Thursday, October 31, 2019
IBM Flourishes in India Assignment Example | Topics and Well Written Essays - 2500 words
IBM Flourishes in India - Assignment Example These ideological differences once drove many foreign multinational companies including IBM out of the country. But at present because of globalization, India has realized the importance of foreign investments for their economic growth and welcoming as much as Foreign Direct Investments (FDI) possible. Moreover India is led by the renowned economist Dr. Man Mohan Singh who knows the importance of IBM like companies in India. ââ¬Å"Growing modestly until the turn of the millennium, IBM India has been growing by leaps and bounds since then. Its workforce now totals 38,000, up from 23,000 two years ago and second only in number to IBMs U.S. workforce among countries in which IBM operatesâ⬠(Gibson, 2006). This paper briefly analyses the IBM performances in Indian market currently. IBM Global Services works on outsourcing IT services in India on behalf of the many multinationals interested to accessing the local Indian engineering talent and the competitive labor costs available there. ââ¬Å"Outsourcing refers to a company that contracts with another company to provide services that might otherwise be performed by in-house employeesâ⬠(Thompson, 2009). Labor cost is increasing everyday and moreover shortage of skilled and experienced professionals forced multinational companies like IBM to look beyond their boundaries in America to explore the cheap labor markets of other countries like India which is blessed with immense manpower especially IT professionals. In India like countries IT professionals are searching for better placements whereas IBM like American companies searching for IT professionals. Globalization has opened up the Indian market and the present Indian government led by the Congress party has escaped from the controls of the left parties which actually strongly opposed the entry of foreign companies in India. Thus the setting is well and good for IBM like IT companies to explore the Indian markets. IBM recorded total revenue of US$ 606 million
Tuesday, October 29, 2019
The legal restrictions of race and whiteness Essay
The legal restrictions of race and whiteness - Essay Example It happened in 1985 when the United States administration under President Ronald Reagan, supplied weapons to Iran in exchange for hostages that were being held by Hezbollah a terrorist outfit loyal to Ayatollah Khomeini the Iran leader. Proceeds from this sale were given to the Contra guerrillas in Nicaragua. The Contras were armed opposition to Nicaraguaââ¬â¢s Sandinista Junta of National Reconstruction, which formed after Anastasio Somoza Dabayle was overthrown from government. The Gorbachev policy of Perestroika and Glasnost were the two policies that were put into practice in the USSR. Perestroika was the democratization of the communist party allowing civilians to have a modest ay, in government, and economic reform by allowing some industries to operate semi-privately and ending price control through a semi-free market system. Glasnost meant openness, which increased the freedom of expression in the media and people. The birth control pill has defined the 20th Century by giving women an upper hand in dictating when to fall pregnant unlike before it was discovered where they relied on luck or fate. The birth control pill has made it easier to control unwanted pregnancies and control population. The Bay of Pigs was a military incursion into Cuba by exiles that were trained and supported, by the United States government, to try and overthrow the dictatorship regime of President Fidel Castro. Their action was unsuccessful because they did not receive the expected from the
Sunday, October 27, 2019
Development of Tennis as a Leisure Activity
Development of Tennis as a Leisure Activity The development and significance of tennis as a Leisure Activity (Mainly in the UK) 1. The History and Development of tennis. (Mainly in the UK) According to The Cliff Richard Tennis Development Fund 2000, tennis is a world-class competitive sport captivating millions of players and fans all round the world. It was in France that the game tennis as we know it today really came into being. During the 16th, 17th and 18th centuries it became the highly fashionable sport of kings and noblemen a far cry from being played by the lower classes. The development fund 2000 describes how real tennis was actually very different to the game that we know today. The game was played indoors, in large galleries with jutting roofs and points were won according to how the ball was played off of the gallery walls, rather like squash. This concept is very different to todays Lawn Tennis, where the rectangular court is laid out on a grass surface and the play is within marked boundaries, not off of the walls. After its initial rise in popularity with the French nobility, tennis spread throughout Europe, becoming particularly popular in England. To day, Wimbledon and the UK are associated with lawn tennis. Cliff Richardââ¬â¢s Development fund describes how the changes in tennis have taken place over the years and how the shift has moved tennis from being associated with the upper classes to a sport which is played at all different levels and at every level of the social classes. During the 19th century when Victorian prosperity in England prompted a significant revival, courts were built in many famous country houses and the first tennis clubs providing facilities for members began to appear. The biggest boost for tennis however came in 1875. As said by the development Fund 2000, The All England Croquet Club, which had formed in 1869 had failed to attract enough visitors and in 1875 they decided to offer Lawn Tennis as an added attraction. The new game was an instant success, so much so that in 1877 the name of the club was changed to the All England Croquet and Lawn Tennis Club. This highlights that the popularity of tennis has been growing for many decades thus gives us a good ind ication that it will continue to prosper. The Wimbledon Championship has been one of the most significant developments in the history of tennis. This event alone has contributed to a huge numbers of followers and participants throughout the UK and illustrates the development of tennis as we know it today. In the 1930s the game became highly fashionable in the UK, led by British stars such as Fred Perry and Don Budge and International Champions such as Henri Lacoste. Then, into the 1990s the championships became more popular than ever particularly as Great Britains hopes for a champion became rekindled with the likes of Greg Rusedski and Tim Henman. Now, entering 2006 we are witnessing the rise of young Andrew Murray who is taking the tennis circuit by storm and he will hopefully encourage and boost tennis numbers within the UK. The Lawn Tennis Association has outlined a number of ways in which it has attempted to translate the enthusiasm generated by the Wimbledon Championships each year into lasting benefits and continually develop tennis on a yearly basis. Some examples include; the sponsored campaign, ââ¬ËPlay Tennisââ¬â¢, which is an initiative that offered free tennis lessons with the Lawn Tennis Association coaches in April and May 2004. The Lawn Tennis Association confirms that in 2004, 8,000 Londoners participated in the scheme and as a result around a third joined their local tennis clubs after playing. This highlights the significance of tennis within the UK and that the sport is held in high esteem. Perhaps now it is important to expand its target market and appeal to different socio-economic groups. Further, the Lawn Tennis Association launched an Ariel Tennis Ace campaign which was a ââ¬Ëtalent searchââ¬â¢ for young players, the winner of which received coaching with John McEnroe du ring the Wimbledon Championships. It is important to note that tennis is such a significant sport within the UK that such competitions are respected and widely sought after. Other ways in which the Lawn Tennis Association has developed and increased the popularity in the UK include the introduction of a Tennis Show which has been running since April 2004 which was linked in with the Fitness Show and offered free coaching, access to clubs and information. Further, in order to establish a larger ratio of children who play tennis the organisation pioneered the Wimbledon Kidââ¬â¢s Zone; whilst the Championships were taking place, a childrenââ¬â¢s area is established to introduce children to tennis. Approximately 6,000 children attended in 2004 and lastly, ââ¬ËThe Road to Wimbledonââ¬â¢ initiative was set up for young players to lure them into tennis and encourage promising young talent which will help boost tennis numbers. The incentive to entering this competition was that the winners were given the opportunity to play at Wimbledon in August. Nowadays, sporting events tend to be sponsored by major companies in order to generate more money. Last year, American Express sponsored a five-day event next to Tower Bridge with larges screens televising Wimbledon matches, tennis training and held a celebrity tennis night which raised money for the Sport Relief Charity. The Lawn Tennis Association supports any private sponsorship for these free public events because it helps develop the sport. Moreover, it is obvious that much is being done to develop tennis within the UK because Sport England has launched a website www.activeplaces.com ââ¬â this Internet site has produced a list of facilities for all sports, including the locations of every tennis court in London. Sport England believes that the siteââ¬â¢s usefulness could be enhanced if it keeps records of the condition of facilities to ensure the courts upkeep and increase the number of tennis players in the UK. The Lawn Tennis Association believes that currently a third of local authority tennis courts are in a state of disrepair, this information needs to be passed onto the local authorities to be addressed, otherwise tennis could cease to play a significant sporting role in the UK. Also, if information of facility conditions is recorded it will provide a more realistic picture of sports resources in London and may serve as a prompt to local authorities to improve their local facilities. 2. The Organisation of tennis. The Lawn Tennis Associationââ¬â¢s work and investment is based around three main priority areas, theses include tennis clubs, junior players and performance. The organisation has been trying to make British tennis more inclusive and available to a wide number for many years. The reasons for targeting the different areas and widening their target market are to attract more and better players. Nowadays, the Lawn Tennis Association is focusing on how and where tennis is played and organised in the UK. The reason for this is to establish where the best facilities are and to improve the areas which are in disrepair. In order to better organise tennis within the UK, the Lawn Tennis Association has introduced an initiative called ââ¬ËClub Visionââ¬â¢ which aims to provide progressive clubs with greater support and resources at both a national and county level and to ensure that clubs can play a greater part in making the UK into a stronger tennis nation and make it as popular and g enerate a following as great as that of football. ââ¬ËClub Visionââ¬â¢ is described by the Lawn Tennis Association as being a multi-million pound investment programme that puts clubs at the heart of British Tennis and also supports public pay and play indoor tennis centres, schools and local authority venues. The Lawn Tennis Association joined forces with the Sports Council and the All England Lawn Tennis Club in 1986 to launch the Indoor Tennis Initiative designed to develop indoor tennis centres around Britain. The main benefit of ââ¬ËClub Visionââ¬â¢ is that it is able to help any club throughout the UK regardless of size and therefore as facilities are better they can promote and attempt to attract many people. This shows that tennis is becoming more organised in the UK perhaps as a result of the increased availability of courts, the affordability of equipment and the increased media interest and coverage of tennis tournaments and championships. According to Sport England, the London Assemblyââ¬â¢s Culture Sport and Tourism Committee met with them and the Lawn Tennis Association to discuss tennis in London in 2004. The aim of the meeting was to establish how the Wimbledon Championship could propel and promote tennis within London and the rest of the UK. Further, the bodies discussed and considered ease of access to tennis courts in London and deliberated over club organization and costs of using publicly owned tennis courts. Throughout the talks, certain projects were discussed which encourage young people to get involved in tennis (such as the Westway Tennis centre), and further they examined how the Mayor, Sport England and the Lawn Tennis Association could encourage more Londoners to pick up a racquet. There is more incentive for people to take up tennis due to the 2,600 tennis clubs which have affiliated with the Lawn Tennis Association via their local county office. The development and introduction of so many clubs h ighlights the improvement of tennis as a leisure activity. Currently, the Lawn Tennis Association estimates are that two-thirds of local authority courts nationally are in a state of disrepair and nevertheless the cost of hiring local authority courts stands between à £2-à £6 per hour for adults. Most tennis activities are run through such organisations as the Lawn Tennis Association and All England Tennis Club. As a result of theses clubs it is possible for people to enquire as to their nearest club or courts and increase the probability of people playing tennis as knowledge is more readily available. 3. The Social Structure of Participation. In my opinion tennis has always been classified as a rich mans sport. This might be due to the fact that when tennis originated it was played by the Kings, Queens and nobility. This stigma has now shifted however, there are still certain socio-demographics who shy away from the sport. According to the Lawn Tennis Association, 2.9million people aged four years and upwards played tennis in the UK in 2003. Further, this is reinforced by the British Embassy who suggests that around five million people play tennis in the UK. Either way, this is a large number but there does not compete with the number of people that play football. Of the 2.9 million tennis players the Lawn Tennis Association estimates that 441,000 of these people play tennis in London; 137,000 of them playing regularly. In the UK many of the tennis campaigns and organisations aim to attract the younger generation to take up tennis. This it is no surprise that the younger generation in the UK are likely to play more tennis in the future than that of the current older generation. In contrast to the number of tennis players in the UK, American Tennis Life Magazine, which conducted a survey on tennis, illustrates that 23.5 million Americans play tennis annually. Of this, 52 per cent of players were men and 48 per cent were women with the average age of these players being 29. Further, the percentage of women players to men is reflected in the ratio of spectatorship. McNamee, (2001) illustrates that 48 per cent of women watch tennis compared to 52 per cent of men. I am surprised that women on average play less and watch less tennis. The abovementioned illustrates that tennis is indeed a thriving sport within the UK but simultaneously illustrate that there is scope for growth within these figures. So, it is important to establish the type of people who do not play tennis and the reasons for their lack of participation in the sport. The kind of people not playing tennis are those who are in the lower social classes who cannot afford to pay for a club membership, those in areas where facilities are in a state of disrepair and those from ethnic minorities, the latter will be discussed further. Moreover, Sport England and the Lawn Tennis Association have identified the following barriers to greater participation in tennis in London, some of which include; cost (however in reality this is more down to peoples perception of the sport ââ¬â studies show that the actual cost of tennis membership is more than half what people estimate). Also, poor local authority facilities and a lack of investment in facilities has meant that people in certain areas are just unable to play tennis. Further, the weather plays a large role in determining the months of the year in which tennis is playe d. Those with no access to indoor courts are not likely to play tennis outside the summer months which results in lower numbers of people who play tennis. Moreover, Sport England has established that there is no co-ordinated approach to tennis for people with disabilities, thus limiting the development of tennis as a leisure activity. Lastly, due to the immense popularity and plugging of other sports such as football, competition with other leisure activities and sports creates a loss of interest in playing tennis once young people have left school. Furthermore, according to Gabriel, D from the Commission for Racial Equality (CRE), black players are noticeably absent from tennis. Supposedly, poverty is cited as a major factor, with 57 per cent of people from ethnic minorities socially excluded from sports on the grounds of destitution. Gabriel, D believes that a white sporting establishment effectively excludes people from ethnic minoritiesfrom getting involved in the organisation and governance of sport at every level. In other words, the lack of black people in decision-making roles within sports organisations means there is little opportunity for them to ascend to senior and more influential roles that could promote their wider involvement and influence in sport. McLean, L reinforces the fact that the ethnic minorities do not take part in sport, compared with the national average. Supposedly, people from ethnic minorities are keen to give sports such as tennis a go, but they do not have access to facilities. Thus in order to ensure that tennis remains a popular sport and continues to grow it is essential that every local government looks to improve facilities in their area and encourage ethnic minorities. Every year, Wimbledon is broadcast on television and in its own right is one of the UKââ¬â¢s major sporting events. According to the Lawn Tennis Association, Sport England spent approximately à £18.7 million on tennis facilities, coaching and promotion and outreach in London in 2003. This perhaps demonstrates that tennis in the UK is in fact on the increase. What we must ensure is that we have the infrastructure in place to cope with larger numbers. The Lawn Tennis Association believes that the most immediate benefit from the Wimbledon Championships is the revenue generated by the event. The 2003 competition brought in à £25.8 million (net income) which was invested back into tennis initiatives nationally. However, in order to see tennis become more popular it is essential to promote all year round and eradicate the idea that it is a summer sport. There is of course little that the Lawn Tennis Association can do to change the weather but it should look to invest in indoor courts and floodlighting through its Club Vision programme and Indoor Tennis Initiative. In 2003, the Lawn Tennis Association committed à £2.28 million to facilities in London, 30 per cent of the organisations fund. Since 2001 it has invested over à £4.89 million in 16 major tennis projects in London. Further, Gabriel, D from the Commission for Racial Equality has reported that black people are very interested in tennis thus there is scope to increase the number of tennis players in the UK. In my opinion tennis is a growing sport. This is further emphasised by UK Sport (2001), which has explained how the management Board of the England and Wales Cricket Board (ECB) has decided to engage with Sport England and the Lawn Tennis Association in an informal consortium to seek planning permission for the redevelopment of facilities at the Bisham Abbey Sports Centre, enabling it to become a Centre of Excellence for both sports. This illustrates that organisations believe that tennis is a worthy investment for the future. Further, Since September 2004, construction has been underway on the Lawn Tennis Associationââ¬â¢s new National Tennis Centre (NTC) in Roehampton. If tennis was showing signs of decline there would not be so many initiatives or campaigns running to improve facilities throughout the UK. The site will provide a single site of national focus for tennis in Great Britain, and will open in late 2006. The reasons for a National Tennis Centre according to the Lawn Tennis Association are that in 1999 an extensive review of the sport was undertaken and it arose that tennis has effectively turned into a social leisure activity for a few, rather than a competitive sport to be enjoyed by many millions. In all, the evidence points to a rise in popularity of the game tennis. There is still plenty of scope for growth and the introduction of more ethnic minorities to the sport. Bibliography The Cliff Richard Tennis Development Fund (2000) The History of Tennis. (Internet), Available at http://www.cliffrichardtennis.org/planet_tennis/history.htm, cited 30/11/05 Bray, A. (2005) Tennis in London. (Internet), Available at http://www.london.gov.uk/assembly/reports/culture/tennis.rtf, cited 30/11/05 The Lawn Tennis Association. (2005) Building our Tennis Nation. (Internet), Available at http://www.lta.org.uk/InsideTheLta/AboutTheLta/BuildingOurTennisNation.htm, cited 30/11/05 British Embassy. Sport ââ¬â One of the best things in life. (Internet), Available at http://www.britishembassy.gov.uk/servlet/Front?pagename=OpenMarket/Xcelerate/ShowPagec=Pagecid=1065716130553, cited 30/11/05 Gabriel, D. Commission for Racial Equality (2005). Why black British tennis players are missing from Wimbledon. (Internet), Available at http://www.cre.gov.uk/Default.aspx.LocID-0hgnew070.RefLocID-0hg00k001.Lang-EN.htm, cited 30/11/05 UK Sport (2001) Cricket and Tennis seek Alliances. (Internet), Available at http://www.uksport.gov.uk/template.asp?id=376, cited 30/11/05 Tennis Life Magazine. Demographics. (Internet), Available at http://www.tennislifemagazine.com/advertising/advertising-demo.html, cited 01/12/05 McNamee, Dr (2001) Sporting Conduct: A survey of Sports spectatorsââ¬â¢ perceptions of the values and norms of selected professional sports. (Internet), Available at http://www.uksport.gov.uk/images/uploaded/sportingconduct.pdf, cited 01/12/05 McLean, L. Participation in Sport. (Internet), Available at http://news.bbc.co.uk/hi/english/static/in_depth/uk/2002/race/participation_in_sport.stm, cited 01/12/05
Friday, October 25, 2019
Randolph Bourne Crying Out Against the Betrayal of the Values of Civilization :: Randolph Bourne Writers Essays
Randolph Bourne Crying Out Against the Betrayal of the Values of Civilization John Dos Passos wrote, that if ever a man had a ghost it was Bourne: A tiny twisted unscared ghost in a black cloak hopping along the grimy old brick and brownstone streets still left in downtown New York, crying out in a shrill soundless giggle: War is the health of the state. Dos Passos, 1919 (N.Y.: Harcourt, Brace & Co., 1932), pp. 105-106. When World War I erupted it came as a surprise to the overwhelming majority of American intellectuals. Its barbarity stuck them as anachronistic and they tended to view the conflict as a temporary sidetrack in the march of civilization, an expression of residual animal instincts. The dawn of the Enlightenment and the tremendous progress made in the Nineteenth Century made war seem quite uncharacteristic (in their view) of humanity's evolving nature. Of course, they saw themselves as important and instrumental in defining and fine tuning that nature. On the leading edge of political and social brilliance, ivy-league educated, born to lead and with the silver spoon in the mouth to prove it, they were socialists. And when President Woodrow Wilson (who had been re-elected as a peace candidate, under the slogan, "He kept us out of war") opted to throw the full weight of the country's resources into the European conflict, they rallied to his support. Randolph Bourne, who was to die in the flu epidemic shortly after the Armistice, cried out alone against the betrayal of the values of civilization by his fellow writers. He and his magazine paid a heavy price and, of course, he did not live to see the backlash following the war. The damage had been done; the stage was set for the idiocy of the conditions at Versailles, the ascendency of Adolph Hitler, the unimaginable horrors of National Socialism, and the destruction of the cities of Europe within the next thirty years. Randolph Bourne Crying Out Against the Betrayal of the Values of Civilization :: Randolph Bourne Writers Essays Randolph Bourne Crying Out Against the Betrayal of the Values of Civilization John Dos Passos wrote, that if ever a man had a ghost it was Bourne: A tiny twisted unscared ghost in a black cloak hopping along the grimy old brick and brownstone streets still left in downtown New York, crying out in a shrill soundless giggle: War is the health of the state. Dos Passos, 1919 (N.Y.: Harcourt, Brace & Co., 1932), pp. 105-106. When World War I erupted it came as a surprise to the overwhelming majority of American intellectuals. Its barbarity stuck them as anachronistic and they tended to view the conflict as a temporary sidetrack in the march of civilization, an expression of residual animal instincts. The dawn of the Enlightenment and the tremendous progress made in the Nineteenth Century made war seem quite uncharacteristic (in their view) of humanity's evolving nature. Of course, they saw themselves as important and instrumental in defining and fine tuning that nature. On the leading edge of political and social brilliance, ivy-league educated, born to lead and with the silver spoon in the mouth to prove it, they were socialists. And when President Woodrow Wilson (who had been re-elected as a peace candidate, under the slogan, "He kept us out of war") opted to throw the full weight of the country's resources into the European conflict, they rallied to his support. Randolph Bourne, who was to die in the flu epidemic shortly after the Armistice, cried out alone against the betrayal of the values of civilization by his fellow writers. He and his magazine paid a heavy price and, of course, he did not live to see the backlash following the war. The damage had been done; the stage was set for the idiocy of the conditions at Versailles, the ascendency of Adolph Hitler, the unimaginable horrors of National Socialism, and the destruction of the cities of Europe within the next thirty years.
Thursday, October 24, 2019
Sales Planning for Ginvera Vietnam
Contents I. Introduction3 II. The Body5 1. The marketing communication mix5 1. 1. Personal selling6 1. 2. Sale Promotion6 1. 3. The relationship between communication mixââ¬â¢s elements8 2. Understanding of buying behavior9 2. 1. Stimulus10 2. 2. Process15 2. 3. Respond17 3. Environmental and managerial forces affecting personal selling for Ginvera products in Vietnam19 3. 1. External Environmental factors19 3. 2. Internal Managerial factors23 4. Main types of personal selling suitable for Ginvera Vietnam26 4. . In Business to Customer market26 4. 2. In Business to business market27 5. Principle of personal selling applicable for Ginvera Vietnam29 5. 1. Sales professionalism29 5. 2. Negotiation skills29 5. 3. Relationship marketing30 6. The stages in the personal selling for Ginvera Vietnam32 6. 1. Prospecting33 6. 2. Planning33 6. 3. Approach34 6. 4. Presentation34 6. 5. Handling Objection35 6. 6. Closing the sales35 6. 7. Follow up35 III. Conclusion36 Appendix37 Table of images3 7 Table of figure37 References38I. Introduction From the first day of establishing from 1985 by talented founder L. D. Waxson, Ginvera has climb step by step to the peak of beauty care industry in the South East Asia as the most prominent leader. The company appears as home of more than 500 dedicated employees and thousands others who work in production. The wide ranges of about 90 Ginveraââ¬â¢s products diversify from skin care to bath products, from shampoo to diapers, which are developed sensibly for both men and women, adults and kids.Furthermore, by taking advantages of modern technology, coupled with strong and strategic foresight along with determination of the talented founders, all products are created, developed and improved in the more effective, much safer and more affordable away. With clear mission, vision and objective as well as appropriate business strategies which help the company keep a constant profitably and grow in stable way, Ginvera has built a significant reputation around Asia, especially South East Asian countries such as Malaysia, Singapore, Thailand, Indonesia and even China.However, in Ginveraââ¬â¢ point of view, Vietnam does still appears as a brand new and potential market which can help the company not only reinforce its reputation effectively but also a considerable revenue every year. One the other hand, in Vietnamese customersââ¬â¢ perspective, Ginvera still appears as unfamiliar name although their products are sold in most of the supermarket especially in mega cities like Hanoi and Ho chi Minh city. As a result, on the way of market developing, Ginvera has planned to do some researches on Vietnamese market as well as customersââ¬â¢ behavior in order to have a comprehensive overview about this potential market.Based on this purpose, this report will provide Ginvera an overall best practice of Sale Planning and Operation exclusively for Vietnam market which mostly mention about personal selling, including the pri nciples, types of personal selling, both environmental and managerial forces affecting personal selling, the stages of this process as well as how the understanding of buyersââ¬â¢ behavior can be applied and use effectively in this process. Moreover, before mention all kinds of these issues, the report will bring an overview about communication mix and its roles in relationship with Ginvera Vietnam with wo instant examples: Advertising and personal selling. II. The Body 1. The marketing communication mix Marketing mix as known as 4Pââ¬â¢s includes 4 main elements: product, price, place and promotion in which the promotion is considered as the appearance of any marketing campaign. The promotion does not only decide how the images of product are built but also decides partly how the product was sold to the hand of the customers. In order to build an effective and reasonable promotion, Companies often seeks for help from communication mix which includes: personal selling, adverti sing, public relations, sale promotion and direct marketing.In order to achieve a distinguish look between two main groups, this report will discuss about two first different types: personal selling and sales promotion, representative for personal and non ââ¬â personal selling. Figure 1. The Communication Mix 2. 1. Personal selling Personal selling is defined as direct oral communication designed to explain how an individualââ¬â¢s or firmââ¬â¢s goods, services, or ideas fit the needs of one or more prospective customers. This type of selling is often used in high ââ¬â valuable productsââ¬â¢ purchasing such as a house or car.Naturally, when a people decide to buy a product or service valuable, especially compare with their income, they will consider very carefully with high degree of involvement. On the other hand, this type of selling is also popular in personal product or services which beauty cares appear as instant example. Personal selling is considered as the m ost intensive but expensive method in the communication mix. While other non ââ¬â personal selling methods focus on the general public, personal selling as its name, focus on individuals as well as personal aspect.Every person has different personality, different characteristics with different objectives and different requirements. In some industries like beauty care, is it necessary for the customers to have personal consults, in this case, personal selling plays the leader role as the most suitable and effective way for both company and customersââ¬â¢ perspective as in the win ââ¬â win formula. By this way, the salesperson can understand exactly what the customersââ¬â¢ needs and wants, hence, provide some appropriate advices which can satisfy the customer.In personal selling, selling is not the most important way as its impression; the more important thing is building long ââ¬â term relationship with the customers. Obviously, even if the customer cannot find her necessary products at this time, however, it does not mean that she will not come back if she still feel satisfy with the services. Moreover, salespeople appear as the face, indicate the spirit of the company, play an important role in building image of the company in the customersââ¬â¢ heart. However, personal selling does not appear as a perfect selling method, where put the customer in the center of sales deals.Firstly, the cost for this method is significantly higher than these other non ââ¬â personal selling methods. Secondly, not all products or all market are considered suitable with this method. 2. 2. Sale Promotion Unlike personal selling, sale promotion is defined as any initiative undertaken by an organization to promote an increase in sales, usage or trial of a product or service. In more details, sales promotion activities are temporary changes in the marketing mix, used to achieve tactical objectives. Moreover, this type of selling is also designed to attract no t only end consumer as usual but also the sale team and intermediaries.Examples include contests, coupons, freebies, loss leaders, point of purchase displays, premiums, discounted price, prizes, product samples, and rebates. Among these types, discount, coupon and product samples are the most popular types in Vietnamââ¬â¢s beauty care market, both online and offline. Firstly, Sale promotions often used when the company releases a new line of products as a way to introduce them to the customer and encourage them to try on and feedback to Company. Secondly, companies often use sale promotion as ââ¬Å"push and pullâ⬠strategy by hitting directly on the customersââ¬â¢ psychology.Most of Vietnamese housewives or young girls love discount, coupon and so forth. In some cases, they buy lots of unnecessary thing only because of the gift or salesââ¬â¢ percentages. Understanding this behavior, companies often release a lot of sale promotion campaign as a way to stimulus the buyi ng power and increase sale volume significantly. Image 1. Coupon, discount, free gift set, etc is some example of Sale Promotion On the other hand, as other non ââ¬â personal selling types, sales promotion playing the vital role on creating and maintaining awareness about the products for the customers.As a new comer in Vietnam market, Ginvera can apply this method to attract customersââ¬â¢ attention and create a friendly image in their mind. However, due to fact that the sale promotion is often used to achieve tactical objective, hence, unless Ginvera plans to use cost leadership or cost focus, the sale promotion should not be used too frequently. 2. 3. The relationship between communication mixââ¬â¢s elements Generally, while personal selling appears as an intensive and expensive method, it is still consider as the most effective way to building desire, changing attitudes and the most important, convert them to sales and revenue.Furthermore, unlike other non ââ¬â per sonal method such as advertising and Public relation mainly focus on creating awareness but does not affect significantly on customerââ¬â¢s action, the sale promotion have one common with personal selling on hitting the mark of customersââ¬â¢ behavior, convert them into sale but in more public instead of personal aspect. In fact, each elements from communication mix has its own strength and weakness, hence, they can support for each other effectively. Normally, the companies often used a combination of these element in parallel way in order to achieve the most effective results.For example, the customer can know about Ginveraââ¬â¢s skin care productsââ¬â¢ line through Direct marketing (e. g. through flyers) or Advertising, at this time, sale persons in showroom or through consulting online system appear to provide them more detail about the products. In this process, the sale promotion as first discount can support effectively as a stimulus factor. Level of effectiveness Advertising, PR, exhibition, etc Personal selling O Awareness InterestDesireAction Decision making process Figure [ 2 ]. The supporting of communication elements to each other in nfluence on decision making process (Sources: course book, page 469) 2. Understanding of buying behavior Selling is an art, and salespeople are artists. Mainly focusing on each individual customer, understanding buying behavior appears as the golden key for any salesperson to achieve the customersââ¬â¢ heart both in short term and long term as well as close the sale. In Vietnam, personal selling is still considered as a new comer with most of the customers. However, in near future, it will be more popular and familiar with the customers due to the improvement of the standard of livings.Twenty years ago, the only thing Vietnamese people care about is how to fulfill their starving stomach, now everything has changed positively. As a result, salespeople are required to understand how the customers think an d behavior. One of the models which reflect this process briefly is SPR. Figure 3. SPR model 3. 4. Stimulus 3. 5. 1. Marketing Mix Marketing mix is one of the most popular tools which are used for analyzing about products, price, place and promotion in order to build up an effective marketing campaign. Basically, all these elements influence in customersââ¬â¢ behavior and buying process in a comprehensive way Figure 4. elements of marketing mix * Product: Ginveraââ¬â¢s products diversities from skin care for both men and women, products for kids to householdsââ¬â¢ products. Living in a tropical country, most of Vietnamese women own an oily or combination oily skin with blemishes. Fortunately, the main rocket of skincare line from Ginvera is exacted from green tea, which is very suitable for working with Vietnamese skinââ¬â¢s problems. Therefore, the company can hope for the welcome from potential Vietnamese customers. Moreover, the salesperson can also base on this compe titive advantage to attract customers and persuade them to buy Ginveraââ¬â¢s products.On the other hand, other product in skin care like such as bio ââ¬â essence or white radian are also received a lot of positive comments from consumers which can help the salesperson effectively in attracting customers and selling. Image 2. Some products of Ginvera * Place: In Hanoi, the only popular product which can be seen in supermarket and cosmetic stores is Bath products. Beside other popular brands come from Unilever, Ginveraââ¬â¢s products are arranged with other foreign brand such as The Body Shop (UK), Shiseido (Japan), Queen Helen (US), etc.Obviously, on the reputationââ¬â¢s aspect, Ginvera cannot compare with such brands, however, in the customersââ¬â¢ mind; it partly determines the origin as well as the quality of Ginveraââ¬â¢s products. When Ginvera comes to Vietnam, beside the regular selling in supermarket chain such as Citimex, Intermex, Co ââ¬â op mart, etc, the company should consider about establishing its own showrooms in shopping malls and plaza not only as way to determine the quality and enhance the reputation of this brand in Vietnam but also provide the effective consult through salesperson team for the customers.Image 3. Ginveraââ¬â¢ bath products are arranged with other products in Star Supermarket 36, Cat Linh Street, Hanoi (Photo taken in March 27, 2011) * Price: According www. ginvera. com, Ginveraââ¬â¢s product price is pretty high than other popular brand in Vietnam, in both skin care and body bath line. In fact, the price of skin care line is almost equivalent with other famous brands from UK and Korea which is very popular in Vietnam these recent years. Product| Origin| Capacity| Price| GINVERA Green Tea Jade Dark Eye Circles Roll Away| Malaysia| 15ml| S$18. ââ¬â 320,000VND| Pondââ¬â¢s Age miracle Eye cream| Thailand| 20ml| 200,000VND| Skin food Salmon Brightening Eye cream| Korea| 30g| 350,000VND (portabl e way)| The Body shop Vitamin E eye cream| UK| 15ml| 299,000VND (showroom)| Moreover, in Vietnamese perception, UK or Korean appears more trustworthy rather than one coming from Malaysia. Therefore, the salesperson should point out some convincible features of the product to persuade the customer that the money they given worth with the effectiveness that the product will bring them. * Promotion: At this time, the products from Ginvera inVietnam are imported directly from Malaysia through import countries with limited kind of product and quantity. Because this reason, the products are not got the promotion in an appropriate way, except the discount from the supermarket chains where it is sold. As a result, even the Ginveraââ¬â¢s bath products are presented in most of big supermarkets, it does still appear hardly for customer to notice and give them a try. Moreover, promotion also plays an important role in stimulus customers open their pocket, even in case they do really need the products or not.Image 4. In Malaysia and Singapore, Ginvera ask some famous artist to be their spokesperson in promotion campaign 3. 5. 2. The social influences The social factors which have the most powerful influence on customersââ¬â¢ buyer behavior as well as buying process include: culture, social class and reference groups (family, friends, etc). * Culture: One culture factor that effect on the Vietnamese customersââ¬â¢ choices is preferring ââ¬â foreign ââ¬â product mind. Accept Chinese products, every product which have foreign label are welcomed in Vietnam.Coming from Malaysia, Ginvera can expect for the similar welcome from potential Vietnamese customer. On the other hand, Ginveraââ¬â¢s products are produce locally in Malaysia, where some famous cosmetics companies such as Maybelline (US) established their factory. The salesperson can focus on this point to persuade the customer buy the products. Another factor coming from the preconception about the price of the products: the higher must be the better which can appear as an advantage for Ginvera. Beside, the different buying culture between the geographic areas should be care about by salesperson in order to win customer heart.While Northern people have to consider carefully before buying anything, the Southern people tend to open the pocket easily when they feel that they like the product. Therefore, understanding these behaviors will help salesperson deal with customer more effectively. However, there is a very negative preconception about personal selling exist in Vietnamese mind. Some years ago, when the personal selling started in Vietnam, a lot of deceptions happened in which swindles play salesperson and took a lot of money from unluckily customers.This fact lead to antipathy eye look stares in any salesperson that rings the door bell. Therefore a direct marketing type like this should not be deployed in Vietnam. More details will be discussed later in this report. * Referenc e groups: In fact, reference groups can be family, friends, etc. Obviously, the review of products coming from other users, especially acquaintances, will appear more trustworthy rather than the introduction from salespeople. In recent year, Google has made information become more accessible.As a result, women do not need to wait the salesperson provide information about the products. Just by a click, they can find out a lot of comment about the products through beauty blog, productsââ¬â¢ review pages from magazine and the most popular now is forums. The beauty forums where women gathered to exchange information about products, beauty methodology always receives a lot of care with considerable high views. Naturally, women do easily fall in love with some products just because of positive feedbacks from other women.In this case, the relationships of customers as well as peer groupââ¬â¢s pressure should be taken advantages by salesperson. One of the effective ways is referencing policy which means after selling the product to customers, the salesperson of Ginvera should ask them for feedbacks but also recommending for other friends. * Social class: Actually, about twenty years ago, investing money on the beauty care appears as something very luxury and dreamy that only high ââ¬â class women can think about. Now, everything has changed due to the improvement of living standard.Understanding the potential demand, cosmetic companies given out various line of products from popular line to luxury one, which can satisfy any women who care about beauty. In Ginvera situation, the target segment can be middle and high income women who live in mega cities and cities like Hanoi, Ho Chi Minh City. 3. 5. Process The next element of SPR model mentioned about the process. While the first S mostly focus on external factors influence on buying behavior of customers, the P elements mostly focus on the internal ones where the personality of the customers as well as psych ological influences play important role. . 6. 3. Personal Influences There are many personal factors can influence on the buying behavior of the customers, includes ages, income, gender, living style and so forth. These factors divide customers to different segment with different target products. In this situation, the salesperson needs to understand deeply and comprehensively about these differentiations, hence, they can satisfy every customer by their appropriate consults and also close the sale. The different between ages lead to different thinking and mind and different care.Jumping out from sour purity, a lot of Vietnamese girls from 18 ââ¬â 24 years olds meet with oily and blemishes skin problems. Unfortunately, the pollution environment in Vietnam pushes everything in significant worse situation. Giveraââ¬â¢s green tea skin care line can working well with these problems. One positive thing that, these girls are young and free to trying new thing, even they coming from Malaysia rather than other famous brand of Korea or Europe. One the other hand, women who walks over 30 years old keep their attention to wrinkle and anti ââ¬â aging problems where the bio ââ¬â essence can uphold their power.However, these women often consider very carefully before open their pocket for products coming from Malaysia due to the preconception. Income is another factor that the salespeople should care about. High income does not means that they are always ready to burn their money immediately after listening palatable consult from salespeople. According to the price of Ginvera products, the target segment should be middle and high income customers. However, it does not mean that the salesperson only care about one high ââ¬â income lady who comes to the showroom after an low ââ¬â income young student who comes first.Obviously, the student can earn high income in the future and become a potential customer. More dangerous, after being ignoring, the young s tudent can leaving negative comment about the sales team of Ginvera with other people she know and burn the reputation of the company. 3. 6. 4. Psychological Influences Why people buy? They buy for both practical and emotional reasons. Everything is presented by the golden word ââ¬Å"motivationâ⬠. People buy something they need result from a lack of something desirable. For example, a girl with dry skin needs moisturizer cream in the winter.In other situation, some other girl wants are need learned by other person; hence, they use a lot of products so that they can give them an appropriate review on. In this aspect, the influences from reference groups also uphold their power as this report discussed above. For example, a girl who need to find a whitening cream, she find out a lot of recommendations from Internet through beauty blogs, beauty forums, etc. Obviously, these recommends appear more trustworthy than consult from salesperson, in spite of the fact that everybody has d ifferent skin.Therefore, salesperson needs to get a good hold of information through Internet in order to handle in every situation and satisfy the customer. The next factor is ââ¬Å"Economic needsâ⬠which means the best value for the money. When people consider buying something, they will wonder if the money they pay worth the product they purchase, especially in the inflation storm in this time. However, in some cases, some girls and women cannot control how much they spends on beauty care stuff such as clothes, shoes, skin care stuff and so on. As a result, they are willing to open pocket even they does not really need the products or not.In this case, the salesperson from Ginvera can use some special techniques to close the sale before the customers change their mind and burn their money on something else. The most important factor under psychological influences is buyerââ¬â¢s perception. This perception can come from customersââ¬â¢ past experiences or from the knowl edge they learnt. The modern women have more chances to understanding bout beauty care rather than the women who come from last decades. As the development of the Internet, the customer can access information about the product only by one click.Therefore, salespeople always have to keep in mind that, the customer are testing their knowledge about beauty care as well as the products and close the sale or not depend on the quality of their consultation. The most important thing is the salesperson should providing the disadvantages instead of hiding them in order to provide consult effectively. 3. 6. Respond Figure 5. Buying process Each step in buying process is influence significantly by both internal and external factors. As this report discussed above, for example, the first step ââ¬â problem recognition is influence by the psychological factor named motivation.Meanwhile, the next two steps: information search and evaluation of alternatives are influence by social influences su ch as culture and especially the references groups. After these stimulus and process steps, customers will respond by making decision, buying or not buying. The respond behavior can be expressed through buying behavior as well as buying practice or post purchase behavior. Normally, the customers, especially women are easily to fall in love with the products after hearing lots of positive review from other users or palatable sentences from salesperson.It is the golden time that the salesperson hold in order to close the sale before the customers can change their mind. However, in this time, instead of convince the customers that the products is 100% perfect and they need to buy it, the salesperson better use the technique named ââ¬Å"push and pullâ⬠. Obviously, ââ¬Å"You do not need to buy it immediately, but I am not sure that this amazing moisturizer will be still available or not when you come backâ⬠appears more effective than ââ¬Å"You must buy this moisturizer befo re it is out of stockâ⬠.Ginveraââ¬â¢s salespeople need to keep in mind that the decision belongs to customers instead of them. Therefore, the customers will feel that they are respected and will not feel regret after buying products. After buying and using the products, customers will have feedback for the products, even if the product works for them or not. It is the time for company to collect information and provide after sale services. One call asking about the feedback will satisfy any customers because they can feel that their opinion is valuable with the company.In these call, the salesperson should ask the recommendation for other customers. Maybe, this product does not work well with the customers, but it does not mean that they will not say something positively about the product or the service to other people or even comeback to Ginvera to choose another products. Therefore, it appears as golden chances for the salesperson to build up long ââ¬â term relationshi p with customers and develop other new relationships. 3.Environmental and managerial forces affecting personal selling for Ginvera products in Vietnam In order to establishing effective marketing planning for enthusiastic sales team, Ginvera Vietnam must be identify what environmental factors that effect on salesperson as well as personal selling process. Basically, the marketing environment can be divided into two parts which are external environment and internal management. 4. 7. External Environmental factors 4. 8. 5. Macro factors In order to analyze macro factors effectively, this report will use the PESTEL model by Michael Porter. Figure 6. PESTEL model Politic and Legal: Vietnam is a socialist republic country with only one Party: Vietnamese Communist Party. The unity in political system makes Vietnam appear more potential with a political environment stably without any significant signs of terrorism or civil war. In addition, Vietnamese government has built a Law on Foreign Investment which occurred from 12/11/1996 in order to help foreign firms like Ginvera can approach the Vietnamââ¬â¢s business environment easily. However, the import tax for cosmetic and skin care product still stay in 36%, higher than other South East Asia countries from 4 to 5 times.Therefore, the cosmetic price in Vietnam still stays in high place compare with customer pocket. * Economic: In 2010, Vietnamââ¬â¢s GDP increased 6. 78% compared to 2009 while the number of the first quarter in 2011 decreased to 5. 43%. According to the delighted number, Vietnam stills a potential and charming destination for foreign investment. However, the inflation still maintain in high peak which is forecasted at 9. 5% according to the World Bank. Moreover, the increase in dollar exchange rate, the petrol and the electricity make the population tighten their belts.In this case, cosmetics and beauty care stuffs will enter the luxury goods list that people will be consider very carefully befor e open their pocket. As a result, Ginvera salespeople will meet more hinders in order to persuade customers buy and use their products. * Social: Vietnam has a high population with over 86 million people. Therefore, with stable and advantaged business environment, Vietnam appears as potential market with any foreign investor due to the potential demand, and Ginvera Vietnam is not a special exception. Additionally, the Vietnam population is considered as the young population level with 55. % populations in working age who have open mind and feel free to try on new things such as Ginvera. Moreover, the living standard of Vietnamese people is improved significantly in recent year, hence, people have more chances to care about beauty as well as approach high ââ¬â quality products. For instance, the online cosmetic market through portable way in www. muare. vn, www. enbac. com, etc, is operating in high degree, reflect the tremendous demand of this potential market. * Technology: Inf rastructure in Vietnam is quite adequate with enough developed transportation system.Therefore, Ginvera Vietnam does not have to meet with any significant difficult in transport and deliver goods through distribution channel to the customers. Moreover, technology plays an important role in the communication between the company and the customer. The development on the telephone and especially the Internet bring the change in purchases routine of customers. Instead of going to the far store to buy anything buy cash, the only thing customer have to do is make a phone call or a click, transfer money through banks and wait for goods delivery.Therefore, the company should develop the online selling system in order to give benefit to the customer, make them satisfy and building long ââ¬â term relationships with them. Moreover, Ginvera should establish a consultation online system with professional sales team who trains carefully. Beside the consultation functions, this system is also u sed effectively for providing after sales services for customers as well as collect feedback from them. * Environment: In fact, all the products of Ginvera are imported directly from Malaysia.Therefore, they do not need to care about the manufacturing environment criteria which imposed by Vietnamese government. However, the products from Ginvera still have to satisfy the minimum safety standard of Ministry of Natural Resources and Environment in order to enter Vietnam. In other word, the ingredient of the products must not contain toxic chemicals which are prohibited in Vietnam. In this case, Ginveraââ¬â¢s sales team has to understand this fact as the essential information about the products in case some hard ââ¬â to ââ¬â please customers can ask about. 4. 8. 6. Micro factorsAccording to Michael Porter (1996), there are five basic competitive forces which is considered as the micro environment influence on company, includes: bargaining power of customers, bargaining power s of suppliers, competitors, threats of substitutes and threats of new entrants. In order to determine the attractiveness from beauty care industry as well as understanding the intensity of competition in right way, Ginvera Vietnam should analyzing the micro environment by applying 5 forces model. Figure 7. Michael Porterââ¬â¢s 5 forces * The threat of new entrants: In beauty care industry, it appears not so difficult to entering the market.For instance, a girl can produce natural handmade skin care product such as rose toner, waki pumpkin jelly, handmade soap, etc and open a shop online through internet. With small economic of scale, the shop does not need construction permit in order to operation. However, these small shops appear not power enough to compete with well ââ¬â known brands. In other aspect, with significant bigger economic of scale, everything has changed. The required capital for establishing a company is not low; adding with complicated produces can keep the threat of new entrants not so high. The threat of substitute product: Handmade beauty care products which are produced 100% from natural ingredient appear once more time. However, Ginveraââ¬â¢s products are also exact from natural material such as green tea; bring more customers more convenient in packaging with longer expired time. This fact appears advantages of all industry beauty care product that the salespeople can point out for customer. Therefore, the threat of substitute product remains low level. * The bargain power of buyers: Vietnamese market is considered as a potential market with more than 86 million people.With such prices, Beside Ginvera, the customers have more choices on other well ââ¬â known brand name from Europe, USA, Korea, Japan, etc. Moreover, the switching cost in beauty care is not so high that a girl only loses about some hundred thousand VND to change her skincare products. Therefore, the customers are easy to change from their old skin care or ho usehold products to Ginvera, but also easy to change from Ginvera to another skin care or household products. In this situation, the bargain power of buyers stays in high level, which require appropriate selling and after selling policy from the company as well as salespeople. The bargain power of supplier: Due to the fact that, all Ginvera products will be imported to Vietnam, hence, the input of the company totally depend on the headquarter in Malaysia. Therefore, the bargain power of suppliers in this case remains in high degree. * The current rivals: The first rival groups come from beauty care industry. In the recent 2 years, the entering of well ââ¬â known brands from Korea such as Skin food, The Face shop, Natural Republic, Baviphat, Tonymoly, etc through portable way as well as showrooms make the cosmetic market blooming.These brands are considered affordable with good quality, compared with high ââ¬â end brands such as SKII, Chanel, etc. As a result, a new comer lik e Ginvera will meet with fierce competition in this potential market. The second rival groups come from bath and household products and the products for kids. One tour around the supermarket indicated a lot of sub brand name comes from Unilever Corporation. In other word, this company are dominated the market and appear as the most redoubtable rivals of Ginvera. 4. 8. Internal Managerial factorsThe Managerial force includes factors inside a company that impact its personal selling significantly, includes The capacity of the management, the structure of the company, the influences by other department, the selling strategy in the market, and the reward policies for sales people. 4. 9. 7. The capacity of the management Selling Manager of Ginvera is the one who build up the selling strategies and policies as well as the sales planning for the company in Vietnam market. As a result, their capacity appears as one of the most important managerial factor which affects the personal selling o f the company.If management has well capacity, they will give out right strategies and policies that make the personal selling for Ginvera achieve the success. On another case, if their capacity is not good that they brings out wrong decisions in their strategies or policies, the sales team of Ginvera will face with many obstacles when they perform their job, hence, cannot bring sales and revenue for the company. 4. 9. 8. The structure of the company The organizational structure has a remarkable impact on any single operation activity of every company, and Givera is not an special exception.Besides, it will effect on how the department work together in a comprehensive system to run the company well and achieve good result. If the structure is too complicated, Sales people will finds hardly to cooperate with other departments, hence their selling process not only become very complicated but also waste a lot of valuable time. On another hand, if the structure appears too simple in whi ch sales people may have to handle many tasks at the same time, therefore, they cannot concentrate in develop more sales. As a result, Ginvera Vietnam has to establish an appropriate structure which suitable and advantageous for the sales purpose. . 9. 9. The influences of other department Each company operate in comprehensive system in which each department influence on operation of other departments in two ââ¬â side way. Therefore, the operation as well to the performance of sales department can be influence significantly by others such as Finance, HR, Marketing, R&D, etc. For example, the sales team is considered as the soul of selling department that they are people who decided the success of business by converting the selling plan to sales, revenue and profit, products to money and reputation.In fact, these talented and enthusiastic people are recruited and trained by Human Resources Department. On the other hand, this department also decides the salary and reward policy fo r the sale teams, encourages them to perform their best ability. 4. 9. 10. The selling strategy in the market The selling strategy appear as the guideline for sales people to sell Ginvera in Vietnam market. If the strategy is appropriate with the Vietnamese market, personal selling can uphold its power effectively and bring more revenue to the company.For instance, in case Ginvera target its segment for the skin care products correctively, the sales people can take advantages of the blooming and demanding market, and bring more sales to the company effectively. On the other hand, if the targeting is wrong, even if the sales people try all their best, they still meet with significant hinders when they sell the product to customers. Therefore, a judicious selling strategy play the vital role which decide partly the success of the business, hence, it must be carefully researched and issues by the management of the company. . 9. 11. The reward policy for salespeople Basically, the rewar d policies from Ginvera will influence significantly on the sales team as well as the revenue bring by these team. Normally, reward is considered as the biggest motivation for any sales person to perform their job. If the reward policies of the Ginvera are acceptable by the sales people, they will be motivated to try their best and bring more sales to the company. Meanwhile, if the reward is not worth the effort of sales people, they will not try much and have fewer sales.This is the reason why management of Ginvera has to consider the rewards policies for sales team as a very important elements in their marketing and selling strategy. 4. Main types of personal selling suitable for Ginvera Vietnam The personal selling is considered as one of the elements of communication mix. Today, the personal main selling types can be classified based on the selling environment or based on the way salespeople approach the customer. Each type have different characteristic with different advantages and disadvantages.As a result, not every method appears applicable and realistic in case of Ginvera Vietnam. In order to finding out the what is appropriate personal selling types that the company should apply, these method will be analyzed and compared with each other. 5. 9. In Business to Customer market Based on the selling environment, personal selling is divided into 3 main types: telemarketing, over ââ¬â the ââ¬â counter selling and field selling. Telemarketing is a kind of direct marketing in which the salesperson using telephone to marketing the product with customers and persuade them to buy products or use services.In Vietnam, this type of selling has entered the market in some recent years. Through business relationships, the salesperson can have contact of potential customers and phone them to market the product. However, with most of Vietnamese people, this type of selling appears so annoying that burn their valuable time and disturb their working when salesper son keep on calling and calling. Another method which is also not welcomed by customer is field selling. In fact, this type of personal selling is very popular in other foreign countries such as Malaysia.However, the significant number of deceptions cases which are issued by fake salespeople when fielding selling was adopted in Vietnam some years ago has create an lack ââ¬â of ââ¬â sympathy preconception among Vietnamese mind. Moreover, this type of selling can also make people wonder about the quality of the products as another preconception. While in both telemarketing and field selling, the salespeople go to the customer, in over ââ¬â the ââ¬â counter selling, the customers go to the salesperson. The sales team is suggested to e the salespeople who work in showrooms, supermarket chains and through telephone and online consulting system of Ginvera Vietnam. In fact, most of Vietnamese customers feel familiar with this type rather than telemarketing or field selling. There are two type of salesperson in over ââ¬â the ââ¬â counter selling, include order taker (a salesperson who only processes the purchase that the customer has already selected) and order getter ( a salesperson who seeks to actively provide information to prospects, persuade prospective customers, and close the sales).One technique that the order getter can use that suggestion selling, in which the salesperson points out available complementary items in line with the selected item, in order to encourage an additional purchases. For example, when a customer chose the Green Tea Whitening Marvel Gel, the salesperson can suggest other products from Green Tea line for customer to get the best result. Therefore, in this case, the salesperson does not only satisfy customers by her consultation but also increase the sales volume significantly.On the other hand, if Ginvera Vietnam establishes the showrooms chain in shopping mall like Vincom plaza, Diamond Plaza, etc, it will creat e a high ââ¬â quality products awareness among the customers. 5. 10. In Business to business market In Business to business market, Ginvera Vietnam should change the application of personal selling type in order to achieve the goal of sale volume as well as profit. In this situation, customers can be retailers such as big supermarket chain (Metro, Fivimart, Citimart, Intimex, etc) or distribution companies.With these customers, they always love the discount price in order to achieve profit from it, therefore, the selling policy that company imposed must be different. However, as well as single customers, the more important is building long ââ¬â term relationships with customers. In Vietnamese market situation, the better choice for Ginvera Vietnam is field selling. Image 5. Big supermarket chains appear as potential business customer of Ginvera Vietnam Field selling is defined as a direct marketing method, which involve calling on prospective customers in either their busine ss or home locations.In business to business market, it means that the salesperson needs to come to the company to introduce the product as well as establish the relationship with these customers. Firstly, the intermediaries, especially the supermarket chain appear very open and welcome product coming from foreign countries which has clear origin. On the other hand, some supermarket chain has already arranged Ginvera products on their cases through import companies. Therefore, they are open to receive the origin product from Origin Company.Secondly, the number of big supermarket is not so high; hence, Ginvera Vietnam can meet with the human resources for this market but still saving the expensive cost for personal selling types. Thirdly, the customers in this case are big size companies, therefore, they will required the discount percentages as wholesales price. In this case, it is necessary for Ginvera to have professional salespeople who are flexible enough to deal with these cust omers. 5.Principle of personal selling applicable for Ginvera Vietnam In order to achieve the goal of selling, the sales people from Ginvera Vietnam need to obey all the essential principles of personal selling, include: sale professionalism, negotiation skills and last but not least, relationship marketing. 6. 11. Sales professionalism The aim of sales professionalism is to provide the salespeople with a basic understanding of the sales process and to demonstrate skills and techniques used during this process to ensure that there is a professional approach employed at all times.The sales professionalism is considered as the first vital principle that all salespeople are required to obey in order to achieve the sale. The professionalism of sales team can reflect through the selling process actively, from how the customer approaches the product, handling the sales to provide after selling service. Firstly, every salespeople need to care about sales job as the long ââ¬â term caree r, even if they do not plan to become a fulltime salesperson. They have to keep in mind the word golden key word ââ¬Å"professionalâ⬠all the time.Moreover, with the professional mind, the salespeople will aware to learn how to convert the mind into actions, and learn experience through doing effectively. In addition, the customers must be considered as the center of selling process, based on the market ââ¬â orientation that Ginvera imposed on the company. Customer is the king, and they need to be taken care and cheated as a king. By that way, salespeople can satisfy all the customers even products are sold or not. Besides, the salesperson must be accountable to his customer and maintains a professional attitude. 6. 12. Negotiation skillsOne of specific characteristics of sales jobs is working with people. Thus, the sales people need to be trained very carefully about how to negotiate effectively with both business and single customers. In fact, each group of customers has different characteristics as well as different interests that required the difference negotiation skills. For example, both intermediaries and single consumers of Ginvera desire to buy high ââ¬â quality products with cheap price. In fact, while the intermediaries love low price base on the profit objectives, the consumers care more about how the products can work effectively for their skin.Moreover, the salesperson needs to build up the required flexibility in order to handle with all different selling situations. In every situation, salesperson needs to go over the negotiation without making concessions which will affect to the profit of company. However, in some case, the salesperson must be flexible that suffer lost or reach to break even, in order to building long ââ¬â term relationship with customers, especially with business customers. In theory, there are two kinds of exchange in marketing: routinized exchange and negotiated exchange. Routinized exchange is to manage program of pricing and distribution.On the other hand, in negotiated exchange, price and others term area set via bargaining behavior. 6. 13. Relationship marketing Practically, marketing as well as selling does not only focus on increasing the sales volume, the revenue and the profit as much as possible. The other important thing is building long ââ¬â term relationship with customers by providing high ââ¬â quality and affordable product as well as a good follow up policy after selling. In order to build relationship with customers effectively, the salespeople from Ginvera need to learn how to be a friend with customers.In this case, the sales person should put himself on the customersââ¬â¢ position, think as the way customers think, care about their demand from little thing. By that way, they can provide the customers appropriate consultations and introduce to them which product is suitable for their problem. In beauty care industry, the harmony between the product and customersââ¬â¢ skin play the vital role in process of achieving the best result that one product can work for a this personââ¬â¢s skin does not mean it will work well with all others.As a result, when the salesperson consult in whole ââ¬â hearted and friendly way, the customers will fell that they are cheated as friends that the salesperson wants to provide the best and suitable thing for them, instead of to be cheated as customers in term of sale volume and money. Therefore, even in case they cannot find out the appropriate products for their problems, customer still feel satisfy and come back to the Ginveraââ¬â¢s store again. On the other hand, long ââ¬â term customer can bring to the company stable revenue year by year by their repurchasing. Image 6.Relationship marketing network between salespeople, customers and customers. Moreover, one relationship between customer and Ginvera can be developed to a relationship network with other customers. For example, if a c ustomer bought and use a skin care product regularly and receive the good result, she can leave a review on her blogs or leave a post on beauty forum to share her experience. Therefore, due to the fact that women are easily to fall in love with beauty care product, a lot of other girl will be attract and desire to buy and use this skin care product.However, if the customers complain about the product or the quality of service from company, other potential customers will fell apprehensive when she wants to buy and use the product. Therefore, the salesperson need to have the professional skill to satisfy all the customers, even they decide to buy the product or not. 6. The stages in the personal selling for Ginvera Vietnam Figure 8. The sales process Basically, every sales person has to follow all steps described above in order to achieve the sale as well as satisfy the customers.Today, Ginvera produces more than 90 products from top to bottom ranging from shampoo to diapers. Therefor e, each range of products need different requirement on personal selling. In order to analyze the important stages effectively, the single product range Ginvera Green Tea Skin Care will be chosen as the target product. Image 7. The Green Tea product line of Ginvera 7. 14. Prospecting The first step of selling process is identifying prospecting or qualifying productsââ¬â¢ potential.In definition, a prospect is a lead that has been qualified in terms of needs or want, ability to buy, authority to buy, accessibility, and eligibility. As this report mentioned before, most of Vietnamese women have oily or combination oily skin with blemish. These annoying spots drive women crazy that they are looking for suitable products which can defeat consequences from skin problems. Basically, green tea appear as an natural remedy which contain some actives elements which is very good at killing bacteria, reducing blemish and prevent them comeback.Exacting directly from green tea, Ginvera green t ea skin care line is consider as an appropriate choice which can work very well with Vietnamese skin. Moreover, Ginvera comes from Malaysia, an Asian country. Therefore, they understand they environment as well as the characteristic of Asian skin, hence, they can research and release skin care products appear suitable with Asian skin. Moreover, according to www. ginvera. com, the price of products is quite equal to the same line from other brand such as the Body shop (UK) or Skin food (Korean) which are affordable for middle to high income.In case Ginvera enter Vietnam, the customer can buy the product easily from showrooms or even online, hence, the authority as well as the accessibility does not appear as hinder for both customers and company. 7. 15. Planning The next stage in the personal selling process is planning or pre approaching. The cautious preparation will help the salesperson approach the customers and close the sale easily. Firstly, the sales team must be train careful ly in term of understanding about products as well as technique on selling art.Working as professional salespeople, they have to have ability to provide customers the essential information about the product and handle them effectively to achieve the sales. The salesperson also needs to understand exactly the target prospects as well as the analysis between Ginvera Green Tea and rival products. From that, the salesperson can build up themselves enough knowledge and skills to work with customers and brings sales and revenue to Ginvera Vietnam. Last but not least, the company management should issue the appropriate selling strategy and planning in order to help the sales team perform the work in best condition. . 16. Approach Approaching customers is an art in which the salesperson need to achieve the acceptance from the customers that they are willing to listening about the products. In many cases, the salesperson through telemarketing receives the ââ¬Å"busyâ⬠word as ââ¬Å"co pâ⬠sound from customers. Therefore, where are the solutions for this problem? One of the answers is the salesperson should try to be the customersââ¬â¢ friends instead of playing a salespersonââ¬â¢ role who are trying to sell products to customers. The friendly attitude with smile will make the customers feel comfortable and feel free to share and receive information.Especially, in beauty care industry, using salesperson as promotion girl or guide appears popular by its effectiveness. For example, the girl who owns a trouble skin with blemish will be attracted strongly by people who have the bright and smooth skin. This method will help salespeople approach the customers more easily and consult to the customer under sharing experience form as friend to friend. Ginvera should apply this method as one of marketing tactics at the same time with selling operation. 7. 17. PresentationAfter approaching customers, it is the time for salesperson introduce to the customers about Ginvera Green Tea products. The presentation should display enough essential information about the products, emphasize on how the products will work effectively with customerââ¬â¢s skin problems. However, the salesperson also should reveal the disadvantages of the products, instead of hiding them or especially lying customers. The development of Internet bring customers a chances to access information about products, including both advantages and disadvantages features recommended by other users.Therefore, the sales team always has to keep in mind that the customer might test their knowledge about products as well as beauty care. Moreover, lying to customer mean salesperson do not respect customers, hence, break the relationship between company and customer? On the other hand, the information should be providing just enough for the customer in order to stimulus them find and ask more information about the products or even give them a free trial. 7. 18. Handling Objection After on e ââ¬â way communication, the process will change to handling objections stages.In other words, it is the time for salesperson to persuade the customers to buy and try on the products. Before making purchasing decision, every customer will present objections to salesperson (i. e. ââ¬Å"I need skin care products which can defeat my strong and annoying blemishesâ⬠). In this case, the salesperson who was trained in the skills of handling objections will have to know handles them in a confident way. Ginveraââ¬â¢s sales person has to put themselves on customersââ¬â¢ position and consider their care and demand.Therefore, they can understand what customers need and wants, hence, they can consult them effectively. This is considering as golden rule for any salesperson. In case the appropriate handling objective method is applied, the salesperson can provide more information about Ginvera Tea Tree products, and convert the customersââ¬â¢ objective to the reasons why they s hould try on and buy the products. 7. 19. Closing the sales After handling the objections, the salespeople have to decide when is the right moment to close the sale before the customers change their mind.There are many types of closing the sales can be applied, include: direct close, assumptive close, summative close, demonstration close, negative close or special concession close. Based on the personality as well as characteristic of the customer, the salesperson from Ginvera will decides which one is appropriate method to apply. Closing sale occurs when the salespeople meet with prospectsââ¬â¢ desire. Through the sign from prospects such as asking for warranty or checking the money left on wallet, the salesperson can catch the chance to close the sales. Moreover, the salesperson can use some professional technique to increase the sale.For example, after persuade a girl to buy and use Green Tea products, the salesperson can ask customers if she had sisters or close friend meet w ith the same problems. 7. 20. Follow up The final stage of personal selling process is follow up or providing after selling service. In fact, Vietnamese companies often postpone this stage or display it under warranty form. Actually, this stage play the most important role in maintaining long ââ¬â term relationship between salesperson and customers as well as the company and the customers. Ginvera Green Tea is a skin care product line.Therefore, after the customers buy the product, salesperson should make a warm phone call or sell an email to ensure that the products are used in right way and customers do not caught allergic by products. In addition, based on the 21 days of skin resurrection circle, after that period of time, salesperson should also arrange another phone call or email to check out whether the products work well and receiving the feedback from customers. As a result, the customers will feel they are respect and care 100% that the salesperson and company take all responsibilities with their products.Therefore, a good following up stage can help Ginvera have stable revenue through repurchasing sale volume by the long ââ¬â term customers. In case the products do not work with customers, it does not mean they will not leave the positive comment if the quality of service satisfies them. III. Conclusion Entering WTO in 2007, Vietnamese government has to follow exactly which committed to WTO including open the market and reduce the import as well as tax rate for foreign product imported to Vietnam.As a result, Vietnamese appear as a potential market with foreign firm, including which work in beauty care industry like Ginvera Vietnam. In fact, in order to enter Vietnamese market successfully, it is necessary for the company to do some market researches and build up a reasonable, realistic and suitable business strategy as well as effective functional plan. One of the most important things must be selling and personal selling plan. From the begi nning, this report mention about the communication mix as well as the important role of it in Ginvera Vietnam case.From this element, the personal selling has been chosen to identify and analyze deeply, include some relevant topics such as the application of understanding buying behavior, the factor influence on personal selling process, proposal for appropriate personal selling types in B2B and B2C market, the principle of modern salesperson and analyzing about stages of this process. However, understanding about the application of personal selling appears not enough for the company to win Vietnamese customers heart.In order to achieve this goal and earn money from Vietnamese pocket, the company must plan to do more than that. Appendix Table of images Image 1. Coupon, discount, free gift set, etc is some example of Sale Promotion7 Image 2. Some products of Ginvera11 Image 3. Ginveraââ¬â¢ bath products are arranged with other products in Star Supermarket 36, Cat Linh street, Hano i (Photo taken in March 27, 2011)12 Image 4. In Malaysia and Singapore, Ginvera ask some famous artist to be their spokesperson in promotion campaign13 Image 5.Big supermarket chains appear as potential business customer of Ginvera Vietnam28 Image 6. Relationship marketing network between salespeople, customers and customers. 31 Image 7. The Green Tea product line of Ginvera32 Table of figure Figure 1. The Communication Mix5 Figure 2. The supporting of communication elements to each other in influence on decision making process (Sources: course book, page 469)9 Figure 3. SPR model10 Figure 4. 4 elements of marketing mix11 Figure 5. Buying process18 Figure 6. PESTEL model20 Figure 7. Michael Porterââ¬â¢s 5 forces23 Figure 8.The sales process33 References * BPP Professional Education, 2004, Sales Planning and Operations, London: BPP Professional Education. * BPP Professional Education, 2004, Business Strategy, London: BPP Professional Education. * BPP Professional Education, 2004, Marketing Intelligence, London: BPP Professional Education. * Kotler, P. , Wong,V. , Saunders, J and Armstrong, G. (2001), Principles of Marketing. 3rd European ed. , FT/Prentice Hall, New Jersey, USA. * Jeffery Lim, 2011. SPO lectures slide. * Ginvera, 2011. [Online]. Available at: http://ginvera. com/default. tm [Access on: April 10, 2011] * Wikipedia, 2011. Sales promotion [Online] Available at: http://en. wikipedia. org/wiki/Sales_promotion [Access: April 10, 2011] * Neil Rackham, 2010. Principle of personal selling [Online] Available at: http://www. slideshare. net/mochkurniawan/principle-of-personal-selling [Access: April 11, 2011] * WTEC, 2011. Sales professionalism [Online] Available at: http://www. wtec. ie/sales-training/sales-professionalism. html [Access: April 12, 2011 ] * General Statistic Office, 2011. Social ââ¬â economic in 2010 [Online] Available at: http://www. so. gov. vn/default. aspx? tabid=621&ItemID=10835 [Access: April 11, 2011] * Vnexpress, 2011. World Bank forecast on Vietnam inflation in 2011 at 9. 5% [Online] Available at: http://vnexpress. net/gl/kinh-doanh/2011/03/ngan-hang-the-gioi-lam-phat-2011-cua-vn-se-la-9-5/ [Access: April 15, 2011] * General Statistic Office, 2011. Social ââ¬â economic in 2010 [Online] Available at http://www. gso. gov. vn/default. aspx? tabid=387&idmid=3&ItemID=9865[Access: April 11, 2011] * General Statistic Office, 2011. Social ââ¬â economic in 2010 [Online] Available at http://www. so. gov. vn/default. aspx? tabid=387&idmid=3&ItemID=9856 [Access: April 11, 2011] ââ¬âââ¬âââ¬âââ¬âââ¬âââ¬âââ¬âââ¬âââ¬âââ¬âââ¬âââ¬âââ¬âââ¬âââ¬â [ 1 ]. Hoffman et al [ 2 ]. http://marketingteacher. com/lesson-store/lesson-sales-promotion. html [ 3 ]. Course book, page 467 [ 4 ]. http://en. wikipedia. org/wiki/Sales_promotion [ 5 ]. http://www. g
Wednesday, October 23, 2019
Importance Of Historical Knowledge Essay
Learning about our past is vitally important to the present and future of our civilization. We must learn to grow from our past successes and mistakes. It is human nature to make mistakes, but the less we make, the stronger and smarter we become. The drawback is to go through the process of learning. It is impossible to grow and learn from if we donââ¬â¢t know or analyze our failures and mistakes. I feel the most important thing we can do with our history, is to take advice from it. When terrible things occur in history, it is recorded in textbook and encyclopedias as a bad thing. As intelligent being, itââ¬â¢s our job to read this, comprehend what is being said, and try to prevent future occurrences. History advises us that certain events are failures because millions were killed, or property was severely damaged, and our fragile eco-system was damaged. If we canââ¬â¢t learn from these past mistakes, we wonââ¬â¢t have to worry making future one because we wonââ¬â¢t have a future to screw up. The human race would probably not survive another world war, so we must prevent one from ever occurring again. Another great advantage of knowing our history is being able to improve our quality of life, as well as helping wild life prevail. By learning about old technology we can improve upon inventions making them faster, stronger, smaller, bigger, lighter, more accurate, and/or more reliable. If Henry Ford had not learned from his first attempts on the internal combustion engine, we may have a very different lifestyle today. If nobody came along after Henry Ford to improve upon his engine, we wouldnââ¬â¢t have nearly as powerful, reliable, and luxurious cars as we have now. We could still be driving model Aââ¬â¢s. There is also the ability to take past inventerââ¬â¢s failures and turning them into a success. Inventers can apply new ideas of their own that have never been tried before to past failed inventions to get them to fulfill its purpose. Religion is important in most peopleââ¬â¢s daily life. By studding world history we can dig deeper into the origins of our religions, as well as learn to understand and tolerate other religions. As America is becoming more and more divers, we are commonly coming in contact with new, and sometimes oddà customs. I feel that it is important to understand others differences so not to become prejudice against others. If you can understand others difference, they donââ¬â¢t seem so odd and it is easier to relate and communicate with others. If people understood each other better and wouldnââ¬â¢t judge others just on their beliefs or race, we would have much less world conflict, since most wars are started over religion and differences in beliefs. History plays a huge roll in the existence or our race and the world we live in. With out the historians who archeologists that research and record it, we would be lost. Besides, history is cool anyway.
Tuesday, October 22, 2019
Identifying Employee Needs as a Means of Motivation â⬠Business Management Essay
Identifying Employee Needs as a Means of Motivation ââ¬â Business Management Essay Free Online Research Papers Identifying Employee Needs as a Means of Motivation Business Management Essay The motivational process in management can be treated as a need satisfying process. While motivation is universal, each employees needs are unique hence managers should focus on identifying what needs are important to each individual in order to satisfy these needs and encourage motivation. Content/need theories of motivation are primarily concerned with what motivates people whereas process theories offer a more in depth understanding of motivation looking at how and how people are motivated. To fully understand motivation managers should take both of these types of theories into account. To show the vast scope of needs in motivational processes, (and thus how each employees needs are likely unique) this essay will look at three content theories of motivation; the hierarchy of needs, Mc Gregorââ¬â¢s X and Y theories, and the three needs theory. Firstly, Maslowââ¬â¢s hierarchy of needs theory proposes that within every person is five needs that need to be satisfied. These include, from the bottom of the hierarchy to the top physiological needs (eg. food, shelte), safety needs (protection from emotional and physical harm), social needs (feeling of belonging), esteem needs (self-respect) and self-actualisation needs. This theory asserts that individuals satisfy these needs in a step like process. Within each of these stages there is a vast range of needs that could fit into each category hence suggesting each individuals needs could be different and unique. Secondly, the Mc Gregorââ¬â¢s X and Y theory is primariy a negative and positive view of employees respectively. Theory X assumes employees to be lazy, to dislike work, must be coerced to perform and that lower order needs dominate individuals. On the other hand theory Y assumes that employees are responsible can exercise self-direction and that higher level needs predominate. In this way both Theory X and Y offer wide-ranging categories of needs, suggesting the needs for motivation are not predetermined but rather unpredictable for each individual employee. Finally, there is also a three needs theory. Theses three needs include the need for achievement, the need for power, and the need for affiliation (the desire for close interpersonal relationships). This theory adds another layer as to what needs employees are motivated by. Each of the three categories are able to be adapted personally to each individual needs for instance, while two people may be high in need for power one may aspiring to be the CEO of a multinational corporation, while the other may want to manage a clothing shop. These groupings of needs can be applied to a vast scope of circumstances and individual desires. Overall, the motivational process is universal as all organisations through various strategies attempt to motivate employees in order to attain high performance and reach organisational goals. ââ¬ËNeedsââ¬â¢ however, refer to an internal state of an individual that makes certain outcomes appear attractive. The types of needs that motivate employees have been suggested by the hierarchy of needs theory, Mc Gregorââ¬â¢s X and Y theory, and the three needs through. The categories within these theories are wide-ranging thus suggesting that there are no definite needs of each employee, but each individuals needs are unique. Research Papers on Identifying Employee Needs as a Means of Motivation - Business Management EssayThree Concepts of PsychodynamicMoral and Ethical Issues in Hiring New EmployeesResearch Process Part OneThe Relationship Between Delinquency and Drug UseThe Project Managment Office SystemEffects of Television Violence on ChildrenRelationship between Media Coverage and Social andAnalysis of Ebay Expanding into AsiaPETSTEL analysis of IndiaMarketing of Lifeboy Soap A Unilever Product
Monday, October 21, 2019
Free Essays on Effects Of Photography On Painting
In the 19th century, photography was considered to be the end of painting. Not only did the camera quickly become a painters tool, but it can be argued that the invention of journalistic and moving picture photography freed painting from the need to produce strict academic images of historical events and places and helped allow Impressionism and Modern Art to occur. By examining the history of photography to the present state of modern art we can cleary see how both have effected and forced the progression of each other. Highlighting such movements as the The Renaisance period and the use of the Camera Obscura, The Industrail Revolution, The Impressionists, and will help to better understand these effects. Camera obsura and early influences With the invention of the camera obscura in the sixteenth century and the invention of the photographic process in the nineteenth, traditional patterns of visual perception and pictorial expression underwent dramatic transformations. The American scholar and critic, Van Deren Coke, has in fact suggested that artists "begin to see the world through the lens and not so much through their eyes," adding that "the single lens does things to space, does things to the artist's perception." (1) The influence of photography on painting came about through such activities as the actual operation of a camera, the developing of prints, the making of composite photographs, and the painting of photographs. All these activities, singly or in combination, had sometimes profound effects on painters, giving them new compositional concepts, making them aware of photographic tonality, encouraging overall rendition of detail, and prompting a move away from painterly principles of spatial relationships.... Free Essays on Effects Of Photography On Painting Free Essays on Effects Of Photography On Painting In the 19th century, photography was considered to be the end of painting. Not only did the camera quickly become a painters tool, but it can be argued that the invention of journalistic and moving picture photography freed painting from the need to produce strict academic images of historical events and places and helped allow Impressionism and Modern Art to occur. By examining the history of photography to the present state of modern art we can cleary see how both have effected and forced the progression of each other. Highlighting such movements as the The Renaisance period and the use of the Camera Obscura, The Industrail Revolution, The Impressionists, and will help to better understand these effects. Camera obsura and early influences With the invention of the camera obscura in the sixteenth century and the invention of the photographic process in the nineteenth, traditional patterns of visual perception and pictorial expression underwent dramatic transformations. The American scholar and critic, Van Deren Coke, has in fact suggested that artists "begin to see the world through the lens and not so much through their eyes," adding that "the single lens does things to space, does things to the artist's perception." (1) The influence of photography on painting came about through such activities as the actual operation of a camera, the developing of prints, the making of composite photographs, and the painting of photographs. All these activities, singly or in combination, had sometimes profound effects on painters, giving them new compositional concepts, making them aware of photographic tonality, encouraging overall rendition of detail, and prompting a move away from painterly principles of spatial relationships....
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