Salesperson Management

In: Business and Management

Submitted By KimMyeongJu
Words 429
Pages 2
Sift: A MAC Protocol for Event-Driven
Wireless Sensor Networks_
Kyle Jamieson1, Hari Balakrishnan1, andY.C. Tay2
1 MIT Computer Science and Artificial Intelligence Laboratory,
The Stata Center, 32 Vassar St., Cambridge, MA 02139,
2 Department of Computer Science, National University of Singapore,
Kent Ridge 117543, Republic of Singapore Abstract. Nodes in sensor networks often encounter spatially-correlated contention, where multiple nodes in the same neighborhood all sense an event they need to transmit information about. Furthermore, in many sensor network applications, it is sufficient if a subset of the nodes that observe the same event report it. We show that traditional carrier-sense multiple access (CSMA) protocols for sensor networks do not handle the first constraint adequately, and do not take advantage of the second property, leading to degraded latency as the network scales in size. We present Sift, a medium access control (MAC) protocol for wireless sensor networks designed with the above observations in mind. We show using simulations that as the size of the sensor network scales up to 500 nodes, Sift can offer up to a 7-fold latency reduction compared to other protocols, while maintaining competitive throughput.
1 Introduction
Every shared wireless communication channel needs a medium access control (MAC) protocol to arbitrate access to the channel. Over the past several decades, many MAC protocols have been designed and several are in operation in wireless networks today.
While these protocols work well for traditional data workloads, they are inadequate in emerging wireless sensor networks where the nature of data transmissions and application requirements are different. This paper argues that wireless sensor networks require a fresh look at MAC protocol design, and…...

Similar Documents


...Salesperson Interview Assignment Professional Selling – 506 Due Date: Tuesday November 10th, 2:30 P.M. Value: 15% of your final mark Format: Arial font, double spaced, 1 inch margins, 3-5 pages in length not including cover page, bibliography and appendices (1,000 word minimum). Title Page should include your name and the name of the salesperson. This is an essay based on your interview with the salesperson and not a question and answer script. Your essay should include an introduction, body and conclusion. Please staple the salesperson’s business card on the front page of your submission. Overview: Find someone who is a professional salesperson and who earns their living based on their sales. This can be a friend or relative or someone whom you deal with for your own personal needs. I would highly recommend you look for someone who is a full-time sales person and has been in the sales business for a number of years. You should prepare a list of questions for them (see the examples below) prior to your interview and focus on the materials in the text to help you formulate your questions. I want you to tell me what makes your interviewee a success in their role? What strategies and tactics they employ to make their sales targets? What works best for them and what does not work in terms of selling? How they develop their prospect list? What a typical sales call looks like for them including their goals and how they measure success. Example What is......

Words: 360 - Pages: 2

An Exploration of Salesperson Job Satisfaction in India Using P-E Fit Constructs settings where final output is the outcome of the joint contribution of many individuals, utilizing team production incentive schemes (such as profit-sharing) may dilute individual performance as a result of free-riding. In the face of evidence suggesting that the job satisfaction and morale of employees is intrinsically linked to their relative pay status (Clark and Oswald, 1996; Clark, 1999; Ferrer-i-Carbonell, 2005; Panos and Theodossiou, 2008), the demoralising dispersion and variability in wages that ensues from PRP schemes is also likely to affect attitudes to work in a negative fashion. Furthermore, it has often been claimed that financial incentives undermine collaboration and team work, emphasize the power asymmetry between management and the workforce, and reduce employee risk-taking and innovation (Kohn, 1993). Added to the above is a prominent non-economic criticism of PRP which is based on the so-called cognitive evaluation or motivation crowding-out hypothesis (Deci and Ryan, 1985; Frey and Jegen, 2001). According to this theory of social psychology, once it is acknowledged that individuals may 4 This is consistent with empirical evidence suggesting that human beings may receive pleasure from wage increases per se, as they consistently favour upward-sloping earnings profiles even if their present discounted value is lower than that of flatter profiles (Loewenstein and Sicherman, 1991; Frank and Hutchens, 1993). 6 derive intrinsic satisfaction......

Words: 9443 - Pages: 38


...Introduction to Management and Organizations True/False Questions A MANAGER’S DILEMMA 1. Today’s managers are just as likely to be women as they are men. (True; moderate; p. 4) 2. Management affects employee morale but not a company’s financial performance. (False; easy; p. 4) WHO ARE MANAGERS? 3. In order to be considered a manager, an individual must coordinate the work of others. (True; moderate; p. 5) 4. Supervisors and foremen may both be considered first-line managers. (True; moderate; p. 6) WHAT IS MANAGEMENT? 5. Effectiveness refers to the relationship between inputs and outputs. (False; moderate; p. 8) 6. Effectiveness is concerned with the means of getting things done, while efficiency is concerned with the attainment of organizational goals. (False; moderate; p. 8) 7. A goal of efficiency is to minimize resource costs. (True; moderate; p. 8) 8. Efficiency is often referred to as “doing things right.” (True; moderate; p. 8) 9. Managers who are effective at meeting organizational goals always act efficiently. (False; difficult; p. 8) WHAT DO MANAGERS DO? 10. The four contemporary functions of management are planning, organizing, leading, and controlling. (True; easy; p. 9) 11. Determining who reports to whom is part of the controlling function of management. (False; easy; p. 9) 12. Directing and motivating are part of the controlling function of management. (False; moderate; p. 9) 13. Fayol’s......

Words: 6792 - Pages: 28

Sales Management

...In the 1970s, most companies concentrated on using personal selling techniques. This technique of using person to person communicating selling has not changed, even in large companies of the 21st century. This paper discusses the reasons how personal selling has helped in relation to the company and their communications with their customers, and why it is still important when technology is seemingly replacing people. Personal selling is two way communications between company and customer, a salesperson can effectively provide the customer with the product's information, where he/she can assess the feedback to adjust product's information (Hair et al. 2009). In this situation, the consumer can be provided with the knowledge of the facts about the products they are interested in. This is also very important in helping the company to build good relationships with consumers. If a salesperson can build up a relationship, he/she will have more clients and this can lead to superior long-term performance through better customer retention. In addition, personal selling also can be an important source of marketing information. Salespeople may learn about competitors' products or about emerging customer needs when they communicate with customer. It may lead to the development of a new product (Boles et al. 1996). The interactive nature of personal selling also makes it more effective to promote the particular product (Boles et al. 1996). For example, an encyclopedia is a......

Words: 724 - Pages: 3


...Performance Management Dr. Herman Aguinis PE-A1-engb 1/2011 (1033) This course text is part of the learning content for this Edinburgh Business School course. In addition to this printed course text, you should also have access to the course website in this subject, which will provide you with more learning content, the Profiler software and past examination questions and answers. The content of this course text is updated from time to time, and all changes are reflected in the version of the text that appears on the accompanying website at Most updates are minor, and examination questions will avoid any new or significantly altered material for two years following publication of the relevant material on the website. You can check the version of the course text via the version release number to be found on the front page of the text, and compare this to the version number of the latest PDF version of the text on the website. If you are studying this course as part of a tutored programme, you should contact your Centre for further information on any changes. Full terms and conditions that apply to students on any of the Edinburgh Business School courses are available on the website, and should have been notified to you either by Edinburgh Business School or by the centre or regional partner through whom you purchased your course. If this is not the case, please contact Edinburgh Business School at the address below:......

Words: 15243 - Pages: 61

Sales Management

... Sales Management Question 1. A leading University in Kenya is planning to recruits two sales people to contribute in their growth plan. They have approached you as a marketing expert regarding the qualities of sales people should hire. What would be your advice? A salesperson should possess several qualities that would enable him/her to perform the outlined tasks effectively. A person may make a good salesman in one line of business and may fail in another. Therefore, as a marketing expert, I would advise the University to consider both the physical and mental attributes of the available candidates. a) Physical attributes: A successful salesperson must have sound health and pleasing personality. A growth plan in the University is arduous and requires sharpness in handling the associated responsibilities. He/she should have capacity for hardwork, stamina and sufficient tolerance. A good personality consists of several attributes namely; neat appearance, refined tastes, good habits, clear voice and a confident demeanour. Only a well-groomed and cheerful candidate can create a good impression on the clients. The recruiting panel should be keen to look out for: Personality: Personality is a composite of various characters of a person-personal appearance, habits, manners, way of dressing, posture and voice. They should be good listeners who appreciate constructive criticism. A good personality will ensure that there are minimal deviations from the growth plan due to......

Words: 1617 - Pages: 7


...research paper, describe your most memorable experience with a salesperson that was positive and made you feel comfortable. My most positive and memorable experience with a salesperson is when I bought my first car. At the time I had very little down payment and my credit was not the best for a new vehicle. The salesperson understood my needs for a vehicle and the importance of having a vehicle to get to work on a daily basis. I needed something reliable and would be good on gas because I drove quit a distance for work. My mother went with me to the dealership because I would need a co-signer for a loan. He showed me a few cars and we decided on one finally that would fit my needs. When we went to getting the loan it was nearly impossible and he came down the fact that he was trying every possible way to get this loan approved. It wasn’t the fact that he wanted to make a sale but he was catering to what I needed. The sales associate when to great links to work with the loan company to get the loan approved and after a week they settled on agreement to get the car for me. My experience with the salesperson was positive and very appreciative. He could just let the sale go because the sale would not have been a big commission for him, but he was determined to help. 2. Then in the next section, describe an experience with a salesperson that was unpleasant and made you feel uncomfortable. My most unpleasant salesperson experience is an ongoing experience that I have with......

Words: 779 - Pages: 4

Management the lifeblood of any business. You can offer promotions and slash prices to bring in as many new customers as you want, but unless you can get some of those customers to come back, your business won't be profitable for long. Good customer service is all about bringing customers back and about sending them away happy - happy enough to pass positive feedback about your business along to others, who may then try the product or service you offer for themselves and in their turn become repeat customers. The Customer is the business’ biggest asset. The Customer pays all our salaries wages and bonuses. The customer will go where he/she receives the best attention There is no profit, no growth, no jobs without the customerIf you're a good salesperson, you can sell anything to anyone once. But it will be your approach to customer service that determines whether or not you’ll ever be able to sell that person anything else. The essence of good customer service is forming a relationship with customers – a relationship that that individual customer feels that he would like to pursue. Commandments of Customer Service – 1. Know who is boss. You are in business to service customer needs, and you can only do that if you know what it is your customers want. When you truly listen to your customers, they let you know what they want and how you can provide good service. Never forget that the customer pays our salary and makes your job possible. 2. Be a good listener. Take the time......

Words: 8404 - Pages: 34


...chapter 1 Marketing in a Changing World: Creating Customer Value and Satisfaction ROAD MAP: Previewing the Concepts Fasten your seat belt! You’re about to begin an exciting journey toward learning about marketing. To start you off in the right direction, we’ll first define marketing and its key concepts. Then, you’ll visit the various philosophies that guide marketing management and the challenges marketing faces as we move into the new millennium. The goal of marketing is to create profitable customer relationships by delivering superior value to customers. Understanding these basic concepts, and forming your own ideas about what they really mean to you, will give you a solid foundation for all that follows. ᭤ After studying this chapter, you should be able to 1. define what marketing is and discuss its core concepts 2. explain the relationships between customer value, satisfaction, and quality 3. define marketing management and understand how marketers manage demand and build profitable customer relationships 4. compare the five marketing management philosophies 5. analyze the major challenges facing marketers heading into the next century Our first stop: Nike. This superb marketer has built one of the world’s most dominant brands. The Nike example shows the importance of — and the difficulties in — building lasting, value-laden customer relationships. Even highly successful Nike can’t rest on past successes. Facing “big-brand backlash,” it must now......

Words: 18289 - Pages: 74

Sales Management

...CHAPTER 1 SALES MANAGEMENT: IT'S NATURE, REWARDS, AND RESPONSIBILITIES I. WHAT IS SALES MANAGEMENT? A. Sales management is the attainment of sales force goals in an effective and efficient manner through planning, staffing, training, leading and controlling organizational resources. II. THE FIVE FUNCTIONS OF SALES MANAGERS A. Planning – the conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them. B. Staffing – refers to activities undertaken to attract, develop, and maintain effective sales personnel within an organization. C. Training – the effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment. D. Leading – the ability to influence other people toward attainment of objectives. Leading means communicating goals to people throughout the sales group and infusing people with the desire to perform at a high level. E. Controlling – monitoring sales personnel's activities, determining whether the organization is on target toward its goals, and making corrections as necessary. III. SALES PERFORMANCE A. Organization – a social system that is goal directed and has a deliberated structure. B. Social – being made up of two or more people. ...

Words: 659 - Pages: 3


...salespeople pushing their prescription drugs onto the doctors simply for them to earn a profit? Personally, I do not see anything wrong with giving gifts and free drug samples with doctors. If I was a salesperson, I would not solicit someone’s business and show up empty handed. Gifts sway anyone’s impression of you and if you are a salesperson that could make all of difference. However, if I went to a doctor with the intention of giving free samples and gifts as an indicator that the doctor’s best interest was to use my product over anyone else’s, then yes, this is unethical. In this scenario, I am not a doctor or a chemist, basically I am out to make quick money for myself. I cannot prove whether or not the prescription drug is any better than prescriptions a doctor may already feel comfortable using with his or her patients. For me to represent a pharmaceutical company and then say whatever comes to mind so I have that doctor prescribing my product could be costly to all stakeholders. If I was doing my job correctly and honestly, leaving a small gift or free samples with a doctor is just a way of doing business and marketing a product. My answer selection: There is nothing wrong with this practice. Giving drug samples and gifts is simply another form of advertising. Management in Action: How Should Managers Fire Good Workers Who Don’t Fit? (Chapter 9) The larger the corporation, the harder it is to have a group of people working in sync in a corporate......

Words: 1901 - Pages: 8

Sales Management

...KINNAIRD COLLEGE FOR WOMEN SALES MANAGEMENT AND ADVERTISING SEMESTER-5 OTHER-ASSIGNMENT Read the following case study and answer the questions that follow: Sue Wilson, purchasing manager for the Humboldt, Tennessee, plant of National Agri-Products Company, is back in her office reviewing her notes from a meeting she just finished with Tom Roberts, Vicki Sievers, and Greg Runyon. Tom is the plant manager of the Humboldt plant, Vicki is the plant engineer, and Greg the production manager. The four met for the last hour to discuss the equipment National needs to buy to complete expansion of the Humboldt plant. National Agri-Products Company produces various agricultural products at its four manufacturing locations throughout the Midwest. The Humboldt plant was built seven years ago to produce cornstarch and dextrose for use as food ingredients. Five and a half years after the plant was completed, top management decided to expand it to produce corn syrup, which is an ingredient in soft drinks, candy, and various baked goods. Humboldt will be the second National Agri-Products Company plant with the capability to produce corn syrup. As Sue reviews her notes, she notices that Tom, Vicki, and Greg have various requirements for the equipment that would be needed to produce the corn syrup. During the meeting, Tom said it was very important to "get everything right" in completing this project. The company already had invested a lot of money in the expansion, and Tom didn't......

Words: 1042 - Pages: 5

Autonomy vs Teamwork in Salesperson`S Future Performance

...ID number: 0989700 ID number: 0989681 ID number: 0955679 TERM PAPER - AUTONOMY vs TEAMWORK IN SALESPERSON`s FUTURE PERFORMANCE - Hand-in date: 21.11.2015 Campus: BI Oslo Examination code and name: GRA 6441 Sales & Sales Force Management Programme: Master of Science in Strategic Marketing Management CONTENT Problem definition................................................................................................3 Literature review..................................................................................................4 Teamwork.............................................................................................................4 Autonomy.............................................................................................................8 Conclusions – our opinion..................................................................................12 References...........................................................................................................18 PROBLEM IN “Measuring and Managing a Salesperson`s Future Value of the Firm” by V.Kumar, Sarang Sunder, and Robert P. Leone (2014 Journal of Marketing Research) Businesses are moving from a product-centric to a customer-centric view and from a backward­ looking to a forward-looking strategic perspective, so sales organizations must adapt to the ever-changing marketplace to maximize performance. Given the dynamic and......

Words: 4715 - Pages: 19

The Evolution of the Salesperson

...The Evolution of the Salesperson Over the years the art of selling has evolved beyond our imagination. The days of selling door to door and traveling across the country to make a profit are almost extinct. Salespeople have been taught to hit the street, knock on doors and close deals but global markets, increased technology and complex products have combined to make the buying and selling business more profitable than ever. In “Death of a Salesman”, Willy Loman portrays a traveling salesman trying to fulfill the American Dream of not only being successful but more importantly to be respected and well liked. Willy is a weary and perhaps failed salesman who works on straight commission with barely enough money to pay his bills. Selling products today still has a large impact on our economy today but a lot of what the typical old-time salesman did as recently as ten years ago is now obsolete and replaced by an ever advancing technology. I will explain how selling has advanced immensely over the years from the historically door to door selling to global selling. A salesperson is defined as a provider of goods and services to the community or company. Their first impression is crucial to their success. They must be able to sell all day and the days following. Many people use fancy titles to disguise the fact that they really are a salesperson, but if your job is to sell someone a product or service, then you’re a salesperson. Their job intensity varies depending on......

Words: 2436 - Pages: 10


...Overview of the Chapter This chapter examines the nature of organizational control and describes the four steps of the control process. It also discusses three types of systems available to managers to control and influence organizational members: output control, behavior control, and organizational culture(clan control). Effective management of organizational change is addressed, as well as the role of the entrepreneur in the change process. LEARNING OBJECTIVES • Define organizational control and identify the main output and behavior controls managers use to coordinate and motivate employees. (LO1) • Explain the role of clan control or organizational culture in creating an effective organizational architecture. (LO2) • Discuss the relationship between organizational control and change and explain why managing change is a vital management task. (LO3) • Understand the role of entrepreneurship in the control and change process. (LO4) MANAGEMENT SNAPSHOT: CONTROL IS NO LONGER A PROBLEM FOR ORACLE One of the main advantages of Internet-based control software is its ability to centralize management of a company’s widespread operations, thereby allowing managers to easily compare and contrast the performance of different divisions spread around the globe in real time. Oracle, the second largest independent software company in the world after Microsoft, did not have such a system in place and therefore was not experiencing the cost savings......

Words: 8914 - Pages: 36