The challenge of sales competitions.

Universities in the United Kingdom do not make provision to deliver sales-ready graduates to the economy. One means of delivering sales education is participation in university sales competitions that bring together commercial sponsors, the higher education establishment and those students who may be interested in embarking upon a sales career. This paper explores the views of a sample of Edinburgh Napier University undergraduate students who completed a survey, with both multiple choice and open-ended questions, that detailed their experience in taking part in the Russ Berrie Institute (RBI) Sales Challenge competition between 2009-2014 at the Cotsakos Business Faculty of William Paterson University, New Jersey, in the United States. Ten categories of questions were asked relating to students' sales working experience, sales education, sales jobs, skills and knowledge, their preparation for the sales challenge competition process, observations during the event, post-competition reflection, and overall benefits of taking part in the sales competition process. The findings suggest that there are multiple benefits to students, business and universities from sales challenge competitions, which deliver an overall win-win-win outcome for all stakeholders.

Le couple conceptuel "public - privé" à l'intérieur de la littérature portant sur le problème des mains sales

Résumé: Le rapport entre la morale et la politique est un des plus vieux problèmes et des plus durables que s’est posé la philosophie morale, la philosophie politique, et plus récemment la philosophie du droit. Pour certains, la Morale, au sens large, doit guider les actions humaines dans toutes les sphères d’activité et les individus devraient ainsi, au mieux de leur capacité, chercher à se conformer à ses exigences. Dans ce cas, il ne peut y avoir de dilemme moral entre les exigences normatives issues de l’univers politique et les exigences, prétendument universelles, de la Morale. En contrepartie, d’autres suggèrent que l’on peut être justifié d’enfreindre, à certains moments, les exigences que l’on considère comme morales dans la vie « ordinaire » étant donné le caractère adversatif de la politique. Le dilemme se présente, ainsi, comme une tension entre deux normativités qui suggèrent une distinction entre ce qui relève du public et ce qui relève du privé. C’est en voulant répondre à ce dernier problème que s’est développé une littérature qui porte au cœur de sa conception le problème de la justification morale d’une action politique qui est moralement condamnable. Dans son ensemble, ce mémoire s’intéresse à analyser comment la littérature portant sur le problème des mains sales traite la question du couple conceptuel public – privé. Nous soutenons, qu’en retenant la possibilité d’une réelle distinction entre ces deux univers à normativités différentes, l’hypothèse qu’il y a effectivement une tension entre le domaine privé et le domaine public, qui ne peut totalement se soumettre aux exigences de la morale étant donné les particularités de l’action politique. Ceci étant dit, nous désirons nuancer une telle prise de position qui fait écho aux écrits de Machiavel. Ainsi, nous soutiendrons que cette distance entre le public et le privé est bien réelle, cependant, elle ne se présente pas aussi radicalement. Plutôt, elle se présente comme une distinction qui est liée à l’enjeu de l’évaluation, du jugement moral, faite par les individus qui sont hors de la politique et de ceux étant à l’intérieur de la politique.

Managing and utilizing information flow for new products’ periodic account sales process

The goal was to understand, document and module how information is currently flown internally in the largest dairy organization in Finland. The organization has undergone radical changes in the past years due to economic sanctions between European Union and Russia. Therefore, organization’s ultimate goal would be to continue its growth through managing its sales process more efficiently. The thesis consists of a literature review and an empirical part. The literature review consists of knowledge management and process modeling theories. First, the knowledge management discusses how data, information and knowledge are exchanged in the process. Knowledge management models and processes are describing how knowledge is created, exchanged and can be managed in an organization. Secondly, the process modeling is responsible for visualizing information flow through discussion of modeling approaches and presenting different methods and techniques. Finally, process’ documentation procedure was presented. In the end, a constructive research approach was used in order to identify process’ related problems and bottlenecks. Therefore, possible solutions were presented based on this approach. The empirical part of the study is based on 37 interviews, organization’s internal data sources and theoretical framework. The acquired data and information were used to document and to module the sales process in question with a flowchart diagram. Results are conducted through construction of the flowchart diagram and analysis of the documentation. In fact, answers to research questions are derived from empirical and theoretical parts. In the end, 14 problems and two bottlenecks were identified in the process. The most important problems are related to approach and/or standardization for information sharing, insufficient information technology tool utilization and lack of systematization of documentation. The bottlenecks are caused by the alarming amount of changes to files after their deadlines.

Map of valuable property in the 6th ward of the city of Brooklyn belonging to John Dikeman & others to be sold by Franklin & Jenkins on Monday, 29th August, 1836 at 12 o'colck at their sales room, 15 Broad St.

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Diseño y construcción de un banco de refrigeración por absorción para uso didáctico, utilizando Agua y Sales de Bromuro de Litio

En este trabajo de graduación se presenta paso a paso, el diseño y construcción de una unidad de laboratorio que permite familiarizarse con los principios, y la demostración de la refrigeración por absorción para uso didáctico, utilizando agua como refrigerante y sales de bromuro de litio como absorbente, enfatizando en las ventajas e inconvenientes que este tipo de equipos presenta comparado con el sistema de refrigeración por compresión de vapor; como un insumo a la Facultad de Ingeniería y Arquitectura de la Universidad de El Salvador, fomentando el uso de energías renovables y el uso eficiente de los recursos energéticos. Se muestra el detalle del método de diseño y fabricación de cada componente del sistema, los materiales utilizados, planos constructivos y costos de fabricación. Las guías de laboratorio como una serie de pasos para impulsar en la comunidad estudiantil de la facultad la formación en el área, y un manual de operaciones para hacer correcto uso del banco de refrigeración por absorción, además de una manipulación segura y responsable de las sustancias de trabajo

A Component Based Heuristic Search Method with AdaptivePerturbations for Hospital Personnel Scheduling

Nurse rostering is a complex scheduling problem that affects hospital personnel on a daily basis all over the world. This paper presents a new component-based approach with adaptive perturbations, for a nurse scheduling problem arising at a major UK hospital. The main idea behind this technique is to decompose a schedule into its components (i.e. the allocated shift pattern of each nurse), and then mimic a natural evolutionary process on these components to iteratively deliver better schedules. The worthiness of all components in the schedule has to be continuously demonstrated in order for them to remain there. This demonstration employs a dynamic evaluation function which evaluates how well each component contributes towards the final objective. Two perturbation steps are then applied: the first perturbation eliminates a number of components that are deemed not worthy to stay in the current schedule; the second perturbation may also throw out, with a low level of probability, some worthy components. The eliminated components are replenished with new ones using a set of constructive heuristics using local optimality criteria. Computational results using 52 data instances demonstrate the applicability of the proposed approach in solving real-world problems.

Shuttle orbiter passenger compartment habitability requirements study for flight personnel accommodations.

"MSC-04425."

Development of business processes and sales reporting - Case recovered paper

The purpose of this research is to discover development points for business processes and sales reporting in the recovered paper sourcing organization. The processes under development are both sales and sourcing processes that were determined by the commissioning company. All of these processes have in common that there are used sales orders to organize the money flows correctly. Although the main objective is to source only recovered paper, the sourcing also brings by-products that cannot be utilized and are thus sold. As the purpose of the sales function is to only support the sourcing strategy, it should be organized as efficiently as possible. Investigating the current status of the processes and finding development points help in building proposals for enhanced process descriptions. In order that sales function could be analyzed, should the sales reporting be accurate and present the needed key figures. The current status of the processes as well as the possible problems and development ideas were researched with the help of interviews. Best practices could also be brought from other business lines in the commissioning company. The theory part was build according to relevant literature and scientific articles. The research indicates, that processes have shaped differently in sourcing organization’s business units. Local infrastructure and legislation sets certain limitations to the sourcing of recovered paper, and these circumstances cannot be changed. Customer-supplier power relations also affect to the formulation of business processes. In order to steer the processes, there has to be more internal controls. Still, the enterprise resource planning system also sets boundaries how the processes can be made more efficient.

Attraction, recruitment and retention of high performing sales professionals case study: Lindström

The goal of this thesis is to gain more in-depth understanding of employer branding and offer suggestions on how this knowledge could be utilized in the case company. More in detail, the purpose of this research is to provide tools for improving Lindström’s organizational attractiveness and boosting the recruitment and retention of the segment of high-performing sales professionals. A strategy for reaching this particular segment has not been previously drawn and HR-managers believe strongly that it would be very beneficial for the company’s development and growth. The topic of this research is very current for Lindström, but also contributes on general level as companies are competing against each other in attracting, recruiting and retention of skilled workforce in the times of labor shortage. The research is conducted with qualitative methods and the data collection includes primary data through interviews as well as secondary data in the form of analysis on previous research, websites, recruitment material and discussions with Lindström’s HR department. This research provides a good basis for broader examination on the topic and presents development suggestions for the identified challenges. Based on the key findings Lindström’s HR department was advised to increase firm’s visibility, broaden recruitment channels, provide more hands-on knowledge about the sales positions and investigate their possibilities of developing sales reward systems.

Job satisfaction among primary school personnel in Madagascar

This article analyzes the job satisfaction of primary school teachers in Madagascar. Based on the estimation of multilevel models, low wages and problems getting paid, job insecurity, lack of in-service training, high pupil-teacher ratios, and lack of basic infrastructure and teaching materials are identified as the main reasons for dissatisfaction. Principals’ control of teachers’ activities also adversely affects satisfaction, suggesting that, in Malagasy schools, neither school directors nor teachers have succeeded in adopting organizational cultures based on cooperation among their members. These results are likely to stimulate debates on educational policy, both in Madagascar and in many other developing countries.

An evolutionary squeaky wheel optimisation approach to personnel scheduling

The quest for robust heuristics that are able to solve more than one problem is ongoing. In this paper, we present, discuss and analyse a technique called Evolutionary Squeaky Wheel Optimisation and apply it to two different personnel scheduling problems. Evolutionary Squeaky Wheel Optimisation improves the original Squeaky Wheel Optimisation’s effectiveness and execution speed by incorporating two additional steps (Selection and Mutation) for added evolution. In the Evolutionary Squeaky Wheel Optimisation, a cycle of Analysis-Selection-Mutation-Prioritization-Construction continues until stopping conditions are reached. The aim of the Analysis step is to identify below average solution components by calculating a fitness value for all components. The Selection step then chooses amongst these underperformers and discards some probabilistically based on fitness. The Mutation step further discards a few components at random. Solutions can become incomplete and thus repairs may be required. The repair is carried out by using the Prioritization step to first produce priorities that determine an order by which the following Construction step then schedules the remaining components. Therefore, improvements in the Evolutionary Squeaky Wheel Optimisation is achieved by selective solution disruption mixed with iterative improvement and constructive repair. Strong experimental results are reported on two different domains of personnel scheduling: bus and rail driver scheduling and hospital nurse scheduling.

Hypertension in the National University of Distance Education’s personnel

The prevalence of Arterial Hypertension (AHT) has increased worldwide and preventive measures areinsufficient since only one third of the population is being treated. AHT is the primary cause of morbidity andmortality in the world. In this article is presented the first study on hypertension levels of personnel of aDistance Education university based on the analysis of all medical consultations in the Costa Rican StateUniversity for Distance Education (Universidad Estatal a Distancia-UNED) as of December 15, 2007 (1,526medical files). The population studied ranges from 20 to 70 years of age and is comprised of residents of theGreater Metropolitan Area (Costa Rica) with varied socioeconomic and academic levels. The StatgraphicsCenturion XV software and the chi-square test were used to analyze variables such as treatment administered,sex, age, and type of work. Only 45 patients knew that they suffered from hypertension prior to theirconsultation with the university medical service and 136 were treated with Enalapril and Hydrochlorothiazide.The number of hypertensive patients is higher among those who have worked at the institution for more than 20years, especially in those holding higher positions. No marked differences were found between men andwomen. It is concluded that the existence of a university medical service has permitted faculty and staff tosatisfactorily control their blood pressure.

Determinación del grado de dispersividad en suelos caoliníticos modificados con sales de potasio y calcio

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