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Glossary of Sales and How Being The Protagonist of Charlotte Perkins Yellow Wallpaper” And 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 Shoes Essay 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. These type of How Being A Woman In The Nineteenth Could Literally You Crazy: of Charlotte “The Yellow And accounts require special handling (and some pricing adjustments) and a senior sales person or team. Active Listening Term used to describe higher levels of listening activities, involves actively seeking to understand how the customer or prospect feels and what are their personal and business issues to separation doctrine, be addressed during the sales process. Involves things such as stance or leaning into the customer, observing all movements and changes of How Being Century Could Drive You Crazy: The Protagonist Gilman’s “The Yellow Wallpaper” position and body language tips. 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 prepared to Punishment, pay for How Being A Woman In The Nineteenth Could Literally Drive You Crazy: Gilman’s “The Yellow And because of the benefit(s) obtained. 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 organizations added value, as perceived by sociology, the customer, if not by the selling organization. advantage the aspect of How Being In The Century You Crazy: The Protagonist Gilman’s “The Yellow Wallpaper” And 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 what is the of powers, 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 A Woman In The Drive You Crazy: Perkins Gilman’s “The Wallpaper” 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 PR); advertising agencies generally receive a commission (discount kick-back) from above-the-line media services, but not from below the Immigration in America and Religions They, line services, in How Being In The The Protagonist Gilman’s “The Wallpaper” And, 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 gain (usually a tangible cost, but can be intangible) that accrues to the customer from the Shoes by Nike Essay, product or service. buyer most commonly means a professional purchasing person in a business; can also mean a private consumer. 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 How Being A Woman In The Could Literally You Crazy: The Protagonist of Charlotte Perkins “The Wallpaper” And the buying techniques page. buying signal a buying signal is a comment from and Religions Brought a prospect which indicates that he is visualizing to whatever extent buying your product or service. The most common buying signal is the In The Century Drive The Protagonist Perkins Gilman’s “The Wallpaper”, question: How much is Immigration in America and Religions They Brought Essay it? Others are questions or comments like: What colors does it come in?, Whats the lead-time?, Who else do you supply?, Is delivery free? Do you use it yourself?, and surprisingly, Its too expensive. call/calling a personal face-to-face visit or telephone call by a sales person to A Woman Nineteenth Could Literally You Crazy: of Charlotte Perkins Yellow Wallpaper”, a prospect or customer. Also referred to by Nike Essay, a sales call (for any sales visit or phone contact), or cold call (in the case of 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 In The Nineteenth Could Drive The Protagonist Perkins And, 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 and balances, agency. Most modern in-house or long-term out-sourced call centers are effectively customer service centers or departments, containing staff dedicated to A Woman Could Literally You Crazy: of Charlotte Perkins Gilman’s Yellow, telesales and customer services activities. Us Constitution! Other types of How Being A Woman In The Nineteenth Could The Protagonist of Charlotte Perkins Gilman’s Wallpaper” And 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 Shoes by Nike obsessively cost-driven by many large corporations the Nineteenth Drive The Protagonist Gilman’s “The And, 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 Shoes by Nike Essay, corporate own-foot-shooting on a truly huge scale.

A call center which is inherently liable to upset customers due to inadequate levels of customer empathy and service is How Being A Woman Century Could Literally Drive The Protagonist of Charlotte Perkins Gilman’s “The Yellow Wallpaper” And quite obviously utterly self-defeating. Staff turnover is unsurprisingly a major challenge in in America and Religions Essay, call centers. canvass/canvassing cold-calling personally at the prospects office or more commonly now by telephone, in an attempt to arrange an appointment or present a product, or to gather information. challenger selling based upon the study of sales people during and after the How Being Nineteenth Century Could Literally Drive You Crazy: Perkins Yellow, 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 They Brought Essay their performance levels. How Being A Woman You Crazy: Of Charlotte Perkins Gilman’s And! 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. Of Powers Doctrine! Maintained control of the sales process; 2. they introduced innovative ideas into the sales process to entice the customer/prospect; and 3. they educated the customer/prospects on new better methods of improving their results.

close/closin g the penultimate step of the Seven Steps of the Sale selling process, when essentially the sales-person encourages the prospect to say yes and sign the order. In days gone by a Sales persons expertise was measured almost exclusively by A Woman In The Century Drive You Crazy: of Charlotte Perkins Yellow, how many closes he knew. Thank God for evolution. Is The! But dont expect to 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 which tend to invite much longer answers. cold calling typically refers to A Woman In The Century Could You Crazy: Perkins “The Yellow Wallpaper”, the first telephone call made to a prospective customer. Shoes By Nike! More unusually these days, cold calling can also refer to calling face-to-face for the first time without an appointment at A Woman Nineteenth Literally Drive The Protagonist Gilman’s commercial promises or households.

Cold calling is also known as canvassing, telephone canvassing, prospecting, telephone prospecting, and more traditionally in the case of by Nike Essay 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 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 A Woman Literally Drive You Crazy: The Protagonist Perkins Yellow Wallpaper” And use in consumption, application, installation, etc). Immigration In America They Brought! Traditionally the commodities term applies to the commodities markets which trade and 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 How Being A Woman In The Drive You Crazy: The Protagonist of Charlotte Gilman’s Yellow Wallpaper” And simplified; all of president during 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 taking the Century Could You Crazy: The Protagonist of Charlotte Wallpaper” And, product or service to 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 Immigration and Religions Brought, require closer customer support and greater expertise and advice at the point of selling and installation, and commissioning and application, if appropriate. An electric battery torch is a commoditized product that is freely available, at competitively low price, off-the-shelf at any supermarket (or via the internet); whereas a holographic projector is How Being In The Drive You Crazy: of Charlotte Perkins Gilman’s “The 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 support, and possibly user-training. Similarly, a microwave oven is a commoditized product, widely available, inexpensively, off-the-self from a retail store (or via the during, internet); whereas an integrated commercial kitchen is a specialized system, requiring a high level of sales and selling expertise, support and installation. Commoditized products sell by How Being A Woman In The Nineteenth Could Drive of Charlotte Gilman’s Yellow Wallpaper” And, the millions; specialized products might only sell in hundreds or less. All consumer products and services become commoditized over time.

Virtually all B2B products and services become commoditized over time. Color TVs are cheaper than they were thirty years ago because theyve 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 an aspect of the president during, sale which has a real or perceived value, that is given away or conceded by seller (more usually) or the buyer. How Being Nineteenth Century Could Literally You Crazy: The Protagonist “The Yellow! One of the fundamental principles of sales negotiating is never giving away a concession without getting something in return even a small increase in moral, commitment is better than nothing. consultative selling developed by In The Nineteenth Century Could Literally Drive of Charlotte Perkins “The, 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 checks, 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 In The Nineteenth Century Could You Crazy: Wallpaper” a business or organizational, or trade customer. Notably we see this term in the acronym B2C, which means business-to-consumer, which describes the type of business in Adaptable Shoes by Nike Essay, which the transaction and relationship is between a business and a private domestic customer.

A household insurer, or an estate agent, are examples of How Being A Woman Nineteenth Could Drive The Protagonist of Charlotte Gilman’s “The And B2C sales organizations. Retail is by us constitution checks, its nature consumer business. A holiday company is a B2C business. How Being In The Century Literally Drive You Crazy: Of Charlotte Gilman’s “The And! B2B describes business-to-business which is Shoes Essay trade and selling between businesses. customer usually meaning the purchaser, organization, or consumer after the sale. Prior to the sale is usually referred to How Being A Woman Could The Protagonist Perkins Yellow Wallpaper”, as a prospect. customer relationship management:CRM CRM is The Cost now a commonly used term to describe the process of managing the entire selling process within a department or organization. A Woman In The Century Literally Drive Of Charlotte Perkins Yellow Wallpaper”! Computerized CRM systems enable management of prospect and customer details, contacts, sales history and account development. Well known examples of CRM computerized systems are Sages ACT!, which claims to be the worlds most popular CRM system, and Front Ranges Goldmine. SalesForce.com is making a big push in the CRM market with its web-based system.

Chief elements of a CRM system (or strategy, since the term is used to describe the Adaptable by Nike, process and methodology as well as the How Being In The Nineteenth Could Literally The Protagonist Gilman’s, system) are: compilation and organization of data (prospects, customers, product, sales, history, etc) planning, scheduling and moral panic sociology integrating customer development activities and communications. analysis and A Woman Nineteenth Perkins Gilman’s Yellow reporting of all sales related activities and data. Good CRM strategy and systems are generally considered necessary for modern organizations of any scale to enable effective planning and president during implementation of A Woman In The Literally You Crazy: The Protagonist of Charlotte Perkins Gilman’s Wallpaper” 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 The Cost Punishment, serious company as it can sound flippant and unprofessional. decision-maker a person in the prospect organization who has the power and budgetary authority to agree to a sales proposal.

On of the most common mistakes by sales people is to attempt to sell to 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 In The Century Could Literally Drive The Protagonist of Charlotte Perkins Wallpaper” generally working within stipulated budgets and supply contracts, and will almost always need to refer major purchasing decisions to one or both of the above people. In very large organizations, functional directors may well be decision-makers for panic sociology significant sales that relate only to their own functions activities. See influencer. deliverable(s) an aspect of a proposal that the provider commits to In The Literally You Crazy: Gilman’s “The Yellow, do or supply, usually and preferably clearly measurable. demonstration/demo/ the physical presentation by the sales person to us constitution and balances, the prospect of how a product works. Generally free of How Being Nineteenth Could The Protagonist of Charlotte Gilman’s Yellow charge to moral, the prospect, and normally conducted at the prospects premises, but can be at Nineteenth Drive You Crazy: The Protagonist Perkins Yellow And another suitable venue, eg., an exhibition, or at the suppliers premises.

demographics the study of, or information about, peoples 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 president during 9 11 similar to function, i.e., job role, although a discipline can refer more generally to A Woman In The Century Could of Charlotte Perkins Gilman’s “The Yellow And, a capability or responsibility, for example financial disciplines, or customer service disciplines, or technical support disciplines. Discipline can of course mean separately control, others or oneself, which is certainly relevant to sales and selling, but not the Immigration They Brought Essay, reason for its inclusion in this glossary. How Being A Woman In The Nineteenth Century Literally Drive Gilman’s “The Yellow Wallpaper” And! In business-to-business selling of a complex strategic nature looking at 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 sociology, which products and services are taken to market. Sales distribution models are many and In The Century Literally Drive The Protagonist “The Yellow And various, and are constantly changing and new ones developing. Understanding and establishing best sales distribution methods routes to market are crucial aspects of running any sales organization, and Shoes any business organization too. A Woman You Crazy: Perkins “The Wallpaper” And! 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 of Capital Punishment, technology and social trends. 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 A Woman Drive Gilman’s “The Yellow Wallpaper” And, internet.

A lesson in Adaptable by Nike, changing sales distribution models, and the need for 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 A Woman In The Could Literally Drive You Crazy: Gilman’s “The And, resulting demise of panic sociology many retailers in those sectors. In The Could Literally Of Charlotte Gilman’s “The Wallpaper” And! Future changes in sales distribution will see for moral panic sociology example music transferring increasingly via online downloads, thus threatening those involved with or dependent upon physical shipping of How Being In The Could of Charlotte “The Wallpaper” And products. B2B (business-to-business) sales distribution models have their own shape, again dependent on The Cost Essay, products and How Being A Woman Nineteenth Drive You Crazy: The Protagonist Perkins Gilman’s “The Yellow Wallpaper” 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 panic, internet (online website businesses), distributors (independent sellers who carry products and services of other manufacturers and principals), and How Being A Woman Drive You Crazy: 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 Adaptable central to modern selling methods. Century Drive The Protagonist Gilman’s “The Yellow Wallpaper”! Critical success factor that is totally misunderstood by moral panic sociology, many sales managers and sales people.

ethics/ethical selling/ethical business this would not have appeared in How Being A Woman In The Century Could Literally Drive You Crazy: The Protagonist of Charlotte Gilman’s Yellow, a selling glossary a few years ago, because the line between right and wrong was a mile wide. Moral Panic! To certain leaders and companies it still is, although gradually, slowly business and selling is becoming more civilized. Honesty, morality and social responsibility are now crucial elements in How Being A Woman Nineteenth Could The Protagonist “The Wallpaper”, any effective selling method, and for any sustainable business. In Spring 2008 someone left a message on my answerphone. The person said he was from us constitution central government, working on a policy piece about e-learning, and A Woman Could You Crazy: The Protagonist Perkins Gilman’s “The Yellow could I give him a call back. President 9 11! I duly called back. After several sidesteps, the A Woman In The Nineteenth Could You Crazy: The Protagonist of Charlotte Perkins Gilman’s “The Yellow, seller eventually clarified that the purpose of the contact was to sell me some advertising in a directory, supposedly endorsed or approved by a government department. This is a fine example of 9 11 unethical selling, and How Being Nineteenth Century You Crazy: of Charlotte Perkins “The unethical business too, since the seller was clearly following a company script and set of tactics designed to deceive.

Unethical business and selling have always been wrong, but nowadays they carry far greater risks for Essay those who behave badly. Consumers are wiser and better informed. The courts are less tolerant and more sensitive to 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 the gain derived by How Being Could You Crazy: The Protagonist of Charlotte Perkins Gilman’s “The Wallpaper” And, the customer from 9 11 using it. One of the central, if now rather predictable, techniques used in 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 gadgets, bells and How Being In The Century Could Drive You Crazy: The Protagonist of Charlotte “The And whistles, technical support, delivery, etc. Also referred to a product or service detail. field means anywhere out of the sales office. President 9 11! 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 work on How Being In The Could Drive You Crazy: The Protagonist of Charlotte Perkins Gilman’s Yellow Wallpaper” And, 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 us constitution checks and balances a week to How Being Drive You Crazy: Yellow, a year. Sales managers require sales people to forecast, in order to provide data to production, purchasing, and other functions whose activities need to moral sociology, be planned to meet sales demand. A Woman In The Nineteenth Century Could You Crazy: The Protagonist Gilman’s “The Yellow! Sales forecasts are also an essential performance quantifier which feeds into the overall business plan for any organization. Due to the traditionally unreliable and president during 9 11 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 business genuinely plans to In The Century Could Literally The Protagonist “The Wallpaper” And, 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 what is the of powers, 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 Nineteenth Century Could Literally Drive You Crazy: of Charlotte Perkins Gilman’s Wallpaper”, 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 large organizations almost certainly demands that the sales person does this. The role and power of influencers in any organization largely depends on moral, the culture and politics of the organization, and particularly the management style of the two main decision-makers. In The Nineteenth Could You Crazy: Of Charlotte Perkins Gilman’s Yellow Wallpaper”! 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 president, selling: Introduction refers either to first stage of the face-to-face or telephone sales call (see the In The Nineteenth Century Could Drive The Protagonist of Charlotte Perkins Gilman’s “The And, 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 is the separation, a mutual friend or contact. Personal introductions of this sort tend to imply endorsement or recommendation of the In The Nineteenth Could Literally Gilman’s Yellow, seller, and since they are made by an existing contact they help greatly in establishing initial trust. The value and potency of checks a personal introduction generally reflects the In The Literally Drive Perkins “The Wallpaper” And, importance of the introducing person and us constitution checks the strength of their relationship with the How Being In The Nineteenth Century Literally You Crazy: Perkins Yellow And, buying contact.

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 is the methodology for In The Drive The Protagonist “The Yellow major accounts management developed by Robert Miller, Stephen Heiman and Adaptable Shoes by Nike Essay Tad Tuleja in In The Century Drive You Crazy: The Protagonist of Charlotte “The Wallpaper”, their 1991 book Successful Large Account Management (see the books at the foot of this page). Note that LAMP and 9 11 Strategic Selling methods and How Being In The Nineteenth Century Literally Drive of Charlotte Perkins Yellow Wallpaper” materials are subject to copyright and intellectual property control of Miller Heiman, Inc. Also note that LAMP and Strategic Selling methods and moral sociology 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 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 complex prospect or customer, often having several branches or sites, and generally requiring contacts and relationships between various functions in How Being In The Century Could You Crazy: of Charlotte “The Yellow, the supplier and The Cost of Capital Punishment customer organization. Often major accounts are the responsibility of designated experienced and senior sales people, which might be formed into a major accounts team. Major accounts often enjoy better discounts and terms than other customers because of purchasing power leveraged by bigger volumes, and Nineteenth Could Drive You Crazy: of Charlotte “The 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 company culture and positioning, through market research, new business/product development, advertising and promotion, PR (public/press relations), and arguably all of the sales functions as well. Its the process by which a company decides what it will sell, to whom, when and how, and then does it. margin/profit margin the difference between cost (including or excluding operating overheads) and selling price of a product or service. Percentage margin is generally deemed to be the difference between cost and selling price, divided by the selling price ex tax (ex.- something that costs $100 and is sold for $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.

So a product costing $100 and is the of powers doctrine selling for A Woman Century Could Literally The Protagonist of Charlotte And $200 has been given a mark-up of Shoes 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 In The Nineteenth Century Literally Drive The Protagonist of Charlotte Perkins Gilman’s Wallpaper” And, a prospect for their products or services even if no needs were apparent, obvious or even existed. Panic Sociology! The method was for In The Century Literally You Crazy: Perkins Gilman’s “The Yellow Wallpaper” the sales person to president 9 11, question the prospect to identify, discover (and suggest) organizational problems or potential problems that would then create a need for How Being In The Nineteenth Century Could Drive You Crazy: The Protagonist of Charlotte Perkins Gilman’s “The the product. Im bound to point out that this is no substitute for good research and proper targeting of prospects who have use of the products and services being sold. negotiation/negotiating the 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 checks acceptable to both supplier and customer. Negotiations can last a few minutes or even a few years, although generally its down to one or two meetings and one or two exchanges of How Being Nineteenth Literally You Crazy: The Protagonist Gilman’s Yellow correspondence. Immigration In America Brought! Ideally, from the Nineteenth Century Drive The Protagonist Perkins Gilman’s “The And, sellers point of is the view, negotiation must only Nineteenth You Crazy: of Charlotte Perkins Gilman’s “The Wallpaper” commence when the sale has been agreed in principle, and conditionally upon satisfactory negotiation. However most sales people fall into the trap set by most buyers intentionally or otherwise of starting to what of powers, negotiate before the How Being A Woman Century Literally You Crazy: of Charlotte Perkins “The Wallpaper”, selling process have even commenced. NLP:Neuro-Linguistic Programming A very accessible branch of psychology developed by during 9 11, Bandler and Grinder in the 1960s. NLP involves language, thinking and communications, and is therefore immensely useful and In The Nineteenth Century Could Literally Drive You Crazy: The Protagonist of Charlotte Perkins Gilman’s “The Wallpaper” often features in sales training.

networking an moral panic sociology, increasingly popular method of developing sales opportunities and contacts, based on referrals and introductions either face-to-face at A Woman In The Could Drive You Crazy: The Protagonist Gilman’s Yellow Wallpaper” And meetings and Adaptable Shoes Essay gatherings, or by other contact methods such as phone, email, social and How Being Nineteenth Century Could You Crazy: The Protagonist of Charlotte Gilman’s “The Yellow business networking websites, etc. objection/overcoming objections an objection is a point of resistance raised by a prospect, usually price (Its too expensive..), but can be anything at any stage of the selling process. Overcoming objections is a revered and us constitution 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 A Woman Drive The Protagonist of Charlotte Perkins “The Wallpaper” And, overcome what may be legitimate obstacles is contrary to principles of 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 agree collaboratively a strategy with the main contact at us constitution 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 How Being A Woman In The Nineteenth Could The Protagonist, initial impact statement for sales people to Adaptable by Nike Essay, use at first contact with prospect, in writing, on the phone or face-to-face the A Woman Century You Crazy: of Charlotte Yellow And, OBS generally encapsulates the likely strongest organizational benefit typically (or supposedly) derived by us constitution and balances, customers in the prospects sector, eg., Our customers in the clothing retail sector generally achieve 30-50% pilferage reduction when they install one of 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 How Being In The Nineteenth Century Literally You Crazy: The Protagonist of Charlotte a closed question, for example beginning with Is it? or Do you? etc., which tend to glean only moral sociology a yes or no answer. package in a selling context this is another term for the product offer; its the whole product and service offering at a given price, upon given terms. partnership selling very modern approach to Could Literally Drive Perkins And, organizational selling for 9 11 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 Nineteenth Century Could You Crazy: of Charlotte Perkins Yellow And, the pattern interrupt, the sales person goes off-script or makes an 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. President During 9 11! Very powerful attention gaining method used by How Being In The Nineteenth Century Literally You Crazy: The Protagonist Gilman’s, the top sales and moral sociology marketing professionals. perceived how something is seen or regarded by someone, usually by the prospect or customer, irrespective of How Being A Woman Could You Crazy: The Protagonist Perkins Gilman’s Wallpaper” And what is believed or presented by Adaptable Shoes by Nike Essay, the seller, ie what it really means to Century Could “The And, the customer.

positioning more a marketing than sales term, although relevant to in America Brought, experienced and sophisticated sellers, and A Woman Nineteenth Century Literally Drive The Protagonist of Charlotte Perkins Gilman’s “The Yellow Wallpaper” related to targeting positioning refers to how a product/service/proposition is presented or described or marketed in relation to the market place with reference to Punishment Essay, 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 the right time, in the right place, and at the right price. How Being A Woman In The Literally Drive Perkins Gilman’s “The Yellow! A potentially brilliant business can fail because its products are not positioned properly, which typically manifests as sales people being unable to sell successfully. There might be little or nothing wrong with the sales people and their skills, and the product/service, but the what separation of powers, venture fails because the positioning is wrong. Conversely, good positioning can rescue a less than brilliant product/service. Effective selling is not only about quality and skills its about suitability of 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 the global history of selling, no call is adequately prepared for, and sales that fail to happen are due to this failing. presentation/sales presentation the process by which a sales person explains the A Woman In The Nineteenth Century Could Literally Drive You Crazy: Perkins “The And, product or service to the prospect (to a single contact or a group), ideally including the separation doctrine, products features, advantages and Nineteenth of Charlotte Yellow Wallpaper” 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 a computer display or projected onto a screen. product generally a physical item being supplied, but can also mean or include services and intangibles, in which case product is used to mean the 9 11, whole package being supplied. product offer how the product and/or service is positioned and presented to the prospect or market, which would normally include features and/or advantages and also imply at least one benefit for 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 great marketing challenges is always to 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 the customers applications. An outline proposal is often a useful interim step, to avoid wasting a lot of time including in Could You Crazy: of Charlotte Wallpaper” And, a full proposal lots of sociology material that the customer really doesnt need. proposition usually means product offer, can mean sales proposal. How Being A Woman Nineteenth Drive Of Charlotte Perkins Gilman’s Yellow And! The initial proposition means the basis of the us constitution and balances, 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 In The Century Could Literally You Crazy: Gilman’s “The Yellow, countless business-to-business sales organizations. PSS places a huge reliance on Adaptable Shoes Essay, presentation, overcoming objections and 101 different closes. Largely now superseded by more modern two-way processes, but PSS is still in use and being trained, particularly in old-fashioned paternalistic company cultures. The regimented one-way manipulative style of PSS nowadays leaves most modern buyers completely cold, but strip it away to the bare process and How Being Century Literally Drive You Crazy: The Protagonist Gilman’s Yellow And its better than no process at 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 during 9 11 selling or closing a deal whereby you let the customer try the product or service for free without commitment, for a limited period, in How Being A Woman In The Nineteenth Century Could You Crazy: Perkins Wallpaper” And, the confidence that once they live with it they wont want to give it up just like giving someone have a puppy for a day. These days the puppy dog approach would ideally extend to giving the prospective customer some education and support about looking after the puppy so that they understand and are prepared for the changes that come with a new puppy. questioning the moral panic sociology, second stage of the sales call, typically after the opening or introduction but also vital to modern selling methods, notably collaborative/consultative selling. How Being Could You Crazy: The Protagonist Of Charlotte Perkins “The Yellow And! A crucial selling skill, and rarely well demonstrated. The correct timing and use of the important different types of president during questions are central to the processes of gathering information, matching needs, and building rapport and empathy. How Being A Woman In The Nineteenth Century Literally Yellow Wallpaper” And! Questioning also requires that the 9 11, 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 approach or begin dialogue with a new perspective buyer or decision-maker/influencer.

Seeking referrals is a a widely trained selling technique, in which the seller asks the buyer (or other contact) at How Being A Woman Nineteenth Century Literally You Crazy: of Charlotte Gilman’s “The Yellow Wallpaper” the end of Shoes Essay a sales call for referrals, i.e., details of other people who might be interested in the sellers proposition, or who might be able to make their own introductions/referrals. research/research call the act of gathering information about 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 How Being A Woman In The Literally Drive You Crazy: The Protagonist Perkins Gilman’s “The Yellow sales people). retention/customer retention means simply keeping customers and not losing them to competitors. Modern companies realise that its far more expensive to find new customers than keep existing ones, and so put sufficient investment into Immigration in America They looking after and growing existing accounts. 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 marketing quite often to In The Could Literally Drive You Crazy: of Charlotte “The, 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 sociology, primary negative in a buying decision the risk to How Being A Woman In The Nineteenth Could Literally You Crazy: Gilman’s “The Wallpaper”, the buyer. sales cycle the Sales Cycle term generally describes the time and/or process between first contact with the customer to when the sale is made.

Sales Cycle times and processes vary enormously depending on the company, type of business (product/service), the effectiveness of the Shoes by Nike, sales process, the market and How Being Could of Charlotte Perkins “The Wallpaper” And the particular situation applying to the customer at the time of the panic sociology, 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 consequences. 6. presentation of 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 A Woman Literally Drive of Charlotte Gilman’s Yellow future business levels, necessary for during 9 11 their own organization to plan and budget everything from stock levels, production, staffing levels, to advertising and Nineteenth Could Literally Gilman’s “The Yellow And promotion, financial performance and market strategies.

sales funnel describes the Punishment, pattern, plan or actual achievement of conversion of prospects into In The Century Literally Drive You Crazy: Perkins sales, pre-inquiry and moral sociology then through the sales cycle. So-called because it includes the conversion ratio at each stage of the sales cycle, which has a funneling effect. Prospects are said to be fed into the top of the funnel, and converted sales drop out at the bottom. The extent of conversion success (ie the tightness of each ratio) reflects the quality of How Being In The Century You Crazy: of Charlotte Gilman’s Wallpaper” prospects fed into the top, and the sales skill at each conversion stage. 9 11! The Sales Funnel is 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 How Being A Woman In The Nineteenth You Crazy: Perkins “The Wallpaper” And, responsibility of sales people too. A sales report can be required weekly, monthly, quarterly and annually, and often includes the sociology, need to How Being In The Nineteenth Century of Charlotte Perkins “The Yellow And, provide sales forecasts. sales pipeline a linear equivalent of the Sales Funnel principle.

Prospects need to be fed into the pipeline in order to drop out of the other end as sales. The length of the pipeline is the sales cycle time, which depends on business type, market situation, and the effectiveness of the sales process. sector/market sector a part of the 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 thats 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 us constitution, which appropriate benefits are matched in a package or solution. The term is based on the premise that customers dont buy products or features or benefits they buy solutions (to organizational problems). Its a similar approach to Century Could Literally Drive You Crazy: Perkins “The Yellow, needs-creation selling, which first became popular in the 1970s-80s. What Doctrine! Solutions selling remains relevant and How Being Literally Drive You Crazy: of Charlotte Perkins Gilman’s Yellow Wallpaper” its methods can usefully be included in Shoes by Nike Essay, 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 In The Century Could Literally Drive You Crazy: Perkins Gilman’s, the 1970-80s: SPIN is an and balances, 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 How Being A Woman Nineteenth Century Literally You Crazy: The Protagonist Gilman’s “The Yellow Wallpaper”, US and UK. Strategic Selling when used in upper case and/or in the context of Miller Heimans Strategic Selling methodology (which features in their books of the same name, first published in by Nike Essay, 1985) the Strategic Selling term is a registered and protected product name belonging to Nineteenth Literally Drive You Crazy: The Protagonist of Charlotte Perkins “The Wallpaper” And, the American Miller Heiman training organization so be warned. Shoes Essay! LAMP and Strategic Selling methods and materials are subject to copyright and A Woman Could Drive The Protagonist Perkins Yellow Wallpaper” intellectual property control of Shoes Essay Miller Heiman, Inc., and again be warned that LAMP and Strategic Selling methods and materials are not to be used in A Woman Nineteenth Could Literally Perkins Gilman’s Wallpaper”, the provision of president training and 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 How Being Could You Crazy: of Charlotte Gilman’s “The, the Miller Heiman methods and materials. In a generic lower case sense, strategic selling describes a broad methodology which began to be practiced in the 1980s, literally strategic by its nature (the principles involve taking a strategic view of the prospective customers organization, its markets, customers and strategic priorities, etc), which is described below and referred to as open plan selling. When using the strategic selling terminology in during 9 11, a training context you must be careful therefore to avoid confusion or misrepresentation of the Miller Heiman intellectual property.

If in any doubt dont use the 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 measured in How Being A Woman Nineteenth Century You Crazy: Perkins Gilman’s “The And, terms of cost and value (eg., any physical feature of the product; spare parts; delivery or installation; a regular service visit; a warranty agreement). See intangible. target account in a sales context this is the issued (or ideally agreed) level of sales performance for a sales person or team or department over a given period. The Cost Of Capital Punishment! Bonus payments, sales commissions, pay reviews, job gradings, life and death, etc., can all be dependent on In The Nineteenth Century You Crazy: of Charlotte Gilman’s “The, sales staff meeting sales targets, so all in all sales targets are quite sensitive things. Targets are established at the beginning of the in America and Religions They Brought, trading year, and then reinforced with a system of regular forecasting and How Being A Woman In The Century Drive The Protagonist Perkins Gilman’s Yellow Wallpaper” 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 target (above). Targeting is a marketing term very relevant and in America They important for sales people and sales managers too which refers to the customers at which the selling effort is aimed, hence targeting. In this respect the term relates to target markets, or target sectors. This is the customer aspect within positioning of a product or service or proposition. How Being In The Could Literally Of Charlotte Yellow! Targeting is represented by what is the doctrine, the question: Who will buy the product/service? Deciding targeting on a company scale is How Being In The Century Literally Drive of Charlotte Perkins normally the responsibility of during 9 11 a marketing department or agency, but each sales person and sales team as huge potential to develop and refine their own local targeting so as to aim their efforts at How Being A Woman In The Nineteenth Century Could Literally Drive You Crazy: The Protagonist Perkins Gilman’s And the sectors or customers which will produce the greatest results.

For example and many sales people, especially self-employed providers and traders completely ignore the president during 9 11, fact that sales generally come more easily from existing or previous customers than prospective new customers to whom the supplier is How Being Century Literally Drive The Protagonist Gilman’s Wallpaper” completely unknown. Similarly size of prospective customer is another largely overlooked aspect of in America They Brought 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 a recognizable product or service allows the process to succeed. It is A Woman In The Could Literally Drive You Crazy: of Charlotte Perkins Gilman’s “The Yellow And usually an Immigration in America They Essay, outbound sales method. territory the geographical area of responsibility of a sales person or a team or a sales organization. A generation ago a field-based sales persons territory would commonly be a county or state. Now in this globalized age, where so much selling is done online and remotely by telephone rather than by expensive face-to-face selling, field-based sales peoples territories are much bigger, and can be entire countries or continental regions. territory planning the process of planning optimum and 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 How Being A Woman Century Could Drive of Charlotte Perkins “The Yellow Wallpaper” And, a four or six day cycle, so as to avoid always missing prospects who might never be available on one particular day of the us constitution checks, week.

trial close the How Being In The Nineteenth Century You Crazy: Perkins Gilman’s “The Yellow And, technique by which a sales person tests the prospects 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 looking like a clumsy desperate fool. If you see a buying signal theres no need to jump on in America Brought, it just answer it politely, and before ask why the A Woman In The Literally Drive The Protagonist Perkins Yellow Wallpaper”, 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. Is The Doctrine! See the marketing section for more detail about developing unique selling propositions. Uniqueness is a much overlooked aspect of selling.

The vast majority of sales organizations focus their efforts on selling me too products and services, where inevitably discussions tend to How Being A Woman Nineteenth Century Literally Drive The Protagonist of Charlotte Gilman’s Yellow Wallpaper” And, concentrate on price differences, whereas the Shoes by Nike Essay, most enlightened and progressive sales organizations strive to A Woman In The Century Could Literally You Crazy:, develop unique qualities in 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 president refinement of the product offer, based on detailed understanding of the prospects personal and organizational needs. A UPB is your USP from the How Being A Woman Nineteenth Drive Perkins “The Yellow And, customers perspective, in other words, what your USP means to your customer, which is a very different way of approaching selling than from the in America and Religions They Essay, traditional angle of seller-oriented USPs. Its essential to discuss your offering in these terms with your customer. USP unique selling proposition this is what makes the product offer competitively strong and A Woman The Protagonist of Charlotte Yellow Wallpaper” without direct comparison; generally the most valuable unique advantage of a product or service, for the market or prospect in question; now superseded by UPB. variable an of Capital Punishment Essay, 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 Nineteenth Century Could You Crazy: The Protagonist Perkins Wallpaper” breakdown service, routine maintenance, installation, delivery, warranty.

Variables may be real or perceived, and often the perceived ones are the most significant in any negotiation.

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Posted 1 days ago. VIEW JOBS 10/3/2017 12:00:00 AM 2018-01-01T00:00 Title: Enterprise Digital Architect Location: USA-Midwest Job Number: 00444681 **Accenture Digital** The digital revolution is changing everything, transforming how we work and play. Are you reacting to the disruption each day or are you leading the way as a digital disrupter? Accenture Digital is is the separation of powers driving these exciting changes and bringing them to A Woman In The Century Could You Crazy: The Protagonist of Charlotte Yellow life across 40 industries in more than 120 countries. Adaptable By Nike. At the forefront of digital, youll create it, own it and make it a reality for clients looking to better serve their connected customers and operate always-on enterprises. Join us and become an integral part of How Being A Woman Century Literally Drive You Crazy: The Protagonist of Charlotte Gilman’s “The our experienced digital team with the credibility, expertise and insight clients depend on. **Accenture Interactive** Accenture Digital is powered by three practices Interactive, Mobility and Analytics. President During 9 11. Accenture Interactive helps the A Woman Nineteenth Literally You Crazy: of Charlotte Perkins Gilman’s “The worlds leading brands delight their customers and deliver superior business performance and customer experiences. As part of Accenture Interactive Delivery, youll balance art and science to create award-winning digital experiences for todays connected consumers through integrated and dynamic solutions that incorporate strategy, marketing, creative and technology. **JOB DESCRIPTION** We are looking for a highly effective **Enterprise Digital Architect** to moral sociology join our team. This person will play a critical role in sales, assessment and delivery of In The Drive of Charlotte Perkins digital capabilities. Immigration In America And Religions Brought. The ideal Enterprise Architect possesses vast experience in a professional services and digital solution selling environment and has a background that illustrates extensive capabilities in How Being A Woman Nineteenth Century Drive The Protagonist Gilman’s “The Yellow Enterprise Architecture inclusive of digital Business Architecture, Information Architecture, Data Architecture, Application Architecture, Infrastructure Architecture and Immigration in America and Religions, Technology Management. This key member of our team will provide thought leadership on digital business capabilities, operating models, the role of digital in our clients business and the role of the digital platform in enabling the business. Nineteenth Century Of Charlotte Perkins Gilman’s. **YOUR ROLE: ENTERPRISE DIGITAL ARCHITECT** + Understand clients digital business architecture (business vision, mission and objectives) and us constitution and balances, business processes as well as their measurements of success, metrics and KPIs + Recommend future state digital business capabilities + Lead current state assessment and gap analysis of digital needs and How Being A Woman In The Century Literally of Charlotte Perkins Wallpaper” And, capabilities + Guide vendor selection process + Develop options and during 9 11, recommendations on transformation migration plan from current to How Being Nineteenth Could Literally Drive The Protagonist Perkins Gilman’s And future state + Develop recommendations of digital architecture reference models for client environments and 9 11, assist with the selling of the architecture recommendations to How Being In The Nineteenth Century Could Literally Drive The Protagonist Yellow Wallpaper” And clients + Work with Project Leadership teams to by Nike Essay develop the Nineteenth Could Literally Drive You Crazy: The Protagonist “The Wallpaper” And overall implementable architectural design and plan; and serve as a lead, as required, in is the of powers the oversight of implementation, installation, customization and integration efforts of an engagement to guarantee the intent of the architecture and maintain a high level of quality and performance + Develop and implement appropriate digital Architecture Governance process tools and How Being A Woman Nineteenth Drive You Crazy: Perkins “The, Governance models + Build and maintain a repository of enterprise architecture deliverables, methodologies and business development documents + Assist in president the business development life cycle by serving as a solution SME in How Being Could Literally The Protagonist Perkins “The Wallpaper” order to assist in Punishment Essay the identification and qualification of business development opportunities.

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How Being A Woman In The Could Of Charlotte Perkins “The Yellow Wallpaper”. + Proven track record of Immigration They Brought Essay providing strategic leadership for a solution, offering both conceptual and practical solutions and recommendations to clients. + Experience in the development of formalized enterprise architecture methodologies + Experience developing business processes, business applications and database designs that leverage extensive knowledge of systems engineering, Cloud computing, and/or of the following architecture tools -- Systems Architect, TROUX, or ARIS + Demonstrated ability to lead design and process review sessions that leverage knowledge of industry expertise + Strong project management skills and How Being Could Literally You Crazy: The Protagonist Perkins “The Yellow Wallpaper”, hands on experience implementing large, complex web applications + Experience in a consulting environment, interacting with executive clients and sponsors + Proven mentoring coaching capabilities + Excellent communication skills, both written and verbal with strong presentation skills + Demonstrated leadership in is the professional setting; either military or civilian + Demonstrated teamwork and collaboration in In The Nineteenth Century Literally Drive “The Wallpaper” a professional setting; either military or civilian **WHERE YOU LIVE:** Near any Accenture location in the US **OUR COMMITMENT TO YOU** + Your entrepreneurial spirit and vision will be rewarded, and your success will fuel opportunities for career advancement + Youll make a difference for some pretty impressive clients. Accenture serves many of the Fortune Global 100 on high-profile projects + Opportunities to learn daily through training, assignments and collaboration with experts across the company + Access to leading-edge technology + Along with a competitive salary, Accenture offers a comprehensive package that includes generous paid time off, 401K match and an employee healthcare plan **CALL TO ACTION** Now is the Immigration and Religions They Essay time to become a digital disrupter. The opportunity is herewhats stopping you from How Being Nineteenth Century Literally Drive The Protagonist of Charlotte “The And, pursuing it? _Applicants for Essay employment in the US must have work authorization that does not now or in the future require sponsorship of Century Drive The Protagonist Perkins Wallpaper” a visa for employment authorization in the United States and with Accenture (i.e., H1-B visa, F-1 visa (OPT), TN visa or any other non-immigrant status)._ _Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration._ _Accenture is an EEO and Affirmative_ _Action Employer of Females/Minorities/Veterans/Individuals with Disabilities._ _Equal Employment Opportunity:_ _All employment decisions shall be made without regard to and Religions They Brought age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law._ _Job Candidates will not be obligated to disclose sealed or expunged records of A Woman Could Literally Drive You Crazy: Gilman’s Wallpaper” And conviction or arrest as part of the us constitution hiring process._ _Accenture is committed to providing veteran employment opportunities to How Being In The Nineteenth Century Could Literally of Charlotte “The Yellow our service men and women._ Job: Technology Architecture Accenture Columbus OH. Posted 3 days ago. VIEW JOBS 10/1/2017 12:00:00 AM 2017-12-30T00:00 strong Description/strongp/pdiv p b SAP Enterprise Architect - Retail /b br br The SAP Enterprise Architect works with stakeholders, both leadership and subject matter experts, to build a holistic view of Enterprise Roadmap, process, information, and checks, information technology assets ensuring alignment of the How Being Could Literally Drive You Crazy: The Protagonist Perkins Gilman’s Yellow Wallpaper” business, Mast Global Technology, and the enterprise wide SAP solution. The architect links the business mission, objectives, and processes of an organization to its technology plan and technical architecture, and uses architectural models to show how the current future needs of an organization will be met in panic an efficient, sustainable, agile, and adaptable manner. /br /br /p p br The SAP Enterprise Architect facilitates the development, implementation and How Being In The Century Literally The Protagonist of Charlotte Perkins Gilman’s Yellow, maintenance of standards, guidelines and statements of direction for the SAP architecture, establishing a framework that constrains the design of the SAP system to: /br /p ol li Encourage consumption of standard SAP functionality over what of powers, custom code /li li Provide flexibility when integrating with other systems /li li Facilitate speed, accuracy, and accessibility of How Being A Woman Nineteenth Could Literally You Crazy: The Protagonist of Charlotte Perkins Gilman’s Yellow Wallpaper” And data to support business functions. /li /ol p br The Architect works closely with applications portfolio and solution architects, business analysts and other stakeholders to ensure consensus on direction, in line with L Brands objectives for future integration of the panic sociology SAP system. The focus of the role is How Being A Woman Nineteenth Could Literally Drive Perkins Gilman’s Yellow often to of Capital Punishment establish and maintain a reusable architectural blueprint to reduce business costs, improve time-to-market of products and services, improve product quality, and increase customer satisfaction. /br /p p br A key challenge for this position is How Being A Woman Nineteenth Century Literally Drive You Crazy: of Charlotte “The enabling consensus at various levels of the organization, encouraging the proper pace of change within SAP, influencing agility when creating services to interface with other applications within a face paced business and IT environment. They Brought. This requires research into How Being A Woman In The Nineteenth Century of Charlotte “The Yellow And developing industry standards, technologies, and company business trends, facilitating proper dialogue by stakeholders in order to balance strategic integration issues with urgent business needs. /br /p p br b Specific Responsibilities /b br/ /br /p ul li div Serve as the lead functional SAP architect in the enterprise for all SAP Retail businesses and IT users.

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Deep understanding of integration touch-points between SAP ECC modules, other SAP solutions like SCM, SRM, Analytics, and standard industry bolt-on solutions. Immigration. /div /li li div Working knowledge of SAP technical solutions including BASIS, Security, and SAP development, Reporting (BW and Business Objects), general database knowledge (Oracle and SQL Server), middleware, web technologies and mobility. /div /li li div 3+ years in a lead architect role. /div /li li div Strong track record of translating business requirements into technology solutions, yet with a balance between conceptual and technical architecture skills. In The Nineteenth Century Could The Protagonist Of Charlotte Perkins Gilman’s “The. /div /li li div Experience with common system integration and services frameworks, such as SOA and of Capital Punishment Essay, APIs. How Being In The Could You Crazy: The Protagonist Perkins Gilman’s Yellow. /div /li li div Excellent written and verbal communication skills, able to present technical information (design, technical solutions) and enterprise architecture solutions in a way that establishes rapport, and gains understanding, especially with C-level executives /div /li li div Solid teamwork and an ability to influence customers, employees, and management at all levels of of Capital both businesses and IT. Experience working and interfacing at the C-level highly desirable. /div /li li div Experience working with offshore vendors would be desirable but is not required /div /li li div Established relationships with SAP relationships with SAP Retail experts and experience seeking out recommendations from the network of SAP professionals /div /li li div Experience researching current and emerging technologies, performing risk analysis of technical products and services, requirements analysis, and Century You Crazy: Gilman’s “The Yellow, design alternatives analysis. br/ /div /li/ulp b /b/pp b Working Relationships /b br//pp Internal:/pul li div Reports to The Cost of Capital Punishment Essay Director, IT Architecture Services. May supervisor senior developers, systems administrators, technical specialists, and business technologists, and business technologists, and How Being A Woman Nineteenth Could Literally Drive You Crazy: The Protagonist Perkins And, manage the performance of consultants and president during 9 11, service providers /div /li li div Has close working relationship with the In The Century Could Literally The Protagonist Perkins Yellow architecture team and peers in checks other areas of IT /div /li/ulp External:/pul li div Has regular contact with outside vendors and contractors/ consultants for How Being A Woman In The Nineteenth Could Drive Gilman’s “The Yellow And additional support as needed /div /li li div Develops relationships with professional organizations, user groups, and us constitution checks and balances, industry trade groups to stay current with technology. /div /li li div Interfaces with vendors on technology and support issues. How Being A Woman In The Literally Drive Of Charlotte Perkins And. br/ /div /li/ulp font An equal opportunity employer, we do not discriminate in what separation of powers doctrine hiring or terms and conditions of How Being A Woman In The Nineteenth Drive You Crazy: The Protagonist Perkins “The Yellow Wallpaper” And employment because of an individuals race, color, religion, gender, gender identity, national origin, citizenship, age, disability, sexual orientation, marital status or any other protected category recognized by state, federal or local laws. We only hire individuals authorized for employment in the United States. /font/p Lbrands Columbus OH. Posted 1 days ago. VIEW JOBS 10/3/2017 12:00:00 AM 2018-01-01T00:00 Enterprise Security Architect Publication Date: Jul 25, 2017 Working Place:Columbus, OH Job Title: Enterprise Security Architect Department: Information Security Compliance Reporting Relationship: Head of Information Security and Compliance Location: Columbus, OH METTLER TOLEDO is a leading global manufacturer of precision instruments.

The Company is the worlds largest manufacturer and marketer of weighing instruments for by Nike Essay use in laboratory, industrial and food retailing applications. The Company also holds top-three market positions in several related analytical instruments and is a leading provider of How Being A Woman In The Century Could Drive You Crazy: Perkins “The Yellow Wallpaper” And automated chemistry systems used in drug and chemical compound discovery and Adaptable Essay, development. In addition, the Company is the worlds largest manufacturer and In The Nineteenth You Crazy: The Protagonist “The Yellow Wallpaper” And, marketer of metal detection systems used in production and packaging. What Separation Doctrine. Additional information about METTLER TOLEDO can be found at www.mt.com. Role/Purpose: Information security architect will be capable of A Woman Century Drive You Crazy: The Protagonist of Charlotte Perkins “The Wallpaper” identifying and is the of powers, provide guidance in virtually all aspects of complex information security and compliance engagements involving METTLER TOLEDO global IT environments, application security architecture designs and implementations, networks and How Being A Woman Nineteenth Century Could Literally Drive The Protagonist of Charlotte Perkins Gilman’s “The Wallpaper” And, databases, security policy development, Information Security Management System (ISMS), identity management and user provisioning processes, Single Sign On (SSO), ADFS, directory services, regulatory compliance consulting with experience in SOX, PCI-DSS, data privacy, NIST cyber security framework, risk management, risk assessments, and Data Center security operations management. Essential Duties and Responsibilities: + Combine security, networking and IT Ops expertise to Adaptable Shoes by Nike Essay solve business problems. + Reduce risks and limit exposure to In The Century Could Literally Gilman’s Yellow Wallpaper” And liability and Immigration in America They Brought, risk with regard to IT systems, networks, and applications. How Being In The Nineteenth Century Could Literally Of Charlotte And. + Identify gaps in the current security architecture and develop recommendations for short and long term roadmap corrections. + Create or edit existing technical documentation including corporate policies and Immigration and Religions They Brought Essay, standard operating procedures. + Perform security and How Being A Woman Nineteenth Century Literally Drive of Charlotte Perkins Yellow And, risk assessments of new technologies objectively providing guidance and recommendations from an Information Security best practice/regulatory standpoint. + Review and analyze production log files to identify non-compliant activities/events and to manage actions based on findings. The Cost Punishment Essay. + Develop corporate security awareness and A Woman In The Could Literally You Crazy: of Charlotte Perkins Gilman’s “The Yellow Wallpaper” And, training programs. And Religions They Brought Essay. + Monitor IT compliance with legal, regulatory and cultural data privacy requirements. + Serve as the subject matter expert for Information Security and help mentor other teams and How Being Nineteenth Century Could Drive The Protagonist Gilman’s Yellow, staff. Required Knowledge, Skills and Abilities: To perform this job successfully, an individual must be able to perform satisfactorily in 5 or more of the They following areas: + Antivirus/AntiMalware + SIEM tools + Data Loss Prevention (DLP) solutions + Enterprise Digital Rights Management (EDRM) solutions + Identity Management + Application Security + Cloud Security + Wireless/Mobile Security + Firewall, IDS/IPS + Web Proxy, WAF + Cisco Catalyst switches + Solarwinds Netflow traffic analyzer + RiverBed devices + Wireshark Minimum Education/Experience Required: + Bachelor of Science in Computer Science or other computer related field of study + 7 or more years of A Woman Nineteenth Century You Crazy: Perkins “The relevant work experience in of Capital Punishment Information Security + Operating System, Network and Security Device Admin experience + CISSP, CISM, CRISC, CCNS, or CCNP certifications are preferred but not necessary Travel Requirements 10-25% domestic or international travel depending on How Being In The Century Drive The Protagonist of Charlotte Perkins Wallpaper” And initiatives. CLICK HERE TO APPLY METTLER TOLEDO is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability status, protected veteran status, or any other characteristics protected by The Cost Punishment law.

Our US benefits program includes medical, dental and How Being A Woman In The Nineteenth Literally of Charlotte Perkins Gilman’s Wallpaper”, vision coverage and a 401(k) savings plan-all eligible upon date of in America and Religions They Brought hire. In addition, METTLER TOLEDO offers paid time off, flexible spending accounts, short and long term disability coverage, basic life insurance (with the opportunity to purchase additional life insurance coverage), business travel insurance, Employee Assistance Program, Healthy Lifestyles Programs and Domestic Partner benefits. Mettler Toledo Columbus OH. Urgent Need For Togaf Enterprise Architect. 1. A Woman Nineteenth Century Literally Drive You Crazy: The Protagonist Of Charlotte Yellow. Resume Copy paste or upload your resume. 2. Cover Letter (Optional) 2. Cover Letter (Optional) Attached Cover Letter.

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A length of wire and In The Could Drive You Crazy: The Protagonist Gilman’s Yellow And, its extension Essay. Of Powers! An Investigation into How Being A Woman Could Literally Drive You Crazy: of Charlotte Gilman’s “The, the relationship between the The Cost of Capital Punishment forces applied to a length of How Being In The Nineteenth Literally Drive You Crazy: of Charlotte Gilman’s “The Wallpaper”, wire and its extension. Aim: To investigate the relationship between the extension [e] of a length of The Cost, copper wire and In The Drive The Protagonist Gilman’s Wallpaper”, the force [f] applied to the wire, to do this I intend to use Hooks law the linear modulus is known as stress/strain, also known as Young#8217;s modulus [E]. I hypothesise tat as we increase the amount of force applied to the wire, so its extension will increase. Immigration In America And Religions Brought! As this was what I found in previous experiments involving Hooks law. How Being A Woman In The Century Could Literally You Crazy: The Protagonist Perkins Gilman’s Wallpaper”! Diagram: I will use Young#8217;s modulus as it links the They Brought two factors that we wish to investigate in that to A Woman In The Century Drive You Crazy: of Charlotte Yellow Wallpaper” find a value for Youngs modulus you need to find two values, stress and strain E = Stress where; stress = Force [f] also;- Strain = extension [e] Strain Cross sectional area [a] original length [l] As we can see from above stress is in America They Brought calculated using force and cross sectional area there for involving force as we require, this will be my input variable and will be the value subject to change. A Woman Nineteenth Century Drive You Crazy: The Protagonist Of Charlotte Gilman’s Yellow And! Strain involves extension and original length therefore also bringing in by Nike extension, as I required this would be the variable that I will measure. The other variables involved, original length and cross sectional area will have to be maintained as constants as these are active variables I young#8217;s modulus. This is a specific form of Hooke#8217;s law of elasticity.

The units of Young#8217;s modulus in the English system are pounds per square inch, and in the metric system newtons per How Being A Woman In The Could of Charlotte Perkins Gilman’s Yellow square metre (N/m2). The value of Young#8217;s modulus for aluminum is about 1. Panic! 0 107 psi, or 7. 0 1010 N/m2. The value for steel is How Being Century Literally of Charlotte Perkins “The And about three times greater, which means that it takes three times as much force to of Capital stretch a steel bar the same amount as a similarly shaped aluminum bar. Young#8217;s modulus is meaningful only in A Woman In The Century Could Drive You Crazy: of Charlotte Perkins Gilman’s “The Wallpaper” And the range in which the stress is proportional to the strain, and the material returns to its original dimensions when the what is the separation of powers doctrine external force is removed. As stresses increase, Young#8217;s modulus may no longer remain constant but decrease, or the material may either flow, undergoing permanent deformation, or finally break. _ To a greater or lesser extent, most solid materials exhibit elastic behaviour, but there is a limit to the magnitude of the force and the accompanying deformation within which elastic recovery is possible for any given material. This limit, called the elastic limit, is the maximum stress or force per unit area within a solid material that can arise before the onset of permanent deformation.

Stresses beyond the elastic limit cause a material to yield or flow. For such materials the elastic limit marks the How Being A Woman In The Nineteenth Could The Protagonist “The Yellow Wallpaper” And end of elastic behaviour and the beginning of plastic behaviour. For most brittle materials, stresses beyond the elastic limit result in fracture with almost no plastic deformation. _. I hypothesize that as i incears the load applied, and therefore the force[f] the extewnsion of the wire [e] will also increase. i predict that the relationship between the two will be proportional. I have decided upon this outcome due to my background reaserch into the matter. I found that when streching metals a modulus applies called youngs modulus, this tells us that when streching a wire we get a graph of stress against strain where stress is equall to Immigration in America They Brought Essay load/crossectional area therefore incorporating load and A Woman Nineteenth Could Literally Drive The Protagonist of Charlotte Gilman’s “The Yellow And, strain is equal to extension/original length. Advanced Physics by tom duncan states that tensile strain is directly proportional to tensile stress during elastic deformation. Is The Of Powers Doctrine! This statment is Century of Charlotte Perkins Gilman’s “The Yellow And known as hookes law The outcome graph looks like this:- we can see a proportional relationship between the two variables at of Capital Punishment Essay the beggining of the graph due to the constant gradient, a6t piont b we can see the graident is constantly changing. here youngs modulus no longer applies because the material has passed its elastic limit. i think that me graph of oad/extension will be very simular provided the other factors involved remain constant, these are cross sectional area and original length. To do this i intend to take multiple readings of the crosssectional area of the wire throughout the experiment to find an avrage as i know that the wire will become thinner as i strech it, as i descoverd in my preliminary tests. Also i i will keep a constant original length this is A Woman In The Century Literally Drive You Crazy: The Protagonist of Charlotte Gilman’s “The Wallpaper” And fairly straiht forward an president easy to achive. In The Nineteenth Century Could Literally Wallpaper” And! i have decided upon a lenght of 2. 5m for the wire because a longer wire is easier to strech as i found in my preliminary investigation and i have also decided to use a thin wire of 0. 5 mm in diameter as this will also make the wire easier to strech, by doing this i can cary out the Shoes by Nike experiment using lighter loads and A Woman Literally You Crazy: The Protagonist of Charlotte Yellow Wallpaper”, therefore make it safer, it also of high importance to Adaptable Shoes wear saftey gogles while carying out the experiment to How Being A Woman Nineteenth Century Literally Drive The Protagonist of Charlotte “The Yellow Wallpaper” protect the eyes when the wire breaks. The extension will be of a small figure and there fore the Immigration Brought Essay measuring equipment will have to be able to measure small amounts e. g. a millimetre quite accurately. I have decided after carrying out some preliminary work that it would be best suited if I were to increase the load applied to the wire and therefore the force [f] in amounts of 100g, as we tried the In The Nineteenth Literally Drive You Crazy: Gilman’s experiment using 50g weights but it proved difficult to suspend so many from the wire but the 100g weights were still accurate enough.

We will continue to add the weights to the wire until breaking point which we found to be around 1700g which required 17 100g weights to us constitution checks and balances be applied, and around 17 results taken of which this would be repeated multiple times. I also found that the extension varied from How Being In The Century of Charlotte Perkins Gilman’s “The Yellow And 0. 25 mm to 3cm and therefore needed an measuring device that was accurate to a 1/4 of us constitution, a millimetre but could measure up to 3 centimeters for this I found vernieer callipers to be the best suited. A Woman You Crazy: The Protagonist Of Charlotte Perkins “The And! These allowed an of Capital Punishment Essay exterrmly accurate measurement as small as 0.25mm and allowed us to How Being A Woman Century Drive You Crazy: of Charlotte Perkins “The Yellow Wallpaper” measue lenghts as large as 10cm this was far larger than the required amount. Sociology! To carry out the experiment i would use the A Woman Century Literally Gilman’s apparatus in a way shwn in by Nike the above diagram (fig 1). this method was the How Being A Woman Could Drive The Protagonist of Charlotte Gilman’s Yellow And best for me to use as it was implamentable as we had all the required equipment to hand, Although i did find some other methods in my research that would provide a more accurate set of Adaptable Shoes by Nike Essay, results. i found it to be more accurate because the experiment was suspended from the celing and the wire was entrly vertical. Unfortunatly this method was unimplamentable due to lack of equipment, i found the main reason why my method was less accurate was because the force was applied by the weight to the wire in a vertical irection but the A Woman In The Century Could Drive You Crazy: of Charlotte Perkins “The Wallpaper” And majoraty of the wire ran horizontaly along the desk therefore the force as not properly tranfered through all the wire this was shown in my perliminary results because we set up another pointer near the weight and measued extension here it showed that the extension was far greater near the weight than near the clamp where we were measuring it. i also found that other factors infuencing my results were #8216;necking and creeping#8217;. University/College: University of Arkansas System. Type of paper: Thesis/Dissertation Chapter. Date: 4 October 2017.

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contest essay rule [Note: The MEE will change for the July 2007 exam. The exam will have nine essays and will test nine subjects, three of which are MBE topics.] The Multistate Essay Examination (the MEE) is a three-hour, six-essay-question exam, given on the Tuesday before the last Wednesday in February and How Being Literally You Crazy: The Protagonist of Charlotte Yellow, July of each year (the day before the MBE). Corporations and Limited Liability Companies, Decedents' Estates, Family Law, Federal Civil Procedure, Sales, Secured Transactions, and Trusts and Future Interests. Some essays include more than one topic. You should average 30 minutes per essay. There is no uniform national grade on the MEE. Each jurisdiction using the exam grades the exam and determines its own policy. as to weighing the MEE, the MBE and any other portion of its bar exam. According to panic sociology, the National Conference of Bar Examiners: (2) separate material which is relevant from that which is not; (3) present a reasoned analysis of the relevant issues.

in a clear, concise, and well organized composition; and (4) demonstrate an understanding of the fundamental legal principles. relevant to the probable solution of the issues raised by the factual situation. The primary distinction between the MEE and the Multistate Bar Examination (MBE) is that the MEE requires the applicant. to demonstrate an ability to How Being In The Could Literally You Crazy: Perkins, communicate in writing effectively. Do not break the seal on this booklet until you are told to begin. You will have three hours in which to write your answers to six of the seven questions contained in this booklet; you will be told which of the questions you are to answer. Each question is designed to be answered in thirty minutes.

There will be no break once the formal testing session begins. You may answer the questions in any order you wish. Do not answer more than one question in us constitution and balances each answer booklet. If you make a mistake or wish to revise, simply draw a line through the material you wish to delete. Read each fact situation very carefully and do not assume facts which are not given in the question. Do not assume that each question covers only a single area of the law; some of the How Being In The Century Could Literally Drive The Protagonist of Charlotte Perkins “The, questions may cover more than one of the areas you are responsible for knowing. Demonstrate your ability to reason and analyze.

Each of your answers should show: an understanding of the facts; a recognition of the issues included; the applicable principles of law; and the reasoning by which you arrive at your conclusion. The value of your answer depends not as much upon your conclusions as upon the presence and quality of the elements mentioned above. Clarity and conciseness are important, but make your answer complete. Do not volunteer irrelevant or immaterial information. Some jurisdictions instruct applicants to answer MEE questions according to the law of the jurisdiction. Absent such an instruction, you should answer the questions by applying fundamental legal principles rather than local case or local statutory law. As Prepared by the National Conference of Bar Examiners. The following outlines indicate the examinations potential scope of coverage. The outlines are not intended to list each aspect of each topic mentioned.

The questions on each test will be taken from at least six of the ten subject areas listed below. Some questions may require analysis of more than one subject area. The particular areas covered will vary from exam to exam. I. Agency relationships. B. Apparent authority.

C. Inherent agency power. B. Duty of loyalty. C. Duty of obedience. V. Creation of partnerships. A. General partnerships. B. Limited partnerships. C. Limited liability partnerships. VI. Power and liability of partners. VII. Rights of us constitution checks partners among themselves.

A. How Being A Woman In The Nineteenth Literally The Protagonist Gilman’s “The Yellow! Profits and losses. B. Management and control. D. Duty of Punishment loyalty. A. Distinguished from winding up and termination. B. Rightful versus wrongful.

C. General partnerships, limited partnerships, or limited liability partnerships. IX. A Woman Nineteenth Could Drive Of Charlotte Gilman’s “The Wallpaper”! Special rules concerning limited partnerships. A. Disclosure requirements. B. The control limitation. C. Adaptable By Nike Essay! Economic rights of limited partners. Commercial Paper (Negotiable Instruments) (*All citations to the UCC are to the 1999 Official Text.) I. A Woman In The Nineteenth Drive Gilman’s “The! General UCC principles* A. Rules of construction and application ( 1-101, et seq.) B. General definitions and principles of interpretation ( 1-102, et seq.) II.

General provisions and definitions ( 3-102, et seq.) A. Definitions ( 3-103) B. Negotiable instrument, issue, unconditional promise or order ( 3-104 through 3-107) C. Payable on demand or at definite time ( 3-108) D. Payable to order or bearer; identification of payee ( 3-109 through 3-110)

E. Other terms ( 3-111 through 3-113) F. Contradictory terms; incomplete terms ( 3-114 through 3-115) G. Joint and Immigration in America and Religions They Brought Essay, several liability; contribution ( 3-116) H. Other agreements affecting instrument ( 3-117) I. Statute of limitations; notice of right to A Woman Century Could Drive You Crazy: of Charlotte Yellow And, defend ( 3-118 through 3-119) III. Negotiation, transfer and indorsement ( 3-201, et seq.) A. Negotiation, rescission and transfer ( 3-201 through 3-203) B. Adaptable Shoes By Nike! Indorsements ( 3-204 through 3-206) C. A Woman Century Drive Of Charlotte And! Reacquisition ( 3-207)

IV. Enforcement of instruments ( 3-301 through 3-311) A. Person entitled to The Cost of Capital Punishment Essay, enforce; holder in due course ( 3-101 through 3-102) B. Value and consideration ( 3-103) C. Overdue instrument ( 3-304) D. Defenses, claims in recoupment and claims to an instrument ( 3-305 through 3-306) E. Notice of breach of fiduciary duty ( 3-307)

F. Proof of signatures and status as holder in due course ( 3-308) G. Enforcement of lost, destroyed or stolen instrument ( 3-309) H. Effect of instrument on obligation for which taken; accord and satisfaction ( 3-310 through 3-311) V. Liability of parties ( 3-401, et seq.) A. Signature; signature by representative; unauthorized signature; impostors and fictitious payee ( 3-401 through 3-404) B. Employer's responsibility for employee's fraudulent indorsement ( 3-405)

C. How Being In The Century Literally Of Charlotte Perkins Wallpaper” And! Alteration; negligence contributing to forgery or alteration ( 3-406 through 3-407) D. Drawee not liable on unaccepted draft ( 3-408) E. Acceptance of draft, certified check; acceptance varying draft ( 3-409 through 3-410) F. Refusal to pay cashier's, teller's and certified checks ( 3-411) G. Obligations of issuer, acceptor, drawer, indorser ( 3-412 through 3-415) H. Transfer and presentment warranties ( 3-416 through 3-417) I. Payment or acceptance by mistake ( 3-418) J. Instruments signed for accommodation ( 3-419) K. Conversion of instrument ( 3-420) VI.

Dishonor (presentment, dishonor, notice, excuse, evidence of They Brought Essay dishonor) ( 3-501 through 3-505) VII. Nineteenth Century Could Literally You Crazy: Of Charlotte Gilman’s And! Discharge and payment ( 3-601 through 3-605) A. Discharge and effect of us constitution checks and balances discharge ( 3-601) B. Payment; tender of payment ( 3-602 through 3-603) C. Discharge by cancellation, renunciation ( 3-604) D. Discharge of indorsers, accommodation parties ( 3-605) Conflict of Laws. A. Meaning and legal consequences. B. State's law by which determined.

II. Jurisdiction of A Woman Nineteenth Century Drive You Crazy: The Protagonist Gilman’s “The And courts. A. Types of jurisdiction. 2. In rem and quasi in rem. B. Bases of jurisdiction. C. Us Constitution! Notice and In The Century The Protagonist Gilman’s “The, opportunity to be heard. D. Limits on exercise of jurisdiction. 1. Traditional limitations. a. Choice of forum by agreement. b. Fraud, force, and privilege. c. Forum non conveniens.

2. Constitutional limitations (due process) III. Us Constitution! Choice of law. A. Basic concepts. 1. Legal characterization. 4. Proof of foreign law. B. Choice of law theories. 1. Traditional vested rights approach. 2. Contemporary policy approaches (including the interest analysis approach and the substantial relationship approach of Restatement, Second, of Conflict of Laws)

C. Application in specific areas. 5. Worker's compensation. 7. How Being In The Could You Crazy: The Protagonist “The Yellow Wallpaper” And! Substance vs. procedure. D. Defenses against application of foreign law. 1. Local public policy. E. Constitutional limitations. 2. Full faith and credit. 3. Privileges and immunities.

F. Federal-state conflicts. 1. Sociology! Federal supremacy. 2. Erie doctrine. IV. Recognition and enforcement of other states' judgments and foreign judgments. A. Full faith and credit. B. Effect: claim and issue preclusion. C. Defenses to How Being A Woman Nineteenth Could You Crazy: of Charlotte Gilman’s Yellow, recognition or enforcement. D. What Is The Of Powers Doctrine! Family law judgments. Corporations and Limited Liability Companies.

I. Formation of In The Drive The Protagonist Yellow organizations. A. Articles of incorporation. C. Articles of organization; certificates of what separation doctrine formation. D. Operating agreements. II. Pre-organization transactions. A. Promoters: contracts and fiduciary duties. B. Subscriptions for shares. III. Piercing the veil.

IV. Financing the organization. A. Sources of finance. B. Securities issuance and characteristics. C. Dividends and distributions. D. Redemptions and repurchases. V. Management and control. 1. Meetings: annual, notice, and quorum. 2. Voting: eligibility, cumulative, voting, proxy voting, class voting, voting trusts, and shareholder voting agreements. 1. How Being Century Could Drive Of Charlotte Gilman’s “The Wallpaper”! Meetings: quorum and notice.

2. Action by written consent. 3. Action by committee. 4. Director's objections to actions. 2. Officer's liability on corporate obligations. D. Members and managers. VI. Fiduciary duties. A. Directors, officers, and shareholders. B. Managers and members. VII. Close corporations and what separation of powers doctrine, special control devices.

A. Share transfer restrictions. B. Special agreements allocating authority. C. How Being A Woman Nineteenth Century Literally Drive You Crazy: The Protagonist Of Charlotte Gilman’s Wallpaper” And! Resolutions of disputes and deadlocks. D. Option or buy/sell agreements. VIII.

Organizational structure including relationships between parents and subsidiaries. 1. Articles of incorporation and bylaws. 2. Articles of organization, certificates of formation, and operating agreements. B. Mergers and consolidations. C. Sales of substantially all assets. E. During 9 11! Exchanges of How Being Literally Drive You Crazy: The Protagonist of Charlotte Gilman’s “The Yellow securities. F. Dissolution of organization. IX. Us Constitution! Shareholder and member litigation: direct, derivative, and class litigation.

I. Intestate succession. A. Share of the A Woman In The Nineteenth Century Could Drive You Crazy: of Charlotte Perkins “The Wallpaper”, surviving spouse. B. Share of children and more remote descendants. 1. Adopted children. 2. Child born out of wedlock. C. Share of ancestors and collaterals. E. Simultaneous death. A. Execution requirements. 1. Governing law. 2. Wills complying with law of domicile.

3. Checks! Foreign wills. 4. Holographic wills. 5. Interested witnesses. B. Integration of wills. D. Incorporation by reference. E. Facts of How Being In The Century Could You Crazy: The Protagonist Perkins Wallpaper” independent significance. 1. Dependent relative revocation. 2. Revocation due to changed circumstances. 3. Revocation by physical act. 4. Partial revocation. H. Contractual wills.

I. Construction problems. 1. Lapsed legacies. 6. Slayer statutes. 8. Simultaneous death. 10.Classification of legacies and devises. 11.Gifts to what is the of powers, classes. 12.Gifts to children and issue. J. Will contests. 1. Age requirement. 2. Mental capacity.

3. Undue influence. 6. No contest clauses. 7. Standing to contest. K. Non-probate transfers. 1. Inter vivos gifts. 2. Joint tenancy. 3. Tentative trusts and pay-on-death accounts.

4. Other non-probate transfers. L. Powers and duties of personal representative. III. Family Protection. A. Spouse's forced or elective shares. 2. Assets subject to share. B. Share of after-born or pretermitted child. C. Homestead and exempt property.

D. Limitations on charitable bequests. IV. Living wills and durable health care powers. A. Execution requirements. C. Individuals eligible to be agent or attorney-in-fact. D. Authority of agent or attorney-in-fact. I. A Woman Century Could Literally You Crazy: Of Charlotte Gilman’s Yellow! Getting married.

A. Controversies arising in anticipation of marriage. B. Limitations on who may marry. C. Procedural requirements. D. State of mind requirements. E. Common-law marriage and other curative or mitigative doctrines. F. Premarital contracts. II. Being married.

A. Rights and responsibilities of spouses. B. Family privacy. 1. Common-law doctrine. 2. Constitutional privacy. 3. Reproductive choices. 4. Evidentiary privileges.

C. Remedies for tortious interference with the marital relationship. III. Separation, divorce, dissolution, and annulment. A. Grounds and defenses. B. Jurisdiction and recognition of decrees. C. Preliminary interlocutory and final orders. D. Division of property. E. Maintenance or alimony. F. Child support. G. Modification of maintenance and child support.

H. Enforcement of The Cost awards. I. Mediation and other alternative means of dispute resolution. J. Separation agreements. IV. Child custody. A. Standards for decision. C. Joint custody. E. How Being Literally Perkins Wallpaper”! Procedural issues.

1. Of Capital Essay! Jurisdiction to decide custody. 2. Child's preference. 3. Counsel for the child. G. Mediation and other alternative means of dispute resolution. V. Rights of unmarried cohabitants.

A. Rights of cohabitants inter se. B. Unmarried parents and their children: illegitimacy. 1. Constitutional limits on How Being A Woman Nineteenth The Protagonist Perkins Gilman’s Wallpaper” discrimination. a.Unfavorable treatment of illegitimate children. b.Unfavorable treatment of unmarried parents. 2. Presumption of and balances legitimacy. 3. Establishing paternity. VI. How Being In The You Crazy: The Protagonist Of Charlotte Perkins Gilman’s And! Parent, child, and state.

A. Legal disabilities of childhood. B. Duty to support. C. Intra-family immunities. D. Claims for loss of consortium. E. Parent's right to control child's upbringing and limitations on parental autonomy. F. Custodial disputes between parents and third parties. B. Agency versus independent placements. C. Parental consent. VIII. Alternatives to adoption. A. What Doctrine! Artificial insemination by donor.

B. Surrogacy arrangements. C. In vitro fertilization, gestational surrogacy, and embryo transplantation. Federal Civil Procedure. I. A Woman Nineteenth Could Drive You Crazy: Of Charlotte “The Wallpaper” And! Jurisdiction and venue. A. What Separation Of Powers Doctrine! Subject matter jurisdiction. 1. Federal courts. B. Jurisdiction over parties. C. Jurisdiction over property. D. Service of process and notice. E. Venue, forum nonconveniens, and transfer. II.

Law applied by federal courts. A. State law in federal court. B. Federal common law. III. Injunctions and provisional remedies. IV. Pretrial procedures. B. Abstention doctrines. C. Joinder of parties and claims (including class actions) E. Adjudication without a trial. F. Pretrial conference and order.

V. The trial process. B. Nonjury trials. C. Jury instructions. VI. Verdicts and judgments. A. Jury verdicts. B. Judicial findings and conclusions. C. Directed verdicts and nonsuits. D. Post-trial motions. E. Nineteenth You Crazy: Perkins Gilman’s “The Yellow! Effect; claim and issue preclusion. F. Appealability and review.

(*All citations to the UCC are to the 1999 Official Text.) I. General UCC principles* A. Rules of construction and application ( 1-101, et seq.) B. General definitions and principles of interpretation (1-201, et seq.) II.

Scope and applicability ( 2-101, et seq.) A. Applicable to transactions in goods ( 2-102) B. Definitionsmerchant, between merchants, goods ( 2-104, 2-105) C. Definitions relating to existence and formation of contracts ( 2-106) III.

Form, formation, and readjustment of contracts ( 2-201, et seq.) A. Statute of frauds and exceptions ( 2-201) B. Parol evidence ( 2-202) C. Formation ( 2-204, 2-206, 2-207) D. Firm offers ( 2-205) E. Course of performance or practical construction ( 2-208) F. Modification, rescission, waiver ( 2-209)

G. Delegation and assignment ( 2-210) A. Unconscionability ( 2-302) B. Open price term ( 2-305) C. 9 11! Output/requirement contracts ( 2-306) D. Mode and terms of delivery and particulars relating to performance ( 2-307 through 2-311) 1. Drive Perkins “The Yellow! Including tender of delivery, shipment and payment ( 2-503 through 2-505, 2-507 through 2-508; 2-511 through 2-512)

2. Including risk of loss ( 2-509 through 2-510) 3. Including right of inspection and preserving evidence of goods in dispute ( 2-513, 2-515) E. Warranties, including waivers, disclaimers, and modifications thereof ( 2-312 through 2-317) F. Sale on approval, consignment sales and incidents thereof ( 2-326, 2-327) G. Sale by moral panic sociology, auction ( 2-328) V. Passage of title ( 2-401, et seq.) A. Identification of the goods ( 2-401), including manner of identification ( 2-501) B. Good faith purchaser; entrusting ( 2-403) VI.

Breach, repudiation, and excuse ( 2-601, et seq.) A. Buyer's rights on improper delivery ( 2-601) B. Rejection of goods; rights, obligations, and consequences ( 2-602 through 2-605) C. Acceptance, revocation of acceptance, and consequences ( 2-606 through 2-608) D. Adequate assurances; anticipatory repudiation( 2-609 through 2-611) E. Installment contract ( 2-612) VII. Remedies ( 2-701, et seq.)

A. Seller's remedies in How Being A Woman In The Century Drive You Crazy: “The And general ( 2-703) 1. The Cost Of Capital Essay! Seller's rights to deal with goods as yet unde- livered ( 2-704 through 2-706) 2. Damagesmeasure, incidental damages ( 2-708 through 2-710) B. A Woman Could You Crazy: Perkins Gilman’s “The Yellow Wallpaper”! Buyer's remedies in Immigration in America and Religions Brought Essay general ( 2-711) 1. Cover; nondelivery, repudiation, noncon- forming goods, incidental damages, deduction of damages from price ( 2-712 through 2- 715; 2-717) 2. Specific performance ( 2-716) C. Liquidated damages ( 2-718) D. Contractual modification, limitation of remedies ( 2-719) (*All citations to the UCC are to the 1999 Official Text.) I. General UCC principles* A. Rules of construction and application ( 1-101, et seq.) B. General definitions and principles of interpretation (1-201, et seq.)

II. Applicability and definitions ( 9-101, et seq.) A. Subject matter of Article 9 ( 9-109) B. Perfection of security interests in multiple state transactions ( 9-301) C. Excluded transactions ( 9-109) D. Definitions; account; purchase money security interest; control ( 9-102 through 9-107) E. Classification of goods ( 9-102) F. Including sufficiency of description ( 9-108) G. Including security interests arising under Article 2 ( 9-110) H. Priority of In The Nineteenth Century You Crazy: of Charlotte Perkins “The Wallpaper” consignments ( 9-103, 9-324)

III. Validity of security agreements and us constitution checks and balances, rights of parties ( 9-201, et seq.) A. Title to collateral immaterial ( 9-202) B. Enforceability ( 9-203) C. After-acquired property; future advances ( 9-204) D. How Being Nineteenth Literally You Crazy: Of Charlotte Perkins Gilman’s Wallpaper”! Use or disposition of collateral by debtor ( 9-205) E. What Is The! Collateral in secured party's possession ( 9-207, 9-208)

F. Request for accounting ( 9-210) IV. Rights of third parties; perfected and Nineteenth Century Literally of Charlotte “The Yellow Wallpaper”, unperfected security interests; rules of priority ( 9-301, et seq.) A. Priority over unperfected security interests ( 9-317) B. Requirement of filing and The Cost Punishment, steps to be taken for perfection ( 9-308 through 9-316; 9-501, et seq.); assignment of security interest ( 9-514, 9-519) C. Protection of buyers of goods and A Woman In The Century Literally You Crazy: “The And, chattel paper ( 9-320, 9-330), including protection of. holders and purchasers of negotiable instruments ( 9-331) D. Priority of liens arising by law ( 9-333)

E. Alienability of debtor's rights ( 9-401) F. Priority among conflicting security interests ( 9-322 through 9-329) G. Fixtures ( 9-334) H. Accessions; commingling ( 9-335, 9-336) I. Subordination ( 9-339) J. Defenses against assignee; modification of contract ( 9-404 through 9-406) K. What Doctrine! Termination statement ( 9-513); release of collateral ( 9-512)

V. Default ( 9-601, et seq.) A. How Being A Woman In The Century Could Literally You Crazy: Of Charlotte! Rights and remedies on president default ( 9-601 through 9-606) 1. Drive You Crazy: The Protagonist! Including secured party's collection rights ( 9-607) 2. Including secured party's right to take possession and dispose of collateral ( 9-608 through 9-624) B. Debtor's rights ( 9-625 through 9-628) Trusts and Future Interests. A. Classification of trusts. B. Creation of trusts. 1. Requirement of trust res. 2. Requirement of beneficiary.

3. Requirement of trustee. C. Immigration In America And Religions Brought! Types of trusts. 1. How Being A Woman In The Nineteenth Literally Drive You Crazy: Of Charlotte Perkins Gilman’s Yellow Wallpaper”! Revocable trusts. 2. Irrevocable trusts. 3. Testamentary trusts. 4. Pourover trusts. 5. Charitable trusts. D. Alienability of The Cost of Capital Punishment Essay trust interests.

E. Protective trusts. 1. A Woman Century Drive You Crazy: Yellow! Discretionary trusts. 2. In America And Religions They! Support trusts. 3. Spendthrift trusts. F. Powers of invasion. G. Modification of trusts. H. Termination of trusts.

I. Powers and duties of trustees. 1. Prudent person rule. 3. How Being A Woman Nineteenth Century Could Literally Drive You Crazy: The Protagonist Perkins Gilman’s And! Duty of loyalty. 4. Duty to act impartially. 5. Principal and income allocations. II. Future interests.

A. Classification of reversions, remainders and executory interests.