Drowning in a Glass Half Empty Essay -- Personal Narrative Hiking Essa

Drowning in a Glass Half Empty Wearily walking into the lobby of my residence hall, a group of my classmates gathered to get in on a pilgrimage through Poly Canyon. We meandered over to our rendezvous with our professor on a gravel street sided by a grove of eucalyptus trees rising up like a rib cage. I doubted that this was going to be anything like what Henry David Thoreau intended in his essay Walking, when he expound walking as being absolutely free from all worldly engagements. If one frees oneself from worldly engagements, one may journey into mindfulness, a state of core awareness of being. We had a guide, we were a class, and we brought with us society. I motorcarried a backpack with pen and paper, a sweatshirt, and cynicism heavier than the fog we drudged through. Campus housing structures disappeared behind us, and we were on a road winding around hills. I observed sprinklers watering dead grass, telephone wires cutting through trees, and a dumpster full of waste, worsened by a car passing through our ensemble. We had a ways to go before we could get away from civilization. My pessimism deepened as I listened to my classmates chatter in awe about deer on the hillside and heard our professor mention a toxic waste controversy. One deer stood majestically atop the hill, its dark, shadowy outline nearly candid in the dense fog, while two others eyed us with less interest than we eyed them. I had seen more deer on a everyday golf course the day before. One of my classmates began her narrative aloud, adding to the worldly engagements I wished to remove myself from. Moving on, I passed under a stone arch onto a trail where I sat and wrote down my thoughts drawing ... ...each, looking at out to sea. Birds chirped, cows mooed, cameras clicked, and an oddly calming and reassuring white noise of car work were all audible. I was alone. In the end, my cynicism is fog. I couldnt fool enjoyed the walk as much as I did without overcoming my negativity moreover, I couldnt have appreciated the beauty of the fog without walking above it, to look upon it in its entirety. I sauntered, walking towards a holy land. I gained mindfulness through looking at the bowl of milk that was Poly Canyon submerged in fog, focusing on every breath and each step upon ancient rock, feeling the dew from clustering grass cool the pokes of yucca bush, and traveling to a new place in body and spirit. I undertook a pilgrimage despite fighting it the best I could. Walking gradually beat my cynicism, as the morning sun slowly withered away the fog.

Interviewing the Local Police Essay -- essays research papers

Interviewing the Local PoliceMy independent project was done on a whimsical basis. Its grace of God eve and my family and I are all gathered around watching football.The Redskins and Cowboys are all tied up, and my uncle is on the verge ofhaving a nervous breakdown. A diehard Cowboys fan, who cant notwithstanding remember whenwas the last time he didnt bet on a game. Mom and dad are still eating, whilemy aunt recites a thanksgiving song for all the uninvited guests. The door bellrings, and what do you know its the local Police. Officers Bob Jacob andWilliam Gould stop by on their neighbor-hood patrol. My aunt invities them infor close to coffee, and they end up eating the rest of our thanksgiving dinner.For some strange reason I think of Sociology.( Do you think theyll arrest me ifI ask...

Human Nature in Minority Report :: Film, Movie

In the movie Minority report by St so far Spielberg, shows that the Pre-cogs who can predict murder are the main component of Pre-crime department and John Anderton, who is the captain of squad to stop the murder before it happens. However, he was predicted to commit a murder in the future, so he decided to find the truth of pre-cogs spate to prove that he is innocent. At the beginning, he believed that Danny Witwer who was the observer from Justice set him up in this incident. Finally, he found out he was set up by Lamar Burgess who was Johns boss and he also proved that the predictions of pre-cogs were not correct at all. The Pre-crime department had been shut down at the end. Therefore from this movie, we could then know that self-preservation is the natural behavior of compassionate being. This argument has suggested that the act of murder might be some sort of prevention for revelation secrets, protect ones benefits and defend oneself from harm.First of all, human beings are always protecting themselves, so some of them may choose to kill others to conceal the fact. If the truth which will harm their reputation or status expose to others that should not be known, a kind person may turn into evil. This is because they wishing to hide their secrets as this is one of the nature behaviors that every human would have. At the beginning, they may choose to lie to cover the truth putting to death would definitely be the last choice for them to protect themselves. Most of the time, this secret is in relation to evil. From this movie, Danny discovered the secret in the case of Anne which is related to Lamar. Hoping to hide the secret forever, Lamar killed Danny. Hence, killing others to hide the truth is one of the ways of self-protection for some human being.Hoping to protect ones benefit, homicide could be the choice to some of the human. The nature of human is always selfish we are born to live for ourselves. Because of this nature, if someone is trying to harm us, hurt the one we love, we will do anything to protect them from harm even animals. In the movie, Lamar killed Anne as she wanted to take her daughter Agatha who was one of the pre-cogs back. Yet, Agatha is the most important pre-cog among three of them, so Lamar murdered Anne to protect his Pre-crime.

Marx and the Communist Movement Essay -- Marxism Karl Marx Communism E

Marx and the Communist Movement The Communist manifesto, written by Karl Marx and Fredrich Engels, has become one of the worlds most influential and strong pieces of political propaganda ever written. It contains the viewpoints and ideology of the world-view that Marx and Engels had come to know from their political involvement from the previous years. Published in 1848, in a time of European revolution, the Manifesto is an incisive summary of the Marxist vision and outlines the foundation of the Marxist movement. According to Marx, four stages of gentleman development exist. In the beginning of social development on that point is slavery where political and social freedoms are non-existent. The second stage of development, known as feudalism, is a system in which freedom becomes slightly more obtainable, soon enough a lord or vassal who oversees all rules. The third, and most controversial of stages, is known as capitalism. Here, private or corporate ownership of capital goo ds is decided by private decisions rather than the state. Price, production and the distribution of goods are determined mainly by competing in a free market. Lastly, the forth stage of human development, is referred to as Communism. This is a final stage of society in Marxist theory in which the state and private ownership is demolished, and economic goods are owned and distributed equally. In the stages of society previous to communism, society is based on antagonisms of the oppressed and the oppressing, from freeman and slaves, functional class and government, to proletariat and bourgeois. Each stage of the social gear up goes through a passage from one stage to the other. The movement from one platform to another is best described as going through a co... ...ols, allowing for the advancement of the younger generations. All of these concepts would benefit the working class holistically. The utopian society formed would end wars and conflict among populate. It would bring an end to the exploitation of people allowing all people the opportunity to succeed in life. National boundaries and all class antagonisms would obliterate. Therefore, the Communist society, in the eyes of Karl Marx, would allow the masses a receive to come together and unite for all people to work for the common good. Marxs final words in the conclusion of the Manifesto, Let the ruling classes tremble at a Communistic revolution. The proletarians have nothing to lose but their chains. They have a world to win. Working men of all countries, unite gives hope to the working class to further disassemble the oppression from the prior capitalist society.

Professional Sports - It’s Time to End the Corruption of Baseball Essay

Its Time to End the Corruption of Baseball Baseball used to be a simple game, associated with the smell of hot dogs, the winsome dew of the night air as fans rose for the seventh inning stretch, and the beautiful spectacle of the field with its freshly cut grass and newly chalked base lines. Now it seems kindred each game is won by at least five runs, the stadiums are fractional empty, and the pride of a baseball radio announcer, once an honorable career, has dwindled along with the game. Additionally, since 1976 players salaries have increased 168% a year, numbers too high to be blamed on inflation (Breton 4). These current conditions reflect the growing corruption of baseball. Why is there corruption in baseball? Its simple players are asking for more money, which only big market teams can afford. If a player comes up through the league in a small market team and becomes a success, he demands more money, which the team cant afford, so he moves to a big market team that will sa tisfy his demands. For example, look at Cincinnati Reds former players Bret Boone, Dimitri Young, Pokey Reese, Denny Neagle, Mike Cameron, and Jeff Shaw, all players of all-star bore now playing for teams paying a bigger salary. This causes the problem of uncompetitive small market teams, who make up 44% of baseball (Player 1). With nearly half of the league being uncompetitive, it doesnt make for a really surprising season. This lack of competition snowballs into corrupting other parts of the game. There is a unassailable decrease in attendance the Cincinnati Reds total attendance for 2001 was about two million, a twenty four percent decrease from the 2000 season (Cincinnati 1). To make up for lagging attendance there is an increase in ticket pri... ...Lewis, Corey. Salary Cap, Anyone? Yankee Wealth Killing Baseball. 18 Feb. 2002. http//www.thedailyworld.com. Mann, Dinn. Behind the Seams with Bud Selig. 27 evidence 2002. http//www.mlb.com. Plimpton, George. Out of My League. New York Lyons and Burford, Publishers, 1961. Smizik, Bob. Baseball Cant Bear Costs for Salary Cap. 18 Feb. 2002. http//www.post-gazette.com. Unknown. 2001 Standings Regular. 18 Feb. 2002. http//www.espn.go.com. Unknown. Cincinnati Reds Attendance. 27 March 2002. http//www.cbs.sportsline.com. Unknown. Fehr Forget about It. 18 Feb. 2002. http//www.sportsillustrated.cnn.com. Unknown. Player Salaries Opening Day 2001. 18 Feb. 2002. . Unknown. World Series Winners. 27 March 2002. http//www.historicbaseball.com.

Professional Sports - It’s Time to End the Corruption of Baseball Essay

Its Time to End the Corruption of Baseball Baseball used to be a simple game, associated with the smell of hot dogs, the sweet dew of the darkness air as fans rose for the seventh inning stretch, and the beautiful spectacle of the field with its freshly cut grass and newly chalked base lines. Now it seems like severally game is won by at least five runs, the stadiums are half empty, and the pride of a baseball radio announcer, once an honorable career, has dwindled on with the game. Additionally, since 1976 actors salaries have increased 168% a year, numbers too high to be blamed on inflation (Breton 4). These current conditions reflect the growing corruption of baseball. why is there corruption in baseball? Its simple players are asking for more money, which only big market teams can afford. If a player comes up through the confederacy in a small market team and becomes a success, he demands more money, which the team cant afford, so he moves to a big market team that will sati sfy his demands. For example, look at Cincinnati Reds former players Bret Boone, Dimitri Young, Pokey Reese, Denny Neagle, Mike Cameron, and Jeff Shaw, all players of all-star caliber presently playing for teams paying a bigger salary. This causes the problem of uncompetitive small market teams, who make up 44% of baseball ( instrumentalist 1). With nearly half of the league being uncompetitive, it doesnt make for a really surprising season. This lack of competition snowballs into corrupting other parts of the game. There is a steady diminish in attendance the Cincinnati Reds total attendance for 2001 was about two million, a twenty four percent decrease from the 2000 season (Cincinnati 1). To make up for dawdle attendance there is an increase in ticket pri... ...Lewis, Corey. Salary Cap, Anyone? Yankee Wealth Killing Baseball. 18 Feb. 2002. http//www.thedailyworld.com. Mann, Dinn. Behind the Seams with Bud Selig. 27 March 2002. http//www.mlb.com. Plimpton, George. go forth o f My League. New York Lyons and Burford, Publishers, 1961. Smizik, Bob. Baseball Cant Bear Costs for Salary Cap. 18 Feb. 2002. http//www.post-gazette.com. Unknown. 2001 Standings Regular. 18 Feb. 2002. http//www.espn.go.com. Unknown. Cincinnati Reds Attendance. 27 March 2002. http//www.cbs.sportsline.com. Unknown. Fehr Forget about It. 18 Feb. 2002. http//www.sportsillustrated.cnn.com. Unknown. Player Salaries Opening Day 2001. 18 Feb. 2002. . Unknown. World Series Winners. 27 March 2002. http//www.historicbaseball.com.

Partner dance Essay

key 1 Good morning XIS family, the galaxy of intellectuals, your excellency, inviting our principal, director, teachers and all our friends. Firstly I coveting all the teachers present here a very happy teachers daytime, dear audience you will yourself discover as the colours of this day unfold. Well my first and foremost duty on behalf of all the students of st. xavier, we welcome you all to todays teachers day program. Anchor 2 We fell honoured to need with us our director sir Mr. Amrendra Kr.Singh, sir you hardly need any introduction, you have made all of us proud by your distinguished work in numerous capacities and then our principal Mr. tiwary sir, the man of distinct vision and a fountainhead of illuminating ideas, and lastly an idol of knowledge, an experience, an warmth to all of us that is our teachers. May we have a clap for them (AFTER TILAK CEREMONY GETS OVER) Anchor 1 Without taking much of your time, permit us to start the programme. 2 Firstly, parul of std. 11 i s going to present an informative speech on the occasion of teachers day. (after the speech)2 thank you parul Anchor 1 in a flash intimidate your breath for a duate tenor by shaurya and swarna of std. 11. Anchor 2 Wow That was indeed lovely one. A blend of cosmic tune and divine medical specialty. Anchor 1 Now the head boy of our school abhilash will continue the speech. Anchor2 thankyou abhilash,.. Anchor 1 so get ready for a lovely song which will be performed by attaullah, (song- abhi abhi) ANCHOR 2 really awesomm IN THE BEGINNING OF DANCE/SONG- Anchor 2 Yes I do, the heart beats have gone up and everyone is eager to sink into the depth of music, dance, lights and joy.Well here you are, now we will have rainbow of cultural programmes dedicated to our honourable teachers, Anchor 1 Now there will be a western group dance by the girls of std. 11, (AFTER THE DANCE) 2 Incredible The young girls really held everyone captive. Over to you shivendra,.. 1 thankyou So, again you are go ing to listen the dessertest voice of our xavier student, 2 I still feel like lost in those melody dipped music notes. 1 Well, come back now, lets have a change. 2 Ok, what is next? 1 Wait wait. dont step over the clock Now gourav is going to unleash a breathtaking stage performance.2 Dont you think kids are more creative than the grown ups? 1 How do you mean? 2 Surprise, suspense, action, emotion. 1 Come on what is this puzzle? 2 Let me clear out.. so everyone present here, get ready for a sweet dance performance by the angels of our school, (after the dance) 1 Please have a big round of clap for them 2 lastly, a solo dance by diksha,.. 2 So our programme has come to an end and now I would like to call upon our principal/director sir, the sculptor of human character, a seasonal worker scholar and navigator of this flagship of knowledge to say some few lines. 1 Thank you sir

American Home Products Corporation Essay

Ameri fecal matter Home Product Corpo dimensionn (AHP), a broad(prenominal)ly ontogenesis Ameri disregard company, has four railway line nisuss prescription drugs, packaged drugs, food products, house wares and household products. Its policies include-A tight financial control and maintained an aggressive big(p) structure policy. Make money for its stockholders and to maximize profits by minimizing cost. It has been able to finance internally its proceeds while paying a genuinely high gear portion of its earning to its shareholders (60%).Currently, AHP seems to have no business risk but may face a certain risk in the immense run. Based on the symmetrys shown on the attached sheet, AHP should not worry about business risk since its working capital is very healthy ($1472.8 million) and cash excess $233 million. The high ROA, high profit margin, low current-to-asset ratio and 49.71 collection days show that AHP can generate cash quickly, thus it can maintain current high gro wth rate. However, its decreasing annual sales growth from 14.1% in 1978 to 8.8% in 1981 (exhibit 1) shows that it faces future risk of losing food market shares in all its business lines if it does not forewarn competition and continues to focus on increasing stockholders value.AHPs current financial performance is very good since it has high ROE (30.3), high quick ratio (42.68), low debt-to-equity ratio (0.09) and low debt-to-asset ratio (0.01). However, an analysis of different debt ratios shows that if AHP increases debt ratio, it forget face a financial risk of increased debt-to-equity and debt-to-asset ratios. In other words, it will face solvency problems in long terms. AHP also face liquidity problems since the quick ratios decrease when the debt ratios increase.2 The proposed mechanism follows a dual mechanism of leveraging-(a) development the Debt Equity Ratio.(b) Buy back the shares. This also results in the following-(i) Improves EPS as the amount gets shared by less er number of shares.(ii)Improves Price / earnings ratio(iii) The excess capital gets utilized.(iv)Sends a +ve signal to the market and share prices likely to increase.(v) Improves Return on Equity ratio.The calculations enclosed indicate that the best option in accordance with the company stated policy would be to have Debt-Equity Ratio of 70%. Shareholders value increases when debt ratios increase. EPS increases from $3.18 to $3.49. The dividend payout ratio also increases from 0.597 to 0.602. Similarly, the dividend yield from 0.063 to 0.070. It means that the company can increase shareholders value by increasing debt ratios.However the following needs to be considered-(i) The valued net worth of the firm which decreases may not comport the correct picture to the investor and thus negating the positive signals of buy back of shares. (ii) The firm has no strategy related to R&D in new products and focuses on me-too products thus constituting a large business risk. (iii) The firm w ould reduce the cash to debt ratio substantially exposing itself to financial risk. The closest competitor has Debt Equity Ratio of 30% which if taken as a benchmark gives a conservative method of deciding the proposed leveraging, however this does not maximize the shareholder value, but is in line with the strong conservatism philosophy of the firm. It also gives a better Return on Assets ratio and has a safer Debt to Cash ratio.Even though AHP has a very good current financial performance, it should change the financial policy to increase debt ratio at a certain level. To meet the goal of increasing shareholders value, AHP should not use its excess cash flow to repurchase its stocks because this is only a temporary rootage and may generate serious financial problems in the long run. Instead, AHP should use this excess cash to invest in profitable projects to improve its current products and launch new products that meet current market demands. By doing so, AHP can minimize the b usiness risk, prepare itself for competition and increase sales growth.On the other hands, AHP should increase debt ratio to a certain level that is suitable for itsbusiness to increase shareholders value. Also it should continue to exercise tight monetary policies as earlier to pay off the debt in a disciplined manner This solution does not bring financial risk to AHP but enable it to minimize business risk. If AHP remains only concerned about how to increase shareholders value and ignores market threats, it might lose its business to its competitors.

Sales Planning for Ginvera Vietnam

Contents I. Introduction3 II. The Body5 1. The mart placeing talk premix5 1. 1. Personal sell6 1. 2. sale Promotion6 1. 3. The kin amidst communication mixs elements8 2. thought of purchasing way9 2. 1. Stimulus10 2. 2. Process15 2. 3. serve17 3. Environmental and managerial forces affect manyone-to-person marketplaceing for Ginvera proceedss in Vietnam19 3. 1. External Environmental factors19 3. 2. informal Managerial factors23 4. Main grammatical shells of throw(prenominal) exchange suited for Ginvera Vietnam26 4. . In Business to Customer market26 4. 2. In Business to yieldion line market27 5. Principle of personal exchange applicable for Ginvera Vietnam29 5. 1. gross tax revenue sea captainism29 5. 2. duologue acquirements29 5. 3. Relationship marketing30 6. The stages in the personal interchange for Ginvera Vietnam32 6. 1. Prospecting33 6. 2. Planning33 6. 3. Approach34 6. 4. Presentation34 6. 5. Handling Objection35 6. 6. Closing the gross r wi thalue35 6. 7. Follow up35 III. Conclusion36 Appendix37 card of word-paintings37 Table of figure37 References38I. Introduction From the first day of establishing from 1985 by talented founder L. D. Waxson, Ginvera has climb step by step to the peak of cup of tea c atomic number 18 industry in the S emergeh East Asia as the around prominent leader. The compe genuinely protrudes as home of to a greater extent than 500 dedicated employees and thousands differents who locomote in harvest-tideion. The wide ranges of close to 90 Ginveras products diversify from hide make do to bath products, from shampoo to diapers, which are developed sensibly for twain men and women, adults and kids.Further to a greater extent, by taking advantages of modern technology, coupled with strong and strategic foresight along with de destinationination of the talented founders, all products are created, developed and improved in the to a greater extent(prenominal) trenchant, much safer and to a greater extent affordable away. With clear mission, vision and objective as rise as appropriate line of craft strategies which help the company relieve a constant profitably and grow in stable way, Ginvera has built a signifi outho expendituret reputation around Asia, curiously South East Asian countries such(prenominal) as Malaysia, Singapore, Thailand, Indonesia and even China.However, in Ginvera point of view, Vietnam does still calculates as a imperfection bran-new and say-so difference market which so-and-so help the company non only reinforce its reputation importively precisely a cope(p)ly a considerable revenue every year. unity the a nonher(prenominal) dedicate, in Vietnamese clients perspective, Ginvera still appears as unfamiliar name although their products are sold in most of the supermarket e special(a)ly in mega cities resembling capital of Vietnam and Ho chi Minh city. As a result, on the way of market developing, Ginvera has planned to do som e(prenominal) researches on Vietnamese market as tumefy as customers behavior in fix to pay a comprehensive overview much or less this potential market.Based on this purpose, this report testament provide Ginvera an overall better(p) practice of Sale Planning and Operation exclusively for Vietnam market which mostly distinguish about personal selling, including the prescripts, types of personal selling, both surroundingsal and managerial forces poignant personal selling, the stages of this extremity as rise up as how the consciousness of buyers behavior can be applied and use effectively in this deal. Moreover, before mention all kinds of these issues, the report allow bring an overview about communication mix and its roles in relationship with Ginvera Vietnam with wo nictation examples Advertising and personal selling. II. The Body 1. The marketing communication mix Marketing mix as k straightawayn as 4Ps involves 4 chief(prenominal) elements product, outlay, pl ace and progression in which the advancement is considered as the port of any marketing campaign. The promotion does not only solve how the images of product are built merely in addition decides partly how the product was sold to the hand of the customers. In consecrate to build an effective and tenablenessable promotion, Companies frequently seeks for help from communication mix which includes personal selling, advertising, public relations, sale promotion and school marketing.In fiat to earn a distinguish look between two main groups, this report allow for discuss about two first varied types personal selling and gross revenue promotion, representative for personal and non personal selling. Figure 1. The Communication blend in 2. 1. Personal selling Personal selling is defined as direct oral communication designed to explain how an individuals or firms goods, services, or ideas fit the impoverishments of one or more prospective customers. This type of selling is very much used in amply valuable products purchasing such as a house or car.Naturally, when a passel decide to buy a product or service valuable, curiously analyze with their in bob up, they impart consider very portion outfully with mellow spot of involvement. On the other hand, this type of selling is in any case habitual in personal product or services which beauty grapples appear as instant example. Personal selling is considered as the most intensive tho expensive mode in the communication mix. mend other non personal selling methods charge on the general public, personal selling as its name, focus on individuals as good as personal aspect.Every person has different personality, different characteristics with different objectives and different requirements. In some industries like beauty get by, is it necessary for the customers to lay down personal ponders, in this case, personal selling plays the leader role as the most suitable and effective way for bot h company and customers perspective as in the win win formula. By this way, the gross revenueperson can understand exactly what the customers admits and wants, hence, provide some appropriate advices which can satisfy the customer.In personal selling, selling is not the most entailmentant way as its impression the more big thing is building long term relationship with the customers. Obviously, even if the customer cannot find her necessary products at this cadence, however, it does not mean that she forget not come abide if she still feel satisfy with the services. Moreover, gross revenue citizenry appear as the face, indicate the spirit of the company, play an all- fundamental(prenominal) role in building image of the company in the customers heart. However, personal selling does not appear as a perfect selling method, where put the customer in the affectionateness of sales bargains.Firstly, the exist for this method is significantly higher(prenominal) than these oth er non personal selling methods. Secondly, not all products or all market are considered suitable with this method. 2. 2. Sale Promotion Unlike personal selling, sale promotion is defined as any initiative underinterpreted by an organization to promote an increase in sales, enjoyment or trial of a product or service. In more details, sales promotion activities are temporary changes in the marketing mix, used to earn tactical objectives. Moreover, this type of selling is also designed to attract not only end consumer as usual but also the sale team up and intermediaries.Examples include contests, coupons, freebies, loss leaders, point of purchase displays, premiums, discounted price, prizes, product samples, and rebates. Among these types, discount, coupon and product samples are the most familiar types in Vietnams beauty care market, both online and offline. Firstly, Sale promotions often used when the company releases a new line of products as a way to introduce them to the c ustomer and encourage them to try on and feedback to Company. Secondly, companies often use sale promotion as push and pull schema by contact directly on the customers psychology.Most of Vietnamese housewives or new(a) girls love discount, coupon and so forth. In some cases, they buy lots of unnecessary thing only because of the gift or sales percentages. Understanding this behavior, companies often release a lot of sale promotion campaign as a way to stimulus the buying antecedent and increase sale tawdriness significantly. Image 1. Coupon, discount, free gift set, etc is some example of Sale Promotion On the other hand, as other non personal selling types, sales promotion playing the full of life role on creating and maintaining awareness about the products for the customers.As a new comer in Vietnam market, Ginvera can apply this method to attract customers caution and create a friendly image in their mind. However, due to fact that the sale promotion is often used to pa ss on tactical objective, hence, unless Ginvera plans to use cost leadership or cost focus, the sale promotion should not be used too frequently. 2. 3. The relationship between communication mixs elements Generally, art object personal selling appears as an intensive and expensive method, it is still consider as the most effective way to building intrust, changing attitudes and the most important, deepen them to sales and revenue.Furthermore, unlike other non personal method such as advertising and Public relation mainly focus on creating awareness but does not affect significantly on customers action, the sale promotion bring forth one common with personal selling on hitting the mark of customers behavior, convert them into sale but in more public instead of personal aspect. In fact, each elements from communication mix has its own cleverness and weakness, hence, they can support for each other effectively. Normally, the companies often used a combine of these element in par allel way in order to achieve the most effective results.For example, the customer can know about Ginveras skin care products line by dint of Direct marketing (e. g. through flyers) or Advertising, at this time, sale persons in showroom or through consulting online formation appear to provide them more detail about the products. In this process, the sale promotion as first discount can support effectively as a stimulus factor. Level of effectiveness Advertising, PR, exhibition, etc Personal selling O sensory faculty InterestDesireAction Decision qualification process Figure 2 . The supporting of communication elements to each other in nfluence on decision making process (Sources rails book, varlet 469) 2. Understanding of buying behavior Selling is an art, and sales bulk are artists. Mainly focusing on each individual customer, understanding buying behavior appears as the golden key for any sales representative to achieve the customers heart both in short term and long term as tumesce as close the sale. In Vietnam, personal selling is still considered as a new comer with most of the customers. However, in near future, it will be more ordinary and familiar with the customers due to the improvement of the standard of livings.Twenty years ago, the only thing Vietnamese people care about is how to fulfill their starving stomach, now everything has changed confirmatively. As a result, salespeople are required to understand how the customers think and behavior. One of the models which reflect this process briefly is SPR. Figure 3. SPR model 3. 4. Stimulus 3. 5. 1. Marketing Mix Marketing mix is one of the most popular tools which are used for analyzing about products, price, place and promotion in order to build up an effective marketing campaign. Basically, all these elements influence in customers behavior and buying process in a comprehensive way Figure 4. elements of marketing mix * carrefour Ginveras products diversities from skin care for both men and women, products for kids to households products. Living in a tropical country, most of Vietnamese women own an oily or combination oily skin with blemishes. Fortunately, the main rocket of skincare line from Ginvera is exacted from green tea, which is very suitable for functional with Vietnamese skins problems. Therefore, the company can hope for the welcome from potential Vietnamese customers. Moreover, the sales rep can also base on this competitive advantage to attract customers and bend them to buy Ginveras products.On the other hand, other product in skin care like such as bio essence or white radian are also received a lot of positive comments from consumers which can help the salesperson effectively in attracting customers and selling. Image 2. Some products of Ginvera * Place In Hanoi, the only popular product which can be seen in supermarket and decorative stores is Bath products. Beside other popular brands come from Unilever, Ginveras products are arranged with other foreign brand such as The Body Shop (UK), Shiseido (Japan), Queen Helen (US), etc.Obviously, on the reputations aspect, Ginvera cannot compare with such brands, however, in the customers mind it partly determines the origin as well as the quality of Ginveras products. When Ginvera comes to Vietnam, beside the regular selling in supermarket chain such as Citimex, Intermex, Co op mart, etc, the company should consider about establishing its own showrooms in rangeping malls and plaza not only as way to determine the quality and enhance the reputation of this brand in Vietnam but also provide the effective consult through salesperson team for the customers.Image 3. Ginvera bath products are arranged with other products in Star Supermarket 36, Cat Linh Street, Hanoi (Photo taken in March 27, 2011) * Price harmonise www. ginvera. com, Ginveras product price is pretty high than other popular brand in Vietnam, in both skin care and body bath line. In fact, the price of skin care li ne is almost equivalent with other famous brands from UK and Korea which is very popular in Vietnam these recent years. Product Origin Capacity Price GINVERA Green tea Jade Dark Eye Circles Roll Away Malaysia 15ml S$18. 320,000VND consortiums Age miracle Eye cream Thailand 20ml 200,000VND Skin food Salmon Brightening Eye cream Korea 30g 350,000VND (portable way) The Body shop Vitamin E eye cream UK 15ml 299,000VND (showroom) Moreover, in Vietnamese perception, UK or Korean appears more trustworthy rather than one coming from Malaysia. Therefore, the salesperson should point out some convincible features of the product to persuade the customer that the notes they given worth with the effectiveness that the product will bring them. * Promotion At this time, the products from Ginvera inVietnam are imported directly from Malaysia through import countries with limited kind of product and quantity. Because this reason, the products are not got the promotion in an appropriate way, exc ept the discount from the supermarket chains where it is sold. As a result, even the Ginveras bath products are presented in most of big supermarkets, it does still appear hardly for customer to notice and give them a try. Moreover, promotion also plays an important role in stimulus customers open their pocket, even in case they do really need the products or not.Image 4. In Malaysia and Singapore, Ginvera ask some famous artist to be their spokesperson in promotion campaign 3. 5. 2. The social influences The social factors which waste the most great world-beaterful influence on customers buyer behavior as well as buying process include culture, social class and reference groups (family, friends, etc). * Culture One culture factor that effect on the Vietnamese customers choices is preferring foreign product mind. Accept Chinese products, every product which have foreign label are welcomed in Vietnam.Coming from Malaysia, Ginvera can expect for the similar welcome from potential Vietnamese customer. On the other hand, Ginveras products are produce locally in Malaysia, where some famous cosmetics companies such as Maybelline (US) accomplished their factory. The salesperson can focus on this point to persuade the customer buy the products. Another factor coming from the preconception about the price of the products the higher essential be the better which can appear as an advantage for Ginvera. Beside, the different buying culture between the geographic areas should be care about by salesperson in order to win customer heart.While Northern people have to consider carefully before buying anything, the Southern people tend to open the pocket easily when they feel that they like the product. Therefore, understanding these behaviors will help salesperson deal with customer more effectively. However, there is a very forbid preconception about personal selling exist in Vietnamese mind. Some years ago, when the personal selling started in Vietnam, a lot of decep tions happened in which swindles play salesperson and took a lot of money from unluckily customers.This fact lead to antipathy eye look stares in any salesperson that rings the door bell. Therefore a direct marketing type like this should not be deployed in Vietnam. More details will be discussed later in this report. * Reference groups In fact, reference groups can be family, friends, etc. Obviously, the look backward of products coming from other users, especially acquaintances, will appear more trustworthy rather than the introduction from salespeople. In recent year, Google has made nurture become more accessible.As a result, women do not need to bear the salesperson provide info about the products. Just by a click, they can find out a lot of comment about the products through beauty blog, products review pages from magazine and the most popular now is forums. The beauty forums where women gathered to exchange information about products, beauty methodology always receives a lot of care with considerable high views. Naturally, women do easily fall in love with some products just because of positive feedbacks from other women.In this case, the relationships of customers as well as peer groups pressure should be taken advantages by salesperson. One of the effective ways is referencing insurance which means later selling the product to customers, the salesperson of Ginvera should ask them for feedbacks but also recommending for other friends. * Social class Actually, about twenty years ago, investing money on the beauty care appears as something very high life and dreamy that only high class women can think about. Now, everything has changed due to the improvement of living standard.Understanding the potential demand, cosmetic companies given out various line of products from popular line to luxury one, which can satisfy any women who care about beauty. In Ginvera situation, the target department can be middle and high income women who live in mega cit ies and cities like Hanoi, Ho Chi Minh City. 3. 5. Process The next element of SPR model mentioned about the process. While the first S mostly focus on external factors influence on buying behavior of customers, the P elements mostly focus on the cozy ones where the personality of the customers as well as psychological influences play important role. . 6. 3. Personal Influences There are many personal factors can influence on the buying behavior of the customers, includes ages, income, gender, living style and so forth. These factors divide customers to different segment with different target products. In this situation, the salesperson needs to understand deep and comprehensively about these differentiations, hence, they can satisfy every customer by their appropriate consults and also close the sale. The different between ages lead to different thought and mind and different care.Jumping out from sour purity, a lot of Vietnamese girls from 18 24 years olds meet with oily and b lemishes skin problems. Unfortunately, the pollution environment in Vietnam pushes everything in significant worse situation. Giveras green tea skin care line can working(a) well with these problems. One positive thing that, these girls are young and free to trying new thing, even they coming from Malaysia rather than other famous brand of Korea or Europe. One the other hand, women who walks over 30 years old keep their attention to wrinkle and anti aging problems where the bio essence can uphold their power.However, these women often consider very carefully before open their pocket for products coming from Malaysia due to the preconception. Income is another(prenominal) factor that the salespeople should care about. High income does not means that they are always realise to burn their money immediately after listening palatable consult from salespeople. According to the price of Ginvera products, the target segment should be middle and high income customers. However, it does no t mean that the salesperson only care about one high income lady who comes to the showroom after an low income young student who comes first.Obviously, the student can earn high income in the future and become a potential customer. More dangerous, after being ignoring, the young student can leaving negative comment about the sales team of Ginvera with other people she know and burn the reputation of the company. 3. 6. 4. Psychological Influences Why people buy? They buy for both practical and emotional reasons. Everything is presented by the golden word motivation. People buy something they need result from a lack of something desirable. For example, a girl with alter skin needs moisturizer cream in the winter.In other situation, some other girl wants are need learned by other person hence, they use a lot of products so that they can give them an appropriate review on. In this aspect, the influences from reference groups also uphold their power as this report discussed above. For example, a girl who need to find a whitening cream, she find out a lot of recommendations from Internet through beauty blogs, beauty forums, etc. Obviously, these recommends appear more trustworthy than consult from salesperson, in spite of the fact that everybody has different skin.Therefore, salesperson needs to get a good hold of information through Internet in order to handle in every situation and satisfy the customer. The next factor is Economic needs which means the stovepipe take account for the money. When people consider buying something, they will wonder if the money they pay worth the product they purchase, especially in the inflation storm in this time. However, in some cases, some girls and women cannot control how much they spends on beauty care stuff such as clothes, shoes, skin care stuff and so on. As a result, they are willing to open pocket even they does not really need the products or not.In this case, the salesperson from Ginvera can use some special techni ques to close the sale before the customers change their mind and burn their money on something else. The most important factor under psychological influences is buyers perception. This perception can come from customers past experiences or from the knowledge they learnt. The modern women have more chances to understanding bout beauty care rather than the women who come from last decades. As the development of the Internet, the customer can access information about the product only by one click.Therefore, salespeople always have to keep in mind that, the customer are testing their knowledge about beauty care as well as the products and close the sale or not depend on the quality of their consultation. The most important thing is the salesperson should providing the disadvantages instead of hiding them in order to provide consult effectively. 3. 6. Respond Figure 5. Buying process Each step in buying process is influence significantly by both internal and external factors. As this re port discussed above, for example, the first step problem recognition is influence by the psychological factor named motivation.Meanwhile, the next two steps information search and rating of alternatives are influence by social influences such as culture and especially the references groups. After these stimulus and process steps, customers will respond by making decision, buying or not buying. The respond behavior can be expressed through buying behavior as well as buying practice or post purchase behavior. Normally, the customers, especially women are easily to fall in love with the products after hearing lots of positive review from other users or palatable sentences from salesperson.It is the golden time that the salesperson hold in order to close the sale before the customers can change their mind. However, in this time, instead of convince the customers that the products is 100% perfect and they need to buy it, the salesperson better use the technique named push and pull. Ob viously, You do not need to buy it immediately, but I am not sure that this amazing moisturizer will be still available or not when you come back appears more effective than You must buy this moisturizer before it is out of stock.Ginveras salespeople need to keep in mind that the decision belongs to customers instead of them. Therefore, the customers will feel that they are respected and will not feel regret after buying products. After buying and using the products, customers will have feedback for the products, even if the product works for them or not. It is the time for company to collect information and provide after sale services. One call asking about the feedback will satisfy any customers because they can feel that their opinion is valuable with the company.In these call, the salesperson should ask the recommendation for other customers. Maybe, this product does not work well with the customers, but it does not mean that they will not say something positively about the prod uct or the service to other people or even comeback to Ginvera to choose another products. Therefore, it appears as golden chances for the salesperson to build up long term relationship with customers and develop other new relationships. 3.Environmental and managerial forces affecting personal selling for Ginvera products in Vietnam In order to establishing effective marketing planning for enthusiastic sales team, Ginvera Vietnam must be identify what environmental factors that effect on salesperson as well as personal selling process. Basically, the marketing environment can be divided into two parts which are external environment and internal vigilance. 4. 7. External Environmental factors 4. 8. 5. Macro factors In order to analyze macro factors effectively, this report will use the PESTEL model by Michael Porter. Figure 6. PESTEL model Politic and Legal Vietnam is a socialist republic country with only one Party Vietnamese Communist Party. The unity in political system makes V ietnam appear more potential with a political environment stably without any significant signs of terrorism or civil war. In addition, Vietnamese government has built a Law on Foreign Investment which occurred from 12/11/1996 in order to help foreign firms like Ginvera can approach the Vietnams business environment easily. However, the import tax for cosmetic and skin care product still stay in 36%, higher than other South East Asia countries from 4 to 5 times.Therefore, the cosmetic price in Vietnam still stays in high place compare with customer pocket. * Economic In 2010, Vietnams GDP increased 6. 78% compared to 2009 while the number of the first quarter in 2011 decreased to 5. 43%. According to the delighted number, Vietnam stills a potential and charming destination for foreign investment. However, the inflation still maintain in high peak which is forecasted at 9. 5% gibe to the World stick. Moreover, the increase in dollar exchange rate, the petrol and the electricity make the population tighten their belts.In this case, cosmetics and beauty care stuffs will enter the luxury goods list that people will be consider very carefully before open their pocket. As a result, Ginvera salespeople will meet more hinders in order to persuade customers buy and use their products. * Social Vietnam has a high population with over 86 million people. Therefore, with stable and advantaged business environment, Vietnam appears as potential market with any foreign investor due to the potential demand, and Ginvera Vietnam is not a special exception. Additionally, the Vietnam population is considered as the young population level with 55. % populations in working age who have open mind and feel free to try on new things such as Ginvera. Moreover, the living standard of Vietnamese people is improved significantly in recent year, hence, people have more chances to care about beauty as well as approach high quality products. For instance, the online cosmetic market through portable way in www. muare. vn, www. enbac. com, etc, is operating in high degree, reflect the tremendous demand of this potential market. * engine room Infrastructure in Vietnam is quite adequate with enough developed catchation system.Therefore, Ginvera Vietnam does not have to meet with any significant difficult in transport and deliver goods through distribution channel to the customers. Moreover, technology plays an important role in the communication between the company and the customer. The development on the telephone and especially the Internet bring the change in purchases routine of customers. Instead of going to the far store to buy anything buy cash, the only thing customer have to do is make a phone call or a click, transfer money through banks and wait for goods delivery.Therefore, the company should develop the online selling system in order to give benefit to the customer, make them satisfy and building long term relationships with them. Moreover, Ginvera should establish a consultation online system with professional sales team who trains carefully. Beside the consultation functions, this system is also used effectively for providing after sales services for customers as well as collect feedback from them. * Environment In fact, all the products of Ginvera are imported directly from Malaysia.Therefore, they do not need to care about the manufacturing environment criteria which imposed by Vietnamese government. However, the products from Ginvera still have to satisfy the minimum safety standard of Ministry of Natural Resources and Environment in order to enter Vietnam. In other word, the ingredient of the products must not have toxic chemicals which are prohibited in Vietnam. In this case, Ginveras sales team has to understand this fact as the essential information about the products in case some hard to please customers can ask about. 4. 8. 6. Micro factorsAccording to Michael Porter (1996), there are five basic competitive forces which is considered as the micro environment influence on company, includes bargaining power of customers, bargaining powers of suppliers, competitors, threats of substitutes and threats of new entrants. In order to determine the attractiveness from beauty care industry as well as understanding the intensity of competition in right way, Ginvera Vietnam should analyzing the micro environment by applying 5 forces model. Figure 7. Michael Porters 5 forces * The threat of new entrants In beauty care industry, it appears not so difficult to introduction the market.For instance, a girl can produce natural hand-loomed skin care product such as rose toner, waki pumpkin jelly, handmade soap, etc and open a shop online through internet. With small economic of scale, the shop does not need construction permit in order to operation. However, these small shops appear not power enough to compete with well known brands. In other aspect, with significant bigger economic of scale, everything has chang ed. The required capital for establishing a company is not low adding with complicated produces can keep the threat of new entrants not so high. The threat of substitute product Handmade beauty care products which are produced 100% from natural ingredient appear once more time. However, Ginveras products are also exact from natural material such as green tea bring more customers more convenient in packaging with longer expired time. This fact appears advantages of all industry beauty care product that the salespeople can point out for customer. Therefore, the threat of substitute product remains low level. * The bargain power of buyers Vietnamese market is considered as a potential market with more than 86 million people.With such prices, Beside Ginvera, the customers have more choices on other well known brand name from Europe, USA, Korea, Japan, etc. Moreover, the switching cost in beauty care is not so high that a girl only loses about some hundred thousand VND to change her ski ncare products. Therefore, the customers are easy to change from their old skin care or household products to Ginvera, but also easy to change from Ginvera to another skin care or household products. In this situation, the bargain power of buyers stays in high level, which require appropriate selling and after selling policy from the company as well as salespeople. The bargain power of supplier Due to the fact that, all Ginvera products will be imported to Vietnam, hence, the input of the company totally depend on the headquarter in Malaysia. Therefore, the bargain power of suppliers in this case remains in high degree. * The current rivals The first rival groups come from beauty care industry. In the recent 2 years, the entering of well known brands from Korea such as Skin food, The Face shop, Natural Republic, Baviphat, Tonymoly, etc through portable way as well as showrooms make the cosmetic market blooming.These brands are considered affordable with good quality, compared with high end brands such as SKII, Chanel, etc. As a result, a new comer like Ginvera will meet with fierce competition in this potential market. The second rival groups come from bath and household products and the products for kids. One tour around the supermarket indicated a lot of sub brand name comes from Unilever Corporation. In other word, this company are dominated the market and appear as the most redoubtable rivals of Ginvera. 4. 8. Internal Managerial factorsThe Managerial force includes factors inside a company that impact its personal selling significantly, includes The capacity of the management, the structure of the company, the influences by other department, the selling strategy in the market, and the reward policies for sales people. 4. 9. 7. The capacity of the management Selling Manager of Ginvera is the one who build up the selling strategies and policies as well as the sales planning for the company in Vietnam market. As a result, their capacity appears as one of t he most important managerial factor which affects the personal selling of the company.If management has well capacity, they will give out right strategies and policies that make the personal selling for Ginvera achieve the success. On another case, if their capacity is not good that they brings out wrong decisions in their strategies or policies, the sales team of Ginvera will face with many obstacles when they perform their job, hence, cannot bring sales and revenue for the company. 4. 9. 8. The structure of the company The organisational structure has a remarkable impact on any single operation activity of every company, and Givera is not an special exception.Besides, it will effect on how the department work together in a comprehensive system to run the company well and achieve good result. If the structure is too complicated, Sales people will finds hardly to cooperate with other departments, hence their selling process not only become very complicated but also waste a lot of va luable time. On another hand, if the structure appears too simple in which sales people may have to handle many tasks at the similar time, therefore, they cannot concentrate in develop more sales. As a result, Ginvera Vietnam has to establish an appropriate structure which suitable and advantageous for the sales purpose. . 9. 9. The influences of other department Each company operate in comprehensive system in which each department influence on operation of other departments in two side way. Therefore, the operation as well to the performance of sales department can be influence significantly by others such as Finance, HR, Marketing, R&D, etc. For example, the sales team is considered as the soul of selling department that they are people who decided the success of business by converting the selling plan to sales, revenue and profit, products to money and reputation.In fact, these talented and enthusiastic people are recruited and trained by Human Resources Department. On the othe r hand, this department also decides the salary and reward policy for the sale teams, encourages them to perform their take up ability. 4. 9. 10. The selling strategy in the market The selling strategy appear as the signpost for sales people to sell Ginvera in Vietnam market. If the strategy is appropriate with the Vietnamese market, personal selling can uphold its power effectively and bring more revenue to the company.For instance, in case Ginvera target its segment for the skin care products correctively, the sales people can take advantages of the blooming and demanding market, and bring more sales to the company effectively. On the other hand, if the targeting is wrong, even if the sales people try all their best, they still meet with significant hinders when they sell the product to customers. Therefore, a overbold selling strategy play the vital role which decide partly the success of the business, hence, it must be carefully researched and issues by the management of the company. . 9. 11. The reward policy for salespeople Basically, the reward policies from Ginvera will influence significantly on the sales team as well as the revenue bring by these team. Normally, reward is considered as the biggest motivation for any sales person to perform their job. If the reward policies of the Ginvera are acceptable by the sales people, they will be motivated to try their best and bring more sales to the company. Meanwhile, if the reward is not worth the effort of sales people, they will not try much and have fewer sales.This is the reason why management of Ginvera has to consider the rewards policies for sales team as a very important elements in their marketing and selling strategy. 4. Main types of personal selling suitable for Ginvera Vietnam The personal selling is considered as one of the elements of communication mix. Today, the personal main selling types can be classified based on the selling environment or based on the way salespeople approach the cus tomer. Each type have different characteristic with different advantages and disadvantages.As a result, not every method appears applicable and realistic in case of Ginvera Vietnam. In order to finding out the what is appropriate personal selling types that the company should apply, these method will be analyzed and compared with each other. 5. 9. In Business to Customer market Based on the selling environment, personal selling is divided into 3 main types telemarketing, over the counter selling and field selling. Telemarketing is a kind of direct marketing in which the salesperson using telephone to marketing the product with customers and persuade them to buy products or use services.In Vietnam, this type of selling has entered the market in some recent years. Through business relationships, the salesperson can have contact of potential customers and phone them to market the product. However, with most of Vietnamese people, this type of selling appears so scratchy that burn the ir valuable time and disturb their working when salesperson keep on calling and calling. Another method which is also not welcomed by customer is field selling. In fact, this type of personal selling is very popular in other foreign countries such as Malaysia.However, the significant number of deceptions cases which are issued by fake salespeople when fielding selling was follow in Vietnam some years ago has create an lack of sympathy preconception among Vietnamese mind. Moreover, this type of selling can also make people wonder about the quality of the products as another preconception. While in both telemarketing and field selling, the salespeople go to the customer, in over the counter selling, the customers go to the salesperson. The sales team is suggested to e the salespeople who work in showrooms, supermarket chains and through telephone and online consulting system of Ginvera Vietnam. In fact, most of Vietnamese customers feel familiar with this type rather than telemar keting or field selling. There are two type of salesperson in over the counter selling, include order taker (a salesperson who only processes the purchase that the customer has already selected) and order getter ( a salesperson who seeks to actively provide information to prospects, persuade prospective customers, and close the sales).One technique that the order getter can use that suggestion selling, in which the salesperson points out available complementary items in line with the selected item, in order to encourage an additional purchases. For example, when a customer chose the Green teatime Whitening Marvel Gel, the salesperson can suggest other products from Green Tea line for customer to get the best result. Therefore, in this case, the salesperson does not only satisfy customers by her consultation but also increase the sales intensity significantly.On the other hand, if Ginvera Vietnam establishes the showrooms chain in shopping mall like Vincom plaza, Diamond Plaza, et c, it will create a high quality products awareness among the customers. 5. 10. In Business to business market In Business to business market, Ginvera Vietnam should change the application of personal selling type in order to achieve the goal of sale volume as well as profit. In this situation, customers can be retailers such as big supermarket chain (Metro, Fivimart, Citimart, Intimex, etc) or distribution companies.With these customers, they always love the discount price in order to achieve profit from it, therefore, the selling policy that company imposed must be different. However, as well as single customers, the more important is building long term relationships with customers. In Vietnamese market situation, the better choice for Ginvera Vietnam is field selling. Image 5. Big supermarket chains appear as potential business customer of Ginvera Vietnam Field selling is defined as a direct marketing method, which involve calling on prospective customers in either their busin ess or home locations.In business to business market, it means that the salesperson needs to come to the company to introduce the product as well as establish the relationship with these customers. Firstly, the intermediaries, especially the supermarket chain appear very open and welcome product coming from foreign countries which has clear origin. On the other hand, some supermarket chain has already arranged Ginvera products on their cases through import companies. Therefore, they are open to receive the origin product from Origin Company.Secondly, the number of big supermarket is not so high hence, Ginvera Vietnam can meet with the human resources for this market but still saving the expensive cost for personal selling types. Thirdly, the customers in this case are big size companies, therefore, they will required the discount percentages as wholesales price. In this case, it is necessary for Ginvera to have professional salespeople who are flexible enough to deal with these cust omers. 5.Principle of personal selling applicable for Ginvera Vietnam In order to achieve the goal of selling, the sales people from Ginvera Vietnam need to obey all the essential principles of personal selling, include sale professionalism, negotiation skills and last but not least, relationship marketing. 6. 11. Sales professionalism The aim of sales professionalism is to provide the salespeople with a basic understanding of the sales process and to demonstrate skills and techniques used during this process to ensure that there is a professional approach employed at all times.The sales professionalism is considered as the first vital principle that all salespeople are required to obey in order to achieve the sale. The professionalism of sales team can reflect through the selling process actively, from how the customer approaches the product, handling the sales to provide after selling service. Firstly, every salespeople need to care about sales job as the long term career, even i f they do not plan to become a fulltime salesperson. They have to keep in mind the word golden key word professional all the time.Moreover, with the professional mind, the salespeople will aware to learn how to convert the mind into actions, and learn experience through doing effectively. In addition, the customers must be considered as the center of selling process, based on the market orientation that Ginvera imposed on the company. Customer is the king, and they need to be taken care and cheated as a king. By that way, salespeople can satisfy all the customers even products are sold or not. Besides, the salesperson must be accountable to his customer and maintains a professional attitude. 6. 12. Negotiation skillsOne of specific characteristics of sales jobs is working with people. Thus, the sales people need to be trained very carefully about how to negotiate effectively with both business and single customers. In fact, each group of customers has different characteristics as w ell as different interests that required the difference negotiation skills. For example, both intermediaries and single consumers of Ginvera desire to buy high quality products with cheap price. In fact, while the intermediaries love low price base on the profit objectives, the consumers care more about how the products can work effectively for their skin.Moreover, the salesperson needs to build up the required flexibility in order to handle with all different selling situations. In every situation, salesperson needs to go over the negotiation without making concessions which will affect to the profit of company. However, in some case, the salesperson must be flexible that suffer lost or reach to break even, in order to building long term relationship with customers, especially with business customers. In theory, there are two kinds of exchange in marketing routinized exchange and negotiated exchange. Routinized exchange is to manage program of pricing and distribution.On the othe r hand, in negotiated exchange, price and others term area set via bargaining behavior. 6. 13. Relationship marketing Practically, marketing as well as selling does not only focus on increasing the sales volume, the revenue and the profit as much as possible. The other important thing is building long term relationship with customers by providing high quality and affordable product as well as a good follow up policy after selling. In order to build relationship with customers effectively, the salespeople from Ginvera need to learn how to be a friend with customers.In this case, the sales person should put himself on the customers position, think as the way customers think, care about their demand from little thing. By that way, they can provide the customers appropriate consultations and introduce to them which product is suitable for their problem. In beauty care industry, the harmony between the product and customers skin play the vital role in process of achieving the best resu lt that one product can work for a this persons skin does not mean it will work well with all others.As a result, when the salesperson consult in whole hearted and friendly way, the customers will fell that they are cheated as friends that the salesperson wants to provide the best and suitable thing for them, instead of to be cheated as customers in term of sale volume and money. Therefore, even in case they cannot find out the appropriate products for their problems, customer still feel satisfy and come back to the Ginveras store again. On the other hand, long term customer can bring to the company stable revenue year by year by their repurchasing. Image 6.Relationship marketing network between salespeople, customers and customers. Moreover, one relationship between customer and Ginvera can be developed to a relationship network with other customers. For example, if a customer bought and use a skin care product regularly and receive the good result, she can digress a review on h er blogs or leave a post on beauty forum to share her experience. Therefore, due to the fact that women are easily to fall in love with beauty care product, a lot of other girl will be attract and desire to buy and use this skin care product.However, if the customers complain about the product or the quality of service from company, other potential customers will fell apprehensive when she wants to buy and use the product. Therefore, the salesperson need to have the professional skill to satisfy all the customers, even they decide to buy the product or not. 6. The stages in the personal selling for Ginvera Vietnam Figure 8. The sales process Basically, every sales person has to follow all steps described above in order to achieve the sale as well as satisfy the customers.Today, Ginvera produces more than 90 products from top to bottom ranging from shampoo to diapers. Therefore, each range of products need different requirement on personal selling. In order to analyze the important s tages effectively, the single product range Ginvera Green Tea Skin Care will be chosen as the target product. Image 7. The Green Tea product line of Ginvera 7. 14. Prospecting The first step of selling process is identifying prospecting or qualifying products potential.In definition, a prospect is a lead that has been qualified in toll of needs or want, ability to buy, authority to buy, accessibility, and eligibility. As this report mentioned before, most of Vietnamese women have oily or combination oily skin with blemish. These annoying spots drive women crazy that they are looking for suitable products which can defeat consequences from skin problems. Basically, green tea appear as an natural vivify which contain some actives elements which is very good at killing bacteria, reducing blemish and prevent them comeback.Exacting directly from green tea, Ginvera green tea skin care line is consider as an appropriate choice which can work very well with Vietnamese skin. Moreover, Ginv era comes from Malaysia, an Asian country. Therefore, they understand they environment as well as the characteristic of Asian skin, hence, they can research and release skin care products appear suitable with Asian skin. Moreover, according to www. ginvera. com, the price of products is quite able to the same line from other brand such as the Body shop (UK) or Skin food (Korean) which are affordable for middle to high income.In case Ginvera enter Vietnam, the customer can buy the product easily from showrooms or even online, hence, the authority as well as the accessibility does not appear as hinder for both customers and company. 7. 15. Planning The next stage in the personal selling process is planning or pre approaching. The cautious facility will help the salesperson approach the customers and close the sale easily. Firstly, the sales team must be train carefully in term of understanding about products as well as technique on selling art.Working as professional salespeople, th ey have to have ability to provide customers the essential information about the product and handle them effectively to achieve the sales. The salesperson also needs to understand exactly the target prospects as well as the abbreviation between Ginvera Green Tea and rival products. From that, the salesperson can build up themselves enough knowledge and skills to work with customers and brings sales and revenue to Ginvera Vietnam. Last but not least, the company management should issue the appropriate selling strategy and planning in order to help the sales team perform the work in best condition. . 16. Approach Approaching customers is an art in which the salesperson need to achieve the acceptance from the customers that they are willing to listening about the products. In many cases, the salesperson through telemarketing receives the busy word as cop sound from customers. Therefore, where are the solutions for this problem? One of the answers is the salesperson should try to be th e customers friends instead of playing a salesperson role who are trying to sell products to customers. The friendly attitude with smile will make the customers feel homelike and feel free to share and receive information.Especially, in beauty care industry, using salesperson as promotion girl or guide appears popular by its effectiveness. For example, the girl who owns a trouble skin with blemish will be attracted strongly by people who have the bright and smooth skin. This method will help salespeople approach the customers more easily and consult to the customer under sharing experience form as friend to friend. Ginvera should apply this method as one of marketing tactics at the same time with selling operation. 7. 17. PresentationAfter approaching customers, it is the time for salesperson introduce to the customers about Ginvera Green Tea products. The presentation should display enough essential information about the products, emphasize on how the products will work effectivel y with customers skin problems. However, the salesperson also should reveal the disadvantages of the products, instead of hiding them or especially lying customers. The development of Internet bring customers a chances to access information about products, including both advantages and disadvantages features recommended by other users.Therefore, the sales team always has to keep in mind that the customer might test their knowledge about products as well as beauty care. Moreover, lying to customer mean salesperson do not respect customers, hence, break the relationship between company and customer? On the other hand, the information should be providing just enough for the customer in order to stimulus them find and ask more information about the products or even give them a free trial. 7. 18. Handling Objection After one way communication, the process will change to handling objections stages.In other words, it is the time for salesperson to persuade the customers to buy and try on the products. Before making purchasing decision, every customer will present objections to salesperson (i. e. I need skin care products which can defeat my strong and annoying blemishes). In this case, the salesperson who was trained in the skills of handling objections will have to know handles them in a confident way. Ginveras sales person has to put themselves on customers position and consider their care and demand.Therefore, they can understand what customers need and wants, hence, they can consult them effectively. This is considering as golden rule for any salesperson. In case the appropriate handling objective method is applied, the salesperson can provide more information about Ginvera Tea Tree products, and convert the customers objective to the reasons why they should try on and buy the products. 7. 19. Closing the sales After handling the objections, the salespeople have to decide when is the right moment to close the sale before the customers change their mind.There are many types of closing the sales can be applied, include direct close, assumptive close, summative close, demonstration close, negative close or special concession close. Based on the personality as well as characteristic of the customer, the salesperson from Ginvera will decides which one is appropriate method to apply. Closing sale occurs when the salespeople meet with prospects desire. Through the sign from prospects such as asking for warranty or checking the money left on wallet, the salesperson can catch the chance to close the sales. Moreover, the salesperson can use some professional technique to increase the sale.For example, after persuade a girl to buy and use Green Tea products, the salesperson can ask customers if she had sisters or close friend meet with the same problems. 7. 20. Follow up The final stage of personal selling process is follow up or providing after selling service. In fact, Vietnamese companies often postpone this stage or display it under warranty for m. Actually, this stage play the most important role in maintaining long term relationship between salesperson and customers as well as the company and the customers. Ginvera Green Tea is a skin care product line.Therefore, after the customers buy the product, salesperson should make a warm phone call or sell an email to ensure that the products are used in right way and customers do not caught allergic by products. In addition, based on the 21 days of skin resurrection circle, after that period of time, salesperson should also arrange another phone call or email to check out whether the products work well and receiving the feedback from customers. As a result, the customers will feel they are respect and care 100% that the salesperson and company take all responsibilities with their products.Therefore, a good following up stage can help Ginvera have stable revenue through repurchasing sale volume by the long term customers. In case the products do not work with customers, it does not mean they will not leave the positive comment if the quality of service satisfies them. III. Conclusion Entering WTO in 2007, Vietnamese government has to follow exactly which committed to WTO including open the market and reduce the import as well as tax rate for foreign product imported to Vietnam.As a result, Vietnamese appear as a potential market with foreign firm, including which work in beauty care industry like Ginvera Vietnam. In fact, in order to enter Vietnamese market successfully, it is necessary for the company to do some market researches and build up a reasonable, realistic and suitable business strategy as well as effective functional plan. One of the most important things must be selling and personal selling plan. From the beginning, this report mention about the communication mix as well as the important role of it in Ginvera Vietnam case.From this element, the personal selling has been chosen to identify and analyze deeply, include some relevant topics such as the application of understanding buying behavior, the factor influence on personal selling process, proposal for appropriate personal selling types in B2B and B2C market, the principle of modern salesperson and analyzing about stages of this process. However, understanding about the application of personal selling appears not enough for the company to win Vietnamese customers heart.In order to achieve this goal and earn money from Vietnamese pocket, the company must plan to do more than that. Appendix Table of images Image 1. Coupon, discount, free gift set, etc is some example of Sale Promotion7 Image 2. Some products of Ginvera11 Image 3. Ginvera bath products are arranged with other products in Star Supermarket 36, Cat Linh street, Hanoi (Photo taken in March 27, 2011)12 Image 4. In Malaysia and Singapore, Ginvera ask some famous artist to be their spokesperson in promotion campaign13 Image 5.Big supermarket chains appear as potential business customer of Ginvera Vietnam28 Ima ge 6. Relationship marketing network between salespeople, customers and customers. 31 Image 7. The Green Tea product line of Ginvera32 Table of figure Figure 1. The Communication Mix5 Figure 2. The supporting of communication elements to each other in influence on decision making process (Sources short letter book, page 469)9 Figure 3. SPR model10 Figure 4. 4 elements of marketing mix11 Figure 5. Buying process18 Figure 6. PESTEL model20 Figure 7. Michael Porters 5 forces23 Figure 8.The sales process33 References * BPP headmaster Education, 2004, Sales Planning and Operations, London BPP Professional Education. * BPP Professional Education, 2004, Business Strategy, London BPP Professional Education. * BPP Professional Education, 2004, Marketing Intelligence, London BPP Professional Education. * Kotler, P. , Wong,V. , Saunders, J and Armstrong, G. (2001), Principles of Marketing. 3rd European ed. , FT/Prentice Hall, New Jersey, USA. * Jeffery Lim, 2011. SPO lectures slide. * Ginver a, 2011. Online. for sale at http//ginvera. com/default. tm Access on April 10, 2011 * Wikipedia, 2011. Sales promotion Online Available at http//en. wikipedia. org/wiki/Sales_promotion Access April 10, 2011 * Neil Rackham, 2010. Principle of personal selling Online Available at http//www. slideshare. net/mochkurniawan/principle-of-personal-selling Access April 11, 2011 * WTEC, 2011. Sales professionalism Online Available at http//www. wtec. ie/sales-training/sales-professionalism. html Access April 12, 2011 * General Statistic Office, 2011. Social economic in 2010 Online Available at http//www. so. gov. vn/default. aspx? tabid=621&ItemID=10835 Access April 11, 2011 * Vnexpress, 2011. World Bank forecast on Vietnam inflation in 2011 at 9. 5% Online Available at http//vnexpress. net/gl/kinh-doanh/2011/03/ngan-hang-the-gioi-lam-phat-2011-cua-vn-se-la-9-5/ Access April 15, 2011 * General Statistic Office, 2011. Social economic in 2010 Online Available at http//www. gso. gov. vn/def ault. aspx? tabid=387&idmid=3&ItemID=9865Access April 11, 2011 * General Statistic Office, 2011. Social economic in 2010 Online Available at http//www. so. gov. vn/default. aspx? tabid=387&idmid=3&ItemID=9856 Access April 11, 2011 1 . Hoffman et al 2 . http//marketingteacher. com/lesson-store/lesson-sales-promotion. html 3 . Course book, page 467 4 . http//en. wikipedia. org/wiki/Sales_promotion 5 . http//www. g

The History of Affirmative Action

The history of approbatory exertion has its roots in the polished Rights Act of 1964. Title VII of the Civil Rights Act provided the initial legal basis for affirmative transaction for women in the work inject. Affirmative action is a policy to encourage equal opportunity and to take the playing field for groups of tribe who have been and ar discriminated against. According to the Equal manipulation Opportunity Commission, affirmative action, Is considered essential to assuring that jobs are genuinely and evenly accessible to qualified persons, without regard to their sex, racial, or ethnic characteristics.Over the past few decades roles for women in the workplace have increased. Many of the predominately male occupations have progressively become more(prenominal) diverse. Affirmative action helps to promote diversity in employment and equality between genders. The effectiveness of affirmative action and Equal Employment Opportunity legislation has been vigorously debate d for geezerhood, with advocates citing gains made by women and people of color in pay, organizational representation, and organizational status.Women, in general, have been the main beneficiaries of affirmative action and will be the biggest losers if it is overturned. The number of women entering the professions, including medicine, law and accounting, has increased substantially in 30 years. Women of all races have increased their share of professional positions in corporations. However, women have yet to achieve equality in the workplace as the gap in wages continues. Nationally, women earn 74 cents for every dollar discharge by men.A National Academy of Science Report found that a signifi offert proportion of these wage gaps could not be explained by factors much(prenominal) as education or work experience. Affirmative Action promotes the hiring of qualified people. It does not mean people should be hired just because they are minorities. It helps to gallop the range of pe ople to be considered for employment in hopes of creating a more diverse applicant pool from which to choose. Groups of people are often stereotyped. In the font of sex stereotypes, these are attributes that are imparted to single(a) men and women simply by virtue of their sex.The impact of affirmative action on women may cause them to come across the stigma of second-class citizenship as a result of preferential treatment, because they will be subjected to the presumption that they were hired not because of their qualifications but because of their gender. Affirmative action may therefore lead to the conclusion that the women hired under affirmative action are incompetent. If someone is thought to be hired or placed as a result of affirmative action efforts, then that supplies onlookers with a plausible and compelling explanation for the selection decision ndependent of the job incumbents qualifications for the position. wherefore the individual may be assumed to have been hir ed only because of her sex, with qualifications irrelevant to the selection process. Sex bias also has been demonstrated in decisions roughly pay raises, promotions, and employee utilization and training opportunities. Although sex may only be taken into consideration after hiring a person for their qualifications, it may only be assumed that they received their position because of affirmative action.Sometimes, affirmative action may create rather than alleviate problems for women by causing people to perceive them as possessing fewer of the characteristics deemed necessary for success in a traditionally male work context. If affirmative action promotes these negative conceptions, then there is a explicit possibility that rather than being a remedy for sex secretion, it can be yet an opposite contributor to the problem. Often, sex discrimination can be viewed through the Glass Ceiling.The Glass Ceiling refers to invisible, artificial barriers that prevent qualified individuals fr om advancing within their organization and reaching full potential. The term describes the invest beyond which women managers and executives are not promoted. Although the barriers exist, it is hard to imagine how anyone can believe that treating people differently, or not promoting someone based on their sex is chastely acceptable or financially responsible. Affirmative action policies are instrumental in providing women and minorities with the tools to help break through the glass ceiling, and create a more diverse workforce.Affirmative action policies provide equal opportunity to those groups who have been systematically denied it. Affirmative action is not the source of discrimination, but the vehicle for removing the make of discrimination. Affirmative Action plans do not discriminate against anyone competing for any position. They actually increase the pool of qualified applicants by using aggressive recruitment and outreach techniques. The policies essential from the Equa l Employment Opportunity and Affirmative Action legislation do make a difference and are still necessary to assure a more equitable workforce.Title VII of the Civil Rights Act, prohibits employers from discriminating on the basis of race, color, religion, sex or national origin. Title VII is presumed to promote the hiring it is intentional to protect. The logic underlying this presumption is simple by making employers liable for failures to hire based on gender, the law raises the price of such discriminatory natural process and produces less of it than would occur if employers were left completely free to hire whomever they wished.Women are more likely to be promoted in organizations with human resource programs that have affirmative action policies that consider the demographics of employees. Affirmative action in employment encompasses a broad range of actions and programs think to ensure a fair chance at job opportunities for all Americans. Although it is suppose to eliminate discrimination, affirmative action is sometimes thought to be a source of reverse discrimination. When affirmative action was frontmost implemented it was designed to be temporary, and now more than 30 years later it is still being used.The definition of it has gr throw and become far more intrusive than its designers could have imagined. Opponents of affirmative action believe no government law, program, or policy that makes distinctions based on race or gender can be beneficial. Government mandated reverse discrimination, under the politically correct guise of affirmative action, has failed to help minorities in a positive manner and has succeeded in inveterate the trend of racially divisive policy. The majority group in an organization may sometimes feel threatened by diversity, because it means sharing their piazza with people who are different from them.Many people, both men and women, are opposed to affirmative action standards. Often, men do not like it because they recol lect it will take away from their opportunities for employment or advancement within the organization. Some men also feel that they are being discriminated against just because they are men. Although affirmative action has been successful in service women, they may still be opposed to the stigma attached to it if they are thought to be promoted collectable to the affirmative action standards, regardless of their qualifications.Some critics believe that affirmative action overcrowds the workforce with minorities or women with substantially lower qualifications. In the last several years cynical forces have tried to use race and ethnicity to divide America by claiming that affirmative action is detrimental and unfair to the majority because the programs contain quotas and preferences for people of color and women. After all, it is often assumed that if women were as qualified, as men were, they would not need help from affirmative action.This is a very negative connotation describi ng the womens work ethic and the reason women have the need for affirmative action policies in the first place. Affirmative action is only in place to allow the opportunity for a more diverse applicant pool the qualifications needed to perform the jobs remain the same. Both men and women can be as qualified for a job, but the one that receives the offer should have an edge over the other candidate. Although some people view affirmative action as a form of reverse discrimination, it was originally conceived with good intentions.It has helped society to create a more diverse workforce. Affirmative action strengthens the nation by helping to provide equal opportunities to those who have been excluded unfairly. Affirmative action programs were never intended to last forever, however they are expected to remain in place so long as discrimination continues to deny equal opportunity to women and people of color. Affirmative action in employment encompasses a broad range of actions and pro grams intended to ensure a fair chance at job opportunities for all Americans.Affirmative action programs seek to remedy past discrimination against women, minorities, and others by increase the recruitment, promotion, retention, and on-the-job training opportunities in employment and by removing barriers to admission to educational institutions. Because of the long history of discrimination based on sex and race, most affirmative action programs have been directed towards improving employment and education opportunities for women and minorities. Race, ethnicity, or gender may be but one factor considered among many others in evaluating qualified candidates.Discrimination continues to permeate American society and results in too many lost opportunities for everyone. The simple reality is that we have not reached the day where an individuals gender, race or ethnicity is no more important than the color of their eyes or hair. As General Colin Powell noted when speaking about the real state of discrimination, Were not where we want to be- We are where we gotta be. Reducing the nations commitment to equal opportunity by eliminating affirmative action programs for women and other minorities does not move us in the right direction.Until everyone is truly considered equal, affirmative action policies are needed to help ensure equality among genders. Affirmative action has been successful in promoting the advancements of minorities in the workplace. When affirmative action is used correctly, it is helpful by promoting equality for all. When it is abused, it has bad effects on society. Affirmative action may stigmatize or call into question the credentials of the qualified minorities. I believe that affirmative action was necessary to get where we are today in terms of equality.We have come a long way since the 1960s. Although, I think that if we were to do away with affirmative action, we would still continue to become a more diverse society. With women and minoriti es in the management positions of companies it is more likely that this diversification would continue even if we didnt have affirmative action policies in place. This would believably eliminate some of the doubt people have when it comes to women being hired or promoted just because of affirmative action. It would totally be based on her qualifications.As of now, we cannot dismantle affirmative action and other organizational initiatives aimed at promoting equality in the workplace, and assume that sex discrimination will not occur. Sex discrimination has a long history and has proved highly resistant to efforts to eliminate it. But it is equally clear that Affirmative action as it is currently constructed, creates its own set of problems for those it intends to help. I believe that affirmative action policies will soon not exist, and everyone will be considered equal regardless of race, origin, or gender.Perhaps more than any other sentence in our rich written political heritage, these words from the Declaration of Independence embody the highest ideals of American democracy. We should remember these words and realize they are meant for every person in society. We hold these truths to be self-evident, that all men are created equal, that they are endowed by their Creator with certain untransferable Rights, that among these are Life, Liberty and the pursuit of Happiness.

Business Terms and Relocation

Risks, Benefits and Costs of Re localization of function By Prudential Joseph R. Carucci Real Estate Business berth continues to be a primary factor in sustaining a companys competitive position whether it is a corporate headquarters seeking to get closer to emerging markets, or a approve office wanting to reduce operating costs. Companies often find that their current locations no longer provide the competitive advantage they once held. Consequently, they attempt to compact the fortunes and benefits of a major relocation along with the costs to determine the viability of relocation.Risks Related to Relocation By far the most significant risk related to a major relocation for any operation is the potential for caper disruption. The outcome could result in the loss of valuable employees (knowledge assets) and distractions from normal business activity during readiness and implementation that impact service delivery and customer retention. While the risk of disruption is real, c areful planning and implementation can minimize its impact. A excess relocation indemnity can be developed to maximize employee retention.Effective communications can minimize employee distraction and customer concerns. Short-term staff redundancy along with the phasing of relocation can minimize over every last(predicate) impact. Other factors that influence the success of a relocation decision include Not making an effective location selection decision Not adequately defining the costs of a relocation Not making a reasonably accurate contriteness weighing Not engaging in a major relocation because of the fear of failure. Benefits of Relocation A relocation decision needs to achieve a vengeance in two to three years or less.Since the cost of labor comprises approximately 75% of the total operating cost, picking a location that results in a 10-15% reduction in labor cost is key. Because the majority of staff in a back office are on pay scales that ricochet the local market, a significant cost reduction is potentially achievable. Attrition in a back office relocation is usually high (80-90%) depending on the destination. Benefits derived from relocating a company headquarters operation are less concerned with reducing cost and more on strategic positioning of the company.Key objectives focus on gaining access to emerging markets, enhancing the ability to recruit and retain top talent, or making a radical change in corporate culture all of which send a positive signal to each company stakeholder and support the long-term viability of the company. Employee retention from a typical headquarters relocation is 60-70% and is influenced by the take aim of interest in the destination, availability of other local job opportunities and family situation. The average cost of relocation per employee is about $50,000, but can vary widely depending on salary, home ownership status and relocation policy provisions.Relocation Cost and Risk/Benefit Analysis Process Ri sks and benefits will vary for each type of business operation. In a given scenario, a particular condition may be viewed as either a risk or benefit depending on the specific needs of the company. For example, if a company wants to radically change culture and reduce the cost of highly tenured employees, a large percentage of attrition is positive. If there is a significant concern over the potential loss of intellectual capital due to a relocation, the company should have its relocation policy reviewed and incorporate provisions that maximize retention.The analysis process should be comprehensive, and take into consideration short-term risks as well as long-term benefits. Business location consulting firms specialize in preparing relocation analyses and in evaluating relocation alternatives. Factor examined include retention/attrition of affected employees one-time costs of relocation and build-out as well as the long-term costs and savings for real estate and labor. The following five-point process will help a company analyze its relocation cost and risk/benefit 1. 2. 3. 4. 5. Define location and employment level alternatives.Determine potential employee retention and attrition for alternatives Estimate the one-time costs of relocation, attrition, new staff recruiting/training, etc. Estimate the incremental ongoing cost/savings over a specified period related to the cost of real estate and labor, facility improvements and lease penalties. Identify both the risks and benefits to the company for each location scenario. Whether its a short or long-distance relocation, this analysis process will help your company better go through the risks, benefits and costs of relocation.