it has. When I initiated my face to face meeting with the potential client, I recognized almost immediately how well he responded to my personal questions. Walking into the meeting I knew what needed to be achieved, I needed to be closing a sale. I was aware of the key concepts behind a consultative sales role, but was unsure how I would achieve this. Opening the conversation with a personal question relating to his bracelet he was wearing, immediately set the tone for the remainder of the time together. It really was exciting to have the conversation flow so naturally. One question led to the next and the next after that. It was an enjoyable conversation that allowed me to learn so much about the client personally and his background with the war. I also enjoyed hearing more about his transitions and its struggles moving from military to civilian organizations. During this time of the conversation, I was not concerned about talking about the solutions I could offer, or how I would close the sale, I was simply engaged in what the client had to say. With this appointment I was able to experience first hand why being face to face is vastly more valuable than a virtual meeting. Had I not been meeting with this client face to face, I would have not seen his bracelet, and chances are never had the opportunity to ask him about his background. I also realized that once I was in the midst of this personal conversation that was so very interesting, I was able to demonstrate effective listening. Because of the nature of the conversation, I was easily able to listen effectively. As I ask one question, how he responded would result in my next question. I was able to be very specific in my questions, really trying to understand the personal challenges he had face along with the new challenges as a result of becoming a civilian. As I reflect on the results of listening effectively, I realize how I was able to navigate the conversation to uncover many challenges within the organization. At the end of the client meeting, I looked down at the notes I had taken. I was genuinely impressed by how specific and deep my notes were. I could now make very specific recommendations. This really was an experience I had wanted for very long. The more specific and clearer understandings of what the client’s needs are the clearer and more specific of a recommendation I can make. As I talked through the solutions and then followed it up with the recommendation on next steps, the client was extremely engaged. He was even surprisingly enthusiastic, that I was able to provide solutions to the challenges to which he had been tasked. What came as an even bigger surprise, he agreed to my recommendations on the spot! He wanted to talk though the details of starting the implementation. This was the first client appointment I had experience where I had demonstrated building the relationship, through effective listening resulting in a client agreeing immediately to the recommendation. As a result I know have a deep pervasive relationship with the client who is so fulfilling and rewarding. In addition to this joyous relationship, I also have a large revenue producing account. This is the dream of every sales person. Since experiencing such success in executing the three key concepts, I have change and altered how I facilitate a face to face client appointment. I now see that the face to face appointment is more impactful and valuable to the sales process. Demonstrating the three key concepts at the meeting is vital to the success of my business. When meeting face to face with clients, I focus on building the client relationship by primarily focusing on the person to whom the meeting is focused. If I can build repoire by effective questioning and listening, the recommendation, and making the sale will come much earlier. This experience has also resulted in deeper personal relationships. In addition to applying these principles in a professional environment, I have now begun to practice these concepts in personal relationships. I spend time really focusing on gaining deeper relationships through effective listening. I have now gained the experience on how to grow deep pervasive relationships. An essential element of sales is building client relationships. â€Å"The fastest way to get what you want is first to help others get what they want† (Gaffney 2010). The best behavior change we can make as a sale professional is to simply get over ourselves and start focusing on our client and their needs. â€Å"Commonality of purpose unites you with people; it builds rapport that leads to trust and to the development of a long-term, profitable relationship’ (Graffney 2010). The key first step of the sales process is establishing trust though development of the relationship. The client or potential client is not interested in what we have to say or what we are selling, unless they see how it is in their best interest. When engaging with client the universal truth â€Å"Focus on the client is the key to getting what you want† (Graffney 2010). When meeting with a client, we need to maintain this as a paradigm; building the client relationship and not falsely ‘pretending’ to be interested. The interest generated prior to the sale must be intentional and genuine. A clients sustainable success is based on the principle; â€Å"success in business is about-helping your client, not helping yourself’ (Graffney 2010). The top 10 percent know that they can only be successful if they’re focused on helping people rather than helping themselves making the sale. Consultative selling is about starting a dialogue to uncover a prospect’s problem and then helping them solve the problem in the best way possible. In order to uncover the problem we must have the ability to not only ask questions, but to demonstrate the skill of effective listening. Listening is both a behavior and a skill† (Bonet 2001). Many believe they have the skill of listening. Effective listening is â€Å"receiving information, giving meaning to the information, deciding what you think or feel about that information, responding to what you hear† (Bonet 2001). Most of us are not good listeners. Research indicates â€Å"We listen to 25% of our potential which means, we forget, ignore, distort, or misunderstand 75% of what we hear† (Bonet 2001). When we are able to listen effectively we are able to â€Å"understand problems, and build relationships† (Bonet 2001). If we are not effectively listening to prospects or clients; how is trust established? Without trust there is no client relationship. â€Å"Consultative selling, in a nutshell is the art of effective questioning, listening, and probing the client to effectively ascertain their problems, challenges, goals, and objections; then presenting solution options, which is customized to meet their specific needs and are designed to form long-lasting working partnerships with the client to maximize their investment (Bennett 2006). Consultative selling us focused almost exclusively on the clients rather than the product they are selling. The object is to understand the client’s situation to the degree that the â€Å"sale and implementation of the product or service becomes a seamless integral part of the client’s ongoing business operation† (Bennett 2006). It is apparent when the sales individuals executes successfully on building the client relationship through effective listening, advancement of the sell through competent recommendations is inevitable. The success I experienced from the client face to face meeting has the potential to change almost all of my personal engagements with others. For example; by applying the same concepts to both personal and professional relationships I can deepen and broaden these relationships. The skillset of being intentional on building relationships through effective listening can transform almost any relationship. People enjoy talking about themselves. If we genuinely want to develop and grow any relationship, personal and professional, by taking the attention off of ourselves, and focus on the learning about others, people respond positively. The behavior of effective listening communicates to the individual that they are unique and special. I have learned that people are accustomed to only talking about themself. People are often pleasantly surprised when they learn you are not there to talk about yourself, but rather learn about them! Prior to this experience I would be very nervous and almost sick over high value appointments. I was under the belief that I need to have a strong business case, and with that alone, I would be able to make the sale. This experience demonstrated that focusing on the client through effective listen is the most effect way to gain sustainable results. I will now have the confidence and ability to meet and work with larger more complex clients. By applying the same principles of building the client relationship though effective listening, I can make competent recommendations, that the client will trust. This will allow me to grow my business and the depth I am able to penetrate. Finally since this experience, I am now aware the building relationships requires being intentional. A quote that really emphasis this, is by former GE CEO, Jack Welsh â€Å"Be interested, not interesting†. The experience with this particular client taught me how true this statement is. I have since experienced the same success in the personal setting as I did in the professional. I look forward to additional successes, based on this model.

Report on Field Trip

Report on Field Trip Executive Summary Field trips serve one vital function as far as education is concerned. Field trips link the classroom experience with the outside world in so doing they not only improve learning, but also give both the learner and educator valued practical experience (Jin and Lin, 2012). The tour they took with Greg Nannup of the Indigenous Tours WA was an interesting one judging by the varied lessons that we had to receive. This report is prepared to that effect. It details the events and the lessons learnt from the field trip conducted with the said tours agency. This particular trip visioned at improving their knowledge base grounded in the classroom concerning indigenous tourism. During this event, they encountered several wonderful spectacles like the magnificent shipwreck gallery in Fremantle. This gallery with its combined history and culture offers the tourists come visiting with a lively tourism site. The field trip owed its success to the tour guide, Greg Nannup who engaged the students in legends throughout the trip. A majority of his legends concerned the variety of tourist attractions that the students came across including the architectural buildings, the Freemantle Prison, and the Swan River. A brief detail of this is discussed in this report. In due course, the report provides information on the aboriginals’ connection with Fremantle, which actually is the basis of the indigenous tourism in the place. Introduction Within the Perth region, the Fremantle Heritage Tour is among the oldest indigenous experience. It starts at the Fremantle Maritime Museum next to the waterfront and wander pasts other spectacular sites along the Swan River (Smith, 2011). Tourists in the region enjoy the view of the Nyoongar homelands, which is famous for wildlife spotting, bush-tucker searches, and weapon demonstrations. Other than Fremantle’s well-illustrated history, covering the last two hundred years lays the colourful and rich native history of over forty thousand years (trip advisor, n.d). Fremantle, which is located next to the Perth and the mouth of the Swan River, was home to the indigenous people of Australia for a very long time. The Nyoongar makes up the local aboriginal language group living in this area. The aspects of the life and history of the Aboriginal Nyoongar population enlightens within the Fremantle Aboriginal Heritage Walking Tour (Rivera, 2012). Tourists exploring the indigenous culture plus the history in Fremantle discover that Swan River is an important part of the Aboriginal Dreamtime. Tourists get familiar withthe story of Wagyltogether with the aspects of the aboriginal history within the Fremantle area during the aboriginal Heritage Walking Tour. The field trip’s main goal was exploring the rich history that the Fremantle area holds, and in this regard, discovering the multi faceted nature of Fremantle’s heritage, both before and after the European settlement. This particular report explores a field trip that took place at the Fremantle Aboriginal Heritage Walking Tour. Background As a requirement of the course, students are expected to take part in a field trip to an indigenous tourist destination. In this regard, the indigenous destination that is the subject of this report is the Fremantle, a place well known for its well-preserved architectural heritage. The Fremantle Aboriginal Heritage Walking Tour bequeathed the students with a pleasant and exceptional walking experience, which absorbed them into the culture of one of Australia’s most attractive cities. The students had the chance of exploring Perth’s natural charm and its hidden treasures. In addition, they engaged in its colourful history, starting from its colonial and indigenous beginnings to its current boomtown, filled with corruption and crime. The students gathered outside the shipwrecks gallery in Fremantle, an area bordering the Fishing Boat Harbour. They were led by Greg Nannup of the Indigenous tours WA in the trip that took one and a half hours to complete. Aims of the Report Field trip reports improve the educational value of a trip (Kolin, 2012). The trips deal with the spatial relations among data and the time relationships like the cultural history or geological processes. This report addresses two chief functions. First, it provides the practical experience that persuades students to realize the theoretical and conceptual discussions of their studies. Secondly, it  improves the process of information  gathering, as students are able to step outside their  imagined perceptions to  collect their experiences as the data for the knowledge founded on interpretation. In equal proportions, the report imitates the learning and experience achieved during the field trip. Consequently, through the preparation of the report, students are able to ponder their enhancement proficiency within this field of indigenous tourism. Site Description Fremantle serves as a habitat to a majority of iconic and well-recognized tourist attraction sites. This makes it a notorious destination both for interstate and international visitors. Fremantle was originally home to mass accumulation and whaling stations. It is an attractive little city, famous for its vast multicultural historical sites and restaurants. In equal measures, it includes convict built colonial epoch edifices in addition to one of the most tarnished prisons within the larger British Empire called ‘the World Heritage Listed Fremantle Prison’. While people are busy exploring the place, they are likely to hear surprising noises of Irish prisoners as well as the comical British  Bush rangers escaping. This is the result of the World War II and the dishonourable eviction of the aboriginals to the Rottnest Island. In the past years when passenger ships served as the common means of transport for international travellers, Fremantle remained the western entranc e to Australia. Several migrants arrived via the ship making this place their home. However, the jet travel changed Fremantle’s fame as a destination, following which the port city appeared the centre of global attention during Australia’s defence of American Cup in the year 1987. Currently, Fremantle still holds on to much of its usual charm. Most of Fremantle’s old edifices have been carefully restored and as well, the west end of the port is officially among the outstanding archetypes of a Victorian port streetscape in the universe. Fremantle enjoys a lively atmosphere given that there is always something taking place around the city, ranging from exhibitions, markets and concerts, festivals, to street performances. The Field Trip/ Literature Review The experience during the Fremantle Aboriginal Heritage Walking Tour was one to die-for. With the radiant, educational, and entertaining experience, the trip was a success. It gave the student visitors the story of the Wagyl together with the bit on the aboriginal history within the Fremantle area. An instance is the Fremantle Round House, which was constructed in 1831on Arthur Head. This building is not just Fremantle’s oldest edifice, but was also once a local prison. In the following years, it served as a holding cell to the aboriginal prisoners before they could proceed to the prison on the Rottnest Island. Yangan, an aboriginal resistance hero, is known to be among the first prisoners in Round House. After his rebellion against the white settlers, he was trailed and murdered. His head was cut off from the body, after which it was brought to England. After an exhibition in a Liverpool museum, it was buried in a mass grave. However, after some years, the head was exhumed an d an aboriginal delegation brought it back to Perth. The tale of the disastrous rates of indigenous  imprisonment within Australia in the modern day and the twentieth century was explained to the students and they could not help but question on the relevance of the prison museum to the children of an aboriginal background. Greg explained that the prison presents itself mainly as a site of convict imprisonment and virtually fails to notice the many years that after the convict period. This act stresses the diverse and fundamentally contested importance of such sites (Frew and White, 2011). Greg continued on the Fremantle prison saying that as an iconic architectural entity, the prison stands as an example of Australia’s legal, institutional, and social history, and, therefore, a monumental signifier of national identity. Convicts built the old Fremantle prison between the years 1851 to 1855. The prison contains an underground tunnel. The students were able to learn new information concerning the convicts, maritime legends, and stories of free settlers. One surprising discovery for them was that the prison has numerous paranormal activities in the form of ghosts, who have been living in the prison from the past. Besides, the prison’s history includes sufferings and hardships, which are observed on the brick walls as a lingering imprint. For example, the red, yellow, and black aboriginal flag is a major symbol of resistance and nationalism (Wilson, 2008). It is to be seen in a variety of places on the cell walls, in common places, and even as carved into sandstone walls. Just as the Western Australian Indigenous Tourism Operators Council (2011) state, while on an one-hour walk in Fremantle with an aboriginal guide, tourists are likely to learn concerning the importance of Fremantle to the Nyoongar people in addition to the dreaming tales concerning the area. The main experiences include the aboriginal culture plus history, traditional aboriginal hunting and gathering, aboriginal dreamtime, plus the tours of historic and sacred aboriginal sites. Starting from the Fremantle Town Hall, the tour took a non-traditional route through Freo, at the same time getting to know of the precise, irrelevant, and  subjective information of this place en route for the energetic cappuccino strip as well as the Roundhouse. The one and a half hour walk through the historic streets of the town, beginning at the Maritime Museum, through to the Roundhouse was of great significance. It gave the students a powerful insight into the aboriginal people’s experiences, p lus how the settler invasion had an effect on them. A variety of aspects covering the history and life of the aboriginal Nyoongar populace became apparent within the Fremantle Aboriginal Heritage Walking Tour. As the Aboriginal guide took us through the path of native history and culture in Fremantle, the students realized that the Swan River is very much a part of the Aboriginal Dreamtime and the Aborigines treasure it as the most significant Dreaming trail within the larger part of Wagyl,also known as the winged Rainbow Serpent. In the context of Aboriginal beliefs, the extraordinary creature, the Wagyl lived within the reaches of the Swan River. In addition, it is linked to the development of the riverbed, which took place when it glided through the sand. Thus, the Nyoongar belief system holds the notion that the Swan River was formed in this way and the proof is the Wagyl’s existence. Around the Swan River foreshore, the ENRICH (Encouraging Reconciliation through Indigenous Culture and Heritage) trail discovers sites of importance to the Nyoongar Aborigines (Smith, 2011). They integrate Barrack Square, Kings Park, Heirison Island and Point Fraser, and the Supreme Court Gardens. Others sites such as the Pinjara, the Serpentine River, and the Mandurah as well collect the past and present rituals and traditions of primeval ancient groups living along the coastline. Moreover, the students were able to learn of the fact that major developments remain suitable within the Swan River. With this in mind, CY O’Connor, the engineer-in-chief of Western Australia from 1891 was responsible for a vital public works plan to build up the colony (South West Aboriginal Land and Sea Council, n.d.). Hence, he was able to encourage the government that the greatest undertaking for Fremantle involved constructing a river mouth harbour. Certainly, the project was launched in 1892, with the harbour opening up its doors in 1897. Likewise, the students learnt more concerning the history of the place. According to the Nyoongar aboriginals, visitors frequented Fremantle during summer months during which fish and shellfish were in plenty. Greg recollected the history of fishing a long the Swan River, demonstrating a way of using leaves and sticks to catch fish and crabs along the riverbanks. At the Fremantle harbour, the shallow waters formed a favourable environment for catching fish. Furthermore, Greg explained on the link between Fremantle and the aboriginals. According to Buchholtz (2005), students should make a variety of choices regarding their host culture’s societal networks and these choices should result in a reflective effect on the extent to which they become socially integrated. With regard to this, Greg did elaborate on the vital sites and their histories, and shared dreaming stories from the region. He explained how the European settlement interrupted the local people, the link with the Rottnest Island, and the significance of the Swan River. The lessons learnt here included that the name Fremantle was borrowed from Captain Fremantle. On arrival to the city, the Nyoongar people gave him food, water, and fire. In addition, they sang throughout the night welcoming the white fella (wadjella) arrival. This was a novel refreshing approach to the old city from the eyes of the Nyoongar. In equal measures, the guide provided riveting insights into the traditional uses of plants, ranging from weaving, aid from stings, bandages, among others. There was a magnificent walk through the Perth’s striking Kings Park where they paid close attention to the plants that were initially used as food, medicine, and shelter by the Nyoongar tribe. The informative walk beginning with a cultural traditional reception ritual, the tanderum in which the visitors breathe in the strong aroma of native foliage that burns and smokes. The walk then ends with lemon myrtle tea and a review of some traditional tools and weapons. Indigenous Tourism and Sustainable Development A variety of researchers have discovered indigenous tourism as a method for sustainable development since it attracts visitors, stimulating local economies via a generation of tour revenues (Shikida, Yoda, Kino Morishige, 2009; Choi and Sirakaya, 2005; Zeppel, 2009; Wallace Russel, 2004; WhitfordRuhanen, 2010; Altman Finlayson, 2003). Uniformly, it helps preserve the natural, cultural, and social resources of the communities. Moreover, Blicker, Cottrel, and Black (2012), stress that indigenous tourism should aim at improving the lives of indigenous people, eliminating poverty, and contributing to environmental sustainability on a local and global extent. Tourism is a likely source of employment and economic growth for the indigenous population in Australia (Buultjens Fuller, 2007), and, thus, tourists are always invited to learn about the Aboriginal cultures within the country (Zeppel, 1999). Fremantle relishes indigenous tourism, which is the major source of employment and finance for the people living within the city (PerthNow, 2012). As Schmiechen (2006) explains, the place is of vital significance as it gives the visitors a strong focus on indigenous communities, people, and organizations with an explicit interest and participation in tourism. The exclusive aspects of the indigenous cultural traditions and history of Fremantle are embedded within the cultural and heritage tourism. In addition, the ceremonial aspects of indigenous culture are featured in Freemantle’s special events and native festivals. As Zeppel (2007) explicates, indigenous cultures are more often than not the basic moving factors for tourist’s vis it to exotic destinations, and tribal events. Fremantle, while taking upindigenous tourism for sustainable development, connects its recording facilities and institutions to the sites of native cultural tourism (Dunbar-Hall, 2004). From this viewpoint, it provides sustainable income to the aboriginals involved in media and music. In some cases, these places are as well the places of aboriginal broadcasting facilities and media relations. They observe numerous agendas. To start with, they are the chief site for dissemination of contemporary aboriginal music. Additionally, through indigenous control of broadcasting, they are a direct arena of empowerment, and thus allow aboriginal involvement within publicly available media and representations of aboriginality. In conclusion, they play a significant role in the development, preservation, and encouragement of indigenous cultures and languages. Additionally, the travel guides within Fremantle are all local people, thus they have the exact information as concerning the area. According to Carr (2004), on-site interpretation aids to raise visitor’s awareness that a particular place has certain special importance to the local people, thus giving the visitors awareness of the cultural dimensions of that particular area. Greg Nannup, being highly knowledgeable and professional, proved to be highly engaging with the students and answered all their questions. In fact, he made the tour environment more authentic. The very fact that he is an aboriginal from the South Western side of Australia makes him authentic. As Mcintyre and Gosford (2011) attest, tourism in the twenty-first century is concerning people connecting with the globe, culture, and the bona fide experiences as opposed to the mere taking of photographs. Moreover, tourists are on the look out for nature-based experiences, thus they hunt for indigenous explanation of the surrounding milieu and landscape (Kandari Chandra, 2004). Greg, as a travel guide puts this experience into the visitors. In addition, he is able to relate Fremantle’s indigenous tourism to sustainable development. Greg highlighted that his expressive voice in addition to the value of the stories he told had been passed down from generations, thus making them cultural in nature. Thus, he remains in a position to offer insight into the reasons why Fremantle and its environs are such a vital place for the indigenous population. Greg clarified on the special link between Fremantle and its aboriginals. The land surrounding Fremantle has always been an important place for the aboriginals. Discussion The field trip was important in learning about the historic port city of Fremantle. The students did not just wander the adventurous streets and laneways, but also learnt about Fremantle’s rich and diverse history and culture, which is embedded within its colourful inhabitants, well-preserved architecture, and great food. They got the rare chance of exploring the rationale behind it being a famous destination for both the local communities and international visitors. One of the reasons is Fremantle’s unique character captured by its heritage architecture, music, culture, and its restaurants. Conclusions and Recommendations Field trips are a vital part of the school curriculum as they proffer students with the necessary experience that cannot be imitated within the school setting. Nevertheless, they are a critical part of the general knowledge. Students affirmed that the trip to Fremantle was a tremendously optimistic experience for them. When asked which aspects of the field trip improved their interest and understanding of the course, they rated learning about the historical and cultural aspects of the Fremantle aboriginals as the most important.