There are a number of criteria which can help determine if information is "good" information. These are the basics:
Authority
Objectivity
Accuracy
Coverage
Relevance
Time Aspects
Usability
Sources
For the purposes of determining whether health information on the WWW can be trusted, some of these criteria are more important than others. Some are easier to get information about than others as well.
Authority
Probably the single most important criterion is authority. If you don't know who is writing the information, you can't really trust it.
Who wrote the information?
Is the author a physician, nurse practitioner, or other health professional?
What are their credentials, affiliations, and professional experience?
What are their qualifications for writing on the topic?
Are they acknowledged experts in the field you're reading about?
Someone can be a respected expert in, for example, pediatrics. That doesn't qualify them as an expert in women's health. Health and medical knowledge is so specialized now, it's impossible to be an all-around expert.
Can you be relatively certain the author is who s/he claims to be? There should be a way to contact the author for questions or comments.
E-mail address
"Snail-mail" address or telephone number
Where is the Web page located?
Look at the URL (uniform resource locator - address).
Is the page part of the Website of an organization whose name you can trust?
university (.edu)
government (.gov)
institutional (.org)
commercial (.com)
Does the address show that it's a personal home page?
A personal home page is one published by an individual who or may not be affiliated with a larger institution.
Personal home pages can be put up by anyone - they need to be carefully scrutinized before the information can be accepted as trustworthy.
It's not always easy to tell if you're reading a personal home page or not. Some are very professional looking.
The URL address of the page may have a variety of endings (e.g., .com, .edu, etc.), but a tilde (~) is frequently somewhere in the URL.
If you feel you can trust the sponsoring organization, you can probably trust the Web documents within their site. However, regardless of the source, you need to evaluate any information critically before you put it into practice. Discuss information retrieved from any source with your health care provider - he or she will be glad to help you with interpretation of what you've found. Your nurse practitioner or physician has the experience and know-how to steer you in the right direction. Remember - your health, and your family's health, are at stake here!
Objectivity
Objectivity, or perhaps more important, the lack of objectivity, is fairly easy to detect if you know what you're looking for. Objectivity means all sides of issues are portrayed in a fair light. There is no propaganda or misinformation. The information is free from obvious errors or misleading omissions. However, this may not be easy to detect, if you don't know the subject matter well already.
To see if information is presented objectively, look for the following:
Purpose of the page
Is it to sell a product of some kind?
Generally speaking, if there is an area for ordering a product on the page, the page probably contains bias!
Is it to persuade you of the correctness of a certain opinion on a controversial issue?
Are all sides of the issue presented fairly?
Is it to present current information, as a public service?
Again, look at whose site it is.
What kind of organization is responsible for the information?
If the organization has a commercial, ideological, political or other vested interest in the topic, bias may be present.
One of the major hindrances to objectivity is conflict of interest.
What type of language is used? What tone does the page have?
Emotional or persuasive language may show a lack of objectivity.
What about advertising? Is there any on the Web page?
If it is present, it should be clearly separated from informational text, so you know when one ends and the other begins. (By the way, I've written a book on this topic . . . click here to order.)
Accuracy
Accuracy is important in judging information sources. Accuracy means the information presented is correct and exact. The accuracy of a source is more difficult to evaluate than authority and objectivity - if you don't already have a good understanding of the topic, it's hard to tell if the information presented is accurate. However, there are ways to get an idea if information is accurate or not. Look for the following:
explanation of the methods used to obtain the information
listing of reference sources used
evidence that content was reviewed by other authorities for accuracy
information on how studies were conducted and analyzed
lack of obvious errors or omissions
lack of spelling, grammatical, and typographical errors
if care was not taken to detect these problems, content errors may have been missed also
Accuracy can also be assessed by comparing the information with other sources. Does it go along with, or contradict, information you've seen in other sources (information provided by your health care provider, newspaper and magazine articles, etc.)?
Is the information "too good to be true?" Then it probably isn't true!
Coverage
Coverage means the completeness of the information presented. It is also difficult to determine without a thorough understanding of the topic. The coverage of the topic is greatly influenced by the audience for whom the information was written. For example, information intended for use by health care professionals would probably have greater coverage than information intended for use by health care consumers.
Coverage includes:
The depth and breadth of the information (comprehensiveness)
Breadth - coverage of all aspects of the subject
Depth - level of detail presented
Ways to assess coverage:
Look for obvious gaps or omissions in the coverage of the topic. Does the information presented leave you with unanswered questions?
Compare the information presented with print resources on the same topic. Is the information presented equivalent in breadth and depth?
Relevance
Relevance is defined as "relation to the matter at hand: practical and especially social applicability: pertinence." This criterion is particularly important in the evaluation of health-related information. Is the information suited to your needs? Is it pertinent?
It can be related to:
The purpose of the Web page
The purpose you have in looking for the information
The utility or usability of the information
Why are you looking for the information?
Is the content related to your needs?
Is the information current and the coverage broad enough to meet your needs?
Again, run any information you've found by your health care provider to see if it's applicable to your situation. It's difficult to be objective about the issues when confronted with illness in yourself or a loved one. Your physician or NP can help you sort things out.Time Aspects
The time aspects of a document are particularly important in fields which change rapidly, for example, science and medicine. It's important to get up-to-date health information. Even a few months can be crucial in a field in which drugs and treatments are evolving so rapidly. Time aspects of the document are shown below:
When was the document:
Created?
Placed on the Web?
Copyrighted?
Last revised or updated?
Look in the footer (the bottom of the document) for dates. This is the most common place for them.
What edition of the work is presented?
When was the information in the document gathered?
Usability
How easy to use is the Web site you're evaluating? Is it "user-friendly?"
Navigating around the site should be easy.
clear site map or table of contents
menus
The site should be logically arranged, with the use of good graphic design.
Multimedia should be used appropriately. It should add to, rather than distract from, the content.
Information should be concise, to reduce lengthy scrolling through the document.
Hyperlinks should be intact and operable.
Consideration must be taken of the varying levels of technology which may be used to access the site.
The site should be accessible to most users; text-only, non-frames views should be available.
When possible, enhancements should be added to aid those with access problems (e.g., text versions of image and sound files for individuals with visual or hearing problems).
Sources
Here are some sites to explore which support the information provided above. Many were used to develop this Web page. They are listed in APA format. Author and year of publication are listed first, followed by title of the source, and URL of the source. The date I first accessed the site is in brackets. Check out:
Alexander, J., & Tate, M. (1997). Checklist for an informational Web page [Online]. Available: http://www.science.widener.edu/~withers/inform.htm [1998, February 21]. Moved to: http://www2.widener.edu/Wolfgram-Memorial-Library/webevaluation/inform.htm [2000, November 25].
Checklist of questions to ask to evaluate the quality of informational Web pages.
Alexander, J., & Tate, M. (1996). Evaluating Web pages: Links to examples of various concepts [Online]. Available: http://www.science.widener.edu/~withers/examples.htm [1998, April 28]. Moved to: http://www2.widener.edu/Wolfgram-Memorial-Library/webevaluation/examples.htm [2000, November 25].
11/09/2009
10/25/2009
Excercise 7: The relationship between Internet and Library
Digital Library
A library is a collection of sources, resources, and services, and the structure in which it is housed; it is organized for use and maintained by a public body, an institution, or a private individual. In the more traditional sense, a library is a collection of books. It can mean the collection, the building or room that houses such a collection, or both. The term "library" has itself acquired a secondary meaning: "a collection of useful material for common use," and in this sense is used in fields such as computer science, mathematics, statistics, electronics and biology.
Public and institutional collections and services may be intended for use by people who choose not to — or cannot afford to — purchase an extensive collection themselves, who need material no individual can reasonably be expected to have, or who require professional assistance with their research. In addition to providing materials, libraries also provide the services of librarians who are experts at finding and organizing information and at interpreting information needs.
However, with the sets and collection of media and of media other than books for storing information, many libraries are now also repositories and access points for maps, prints, or other documents and various storage media such as microform (microfilm/microfiche), audio tapes, CDs, cassettes, videotapes, and DVDs. Libraries may also provide public facilities to access subscription databases and the Internet.
There are two general strategies for searching a federation of digital libraries:
1. distributed searching, and
2. searching previously harvested metadata.
Distributed searching typically involves a client sending multiple search requests in parallel to a number of servers in the federation. The results are gathered, duplicates are eliminated or clustered, and the remaining items are sorted and presented back to the client. Protocols like Z39.50 are frequently used in distributed searching. A benefit to this approach is that the resource-intensive tasks of indexing and storage are left to the respective servers in the federation. A drawback to this approach is that the search mechanism is limited by the different indexing and ranking capabilities of each database, making it difficult to assemble a combined result consisting of the most relevant found items.
Searching over previously harvested metadata involves searching a locally stored index of information that has previously been collected from the libraries in the federation. When a search is performed, the search mechanism does not need to make connections with the digital libraries it is searching - it already has a local representation of the information. This approach requires the creation of an indexing and harvesting mechanism which operates regularly, connecting to all the digital libraries and querying the whole collection in order to discover new and updated resources. OAI-PMH is frequently used by digital libraries for allowing metadata to be harvested. A benefit to this approach is that the search mechanism has full control over indexing and ranking algorithms, possibly allowing more consistent results. A drawback is that harvesting and indexing systems are more resource-intensive and therefore expensive.
Large scale digitization projects are underway at Google, the Million Book Project, and Internet Archive. With continued improvements in book handling and presentation technologies such as optical character recognition and ebooks, and development of alternative depositories and business models, digital libraries are rapidly growing in popularity as demonstrated by Google, Yahoo!, and MSN's efforts. Just as libraries have ventured into audio and video collections, so have digital libraries such as the Internet Archive.
Source: Digital Library. Retrieved on October 25, 2009 from http://en.wikipedia.org/wiki/Digital_library#Leaders_in_the_field
A library is a collection of sources, resources, and services, and the structure in which it is housed; it is organized for use and maintained by a public body, an institution, or a private individual. In the more traditional sense, a library is a collection of books. It can mean the collection, the building or room that houses such a collection, or both. The term "library" has itself acquired a secondary meaning: "a collection of useful material for common use," and in this sense is used in fields such as computer science, mathematics, statistics, electronics and biology.
Public and institutional collections and services may be intended for use by people who choose not to — or cannot afford to — purchase an extensive collection themselves, who need material no individual can reasonably be expected to have, or who require professional assistance with their research. In addition to providing materials, libraries also provide the services of librarians who are experts at finding and organizing information and at interpreting information needs.
However, with the sets and collection of media and of media other than books for storing information, many libraries are now also repositories and access points for maps, prints, or other documents and various storage media such as microform (microfilm/microfiche), audio tapes, CDs, cassettes, videotapes, and DVDs. Libraries may also provide public facilities to access subscription databases and the Internet.
Thus, modern libraries are increasingly being redefined as places to get unrestricted access to information in many formats and from many sources. They are understood as extending beyond the physical walls of a building, by including material accessible by electronic means, and by providing the assistance of librarians in navigating and analyzing tremendous amounts of knowledge with a variety of digital tools.Most digital libraries provide a search interface which allows resources to be found. These resources are typically deep web (or invisible web) resources since they frequently cannot be located by search engine crawlers. Some digital libraries create special pages or sitemaps to allow search engines to find all their resources. Digital libraries frequently use the Open Archives Initiative Protocol for Metadata Harvesting (OAI-PMH) to expose their metadata to other digital libraries, and search engines like Google Scholar, Yahoo! and Scirus can also use OAI-PMH to find these deep web resources.
A digital library is a library in which collections are stored in digital formats (as opposed to print, microform, or other media) and accessible by computers.[1] The digital content may be stored locally, or accessed remotely via computer networks. A digital library is a type of information retrieval system.
There are two general strategies for searching a federation of digital libraries:
1. distributed searching, and
2. searching previously harvested metadata.
Distributed searching typically involves a client sending multiple search requests in parallel to a number of servers in the federation. The results are gathered, duplicates are eliminated or clustered, and the remaining items are sorted and presented back to the client. Protocols like Z39.50 are frequently used in distributed searching. A benefit to this approach is that the resource-intensive tasks of indexing and storage are left to the respective servers in the federation. A drawback to this approach is that the search mechanism is limited by the different indexing and ranking capabilities of each database, making it difficult to assemble a combined result consisting of the most relevant found items.
Searching over previously harvested metadata involves searching a locally stored index of information that has previously been collected from the libraries in the federation. When a search is performed, the search mechanism does not need to make connections with the digital libraries it is searching - it already has a local representation of the information. This approach requires the creation of an indexing and harvesting mechanism which operates regularly, connecting to all the digital libraries and querying the whole collection in order to discover new and updated resources. OAI-PMH is frequently used by digital libraries for allowing metadata to be harvested. A benefit to this approach is that the search mechanism has full control over indexing and ranking algorithms, possibly allowing more consistent results. A drawback is that harvesting and indexing systems are more resource-intensive and therefore expensive.
Large scale digitization projects are underway at Google, the Million Book Project, and Internet Archive. With continued improvements in book handling and presentation technologies such as optical character recognition and ebooks, and development of alternative depositories and business models, digital libraries are rapidly growing in popularity as demonstrated by Google, Yahoo!, and MSN's efforts. Just as libraries have ventured into audio and video collections, so have digital libraries such as the Internet Archive.
Source: Digital Library. Retrieved on October 25, 2009 from http://en.wikipedia.org/wiki/Digital_library#Leaders_in_the_field
Excercise 6: Essential Skills for Sales Person
Essential Skills for Sales Person
Submitted in partial fulfillment of the requirement of the…
IBC 101 Course (Access to Library and Information System)
IBC 101 Course (Access to Library and Information System)
Ms. Chalatda Mekwian
Student ID: 50064369
Faculty :
Major : Bachelor of Business Administration in Hotel Management
Acknowledgement
I chose to do the report of ‘Sales Skills’ because I am working as the Sales Executive in Real Estate industry. I have been working and studying at the same time for almost 2 years now.
I often got frustrated for not being able to give both important tasks a full 100%. And now, Arjarn Namtip, the teacher of IBC 101:Access to Library and Information System’ let us do the report of any topics we are interested; I can see that it is a good opportunity to combine these two things in my life; I can produce a report and understand more about Sales Skill.
Thus, I believe this will be beneficial for my career in the long run.
Executive Summary
“Skill is an ability to do something well, especially you have learned and practiced it”.
So what skills are needed to be a successful salesperson? In my experience, I am convinced that techniques and methods of sales are teachable to anyone who has the desire to learn. However, there are a few natural skills that are of great benefit if they already exist within those that want to be successful in sales. Without these, success will take a longer time but it can still be achieved. If there is no desire and dedication to learning or developing these skills, then the selling will be much more difficult and often very stressful.
Table Contents
1. What is ‘Sales’?
2. Effective Communicator
3. Ability to Listen
4. Asks Great Questions
5. Problem Solver
6. Well Organized
7. Self-Starter and Self-Finisher
8. Positive Self Image
9. Well Mannered and Courteous
10. Naturally Persuasive
11. Person of Integrity
1.What is ‘Sales’?
Sales is a profession. It’s far more than just a job. And, as a profession, it provides you the opportunity for significant income and exceptional prestige if you are a top performer. It requires specialized skills and training for superior performance.
Professional selling is all about getting in front of the right people with the right message at the most opportune time. It’s all about how you position yourself and your organization, prospect your business, properly plan your presentation, build trust, and uncover the right set of answers that your prospects are looking for. It’s about how you make your answers or solutions available to your prospects under the conditions and terms that they are most interested in. It’s creating compelling value for your product and maximizing margin. It’s then servicing your new account in order to exceed their expectations, sell them more and use them as referral sources. That’s sales. And it’s that simple. But not so easy. Now we will look into the skills that an effective sales person requires, in order to make the sales career a profession, lucrative and exceptional prestige.
2. Effective Communicator
Communication Skills are essential when you are looking at sales. Essentially, you are looking to make sure that the people around you understand that the product or service that you are supporting and promoting is a good thing. They need to know all the advantages that it has and all the good that it can bring them. Moreover, you will find that when you are looking to sell people something, they need to look into how they are going to be using it. This is something that any good salesperson can do they take any sale, no matter what they are selling and make it personal.
Remember that the old line about a product that is so good that it can sell itself is actually a myth. There are many people out there who think that they would be great salespeople if only they could get the right product, but the truth of the matter is that they need to look a little closer to home. If you want to be a great salesperson, you will find that you need to start with yourself. What are the benefits that you bring to the table and what can you do to make sure that you are going to be able to move forward and to get the right kind of impact that you need? There are far too many people out there who think that they can enter the field without thinking about it and be just fine.
When you are interested in working on your communication skills, you will find that you need to actually use them. Get out there and talk to people and make sure that you read books on the subject as well. People have known for ages that communication skills are extremely important and the more time that you spend looking into them, the better off you are going to be. Take some time and think about where you fall short. Are you someone who can't keep a conversation going? Can you not keep a conversation moving forward? At the end of the day, you will discover that you are looking at something that is essential to your career, so don't miss out.
Take a chance and make sure that you reach out and communicate with the people around you. Communication is part of the job if you are looking into sales, and the more time that you spend sharpening your skills, the better off you will be!
3.Ability to Listen
Along with speaking, a great salesperson knows when to stop talking and listen. They never cut someone off while they are talking, because in doing so they would fail to hear a key element in identifying what that person's needs might be.
1. Know what the client is saying.
The average salesperson listens efficiently only about 25% of the time. When a customer gives details relevant to the sale you’re trying to make, repeat what you’ve heard. Most salespeople have difficulty remembering what the customer said, but many are very good at remembering what they themselves said.
If you summarize what the customer says, the customer feels that you’re listening and you internalize the message. Say something like, “So if I understand you correctly…” This closing recaptures the pre-agreed on points and lets the customer hear you repeat his needs.
2. Understand the difference between hearing and listening.
Hearing is a passive activity -- you’re allowing sound waves to penetrate your ear. In listening, you actively determine meaning to what is heard -- you listen with your eyes and ears. You’re in control when a customer is talking about a problem he or she is encountering and out of control when you’re talking about yourself.
3. Maintain eye contact.
Physically tend to the conversation by providing feedback: lean forward, adjust body posture, nod your head and take notes. These are visual signs that you’re listening. Be sure to make eye contact about 60% of the time. The customer will become more animated and interact more strongly with you. If you look away, it’s a signal of indifference. Looking at the client as he or she speaks says that you care and helps build trust.
4. Don’t allow yourself to become distracted.
Suppose you’ve giving your sales presentation and the buyer gives you feedback on what he or she needs. The problem? He nervously coughs to clear his sinuses ever three minutes. After 30 minutes, you’ve started to anticipate the next cough rather than listen to what he has to say.
The solution? Mentally block out the nuisance behavior and focus on his comments.
5. Unload yesterday’s baggage.
Don’t call on customers while you’re still fuming or reliving distracting moments from the past. Your attention is today, right now, in the present. Otherwise, your customers will be yesterday.
6. Know your client.
Evaluate the customers’ personality profile as you listen and frame the message according to what is likely to make them happy. It’s important to realize that customers are driven by a force that calls for them to listen and respond in a particular way. Your job is to uncover that force.
7. Listen to the customer’s emotions.
Get a clear message of what the customer is trying to tell you. Observe body language, interpret nonverbal signals that give you added insight over and above merely the words used. If they don’t match, the truth is hiding in the nonverbal; the body doesn’t lie.
Verify what you’re hearing. Check to make sure you’re processing the message. Ask, “Why would you say that?”
…………………………………………………………………………………………..
Good listeners assume 51% responsibility for the conversation. But what about the talkers? Here are four techniques to heighten your customers’ listening skills.
1. Say something that shows you’re an insider.
Mention an event or talk about a relevant story and ask, “How did that affect you and your business?” Or, say something that is undeniable, but insightful.
2. Speak in logical sequence.
The mind naturally seeks to categorize and visualize as it listens. When you present information randomly, the listener must catalog your comments, then unscramble them to fit in logical brain containers. You begin to sound foggy. It’s difficult to regain a customer’s interest once you’ve stranded him in dense fog.
3. Actively look for the “pain.”
Ask questions that are typical problems of other customers. Once you offer industry-specific wisdom, you customer will listen more openly.
4. Manage interruptions.
If the customer takes phone calls during your presentation, say, “Would it be better if we try this another time?” Is next Tuesday better for your?” Or, “How much time can you give me?” If the answer is ten minutes, remind the person after the time has lapsed. Tell the customer that you appreciate the time, and ask if he would like for you to continue or reschedule another visit.
Summary
Communication is a two-way street. When you're talking you're learning zero. It's only when you're listening that you are learning new information and gaining insight into your customer or prospect.
4. Asks Great Questions
Salespeople are naturally inquisitive and know that in order to isolate what the real need or desire is in the buyer, they need to ask questions that will lead them to the answer. They naturally ask questions because they have a desire to help solve their problem.
According to a recent study by The Sales Career Training Institute, salespeople typically spend too much time pitching and not enough timing asking the right questions so that they can discover their prospects' real objections, as well as the emotional hot buttons they need to press to get their prospects to buy. The study reveals that top salespeople know how to ask the right questions to: (1) get prospects curious; (2) successfully handle sales objections; and (3) lead prospects to close the sale quickly.
- Make your prospect feel like you care. Many people long simply to be heard and understood. By focusing on your prospects and their problems through questions, you will show that you genuinely care about hearing their problems. And you should genuinely care, because you want to find out as much information as you can about their problems, especially how they perceive their problems.
- Use questions to gather information which you can then use to position your product or service more effectively. Too many salespeople assume that they fully understand their prospects' problems. You need to ask questions at the right time about the right things in order to get the information you need to make the sale, or else you might lose credibility and lose the sale forever.
- Ask questions that'll make your prospects aware of the consequences of their actions or inactions. At the end of the day, you will not be able to push your prospects into the sale. This is what most salespeople try to do. We have worked with countless salespeople who think that their product is the answer to their prospect's problem, and they push and push and push to show their prospect that they have the answer. But people resist, especially when you push too hard. That's why you must use questions not only to find out about your prospects' problems but also to make your prospect aware of the consequences of their actions or rather inactions, that is, what could happen to them if they don't buy your product.
- Remember that all questions aren't equal. Some types of questions are more powerful than others. There are two basic types of effective sales questions.
- Trigger Questions. Just like a psychiatrist, your job is to get your prospect to open up and tell you what is on their mind. To do this, you must ask open-ended questions, that is, questions that require them to respond with a relatively complex answer rather than a simple yes or no. Remember, you want to get them talking. Closed questions, which allow your prospect to answer you with a yes or a no, don't get them to open up. Open-ended questions do. There are many types of effective question formats, but when in doubt, rely on the open-ended questions called Trigger Questions. Here are some examples of basic Trigger Questions:
- Can you tell me more about??
- Can you be more specific??
- Can you give me an example??
- Floater Questions. Another type of question allows you to test the waters and determine what your prospect is thinking is the Floater Question. Floater Questions enable you to ask hypothetical what-if questions that may help you to ask what might otherwise be uncomfortable questions to your prospects. Here are some examples of Floater Questions that the top salespeople use:
- I don't know if this is appropriate to ask right now, but what would you say if we made the following offer?? You see, the person isn't making a real offer, s/he is just floating one by the prospect to see the reaction.
- Let's say ____, then what happens next??
- Let's pretend ________ then would you??
- If I could get my colleagues to ..., do you think you could get your colleagues to???
- What would you say if???
- What would you do if???
- Would you buy today if???
Again, what you are doing is feeling your prospect out by putting them in a hypothetical situation. They will give you at least some idea of how much they are willing to spend, or what is important in the negotiation for them, or how close to buying they are.
Tips
- 1) Make it easy for the customer to order.
- 2) If you do not have the product or service the customer needs -- help him or her find that product or service.
- 3) Don't focus on selling: focus on helping the prospect.
- 4) Give the prospect all the information he or she needs.
- 5) A sales program is concerned with three questions you must answer: (a) what are you selling?, (b) who are you going to sell it to? and (c) how are you going to sell it? Answer those and your sales program practically writes itself
- Tips added by Martin Carbone (see how to solve problems)
5. Problem Solver
Another natural skill is the desire and ability to solve problems. Great salespeople are always solving problems. The ability to hone in on what the buyer's problem is and offering suggestions that will effectively solve the problem with respect to what products or services you sell, generally results with a sale.
6. Well Organized
I am not necessarily speaking of your personal surroundings, but more with your thoughts and methods of planning. Sales people have a keen ability to break things down into smaller steps and organize a plan of action. They know how to analyze what their goal is and in what order the steps need to be in in order to reach that goal.
7. Self-Starter and Self-Finisher
A successful sales person moves forward on their own. They never need anyone to tell them when it is time to go to work because they know that if they do not work they will not earn. They are also very persistent to finish what they start. They achieve their goals, even if they are small ones.
8. Positive Self Image
Having the attitude that they can do just about anything that they put their mind to is usually very common among sales people. They do not cower from meeting or talking to people or trying something new. They rarely allow negatives that are either spoken to them or about them to effect what they are trying to accomplish because they know who they are and what they are capable of doing.
Why Your Self-Image is a Key Part of Your Personality
Your self-image is the way you see yourself and think about yourself. It is often called your "inner mirror." You look into this mirror in every situation to see how you should perform on the outside. You always behave on the outside in a manner consistent with the picture you have of yourself on the inside.
How Do You See Yourself
For example, if you see yourself, as calm, confident and competent in any aspect of selling, when you are engaged in that activity, you will feel calm, confident and competent. You will be positive and happy. You will perform well and get excellent results. If, for any reason, it doesn’t go well at that time, you will throw it off and dismiss it as a temporary situation. Your self-image is clear. In your mind’s eye you see yourself as good and capable in that area, and nothing can interfere with your mental picture.
Change Your Self-Image
The most rapid improvements in sales results come from changing your self-image. The moment that you see yourself differently, you behave differently as well. And because you are behaving differently, you get different results.
9. Well Mannered and Courteous
The best sales people are very well mannered. You may not realize it, but good manners is a way of showing respect for others. People are attracted to those that respect them and mutual respect is fundamental in building lasting relationships with people..including buyers.
You should obviously have people skills because you will be interacting with people constantly, whether you have a fixed time job or a flexi time one, whether you work at a shop or a restaurant or at a business. It is extremely important that you should be pleasant and well-mannered even when dealing with rude and demanding customers and be able to conclude a sale. So you need to have a great deal of patience.
This quality comes in use when there are lean times or you have to wait for customers or wait on them. Understanding the needs and requirements of your customers is an important part of a salesperson’s skills. It is only when you are able to do this will you be able to make a sale.
10. Naturally Persuasive
Another very common inherent skill with great salespeople is that they are very persuasive or know how to get what they want. They focus on what they want and they are persistent to keep chipping away until they get what they want. They almost never give up or give in.
11. Person of Integrity
A salesperson without integrity will have many struggles which will often include hopping from job to job. Honesty in sales is so important and it is almost impossible for this skill to be taught. You or the person you are looking to hire is either a person of integrity or are not. Be as analytical as possible on the evaluation of this skill.
When it comes to determining whom they will do business with, customers rank the honesty of a salesperson as the most important single quality. Even if a they feel that a salesperson’s product, quality and price is superior, customers will not buy from that salesperson if they feel that he or she is lacking in honesty and character.
Likewise, integrity is the number one quality of leadership. Integrity in leadership is expressed in terms of constancy and consistency. It is manifested in an absolute devotion to keeping one’s word. The glue that holds all relationships together-including the relationship between the leader and the led-is trust, and trust is based on integrity.
Integrity is so important that functioning in our society would be impossible without it. We could not make even a simple purchase without a high level of confidence that the price was honest and that the change was correct. The most successful individuals and companies in
References:
Johnson, E. Basic sales skills. Retrieved October 25,2009 from http://sales.about.com/od/hiringsalespeople/tp/basicsalesskills.htm
Lee, B. How Salespeople Can Improve Their Listening Skills. Retrieved October 25,2009 from http://ezinearticles.com/?How-Salespeople-Can-Improve-Their-Listening-Skills&id=274177
How to sell more effectively by asking the right questions. Retrieved October 25,2009 from http://www.wikihow.com/Sell-More-Effectively-by-Asking-the-Right-Questions
Tracy, B. (2007, September).Self-Image in Selling. Retrieved October 25,2009 from http://www.briantracy.com/blog/sales-success/self-image-in-selling/
Excercise 5
1. Write the database of the hotel (Similar to the library database)
Database for Guest checking in to the hotel the following database of the guest that we will need to fill in the registration card in order for the hotel to have the guest basic information and the guest needs for the future check-in purposes and in case of Emergency may arises.
1. Immigration Entry Number (for traveler entering the country)
2.Date of Arrival
3. Date of Departure
4. First Name
5. Last Name
6. Date of Birth
7. Nationality
8. Passport Number
9. Country of Resident
10. Address
11. Telephone Number
12. E-mail Address
13. Room Type
14. Room Number
15. Guest Signature
2. Go to the library website, search for bibliographic of data base book in the library catalog (OPEC online public access catalog)
** Search
- Basic, Advance, Boolean, History, Thesis, Project, CD-Rom,
Subject List
** New Books
- New Book Weekly, New Book monthly
** Book by Subject List
** Journal/Article Search
** AV Search
** My Account
3. Go the library e-book database, search for the articles about database from proquest, ABI/INFROM, Dissertation & theses
Abstract (Summary)S&P Consultants Tracey Leathers-Dray, 1 508-586-7850 tdray@spconinc.com Logo: http://www.spconinc.com A new business partnership of S&P Consultants, Inc. and Vedant Incorporated will now offer the highest levels of quality- and patient-safety assurance to both standard and customized applications built on the Cerner Millennium(R) platform
Database for Guest checking in to the hotel the following database of the guest that we will need to fill in the registration card in order for the hotel to have the guest basic information and the guest needs for the future check-in purposes and in case of Emergency may arises.
1. Immigration Entry Number (for traveler entering the country)
2.Date of Arrival
3. Date of Departure
4. First Name
5. Last Name
6. Date of Birth
7. Nationality
8. Passport Number
9. Country of Resident
10. Address
11. Telephone Number
12. E-mail Address
13. Room Type
14. Room Number
15. Guest Signature
2. Go to the library website, search for bibliographic of data base book in the library catalog (OPEC online public access catalog)
** Search
- Basic, Advance, Boolean, History, Thesis, Project, CD-Rom,
Subject List
** New Books
- New Book Weekly, New Book monthly
** Book by Subject List
** Journal/Article Search
** AV Search
** My Account
3. Go the library e-book database, search for the articles about database from proquest, ABI/INFROM, Dissertation & theses
Abstract (Summary)S&P Consultants Tracey Leathers-Dray, 1 508-586-7850 tdray@spconinc.com Logo: http://www.spconinc.com A new business partnership of S&P Consultants, Inc. and Vedant Incorporated will now offer the highest levels of quality- and patient-safety assurance to both standard and customized applications built on the Cerner Millennium(R) platform
10/23/2009
Exercise 4
1.Where can you find information about Nobel Prize?
http://nobelprize.org/nobel_prizes/ Every year since 1901 the Nobel Prize
1.1Who get the Nobel Prize this year?
The 2009 Ig Nobel Prize Winners
The 2009 Ig Nobel Prizes were awarded on Thursday night, October 1, at the 19th First Annual Ig Nobel Prize Ceremony, at Harvard's Sanders Theatre.
On Saturday afternoon, October 3, the new winners explained their work, at the Ig Informal Lectures at MIT.
VETERINARY MEDICINE PRIZE: Catherine Douglas and Peter Rowlinson of
REFERENCE: "Exploring Stock Managers' Perceptions of the Human-Animal Relationship on Dairy Farms and an Association with Milk Production," Catherine Bertenshaw [Douglas] and Peter Rowlinson, Anthrozoos, vol. 22, no. 1, March 2009, pp. 59-69. DOI: 10.2752/175303708X390473.
WHO ATTENDED THE CEREMONY: Peter Rowlinson. Catherine Douglas was unable to travel because she recently gave birth; she sent a photo of herself, her new daughter dressed in a cow suit, and a cow.
PEACE PRIZE: Stephan Bolliger, Steffen Ross, Lars Oesterhelweg, Michael Thali and Beat Kneubuehl of the University of Bern, Switzerland, for determining — by experiment — whether it is better to be smashed over the head with a full bottle of beer or with an empty bottle.
REFERENCE: "Are Full or Empty Beer Bottles Sturdier and Does Their Fracture-Threshold Suffice to Break the Human Skull?" Stephan A. Bolliger, Steffen Ross, Lars Oesterhelweg, Michael J. Thali and Beat P. Kneubuehl, Journal of Forensic and Legal Medicine, vol. 16, no. 3, April 2009, pp. 138-42. DOI:10.1016/j.jflm.2008.07.013.
WHO ATTENDED THE CEREMONY: Stephan Bolliger
ECONOMICS PRIZE: The directors, executives, and auditors of four Icelandic banks — Kaupthing Bank, Landsbanki, Glitnir Bank, and Central Bank of Iceland — for demonstrating that tiny banks can be rapidly transformed into huge banks, and vice versa — and for demonstrating that similar things can be done to an entire national economy.
CHEMISTRY PRIZE: Javier Morales, Miguel Apátiga, and Victor M. Castaño of Universidad Nacional Autónoma de México, for creating diamonds from liquid — specifically from tequila.
REFERENCE: "Growth of Diamond Films from Tequila," Javier Morales, Miguel Apatiga and Victor M. Castano, 2008, arXiv:0806.1485.
WHO ATTENDED THE CEREMONY: Javier Morales and Miguel Apátiga
MEDICINE PRIZE: Donald L. Unger, of
REFERENCE: "Does Knuckle Cracking Lead to Arthritis of the Fingers?", Donald L. Unger, Arthritis and Rheumatism, vol. 41, no. 5, 1998, pp. 949-50.
WHO ATTENDED THE CEREMONY: Donald Unger
PHYSICS PRIZE: Katherine K. Whitcome of the University of Cincinnati, USA, Daniel E. Lieberman of
REFERENCE: "Fetal Load and the Evolution of Lumbar Lordosis in Bipedal Hominins," Katherine K. Whitcome, Liza J. Shapiro & Daniel E. Lieberman, Nature, vol. 450, 1075-1078 (December 13, 2007). DOI:10.1038/nature06342.
WHO ATTENDED THE CEREMONY: Katherine Whitcome and Daniel Lieberman
LITERATURE PRIZE:
WHO ATTENDED THE CEREMONY: [Karolina Lewestam, a Polish citizen and holder of a Polish driver's license, speaking on behalf of all her fellow Polish licensed drivers, expressed her good wishes to the Irish police service.]
PUBLIC HEALTH PRIZE: Elena N. Bodnar, Raphael C. Lee, and Sandra Marijan of Chicago, Illinois, USA, for inventing a brassiere that, in an emergency, can be quickly converted into a pair of protective face masks, one for the brassiere wearer and one to be given to some needy bystander.
REFERENCE:
WHO ATTENDED THE CEREMONY: Elena Bodnar.
MATHEMATICS PRIZE: Gideon Gono, governor of Zimbabwe’s Reserve Bank, for giving people a simple, everyday way to cope with a wide range of numbers — from very small to very big — by having his bank print bank notes with denominations ranging from one cent ($.01) to one hundred trillion dollars ($100,000,000,000,000).
REFERENCE: Zimbabwe's Casino Economy — Extraordinary Measures for Extraordinary Challenges, Gideon Gono, ZPH Publishers,
BIOLOGY PRIZE: Fumiaki Taguchi, Song Guofu, and Zhang Guanglei of Kitasato University Graduate School of Medical Sciences in
REFERENCE: "Microbial Treatment of Kitchen Refuse With Enzyme-Producing Thermophilic Bacteria From Giant Panda Feces," Fumiaki Taguchia, Song Guofua, and Zhang Guanglei, Seibutsu-kogaku Kaishi, vol. 79, no 12, 2001, pp. 463-9. [and abstracted in Journal of Bioscience and Bioengineering, vol. 92, no. 6, 2001, p. 602.]
REFERENCE: "Microbial Treatment of Food-Production Waste with Thermopile Enzyme-Producing Bacterial Flora from a Giant Panda" [in Japanese], Fumiaki Taguchi, Song Guofu, Yasunori Sugai, Hiroyasu Kudo and Akira Koikeda, Journal of the
WHO ATTENDED THE CEREMONY: Fumiaki Taguchi
2. Go to Encyclopedia Online at http://library.spu.ac.th Search for the history of automobiles or computer. Summarize the information you get.
HistoryMain article: History of computer science The early foundations of what would become computer science predate the invention of the modern digital computer. Machines for calculating fixed numerical tasks, such as the abacus have existed since antiquity. Wilhelm Schickard built the first mechanical calculator in 1623. Charles Babbage designed a difference engine in Victorian times helped by Ada Lovelace. Around 1900, punch-card machines were introduced. However, all of these machines were constrained to perform a single task, or at best some subset of all possible tasks.
3.What is the different between general book and reference book?
The Book of General is the first in a series of books based on the final round in the intellectual British panel game QI written by series-creator John Lloyd and head-researcher John Mitchinson to help spread the QI philosophy of curiosity to the reading public.It is a trivia book, aiming to address and correct the "comprehensive and humiliating catalogue of all the misconceptions, mistakes and misunderstandings in 'common knowledge'" - it is therefore known not as a 'General Knowledge' book, but as "General Ignorance".As well as correcting these "all-too-common" mistakes, the book attempt to explain how the errors have been perpetuated, and why people believe inaccurate 'facts' to be true.
3.What is the different between general book and reference book?
>>General books are books available on the library. Bookstore and etc. to read books of all ages.
>>Reference Book in a library is one that may only be used in the library and not borrowed from the library. Many such books are reference works (in the first sense) which are usually used only briefly or photocopied from, and therefore do not need to be borrowed. Keeping them in the library assures that they will always be available for use on demand. Other reference-only books are ones that are too valuable to permit borrowers to take them out. Reference-only items may be shelved in a reference collection located separately from circulating items or individual reference-only items may be shelved among items available for borrowing.
4.When do you need to search information from the reference collection?
When I have problems and I want to find the solutions by doing research or when I have to make reports.
5.What type of reference collection that you like to use most? And why?
Wikipedia (Encyclopedias online) because it covers all topics, easy and free to access.
6. Copy 1 page of the book and write in the blog.
Vegetarianism
Vegetarianism is the practice of following a diet based on plant-based foods including fruits, vegetables, cereal grains, nuts, and seeds, with or without dairy products and eggs. Vegetarians do not eat meat, game, poultry, fish, crustacea, shellfish, or products of animal slaughter such as animal-derived gelatin and rennet. A vegan diet is a form of vegetarian diet which excludes all animal products, including dairy products, eggs, and honey. A lacto-vegetarian diet includes dairy products but excludes eggs, an ovo-vegetarian diet includes eggs but not dairy, and a lacto-ovo vegetarian diet includes both eggs and dairy products.
A semi-vegetarian diet consists largely of vegetarian foods, but may include fish and sometimes poultry, as well as dairy products and eggs. A pescetarian diet, for example, includes fish but no meat. The association of semi-vegetarianism with vegetarianism in common use has led vegetarian groups such as the Vegetarian Society to note these diets are not vegetarian.
Vegetarianism may be adopted for ethical, health, environmental, religious, political, cultural, aesthetic, economic, or other reasons.
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