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Glossary of Sales and rizal, Selling Terms. account – a customer, usually in a B2B or business-to-business organization; a major account is usually a large corporation (Top 1000) capable of significant purchases; or a national account is a customer or prospect with branches, offices or plants covering a wide territory – usually multiple states or regions. Pen. These type of accounts require special handling (and some pricing adjustments) and essays and poems rizal, a senior sales person or team. Active Listening – Term used to i believe essay by albert einstein, describe higher levels of of jose listening activities, involves actively seeking to this essay by albert einstein, understand how the essays and poems of jose customer or prospect feels and what are their personal and business issues to be addressed during the sales process. Involves things such as stance or leaning into the customer, observing all movements and changes of position and body language tips. Thesis About And Communication. And, key is asking questions for clarity and understanding.
Added Value – the element(s) of service or product that a sales person or selling organization provides, that a customer is essays and poems prepared to essay questions, pay for because of the and poems of jose rizal benefit(s) obtained. Winning. Added values are real or perceived; tangible or intangible. A good, reliable, honest, expert, informed sales person becomes a very significant part of the selling organization’s added value, as perceived by the customer, if not by the selling organization. advantage – the and poems of jose rizal aspect of a product or service that makes it better than another, especially the one in-situ or that of a competitor. advertising/advertising and promotion/AP – the methods used by a company to publicize and position its products and services to its chosen market sectors, including product launches, image and brand building, press and public relations activities, merchandising (supporting and promoting the product in retail and wholesale outlets), special offers, generating leads and inquiries, and incentivizing distributors, and agents, and arguably sales people. AP methods are sometimes described as above-the-line (media advertising such as radio, TV, cinema, newspapers, magazines) or below-the-line (non-‘media’ methods or materials such as brochures, direct-mail, exhibitions, telemarketing, and 19 baptismal, PR); advertising agencies generally receive a commission (discount ‘kick-back’) from above-the-line media services, but not from of jose, below the line services, in which case if asked to arrange any will seek to add a mark-up. appointment – a personal sales visit to a prospect, usually arranged by phone.
benefit – the winning patriot's gain (usually a tangible cost, but can be intangible) that accrues to the customer from the product or service. buyer – most commonly means a professional purchasing person in a business; can also mean a private consumer. And Poems Of Jose. Buyers are not usually major decision-makers, that is to say, what they buy, when and how they buy it, and how much they pay are prescribed for them by the business they work for. If you are selling a routine repeating predictable product, especially a consumable, then you may well be able to restrict your dealings to buyers; if you are selling a new product or service of any significance, buyers will tend to act as influencers at most. See decision-makers, and patriot's pen, the buying techniques page. buying signal – a buying signal is a comment from a prospect which indicates that he is essays and poems visualizing to whatever extent buying your product or service.
The most common buying signal is the question: “How much is it?” Others are questions or comments like: “What colors does it come in?”, “What’s the lead-time?”, “Who else do you supply?”, “Is delivery free?” “Do you use it yourself?”, and surprisingly, “It’s too expensive.” call/calling – a personal face-to-face visit or telephone call by a sales person to a prospect or customer. Also referred to a sales call (for any sales visit or phone contact), or cold call (in the thesis case of and poems of jose a first contact without introduction or notice in writing). call center – a department or company for outgoing and/or incoming (outbound/inbound) telephone calls to/from customers, commonly now extending to essays pen, email communications also if useful for customer service, but not extending to email marketing. Call centers can be primarily reactive (inbound) or proactive (outbound – covering telemarketing, telesales, and research), or both. Call centers can be in-house, part of the employed organization, or external, effectively a contractor or an agency. Most modern in-house or long-term out-sourced call centers are effectively customer service centers or departments, containing staff dedicated to telesales and customer services activities.
Other types of call center activities and operations can be concerned more with short-term telesales, telemarketing or market research campaigns. Run well a call/contact center is a wonderful function. Poorly run call centers are a nightmare for staff and customers alike. Since the 1990s when the call center function became de-humanized and obsessively cost-driven by many large corporations the essays and poems of jose nightmare scenario largely applies. Some call/contact centers are now such vast business units that they warrant being ‘off-shored’ (outsourced to countries with lower costs), which generally equates to corporate own-foot-shooting on coursework on mirrors tiles, a truly huge scale. A call center which is of jose rizal inherently liable to thesis, upset customers due to inadequate levels of customer empathy and essays and poems, service is quite obviously utterly self-defeating. 19 Baptismal Thesis. Staff turnover is unsurprisingly a major challenge in call centers. canvass/canvassing – cold-calling personally at the prospect’s office or more commonly now by and poems of jose rizal telephone, in an attempt to internet, arrange an appointment or present a product, or to rizal, gather information.
challenger selling – based upon about electronics and communication, the study of sales people during and after the great global recession of 2008-2011. The consulting group who engaged this study discovered five types of sales profiles during the study and ranked each of the five profiles based upon their performance levels. At the top of results list were a set of sales people labeled the challengers. These sales people did three primary items not done by the other four profile groups. They 1. Maintained control of the sales process; 2. they introduced innovative ideas into the sales process to and poems of jose, entice the customer/prospect; and 3. Thesis Education. they educated the of jose rizal customer/prospects on new better methods of improving their results. close/closin g – the penultimate step of the ‘Seven Steps of the i believe by albert einstein Sale’ selling process, when essentially the sales-person encourages the prospect to say yes and sign the order. In days gone by a Sales person’s expertise was measured almost exclusively by how many closes he knew. Thank God for evolution. But don’t expect to of jose rizal, kid any buyer worth his salt today, and using certain ones might even get you thrown out of his office.
Use with great care. closed question – a question which generally prompts a yes or no answer, or a different short answer of just two possible options, compared to open questions, which typically begin with who, what, where, when, etc., and 19 baptismal, which tend to invite much longer answers. cold calling – typically refers to the first telephone call made to a prospective customer. More unusually these days, cold calling can also refer to calling face-to-face for the first time without an essays of jose rizal, appointment at electronics commercial promises or households. Cold calling is also known as canvassing, telephone canvassing, prospecting, telephone prospecting, and more traditionally in the case of consumer door-to-door selling as ‘door-knocking’. collaboration selling – very modern and sophisticated, in which seller truly collaborates with buyer and buying organization to help the buyer buy. A logical extension to ‘strategic’ or ‘open plan’ selling. commodities/commoditized (products and services) – typically a term applied to describe products which are mature in development, produced and and poems of jose rizal, sold in vast scale, involving little or no uniqueness between variations of different suppliers; high volume, low price, low profit margin, de-skilled (‘ease of use’ in consumption, application, installation, etc). I Believe Einstein. Traditionally the ‘commodities’ term applies to essays and poems, the ‘commodities markets’ which trade and tiles, set prices for fundamental commodities such as coffee, grain, oil, etc., however in a more generic sales and selling sense the term ‘commoditized’ refers to a product (and arguably a service) which has become mass-produced, widely available, easy to make, de-mystified, and simplified; all of which is almost invariably associated with a reduction in costs, prices and profit margins, and which also has massive implications for the sales distribution model and methods for of jose rizal taking the product or service to questions, market. Commoditized products are amenable to mass-market and large-scale sales distribution methods and models, as opposed to specialized or high-complexity products, which tend to require closer customer support and greater expertise and advice at essays and poems the point of einstein selling and installation, and commissioning and application, if appropriate. Essays And Poems Of Jose Rizal. An electric battery torch is a commoditized product that is freely available, at internet questions competitively low price, ‘off-the-shelf’ at any supermarket (or via the internet); whereas a holographic projector is only available via a specialized supplier, at relatively high cost and profit margin, potentially without a similar competing product, and requires a significant degree of technical advice and essays rizal, support, and possibly user-training.
Similarly, a microwave oven is electronics a commoditized product, widely available, inexpensively, off-the-self from a retail store (or via the internet); whereas an integrated commercial kitchen is a specialized system, requiring a high level of sales and selling expertise, support and and poems, installation. About Electronics. Commoditized products sell by the millions; specialized products might only essays, sell in hundreds or less. All consumer products and on mirrors, services become commoditized over time. Virtually all B2B products and services become commoditized over rizal, time. Winning Essays Patriot's. Color TV’s are cheaper than they were thirty years ago because they’ve become commoditized.
Same can be said for mobile phones, home security systems, computers; even motor cars are becoming genuinely commoditized. In our lifetimes perhaps so too will houses and buildings. concession – used in the context of negotiating, when it refers to essays and poems rizal, an aspect of the sale which has a real or perceived value, that is given away or conceded by seller (more usually) or the maths coursework on mirrors tiles buyer. One of the essays and poems rizal fundamental principles of sales negotiating is never giving away a concession without getting something in return – even a small increase in commitment is better than nothing. consultative selling – developed by various sales gurus through the 1980s by Mark Hanan among others, and practiced widely today, consultative selling was a move towards more collaboration with, and involvement from, the buyer in the selling process. Strongly based on questioning aimed at gaining useful information. consumer – in the context of selling a consumer typically refers to a private or personal customer or user, as distinct from a business or organizational, or trade customer. Notably we see this term in the acronym B2C, which means ‘business-to-consumer’, which describes the this i believe essay type of business in which the transaction and relationship is essays and poems of jose rizal between a business and essays patriot's, a private ‘domestic’ customer.
A household insurer, or an estate agent, are examples of essays and poems rizal B2C sales organizations. Retail is by thesis on entrepreneurship education its nature consumer business. A holiday company is a B2C business. B2B describes ‘business-to-business’ – which is trade and rizal, selling between businesses. customer – usually meaning the purchaser, organization, or consumer after the einstein sale.
Prior to the sale is usually referred to as a prospect. customer relationship management:CRM – CRM is now a commonly used term to describe the process of managing the essays and poems rizal entire selling process within a department or organization. Computerized CRM systems enable management of about and communication prospect and customer details, contacts, sales history and account development. Well known examples of CRM computerized systems are Sage’s ACT!, which claims to and poems rizal, be the world’s most popular CRM system, and Front Range’s Goldmine. SalesForce.com is making a big push in the CRM market with its web-based system.
Chief elements of 19 baptismal a CRM system (or strategy, since the term is essays and poems of jose rizal used to internet, describe the essays of jose process and essays patriot's, methodology as well as the system) are: • compilation and organization of essays and poems data (prospects, customers, product, sales, history, etc) • planning, scheduling and integrating customer development activities and communications. • analysis and reporting of all sales related activities and data. Good CRM strategy and internet questions, systems are generally considered necessary for modern organizations of any scale to enable effective planning and implementation of sales (and to an extent marketing) activities. deal – common business parlance for the sale or purchase (agreement or arrangement). It is rather a colloquial term so avoid using it in serious company as it can sound flippant and of jose rizal, unprofessional. decision-maker – a person in the prospect organization who has the power and this by albert einstein, budgetary authority to agree to a sales proposal. On of the most common mistakes by sales people is to attempt to sell to and poems of jose, someone other than a genuine decision-maker.
For anything other than a routine repeating order, the only two people in any organization of any size that are real decision-makers for significant sales values are the CEO/Managing Director/President, and the Finance Director. Everyone else in the organization is generally working within stipulated budgets and supply contracts, and essay questions, will almost always need to refer major purchasing decisions to essays and poems, one or both of the above people. In very large organizations, functional directors may well be decision-makers for significant sales that relate only to their own function’s activities. See influencer. deliverable(s) – an aspect of a proposal that the provider commits to maths coursework on mirrors tiles, do or supply, usually and preferably clearly measurable. demonstration/demo/ – the physical presentation by and poems of jose rizal the sales person to the prospect of 19 baptismal thesis how a product works. Generally free of charge to the prospect, and normally conducted at the prospect’s premises, but can be at another suitable venue, eg., an exhibition, or at the supplier’s premises.
demographics – the study of, or information about, people’s lifestyles, habits, population movements, spending, age, social grade, employment, etc., in terms of the consuming and buying public; anyone selling to the consumer sector will do better through understanding relevant demographic information. discipline – within the context of an organization this is similar to function, i.e., job role, although a discipline can refer more generally to a capability or responsibility, for example ‘financial disciplines’, or ‘customer service disciplines’, or ‘technical support disciplines’. And Poems Of Jose Rizal. Discipline can of course mean separately ‘control’, others or oneself, which is certainly relevant to sales and selling, but not the reason for its inclusion in this glossary. In business-to-business selling of maths coursework a complex strategic nature looking at essays and poems of jose disciplines (capabilities and responsibilities) can help to explore the different ways that people are affected by a change or proposition, which generally accompanies the sale of a product or service. distribution/sales distribution – the methods or routes by which products and services are taken to market. Sales distribution models are many and various, and maths coursework, are constantly changing and new ones developing. Understanding and establishing best sales distribution methods – routes to essays of jose, market – are crucial aspects of on entrepreneurship running any sales organization, and any business organization too. Sales distribution should be appropriate to the product and service, and the end-user market, and the model will normally be defined by these factors, influenced also by technology and social trends. Essays Of Jose Rizal. For example, commoditized mass-market consumer products (FMCG – fast-moving consumer goods, household electronics, etc) are generally distributed via mass-market consumer distribution methods, notably supermarkets, but also increasingly the internet. A lesson in changing sales distribution models, and the need for on mirrors manufacturers and sellers to anticipate changes is found in the switching of book sales and CD sales from retail store distribution to websites, with the resulting demise of many retailers in those sectors. Future changes in sales distribution will see for and poems of jose example music transferring increasingly via online downloads, thus threatening those involved with or dependent upon physical shipping of products.
B2B (business-to-business) sales distribution models have their own shape, again dependent on products and services, customer markets, technology, plus other influences such as economical trends, environmental and legislative effects, etc. Examples of B2B sales distribution models are franchising, direct sales forces (employed), direct sales forces (sales agents), telephone sales (call-centers, out-bound and in-bound), the thesis and communication internet (online website businesses), distributors (independent sellers who carry products and services of other manufacturers and ‘principals’), and channel partners and partnering arrangements (prevalent in telecoms and IT sectors). empathy – understanding how another person feels, and typically reflecting this back to the other person. The ability to feel and show empathy is central to essays, modern selling methods. Critical success factor that is totally misunderstood by many sales managers and sales people. ethics/ethical selling/ethical business – this would not have appeared in a selling glossary a few years ago, because the line between right and on entrepreneurship education, wrong was a mile wide. To certain leaders and of jose, companies it still is, although gradually, slowly business and selling is becoming more civilized. Honesty, morality and social responsibility are now crucial elements in any effective selling method, and for thesis any sustainable business. In Spring 2008 someone left a message on my answerphone. The person said he was from ‘central government’, working on a ‘policy piece’ about e-learning, and essays and poems of jose, could I give him a call back.
I duly called back. After several sidesteps, the ‘seller’ eventually clarified that the purpose of the thesis electronics contact was to sell me some advertising in and poems rizal a directory, supposedly endorsed or approved by a ‘government department’. This is a fine example of unethical selling, and unethical business too, since the this essay by albert seller was clearly following a company script and essays and poems, set of tactics designed to deceive. 19 Baptismal Thesis. Unethical business and selling have always been wrong, but nowadays they carry far greater risks for those who behave badly. Of Jose Rizal. Consumers are wiser and i believe essay, better informed. The courts are less tolerant and more sensitive to of jose, transgressions. In all respects today poor ethics guarantee personal and business failure. FAB – features advantages benefits – the links between a product description, its advantage over others, and winning essays patriot's, the gain derived by the customer from using it.
One of the central, if now rather predictable, techniques used in essays and poems of jose rizal the presentation stage of the selling process. feature – an aspect of a product or service, eg., color, speed, size, weight, type of technology, buttons and knobs, gizmos and i believe essay by albert, gadgets, bells and whistles, technical support, delivery, etc. Also referred to a product or service detail. field – means anywhere out of the sales office. Rizal. Field sales people or managers are those who travel around meeting people personally in the course of managing a sales territory. To be field-based is to maths coursework tiles, work on the sales territory, as opposed to being office-based. forecast/sales forecast – a prediction of what sales will be achieved over a given period, anything from a week to a year. Essays And Poems Of Jose Rizal. Sales managers require sales people to coursework on mirrors, forecast, in order to and poems rizal, provide data to winning patriot's, production, purchasing, and other functions whose activities need to be planned to rizal, meet sales demand. Sales forecasts are also an essential performance quantifier which feeds into the overall business plan for any organization. Due to the traditionally unreliable and optimistic nature of sales-department forecasts it is entirely normal for the sum of all individual sales persons’ sales annual forecast to grossly exceed what the winning pen business genuinely plans to of jose, sell.
See targets. function/functional – in the context of an organization, this means the job role or discipline, eg., sales, marketing, production, accounting, customer service, delivery, installation, technical service, general management, etc. Understanding the functions of people within organizations, and critically their interests and needs, is very important if you are selling to businesses or other non-consumer organizations. influencer – a person in the prospect organization who has the power to influence and persuade a decision-maker. Influencers will be generally be decision-makers for relatively low value sales. There is usually more than one influencer in any prospect organization relevant to a particular sale, and large organizations will have definitely have several influencers. It is usually important to sell to influencers as well as decision-makers in the same organization. Selling to thesis and communication, large organizations almost certainly demands that the essays of jose sales person does this. Thesis And Communication. The role and power of influencers in any organization largely depends on the culture and politics of the organization, and particularly the management style of the two main decision-makers. See decision-makers.
intangible – in a selling context this describes, or is, an aspect of the product or service offering that has a value but is difficult to see or quantify (for instance, peace-of-mind, reliability, consistency). introduction – the word introduction has two different main meanings in of jose rizal selling: Introduction refers either to first stage of the face-to-face or telephone sales call (see the Opening stage in the Seven Steps of the Sale), or the term means a personal introduction – also called a referral – of the sales person to someone in the buying organization by a mutual friend or contact. Personal introductions of this sort tend to imply endorsement or recommendation of the seller, and since they are made by an existing contact they help greatly in coursework on mirrors tiles establishing initial trust. The value and potency of of jose a personal introduction generally reflects the importance of the introducing person and the strength of their relationship with the buying contact. This Essay By Albert Einstein. Networking is essentially based on using (sometimes several quite informal) introductions, to connect a seller with a buyer.
introductory letter – a very effective way to improve appointment-making success, and to open initial dialogue, especially for selling to large organizations. LAMP® – Large Account Management Process – sales acronym and methodology for major accounts management developed by Robert Miller, Stephen Heiman and Tad Tuleja in their 1991 book Successful Large Account Management (see the books at the foot of this page). Note that LAMP® and essays of jose, Strategic Selling® methods and materials are subject to copyright and maths tiles, intellectual property control of Miller Heiman, Inc. Essays Of Jose Rizal. Also note that LAMP® and Strategic Selling® methods and essay questions, materials are not to be used in the provision of training and development products and services without a licence. lead-time – time between order and essays and poems rizal, delivery, installation or commencement of a product or service.
listening – a key selling skill, in that without good listening skills the process of questioning is rendered totally pointless. major account – a large and winning essays patriot's pen, complex prospect or customer, often having several branches or sites, and generally requiring contacts and relationships between various functions in the supplier and customer organization. Often major accounts are the essays of jose rizal responsibility of designated experienced and senior sales people, which might be formed into a major accounts team. Major accounts often enjoy better discounts and about, terms than other customers because of purchasing power leveraged by bigger volumes, and lower selling costs from economies of scale. marketing – perceived by lots of business people to mean simply promotion and advertising, the term marketing actually covers everything from essays and poems, company culture and positioning, through market research, new business/product development, advertising and promotion, PR (public/press relations), and thesis education, arguably all of the sales functions as well.
It’s the process by essays and poems of jose which a company decides what it will sell, to thesis, whom, when and how, and then does it. margin/profit margin – the essays and poems of jose difference between cost (including or excluding operating overheads) and thesis and communication, selling price of a product or service. Percentage margin is of jose generally deemed to be the about and communication difference between cost and selling price, divided by the selling price ex tax (ex.- something that costs $100 and is sold for essays and poems rizal $200 plus tax produces a 50% margin – gross margin that is – net margin is after overheads are deducted). mark-up – this is the money that a selling company adds to the cost of a product or service in order to produce a required level of profit. Strictly speaking, percentage mark-up refers to the difference between cost and selling price as a factor of the cost, not of the selling price. 19 Baptismal. So a product costing $100 and selling for $200 has been given a mark-up of 100%; (at the same time it produces a margin of 50%). needs-based selling – a selling style popularized in the 1970s and 80s which asserted that sales people could create needs in rizal a prospect for their products or services even if no needs were apparent, obvious or even existed. The method was for the sales person to question the prospect to identify, discover (and suggest) organizational problems or potential problems that would then create a need for the product. I’m bound to point out that this is by albert einstein no substitute for good research and proper targeting of prospects who have use of the and poems of jose products and maths, services being sold.
negotiation/negotiating – the essays and poems of jose rizal trading of concessions including price reductions, between supplier and customer, in an attempt to shape a supply contract (sale in other words) so that it is acceptable to both supplier and customer. Negotiations can last a few minutes or even a few years, although generally it’s down to one or two meetings and one or two exchanges of correspondence. Ideally, from the seller’s point of view, negotiation must only essay, commence when the sale has been agreed in principle, and conditionally upon essays and poems of jose rizal, satisfactory negotiation. About. However most sales people fall into the trap set by most buyers – intentionally or otherwise – of and poems of jose starting to negotiate before the selling process have even commenced. NLP:Neuro-Linguistic Programming – A very accessible branch of psychology developed by Bandler and Grinder in the 1960s. NLP involves language, thinking and internet, communications, and is therefore immensely useful and often features in sales training. networking – an increasingly popular method of developing sales opportunities and essays and poems of jose, contacts, based on referrals and introductions – either face-to-face at meetings and thesis, gatherings, or by other contact methods such as phone, email, social and business networking websites, etc. objection/overcoming objections – an objection is a point of resistance raised by a prospect, usually price (“It’s too expensive..”), but can be anything at any stage of the selling process. Overcoming objections is a revered and much-trained skill in the traditional selling process, but far less significant in modern selling.
Modern collaborative selling principles assume that objections do not arise if proper research, needs analysis, questioning and empathic discussion has taken place. Also the notion of using techniques or pressure to overcome what may be legitimate obstacles is contrary to principles of essays rizal modern selling. Modern selling methods tend to identify objections much earlier in the process, and either to filter out the prospect at that stage and abandon the approach, or where objections arise from multiple decision influencers within the buyer organization, to 19 baptismal, agree collaboratively a strategy with the and poems main contact at the prospective customer for dealing with objection(s) arising. open/opening – the first stage of the actual sales call. opening benefit statement/OBS – traditionally an initial impact statement for sales people to use at first contact with prospect, in writing, on the phone or face-to-face – the OBS generally encapsulates the likely strongest organizational benefit typically (or supposedly) derived by customers in the prospect’s sector, eg., “Our customers in the clothing retail sector generally achieve 30-50% pilferage reduction when they install one of on entrepreneurship education our Catch-A-Crook security systems…” open question – a question that gains information, usually beginning with who, what, why, where, when, how, or more subtly ‘tell me about..’ – as distinct from essays and poems of jose, a closed question, for example beginning with ‘Is it…?’ or ‘Do you…?’ etc., which tend to glean only a yes or no answer. package – in a selling context this is another term for the product offer; it’s the whole product and service offering at thesis education a given price, upon essays rizal, given terms. partnership selling – very modern approach to organizational selling for business-to-business sales. pattern interrupt – term used for gaining the attention of the buyer or customer. Buyers have been conditioned to assume a pattern or flow of ideas or statements from a sales person. Therefore, in the pattern interrupt, the coursework tiles sales person goes off-script or makes an rizal, unexpected statement – truthful statement – that suddenly grabs the attention of the buyer / customer who is asking themselves the question – What? And therefore tuning back into the conversation to find out if what they thought they heard was true.
Very powerful attention gaining method used by the top sales and marketing professionals. perceived – how something is seen or regarded by someone, usually by the prospect or customer, irrespective of what is believed or presented by the seller, ie what it really means to the customer. positioning – more a marketing than sales term, although relevant to experienced and sophisticated sellers, and essay by albert einstein, related to targeting – positioning refers to how a product/service/proposition is essays of jose rizal presented or described or marketed in relation to the market place – with reference to customers, competition, image, pricing, quality, etc. Positioning basically refers to whether a proposition is being sold appropriately – in the right way, to the right people, at maths the right time, in the right place, and at the right price. A potentially brilliant business can fail because its products are not positioned properly, which typically manifests as sales people being unable to sell successfully. Essays. There might be little or nothing wrong with the i believe einstein sales people and their skills, and the product/service, but the venture fails because the positioning is wrong. Conversely, good positioning can rescue a less than brilliant product/service.
Effective selling is not only essays and poems of jose rizal, about quality and skills – its about suitability of thesis and communication targeting. preparation – in the context of the selling process this is the work done by the sales person to research and plan the sales approach and/or sales call to a particular prospect or customer. Almost entirely without exception in essays and poems of jose rizal the global history of patriot's selling, no call is adequately prepared for, and of jose rizal, sales that fail to happen are due to this failing. presentation/sales presentation – the thesis about electronics process by which a sales person explains the product or service to the prospect (to a single contact or a group), ideally including the product’s features, advantages and benefits, especially those which are relevant to the prospect. Presentations can be verbal only, but more usually involve the use of visuals, commonly bullet-point text slides and images on essays rizal, a computer display or projected onto a screen.
product – generally a physical item being supplied, but can also mean or include services and winning essays, intangibles, in essays and poems which case product is used to mean the 19 baptismal thesis whole package being supplied. product offer – how the product and/or service is essays and poems of jose rizal positioned and presented to winning, the prospect or market, which would normally include features and/or advantages and also imply at least one benefit for and poems the prospect (hence a single product can be represented by a number of different product offers, each for different market niches (segments or customer groupings). One of the thesis education great marketing challenges is essays and poems of jose always to i believe by albert, define a product offer concisely and meaningfully. proposal/sales proposal – usually a written offer with specification, prices, outline terms and conditions, and warranty arrangements, from a sales person or selling organization to a prospect. Generally an immensely challenging part of the process to get right, in that it must be concise yet complete, persuasive yet objective, well specified yet orientated to essays rizal, the customer’s applications.
An outline proposal is about often a useful interim step, to avoid wasting a lot of time including in a full proposal lots of and poems of jose rizal material that the customer really doesn’t need. proposition – usually means product offer, can mean sales proposal. The initial proposition means the basis of the first approach. PSS – Professional Selling Skills – highly structured selling process pioneered by the US Xerox (and UK Rank Xerox) photocopier sales organization during the 1960s, and adopted by countless business-to-business sales organizations. PSS places a huge reliance on winning, presentation, overcoming objections and 101 different closes. Rizal. Largely now superseded by more modern two-way processes, but PSS is still in use and internet questions, being trained, particularly in old-fashioned paternalistic company cultures.
The regimented one-way manipulative style of essays of jose PSS nowadays leaves most modern buyers completely cold, but strip it away to the bare process and essay, it’s better than no process at essays all. prospect – a customer (person, organization, buyer) before the sale is made, ie a prospective customer. puppy dog sale/puppy dog close – a classic method of selling or closing a deal whereby you let the winning essays patriot's pen customer try the product or service for free without commitment, for a limited period, in the confidence that once they live with it they won’t want to give it up – just like giving someone have a puppy for essays a day. These days the puppy dog approach would ideally extend to giving the prospective customer some education and support about looking after the internet essay questions puppy so that they understand and are prepared for the changes that come with a new puppy. questioning – the second stage of the sales call, typically after the opening or introduction but also vital to modern selling methods, notably collaborative/consultative selling. A crucial selling skill, and rarely well demonstrated. And Poems Of Jose. The correct timing and use of the important different types of questions are central to the processes of gathering information, matching needs, and building rapport and empathy. Questioning also requires that the sales person has good listening, interpretation and empathic capabilities.
referral – a recommendation or personal introduction or permission/suggestion made by someone, commonly but not necessarily a buyer, which enables the seller to 19 baptismal thesis, approach or begin dialogue with a new perspective buyer or decision-maker/influencer. Seeking referrals is a a widely trained selling technique, in essays and poems of jose which the this i believe einstein seller asks the buyer (or other contact) at the end of a sales call for referrals, i.e., details of other people who might be interested in the seller’s proposition, or who might be able to of jose rizal, make their own introductions/referrals. research/research call – the winning essays patriot's pen act of and poems rizal gathering information about thesis on entrepreneurship education a market or customer, that will help progress or enable a sales approach. Often seen as a job for telemarketing personnel, but actually more usefully carried out by sales people, especially where large prospects are concerned (which should really be the only type of prospects targeted by modern sales people, given the need to recover very high costs of sales people). retention/customer retention – means simply keeping customers and not losing them to competitors. Modern companies realise that it’s far more expensive to find new customers than keep existing ones, and so put sufficient investment into looking after and and poems of jose rizal, growing existing accounts. Essays Patriot's Pen. Less sensible companies find themselves spending a fortune winning new customers, while they lose more business than they gain because of poor retention activity. (The hole in the bucket syndrome, where it leaks out faster than it can be poured in.) risk reversal – concept used in essays rizal marketing quite often to entice the passive decision maker into making a decision. The seller assumes all or the majority of the risk involved in the business transaction, thus taking away the primary negative in a buying decision – the risk to the buyer. sales cycle – the Sales Cycle term generally describes the time and/or process between first contact with the this i believe essay einstein customer to when the sale is made. Of Jose. Sales Cycle times and processes vary enormously depending on the company, type of business (product/service), the effectiveness of the sales process, the market and the particular situation applying to the customer at the time of the inquiry.
The Sales Cycle can be less than a minute or can be many months or even a few years. A typical Sales Cycle for a moderately complex product might be: 1. lead generated. 3. arrange appointment. 4. customer appointment with questions. 5. verify depth of problems and coursework, consequences. 6. presentation of essays and poems rizal proposal. 7. and close sale.
sales forecasts – also called sales projections, these are the predictions that sales people and sales managers are required to make about future business levels, necessary for their own organization to plan and budget everything from stock levels, production, staffing levels, to advertising and promotion, financial performance and market strategies. sales funnel – describes the pattern, plan or actual achievement of conversion of prospects into sales, pre-inquiry and then through the sales cycle. Thesis. So-called because it includes the conversion ratio at each stage of the sales cycle, which has a funneling effect. Essays And Poems Of Jose Rizal. Prospects are said to be fed into the top of the funnel, and converted sales drop out at einstein the bottom. The extent of essays and poems rizal conversion success (ie the tightness of each ratio) reflects the quality of maths coursework tiles prospects fed into and poems the top, and the sales skill at each conversion stage. The Sales Funnel is 19 baptismal a very powerful sales planning and sales management tool. sales report – a business report of sales results, activities, trends, etc., traditionally completed by a sales manager, but increasingly now the responsibility of sales people too. A sales report can be required weekly, monthly, quarterly and annually, and often includes the essays and poems of jose rizal need to provide sales forecasts. sales pipeline – a linear equivalent of the Sales Funnel principle. Prospects need to be fed into this essay by albert einstein the pipeline in order to drop out of the other end as sales. The length of the pipeline is the of jose rizal sales cycle time, which depends on business type, market situation, and the effectiveness of the sales process.
sector/market sector – a part of the internet market that can be described, categorised and then targeted according to its own criteria and characteristics; sectors are often described as ‘vertical’, meaning an industry type, or ‘horizontal’, meaning some other grouping that spans a number of vertical sectors, ex. a geographical grouping, or a grouping defined by age, or size, etc. segment/market segment – a sub-sector or market niche; basically a grouping that’s more narrowly defined and smaller than a sector; a segment can be a horizontal sub-sector across one or more vertical sectors. service contract – a formal document usually drawn up by the supplier by which the trading arrangement is agreed with the customer. Also known as trading agreements, supply agreements, and other variations. solutions selling – a common but loosely-used description for a more customer-orientated selling method; dependent on identifying needs to which appropriate benefits are matched in essays of jose rizal a package or ‘solution’. The term is based on the premise that customers don’t buy products or features or benefits – they buy solutions (to organizational problems). It’s a similar approach to ‘needs-creation’ selling, which first became popular in the 1970s-80s. Solutions selling remains relevant and its methods can usefully be included in the open plan selling style described later here, although modern collaborative and facilitative methodologies are becoming vital pre-requisites.Michael Bosworth developed this method as continuation of SPIN selling methods. SPIN® and SPIN® Selling – A popular selling method developed by Neil Rackham in on entrepreneurship the 1970-80s: SPIN® is an acronym derived from the basic selling process designed and defined by Rackham: Situation, Problem, Implication, Need, or Need Payoff.
Note that SPIN® and SPIN SELLING® methods and materials are subject to copyright and intellectual property control of the Huthwaite Organisations of the essays of jose rizal US and UK. Strategic Selling® – when used in upper case and/or in the context of thesis Miller Heiman’s Strategic Selling® methodology (which features in essays and poems of jose rizal their books of the 19 baptismal same name, first published in 1985) the Strategic Selling® term is essays and poems rizal a registered and protected product name belonging to the American Miller Heiman training organization – so be warned. LAMP® and Strategic Selling® methods and materials are subject to copyright and intellectual property control of Miller Heiman, Inc., and again be warned that LAMP® and maths on mirrors, Strategic Selling® methods and materials are not to be used in essays and poems rizal the provision of training and coursework, development products and services without a license. strategic selling – you will also hear people (me included) referring to ‘strategic selling’ in a generic sense, and not specifically referring to the Miller Heiman methods and materials. In a generic ‘lower case’ sense, ‘strategic selling’ describes a broad methodology which began to essays and poems of jose, be practiced in the 1980s, literally ‘strategic’ by its nature (the principles involve taking a strategic view of the prospective customer’s organization, its markets, customers and strategic priorities, etc), which is described below and referred to as ‘open plan selling’. When using the this ‘strategic selling’ terminology in of jose rizal a training context you must be careful therefore to avoid confusion or misrepresentation of the Miller Heiman intellectual property. If in any doubt don’t use the this ‘strategic selling’ term in relation to providing sales training services – call it something else to avoid any possible confusion with the Miller Heiman products, (see the Miller Heiman Strategic Selling® copyright details below.
tangible – in a selling context this describes, or is, an aspect of the product or service offering that can readily be seen and rizal, measured in terms of cost and value (eg., any physical feature of the product; spare parts; delivery or installation; a regular service visit; a warranty agreement). 19 Baptismal. See intangible. target account – in a sales context this is the issued (or ideally agreed) level of essays and poems rizal sales performance for a sales person or team or department over a given period. Bonus payments, sales commissions, pay reviews, job gradings, life and death, etc., can all be dependent on sales staff meeting sales targets, so all in all sales targets are quite sensitive things. Targets are established at the beginning of the trading year, and then reinforced with a system of regular forecasting and reviews (sometimes referred to as ‘a good bollocking’) throughout the year. See forecasting. targeting – this has a different meaning to the usual noun sense of thesis about and communication target (above). Targeting is a marketing term – very relevant and important for sales people and sales managers too – which refers to the customers at essays and poems of jose rizal which the selling effort is tiles aimed, hence targeting. In this respect the term relates to essays and poems, ‘target markets’, or ‘target sectors’.
This is the customer aspect within ‘positioning’ of a product or service or proposition. This. Targeting is represented by the question: Who will buy the product/service? Deciding targeting on and poems, a company scale is normally the responsibility of a marketing department or agency, but each sales person and this i believe essay by albert einstein, sales team as huge potential to develop and refine their own local targeting – so as to aim their efforts at essays and poems rizal the sectors or customers which will produce the greatest results. Questions. For example – and many sales people, especially self-employed providers and traders – completely ignore the fact that sales generally come more easily from existing or previous customers than prospective new customers to whom the supplier is completely unknown. Similarly size of essays prospective customer is another largely overlooked aspect of targeting. Any business will naturally have more amenable sectors of potential customers than other parts of the market. Targeting is the process by which the selling organization maximizes its chances of engaging with the most responsive and profitable customers. telemarketing – any pre-sales activity conducted by telephone, usually by specially trained telemarketing personnel – for instance, research, appointment-making, product promotion. telesales – selling by telephone contact alone, normally a sales function in its own right, ie., utilizing specially trained telesales personnel; used typically where low order values prevent the use of expensive field-based sales people, and questions, a recognizable product or service allows the process to succeed.
It is usually an essays, outbound sales method. territory – the geographical area of responsibility of a sales person or a team or a sales organization. And Communication. A generation ago a field-based sales person’s territory would commonly be a county or state. Now in this globalized age, where so much selling is essays and poems of jose done online and winning patriot's, remotely by telephone rather than by expensive face-to-face selling, field-based sales people’s territories are much bigger, and can be entire countries or continental regions. territory planning – the process of planning optimum and essays and poems of jose, most cost-effective coverage (particularly for making appointments or personal calling) of a sales territory by the available sales resources, given prospect numbers, density, buying patterns, etc., even if one territory by one sales person; for one person this used to be called journey planning, and was often based on a four or six day cycle, so as to winning pen, avoid always missing prospects who might never be available on one particular day of the week. trial close – the technique by which a sales person tests the prospect’s readiness to buy, traditionally employed in response to a buying signal, eg: prospect says: “Do you have them in stock?”, to which the sales person would traditionally reply: “Would you want one if they are?” Use with extreme care, for fear of essays and poems of jose rizal looking like a clumsy desperate fool. If you see a buying signal there’s no need to jump on it – just answer it politely, and before ask why the 19 baptismal thesis question is important, which will be far more constructive. unique/uniqueness – a feature that is peculiar to a product or service or supplier – no competitor can offer it.
See the marketing section for and poems rizal more detail about developing unique selling propositions. Uniqueness is a much overlooked aspect of selling. Winning Essays Patriot's Pen. The vast majority of sales organizations focus their efforts on and poems rizal, selling ‘me too’ products and winning essays, services, where inevitably discussions tend to concentrate on price differences, whereas the most enlightened and progressive sales organizations strive to develop unique qualities in essays rizal the propositions, which dramatically reduces competitive pressures. UPB – unique perceived benefit – now one of the central strongest mechanisms in the modern selling process, an extension and essay, refinement of the product offer, based on essays and poems, detailed understanding of the prospect’s personal and organizational needs. A UPB is your USP from the customer’s perspective, in essays pen other words, what your USP means to your customer, which is a very different way of of jose rizal approaching selling than from the traditional angle of seller-oriented USPs. It’s essential to on entrepreneurship education, discuss your offering in these terms with your customer. USP – unique selling proposition – this is what makes the and poems product offer competitively strong and without direct comparison; generally the most valuable unique advantage of a product or service, for the market or prospect in question; now superseded by coursework on mirrors tiles UPB. variable – an aspect of the sale or deal that can be changed in order to better meet the needs of the seller and/or the buyer.
Typical variables are price, quantity, lead-time, payment terms, technical factors, styling factors, spare parts, back-up and breakdown service, routine maintenance, installation, delivery, warranty. Variables may be real or perceived, and often the perceived ones are the essays rizal most significant in any negotiation.
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1996 Ap Us History Free Response dbq Essay. And Poems! Throughout the about electronics and communication period 1801-1817, the government was ruled by the Jeffersonian Republican party, whereas the Federalist Party began to rizal, slowly fade away from public view. Essays Patriot's Pen! The Jeffersonian Republican party, led by Thomas Jefferson, professed to essays and poems rizal, favor a weak central government through the and communication support of more states#8217; rights, #8220;#8230;that the states are independent#8230; to#8230;themselves#8230;and united as to everything respecting foreign nations.#8221; (Document A). Essays Rizal! On the other hand, the Federalist Party, previously led by Alexander Hamilton, espoused the idea of a strong central government. The characterization of these two political parties during the thesis about presidencies of Jefferson and Madison were inconsistent with the professed position in the 1790#8217;s.The Jeffersonian Republican party was founded on essays of jose rizal specific principles, presented and created by Thomas Jefferson#8217;s ideal of the perfect government. The nation was thus divided into two ideals the Jeffersonian Republicans and the Federalists but as Thomas Jefferson rose to power, the Federalists ideals and influence began to 19 baptismal, fade.
During the and poems Tripolitan War, Jefferson used mostly the navy to fight and win the war, because of Jefferson#8217;s belief of essay a strong standing army was an invitation towards dictatorship. Specifically, the #8220;mosquito fleet#8221; was used because of its size and maneuverability. The #8220;mosquito fleet#8221; was also lightly funded because of the Jeffersonian Republicans#8217; belief in a minimal navy, but it provided sufficient protection for the American shores. Three years after the Tripolitan War, the Embargo Act was enacted to avoid yet another war, which was the reason for Jefferson#8217;s pressure on Congress to essays and poems of jose, pass it. The Embargo Act, however, was an example of Jefferson#8217;s Jeffersonian Republicans#8217; #8220;strict constructionist#8221; ideal because a compromise in about electronics the Constitution stated that Congress had the power to regulate foreign trade. Essays Rizal! Jefferson#8217;s main goal was to avoid war, but the Embargo Act only delayed what seemed to be the inevitable. The Embargo Act caused a complete boycott of British and European goods, and on entrepreneurship it was supposedly an ultimatum for the discontinuation of British and European harassment of of jose American ships. The Embargo Act in turned backfired, because it hurt the tiles merchants through the discontinued trade with superpower, Great Britain and other European countries, and was three times more costly than war itself.
On the other hand, the essays and poems Embargo did have positive attributes because the merchants began to by albert, develop domestic manufacturing, which slowly made the United States economically independent from other countries#8217; economies. Ironically, Jefferson#8217;s Embargo Act did cause an economic ripple in Europe, but the American people were too impatient to reap its #8220;bountiful#8221; yield. The Federalists obtained the title of being #8220;loose constructionists.#8221; The Jeffersonian Republicans#8217; rational of the Constitution was if it did not grant, it forbade. President Madison vetoed the Internal Improvement Bill (soon to be known as the American System) because #8220;#8230;seeing that such a power is not expressly given by the Constitution.#8221; (Document H) President James Madison further defended his position by stating the success of the Constitution depended on the cooperation of the federal and state governments. (Document H) Thus President James Madison upheld the ideals of the Jeffersonian Republican of of jose a strict interpretation of the Constitution and the conservation of states#8217; rights, even though he was the person to first propose/develop, the soon to be known, American System later made popular by 19 baptismal, Henry Clay in and poems 1824. The Jeffersonian Republicans wanted to avoid the Federalist ideals of #8220;Congress has power to create a dictator,#8221; but the pressure from the American people and being the President of the United States caused certain members of the Jeffersonian Republicans to be steadfast on only several governmental and national topics. (Document D) As certain members, Thomas Jefferson and James Madison, of the Jeffersonian Republicans rose into a higher leveled power, their ideals began to fade and mix with Federalists#8217; views. Winning Patriot's! During Jefferson#8217;s second term as president, Jefferson#8217;s #8220;reasons#8221; #8220;#8230;tells me that civil powers along have been given to the President of the U.S#8230;#8221; (Document B). In four years time, Jefferson switched from his Jeffersonian Republicans#8217; view to the Federalists#8217;. Furthermore, as Jefferson urged the removal/impeachment of Supreme Court justice, Samuel Chase, Jefferson was at of jose rizal, the same time further empowering his own governmental position. The Embargo Act postponed America#8217;s war with foreign European nations and developed the United States#8217; domestic manufacturing.
On the other hand, the Embargo Act was quickly pushed through Congress by Thomas Jefferson, but the Embargo Act was never approved by the individual states. So, the Embargo Act was a federal policy and not a policy passed by the states. The abolition of the internet essay slave trade also expressed Jefferson#8217;s indirect favoritism towards the Federalist policies. The method of which Jefferson obtained the abolition of the slave trade was against the Jeffersonian Republicans principles. The states did not have representation in the decision upon and poems of jose which to abolish the slave trade because Jefferson pushed the policy through Congress for a permanent ban on the slave trade. Similarly, the War of internet questions 1812, occurred during Madison#8217;s presidency, was not supported by all American, and therefore was one of the of jose rizal many factors that caused America to suffer one of maths on mirrors its most humiliating defeats. John Randolph, who was a Democratic Republican, began to state the obvious near the end of Madison#8217;s presidency, #8220;#8230;the present government have renounced the true republican principles of Jefferson#8217;s administration.#8221; (Document F) The Jeffersonian Republicans were feeling the pressure of addressing national issues at different angles and they could not remain solid on and poems of jose their original ideals, #8220;Their (Jeffersonian Republicans) principle now is old Federalism.#8221; (Document F) In a sense, Thomas Jefferson was slowly replacing his own political party ideals with Federalist ideals.
The Jeffersonian Republicans was not the only political party to on entrepreneurship, sway from its ideals. The Federalist, Daniel Webster, stepped aside from the common Federalists ideal. In Daniel Webster#8217;s speech to the House of Representatives on the conscription bill, he strongly opposed the and poems of jose conscription bill. 19 Baptismal Thesis! (Document D) What was his reason for such opposition, even though he was a Federalist? Thus, the Jeffersonian Republicans were not the only political parties to lean away from their political ideals, Federalists did also. The Louisiana Purchase further exemplified Thomas Jefferson#8217;s growing detachment from his Jeffersonian Republican ideals. And Poems Of Jose! Where did it strictly say in the Constitution that Jefferson could buy land? It did not. Thus, Jefferson adopted the Federalist ideal of on entrepreneurship #8220;loose construction#8221; through buying land to expand America#8217;s power, even though Jefferson contemplated if the purchase was unconstitutional. Similarly, the Federalists were also changing views, for the Federalist opposed the of jose Louisiana Purchase even though it would increase the federal government power. The underlying purpose of the Federalists#8217; opposition towards the Louisiana Purchase was mainly on political grounds.
Through the United States doubling in size, the influence of the much faded Federalist ideals would further weaken because the thesis Federalists were already out of office and faced steadily diminishing influence in American society. Thus, in essays and poems rizal a respect, the Federalist ideas did not begin to on entrepreneurship, fade from public view after John Adams was voted out of office, but instead was expressed to the public through the opposing party#8217;s top officials, Thomas Jefferson and James Madison. The characterization of the two parties did not remain accurate during the presidencies of Jefferson and Madison because of the essays and poems pressure during the possession of the thesis on entrepreneurship high powered position changed the views of the Jeffersonian Republican leaders, #8220;laws and institutions must go hand in hand with the progress of the and poems human mind.#8221; (Document G) During Jefferson#8217;s and Madison#8217;s term as president, the single-minded ideal of the thesis Jeffersonian Republican did not withstand the influence of the Federalist ideas on several government issues. Thus, Jefferson#8217;s and Madison#8217;s term as president was a melting pot of essays of jose rizal both Jeffersonian Republican and Federalist ideas. None of the two presidents were able to continually uphold the Jeffersonian Republican idea through their presidency. However, the War of 1812 known as the Second War for Independence would cause an upsurge of nationalism in the upcoming years during James Madison#8217;s term as president and bringing America closer. University/College: University of Arkansas System. Type of on entrepreneurship education paper: Thesis/Dissertation Chapter. Essays Of Jose! Date: 30 June 2016.
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SAT / ACT Prep Online Guides and Tips. Did you think you were all done pouring out your blood, sweat, and tears in written form for your personal statement, only to be faced with the “why this college” supplemental essay? This question seems simple on its face, but is in fact a crucial and essays and poems of jose rizal, potentially tricky part of many college applications. What exactly is the “why us” essay trying to understand about you? And how do you answer the question without falling into its many pitfalls or making any rookie mistakes? In this article, I’ll explain why colleges want you to be able to explain why you are applying.
I'll also talk about how to generate and internet essay, brainstorm topics for this question, and how to essays and poems of jose, make yourself sound sincere and committed. Thesis. Finally, I’ll throw in some “why this school” essay dos and don’ts. Why Do Colleges Want You To Write a “Why Us” Essay? College admissions officers have to read an incredible amount of of jose rizal student work to essays patriot's, put together each winning class. So trust me when I say that everything they ask you to write is meaningful and of jose, important. The purpose of this essay goes two ways. On the thesis, one hand, seeing how you answer this question gives admissions officers a sense of whether you know and essays of jose rizal, value their school . On the other hand, having to education, verbalize why you are applying is a chance for you to ponder what you want to get out of your college experience , and whether your target schools fit your goals and essays and poems of jose, aspirations. What Colleges Get Out of essay by albert Reading Your Why This College Essay. Colleges want to and poems rizal, check three things. First, that you have a sense of what makes their college different and special. Do you know something about the thesis about and communication, school’s mission, history, and values?
Have you thought about their specific approach to of jose rizal, learning? Are you comfortable with their traditions, the feel of their student life? Second, that you will be a good fit for the institution. Where do your interests lie? Do they correspond to winning essays patriot's, this school’s strengths? Is there something about you that meshes well with some aspect of the college? How will you contribute to college life? How will you make your mark on campus?
And third, that this institution will, in essays rizal turn, be a good fit for you. What do you want to get out of college? Will this college be able to provide that? Will this school contribute to your future success? What will you take advantage of on campus – academic programs, volunteer/travel opportunities, internship hookups, extracurricular clubs, etc.? Will you succeed academically? Is this school at internet essay questions the right rigor and pace for your ideal learning?
What You Get Out of Writing Your Why This College Essay. Luckily, in the process of essays and poems of jose rizal articulating these answers, you will also benefit in several ways. Finding specific programs and opportunities at internet essay schools that you are already happy about will give you a grounded sense of direction for when you start school. At the same time, by describing what is and poems rizal, great about maths coursework schools that are low on your list, you'll boost your enthusiasm rather than feeling these colleges are lackluster fallbacks. Ensuring You're Making the Right Choice. At the same time, writing the rizal, why us essay can be a moment of clarity. It's possible that you won’t be able to come up with any reasons for winning pen, applying to essays of jose rizal, a school. If the more research you do the more you see that you won't fit, this may be a good indicator that this particular school is not for you. At the end of your 4 years, you want to feel like this, so take your Why This College essay to heart. The Two Different Kinds of “Why This College” Essay Prompts.
The why this college essay is best thought of as a back and forth between you and thesis, the college . This means that your essay will really be answering two separate but related questions: First, why us? This is where you'll explain what makes the school special in your eyes, what attracted you to it, and what you will get out of the experience of going there. And Poems Of Jose. Second, why you? This is where you'll talk about tiles why you’ll fit right in on campus, what qualities/skills/talents/abilities you’ll contribute to campus life, and essays rizal, how your future will be impacted by the school and its opportunities.
Colleges usually take one of these two different ways to frame this essay , which means that your essay will lean heavier towards whichever question is favored in the prompt. So if the prompt is all about essays why us?, you'll focus more on waxing rhapsodic about the school. Essays. If the prompt instead is mostly configured as why you?, you'll dwell at length on your fit and potential. It's good to winning essays pen, remember that these two prompts are simply two sides of the same coin. Your reasons for wanting to apply to of jose, a particular school can be made to fit either of thesis these questions. For instance, say you really want the and poems of jose, chance to learn from the world-famous Professor X. A why us essay might dwell on how amazing an opportunity studying with him would be for this essay, you, and of jose rizal, how he anchors the Telepathy department. Meanwhile, a why you essay would point out that your own extracurricular and academic telepathy credentials and thesis, future career goals make you an ideal student to learn from Professor X, a renowned master of the field. Let me show you some real-life examples of what these two different approaches to the same prompt look like.
I hear the Rings of Power Department is really strong at that school too. Check out the Gandalf seminar on repelling Balrogs - super easy A. Why [this college]? Why are you interested in our school? Why is this college a good choice for you? What is it that you like the and poems of jose, best about our university? Why do you want to go to our college?
University of questions Michigan: Describe the unique qualities that attract you to the specific undergraduate College or School (including preferred admission and dual degree programs) to and poems of jose rizal, which you are applying at the University of 19 baptismal Michigan. How would that curriculum support your interests? Tulane University: Please describe why you are interested in attending Tulane. Tufts University: Which aspects of Tufts’ curriculum or undergraduate experience prompt your application? In short, “Why Tufts?” Wellesley College: When choosing a college community, you are choosing a place where you believe that you can live, learn, and flourish. Essays. Generations of inspiring women have thrived in the Wellesley community, and we want to internet questions, know what aspects of of jose this community inspire you to consider Wellesley. We know that there are more than 100 reasons to choose Wellesley, but the 19 baptismal thesis, “Wellesley 100” is a good place to start.
Visit the Wellesley 100 and let us know, in and poems rizal two well-developed paragraphs, which two items most attract, inspire, or energize you and why. (PS: “Why” matters to us.) Colorado College: How did you learn about Colorado College and why do you wish to attend? Oberlin College: How did your interest in Oberlin develop and what aspects of our college community most excite you? University of Richmond: Please choose ONE of the two essay prompts: (1) Sometimes asking the right question makes all the difference. Thesis. If you were a college admission counselor, what essay question would you ask? Please craft and answer your own essay prompt – in your response, reflect on what your chosen question reveals about you.; OR (2) Tell us about Spiders.
Tell me all about. me. Why are you a good match or fit for us? What are you interests and how will you pursue them here? What do you want to study and and poems of jose rizal, how will that correspond to thesis on entrepreneurship, our program? What or how will you contribute? Why you at our college? Why are you applying to our school?
Babson College: One way Babson defines itself is of jose rizal, through the notion of creating great economic and social value everywhere. How do you define yourself and coursework on mirrors tiles, what is it about essays and poems of jose Babson that excites you? New York University: Whether you are undecided or you have a definitive plan of study in on entrepreneurship education mind, what are your academic interests and how do you plan to explore them at NYU? Bowdoin College: Bowdoin students and alumni often cite world-class faculty and essays and poems of jose, opportunities for intellectual engagement, the College’s commitment to the Common Good, and the special quality of 19 baptismal thesis life on the coast of Maine as important aspects of the Bowdoin experience. And Poems Of Jose. Reflecting on your own interests and experiences, please comment on one of the following: 1.) Intellectual engagement, 2.) The Common Good, or 3.) Connection to place. Kalamazoo College: In 500 words or fewer, please explain how Kalamazoo College’s approach to education will help you explore your ideas and thesis electronics and communication, interests both inside and and poems, outside of the classroom. Lewis Clark College: Lewis Clark College is a private college with a public conscience and a global reach. We celebrate our strengths in collaborative scholarship, international engagement, environmental understanding and entrepreneurial thinking. As we evaluate applications, we look for students who understand what we offer and are eager to contribute to our community. In one paragraph, please tell us why you are interested in questions attending Lewis Clark and and poems of jose, how you will impact our campus. Whitman College: Part of being a Whittie is living and growing as a unique individual within a supportive community.
These are words that we think describe much, though not all, of the Whitman experience: Intellectually Curious - Northwest - Taco Trucks - Slam Poetry - Outdoorsy - Testostertones - Globally Engaged - Flag Football - Thesis Project - Wheat Fields - Intercultural - Encounters Program - One Acts - Organic Garden - 24/7 Library - Ultimate Frisbee - Collaborative Research - Playful - Semester in the West - Life of the Mind - Walla Walla - Whitman Undergraduate Conference - Interest House Community - Sweet Onions - Experiential Learning. Pick three of these words or phrases, or share with us three of your own, and explain how these terms resonate with or inspire you. How does this part of who you are relate to joining the Whitman community? Sure, Ultimate Frisbee is this, cool, Whitman College. And Poems. But when I get to essay einstein, campus, I'm starting a quidditch league. How to Write a Perfect “Why This College” Essay. No matter how the prompt is worded, this essay is and poems rizal, a give-and-take of what you and the college have to offer each other. Your job is to zoom in quickly to your main points, and to use precision and detail to sound sincere, excited, and thesis on entrepreneurship, authentic. So how do you effectively explain what benefits you see this particular school providing for you, and what pluses you will bring to the table as a student there? And how can you do this best using the and poems rizal, small amount of space that you have (usually 1-2 paragraphs)? Let's now go through the thesis about electronics and communication, process of writing the Why This College essay step by step.
First, I'll talk about the prep work you'll need to do. Then I'll go through how to essays and poems of jose, brainstorm good topics, and the topics to avoid. I'll give you some tips on transforming your ideas and internet essay, research into an actual essay. And finally, I'll take apart an of jose rizal actual Why Us essay to show you why and thesis, how it works. Before you can write about and poems of jose a school, you need to know specific things about what makes it stand out and patriot's pen, appeal to you and your interests . So where do you look for these? And how do you find the and poems of jose, detail that will speak to you? If you’re going on college tours, you’ve got the essays patriot's, perfect opportunity to gather info. Bring a notepad with you, and write down: your tour guide’s name 1-2 funny, surprising, or enthusiastic things they say about the school any unusual features of the campus, like buildings, sculptures, layout, history, or traditions. Also, try to connect with students or faculty while you’re there. If you visit a class, write down which class and the professor’s name.
See if you can briefly chat up a student (in the class you visit, around campus, or in essays of jose rizal the cafeteria) and ask what they like most about the school, or what has most surprised them about being there. Write down the answer! Trust me, you’ll forget it otherwise, especially if you do this in multiple college visits. If you can’t get to the campus of your target school in real life, the next best thing is an online tour either from the school’s own website, or from electronics and communication places like youniversitytv, campustours, or youtube (search [school name] + tour). You can also connect with students without visiting campus in person. Many admissions websites will list contact information for students you can email to ask one or two questions about what their experience of the school has been like. Or, if you know what department, sport, or activity you’re interested in, you can ask the admissions office to put you in essays and poems of jose rizal touch with a student who is involved with that interest. Soon, fully immersive VR campus tours will let you play in Minecraft mode, where you just build each school from thesis on entrepreneurship education scratch brick by and poems, brick. If you have an interview, ask your interviewer questions about their experience at the school, and also about what going to that school has done for them since they graduated. Thesis. As always, take notes.
If you have a chance to go to a college fair where your target college has sent reps, don’t just come and pick up brochures. Engage the reps in essays and poems of jose rizal conversation and ask them questions about this i believe essay what they think makes the essays rizal, school unique, so you can jot down notes about any interesting details they tell you. Colleges publish lots and lots of different kinds of things, any of which is useful for research. Here are some suggestions, all of which you should be able to find online. Brochures and thesis, course catalogs. Essays And Poems Rizal. Read the mission statement of the school – does their educational philosophy align with yours? Read through college catalogs.
Are there any programs, classes, departments, or activities that seem tailor-made for you in some way? Pro tip: these should be unusual in some way or different from on entrepreneurship education what other schools offer. For example, being fascinated with the essays and poems, English department isn’t going to cut it unless you can discuss its unusual focus, 1-2 exceptional professors, or the different way they structure the thesis, major that appeals to you specifically. The alumni magazine . Are any professors highlighted? Does their research speak to you, or connect with a project you did in high school or for some extracurricular? Sometimes alumni magazines will highlight a college’s new focus or new expansion. Does the construction of a new top of the essays of jose rizal, line engineering school correspond with your intended major? There may also be some columns or letters written by alumni that talk about pen what it’s meant to them to go to this particular school.
What stands out about their experiences? The campus newspaper. Students write about the hot issues of the rizal, day, which means that the articles will be about the best and worst things on campus. They will also give you insight into student life, into thesis what opportunities are available, etc. The college’s social media. Your target school is most likely on Facebook, Twitter, Instagram, or other social media. Follow them to see what they are posting about. Exciting new campus development? Some professors in the news?
Interesting events, clubs, or activities? Wikipedia is a great source for learning details about the college’s history, traditions, and values. You can also search interesting phrases like “What students really think about [your school]” or “[your school] student forum.” This will let you find for detail-heavy points of view, comments about of jose rizal specific programs or courses, and insight into student life. So what should you do now that you've done a bunch of tiles research? Use it to develop connection points between you and your target school. These connections will be the skeleton of your essay. You now have on essays and poems of jose hand all kinds of information, from your own personal experiences on campus, to essay, your conversations with people affiliated with your target school, to what you learned from and poems rizal campus publications, to tidbits gleaned from the essay questions, web. Now you have to sift through all of your notes to find the three to five things that really speak to essays of jose rizal, you. Take what you’ve learned about the school and link it to how you can plug into this school’s life, approach, and environment . That way, no matter whether your target school's prompt is this by albert einstein, more heavily focused on the why us or why you part of the and poems of jose rizal, give-and-take, you'll have an entry point into the essay. What should these three to thesis about electronics, five things be? What should you keep in mind when you're looking for the gem that will become your topic?
Here are some words of wisdom from Calvin Wise, the rizal, Senior Associate Director of Admissions for essays patriot's pen, Johns Hopkins University: Focus on what makes us unique and why that interests you. Do your research, and essays and poems rizal, articulate a multi-dimensional connection to the specific college or university. We do not want broad statements (the brick pathways and patriot's pen, historic buildings are beautiful) or a rehash of the information on our website (College X offers a strong liberal arts curriculum). Rizal. All institutions have similarities. 19 Baptismal. We want you to talk about our differences. Time to find that diamond, amethyst, opal, tourmaline, or amber in essays and poems of jose the rough.
Check Your Gems for Color and Clarity. In other words, make sure that each of your three to five found things is something that your target school has that other schools don’t. This something should be seen from thesis electronics your own perspective. The point isn't to generically praise the school, but instead to go into detail about why it’s so great for you that they have this thing. This something you find should be meaningful to the school and specific to of jose, you.
For example, if you focus on by albert einstein academics (courses, instructors, opportunities, or educational philosophy), find a way to link them either to your previous work or to essays and poems of jose, your future aspirations. This something should not be shallow and non-specific. Want to live in a city? Every city has more than one college in it. Questions. Find a way to explain why this specific college in this specific city calls to you. Like pretty architecture? Many schools are beautiful, so dwell on why this particular place feels unlike any other. Rizal. Like good weather, beach, skiing, some other geographical thing? There are many schools located near these places, and they know that people enjoy sunbathing. Either build a deeper connection or skip these as reasons. Convert Your Gems Into Essay Topics.
Every Why This College essay is i believe by albert einstein, going to answer both the of jose rizal, why us and the why you parts of the back-and-forth equation. But, depending on winning essays pen which way your target school has worded its prompt, you will lean more heavily on and poems of jose rizal that part. This is why I’m going to split this brainstorming up in two, to go with the tiles, “why us” and “why you” types of questions. Of course, since they are both sides of the same coin, you can always easily flip each of these ideas around in order to essays rizal, have it work well for the other type of prompt . For example, a “why us” essay might talk about how very interesting XYZ interdisciplinary project is and this, how it fits well with your senior project. But a “why you” essay would take the same idea but flip it to say that you learned through your senior project that you deeply value an interdisciplinary approach to academics, which makes you a great fit for this school and its own commitment to cool interdisciplinary work as evidenced by project XYZ. Project XYZ had many moving parts, one of which for and poems rizal, some reason was a giant labyrinth. How a particular program of 19 baptismal thesis study/internship requirement/volunteer connection will help further your specific career goals.
The school's interesting approach to your future major (if you know what that will be), or to a major that combines several disciplines that appeal to you and fit with your current academic work and interests. How the essays and poems of jose, school handles financial aid and the infrastructure setup for low-income students, and what that means for you in terms of opening doors. A story about how you became interested in the school (if you learned about it in an interesting way). Did it host a high school contest you took part it? Feature a visual or performing art that you enjoyed and that you also do? How you overcame an coursework tiles initial disinterest in the school (if you minimize this first negative impression). Did you do more research? Interact with someone on campus? Learn about the school’s commitment to the community in and poems rizal some way? Learn about interesting research being done there?
A positive interaction you had with current students, faculty, or staff, as long as this is thesis electronics, more than just Everyone I met was really nice. An experience you had on the campus tour. Super passionate tour guide? Interesting information that surprised you? Did something happen to transform your idea about the school or campus life (in a good way)? Interesting interdisciplinary work going on essays and poems of jose at the university, and how that connects with your academic interests/career goals/previous high school work. The history of the this i believe by albert, school, but only if it’s meaningful to you in and poems of jose some way. Has the school always been committed to fostering minority/first generation/immigrant students? Was it founded by someone you admire? Did it take an unpopular, but, to maths coursework tiles, you, morally correct stance at some crucial moment in history?
An amazing professor that you can’t wait to learn from. Is there a chemistry professor whose current research meshes with a science fair project you did? A professor who’s a renowned scholar on your favorite author/genre? A professor whose book on economics finally made you understand the and poems rizal, most recent financial crisis? A class that sounds fascinating, especially if it’s in a field that you want to major in. Extra bonus points if you have a current student on record raving about it.
A facility or piece of equipment that you can’t wait to work with or in, and thesis, that doesn’t exist many other places. A specialty library that has rare medieval manuscripts? An observatory? A fleet of boats? A required curriculum that appeals to you because it provides a solid grounding in the classics, it shakes up the traditional canon, connects all the students on campus in one intellectual project, or is taught in a unique way.
If the school can boast eight NASA aircraft of its own, I'd try to fit that in somewhere too. Do you want to continue a project you worked on essays of jose in high school? Talk about how/where in the current course, club, and program offerings this work would fit in. Why will you be a good addition to internet, the team? Have you always been involved in essays and poems a community service project that is already being done on campus? Write about integrating life on campus with events in the surrounding community. Are you going to keep doing performing arts, music, working on essay by albert the newspaper, or something else that you were seriously committed to essays and poems of jose, in high school? Discuss how excited you are to join that existing organization. Are you the perfect person to internet essay questions, take advantage of an internship program (because you’ve already worked in this field, because you were exposed to it through your parents, because you’ve done academic work that gives you some experience with it)? Are you the ideal candidate for a study abroad opportunity (because you speak the language of the country, because it’s a place where you’ve worked or studied before, because your career goals are international in some respect) Are you a standout match for an undergraduate research project (because you will major in this field, because you’ve always wanted to work with this professor, because you want to pursue research as a career option)?
Is there something you were deeply involved with that doesn’t currently exist on campus? Offer to start a club for that thing. And Poems Rizal. And I mean club: you aren’t going to magically create a new academic department, or even a new academic course, so don’t try offering that). Essay. If you do write about this, make double, triple sure that the essays and poems rizal, school doesn’t already a club/course/program for this interest. What are some of the programs and/or activities you would plan to get involved with on either campus, and maths tiles, what unique qualities will you bring to them? Make this a mini version of a personal statement you never wrote: use this essay as another chance to and poems, show a few more of the skills, talents, or passions that don’t appear in your actual college essay. What’s the runner-up interest that you didn’t write about? What opportunity, program, or offering at questions the school lines up with? This is definitely the time to essays, open up about your amateur kinetic art sculptures. Possible Topics For a College That’s Not Your First Choice. If you're writing about a school that you’re not completely psyched about, one way to sidestep the this essay by albert einstein, issue is to focus on what getting this degree will do for you in the future.
How do you see yourself changing existing systems, helping others, or otherwise succeeding? Alternately, discuss what they value academically, socially, environmentally, philosophically and essays of jose rizal, how it connects with what you also care about. A vegan, organic, and cruelty-free cafeteria? A relationship with a local farm or garden? De-emphasized fraternity involvement? Strong commitment to environmental issues? Lots of opportunities to pen, contribute to the community surrounding the school? Active tolerance and inclusion for various minority groups?
Try to essays of jose rizal, find at least one or two things that you’re excited about for all the schools on your list. If you can’t think of a single reason why this would be a good place for you to go, maybe you shouldn’t be applying there. Don’t write about the thesis about, school's size, location, reputation, or the weather, unless it is the only one of its kind. Essays Of Jose. For example, anyone applying to the Webb Institute, which has less than 100 students should by all means, talk about thesis electronics a preference for tiny, close-knit communities. On the other hand, schools in sunny climates know that people enjoy good weather - but if you can't connect the outdoors with the college itself, think of something else to say. Don’t talk about your sports fandom. The I can see myself in purple and white / maroon and gold / [any color] and [any other color] is an and poems overused idea.
After all, you could cheer for the team without going to the school. So unless you are an athlete or an aspiring mascot performer, or have a truly one of a kind story to tell about your link to internet, the team, try a different tack. Don’t copy description from the college's website to tell admissions officers how great their college is. Essays And Poems. They don’t want to hear praise; they want to thesis, hear how you connect with their school. So if something on the college brochure speaks to you, explain why this specific detail matters to you and how your past experiences, academic work, extracurricular interests, or hobbies connect with it. Don’t use college rankings as a reason for why you want to go to a school. Of course prestige matters, but schools that are ranked right next to each other on the list are at about the essays of jose, same level of prestige. What makes you choose one over the other? If you decide to write about a future major, don’t just talk about what you want to study and why.
Make sure you also explain why you want to study this thing at this particular school . Thesis On Entrepreneurship. What do they do differently that other colleges don’t? Don’t wax poetic about the school’s pretty campus. “From the moment I stepped on your campus, I knew it was the place for me” is essays of jose rizal, another cliche – and about and communication, another way to say basically nothing about why you actually want to go to this particular school. Lots of essays and poems of jose schools are pretty, and many are pretty in the exact same way. Pop quiz: this pretty Gothic building is on what college campus? Yup, that's right - could be anywhere. When you've put together the ideas that will make up your answer to the why us question, it's time to build them into a memorable essay.
Here are some tips for doing that successfully: Jump right in. Maths On Mirrors. The essay is short, so there's no need for an introduction or conclusion. Spend the first paragraph delving into your best one or two reasons for essays and poems of jose, applying. Then, take the second paragraph to go into slightly less detail about i believe essay by albert einstein reasons 2 (or 3) through 5. To thine own self be true. Essays. Write in your own voice and be sincere about what you’re saying. Believe me, the reader can tell when you mean it and winning essays, when you’re just blathering. Details, details, details. Mention by name specific classes, professors, clubs and activities that you are excited to be a part of. If you plan on attending if admitted, say so.
Colleges care about the numbers of acceptances deeply, so it may help to essays and poems, know you’re a sure thing. But don’t write this if you don’t mean it! Don’t cut and essays, paste the same essay for every school . Essays And Poems Of Jose. Either al least once you’ll forget to essays patriot's pen, change the and poems of jose, school name or some telling detail, or else your vague and cookie-cutter reasoning will sound bland and forgettable. Cookie cutters: great for dough, terrible for college applications. Example of a Great “Why This College” Essay. At this point, it'll be helpful to take a look at a “why us” essay that works and figure out what the author did to create a meaningful answer to this challenging question. It was on my official visit with the cross country team that I realized Tufts was the perfect school for me. Our topics of conversation ranged from Asian geography to efficient movement patterns, and everyone spoke enthusiastically about what they were involved in on i believe by albert campus. I really related with the guys I met, and I think they represent the rizal, passion that Tufts' students have. I can pursue my dream of being a successful entrepreneur by joining the Tufts Entrepreneurs Society, pursuing an Entrepreneurial Leadership minor, and taking part in an up-and-coming computer science program.
Interaction with current students. James writes about hanging out with the cross country team and sounds excited about meeting them. “I’m a great fit.” He uses the conversation with the 19 baptismal, cross country guys to essays and poems of jose rizal, talk about his own good fit here (“I really related with the guys I met”). Why the school is special. James also uses the conversation as a way to and communication, show that he enjoys the and poems, variety of opportunities Tufts offers (their fun conversation covers Asian geography, movement patterns, other things they “were involved with on campus”). Taking advantage of thesis this specialness. He doesn’t just list things Tufts offers, but also explains which of them are of essays and poems of jose specific value to him. He’s interested in winning patriot's pen being an essays of jose rizal entrepreneur, so the Tufts Entrepreneurs Society and the Entrepreneurial Leadership courses appeal to him.
Awareness of what the school is up to. On Mirrors. Finally, James shows that he’s up on the latest Tufts developments when he mentions the new computer science program. You can see more great “Why this school” essays written for Tufts on essays and poems of jose rizal their website. The “why this college essay” is looking for thesis about and communication, three things: To make sure you understand what makes their college different and essays rizal, special To make sure you will be a good fit in their college To make that this college will be a good fit for you The prompt may be phrased in one of winning essays patriot's two ways, “why us?” or “why you?”, but these are sides of the same coin and will be addressed in your essay regardless of the essays rizal, prompt style. Thesis And Communication. Writing the perfect “why this school” essay first requires researching the specific things that appeal to essays and poems rizal, you about this school. Essays Patriot's Pen. You can find this information by: Visiting campuses in and poems of jose person or virtually to interact with current students and faculty Asking questions from your college interviewer or from thesis reps at college fairs The college’s own materials like their brochures and website, their alumni magazine, campus newspaper, or their social media Other sites on essays and poems of jose the internet To find a topic to on entrepreneurship, write about, find the three to five things that really speak to of jose rizal, you about the questions, school and then link each of and poems them yourself, your interests, your goals, and your strengths. Avoid writing about cliches that could be true for any school, like architecture, geography, weather, or sports fandom. Instead, focus on winning essays pen the details that differentiate your target school from all the others.
Are you also working on of jose rizal your personal statement? If you're using the Common App, check out completely breakdown of the Common App prompts and by albert, our guide to picking the and poems rizal, best prompt for internet questions, you. If you're applying to the University of California, we've got an essays and poems of jose in-depth article on how to best write the thesis education, UC personal statements. And if you're submitting ApplyTexas applications, read our helpful explainer on how to approach the rizal, many different ApplyTexas essay prompts. In the middle of the rest of the college application process? We can also help you ask for recommendations , show you how to write about extracurriculars , and give advice on how to research colleges . Want to improve your SAT score by about electronics and communication, 160 points or your ACT score by 4 points?
We've written a guide for essays and poems of jose rizal, each test about the top 5 strategies you must be using to have a shot at improving your score. Download it for free now: Have friends who also need help with test prep? Share this article! Anna scored in the 99th percentile on her SATs in high school, and went on to major in English at Princeton and to get her doctorate in essay questions English Literature at Columbia.
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