Monday, August 24, 2020
History of Miriam Benjamin, Inventor of Signal Chair Miriam Benjamin (September 16, 1861Ã¢â¬1947) was a Washington, D.C. teacher and the second dark lady to get a patent in the United States, given to her in 1888 for an innovation she called a Gong and Signal Chair for Hotels. This gadget may appear to be somewhat interesting, yet its replacement is as yet utilized day by day the airline steward call button on business airplane. Quick Facts: Miriam Benjamin Known For:Ã Second dark lady to get a patent, she created the Gong and Signal Chair for HotelsBorn:Ã September 16, 1861 in Charleston,Ã South CarolinaÃ Parents: Francis Benjamin and Eliza BenjaminDied:Ã 1947Education: Howard University, Howard University Law SchoolAwards:Ã Patent number 386,289Notable Quote: From her patent application: The seat would serve to diminish the costs of inns by diminishing the quantity of servers and chaperons, to add to the accommodation and solace of visitors and to hinder the need of hand applauding or calling out loud to acquire the administrations of pages. Early Life Benjamin was conceived as a free individual in Charleston, South Carolina, on September 16, 1861. Her dad was Jewish and her mom was dark. Her family moved to Boston, Massachusetts, where her motherÃ Eliza would have liked to give her kids access to great tutoring. Training and Career Miriam went to secondary school in Boston. She later moved to Washington, D.C. what's more, was functioning as a teacher when she got her patent for the Gong and Signal Chair in 1888. She proceeded with her instruction at Howard University, first endeavoring clinical school. These plans were hindered when she finished the common help test and found a government line of work as an assistant. She later moved on from Howard University graduate school and turned into a specialist of licenses. In 1920, she moved back to Boston to live with her mom and work for her sibling, noted lawyer Edgar Pinkerton Benjamin. She never wedded. Gong and Signal Chair for Hotels Benjamins development permitted lodging clients to call a server from the solace of their seat. A catch on the seat would buzz the servers station and a light on the seat would let the hold up staff realize who needed help. Her patent notes that this creation would serve to lessen the costs of inns by diminishing the quantity of servers and chaperons, to add to the accommodation and solace of visitors and to forestall the need of hand applauding or calling so anyone might hear to get the administrations of pages. Any individual who has attempted to get the consideration of a server, particularly when they have all apparently vanished into the woodwork, may wish this had gotten a standard in each eatery. Patent number 386,289 was given to Miriam Benjamin on July 17, 1888. Her innovation got consideration from the press. Miriam Benjamin campaigned to have her Gong and Signal Chair embraced by United States House of Representatives, so as to flag pages. The framework that was in the end introduced there took after her innovation. The Inventive Benjamin Family Miriam was not the only one in her creativity. The Benjamin family utilized the instruction their mom Eliza esteemed so profoundly. Lude Wilson Benjamin, four years more youthful than Miriam, got U.S. Patent number 497,747 out of 1893 for an enhancement for brush moisteners. He proposed a tin supply that would join to a brush and dribble water onto the brush to keep it clammy so it wouldnt produce dust as it cleared. Miriam E. Benjamin was the first appointee for the patent. Edgar P. Benjamin, the most youthful in the family, was a lawyer and donor who was dynamic in legislative issues. Be that as it may, he likewise got U.S. Patent number 475,749 out of 1892 for a pants defender, a clasp to keep pants off the beaten path while bicycling. Passing Miriam Benjamin kicked the bucket in 1947. The conditions of her demise are not distributed. Heritage Benjamin was the second African-American lady to get a United States patent, after Sarah E. Great, who created the collapsing bureau bed three years earlier in 1885. Benjamins development was the antecedent to the airline steward call button, a key apparatus for client care in the carrier business. Sources Brodie, James Michael. Made Equal The Lives and Ideas of Black American Innovators. William Morrow and Co. Inc., 1993Mahoney, Eleanor. Ã¢â¬Å"Miriam E. Benjamin (1861-1947) BlackPast.Ã¢â¬ Ã BlackPast, 14 Mar. 2019.Miriam E. Benjamin: African American Inventor. MyBlackHistory.net.
Saturday, August 22, 2020
Question: Examine key review chance regions of Bega Cheese Limited. Answer: Key review hazard regions and review techniques The primary key review hazard zones of Bega Cheese Limited are to concentrate chiefly on the budgetary situation just as execution in merged gathering of big business (Whittington 2011). It recognizes expectation chance, location hazard just as control chance for the equivalent. It targets enrolling Audit and Risk Committee in business elements on the side of Board of Directors in a general way. A portion of the key duties incorporate evaluating of the adequacy of Bega Cheese inside control. It relates hazard the executives frameworks remembering oversight for Governance just as Assurance work for the equivalent. It includes key duties of Committee in setting out Charter of the Board in evaluating on yearly premise (Scott and Jacka 2011). Review Risk Area: Inventories Error for the most part influences Bega Cheese Limited stock adjusts according to the revealed benefits sooner rather than later. It includes in stock distinguishing proof that presents hard for the reviewer for survey at the stock. Inventories presents trouble in building up amounts of stock held (Pflugarth 2011). It stops ways for stock developments in type of stock consider well as cutting off building up exactness in any structure. Framework of Issue Bega Cheese Limited fundamentally faces issues with valuation of stock sooner rather than later. It faces stock loses just as inventories acts impalpability that needs thought like far as could reasonably be expected. It is troublesome in keeping up specific items in progress adjusts sooner rather than later (Louwers 2011). Key attestation and review technique Bega Cheese Limited ought to follow techniques like arranging, during considering admirably as investigative audits for the equivalent. Review Risk Area: Bega Cheese Limited faces issue with hazard and inner control frameworks Layout of Issue Bega Cheese Limited works in hazard the board laying out procedure for evaluating viability including overseeing consistence for the equivalent (Hooks 2011). Key attestation and review methodology Bega Cheese Limited needs to include in designating duties including ampleness of inward control, process just as methodology in a general way. Review Risk Area: Bega Cheese Limited faces issue in yearly protection process. Framework of Issue Bega Cheese Limited faces issues relating increasing satisfactory inward just as outer data in reinforcing of interior controls in the most fitting manner (Hall and Hall 2011). Key statement and review method Bega Cheese Limited surveys ways for sufficient assets in giving administration in finishing assigned obligations in a successful way. Review Risk Area: Bega Cheese Limited faces trouble in choosing deals solicitations toward the year's end in groupings terms. It neglects to coordinate deals solicitations in correspondence with dispatch notes in a general way. Diagram of Issue Bega Cheese Limited faces trouble in keeping up deals accounts in recognizing instances of modest representation of the truth. It shows in the business account in the borrower record for refreshing stock records sooner rather than later. Key statement and review system Bega Cheese Limited ought to follow techniques like getting ready for comparing deals solicitations for recording deals in wanted structure. Review Risk Area: Bega Cheese Limited faces trouble in deficient and improper stock held in type of requests of sakes just as creation. It brings about high stock levels offering ascend to poor incomes just as money related misfortune. Framework of Issue Bega Cheese Limited faces issue with absence of security like coming about in loses burglary just as misappropriation. It faces issue relating outdated stock that is provided to clients bringing about monetary loses just as harm in notoriety. Key declaration and review system Bega Cheese Limited ought to follow issue recognizable proof just as dependence for the equivalent. It requires master help and including guidelines sooner rather than later. Reference List Corridor, J. what's more, Hall, J. (2011).Information innovation examining and affirmation. Artisan, Ohio: Thomson/South-Western. Snares, K. (2011).Auditing and confirmation administrations. Hoboken, NJ: Wiley. Louwers, T. (2011).Auditing confirmation administrations. New York: McGraw-Hill Irwin. Pflugarth, G. (2011).Auditing, affirmation and morals handbook 2011. [Frenchs Forest, N. S. W.]: Pearson Australia. Scott, P. also, Jacka, J. (2011).Auditing web-based social networking. Hoboken, N.J.: Wiley. Whittington, O. (2011).Principles of evaluating other affirmation administrations. [Place of distribution not identified]: Irwin Mcgraw-Hill.
Saturday, July 18, 2020
Sales Techniques How to Close More Deals Imagine you are a real estate agent who is very successful at selling houses to upper class families on a regular basis. You sell houses every month in nice neighborhoods in the suburbs and earn a sizeable commission from your sales. One day, your boss tells you to sell some houses in a relatively poorer neighborhood where the living conditions are lower and the sales conversion rates are very low.As a real estate agent selling to elite clients, you are unfamiliar with selling houses in these sectors, where people are more concerned about costs and want to save every penny they can. Since you are accustomed to selling houses to people with more money, you never had to give so much attention to peopleâs budget.When it comes to the middle class, especially the working class families, saving money is paramount and many real estate agents fail to realize this. They fail to establish a sympathetic connection with their clients and lose them because they could not persuade them to make a good investment in their new home. Many real estate agents fail to close the deal because of this.This is just one instance of a sale gone wrong. What actually went wrong here? Was it just failing to persuade cost-concerned people in spending a large amount of money? Was it the real estate agentâs mannerisms and behavior with the client that put the client off? There are plenty of reasons for a sales deal to go wrong.Rather than looking at the negatives, we would like to point out successful techniques many salespeople and other professionals use to close more deals and establish long-term business relationships with clients. Even if your clients want to drive a hard bargain, you can use these techniques to get the most out of the deal. When you successfully close more deals, you are bringing in more money into your organization and ultimately, for yourself. © Shutterstock.com | nd3000The tactics listed in this report are applicable for any industry, not just for any specific one. Firstly, we will look at the various types of sales processes and give examples to clarify how sales actually work. Secondly, we will discuss proven effective techniques to help you seal those deals and boost your sales. For each of these methods, we will exemplify them to make it easier for our readers to understand how and why they work.THE SALES PROCESSSales is the activity of selling products and services in exchange for commodity, which is money in most cases. Your job as the seller in any transaction is to persuade the buyer into purchasing your goods by giving your money. The more money you are able to acquire from a successful transaction, the more successful the sale is. A successful salesperson is able to get their buyers into buying more of their products and pay more money for them.Many conflate sales with marketing and although they may appear sim ilar on the surface, they are in fact two very different things. Marketing is a set of principles to promote goods and services in order to sell them, using traditional and digital marketing techniques.Things are presented to customers and buyers in a way that may pique their interest, but it is never through a person. Whereas marketing is impersonal, sales is more of a personal interaction between a buyer and seller. The seller has to convince a buyer into buying their products or services through various means, which we will discuss later on in this article.Sales is an art form, because it is not necessarily something that you can learn from a book. It needs to be practiced and experienced. Good salespeople have years of experience under their belt and know the intricacies of sales. We want to help jumpstart your career in sales and give you some inside pointers.Before we divulge the top sales secrets of closing more deals, we will go into depth on the various types of sales metho ds.Direct salesWhen anybody thinks of sales, they may instantly think of retail outlets but that is actually known as indirect sales, namely business-to-consumer (discussed later). Direct sales, as its name suggest, is when a seller directly interacts with consumers; it is a person-to-person agreement. Direct sales involves a direct personal presentation or demonstration of products or services to consumers. It could be at their homes or at their offices.Some examples of direct selling include presentations and party plans, where products or services are demonstrated in a social event setting. The seller is presenting the goods directly to prospective buyers. According to the Word Federation of Direct Selling Associations (WFDSA), consumers benefit from direct selling because of the convenience of having no barriers between themselves and the companies. In addition, consumers enjoy the personal service they receive.Indirect sales (B2B and B2C)As its name suggests, indirect sales (al so known as channel sales) involves sellers interacting with buyers through various channels, such as distributors and resellers. The two categories are business-to-business (B2B) and business-to-consumer (B2C).Business-to-consumer (B2C) is a model where companies sell their products and services directly to consumers. These businesses do not sell their goods to consumers with the help of retailers, but rather sell directly to the consumers. B2C is one of the most widely known sales models.For instance, consider a retail clothing store like HM. They have factories to produce their garments and they have their own stores where they sell directly to the consumers. Their products are not distributed to other shopping malls for selling purposes. Another very common example of a B2C company is Amazon. They are strictly an online retail store that sells straight to the consumers via the internet. Again, Amazon does not distribute their goods to other stores for selling.On the other hand, business-to-business (B2B) is a sales model in which a business conducts transactions with another business. E.g., a manufacturer and a wholesaler, or a wholesaler and a retailer. A manufacturer of goods does not directly sell to the consumers, but rather sells their products and services to a reseller, who in turn sells them to the consumers.B2B is just as popular a sales model as B2C is. For example, Sony manufacturers a wide assortment of electronics, which they distribute to retailers around the world. These retail stores, in turn, sell these goods to customers. In order for B2B to be successful, planning is necessary. Transaction volumes are much higher than B2C and the sales, in terms of money, is far higher. Salespeople hold meetings regularly to ensure that things run smoothly and go according to plan.Door-to-doorThis is a sales technique that works as it is named â" a salesperson will travel from one home to another (i.e. door to door) and communicate with people in order to persuade them to buy their product. It might appear like a form of direct sales, but this is not performed in front of a large audience, which is part of the definition of direct sales. In door-to-door sales, one salesperson will try to sell a product to one person.In this sales model, the power of persuasion is very important. Salespeople need to be able to convince people at their doorstep that they should fork over money for an obscure product that has not yet hit the shelves. Typically, these products include office supplies, magazine subscriptions, and personal hygiene products.Before certain products are officially launched on the market, businesses send door-to-door salespeople in some neighborhoods to allow customers to trial these products. These customers can spread the word and help create buzz for your product before it even launches.Now that we have explained the sales process and the jobs of salespeople in various types of sales methods, let us now dive into the eff ective sales techniques that will help you close more deals.Some interesting sales quotes for your inspiration.[slideshare id=64483246doc=sgslidesharenewlookv7-160728163241w=710h=400]TECHNIQUES TO CLOSE MORE DEALSThere are several proven methods of successfully sealing a deal with a buyer. These techniques need to be practiced and refined through trial and error to get the most out of them.We must emphasize that sales is an art and it takes a lot of patience to make it work in your favor. There will be times when you think it is not going your way, but you cannot lose faith in those struggling times. Sales is all about perseverance and if you are tenacious enough, you will be a very successful salesperson.Whether you are dealing with a consumer directly or with another organization in a major business deal, these tips will come in handy to make the deal go more in your favor. Whenever possible, we have provided examples to make it easier for you to understand how these work effectiv ely.Make Your Agenda and Goals ClearMany salespeople start on the wrong foot and fail to state their intentions clearly from the onset. They string their consumers or business partners along and this poor business practice comes back to bite them when the deal does not work out. You do not want to be known for that.When initiating contact with your customer or business partner, always start by stating the agenda of the meeting. As a result, both parties will be on the same page as everyone will know what will be covered. Keeping your customer informed about the entire process will instill trust and confidence in them to work with you. The essence of any business relationship, whether it be with a customer or a business partner, is trust. When trust has been established, the confidence is automatically follow.Just as important as the agenda are the goals of the particular deal. From your perspective, money is the goal. That is usually the main reason for pursuing a business deal with a secondary partner. While that may be the case when selling something to customers, sometimes it is more than money that brings you to another business partner.It can be more of a strategic move that brings other benefits besides money. Make your goals very clear at the very beginning and while you are at it, state how the other party will benefit from this deal, too.If you are selling a product to customers, your organization wants to sell more units to earn more money. That is understandable, but there is always a bigger picture to creating a product. For example, your startup company has recently been incorporated and sells stocks to the general public for investment.When you are looking for people to buy some of your stock for investment, you need to tell them what they will get out of it. You are receiving their money as funds for your business, so they need assurance that they will receive something in return. Show them how your business will grow and that the price of share s will rise as the business flourishes.In addition, you can provide your investors some other perks, such as free products and services, to sweeten the deal. Remember, your goals are not yours alone. Clearly state your own goals and your vision to your customers and investors. This will instill confidence to your customers.Likewise, it is very important to share your goals and visions with your business partner. In a merger and acquisition (MA) situation, you want to ensure your partner organization that they will receive many benefits from this deal.For instance, your company may be an automobile manufacturer and wants to strike a deal with an electronics manufacturer. Your goal is to equip your cars with state-of-the-art electronic systems that will make driving easier and more enjoyable for consumers. Express how the electronics company will benefit from collaborating with you, since they will gain more recognition and exposure when people buy your cars.In an MA scenario, it is a ll about playing to the strengths of both companies and making a mutually beneficial deal. When your partner sees this the same as you do, then you are one step closer to sealing the deal.This is how you can build trust with your potential customer as a sales or business development person. Know Your Products/Services and Buyers WellThose working in sales primarily deal with customers, always finding new clients to purchase their products and services. Communication skills are very important in this profession, but you can only communicate what you know. If you do not fully understand what it is you are selling, then you will come across as a numbers only person who sees every client only as a source of income.When you fail to realize and recognize what your buyer wants from you, then you are only telling them what you want to hear, not what they want to hear. Always cater your message to your client. We are not saying that you should hand over all the power to them, but in order t o get them interested in the first place, you need to appease them in some way.Many successful salespeople go around selling things in large volumes because they are able to clearly define their products and services. They can succinctly express the benefits customers will have in owning a particular product or using a particular service. Engineers may be the ones to actually create the goods, but it is the job of the salesperson to go out there and convince people to actually buy it.Good salespeople are well informed of their products because they frequently talk to the engineering and design team of their organization to acquire more inside information. Using this information to their advantage, they can craft a story compelling enough to get people interested in the product.Salespeople may be concerned about numbers and figures, but customers generally are not. Conduct thorough research on your target audience and demographic and find out the reasons for them to actually care abo ut your brand. Salespeople should be able to sell more than just the products and services; they need to be able to sell the company brand image. From market research, determine what your customers want and need, and persuade them that they will get exactly that from you.For example, a good example where salespeople need to present their products effectively to acquire customers is in a trade fair. If your company ever sends you to a trade fair to represent the organization, then you need to conduct a lot of research on your audience and the fair.What is the theme of the fair? Who will be there? What is our product? What is our profit margin? These are all questions that you will have to answer in order to completely know your products/services and your customers. The more you know about your goods and your potential buyers, the higher chance you have of selling. They say knowledge is power; that couldnât be truer when it comes to closing deals in sales.You need to be able to del iver a well-rounded sales pitch that showcases your USP. Know the Budget EarlyWhenever you have a conversation with potential customers, try to extract important information as early as you can. Namely, the price a customer is willing to pay for your products and services. More often than not, a business will talk with a prospective client and after having a very lengthy and detailed conversation, the topic of budget arises.In some cases, your product is just out of the customerâs budget. After spending all of that time discussing many important matters, you hear from your customer that they cannot afford it at your asking price.Sometimes you can negotiate to find a middle ground between the price at which you expect to sell and the price at which the customer will buy. However, that is not always the case. When a customerâs budget is just far too low in comparison to your selling point, it can be very demoralizing to hear, especially after a very long discussion.Ask your custom er early on in the conversation about their budget. If you sense that it is not very different to your minimum selling price, then you can negotiate. However, if you see that their budget is extremely low, then it is best to express that you cannot sell at such a low price.Sometimes, it is best to move away from a customer when you realize that it is not worth your time. Only dedicate time to realistic clients who are willing to pay the price for your goods. You will not always find them, but they do exist.Earlier in this article, we talked about a real estate agent selling houses to prospective customers looking to own a new home. In this business, real estate agents introduce customers to houses in various neighborhoods and describe the entire home. They show customers the entire home, inside and out, moving from room to room and highlighting the key selling points. It could be the flooring, the roofing, the large windows enabling plenty of sunshine, or a slew of other reasons tha t make a home stand out. After taking your customers through everything and describing things in detail, you state the selling price but they state their budget, which is much lower than you anticipated.To save you a lot of time and effort, always ask your customers to first state their budget. Hence, you can then decide which houses to show them that are within their budget. It saves you a lot of time and effort. This will also help you move forward in closing more deals in the future.This is how you could ask your client for his budget. Know Your Customerâs TimelineAnother piece of information that is just as important as a customerâs budget is their timeline. âWhen is a customer able to buy my goods?â The sooner they are able to make a purchase, the more significance you can place on the deal. If they are expressing hesitancy and continuously push back the timeline, then that is a red signal that it is not in your best interests to continue pursuing a lost cause.You shoul d only invest time in a deal when the customer or business partner also expresses the same amount of zeal as you do. Every single deal is important for your business and if a secondary party does not have the same level of commitment as you do, then it is best to close this chapter and move on to something else.Very early in a business conversation, try to find out when they want to make a purchase. It is best to ask directly, since it raises the tension and intensity of a business deal in your favor. Although it is important to make your customer feel at ease in a deal, it is not wise to make them feel too comfortable. If there is no sense of urgency, they will not be compelled to buy. Remember, it is a power game and you need to do whatever you can to hold onto as much power as you can. Even though you are the seller and are offering services, you can still exert a business leverage by injecting urgency.Whenever you feel like the timeline is too long, demonstrate with examples how your solution is superior to everything else on the market and that the solution you provide is the best for their job. This will cause the customers to push the timeline forward and ask for an earlier delivery date. If you can boost the eagerness and interest in your customers, you can close the deal much faster and move on to the next deal.For example, your organization has recently launched a digital marketing platform service, helping companies with their digital marketing tactics, like search engine optimization, social media marketing, and content marketing.A startup client has arrived for help, wanting to improve their website and boost their online presence via online marketing. You have presented all of your services and they were quite impressed and even agreed with the price you set. However, they want it implemented after several months, not anytime soon.This is where you can tell them how waiting too long will lose them money in the long run. Explaining the advantages of having a strong online presence via social media very early will intrigue your customers and incline them to wanting your services sooner rather than later. When a deal becomes imminent, there is more urgency to complete the job successfully.If you can convince customers that you can complete tasks earlier and that they need to get it done earlier, then you are effectively closing more deals in a year.Make sure you understand that you need to win over clients emotionally, not rationally. Find the Best Clients that Fit YouAs a salesperson, one of your tasks is to scout for leads who could potentially become your customers. The keyword here is âpotentially.â Anybody can be a lead. If you present your products and services to large number of people in a conference or trade fair, then you could consider every single person there to be a lead.However, not everyone in that room will show interest in what you are selling. Some of them will be partly intrigued by it for a short while , but then move on to something else. Others will be captivated by what you said and what you are presenting, and they are hooked. These are your real leads.As you engage in conversations with leads, you come to realize whether you are exactly what you are looking for. In some cases, leads have an extremely tight budget for a state-of-the-art solution your engineering team designed, and it just is not feasible to offer it to them at that price. That client was surely not a good fit for you.Rather than entertaining the idea of convincing them to pay more money, it is best to move on to other clients. Some customers will not budge when it comes to their terms and conditions and with such customers, it is best not to waste time with them. Time is of the essence, so instead of wasting time on a customer that is hesitant, dedicate more time with a customer that fits your requirements.For instance, your organization is planning to come out with a new line of point-of-sale terminals and ba rcode scanners to be used in grocery stores and various other types of retail outlets. You present your products at a trade fair and many customers are excited about your new product and want to use them in their stores.You have two clients on hand â" one shows a ton of interest and wants it immediately, whereas the other is indecisive if they really need it. The first client comes to inquire about your product and after a long conversation, they have clearly stated their strong intention of purchasing your products. They even said when they wanted it delivered!As a salesperson, you should take this very seriously, since this is almost a done deal. You already did your part in convincing them. On the other hand, the second client talked with you and after hearing everything, they were in a 50-50 boat. They were uncertain if they really need your hardware.While it is a good idea to always try convincing people into buying your product (that is the job of a salesperson after all), so metimes you can take a clue that a client will not budge. Whenever you notice that a client is failing to reach a decision, it is best to not waste time and look for a client who is genuinely interested in what you have to offer. It saves a lot of time, resulting in more deals being closed.The number of deals successfully closed as well as the time it took to close them measure the efficiency of a salesperson. By finding the best fit clients for your organization and product/service, you will easily be able to close more deals and do it in a shorter amount of time. Ultimately, you will sell more.Always Provide OptionsThe most successful organizations offer their customers and clients various options to choose from. People have varying needs and like different types of things. In several cases, you will come across customers who were almost into your product, but if only it was in another color. You may across customers who like your design, but would have bought it if it were in ano ther size.Many factors could prevent a potential customer from buying your product. Even with all your persuasion (the ultimate asset of any salesperson), you may still fail at convincing customers into purchasing your product, simply because you do not have variations of your product or deal.Studies have shown that companies close many deals because they offer many options to their customers. A deal is considered officially closed when a written agreement is composed after a deal has been struck between two parties. The writing in this agreement can always change during a conversation with customers.For example, you may be working at a garments company where you manufacturer a variety of clothes (t-shirts, dress shirts, trousers, etc.). One of your customers wants to place an order of a particular type of t-shirt with a unique design and specific fabric. You calculate the production cost for a large bulk of these t-shirts, and your customer is not exactly willing to pay that much m oney for the goods.You can propose a counter offer, which has modifications on the design and fabric. You ensure your customer that they will still receive very high quality t-shirts that are very similar to their initial requirement. However, this time it is cheaper, making it more affordable. The client agrees to the deal and they place the order.By giving them options, you have successfully negotiated an order to go your way. Presenting options keep your customers in the loop and interested to conduct business. This was an example of closing a business-to-business (B2B) trade deal.Another example of offering options to customers is in the retail commerce industry, especially clothing retail stores. Rather than conducting a business deal with another company (as in the previous example), this time around your company is selling directly to your customers. This is an example of a business-to-consumer (B2C) deal.If you have a clothes store with only one color of a particular t-shirt , then you may lose interested customers. If you have a dress in only size, then you are alienating a large group of customers who do not fit that size. In order to sell more units, you need to keep options in your store. Stock up on various colors of t-shirts and a wide range of sizes for all customers. This keeps more people interested in your products and results in you selling more. This is applicable for all products in retail. Build RapportWe mentioned earlier that salespeople are the ones who make direct contact with customers and other businesses, to present their organizationâs products and services to them. They represent the company.In a sense, they are the face of the company to the people they are interacting with. Salespeople need to embody every good human quality to persuade people to listen to them. You need to come across as kind, warm, and welcoming. This helps in making the customers feel special and you are able to get them on your side. When you can get peopl e to trust you and agree with your vision, then you have successfully established rapport with them, a prerequisite for closing more deals.Try to understand where your customer or business partner is coming from. Instead of thinking solely about your own organization and how you will benefit from this deal, inquire them about their desires and wishes from this deal.What do you expect from this deal? What do you like about this type of product/service? How can I help make this easier for you? Do you have any questions? When you ask inquisitive probing questions like these, then you are genuinely interested to know your customer and to find a common ground.When you truly understand their perspective, then you have established a human connection with a customer or business partner, and that is what they are â" humans. When you are able to look beyond the numbers and see the people for who they are, then it is easier to convince them into buying your goods and closing the deals.For in stance, you could be a salesperson involved in selling products door-to-door in neighborhoods around the city. This is a very difficult job, because you have to persuade somebody at their own door to spend money on something when they may not intend to buy anything that day.When somebody opens the door, make sure to properly introduce yourself, stating who you are, whom you work for, and what you are selling. Perhaps the lead will not be interested initially, but make sure to ask some questions relevant to your product. If you are a traveling salesperson selling office supplies, ask your lead if they need them at home or at the office.Show them your modern supplies that competitors are not offering. Understand your leadâs profession and relate that to the need and use of office supplies. Shoppers are not going to a store where nobody is there to engage with them. This is your perfect shot at communicating with your customers and selling your products. It is all about building rapp ort to get them on your side.In addition, rapport plays a major role when striking a business deal between your company and another. Whenever your organization and another organization is attempting to close a deal, there is always the issue of money. Your company wants to earn heaps of money, and the other company wants to save as much money as they while using your products.This is where negotiation skills play a big role and in order to negotiate successfully to close the deal, you need to understand your business partner. In the business meetings, always ask questions that help you determine what they want from this deal and how it will benefit their sales.When their vision of the business aligns with your own, reinforce this sentiment in the meetings. Whenever they are exhibiting reluctance and unwillingness to proceed, use their own words on them. State their own goals and vision to them to remind them why they came to you in the first place.Explain how this partnership can be mutually beneficial to both of you when moving forward. This is how you come to agreement; this is how you build trust. Rapport is the most powerful tool of closing deals effectively.Learn from Tony Robbins how to build rapport quickly. Push for the CloseThe best salespeople possess impeccable âpeople skills.â They know how to communicate important information about a product or service to their customers in a clear and concise way. They realize that time is of the essence and do not waste a second to get to the main point â" âDo we have a deal?âSome are afraid to deal with the elephant in the room after stating all of the details and continue discussing trivial matters that are insignificant. Once a customer has agreed to the terms and conditions discussed, you need to be very straightforward and push for closing the deal.The most successful salespeople are very straightforward and do not play any sort of games. They value the time and effort given to a business deal, and want to seal the deal as soon as possible to begin executing.The key quality you must possess and master to successfully close any deal is confidence. You must be confident in your ability to secure a client. You need to go in for the kill to seal the deal. When you have established enough rapport with your customer (see previous section), then you have the power to request for a confirmation.Many perceive this as being too forward but this is actually what you need to be in order to close more deals. As the seller, you cannot sit on the fence with a lead whom you have strong mutual understanding with. When the customer is still listening intently, ask them âSo when would you like this done?âThis is stronger than confirming the deal, because you are asking directly when they want the job done. Your customer will take this as a strong intention to do the job and genuine interest to help them out.Letâs see how this works with an example. You are holding a business meeting with another company that wants to use your digital marketing services to improve their marketing schemes online. While they are quite impressed by your offerings and the price you are asking, they may remain indecisive.This could be for several reasons, but that is not of importance now. You need to assert your intent of closing the deal and creating a sense of urgency in your customer. Remember, people value those who are very direct and straightforward. Show your determination to get the job done as soon as possible, and one of the ways to do this is to emphasize that you can begin right now. Not next week, not tomorrow, but right now!That can only be done if you close the deal today! If you can convey this message to your customer or business partner, then you will be able to push to close the deal in a successful manner. Be brave and push forward to closing the deal. We promise you will be rewarded for your courage and candor.CONCLUSIONThe bottom line of all businesses is to earn mo ney, and success of your business can easily be measured by your sales. If you are able to sell more units to more customers, then your sales will be very high and your company will profit heavily. Salespeople are responsible for being able to sell more. They must possess impeccable communication and interpersonal skills because the entire sales process boils down to âpeople skills.âMost of the tips we have listed here can be categorized in communication and interpersonal skills. You must state your intentions clearly from the get-go to prevent any confusion in the negotiations, always communicating your terms and conditions very effectively. Probing your customers will substantially aid you in closing agreements as you are understanding their conditions, especially when it comes to price. Keeping many avenues open in a settlement will always inch you closer to getting a good deal. Never forget to always ask questions, because business deals in B2B or B2C scenarios can make or b reak your corporation.With all of these techniques under your belt, you now have the tools necessary to successfully secure deals with customers and other businesses. Remember, practice makes perfect so implement these tactics in your next business deal, with consumers and businesspeople.
Thursday, May 21, 2020
Name: Shuvuuia (Mongolian for bird); pronounced shoo-VOO-yah Habitat: Plains of Asia Historical Period: Late Cretaceous (85-75 million years ago) Size and Weight: About two feet long and five pounds Diet: Insects and small animals Distinguishing Characteristics: Small, birdlike head; dinosaur-like forelimbs; primitive feathers About Shuvuuia Shuvuuia is one of those ancient dino-birds that gives paleontologists fits,comprised as it is of an equal number of bird-like and dinosaur-like characteristics. The beaked snout of this late Cretaceous creature, for example, was distinctly birdlike, as were its long legs and three-toed feet, but its too-short arms call to mind (in much smaller proportions, of course) the stunted limbs of bipedal theropods like Tyrannosaurus Rex. Lately, the consensus is that the almost certainly feathered Shuvuuia was closer to a dinosaur than it was to a prehistoric bird, but as with the much earlier Archaeopteryx, this issue may never be settled conclusively. (By the way, Shuvuuia also stands out for being one of the prehistoric animals whose name is not derived from Greek roots--shuvuu is the word for bird in Mongolia, where Shuvuuias remains were discovered in 1987.) Technically, Shuvuuia is classified as an alvarezsaur, meaning it was closely related to the roughly contemporary Alvarezsaurus of South America (as were many of the dino-birds that lived in this region of central Asia, including another close Shuvuuia relative, Kol). Perhaps more tellingly, the tiny Shuvuuia inhabited a rich, complex, and extremely dangerous ecosystem already well-stocked with predatory raptors like Velociraptor and Tsaagan and feathered troodontids like Gobivenator and Byronosaurus. Given its small size, Shuvuuia would have been fairly low down on the food chain, and probably spent most of its day evading these larger dinosaurs--perhaps by squeezing itself into the same crooks of trees from whence it pried out termites and grubs for its dinner.
Wednesday, May 6, 2020
Becoming a leader or a manager is the utmost ambition for many people in the business and management sector nowadays. At times, it can be quite challenging therefore there are many essential qualities that a leader or manager need. Management is the attainment of organisational goals in an effective and efficient manner through planning, organising, leading and controlling the organisational resources (Daft and Marcic, 8th Edition). Leadership on the other hand is the ability to inspire confidence and support among the people who are needed to achieve organisational goals (Dubrin, 2012). There are many pros and cons in being either a leader or manager. Can an individual just simply emerge into becoming a successful leader or manager? The answer is no, in order to become a successful leader or manager there are specific qualities and roles to abide to. Obtaining these qualities can be done through studying and training. Leaders are individuals that are elected and partake a great deal of power. They tend to be passionate, creative, and flexible. Moreover, there are many qualities that a good leader must need in order to be successful. A few examples of the qualities they must partake are being inspiring and motivating. Motivation is defined to be Ã¢â¬ËSet of internal processes and external forces that direct behaviour.Ã¢â¬â¢(Naylor, 2004). For instance, having motivated and inspired employees and individual can extremely affect a business, if the leaders and managers of thatShow MoreRelatedCharacteristics of Managers and Leaders1568 Words Ã |Ã 6 PagesÃ¯ » ¿Characteristics of Managers and Leaders: The concepts of leadership and management are viewed differently by different people though managers and leaders are important in management. Some people view these terms as synonyms and use them interchangeably in sentences and phrases while others consider them to be extreme opposites. 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This paper will evaluate the differences between leadership and management. In today s organizations, leaders and managers are needed in order to operate successfully. Even though managers and leaders are different, they both have many similarities that will be discussed in this paperRead MoreEthical And Moral Behavior And Christian World View1278 Words Ã |Ã 6 Pagesrelates to my expectation of what a manager in a leadership position should posses and why. Growing up in a African-American Baptist church and ultimately landing in a diverse Christian Church has shaped my life and viewpoint when it comes to values and beliefs. There are 5 characteristics that I believe a Manager should possess: Authenticity, transparency, empowering, trustworthy and competence. These five characteristics help to buil d rapport and trust in a manager, which are good qualities to possess
string(139) " for a larger company, an M A consultant may be pricey \(2-15,000 dollars for a retainer\), but this is probably the best way to go\." Financial Management for the Small Business B. The Ã¢â¬Å"Thirteen StepsÃ¢â¬ to acquiring a business B. Beginning the search-who can help? 2. We will write a custom essay sample on Study on the Financial Management for Small Business or any similar topic only for you Order Now Choosing the method that is best for your situation 3. Some different methods of valuing a business VI. The rewards of working for yourself The decision to purchase a business of your own is not an easy task. There are many things to consider before the final decision is made. First of all, exactly what do you want to accomplish? To make millions of dollars, right? Or is it to have the freedom of being your own boss? Whatever the reason, you must be sure that it is something that you are ready to devote an exorbitant amount of time and energy into and that it is something that you really want. Otherwise, you might be stuck doing something that you hate. If you are ready to commit then you must ask yourself just how far will that commitment extend. How much of your own time, energy, and money are you willing to sacrifice? After the decision is made, the acquisition of a small business can be summed-up into nine steps, in which most will be elaborated upon later. Ã¢â¬Å"These are the nine steps to any business acquisition, regardless of its size or industry: 1. The search, locating a business available for sale. 2. Identifying alternative candidates. 9. Managing the transition period.Ã¢â¬ (Tuller, 10) Some considerations that cannot be avoided when purchasing a small business include: the question of needing a partner, the current economic factors, considering alternate locations, and developing a tax strategy. When debating whether or not a partner is needed or wanted, you need to know if youÃ¢â¬â¢re going to need additional equity as well as sharing the risk of failure. For these reasons, a partnership seems to be a great idea, but there are also many cons that should be recognized. Having too many partners can alter the ease of decision-making, shared liability can cause obvious problems, and sharing profits means less for you. Added to this, getting out of a partnership can be very difficult. Evaluating the current economic factors simply means to know what you are getting into. Be sure to have some knowledge about the business itself and itÃ¢â¬â¢s market. Know how to make and sell the product efficiently and in a service industry, be sure to know the current and correct way things are done-sometimes they are not one in the same. Location is key. Ã¢â¬Å"Location of the target can be a major determinate in both the financing of the deal and probable success in managing the business after closingÃ¢â¬ ¦ThereÃ¢â¬â¢s no sense spending time, effort, and money on a target located in the wrong place.Ã¢â¬ (Tuller, 12) Along with this, the personal strife of having to travel a great distance to get to work can be very frustrating. So, be sure that the location of your potential business is profitable in every way. One the greatest minds of the 20th century, Albert Einstein, once said, Ã¢â¬Å"tax is the most difficult thing in the world to understandÃ¢â¬ . Unfortunately, with the ever-changing laws, that problem gets worse every year. This means that you should have knowledge of the current tax laws. Ã¢â¬Å"Ã¢â¬ËYou will have a unique opportunity to make decisions on exactly how much money will change hands, and how I will allocated on the payment schedule.Ã¢â¬ (Smorgenburg, 112) Maximizing profit for both you and the seller can only be done through proper knowledge of tax law, if you are not comfortable handling this alone, a consultant might not bad a bad idea. After all of the above is settled, the next thing to figure is the amount of initial income is required. Not only the income required to purchase the entity (which will be elaborated upon later), but also the amount of money that you need to survive for the years to come. Ã¢â¬Å"If you need $100,000, then donÃ¢â¬â¢t look at smaller companies which can only yield $30,000.Ã¢â¬ (Tuller, 23) Ã¢â¬Å"The following 13 steps will help to locate a target and close the deal in the shortest possible time-and when buying a company, time is money. 2. Prepare a reasonable Acquisition Plan. 3. Review current tax laws for structuring the deal. 4. Develop a detailed plan for sourcing potential targets. 5. Perform a preliminary due diligence investigation. 6. Negotiate a price and terms based on a realistic valuation. 7. Perform a thorough due diligence investigation. 8. Prepare a complete business plan. 9. Develop sources for at least three alternative financing structures. 10. Arrange for the final updated due diligence investigation. 11. Write the Buy/Sell Agreement and negotiate the final contract language. 12. Plan how you will operate the company after closing. Yet another crucial instrument in the purchase of any business is the Acquisition Plan. This document lists every step and detail leading to the closing of the deal. Starting with the industry survey, it lists the start date, the finish date, and the cost of each of these processes. Following the survey is the target search, then on to the due diligence investigations. The importance of this plan revolves around the organization of a solid purchase. With this, you are able to enact the purchase at the right moment for you, this time being a buyerÃ¢â¬â¢s market. If you need to wait out the bear market, you can do it much easier with everything laid out in front of you. Hence, the Acquisition Plan does the job. All of the above steps and considerations are a waste if you are unable to find a business for sale. The difficulty of finding the type of business that you will purchase is put to ease through an M A consultant, accountant, or simply browsing the Wall Street Journal. A smaller gas station or party store-type business can usually be found in the local paper. On the other hand, if you are looking for a larger company, an M A consultant may be pricey (2-15,000 dollars for a retainer), but this is probably the best way to go. You read "Study on the Financial Management for Small Business" in category "Essay examples" Be sure to ask the consultant many questions regarding his or her creditability. For instance, get a list of references and ask about the number of deals he closed in the past 12 months. Negotiating a purchase price involves a thorough valuation of the projected purchase. Evaluation of a business is essential because you need to know what you are paying for and how much you should pay. Ã¢â¬ If you are a buyer, your valuation will also be helpful to you when you meet with lenders, so that you can help justify the mount you are asking to borrow. For this purpose alone, however, a valuation is not generally worth the effort.Ã¢â¬ (Horn, 20) There are many different methods that you can use to properly determine the value of the entity. The most common methods are as follows: the Ability-To-Pay Method, this method is used in almost all buy/sell cases. It makes clear whether the acquisition can pay for itself out of its own cash flow. The Discounted Cash Flow Method is most often used when the company is going to be purchased as an investment and held for a limited number of years. It is also used in high-risk situations, such as highly leveraged deals that have more of a proportion of debt than usual. The third method is the Excess Earnings Method, used to value any profitable company. The Excess Earnings method Ã¢â¬Å"assumes that a business is worth the market value of its tangible assets, plus a premium for Ã¢â¬ËgoodwillÃ¢â¬â¢ if the earnings are high enough.Ã¢â¬ (Horn, 51) Another area that must be calculated is goodwill. Ã¢â¬Å"Goodwill is not an operating cost and cannot be depreciated. It does not provide you with tax reliefÃ¢â¬ ¦Ã¢â¬ (Smorenburg, 114) Since there is no record of the worth of goodwill, it can be fairly difficult to determine an accurate buying price. Usually the seller will set the price based on their knowledge of the company. The set price, however, should be reasonable. Negotiations can be made to produce an agreeable price. The next step is to set a purchase price. Ã¢â¬Å"There is no right or wrong way to value a business. Each company has different characteristicsÃ¢â¬ ¦ Obviously, the seller will argue that the net asset value method is right because thatÃ¢â¬â¢s what he invested in the business.Ã¢â¬ (Tuller, 103) You should consider all factors in the P/E/ ratios, liquidation value, net asset value, and historic and projected cash flow. After analyzing these aspects of the business, you should be able to determine a fair price for the entity. Ã¢â¬Å"The letter of intent is a document that aims to formalize the terms around which a later negotiation will revolve. As such, the letter is primarily a tentative offer that remains subject to further negotiations and confirmation of material facts through a process of due diligenceÃ¢â¬ ¦By offering a letter of intent, you tangibly solidify your resolve and thereby make the seller understand that you are a serious buyer.Ã¢â¬ (Smorenburg, 126) The letter of intent covers the precise terms of the deal, the payment details, and management and other issues involving the transfer. You need to give your accountant and lawyer a draft of the letter for review. This way, you are protected from any loopholes that can harm you. It proves that you are a serious buyer and entices the seller to more openly discuss sensitive aspects of the business. The letter is a written contract that can be legally cancelled at any time without the consent of the other party, so be sure that you and the seller are in agreement. Once everything is settled and you and the seller are in agreement to the term of the letter of intent, the next task you face is finding the initial capital. Using other peopleÃ¢â¬â¢s money to finance a purchase is a key ingredient if business success. Financing falls into two separate categories: debt and equity. Debt financing is the most elementary of the two. It is basically taking a loan from a lender and paying it back with interest. It is reliant on the business or individualÃ¢â¬â¢s ability to pay the loan off. Usually, collateral will be made available to the source of the loan in the case that you cannot continue to make payments. A good credit history and reputation is another aspect that financing is reliant upon. With these, a loan is much easier to get. Ã¢â¬Å"Equity financing means obtaining funds in exchange for selling or giving up a part of interest in the business. Equity financing is not a loan; rather, it is the sale of a part of you business.Ã¢â¬ (Fallek, 82) The popularity of equity financing has increased in the high tech industries in the past few years. However, selling a part of your newly purchased business may not be your cup of tea, so choose your type of financing wisely. Some traditional sources of capital include yourself, family and friends, commercial banks, loan companies, insurance companies, credit unions and private investors. The old saying, Ã¢â¬Å"donÃ¢â¬â¢t mix business with pleasureÃ¢â¬ is applicable when dealing with family and friends. Taking a loan from these sources can cause turmoil if the loan cannot be paid back. Banks are the standard for business lending. Ã¢â¬Å"The amount they charge is based on two factors: the size and history of the customer and the risk the bank will take in providing the loan.Ã¢â¬ (Fallek, 85) If you are able to decrease the bankÃ¢â¬â¢s risk and have a standing credit line, you will get the most out of your loan. The other types of traditional lenders are less frequently used, but are also good sources of capital. Ã¢â¬Å"Nontraditional money sources are unlimited in number and type, but you need to be creative to acquire the necessary funds from them.Ã¢â¬ (Fallek, 89) These sources include customers, suppliers, leasing companies, local development companies, and advertising for money. Customers or potential customers are often great sources of funding, as well as suppliers. Suppliers will furnish you with the necessary equipment and product. Leasing companies and local development companies are also good nontraditional sources of capital. Ã¢â¬Å"You can actively seek funding by running a display advertisement in the business section under the appropriate heading in the classified ads of your local newspaper. Specify the amount of money needed and the type of business for which it will be used.Ã¢â¬ (Fallek, 91) Yet another source for funding might be through the Small Business Administration. They offer different types of loan programs to small businesses. The SBA Guaranteed Loan Program grants a loan on the basis that the individual needs more time than allotted by other lenders to pay back the loan, has insufficient credit, or lack business experience. Ã¢â¬Å"There are no restrictions as to the number of SBA loans a company or individual may have, as long as the SBAÃ¢â¬â¢s exposure does not exceed $750,000.Ã¢â¬ (Fallek, 96) The final step in acquisition of a business is the closing. You will need a lawyer if you donÃ¢â¬â¢t currently have one. The search for the right lawyer requires certain questions to be answered. For instance, you want to find out the lawyerÃ¢â¬â¢s hourly rates, experience, availability, if there is any conflict of interest between the lawyer and the seller, and any other applicable questions. The best way to find a lawyer is word of mouth, ask friends and family for references. When a lawyer is located, you must then begin the audit review. Ã¢â¬Å"Even thought most buyers work with their local CPA in preparing the business plan and counsel with him on tax matters relative to the acquisition, the audit review should be preformed by an independent CPA firm in the same city as the target company; preferably on of the Ã¢â¬ËBig-5Ã¢â¬â¢ firmsÃ¢â¬ ¦ The audit review consists of a comprehensive look at business since the last audit with particular emphasis on determining the adequacy of internal controls and internal reports.Ã¢â¬ (Tuller, 192) Be sure to take this step, it examines all aspects of the business and insures that it is a safe investment. After this is complete, itÃ¢â¬â¢s time to close the deal. The documents generally needed for proper closure are: a buy/sell agreement, an earn out agreement, a promissory note terms and conditions agreement, title search and title insurance, lease agreements, employment contracts, personal guarantees, and an equity agreement with the lender. These documents are dealt with and an announcement should be made to the employees, customers, and vendors of the change in ownership. Ã¢â¬Å"There is a mood of anticipation, of excitement, and even-if the truth be know-of fear. Of all the events which take place in the business world, nothing can match an acquisition closing for pure excitement and thrill.Ã¢â¬ Ã¢â¬Ë(Tuller, 203) the actual signing of the transfer documents will not usually take more than an hour. The key is not to worry about what you are signing, thatÃ¢â¬â¢s what your lawyer is for. After all the money spent, the time devoted and the effort put forth, the business is finally yours. Running your own business can be very rewarding. You donÃ¢â¬â¢t have anyone to answer to besides the government. You are in complete control. Along with this the ability to write off certain expenses is enough of a reward in itself. The effort you put forth is completely up to you. The life and death of the business is in your hands. How to cite Study on the Financial Management for Small Business, Essay examples
Sunday, April 26, 2020
The Roswell Coverup You feel the blazing desert sun of Corona, New Mexico beating down on your already weary body. All of a sudden it starts to rain. The cool water refreshes you. Out of the corner of your eye you see a saucer shaped flying disc in the distance. You have heard of hundreds of these sightings all over the country. You gaze in awe because you have now beheld the breathtaking beauty that these discs possess. The saucer you realize is coming directly toward you at a tremendous speed. It flies over missing your head by about 10 feet. After it is over your head you realize that it did not make a sound. If you had lived in New Mexico during the summer of 1947 this incident might have occurred. Only the government, the RAAF (Roswell Army Air Field), and the 509th Bomb Squad knows if this incident really took place, and if it did, were there aliens and what were the reasons for the cover-up. On June 25,1947, the local dentist, Dr. R. F. Sensenbaugher reported a saucer-shaped object about 1/2 the size of the full moon flying over Silver City, New Mexico. On June 26, Leon Oetniger and 3 other witnesses reported a large, silver, ball-shaped object clearly not a balloon or dirigible traveling over the Grand Canyon. June 27, 1947: A white disc glowing like an electric light bulb was reported to have passed over Pope, New Mexico, by local resident W. C. Dobbs at 9:50 a.m. Minutes later, the same or a similar object was sighted traveling southwest over the White Sands Missile Range by Captain E. B. Detchmendy, who reported it to his commanding officer, Lieutenant Colonel Harold R. Turner. At 10:00 a.m., Mrs. David Appelzoller of San Miguel, New Mexico, reported that a similar object had passed over that city, again heading southwest. Colonel Turner of White Sands initially reacted by announcing that no rockets had been launched from that base since June 12. Later, fearing hysteria, he officially identified the object as a daytime meteorite.(Berlitz 18) Also on June 27, Major George B. Wilcox of Warren, Arizona, reported a series of 8 or 9 discs traveling at high speed above the mountain tops. Then on June 28, A pilot flying in the vicinity of Alamagorda, New Mexico reported seeing a ball of fire with a fiery blue tail behind it pass beneath him and then disintegrate into the sky. (19) On July 2, 1947, Mac Brazel was sitting at home watching TV during a thunderstorm when he heard a crash that was louder than thunder and sounded different from the other rumbling. There had been a lot of strange noises since they had begun atomic research in New Mexico for World War II. After the storm, the next day Brazel and Timothy D. Proctor were riding the range to determine which fields had received rain. (Randle 37) During the ride, Brazel came across a field filled with debris of some sort. Some of the debris was shiny but most of it looked like dull metal. There were big chunks and little pieces as if something had exploded while still in the air. The debris when examined surprised Brazel because of its strange properties. The material was described to be as thin as the foil in a cigarette pack and just as light. It was strong, however, that Brazel could not scratch it with a knife or even blacken it with matches. (38) On July 6, Brazel finally decided to go to the police in Roswell. When Sheriff George A. Wilcox saw the debris he suggested they call the RAAF (Roswell Army Air Field). It only took a few minutes for the military to arrive, afterwards Wilcox said that they got there so fast it seemed like they had been waiting for the call. After all the samples were brought in and examined no one could identify the material. The next morning on July 7, Brazel took them out to the crash site. The crash site was observed to be 3/4 of a mile long and two to three hundred feet wide. One of the military officers also made the statement that