Communicative Organization Recruitment

Question 1
1. Discuss which type of recruitment method is best suited the
communicative organization. Be sure to include your rationale
in your answer.
Press Tab to enter the content editor. For the toolbar, press
ALT+F10 (PC) or ALT+FN+F10 (Mac).

Path: p
Words:0
10 points
Question 2
1. In structuration theory, every individual through his own

actions possesses a degree of power and influence on how the
organizational structure operates. Provide an example from your
own experience that illustrates this concept.

Path: p
Words:0
10 points
Question 3
1. Briefly explain the three reasons for maintaining an
acceptable relationship between subordinates and supervisors.

Path: p
Words:0
10 points
Question 4
1. You are the manager of a branch office of a small mid-
western insurance office. You have 5 managers, and 50
employees. You have 25 employees and 1 manager to whom you
must communicate the following message: The company for
which you work has been purchased and their jobs will no
longer be available. Please describe how you would design and
deliver this message. Please be specific about both the message
and the medium(s) you will use to convey it.

Path: p
Words:0
10 points
Question 5
1. You are the owner of a small company. It has come to your
attention that there is an 'office romance' occurring in your
company. Currently your organization has no policies to address
such relationships. Please discuss the following questions. Base
your answers on the theories and concepts presented in your
text. Do you think you should put some type of policy in place
that addresses such relationships? Why or why not? If you
answered yes, what elements would you include in such a

policy?

Path: p
Words:0
10 points
Question 6
1. Discuss the positive consequences of workplace friendships.

Path: p
Words:0
10 points
Question 7
1. Discuss the interpersonal needs filled by teams. Include in
your answer the importance of fulfilling these needs.

Path: p
Words:0
10 points
Question 8
1. Discuss the role norms play on a team. Provide an example
from your own experience where norms where used either
effectively or ineffectively.

Path: p
Words:0
10 points
Question 9
1. How does conflict help avoid the situation known as
"groupthink"?

Path: p
Words:0
10 points
Question 10
1. Identify the five areas of responsibility for leaders. Discuss a
situation in which you observed a leader either acting on these
responsibilities or ignoring these responsibilities. What was the
situation? What was the outcome? Please do not include
identifying information.

Path: p
Words:0
Course Project: Sales Presentation
Objectives | Guidelines | Grading Rubrics | Best
Practices | Helpful Resources | Planning Your Work
Objectives
Back to Top
The objective of this assignment is to gain experience applying
the interactive selling process by planning for and preparing a
formal sales presentation to meet the needs of a customer. This
assignment will help you to apply and integrate all of the
Terminal Course Objectives for Marketing 420 Salesmanship.
Guidelines
Back to Top
· Your completed assignment will be a formal sales presentation
that will be written up in a paper of approximately 10 to 12
pages in length (this would be roughly 1 page per area included
in the report), 10 point font, double-spaced. You will select the
topic, which will include deciding on the product or service that
you are selling and describing your customer scenario. The
submitted assignment should include a cover page, table of
contents, introduction, body, summary or conclusion and works
cited.
· Even though this is not a scientific-type writing assignment,
and is mostly creative in nature, references are still very
important. If you access other sources, such as websites or
publications to prepare the assignment, then these should be
listed on the last page titled "Works Cited". At the very
minimum, the text and online course resources should be cited.

· All DeVry University policies are in effect including the
plagiarism policy.
· Final presentations are due during Week 7 of this course.
· Any questions about this assignment may be discussed in the
weekly Q&A Discussion topic.
· This paper is worth 200 total points and will be graded on
quality of topic, quality of content, grammar and sentence
structure, use of citations.
Grading Rubrics
Back to Top
Category
Points
%
Description
Documentation and Formatting
20
10%
The assignment should include a title page, table of contents,
objectives, presentation including script or cohesive notes,
references. Correct grammar, spelling and punctuation are
important.
Organization and Cohesiveness
20
10%
The format, flow of ideas and presentation should follow the
Interactive Sales Process (which can be reviewed in the Week 1
lecture, Interview With The Super Sales Rep: The Interactive
Selling Process) by including prospecting, pre-approach,
approach, presentation, closing, anticipating and handling
objections, and planned follow up.
Editing
100
50%
How effectively the content of the assignment addresses each of
the steps in the interactive selling process and presents a clear
and effective solution for the customer.

Script Content
60
30%
An accompanying script that clearly articulates points to be
made in the presentation. While the presentation itself may
contain bullets and be succinct as a useful presentation/sales
aid, the script should be written in clear and complete sentences
that address the points to be made in the presentation.
Total
200
100%
A quality paper will meet or exceed all of the above
requirements..
Best Practices
Back to Top
The following are the best practices in preparing this
assignment.
· Cover Page - Include the customer name for which you have
prepared the presentation, your name and company /product
name, and date.
· Table of Contents - List the sections of your assignment and
the pages on which they are located.
· Format - Use a header on your paper. This will indicate you
are introducing your paper.
· Body of Your Report - Use a header titled with the name of
your project. Example: “Sales Presentation to Hotel X”. Each
assignment should include the following sections:
· Prospecting – description of the customer (an organization,
not an individual) and your company product or service. Some
examples might be:
· Customer is a construction firm and you sell heavy equipment
· Customer is national chartered accountants firm and you sell
office supplies or photocopiers
· Customer is restaurant and you sell restaurant kitchen
equipment
· Customer is small retail grocery chain and you sell a line of

frozen prepared organic entrees
· Pre-Approach – include why you believe that your customer is
a qualified prospect, some background information on the
customer that you will use to build rapport and understand their
needs, company information and data about their products and
services. Your customer can be real or fictional.
· Approach – discuss how you will get your prospect’s attention
in the call and establish rapport– plan some ice breaker
comments and anticipate “the problem,” i.e. customer needs.
What is your presentation call objective? How will you verify
whether the anticipated “problem” is correct?
· Presentation – include 4 or 5 key points about your
product/service that will address the customer’s needs, and
effectively describe their features, advantages and benefits as
directly related to customers’ needs. You may choose to use
some of the following methods to present your solution:
Demonstrations, customer testimonials, displays, samples and
prospect participation. For this section of your assignment, you
will include the actual presentation sales aids that you will use
accompanied by a script.
· Handling Objections – anticipate objections that may come up
and describe how you will handle them. Some objections may
relate to competition, price, product function, terms of the sale,
etc.
· Closing – plan to ask for the order- include a plan that
describes how you will ask and what you will ask for.
· Follow Up – include a plan of follow up after the call.
· Conclusion - Summarizing is similar to paraphrasing bur
presents the gist of the material in fewer words than the
original. An effective summary identifies the main ideas and
major support points from the body of your assignment. Minor
details are left out. Summarize the benefits of the ideas
presented and how the presentation was effective.
· Work Cited - Use the citation format as specified in the
Syllabus.
Helpful Hints

Additional hints on preparing the best possible project.
1. Prepare an outline of your research paper before you go
forward.
2. Complete a first draft and then go back to edit, evaluate, and
make any changes required.
3. Use visual communication to further clarify and support the
written part of your report.
4. Example graphs, diagrams, photographs, flowcharts, maps,
drawings, animation, video clips, pictograms, Tables, and Gantt
charts.
Helpful Resources
Back to Top
You may want to review the following course information for
guidance in preparing this assignment:
· Week 1: Interview with the Super Sales Rep: The Interactive
Selling Process (ISP)
· Weeks 1-7: Test Your Knowledge Exercises that cover the
elements of the Interactive Selling Process (ISP) (end of each
week’s lecture)
· Week 4 Knockout Sales Presentation Tutorial
· Chapters 3, 4 and 5 in the text
Planning Your Work
Back to Top
This is a lengthy assignment that you should work on
throughout the first seven weeks of the course. While there is
no requirement to submit partial work prior to the due date, you
may want to set some milestones to keep yourself on track, as
leaving this assignment until close to the due date could prove
detrimental to your grade outcome. Some suggested milestones
follow:
Week 1 – Select your product or service and your customer.
Week 2 – Fully describe your customer scenario – business,
products and services, decision makers and potential needs.
Week 3 – Review the Week 1 Interview with the Super Sales
Rep: The Interactive Selling Process (ISP) and the weeks 1 to 3
Test Your Knowledge exercises, the text readings (Chapters 3, 4

and 5) and think about how they will prepare you for the
presentation.
Week 4 – Draft the Prospecting, Pre-Approach and Approach
sections of the assignment and review the Knockout Sales
Presentation Tutorial in the Week 4 Lecture.
Week 5 – Draft the Presentation section of the assignment.
Week 6 – Review the Test Your Knowledge exercises at the end
of the weeks 4, 5 and 6 lectures. Draft the Closing, Objection
Handling and Follow-up sections of the Call.
https://owl.cengage.c...g10e&UserType=Student

Communicative Organization Recruitment

Recommended

Recommended

More Related Content

More from IRESH3

More from IRESH3 (20)

Recently uploaded

Recently uploaded (20)

Communicative Organization Recruitment