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The Selling Process

Develop skills for negotiation, decision-making, and other people-related processes within IT consulting.
Purpose

The importance for networking is imminent today. Networking will help to grow a business by connecting with people looking for the service you are offering. This will help to broaden a demographic and give the business the ability to collaborate with other businesses. Proper networking can increase the types of products that you may want to sell as well. Services or goods could be exchanged for other services that may be of benefit in growing a business of a small stature.

When it comes with to negotiation and persuasion, it is worth mentioning that the strategy “win-win” does not mean that you should give away your position but rather look for alternatives clients can commit to from their own situation. You, as a consultant, can help them arrive at a solution without giving away your bargaining position.

Assignment Instructions

You have just moved to a medium-sized city and are looking for clients. Through your networking efforts, you have met the owners of three businesses who have expressed an interest in having you help them as a consultant. You do not have a lot of detail about these businesses, but that can be an advantage, since you can use imagination and creativity to suggest potential technology and/or non-technology-based solutions. Some areas worth exploring include recognizing strategies to identify current and potential target markets, rationalizing new products and services that will bring additional value to the business as well as to the clientele, current or upcoming improvements in infrastructure, area demographics, educational and cultural preferences, and competition, to mention a few. Make sure to read The Selling Process, in the Assignment Requirements below.

The three potential client companies are:

Client No. 1 – A small bookstore would like to expand what it offers to customers.

Client No. 2 – A small sheet music store would like to expand its business.

Client No. 3 – A car detailing business would like to explore additional services for its customers.

Assignment Requirements

Content

The Selling Process

Choose just one of the clients above.

Write an introductory statement for this section, explaining the situation briefly. It is acceptable to invent a little more detail than what is provided above. Do not simply say you “chose scenario no. 3” – write as if the reader is unaware of the Assignment instructions.
Write a short paragraph for eachof the following steps in the selling process:
Identify potential targets – how would you determine the target customer? After thinking about the scenario, what target did you choose?
Product offering – After determining the target, what product or service did you choose, and why? (Note: it is recommended but does not have to be a technology-related product or service)
Competitive review – Explain any competition from other businesses that might make marketing your product or service difficult.

Sample Solution

), Page 314). Frowe, however, argues the idea of “just cause” based on “Sovereignty” which refers to the protection of political and territorial rights, along with human rights. In contemporary view, this view is more complicated to answer, given the rise of globalisation. Similarly, it is difficult to measure proportionality, particularly in war, because not only that there is an epistemic problem in calculating, but again today’s world has developed (Frowe (2011), Page 54-6). Furthermore, Vittola argues war is necessary, not only for defensive purposes, ‘since it is lawful to resist force with force,’ but also to fight against the unjust, an offensive war, nations which are not punished for acting unjustly towards its own people or have unjustly taken land from the home nation (Begby et al (2006b), Page 310&313); to “teach its enemies a lesson,” but mainly to achieve the aim of war. This validates Aristotle’s argument: ‘there must be war for the sake of peace (Aristotle (1996), Page 187). However, Frowe argues “self-defence” has a plurality of descriptions, seen in Chapter 1, showing that self-defence cannot always justify one’s actions. Even more problematic, is the case of self-defence in war, where two conflicting views are established: The Collectivists, a whole new theory and the Individualists, the continuation of the domestic theory of self-defence (Frowe (2011), Page 9& 29-34). More importantly, Frowe refutes Vittola’s view on vengeance because firstly it empowers the punisher’s authority, but also today’s world prevents this action between countries through legal bodies like the UN, since we have modernised into a relatively peaceful society (Frowe (2011), Page 80-1). Most importantly, Frowe further refutes Vittola through his claim that ‘right intention cannot be used as an excuse to wage war in response to anticipated wrong,’ suggesting we cannot just harm another just because they have done something unjust. Other factors need to be considered, for example, Proportionality. Thirdly, Vittola argues that war should be avoided (Begby et al (2006b), Page 332) and that we should proceed circumstances diplomatically. This is supported by the “last resort” stance in Frowe, where war should not be permitted unless all measures to seek diplomacy fails (Frowe (2011), Page 62). This means war shouldn’t be declared until one party has no choice but to declare war, in order to protect its territory and rights, the aim of war. However, we can also argue that the war can never be the last resort, given there is always a way to try to avoid it, like sanctions or appeasement, showing Vittola’s theory is flawed. Fourthly, Vittola questions upon whose authority can demand a declaration of war, where he implies any commonwealth can go to war, but more importantly, “the prince” where he has “the natural order” according to Augustine, and all authority is given to him. This is further supported by Aristotle’s Politics ((1996), Page 28): ‘a king is the natural superior of his subjects.’ However, he does later emphasise to put all faith in the prince is wrong and has consequences; a thorough examination of the cause of war is required along with the willingness to negotiate rival party (Begby et al (2006b), Page 312& 318). This is supported by the actions of Hitler are deemed unjustly. Also, in today’s world, wars are no longer fought only by states but also non-state actors like Al-Queda and ISIS, showing Vittola’s normative claim on authority is outdated. This is further supported by Frowe’s claim that the leader needs to represent the people’s interests, under legitimate authority, which links on to the fourth condition: Public declaration of war. Agreed with many, there must be an official
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