Educational Resources

The Official Guide for GMAT Review 2017

2021-01-27T22:45:00.009+06:00

The Official Guide for GMAT Review 2017

The Official Guide for GMAT Review 2017 is the ultimate preparation kit from the makers of the GMAT exam. You'll find success strategies and test-taking tips from the experts at The Graduate Management Admission Council, along with in-depth grammar and math review—but you'll also find so much more. This book is designed to provide you with a targeted preparation experience customized to your strengths and weaknesses. A diagnostic test helps you prioritize your study time, while the companion website (gmat.wiley.com) allows you to create your own practice tests focused on the areas you need to improve. Over 900 past exam questions are answered with explanations, and actual example essays are included with scoring information to help you plan your approach in advance. This new 2017 edition contains never-before-seen material, including 61 quantitative, 61 verbal, and 8 integrated reasoning questions with full explanations to enhance your level of preparation.

The GMAT's scope and importance make it a high-pressure exam. Don't waste valuable time going over what you already know. This book helps you discover what you don't know, and tailor your review to turn weaknesses into strengths.

Develop a personalized review plan based on a 100-question diagnostic test to help make the most of your study time
Read actual essay topics, sample responses, and scoring information
Review over 900 exam questions, 61 quantitative, 61 verbal, and 8 online integrated reasoning questions
Comprehensive grammar and math review
Questions organized in order of difficulty to focus your study
Updated to include all the corrections from the first printing

Confidence is key, but actual knowledge is what drives a high score. Thorough preparation is the most valuable advantage you can have on the GMAT, and The Official Guide for GMAT Review 2017 delivers a personalized review plan tailored to you.

The Official Guide for GMAT Review 2016 Free Download

2015-08-18T20:51:00.001+06:00

The Official Guide for GMAT Review 2016 Free Download

Jumpstart your GMAT exam preparations with our official study guide, featuring 25% new content and real GMAT questions—and answers—written by the creators of the test. The Official Guide is your must-have study guide that features all question types. You will also get exclusive access to videos from real test takers and GMAC staff who share insights and tips.

Overview

The Official Guide for GMAT Review, 2016 is the most comprehensive test prep product offering even more practice questions (25% new content) than any other product on the market. It has been used by candidates worldwide to study, prepare and succeed on the GMAT exam.

Detailed Descrption

The Official Guide for GMAT Review 2016, featuring all question types, delivers more than 900 retired GMAT questions and answer explanations. Not only is there 25% new content, you will also get exclusive access to videos from real test takers and GMAC staff who share insight and tips on GMAT preparation.

The Official Guide for GMAT Review 2016 features:

Print guide with 900 practice questions of all types with answers and explanations, math review, essay topics, and a diagnostic test, plus six months’ access to 50 online integrated reasoning questions.

An online study companion with 50 Integrated Reasoning questions and answer explanations.

An Integrated Reasoning chapter with details about the GMAT exam section.

A 100-question diagnostic exam to help focus your test preparation efforts.

Grammar review covering concepts tested on the GMAT Verbal section.

Comprehensive math review covering concepts tested on the GMAT Quantitative section.

Helpful tips to help you prepare for the GMAT exam.

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The Official Guide for GMAT Verbal Review- 2016 Free Download

The Official Guide for GMAT® Quantitative Review, 2015

The Official Guide for GMAT Review 2015

Free Download Foundations of GMAT Math, 5th Edition

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Manhattan Foundations of GMAT Verbal 5th Edition PDF

The Official Guide for GMAT Verbal Review- 2016 Free Download

2015-08-16T12:28:00.003+06:00

The Official Guide for GMAT Verbal Review, 2016

Be fully prepared for the Verbal component of the GMAT exam with the 2016 edition, complete with 25% new content and questions and answer explanations.

Overview

Improve your verbal skills by focusing your GMAT preparation on the area where you need the most help. Get 300 updated questions and answer explanations from the GMAT exam experts.

Detailed Description

The GMAT® Verbal Review includes:

300 actual questions from past GMAT tests.
Sections on Reading Comprehension, Critical Reasoning, and Sentence Correction.
Questions organized in order of difficulty to save study time.
Option to customize your question sets based on number of questions, item and question type, and difficulty level.

Exclusive access to videos from real test takers and GMAC staff who share insight and tips on GMAT preparation.

Password is : mbacou.blogspot.com

The Official Guide for GMAT® Quantitative Review, 2015

The Official Guide for GMAT Review 2015

Free Download Foundations of GMAT Math, 5th Edition

Manhattan GMAT Critical Reasoning 5th Ed. PDF Free Download

Free Download Secrets of Mental Math

Manhattan Foundations of GMAT Verbal 5th Edition PDF

The Official Guide for GMAT® Quantitative Review, 2015

2015-06-06T11:54:00.001+06:00

Build a solid foundation of the math skills that are essential for your success on the GMAT® exam. For anyone studying for the Quantitative section of the GMAT, this guide is a must-have – featuring 300 real GMAT questions—and their answers—by the creators of the test.

A must-have guide for anyone who is brushing up on the math skills included on the GMAT® exam. Practice with 300 questions and answer explanations from the makers of the exam, use the online study companion to build customized question sets. Review sections on arithmetic, algebra, geometry, problem solving, and data sufficiency, and optimize your study time by answering questions in order of difficulty. Also included are invaluable test-taking strategies to help you prepare for your best GMAT score.

The Official Guide for GMAT Quantitative Review, 2015 includes:

300 actual questions from past GMAT tests, and answer explanations, plus access to a new online study companion that offers the ability to create your own practice sets!
New exclusive online videos with study tips and test taking strategies.
Problem Solving and Data Sufficiency questions that review arithmetic, algebra, and word problems.
Questions organized in order of difficulty to save study time.

Password Is: mbacou.blogspot.com

The Official Guide for GMAT® Verbal Review, 2015

The Official Guide for GMAT Review 2015

Manhattan Foundations of GMAT Verbal 5th Edition PDF

Manhattan GMAT Critical Reasoning 5th Ed. PDF Free Download

Free Download Foundations of GMAT Math, 5th Edition

Free Download Secrets of Mental Math

The Official Guide for GMAT® Verbal Review, 2015

2015-05-13T17:20:00.001+06:00

The Official Guide for GMAT Verbal Review 2015 is one of three Official Guides published by GMAC, the organization that administers the GMAT, and is a vital supplement to the Manhattan GMAT Strategy Guides, providing you with practice on real GMAT problems. The go-to source for verbal practice questions, The Official Guide for GMAT® Verbal Review helps you target your study, customize your practice sessions, and further hone your written and verbal skills.

The GMAT® exam lets you showcase all of your skills – not just math. Prepare for the Reading Comprehension, Critical Reasoning, and Sentence Correction sections of the GMAT® exam with 300 real GMAT questions, including access to the new online study companion where you can build customized question sets!

Overview

As the only verbal review for the GMAT from the makers of the exam, this guide helps you target your study and improve your verbal skills by focusing on your ability to read and comprehend written material, to reason and evaluate arguments, and to correct written material to conform to Standard English. Boost your preparation with access to the NEW online section and exclusive videos as well as 300 real GMAT questions and answer explanations to make them easier to follow and understand.

Detailed Description

The Official Guide for GMAT Verbal Review, 2015 includes:

300 actual questions from past GMAT tests, and answer explanations, plus access to a new online study companion that offers the ability to create your own practice sets!
New exclusive online videos with study tips and test taking strategies.
Sections on Reading Comprehension, Critical Reasoning, and Sentence Correction.
Questions organized in order of difficulty to save study time.

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The Official Guide for GMAT® Quantitative Review, 2015

The Official Guide for GMAT Review 2015

Free Download Foundations of GMAT Math, 5th Edition

Manhattan GMAT Critical Reasoning 5th Ed. PDF Free Download

Free Download Secrets of Mental Math

Manhattan Foundations of GMAT Verbal 5th Edition PDF

2015-04-15T14:55:00.000+06:00

Manhattan Foundations of GMAT Verbal

Written by Jennifer Dziura

Builds Core Skills in Grammar; Sentence Structure, & More

Strengthens Reading Abilities Required for the GMAT

Provides Numerous Drills with Step-by-Step Explanations

Updated for The Official Guide for GMAT® Review, 15th Ed.

GMAT Strategy Guide. This supplemental guide provides in-depth and easy-to-follow explanations of the fundamental verbal skills necessary for a strong performance on the GMAT.

Manhattan GMAT’s Foundations of Verbal provides a refresher of the basic verbal concepts tested on the GMAT. Designed to be user-friendly for all students, this book provides easy-to-follow explanations of fundamental concepts and step-by-step application of these concepts to examples. It’s an invaluable resource for students who want to cement their understanding of basic principles such as grammar, logic, and reading, while building core verbal skills for the GMAT.

Chapter by Chapter

Introduction to GMAT Verbal

PART 1: SENTENCE CORRECTION

1. Words & Sentences
2. Nouns, Pronouns, Adjectives
3. Verbs & Adverbs
4. Prepositions, Conjunctions, Mixed Drills
5. Subject/Predicate, Fragments & Run-ons, Punctuation
6. Modifiers, Parallelism, Comparisons
7. Idioms, Subjunctive, Wrap-Up

PART 2: CRITICAL REASONING

8. Arguments & Conclusions
9. Patterns & Flaws
10. Diagrams
11. Putting It All Together

PART 3: READING COMPREHENSION

12. Phases of Reading Comprehension
13. Main Ideas & Difficult Information
14. Inferences & Improving Your Reading

PART 4: VOCABULARY & RC IDIOMS

15. Vocabulary & RC Idioms
Appendix A: Helpful Hits for Indian Speakers of English

Manhattan GMAT Critical Reasoning 5th Ed. PDF Free Download

2015-04-12T18:32:00.001+06:00

Considered the gold-standard in GMAT test prep, Manhattan GMAT’s ten strategy guides are the first books on the market to be aligned with the 13th Edition GMAC Official Guide. Fully updated and revised to deal with recent changes to the GMAT, they were designed with a content-based approach.

The Critical Reasoning Guide demystifies critical reasoning by teaching a clear, consistent, and effective approach to understanding an argument’s logic and choosing the best answer to the given question.

Unlike other guides that attempt to convey everything in a single tome, the Critical Reasoning Strategy Guide is designed to provide deep, focused coverage of one specialized area tested on the GMAT. As a result, students benefit from thorough and comprehensive subject material, clear explanations of fundamental principles, and step-by-step instructions of important techniques. In-action practice problems and detailed answer explanations challenge the student, while topical sets of Official Guide problems provide the opportunity for further growth.

Used by itself or with other Manhattan GMAT Strategy Guides, the Critical Reasoning Guide will help students develop all the knowledge, skills, and strategic thinking necessary for success on the GMAT.

Chapter by Chapter

1. Argument Structure

2. Methodology

3. Structure-Based Family

4. Assumptions

5. Strengthen and Weaken

6. Evidence Family

7. Complete the Argument

8. Wrong Answer Analysis

Appendix A: Official Guide Problem Set

Download this book by clicking the link below

Management Information Systems, 12th Ed. PDF

2015-03-29T21:36:00.000+06:00

By Ken Laudon, Jane Laudon

Management Information Systems provides comprehensive and integrative coverage of essential new technologies, information system applications, and their impact on business models and managerial decision-making in an exciting and interactive manner.

The twelfth edition focuses on the major changes that have been made in information technology over the past two years, and includes new opening, closing, and Interactive Session cases.

Part 1: Organizations, Management, and the Networked Enterprise
Chapter 1: Information Systems in Global Business Today
Chapter 2: Global E-Business and Collaboration
Chapter 3: Information Systems, Organizations, and Strategy
Chapter 4: Ethical and Social Issues in Information Systems
Part 2: Information Technology Infrastructure
Chapter 5: IT Infrastructure and Emerging Technologies
Chapter 6: Foundations of Business Intelligence: Databases and Information Management
Chapter 7: Telecommunications, the Internet, and Wireless Technology
Chapter 8: Securing Information Systems
Part 3: Key System Applications for the Digital Age
Chapter 9: Achieving Operational Excellence and Customer Intimacy: Enterprise Applications
Chapter 10: E-Commerce: Digital Markets, Digital Goods
Chapter 11: Managing Knowledge
Chapter 12: Enhancing Decision Making
Part 4: Building and Managing Systems
Chapter 13: Building Information Systems
Chapter 14: Managing Projects
Chapter 15: Managing Global Systems

Management Information Systems, 10/e by James A. O'Brien, Northern Arizona University

Fundamentals of Selling: Customers for Life through Service 12Ed. PDF

2015-03-29T21:14:00.003+06:00

Charles M. Futrell, Texas A & M University

ISBN:0073529990
Copyright year: 2011

Fundamentals of Selling trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading textbook reflects what they do on sales calls with prospects and customers. The goal of Fundamentals of Selling has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and show how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 12th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.

Table Of Contents

Part 1: Selling as a Profession

Chapter 1: The Life, Times, and Career of the Professional Salesperson
Chapter 2: Relationship Marketing: Where Personal Selling Fits
Chapter 3: Ethics First… Then Customer Relationships

Part 2: Preparation for Relationship Selling

Chapter 4: The Psychology of Selling: Why People Buy
Chapter 5: Communication for Relationship Building: It's Not All Talk
Chapter 6: Sales Knowledge: Customers, Products, Technologies

Part 3: The Relationship Selling Process

Chapter 7: Prospecting – The Lifeblood of Selling
Chapter 8: Planning the Sales Call Is a Must
Chapter 9: Carefully Select Which Sales Presentation Method to Use
Chapter 10: Begin Your Presentation Strategically
Chapter 11: Elements of a Great Sales Presentation
Chapter 12: Welcome Your Prospect's Objections
Chapter 13: Closing Begins the Relationship
Chapter 14: Service and Follow-Up for Customer Retention

Part 4: Managing Yourself, Your Career, and Others

Chapter 15: Time, Territory, and Self-Management: Keys to Success
Chapter 16: Planning, Staffing, and Training Successful Salespeople
Chapter 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople

Appendix A: Sales Call Role-Plays

Appendix B: Personal Selling Experiential Exercises

Appendix C: Comprehensive Sales Cases

Appendix D: Selling Globally

Appendix E: Answers to Crossword Puzzles

Glossary

About the Author

Charles M. Futrell is a Professor of Marketing in the Mays Business School at Texas A&M University in College Station, Texas. Texas A&M University has approximately 45,000 students with 5,000 business majors and 800 marketing majors. Dr. Futrell has a B.B.A., M.B.A., and Ph.D. in marketing. He is a former salesperson turned professor. Before beginning his academic career, Professor Futrell worked in sales and marketing capacities for eight years with the Colgate Company, The Upjohn Company, and Ayerst Laboratories.

Dr. Futrell’s research in personal selling, sales management, research methodology, and marketing management has appeared in numerous national and international journals, such as the Journal of Marketing and the Journal of Marketing Research. An article in the summer 1991 issue of the Journal of Personal Selling & Sales Management ranked Charles as one of the top three sales researchers in America. He was also recognized in Marketing Education, Summer 1997, as one of the top 100 best researchers in the marketing discipline. His work has earned him several research awards.

Presently Charles is conducting research on how faith relates to salespeople’s organizational behavior. He also is investigating how student’s faith helps them cope with the tremendous stresses experienced in college life. For his work, faith relates to any and all faiths of the world. Professor Futrell, as well as others, feels there is a mental health crisis on America’s college campuses as well as in America’s general population. Read the newspaper and watch television for proof of the stresses people are experiencing in their lives and the often devastating impact it has on their lives and the lives of others. Please contact him if you would like to work in either of these two areas. He would love to help you investigate these two under researched areas in your country and college, no matter what part of the world.

Professor Futrell served as the American Marketing Association’s Chair of the Sales and Sales Management Special Interest Group (SIG) for the 1996–97 academic year. He was the first person elected to this position. Charles was elected Finance Chair for the Sales SIG’s 1998–99 term. In 2005, this AMA group presented Charles with its Lifetime Achievement Award for commitment to excellence and service in the area of sales. In 1999, the Association of Former Students awarded him the Lowry Mays College and Graduate School of Business Distinguished Teaching Award. Mu Kappa Tau, the National Marketing Honor Society, recognized Charles for exceptional scholarly contributions to the sales profession in 2000. This is only the fourth time this recognition has been bestowed since its creation in 1988. Charles was the recipient of Sales & Marketing Executives International’s (SMEI) Educator of the Year in 2007. Among many other things, SMEI founded Pi Sigma Epsilon (PSE), the only national, co-educational, professional fraternity in marketing, sales management, and selling. PSE has more than 45,000 members at 123 campuses. From January 1997 to August 2007, he was the Federated Professor in Marketing Studies at Texas A&M University.

In the spring of 2001, Dr. Futrell was chosen as a Fish Camp (Texas A&M University’s Freshman Orientation Camp) Namesake. Fish Camps are named after faculty members who have made a significant impact on Texas A&M, and nominations for the award are made by students, which makes it a very prestigious honor for instructors. He is an associate faculty adviser for Impact, a four-day Christian summer camp for entering freshmen involving 700 freshmen and 300 advisers. In the summer of 2005, Charles joined the leadership team of TAMU’s officially recognized Christian Faculty Network of over 250 scholars.

Dr. Futrell has written or co-written eight successful books for the college and professional audience. Two of the most popular books are Fundamentals of Selling: Customers for Life through Service, twelfth edition, and ABC’s of Relationship Selling through Service, eleventh edition, both published by McGraw- Hill/Irwin. These books are used in hundreds of American and international schools. Over 300,000 students worldwide have learned from Professor Futrell’s books.

In 1997 Dr. Futrell began using his Web site and group e-mails in his sales classes. Students sign up for both a lecture period and lab time. In each semester’s six labs, students are videotaped in activities such as making a joint sales call, panel interview, selling oneself on a job interview, product sales presentations, and various experiential exercises.

Professor Futrell’s books, research, and teaching are based on his extensive work with sales organizations of all types and sizes. This broad and rich background has resulted in his being invited to be a frequent speaker, researcher, and consultant to industry.

Case Study Solving Method in Management

2015-02-14T17:14:00.000+06:00

Management education is mainly aimed at developing managerial skills in students. Amongst the various methods adopted in teaching management and management functions, the case study method developed in 1910 in U.S.A. and is now being propagated during the last decade or so, providing opportunities to both the teacher and the taught to promote managerial I understanding and competence, since it helps in contemplation and discussion of an actual situation. It is a wrong notion that the case studies are confined to management students. Cases may pertain lo any discipline, where skills for solving complex unstructured problems or preparing plans are required. The origin of case study methods itself can be traced to Harward Lawyers. Cases may describe problems facing individuals, groups, institutions or even Nations.

Through a case study one learns a broad range of skills and has many alternatives. Case studies encourage the practice and attainment of analytical and communicative skills. Case studies allow a different kind of learning. It is close to the learn by doing' approach. Cases are intended to stimulate the reality of the manager's job. The material in the case provides data for analysis and decision-making. Cases require the student to make decisions about the situations presented and to defend those decisions. In real decision-making the student will have lo persuade superiors that his analysis and solutions are the best and hence the communication and interpersonal skills are vital to success in management. Cases provide the opportunity lo improve these skills.

A case is defined by Reynold as, "a short description in words and numbers, of an actual management situation". It describes the present and past position of the situation and the problem that is posed. All the data are provided. A case consisting of the history of the situation may be small or lengthy. Small ones may be lacking particulars and hence, may be taxing with more assumptions than realities, while lengthy ones may not project the conflict correctly and therefore solution may seem easy because there are not many alternatives. All available information may not be sufficient and at the same time of analysing a case, further information may have to be injected by reasonable assumptions about the unknown.

A written case study can be anything from 300 to 6000 words long. The length depends on the purpose for which it is being used, type of participants and availability of time. The parts of a case study generally are:

1. Subject : Motivation.

2. Setting : The office of the vice-president (Personnel)

3. Data : Nature and number of complaints received by the department.

4. Background :Type of complaints – low productivity, depressed morale of

employees / workers.

#1. Types of Case Studies

1. Informational type case studies:

These, include a variety of items like working environment, inter-organizational context, coordination, activities, problem areas, history of events, inhibiting factors on, decision making, etc.. This type increases 'awareness' about the environment and helps in the decision making process. This also helps in the evaluation of consequences of a decision.

2. Appraisal cases;

These involve problem solving and decision making process,

3. Historical cases:

These involve research and educational interests.

4. Project cases:

These are radical educational processes involving

interessts.

5. Live and experimental cases or Functional cases:

Social welfare rehabilitation or introduction of ideas and analytical concepts form the basis for these cases: These types of' cases help-to analysing psycho/ social problems like drug addiction, alcoholism amongst workers, etc."'

# 2. Objectives of the Case Study Method

The habit of logical thinking and conceptualization can be developed through a systematic study of cases: Analysis of cases enables arguing view points with peers and this again develops good communicative skills. The case study method of learning helps in developing skills on alternatives and decision-making. Case studies develop 'creative' problem solving techniques.

According to Geofftaston the following six major skills areas are developed through case studies:

Analytical skills·

One learns to classify, organize, and evaluate the information handled. Using this information one attempts to understand the situation described. This is, however, fraught with the danger of not thinking logically when the information is taxing.

2. Application skills

This is useful at a lower level where concepts and principles, are applied, e.g.,

discounted cash flow.

Creative skills:

When cases cannot be-solved by logical process alone creativity is a vital quality for a manager and is more useful in decision-making.

Communicative skills:

By writing well-constructed reports, analysis and by discussions, both written and„ oral communicative skills are developed.

Social skills:

Case discussions are essentially a social process. One learns to communicate, listen, support, argue, control oneself, etc. In fact, there is a belief that case courses are more a study of human behaviour than problem solving.

Self-analysis skills: A case is always useful in application of the situation to

oneself and one can analyse the situation with reference to oneself. Thus, it helps in self-improvement.

# 3, Case Study and Different Areas of Management:

The cases of management cannot be properly analysed and solved unless the student has a thorough knowledge of die subject. The cases of General Management may be on the functions of management like planning, co-ordination, organization, control and decision-making. The cases also relate to the principles of management like division of labour, centralisation and decentralization of authority, span of control, equity, remuneration, unity of direction, unity of command etc. While solving the case problem the student must be able to know to which function or principle of management the case relates. It will enable the student to analyse the case properly as he becomes clear about what is 'required "as per functions or principles and what is lacking in the given situation of the case.

The cases of Personnel Management relate to recruitment, selection, induction, placement, wage and salary administration, promotion and transfers, career planning and development, job evaluation, performance appraisal, merit rating, job enlargement, disciplinary actions, motivation etc. The student must know the exact meaning of these concepts and procedures in detail and the practices in vogue for implementation of the same. Unless he knows it thoroughly, he may not be able lo pin point the departure from standard practice, procedure or precedent and suggest remedial steps to restore the position.

The cases of Industrial Relations and Trade Unions consist of Industrial Relations, Industrial Disputes, efficiency of workers, payment of wages, bonus, collective bargaining, negotiations, strikes and lockouts, code of conduct and discipline, grievance procedure. The student must know the provisions of the various labour legislations to suggest proper action for resolving the problem given in the case.

There cannot be watertight compartments for various types of cases. The cases of General Management, Personnel Management and Industrial Relations are often intermingled, e.g.„ the case of Organization Structure and Promotion / Transfer, Organization Structure and Delegation, Delegation and Industrial Regulations, Career Planning and Wage Structure or Promotion. Job Enlargement and Strike etc. While solving the case problem, the student should know for which area of management he is solving the case problem and thus proper emphasis should be given on the selected aspect of. the case and analysis should be done on those lines only.

# 4. Analysis of Case Problem:

The case can be analysed from different points of view. Usually there are four parties involved in the case, viz., the proprietor or top management, the middle management departmental heads, the employees or workers and finally the society in general (it includes consumers, distributors, investors, potential employees and those who are directly or indirectly affected by the organization), which is mostly disguised. While analysing and suggesting solutions, the student should try to look at the case from these different points of view and try to pin point violation of rules, regulations, code of conduct or precedents in vogue. The solution to be suggested must be in the larger interests of safeguarding the provisions of laws, code of conduct, rules and regulations to restore the normal positron. The solution should be in the interests of the organization, the weaker sections of the organization and society in general.

While analysing the case, the social, economic and political environment should also be taken into consideration, e.g. the background of poverty of workers, illiteracy in the country, outside political interference in trade union activities, lack of job opportunities in the country for labour mobility, liberalisation of the economy, impact of democratic principles on workers etc. Many times, the problem in the organization is created due to such outside factors. If the student is aware of these factors/situations, he will be able to analyse the case in its proper perspective and suggest a practicable solution.

The student should quote or give definitions of the authorities in Management Science or Economists in support of the suggested solution. The related provisions of various labour legislations should also be given correctly. The references to various theories and their inferences e.g. Maslow's Theory of Hierarchy of needs etc. will certainly improve the quality of the analysis and the suggested solution.

Case study method for personnel problems presents some typical difficulties. It is always difficult to get the facts - people in the same situation interpret and present them in different ways depending on their attitude and background.

Skill is required lo inquire into what has happened or what people really want. The issue is frequently not clear for want of defined policies or procedures. It may also be difficult to establish objectives. People within the organization, including the top management, very often do not know what they want. Their needs are obscure and need to be defined. The case contains too much information, which is to be analysed. There is every possibility that the analysis may be useless. Judgment is necessary to study the evidence and to decide relevant points. Where human beings are concerned, symptoms cannot be easily separated from causes.

It is always necessary to take into consideration the past decisions, because there may be precedents. But there is much danger in being too concerned about past decisions. With the change of time, the circumstances also change. Decision should be made in the light of an objective analysis of the facts, not simply by reference to what has gone before.

It is always difficult to ignore the precedents but at the same time the wrong decisions in the past need not be continued. Precedents are important when dealing with personnel and industrial relations problems and care should be taken not to create a bad precedent for the future.

Personnel problems cannot be solved in a clear-cut manner. Situations involving people can rarely be seen in black-and-white terms. While solving personnel problems adopt an analytical approach to decision making but, in the end, you will have to rely upon your judgment in deciding on a course of action, which seems to be the best alternative available.

According to Raymond, the analyst should try to seek answers to following questions:

1. What is actual problem involved in the case?

2. What are the relevant facts?

3. What are the crucial unknown aspects of the scene?

4. What are the major critical questions related to each specific event?

5. In what ways can logic and reasoning be used lo determine crucial inferences, connections and relationships?

6. In what manner can contradictory facts and arguments be weighed in making decisions?

7. What should be the proper timing of decisions?

8. In what ways can those decisions be best executed?

Schnells has given a ten-point model for solving case problem:

1. Identification of the problem.

2. Determination of facts.

3. Ascertainment of alternative courses of action.

4. Analysis of advantages and disadvantages of the alternatives.

5. Assessment of advantages and disadvantages of the alternatives.

6. Prediction of concurrent advantages and disadvantages.

7. Selection of best alternative.

8. Execution of the decision.

9. Filing the problem solution. '

10. Comparing expected results with the actual results of lhe decision.

The steps suggested by Schnells are more useful for students and trainee executives to tackle case problems in practical life. They find opportunities; to put their own decisions lo test and verify the results. The case study serves two purposes:

Firstly, the students or trainee executives have to face similar cases in future life as executives. The case will tell them how incidents lake place, how there may be deep causes underlying the apparent expressions of happiness, distress or unconcerned altitudes and what can be done, as well as when and how to rectify the situation.

Secondly, the case study provides lest material where the student can apply the principles he has studied so far, and test their validity. It gives confidence to the student, which will be of vital importance to him as an executive.

§ 5. Written Analysis of the Case Problem:

There is a little difference between the classroom discussion and written analysis of case problem. The following steps can guide the students to analyse the case problem and arrive at best possible solution.

1. Summary of the case: The important facts in the case are pointed out in brief. It is the indication that the student has grasped the contents of the case precisely.

2. Identify the problem involved in the case: After giving a careful reading to the case, see certain apparent problems in the situation. Some are very prominent and most immediate. Whereas some may be partially indicated. The student has to mention the basic problem interwoven in the case, e.g. a case may indicate failure in delegation due to too much interference of the boss; another case may indicate the need for taking appropriate disciplinary action to set things right with regard to labour management relations or Stale policy in respect of minimum wages etc. Such basic problem should be set out in clear terms. The problem is usually related with some basic principles of management or industrial relations. The student may indicate such principle basic to the main issue.

3. Analysis of the case: The case should be read carefully because each sentence may present an important fact. Some details in the case are directly or indirectly responsible for the problem situation presented in the case. The facts may concern resources, plans, people, actions, inter-relationships, industrial disputes, efficiency of workers, collective bargaining etc.

There are certain crucial issues related with the main problem. They must be identified from the facts of the case e.g., in a case of communication; finding out an appropriate communication medium to inform about a major policy decision may be the major problem. But the case may have several other facts like language barriers between the boss and the subordinates, past experience of the subordinates and their tendency to interpret communication in a particular manner, problem in communication due to too many levels, effect of non-participative techniques of decision making on communication etc. When all the problems and their relationship with the main issue is established, all the facts of the case will be clear. While making such analyses, students may show what kind of relationship exists between different arsons and activities and what factors are likely to be responsible for the problem. Usually an organization chart is drawn to indicate exact formal relationship between different characters in die case. Positions on the organization chart also indicate the likely consequences of an action taken by a particular individual.

In the case of wage problem, the student may try to get answers to the following questions in order to assemble facts of the case:

Ø What are the types of wages? (living wages, minimum wages, need based minimum wage, fair wage etc.)

Ø Which facts determine the wages? (nature of work - skilled, unskilled, technical and table work - use of machines, extent of automation, elasticity of labour supply, wage policy)

Ø What recent changes have taken place in national wage policy? The facts like wage structure in different industries, different locations and the requirement of type of skill should also be taken into consideration while analysing the case.

4. Alternative solutions available: When the student has identified the problem, he should go on listing the various alternatives that come to his mind one after another. The students need not give a deep thought to each alternative at this stage. Student should look at the problem from various points of view and different interest groups. Each facet of the problem may suggest a number of alternatives to the student. He has only lo enumerate them, e.g.. if the main problem is decreasing morale of the work group due to unfair altitude of an employee in group, several alternatives are : ignoring the issue, reprimanding the employee concerned, discussing the issue with him in confidence, asking him to go on leave for few days, taking disciplinary action, transferring him lo another department, asking him to resign on his own etc. The alternative solutions range from very simple measures to very harsh action. The alternatives need not be listed according to desirability of action. The alternatives will come to the mid of a student like a spontaneous flash of lightning, once the process gets started.

5. Analysis of the alternative solutions: After listing all the possible alternatives, the merits, demerits and consequences of every alternative are judged and evaluated against each other. Continuing the same example, if a manager chooses to ignore the unwarranted behaviour of, an employee, things may get smoothened automatically and no ill-will will remain in the mind of the concerned employee, but there is also possibility that employee develop a feeling that every thing is tolerated, of they may draw an inference that the boss favours the said employee or the boss does not have the boldness to reprimand him. Different alternatives can thus be evaluated in the light of their plus and minus points, their immediate and far reaching effects and then the students may point out which of them could be taken in to account, and which of them need not to be considered.

To maintain the status quo or to continue the situation as it is, should always be the first alternative solution. Not to take any decision on issue is the best solution to the problem. Time takes its own course and the normal situation is rectified / restored automatically, or let the situation deteriorate further. But while analysing this alternative solution, the student should state how it is advantageous if the situation is continued as it is. Give the merits of the alternative solution.

The student should also give the disadvantages / demerits or limitations of the alternative solution. If the situation given in the case is allowed to continue, how it will further deteriorate and damage the interests of concerned parties, e.g. if the employees are on strike and the status quo is maintained, the strike will be continued resulting into loss of production and ultimately loss of market.

In another example, in the given case if, the morale of employees is depressed and the status quo is maintained, it will result in employee frustration, affecting their productivity resulting into increased labour turn over rate and / or absenteeism. After taking into consideration the adverse effects of the alternative solution, the student should not advice it as a final solution.

6. Choosing the right alternative: Out of several possible alternatives, the student has to pin point, which in his opinion, is the best possible alternative. When he mentions that a manager should have taken a specific decision at a certain stage, he may also say whether the manager could have avoided the situation by acting in a particular manner at an earlier stage of the event He has to suggest an answer, or a way out from the problem in which the executive has ultimately landed. The student will have to justify why he is pleading for a particular solution and not another one by explaining all its aspects. The alternative that he is suggesting may have certain limitations, e.g., if he suggests written instructions as a solution, illiteracy of some of the workers may be a limiting factor. To make the solution workable, he will have to suggest a certain educational standard (o be introduced in recruitment policy.

The final solution the student suggests should be in accordance with legal and other statutory provisions. It should be objective, impartial and fair to all concerned. It should be economical as well as practical. It should be in harmony with other decisions and with the accepted ethical standards.

At the end of the case, some points, issues or questions are given to ensure a focus and predetermine the direction in which the discussion will go. While solving a case problem the student should not simply answer these questions. In the examination, these points, issues or questions help the student to focus on a particular angle. These points, issues or questions should be used for analysing the case problem. The case problem must be solved through the steps given above and after giving the final solution; the student should answer these questions, if (necessary) specifically asked for.

= = = = = = =

Fundamentals of Financial Management 13th Edition PDF

2015-02-14T16:43:00.002+06:00

Fundamentals of Financial Management (13th Edition)

by J. Van Horne (Author), John M Wachowicz (Author)

Fundamentals of Financial Management: Cover Blurb

Do you want to understand how financial decisions impact the value of a company? If you are new to financial management or studying for a professional qualification, this user friendly textbook makes the challenges facing today’s rapidly changing business world easier to understand.

Now in its 13th edition, Fundamentals of Financial Management maintains its dedication to the financial decision-making process and the analysis of value creation, but develops a more international scope and introduces new topics into the debate. Current discussions on corporate governance, ethical dilemmas, globalization of finance, strategic alliances and the growth of outsourcing have been added with examples and boxed features to aid understanding and provide a more global perspective of financial management.

What’s New?

Chapter 1 - Expanded coverage of Corporate Social Responsibility including the concept of Sustainability
Chapter 6 – The discussion of financial statement analysis includes the push for convergence of accounting standards around the world
Chapter 9 – Cash and marketable securities management material expanded and updated
Chapter 24 - The updated chapter on International Financial Management includes discussion of Islamic sukuk bonds.

Ideal for introductory courses in financial management, for a professional qualification and as a reference for practitioners.

On the reading list for Association of Chartered Certified Accountants (ACCA) Qualification Paper (F9) Financial Management.

Suggested reading for Certified Management Accountant ( CMA) examination.

Translated into over 10 languages and received 1st place among business academic texts in Pearson’s top 50 best seller’s translation list.

Visit www.pearsoned.co.uk/wachowicz to access free student recourses including:

Self-test multiple choice, true/false and essay questions.
Link to author’s award-winning website for even more online testing material, along with exercises and regularly updated links to additional support material.
Online glossary to explain key terms.
Excel templates for spread-sheet approach to end-of-chapter problem solving.
New for this edition! Link to PowerPoint slides on key chapters and learn how to use Excel to solve problems.

Quotations:

“The book provides the reader with information about the current “hot-topics” in finance and has a clear emphasis on the basic principles of financial management without repetition. Furthermore, as simple language is used, the book can be easily understood by students that are not native speakers of English.”

--Axel-Adam Muller, Lancaster

“..a useful text either as preparation for a second year course, or as a text for a first

year financial management course that provides a “first sweep” of the major

financial management topics. Not many texts cover this ground well.”

-- Brian Wright, Exeter

“This is the best book I have found so far”

--Jean Bellemans, Free University of Brussels

Authors:

James C. Van Horne, Professor of Banking and Finance at Stanford University. Also the author of Financial Management and Policy, a Pearson Education text.

John Wachowicz, Jr., Professor of Finance at The University of Tennessee.

About the Author

James C. Van Horne,Professor of Banking and Finance at Stanford University. Also the author of Financial Management and Policy, a Pearson Education text.

John Wachowicz, Jr.,Professor of Finance at The University of Tennessee.

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Marketing Strategy of Abul Khair Consumer Goods Division: a study of Laksam Territory

2015-02-14T13:30:00.002+06:00

Ch-1: Introduction

1.1. Introduction

Marketing strategy is an organizational strategy that combines all of its marketing goals into one comprehensive plan. Marketing strategy is basically a process that can allow an organization to concentrate its resources on the optimal opportunities with the aims of increasing sales and gaining a sustainable competitive merit. Marketing strategy includes all long term and basic activities in the field of marketing that deals with testing the expertise of strategic initial situation of a company.

Marketing strategy is a heart of marketing plan. Marketing plan is product specific, market specific, or company wide plan that describes activities involved in achieving specific marketing objectives with in a set time frame. A market plan begins with the identification (through market research) of specific customer needs and how the firm intends to fulfill them while generation an acceptable level of return. It generally includes analysis of the current market situation (opportunity and trends) and detailed action programs, budgets, sales forecasts, strategies, and projected financial statement.

Marketing strategy—the marketing logic by which the company hopes to create this customer value and achieve these profitable relationships. The company decides which customers it will serve (segmentation and targeting) and how (differentiation and positioning). It identifies the total market, then divides it into smaller segments, selects the most promising segments, and focuses on serving and satisfying the customers in these segments. Guided by marketing strategy, the company designs an integrated marketing mix made up of factors under its control—product, price, place, and promotion (the four Ps). To find the best marketing strategy and mix, the company engages in marketing analysis, planning, implementation, and control. Through these activities, the company watches and adapts to the actors and forces in the marketing environment.

Globalization has given a new dimension to the present competitive market. Now the local companies have been competing with the multinational company. So cope up with competition company need a unique marketing strategy to create value for customers and build strong profitable customer relationships in order to capture value from customers in return. Abul Khair Consumer Goods was drawn their marketing strategy from market research and focus on the right product mix in order to achieve the maximum profit potential and sustainable business.

Abul Khair & Company believes that personal selling is more powerful than advertising. AKCGD has strong sales force and they present the company to the actual and potential customer in order to make sales and to make profitable long time customer relation. They recruited large number of territory sales officer (TSO), sales representative (SR) and contract mar cent riser (CM); their responsibility is contact with whole sales outset, retail outlet, tea stall outlet, hotel and horeca, institution and corporation, to make sales and build long term relationship with them.

1.2. Literature Review

“Strategic marketing as seen as a process consisting of: analyzing environmental, market competitive and business factors affecting the corporation and its business units, identifying market opportunities and threats and forecasting future trends in business areas of interest for the enterprise, and participating in setting objectives and formulating corporate and business unit strategies. Selecting market target strategies for the product-markets in each business unit, establishing marketing objectives as well as developing, implementing and managing the marketing program positioning strategies in order to meet market target needs”(Drucker, 1973).

“A statement in very general terms of how the marketing objective is to be achieved, e.g. acquiring a competitive company, by price reductions, by product improvement, or by intensive advertising. The strategy becomes the basis of the marketing plan" (Hart & Stapleton, 1977).

“The role of strategic marketing is to lead the firm towards attractive economic opportunities, that is, opportunities that are adapted to its resources and knowhow and offer a potential for growth and profitability” (Lambin, 1977).

“The establishment of the goal or purpose of a strategic business unit and the means by which it is to be achieved through management of the marketing function"(Baker, 1984). “Understanding the strategic situation confronting an organization is an essential starting point in developing a marketing strategy” (Cravens, 1986).

“Although definitions for the term vary, we define marketing strategy as a consistent, appropriate and feasible set of principles through which a particular company hopes to achieve its long-run customer and profit objectives in a particular competitive environment”( Baugh).

“Although marketing has basically a strategic conception of the selling activity, we use to distinguish between strategic marketing and operational marketing, depending on long term or short term objectives. Strategic marketing starts in thoughts about current situation of the company and situational analysis and possible evolution of the markets and the environment, with the goal of detecting opportunities which can establish objectives” (Aramario & Lambin, 1991).

“There is no unified definition upon which marketers agree. Instead, there are nearly as many definitions of it as there are uses of the term. Clearly, marketing strategy is a commonly used term, but no one is really sure what it means” (Schnaars 1991).

“The strategic marketing process therefore implies deciding the marketing strategy based on a set of objectives, target market segments, positioning and policies"(Bradley 1991).

“The primary purpose of a marketing strategy is to effectively allocate and coordinate marketing resources and activities to accomplish the firm’s objectives within a specific product market. Therefore decisions about the scope of a marketing strategy involve specifying the target-market segment(s) to be pursued and the product line to be offered. Then, firms seek a competitive advantage and synergy, planning a well integrated program of marketing mix elements.”(Walker, Boyd, Larreché 1992).

“Marketing strategy is mainly indicated by the marketing objectives, customer and competitive perspectives and product/market momentum (i.e. extrapolation of past performance to the future), form the basis of marketing strategy. Marketing strategy is developed at the business unit level. Within a given environment, marketing strategy deals essentially with the interplay of three forces known as the strategic 3 C’s: the Customer, the Competition and the Corporation. A good marketing strategy should be characterized by clear market definition, a good match between corporate strengths and the needs of the market, and superior performance, relative to the competition, in the key success factors of the business. Marketing strategy, in terms of these key constituents, must be defined as an endeavor by a corporation to differentiate itself positively from its competitors, using its relative corporate strengths to better satisfy customer needs in a given environmental setting. Based on the interplay of the strategic three C’s, formation of marketing strategy requires the four decisions. Such as where to compete. (Definition of the market), how to compete, that is, it requires a means for competing, when to compete, that is, it requires timing of market entry. In its strategic role, marketing focuses on a business’s intentions in a market and the means and timing of realizing those intentions. The strategic role of marketing is quite different from marketing management which deals with developing, implementing and directing programs to achieve designated intentions. To clearly differentiate between marketing management and marketing in its new role, a term -strategic marketing. - has been coined to represent the latter”. (Jain 1993).

“Strategy which defines the general principles for reaching objectives related to the specific SBU’s and target markets. It contains the main directives of the marketing expenditure, marketing actions, and resource allocation in this area. It includes decisions like: segmentation strategies, positioning, and communication. The definition of marketing strategies referring to the marketing plan: it is one of the sections which integrate the marketing plan and its own objective is to present an action plan which will be utilized to reach the marketing plan objectives.” (Camara, 1995).

“The process of planning and executing the conception, pricing, promotion and distribution of ideas, goods and services to create exchanges that satisfy individual and organizational goals." (Bennet, 1995).

“Marketing strategy creates pathways to a desirable future. The output from such marketing strategy analysis and choice (or strategic marketing decision) is a marketing strategy statement”. (Sudharsan, 1995).

“The selection of target markets, the marketing mix and the marketing expenditure levels. The marketing strategy is the way in which the marketing function organizes its activities to achieve a profitable growth in sales at a marketing mix level. A marketing strategy may be defined as a plan (usually long term) to achieve the organization’s objectives as by specifying what resources should be allocated to marketing, by specifying how these resources should be used to take advantage of opportunities which are expected to arise in the future. A marketing strategy would consist of identifying markets and customers needs in those markets, planning products which will satisfy the needs of these markets, organizing marketing resources, so as to match products with customers in the most efficient and effective way possible, i.e., so as to maximize customer satisfaction and the organizations profits or sales revenue, (Or whatever its objectives are!) at the same time”. (Kotler 1997).

“ A methodology of analysis which pretends the knowledge of customers needs and the forecast of potential options ( ours and competitors) in order to gain competitive advantage in a long term (sustainable ) and defendable”. (Munuera & Rodriguez, 1998).

“The term “marketing strategy” reflects the company’s best opinion as to how it can most profitably apply its skills and resources to the marketplace. It is inevitable broad in scope. Marketing strategies are the means by which a company achieves its marketing objectives and are usually concerned with the 4 p’s”. (McDonald 1999).

“Strategic marketing means looking at the whole of a company’s portfolio of products and markets, and managing the portfolio to achieve the company’s overall goals”. (Jain 2000).

“A marketing strategy consists of an internationally integrated but externally focused set of choices about the organization addresses its customers in the context of a competitive environment”. (Bradley 2003)

1.3. Objective of the Study

1.3.1. Board Objective

The board objective is to find out marketing strategy of Abul Khair Consumer Goods Division: A study on Laksham Territory (Comilla)

1.3.2. Specific Objectives

The specific objectives are:

§ To identify the market segmentation

§ To key out the product strategy

§ To find out the pricing strategy

§ To denote the distribution process

§ To detect the promotion strategy

1.4. Theoretical Background

1.4.1 Market segmentation

Market segmentation is the process that companies use to divide large, heterogeneous markets into small markets that can be reached more efficiently and effectively with products and services that match their unique needs. AKCGD segmented the market into seven divisions, all divisions divided into 156 regions than all regions separated into 725 territories.

1.4.2 Marketing Mix

A Marketing Mix is the combination of product offering used to reach market for the organization. The marketing mix comprises the product (what the actual offering comprises, product means goods- and –services combination the company offers to the target market.), Price (the value exchanged for the offering, Price is only one of the marketing mix tools a company uses to achieve its marketing objectives. Price is the amount of money changed for a product or services, so the sum of the values that customers exchange for the benefit having or using the product or service.), promotion (the means of communicating that offering to the target audience, promotion means activities that communicate the merits of the product and persuade target customers to buy it.) and distribution (also known as place, the means of having the offering available to the target audience). The Marketing mix is also known as the four Ps.

1.4.3 Advertising

Making known; calling public attention to a product, service, or company by means of paid announcements so as to affect perception or arouse consumer desire to make a purchase or take a particular action.

Or, we can say that advertising is any paid form of non-personal presentation and promotion of ideas, goods or services by an identified sponsor. Advertising objectives can be Informative, Persuasive or Reminder.

Marketing management must make four important decisions when developing an advertising programs; setting adverting objectives, setting the adverting budget, developing adverting strategy(message decision and media decision), and evaluating advertising campaigns.

1.4.4 Sales Promotion

Sales promotion consists of short-term incentives to encourage purchase or sales of product or service. Whereas advertising and personal selling offer reasons to buy a product or service, sales promotion offers to buy now.

1.4.5 Personal Selling

Personal selling is the personal presentation by the firm’s sales force for the purpose of making sales and building customer relationship. Abul Khair & Company believes that personal selling is more powerful than advertising. AKCGD has strong sales force and they present the company to the actual and potential customer in order to make sales and to make profitable long time customer relation. They recruited large number of territory sales officer (TSO), sales representative (SR) and contract mar cent riser (CM); their responsibility is contact with whole sales outset, retail outlet, tea stall outlet, hotel and horeca, institution and corporation, to make sales and build long term relationship with them.

1.4.6 Public relation

Public relation is building good relations with the company’s various publics by obtaining favorable publicity, building up a good corporate image and handling or heading off unfavorable rumors, stories and events.

1.4.7 Consumer Promotion

Sales promotion as know is a very important component of marketing promotion. Consumer promotion (e.g. coupons, samples, contests, sweepstakes and price packs) is a part of sales promotion that is targeted towards the final buyers of consumer products (kotler and Armstrong, 2002). There can be various types of consumer sales promotion; some are incentive based while others are communicative in nature (Kotler et al., 1999; Tellis, 1998). The incentive-based promotions can be price – oriented promotion or non price-oriented promotion. According to Britannica (article 21279) advertising presents a reason to buy a product but consumer promotion offers a short-term incentive to purchase. Consumer promotions often attract brand switchers (those who are not loyal to a specific brand) who are looking primarily for low price and good value. Thus, especially in markets where products are highly similar, consumer promotions can cause a short-term increase in sales. Abraham and Lodish (1987) stated that many consumer goods categories sold 90% of their volume on special deals, which is a result of consumer promotion. Consumer promotion is thought to be a tool that helps manufacturers and retailers to achieve their objectives of generating sales (Alvarez and Casielles, 2004). They also stated that the influence of sales promotions on the consumer would also depend on the consumer’s characteristics.

1.4.8 Brand Image

Brand positioning is the distinctive position that a brand adopts in its competitive environment to ensure that individuals in its target market can tell the brand apart from others. Positioning involves the careful manipulation of every element of the communication mix. Or, the specific niche in which the brand defines itself as occupying in the competitive environment. Positioning addresses differentiating brand attributes, user benefits and target segments, singly or in combination.

1.4.9 Customer service

Customer service is the provision of service to customers before, during and after a purchase. Its importance varies by product, industry and customer. As an example, an expert customer might require less pre-purchase service (i.e., advice) then a novice. In many cases, customer service is more important if the purchase relates to a “service” as opposed to a “product”. Customer service may be provided by a person (e.g., sales and service representative), or by automated means called self-service. Examples of self-service are Internet sites. Customer service is normally an integral part of company’s customer value proposition.

1.5 Conceptual Framework

The factors influencing the marketing strategy of AKCGD are:

D.V.: Marketing Strategy of AKCGD

Here: In.V. = Independent Variable and D.V. = Dependent Variable

Figure No.: 01

Title: Conceptual framework

Source: Author

1.6 Methodology

1.6.1 Scope of the study

The distributor is covering the area if we consider Laksam as a center, Holodia in North West poll, Bagmara in North poll, Buchi Bazar in North East poll, Jukti Khola in East poll, Chondona in East South poll, Mandargown in South poll, Chitosi in West poll side.

1.6.2 Sources of data

(a) Sources data:

All marketing information comes either from internal sources to the firm or from external sources during the project.

(b) Tools of data collection:

(I) Primary Data: Data originally collected for an investigation are known as primary data. Such data are original is character and are generated in large number of surveys by some individual institutions.

(II) Secondary Data: The data, which are collected for some earlier research work and are applicable or useable in the study. I have presently undertaken that the secondary data can be divided into two types. Such as –

(1) Internal Secondary Data

(2) External Secondary Data

Secondary data are obtained by visiting competition offices and is the report of the company. Both primary and secondary sources of data were explored for the study.

· Primary Sources:

(I) Official records of AKCGD

(II) Face to face interview with the AKCGD officials

· Secondary Sources:

(I) Monthly financial report of AKCGD

(II) Through different web address.

(III) Other published materials

1.6.3 Questionnaire Design

All questions are likert scaling format. A sample of 50 people was taken by using sampling method of convenient sampling. The data are collected from students, self- employed, professional, salaried, retired people and housewife. All respondents are selected from the area of Laksam territory.

1.6.4 Limitation of the Study

The present study was not out of limitations. I faced some limitations at the time of preparing this report. But as an intern it was a great opportunity for me to know the sales activities. Some constraints are as follow;

· One of the major limitations is the shortage of time. Since the officials had no enough time to respond toward my query but they had tried their best to help me to provide information.

· Because of the limitations of various sources of information the report doesn't contain many important information and data. So, I was incapable to provide valuable information.

· The main constraints of the study are inadequate access of information, which has hampered the scope of analysis required for the study.

Ch-2: Company Profile

2.1 Company Profile

The founder Chairman of Abul Khair Group was Late Md.Abul Khair. Abul Khair Group is one of the leading conglomerates in Bangladesh. The company has grown with an incessant speed since its birth in 1953. Starting the business in the field of Tobacco, at present, the company has made successful footsteps into heterogeneous industries. (Source: www.abulkhaircgd.com)

As a course of conduct to flourish business in diverse industries, the company first time marked its foot print in consumer products sector in 1993 by investing in condensed milk market. After its establishment, Abul Khair Consumer Goods Division has never looked back and been launching successful consumer goods brands one after another. (Source: www.abulkhaircgd.com)

In its twenty years of remarkable journey, the division has generated various winning brands. Now the division has the portfolio of six categories with numerous brands and sub brands. As it is said earlier, the venture of Consumer Goods Division started with the launching of Starship Condensed milk which is still considered as one of the pioneer brands in the condensed milk product category. (Source: www.abulkhaircgd.com)

On the other hand, the division has occupied a strong grip in different milk powder categories. For instance, Marks Full Cream Milk Powder is the renowned brand in milk powder category in Bangladesh. Other powder milk brands i.e. Starship Full Cream Milk Powder and AMA Full Cream Milk Powder are also generating substantial impacts on their respective target ground. (Source: www.abulkhaircgd.com)

Juice and drinks of Consumer Goods Division are the two most popular categories which really speak about their better quality and taste. Since its launching in 1998, Starship Mango Juice proudly holds its superior presence in the market. By considering the enormous response the company then came up with other juice brands like Starship Fruity and Starship Real Fruity. In drinks category Shaad Lychee and Shaad Orange drinks are popular both in local and International market. Finally, Starship Chocolate milk, which comes in two sizes are preferred by all age group. (Source: www.abulkhaircgd.com)

Tea which falls under hot beverage category was introduced in the year 2004 in the name of Seylon. Seylon has different varieties of tea for its different consumer group which ranges from household to corporate people and tea stall to restaurant. The different brands are, Seylon Gold, Seylon Supreme, Seylon BOP, Seylon Churamoni Dust, Seylon Dust, Seylon Gold Pyramid Tea Bag and Seylon Double Chamber Tea Bag. (Source: company website)

In 2004, the company has first time come up with Snacks item named Shaad Chanachur. After that the brand has been re-launched in the name of Shaad Kurmure Chanachur with the development of taste and packaging. Now the brand has been extended to Shaad Kurmure Jhal Chanacur, enhanced by world famous Nagachili, Shaad Kurmure Bar-B-Q Chanachur with unique and even more distinctive Smoky Grilled flavor, Shaad Kurmure Classic Chanachur and Shaad Kurmure Dal Bhaja. (Source: www.abulkhaircgd.com)

Most recently the company has put its money into candy market with launching of Kids Candy. There are two brands under the umbrella of Kids Candy i.e. Kids Caramel Candy and Kids Green Mango Candy.

Until now the division has travelled a prosperous journey and nurtured a vision to do so in the future.

Chronology of launching the Brands:

Products Name	Year
Starship Condensed Milk	1993
Starship Full Cream Milk Powder	1993
Marks Full Cream Milk Powder	1996
Starship Mango Juice	1997
Seylon Tea	2004
Shaad Chanachur	2004
Kids Candy	2012

Table-1: Chronology of launching the brands

Source: (http://www.abulkhaircgd.com)

Abul khair group is engaged in manufacturing and distributing food and beverage, Cement, Tobacco, Steel Products, Baby food, Condensed milk powder milk, snacks and tea. They are also engaged in Tobacco processing and exporting, Prominent in trading business. The popular brands of the company are Starship, Marks, Shah Cement, Sun Moon (Cigarette), Marise (Cigarette), Goru marka Dhew tin, AKS Steel and Mother’s Smile etc. Abul khair Consumer Goods Division has been operating their business operation nationally. One off the most important benefits of Abul khair Consumer Goods Division that is Customers are willing to buy Abul Khair Consumer Products to get assurance that they will be getting high quality products. Abul Khair Consumer goods Division have an extensive brand image and it gained significant competitive advantage. Now it is capitalized on its high quality and reasonable price. (Source: www.abulkhaircgd.com)

Business moral of Abul Khair –

"We, never step back".

I do not know why Abul Khair & Company uses this moral. I think this means company will be looking forward and want to expend their marketing area. As they started business in 1953 after a long time, they are the one of the leading company in Bangladesh.

2.2 Organizational Structure of AKCGD

Figure-2: Organogram of board of Directors

Source: Primary Source

2.3 Marketing Department of AKCGD

Figure-3: Marketing Team of AKCGD

Source: Primary Source

2.4 Vision and Mission of Abul Khair Group

· Vision of Abul Khair Group

An aspirational description of what an organization would like to achieve or accomplish in the mid-term or long-term future. It is intended to serves as a clear guide for choosing current and future courses of action, (Business dictionary). Vision of AKCGD is to be the market leader; commitment to sustainable growth; value creation for all stake holders; provide, safe, innovative and quality of products; maintain service excellence; address needs of society; and add value to quality of life-society.

· Mission of Abul Khair Group

A mission statement is a statement of the organization’s purpose—what it wants to accomplish in the larger environment. A clear mission statement acts as an “invisible hand” that guides people in the organization. (Kotler & Armstrong, Principle of marketing, 14^th Ed. P-39). Mission of AKCGD is enhancing the value that we deliver to our customer; improving share holder value; providing new and innovative offerings; focused technology and business diversification; consistent quality of product; service excellence at rot level; and being locally and globally competitive.

· Division

Abul Khair Consumer Goods market is divided into seven divisions. They are:

1. Dhaka North Division

2. Dhaka South Division

3. Chittagong Division

4. Sylhet Division

5. Comilla Division

6. Barisal Division

7. Rangpur Division

Abul Khair has 156 regions and 725 territories. (Source: Primary source)

2.5. Product information of AKCGD

2.5.1 Star Ship sweetened condensed milk

Starship pasteurized sweetened condensed milk provide perfect ingredient for tea, coffee and desserts.

Launced: December 25, 1995. SKU: 397 gm, Pcs per carton: 48 pcs

Ingredients: Super quality milk powder, refined cane sugar, purified vegetable fat, lactose and non fat milk solid.

Manufactured under the super vision of: D.Turnkey Dairies, Denmark.

2.5.2 Full Cream Milk Powder

a) Marks full cream milk powder

The ultimate balanced nutrition for your healthy family. It is an ideal drinking milk enriched with all required vitamins and minerals like A, D,B, Zinc, Protein and Calcium.

Launched: 1997

Nutrition: Vitamin A, B, D, Zinc, Protein, Calcium with other 15 Vitamins & 11 Minerals.

SKUs: 2 kg, 1 kg, 500 gm, 400 gm, 250 gm, 200 gm, 100 gm, 75 gm, 25 gm.

Imported: From Australia (from the renowned world class supplier of milk).

a) Marks Active School

Marks active school is a 100% naturally made milk powder which contains pro-bone minerals, immune guards, brain developers and energy booster that helps developing your child’s body and brain.

Launching: October, 2011, SKUs: 400 gm: 24pcs.

Imported: From Australia (From the renowned world class supplier of milk).

b) Starship Full Cream milk powder

Starship Full Cream milk powder is rich and creamy milk powder which is appropriate for making cuds, beverages and desserts.

Launched: March, 1996, SKUs: 2 kg: 6pcs; 1kg: 12pcs; 500 gm: 24pcs; 400 gm: 24pcs; 75 gm: 60pcs; 25 gm: 120pcs;

Imported: From Australia (From the renowned world class milk supplier)

c) AMA full cream milk powder

AMA full cream milk powder is creamy powder milk for commercial use.

Launched: 2010

Manufactured by: Murray Goulburn Co-operative Co. Ltd. (The world class supplier of daily ingredients and retail products for over 60 years) and marketed by Abul Khair Milk Products Ltd.

SKUs: 2kg: 6pcs; 1kg: 12pcs; 500 gm: 24 pcs

2.5.3 Tea (hot beverage)

a) Seylon Supreme

Seylon Gold finest leaf tea is the finest tea leaves collected from the best tea gardens in the country. These are available in three sizes and are specially marketed from commercial use.

SKUs: 1kg: 20pcs; 500 gm: 40pcs; 250 gm: 80 pcs;

b) Seylon Gold

Seylon Gold tea is an extra strong blend (10% extra strong) to give tea connoisseurs (lovers) a perfect refreshment.

Launched: June, 2010

SKUs: 400 gm: 50pcs; 200 gm: 50pcs; 100 gm: 100 pcs; 50 gm: 200pcs; 10 gm: 500pcs;

c) Seylon Dust

Seylon Dust is fine grainy blend of pekoe dust and red dust and is popular in the Northern part of Bangladesh. This kind of dust is an ideal choice for Tea stalls as they are fine particles of tea and when brewed in water, they release bright color and strong aroma very fast.

Launched: January, 2012, SKUs: 500 gm: 40pcs

d) Seylon BOP

Seylon BOP (Broken Orange Pekoe) is a high quality leaf tea. This grade of tea leaf gives a mellow brew that suits these who prefer to take their tea with milk. Seylon BOP tea is good for restaurant and commercial use.

SKU: 500 gm: 40pcs

e) Seylon Churamoni Dust

Seylon Churamoni Dust is the finest particles of tea and is used in tea stalls for instant and very strong liquor.

Launched: July, 2012; SKUs: 500 gm: 40pcs; 250 gm: 80pcs;

f) Seylon Pyramid Tea Bag

Pyramid shape tea is the “first & only” in the Bangladesh. The pyramid shape provides breathing space for the tea leaves to complete open up and for better circulation. Special blend with a unique shape to give you a perfect tea. SKU: 100 gm (40 pieces)

g) Seylon Double Chamber Tea Bag

Apart from its strong and thick liquor no use of stapler pin and no use of adhesive make Seylon Gold Double Chamber Tea Bag more appealing to the tea bag lovers.

SKU: 100 gm (40 pieces)

2.5.4 Cold Beverage

a) Starship Mango Juice

Starship Mango Juice is lived by all for its real taste of mango obtained from pure mango pulp. Launched date December 25, 1995; SKUs: 200ml (48 pcs)

b) Starship Mango Fruity

Starship Mango Fruity, A sip of real mango fruity gives you a healthy and active feeling’

Launched: December 25, 1995; SKUs: 250ml: 48pcs; 125ml: 80pcs

d) Real Fruity

Starship Real Fruity is delicious, healthy and active fruit juice obtain from natural mango pulp; Launched: September, 2011; SKUs: 200ml: 48pcs

e) Starship Chocolate Milk

Starship Chocolate milk, a chocolaty delight with nutrition of milk. Ingredients: Recombined milk, Cocoa Powder, Refined Sugar, Stabilizer, Vitamins. SKUs: 200ml: 48pcs; 125ml: 80pcs

f) Shaad Orange Drink

Shaad Orange Drink is real orangey refreshment.

Launched: December, 1999; SKUs: 170ml: 72pcs.

g) Shaad Litchi Drink

Shaad Litchi Drink a cool drink from yummy juicy litchi

Launched: December 25, 1995; SKUs: 170ml: 72pcs.

2.5.5 Snacks (Chanachur)

a) Shaad Kurmure Bar-B-Q Chanachur

The Bar-B-Q flavored Chanachur is the latest extension in kurmure chanachur line. Its smoky grilled flavor is unique and even more distinctive. Launched: March, 2012;

SKUs: 150gm: 50pcs; 35gm: 200pcs

b) Shaad Kurmure (Fire and Ics) Jhal Chanachur

Kurmure (Fire and Ics) Jhal Chanachur is enhanced by world’s famous Nagarchili. The perfect blend of hottest, crispy taste and hot spices makes Kurmure fire and ice will-liked by everyone. Launched: December 25, 1995; SKUs: 150g: 50pcs; 50g: 100pcs; 25g: 200pcs

c) Shaad Kurmure Classic Chanachur

The favorite blend of nutrition, crispy taste and spices makes kurmure classic chanachur a popular snacks for all age people. It gives you the extra taste with extra nuts.

SKUs: 350g: 40pcs; 150g: 50pcs; 50g: 100pcs; 25g: 200pcs.

d) Shaad Kurmure Dal Bhaja

Kurmure Dal Bhaja is automated machine made with selected local best golden green gram fried in deep oil for keeping its crispy taste. SKUs: 30g: 288pcs per bag.

2.5.6 Candy

March, 2012 AKCGD launched 4 types of candy. They are:

a. Kids Caramel Candy

b. Kids green mango candy

c. Kids milk candy

d. Kids litchi candy.

2.6 Competitor’s Products

Competitor’s products are as follows:

SL.	Own	Competitors
1	Condensed Milk(Starship)	Danish, NO-1, Goalini, Fresh, Quality
2	Marks	Fresh, Dano, Diploma, Today
3	Seylon Tea	Ispahany, Finlay, Swalesh, Fresh
4	Starship Mango Juice	Pran, Acme, Shezan, Danish
5	Snacks (Shad Chanachur)	Bombay, Pran, Ruchi, BD
6	Candy	Pran, Olympic, Danish

Table-2: Own vs. competitors product

Source: Primary sources

Ch-3 Analysis and Findings

3.1. Analysis and Findings

1. Respondents age

Statements	Quantities
15-25	26%
25-35	46%
35-45	22%
45 Above	6%

Table-3: age of respondents

This table shows that 26% respondents age are 15 to 25; 46% respondents age are 25 to 35; 22% respondents age are 35 to 45 and 6% respondents are 45 above.

Graph-1: age of respondents

2. Respondents gender

Statements	Quantities
Male	76%
Female	24%

Table-4: gender of respondents.

This Table shows that 76% respondents are male and 24% respondents are female.

Graph-2: Gender of respondents

3. Respondents occupation :

Occupational Statement	Quantity (%)
Students	20%
Self-employed	16%
Salaried	24%
Professional	26%
Housewife	8%
Retired	6%

Table-5: Occupational statement of respondents.

This table shows that 20% respondents are students; 16% respondents are self-employed; 24% respondents are salaried; 26% respondents are professional; 8% respondents are housewife and 6% respondents are retired.

Graph-3: Occupational statement of respondents.

4. Respondents education:

Educational Statement	Quantity (%)
Under SSC or equivalent	0%
SSC or equivalent	14%
HSC or equivalent	56%
Graduate or equivalent	18%
Post graduate or equivalent	12%

Table-6: Educational statement of respondents.

This table shows that 0% respondents are under SSC or equivalent; 14% respondents are SSC or equivalent; 56% respondents are HSC or equivalent; 18% respondents are graduate or equivalent and 12% respondents are post graduate or equivalent.

Graph-4: Educational statement of respondents.

5. I’m satisfied with the features and benefits of this product

Statements	Quantity (%)
Strongly disagree	6%
Disagree	32%
Neutral	10%
Agree	28%
Strongly agree	24%

Table-7: Satisfaction level of respondents.

This table shows that 6% respondents are strongly disagree; 32% respondents are disagree; 10% respondents are neutral; 28% respondents are agree; and 24% respondents are strongly agree with the features and benefits of this product.

Graph-5: Satisfaction level of respondents.

6. I think the prices of AKCGD products are so high.

Statements	Quantity (%)
Strongly disagree	14%
Disagree	18%
Neutral	14%
Agree	38%
Strongly agree	16%

Table-8: Respondents statement about Product price.

This table shows that 14% respondents are strongly disagree; 18% respondents are disagree; 14% respondents are neutral; 38% respondents are agree; and 16% respondents are strongly agree that the process of AKCGD products are so high.

Graph-6: Respondents statement about Product price.

7. If offered discount, I would be interested in buying this product

Statements	Quantity (%)
Strongly disagree	8%
Disagree	16%
Neutral	12%
Agree	18%
Strongly agree	46%

Table-9: Respondent statement about product discount.

This table shows that 08% respondents are strongly disagree; 16% respondents are disagree; 12% respondents are neutral; 18% respondents are agree; and 46% respondents are strongly agree if company offered discount, they would be interested in buying this product.

Graph-7: Respondent statement about product discount.

8. The sales person was very courteous

Statements	Quantity (%)
Strongly disagree	6%
Disagree	16%
Neutral	16%
Agree	38%
Strongly agree	24%

Table-10: Respondents statement regarding courteousness of sales person.

This table shows that 06% respondents are strongly disagree; 16% respondents are disagree; 16% respondents are neutral; 38% respondents are agree; and 24% respondents are strongly agree that sales person was very courteous.

Graph-8: Respondents statement regarding courteousness of sales person.

9. The sales person was very knowledgeable and understood my needs.

Statements	Quantity (%)
Strongly disagree	12%
Disagree	28%
Neutral	06%
Agree	28%
Strongly agree	26%

Table-11: Knowledge ability and understandability of sales person.

This table shows that 12% respondents are strongly disagree; 28% respondents are disagree; 06% respondents are neutral; 28% respondents are agree; and 26% respondents are strongly agree that sales person was very knowledgeable and understood consumers needs.

Graph-9: Knowledge ability and understandability of sales person.

10. Personal selling is better than advertising

Statements	Quantity (%)
Strongly disagree	14%
Disagree	16%
Neutral	10%
Agree	26%
Strongly agree	34%

Table-12: Personal selling vs. advertising.

This table shows that 14% respondents are strongly disagree; 16% respondents are disagree; 10% respondents are neutral; 26% respondents are agree; and 34% respondents are strongly agree that personal selling is better than advertising.

Graph-10: Personal selling vs. advertising.

11. I’m likely to recommend this product to people I know.

Statements	Quantity (%)
Strongly disagree	06%
Disagree	24%
Neutral	08%
Agree	20%
Strongly agree	42%

Table-13: Recommendation of this product to others

This table shows that 06% respondents are strongly disagree; 24% respondents are disagree; 08% respondents are neutral; 20% respondents are agree; and 42% respondents are strongly agree that they will likely to recommend this product to people they know.

Graph-11: Recommendation of this product to others

12. After Sales Service is important

Statements	Quantity (%)
Strongly disagree	02%
Disagree	10%
Neutral	06%
Agree	22%
Strongly agree	60%

Table-14: Important of after sales service.

Graph-12: Important of after sales service.

13. AKCGD has strong brand image

Statements	Quantity (%)
Strongly disagree	10%
Disagree	18%
Neutral	10%
Agree	28%
Strongly agree	34%

Table-16: Brand image of AKCGD.

This table shows that 10% respondents are strongly disagree; 18% respondents are disagree; 10% respondents are neutral; 28% respondents are agree; and 34% respondents are strongly agree that AKCGD has strong brand image

Graph-13: Brand image of AKCGD.

14. Product is available in the market

Statements	Quantity (%)
Strongly disagree	04%
Disagree	08%
Neutral	08%
Agree	26%
Strongly agree	54%

Table-17: Product availability in the market.

This table shows that 04% respondents are strongly disagree; 08% respondents are disagree; 08% respondents are neutral; 26% respondents are agree; and 54% respondents are strongly agree that they will likely to recommend this product to people they know.

Graph-14: Product availability in the market.

Ch-4: Recommendation and Conclusion

4.1. Recommendation

Among the fast moving consumer goods company AKCGD is one of the prominent native company which has several product line and many more come in future. So in term of consumer perception and positioning they should make in mind the following recommendation–

Research on the characteristics of effective salespeople indicates that many different personality types can be successful in sales. However, successful salespeople do share some common characteristics. They are highly motivated, dependable, ethical, knowledgeable, good communicators, flexible, creative, confident, and emotionally intelligent.

AKCGD in Laksam needs to increase the efficiency of Consumer Contact in a more planned way.
In the weak belts in respect of less volume share AKCGD can increase the Market Share by improving the Consumer Contact with the help of Competent Workforce.
AKCGD needs more improvement in Merchandising Maintenance System.
TSO is always under pressure due to High Target Achievement, managing the Distributor issues as well supervising the SR.
Sales force should be more trained up and proactive to capture the market.
Product availability should be maintained by the company.
Production should be as per demand of the customer.
It is recommended that certain promotional activities to be undertaken in order to effective the program like face to face discussion, free samples, incentives providing etc.
It is recommended that AKCGD should arrange for training program of all the employee, sales personnel and executives.
The concerned sales & marketing executive should occasionally visit the remote markets to encourage the SR.
As a big Target Market, AKCGD is ignoring the Rural Areas in Area of TSO, which should be considered.
Sales Representatives and TSO are the earning hand of any Organization. But there is no provident fund for TSO and SR as well as the percentage of the commissions or salary of Salesmen is less.
Authority should pay more attention on promotional tools.
Authority should adopt performance appraisal system.
Product quality should be sustainable.
AKCGD can implement product to product offer. For example, if consumer buys five kg tea he will get 1pcs condensed milk.
For distributor AKCGD can offer half yearly or yearly incentive if they achieve their target.
AKCGD should increase budget for advertising.
AKCGD has 6 types of product and 69 SKU (stock keeping unit) one SR is not able to call or make or all SKU daily. So, Product line can be divided by two categories. Such as, Condensed milk; Powder milk and Tea are one category and Snacks; Beverage and Candy are other categories.
Call productivity (CPT) and line per call (LPC) should be increased.
AKCGD should collect monthly nil memos then immediately lifting product of nil memo outlet.
Implement school base program
Hire celebrity and popular player as a brand ambassador.
Sponsor to the various types of national program. Such as, independent day.

4.2. CONCLUSION

We should study marketing strategy because we all use marketing strategy to achieve our target. If we want to work in business, we need to know about environment, market competitive, market segmentation and business factors affecting the corporation and its business units, identifying market weakness and opportunities as well as threats, anticipating potential trends in business. We should make a strong marketing mix which is the combination product, price, promotion and distribution, so that we can create value for the customer, make profitable customer relationship to captures value from customer in return. Advertising can increase sales of company because potential customers are informed and actual customers are awarded about the product. Advertising also helpful for a distributor to increase sales and achieve their target. Knowledge able and courteous salespeople is curtail for a company. Salespeople engage in a wide range of activities, including providing information on products and services to customers and employees within their firms. Most of us are not aware of many of these activities because the salespeople meet most frequently work in retail stores. However, the most exciting, rewarding and challenging sales positions involve building partnerships: long-term, win–win relationships with customers. The specific duties and responsibilities of salespeople depend on the type of selling position. However, most salespeople engage in various tasks in addition to influencing customers. These tasks include managing customer relations, serving as the account team manager for their firm, managing the relationships with vendor and channel members, and providing information to their firm. After conducting this assignment successfully I found that AKCGD of Bangladesh can be able to create a significant position to our economy and try to boost up the economy of Bangladesh. In conclusion I can strongly predict that AKCGD contains a great future ahead of it.

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http://www.abulkhaircgd.com/index.php

http://en.wikipedia.org/wiki/Abul_Khair_Group

www.answers.com

www.bangladeshyellowpages.com

http://www.businessdictionary.com/definition/vision-statement.html#ixzz3BhKLIm8m

Appendices

Questionnaire

The objective of this survey is to collect tangible information about the marketing strategies of AKCGD. Please let us know your spontaneous response to the question. All information provided by you will be kept confidential and we will be used purely for the academic purpose. Please give your unbiased & frank opinion.

Example of how to complete this questionnaire:

If you male: Gender: M ⃝ F

Section A- Personal Details

1. Age: ⃝ 15-25 ⃝ 25-35 ⃝ 35-45 ⃝ 45 Above

2. Gender: ⃝ M ⃝ F

3. Occupation:

⃝ Students ⃝ Self-employed ⃝ Salaried

⃝ Professional ⃝ Housewife ⃝ Retired

4. Education:

⃝ Under SSC or equivalent ⃝ SSC or equivalent

⃝ HSC or equivalent ⃝ Graduate or SSC or equivalent

⃝ Post graduate or SSC or equivalent

Section B- Organization Related Information
To what extent do you agree with each of the following statements? Please indicate answer using the following 5-point scale where: 1 = Strongly disagree, 2 = Disagree, 3 = Neutral, 4 = Agree, 5 = Strongly Agree
SL.	Statements	1	2	3	4	5
5	I’m satisfied with the features and benefits of this product.	⃝	⃝	⃝	⃝	⃝
6	I think the prices of AKCGD products are so high.	⃝	⃝	⃝	⃝	⃝
7	If offered discount, I would be interested in buying this product	⃝	⃝	⃝	⃝	⃝
8	The sales person was very courteous	⃝	⃝	⃝	⃝	⃝
9	The sales person was very knowledgeable and understood my needs.	⃝	⃝	⃝	⃝	⃝
10	Personal selling is better than advertising	⃝	⃝	⃝	⃝	⃝
11	I’m likely to recommend this product to people I know.	⃝	⃝	⃝	⃝	⃝
12	After Sales Service is important	⃝	⃝	⃝	⃝	⃝
13	AKCGD has strong brand image	⃝	⃝	⃝	⃝	⃝
14	Product is available in the market	⃝	⃝	⃝	⃝	⃝

Thank you very much for taking the time to complete this survey. Your feedback is valued and very much appreciated.

Free Download Management, 8th Edition by Ricky W. Griffin

2015-02-03T14:19:00.000+06:00

Management, 8th Edition by Ricky W. Griffin Texas A&M University

2005 Indian Adaptation

ABOUT

Introduce today's students to management and highlight the power of innovation in the workplace with Griffin's MANAGEMENT, 08E. This dynamic book, known for its cutting edge research and memorable examples, takes a functional approach to the process of management with a focus on active planning, leading, organizing and controlling.

This book's exceptionally reader-friendly approach examines today's emerging management topics, from the impact of technology and importance of a green business environment to ethical challenges and the need to adapt in changing times. This latest edition builds on proven success to help your students strengthen their management skills with an effective balance of theory and practice. Numerous new and popular cases and learning features highlight the challenges facing today's managers. Hundreds of well-researched contemporary examples, from the large Wegmans to the innovative Snopes.com, vividly demonstrate the importance of strong management to any type of organization. Leading Aplia™ online student engagement tools and CengageNOW for MANAGEMENT course solutions provide integrated multimedia resources to draw students into your course and further ensure interaction and comprehension. CourseMate online resources and a complete eBook offer additional concept support to help you prepare your students for management and business career success.

Part I: AN INTRODUCTION TO MANAGEMENT.
1: Managing and the Manager's Job.
2: Traditional and Contemporary Issues and Challenges.
Part II: THE ENVIRONMENTAL CONTEXT OF MANAGEMENT.
3: The Environment and Culture of Organizations.
4: The Ethical and Social Environment.
5: The Global Environment.
6: The Multicultural Environment.
Part III: PLANNING AND DECISION MAKING.
7: Basic Elements of Planning and Decision Making.
8: Managing Strategy and Strategic Planning.
9: Managing Decision Making and Problem Solving.
10: Managing New Venture Formation and Entrepreneurship.
Part IV: THE ORGANIZING PROCESS.
11: Basic Elements of Organizing.
12: Managing Organization Design.
13: Managing Organization Change and Innovation.
14: Managing Human Resources in Organizations.
Part V: THE LEADING PROCESS.
15: Basic Elements Of Individual Behavior in Organizations.
16: Managing Employee Motivation and Performance.
17: Managing Leadership and Influence Processes.
18: Managing Interpersonal Relations and Communication.
19: Managing Work Groups and Teams.
Part VI: THE CONTROLLING PROCESS.
20: Basic Elements of Control.
21: Managing Operations, Quality, and Productivity.
22: Managing Information and Information Technology.

Part VII: INDIAN SUPPLEMENT.

23 Contemporary Skills & Practices in Management.

24 Learning from Indian Sources.

About the Author

Ricky W. Griffin

Ricky W. Griffin serves as distinguished professor and Blocker Chair in Business at Texas A&M. He received his Ph.D. in organizational behavior from the University of Houston. He has served as editor of the Journal of Management and as an officer in the Southwest Regional Division of the Academy of Management, the Southern Management Association, and the Research Methods Division and the Organizational Behavior Division of the Academy of Management. Dr. Griffin spent three years on the faculty at the University of Missouri (Columbia) before moving to Texas A&M University in 1981. His research interests include workplace violence, employee health and well-being in the workplace, and workplace culture. A well-respected author recognized for his organizational behavior and management research, Dr. Griffin has written many successful textbooks, including: Management, Organizational Behavior, HR, Management Skills, Introduction to Business, and International Business.

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How to Motivate People By Patrick Forsyth

2015-01-08T12:39:00.000+06:00

How to Motivate People

Learn the Key Skills; Get the Best Results; Develop, Appraise, Empower (Sunday Times Creating Success

By Patrick Forsyth

This reviews a key management task and sets out the principles of motivating staff to maximize performance, stimulate enthusiasm and achieve results.

Staff are ever more demanding of their employers. They want to be consulted, appreciated and, more importantly, they want to enjoy their work. When staff are content they perform well, when they are motivated they perform even better.

Managers are under increasing pressure to get results and their competence is judged on the combined performance of their whole team.

How to Motivate People shows you how to inspire individuals or teams to develop. It clarifies the underlying principles for motivating staff to get results and maximize performance and sets out clear guidelines on how to reduce negativity; boost positive feelings; foster enthusiasm and involvement and focus effort on key issues.

Motivation can easily be neglected (have you said “Well done” sufficiently often lately?) but can bring rapid, tangible improvement to performance.

Product Details

Series: Sunday Times Creating Success (Book 30)
Paperback: 144 pages
Publisher: Kogan Page; Second Edition edition (April 1, 2010)
Language: English
ISBN-10: 0749459999
ISBN-13: 978-0749459994

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An Article About The Leadership Question

2014-11-18T14:04:00.001+06:00

The leadership question

Nasim Firdaus

Leaders are born or not…?

The fact that this discussion continues into the 21st century, with researchers still trying to figure out the right answer about who can be leaders and how, it reminds us of the need for mankind to explain why some people are considered to be leaders and others not. Why some can lead and some cannot. Why some people think they are leaders while others think they are not. Some scientists have tried to prove that it is all about genetics. Some behavioural scientists have disagreed.

Nonetheless, the new research re-confirms what mankind has known all along, that is, man is born equal albeit with unique qualities and that nurturing these qualities properly or improperly can make the person a great human being or a scoundrel. In the same vein, nurturing the leadership qualities that one might possess can give us great leaders or average ones, depending on the environment that permeates his or her being.

The leadership connection
Leadership is about connection. When a person is able to connect, motivate and influence people he or she is generally accepted as a leader. If the leader thinks he is a leader and the followers think he or she is a leader then the person is indeed a leader.

It is thus irrelevant whether he was born into a family with a lineage of great leaders or not. What matters is his ability to lead through connection, motivation and influence. Amazingly, some leaders connect and then throw it all away by forgetting that their claim to leadership lies in the eyes of the beholder, the reins of which remain in the hands of their constituents.

Leadership is also about power and authority. Ability to use the power and authority — whether given or obtained through democratic or undemocratic means makes a leader too. The democratic leader is one who is inclusive and connects with as many people as he can. The autocratic leader is one who imposes on as many people as he can without connecting with anyone. In between there remains a wide array of leadership styles which vary on the level and stage of leadership.

Gaining trust in leadership
One important factor that comes to the fore in the political leadership question is whether the leader is trusted, can be trusted on every aspect of governance, and whether the leader is genuine in his leadership qualities. In these days of abundant forgery and deceit it is difficult to find leaders who are truly trustworthy of the people’s trust and can be considered as genuinely good leaders.

Integrity, vision and courage are great qualities that need to combine to make trusted leaders. The mistrust that surrounds political leadership is increasingly becoming a worldwide phenomenon that brings fear to the soul of citizens who are in desperate need of trusted, visionary and courageous leaders. Leaders like Sher e Bangla Fazlul Huq, Hussein Shaheed Sharwardy, Mowlana Bhashani and Sheikh Mujibur Rahman are rare to come by these days. None of the above men were born into families that had produced great leaders before them.

These men can therefore be considered leaders who were led by their environment to take up the mantle of leadership by choice or circumstance, irrespective of the possibility of having the right genes.Bangladesh has not since seen a leader who emerged because of the circumstances or for that matter for genetic reasons. A nation, as big as Bangladesh, needs leaders with more to give than take. Political leadership is not only about winning elections; it is about working for the future. It is about leading a nation out of poverty and despair to stability and hope.

Honesty and compassion are qualities that may or may not be entirely genetic but certainly an acquired skill. When families teach their children to be honest in their everyday life one of the most important qualities of leadership is ingrained in their mind and character. It is said that a lie when oft repeated becomes the truth. To carry forward the same logic a truth when oft repeated becomes the hard truth. In this case honesty becomes the truth – an important environmental element for leadership. With honesty comes compassion. Leaders must have compassion for humanity. Burning and looting, destruction and mayhem, hurting others without cause or any fault of theirs, do not fall under compassion by any stretch of imagination.

Star Archive

Becoming the Visionary
Thinking about posterity is a visionary’s gift to the nation. It needs courage to think big, to think wide, to think far beyond the horizon, and be all encompassing in their thoughts, plans and actions. Thoughts need to be converted into great plans — not average plans; plans need to be executed with definitive and positive actions — not negative reactions. More important however is the need to translate the vision into action before it is is consumed by termites. No dream can be brought to fruition by one man or one woman alone; it has to be a combined effort of planners and executers. Bureaucrats in Bangladesh were once the executers of plans dreamt by our great leaders. Sadly that has changed dramatically as politics, in its twisted motivation to lead, has created sycophants who need extra powered lens to see the wrongs they are committing.

The chemistry of circumstances
On the eve of Barrack Obama’s first inauguration the great columnist MJ Akbar wrote “the genius of any minority is wasted without the chemistry of circumstances…” Bangladesh has had the chemistry of circumstances many times over yet the minorities of honest and dedicated leaders have not come to the fore yet that can make a difference. Amongst them are the dedicated women of Bangladesh who have a great deal of fortitude but little environmental circumstances to emerge as leaders. MJ Akber also wrote “individual genius combined with social engineering…”.caused leaders to emerge.

Women Leaders
Men and women have definite difference in leadership styles. For one, they do not look alike so they are genetically different. More importantly, as a minority in power but not in numbers, generally women do not have the circumstances that can make them great leaders. Who knows if a few of the nearly eighty million Bangladeshi women will emerge as great leaders or not if ‘the chemistry of circumstances’ is provided to them at the right time and the right way?

As the 2008 elections were nearing Bangladeshi women were trying hard to get more of their numbers in the parliament. The logic behind this loud cry was that once there is a recognisable presence in the parliament women will be bringing forth the desired change in policies that are of interest to women by making their voices heard. Under the leadership of an independent election commission this demand featured in the talks for party registration with political parties. Political party negotiations, mostly led by men, however, denied women that half hearted approach of the election commission putting off the clause of having 33 percent of all positions in political hierarchies allocated to women as a pre-requisite for party registration. This was put on the back burner until 2020 under the pretext that “there were not enough women who were capable” to run for office. Interestingly, on this one issue of getting more women on board, both secular and religious based political leaders saw eye to eye perfectly. There was not a blink!

Social engineering in favour of women
Women of Bangladesh have and continue to contribute a great deal in all aspects — socially, economically and indeed politically. Yet, they continue to have limited opportunities. When Bongobondhu had mentioned in one of his numerous policy statements that investing in education has to be increased if the country wants to make progress he surely did not leave out his daughters from the equation.

Providing educational opportunities to girls and women is a part of that social engineering. So is the opportunity to receive training. Determination of who should get the benefit of social engineering for leadership will of course be influenced by certain factors such as the ability to command with an acceptable presence, an intellect that is above average, or the physique that is acceptable.

When the genetic factors appear right and acceptable, at least prima facie, then social engineering efforts can be expected to yield good results. Social engineering must therefore be done for groups that are disadvantaged and lagging behind but have the possibility of emerging as leaders in their own right and in the right context. Not everyone can be trained to become leaders. Limitations of certain kinds will have to be acknowledged. Gender cannot, however, become a limitation.

BDAWL leadership academy
On November 11 2008 the Bangladesh Alliance for Women Leadership (BDAWL) was launched. BDAWL began its work as a catalyst. Its slogan “Participate, Train and Lead” and its motto “Together We Win” became the mantra for Bangladeshi women who are aspiring to be the new generation leaders. Women were urged to seek out leadership positions in political parties, government and non-governmental organisations. BDAWL’s declared vision is to have a more egalitarian society where women and men can play equally important roles in taking the country forward. Its mission is thus to train and build capacity and leadership skills in women. The goal is to reach 33 percent of leadership positions by 2015 and 50 percent by 2021.

In 2009, following the general elections, BDAWL began work on providing that missing link to women who were interested in training and honing their skills for better leadership opportunities. One of the earliest works that BDAWL did, in association with others, was holding a four day orientation program for women parliamentarians who had just been seated in the 9th parliament. It was an enriching experience for both women parliamentarians and the civil society in building a bridge that has truly gone from strength to strength over the years. Since then BDAWL has held workshops and training sessions for women elected leaders at various levels an in various stages to give them the opportunity to train their own minds, build self confidence, develop the skills required to lead in a forum heavily outnumbered by men, discuss policy issues, and to suggest and advocate actions in favour of a more egalitarian society.

Star Archive

Finally, the opportunity for BDAWL arrived to seek out its own cherished goal of beginning a leadership academy for women. In 2010 work began on designing the academy and its curriculum where more than thirty great men and women brain stormed to give the best opportunity to elected and aspiring women leaders to “participate, train and lead”. Amongst them were university professors, political party leaders, civil society and NGO activists, representatives of think tanks, media including the Daily Star, and of course, devoted BDAWL members. From there emerged a core group that supports and guides the activities of the academy to this day. Today, BDAWL has four active leadership academies for Chittagong, Khulna, Rajshahi and Dhaka divisions where each session has thirty women getting intensive training on leadership in phases.

In Phase One trainees learn skills in effective leadership and decision making, debate, negotiation and conflict management, effective communication skills, and, most importantly, developing self confidence.In Phase Two a higher level of courses are given on specific policy issues as well as on time management, stress and life management skills, public policy etc.

In Phase Three, women who have done the trainings in phase one and two move on to develop practical skills so that they in turn can train other women at the constituency, community or village level. Many of the BDAWL Leadership Academy “Champions” have already begun using skills learned at the academy to train women at their level in their own areas of influence. This is one of the great achievements of BDAWL.

BDAWL Women Leaders Club
The success of the “empowering women” strategy of BDAWL led to its participants forming their own club. Today, there are three active Women Leaders Clubs where BDAWL leadership academy participants meet, discuss their own problems and prospects as women, identify issues that affect the nation negatively, and are working on raising awareness and advocacy to remove the impediments that stand in their way of empowerment. They are an inclusive group where other women who have been trained in similar programs by other agents of change are welcome to join. The Club provides participants with a non partisan forum where women can discuss matters of national interest outside of partisan politics. “Together We Win” remains at the forefront of all activities. BDAWL assists them with technical know-how in an advisory role. It also helps them network across divisions by bringing them together and helping them to see that they are not alone in their struggle.

AFP

Who’s Who: Bangladeshi Women Leaders
One of the key BDAWL activities is to raise the profile of accomplished women of Bangladesh through its signature publication of the Who’s Who series – a compendium of women who contribute to this countries progress and prosperity. It is by no means a comprehensive directory but only a small attempt to showcase the achievements of Bangladeshi women.

As the BDAWL Women network grows, BDAWL’s web expands. Soon their voices will be heard deep and wide, not indecently loud.

The writer is a former Ambassador and Secretary and can be reached at
ed.bdawl@yahoo.com

Collected From Thedailystar

Gruber's Complete SAT Math Workbook

2014-11-13T20:05:00.000+06:00

Gruber's Complete SAT Math Workbook by Gary R. Gruber

What This Book Contains

Part I—Introduction

Part II—The 101 Most Important Math Questions You Need to Know How to Solve.

Part III—Mini Math Refresher. The purpose of this section is to present the student with a “bird’s eye” view of the minimum math rules and concepts needed for the SAT. Each rule or concept is keyed to the math instructional material in the book, so if the student wants a more comprehensive review, the math instructional part of the book can be used.

Part IV—Diagnostic Tests and Instructional Material. Here we have presented diagnostic tests in each area of math encountered on the SAT. You may take these tests to assess your strengths and weaknesses. The diagnostic tests are keyed to specific math instructional material. By referring to the instructional material, you can correct and strengthen your math weaknesses in each math area.

Part V—Complete Time-Saving Strategies and Shortcuts. This section includes powerful strategies and shortcuts which you can use on your SAT. The methods employed in this section have been constructed and
thoroughly field-tested in such a fashion to cater to individual needs and problems in the SAT math areas. Each technique and shortcut is illustrated with examples that are very similar to the examples found on the most current SATs.

Part VI—Two SAT Math Practice Tests (with explanatory answers). Here, two SAT simulated tests are closely patterned after the actual SAT math tests. There are complete explanatory solutions to each of the problems.

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Prospects and Challenges of Studying in Canada

2014-11-13T19:29:00.000+06:00

Canada is among the preferred destinations for Bangladeshi students to pursue higher studies. Every year a good number of boys and girls get admission in various universities across Canada. There are some highly professional agencies in Bangladesh that are offering the required services to students in their search

for the right kind of institute, in providing required information concerning various courses being offered, faculty strength, tuition fees, other charges, library facilities, dorm charges, availability of part time job etc. They also help students in filling up the admission forms and processing their visa so that they do not lose even a day. In our quest to find one reliable agency we hit upon CUAC and collected some vital information from the authorities. We share some of the information with our valued readers.

“Even today where one can find virtually anything by a simple keystroke, mouse click and or touch pad - the lack of knowledge about studying in Canada among Bangladeshis is staggering. Of course it's not that Bangladeshi students, parents and teachers have any more real insight into institutions in the US, UK and Australia - but Canada really stands apart as misunderstood among study abroad options.

It may be said that few know that virtually all Canadian universities are public. Unlike the US, private education (and medicine) is mostly a foreign concept in Canada. So all those Canadian universities one may have heard of, including the most popular names in Bangladesh - Toronto, McGill, Alberta, Saint Mary's - are all public institutions. Unlike the USA which has almost 5,000 universities and colleges, Canada only has about 75 universities - a very small number for a country of 35 million people. Then again, many Canadian universities are among the larger campuses in the world and are home to tens of thousands of students.

With Canadian universities being public, few in number and supported by a very rich country, they are almost all of extremely high academic quality and world-class standard. This is probably the biggest misconception about Canada among Bangladeshi students. For a bachelor degree, it does not matter which public university one studies at in Canada. Canadians do not write entrance exams to attend their own undergraduate/bachelor degree programs. Most Canadians simply attend the university (or college) where they live. Unlike in Bangladesh where the difference of which campus one goes to, can broadcast one's own socio-economic status, Canadian universities have similar tuition fees for all Canadians, and are attended by Canadians of all economic classes. Again, this is dramatically different from the United States, which has some of the most expensive private (and public) universities in the world, and generally for those going to a prominent US university they are bright students, and in most cases they are also rich.

Thus for the cost, the reward of doing one's bachelor degree in Canada are excellent. It means a terrific education, and commonly not as expensive as similar quality options in the USA, UK and Australia. Anyone finishing a bachelor degree in Canada leads directly to an official three-year work permit, then status as a Canadian permanent resident, and eventually a citizen.

The challenge however, is that for admission to most Canadian universities (not all), one should be a very good student. For example - for engineering hopefuls to Canada - Canadian universities only offer absolute world-class degrees. It's not like Bangladesh, where the few very best go to BUET and the rest must settle for much less. Thus for the vast majority of Bangladeshis who are dreaming of a Canadian university degree, the fact is, one needs to be a very good student, whether in a Bangladeshi or foreign curriculum.

However, another key aspect of Canadian education is that for those who are not suited for a university, Canada has a very large college sector, which is fundamentally different from universities. In Canada, colleges offer diplomas (with some exceptions where certificates and degrees are awarded) which focus on applied and practical education to prepare students more directly for working careers. For example in hospitality, many technical areas, basic business skills, etc - it's Canadian "community colleges" which service this area. Again, what's misunderstood in Bangladesh, is that it's a Canadian college diploma which best suits the majority of Bangladeshi students. The challenge however, is that obtaining a student visa for a college diploma is more difficult because this pathway to Canada is often abused by those who see it as an easy route to enter Canada without any real intention to study.

What about the myriad of Bangladeshis who already hold a degree from their own country? Is Canada an option for further study? Š for a Masters?

Again -it's yet another misunderstanding about Canadian universities. Given that Canada's public university sector is of top quality, it serves to reason that its post-graduate/masters degrees would be of a very high standard. This is indeed the truth and it's fabulous news for the top Bangladeshi bachelor degree holders. Canada offers tremendous avenues for advanced study, research and careers in Canada. The best and brightest grads in Bangladesh may avail themselves of Masters degree opportunities which will even fund most of their costs in exchange for research and teaching assistantships. But for the average and good student (and the reality if most students are not exceptional), then a Masters degree in Canada is not a realistic option with the one exception of the few course-based Masters which will entertain students who are merely 'good' but not great.

So when it comes to the biggest global market for study abroad - pursuing post-graduate education - Canada is actually not a major destination. Not because Canada is not interested and welcoming, but because in the main, it's a destination for only the top students who are fewer in number.

For those seeking quality at a relatively affordable cost, and all in a country where peace, prospects and potential are all in abundance - Canada is an exceptional option. For serious and sincere students, at a minimum, it should be a consideration.

Written with information provided by Mr. Mel Broitman, the Managing Director of the Canadian University Application Centre. He can be reached by writing to dhaka@canada123.org)

Collected from Thedailystar

Services Marketing: Concepts, Strategies, & Cases, 4th Edition by Hoffman

2014-11-09T15:02:00.001+06:00

Services Marketing: Concepts, Strategies, & Cases, 4th Edition

K. Douglas Hoffman Colorado State University
John E.G. Bateson
ISBN-10: 1439039399
ISBN-13: 9781439039397
480 Pages Hardcover
Previous Editions: 2006, 2002, 1997

Overview

Hoffman and Bateson's SERVICES MARKETING: CONCEPTS, STRATEGIES, AND CASES examines the use of services marketing as a competitive tool from a uniquely broad perspective. The text explores services marketing not only as an essential focus for service firms, but also as a source of competitive advantage for companies that market tangible products. As a result, real-world examples throughout the text feature a wide array of businesses representing a variety of industries both within and beyond the nine service economy supersectors: education and health services, financial activities, government, information, leisure and hospitality, professional and business services, transportation and utilities, wholesale and retail trade, and "other services." The Fourth Edition of this proven text draws on cutting-edge data to cover important current issues such as business-to-business services, technology, and the global market, giving students valuable insights and skills to help them succeed in today's business environment. The text also maintains its popular, reader-friendly style and the streamlined structure that makes it perfect for courses of all types within both semester and quarter schedules.

Features/Benefits

Ten review questions follow each chapter to help students revisit key concepts, reinforce their understanding and application of the chapter content, and prepare for class assignments and exams. Answers to the review questions are provided in the Instructor's Manual.
Each chapter concludes with a brief, engaging, and informative case that further illustrates and extends the concepts developed in the chapter by exploring their relevance to real-world companies and industries. Additional material on the end-of-chapter cases is provided in the Instructor’s Manual.
Key terms within each chapter are highlighted in the text and defined in the adjacent margin, while a glossary at the end of the chapter collects all terms and definitions in a convenient list for easy review and reference.
Every chapter opens with a managerially oriented, thought-provoking quote that pertains to chapter content and sets an immediate practical tone. Examples include "Washrooms will always tell if your company cares about its customers," and "The bitterness of poor quality is remembered long after the sweetness of low price has faded from memory."

What's New

The Fourth Edition features significant updates and revisions to every chapter to deliver the latest in services marketing concepts and practices, including updated coverage of topics such as managing employees, managing service customers, implementing service recovery programs, understanding service supersectors and ethical considerations, and creating a world-class service culture.
A new boxed feature dedicated to Sustainability & Services in Action, included in every chapter, addresses sustainable services marketing practices across a variety of global industries, making this groundbreaking services marketing text one of the first to incorporate sustainability as a key emphasis from start to finish. Topics include LEED Rating systems, the cost of going green, TerraPass, TreeHugger, consumer motivations to recycle, the triple-bottom-line, and more.
Each chapter opens with a new vignette that spotlights service issues in real companies, using compelling real-life situations to draw in readers and set the stage for chapter topics. Featured companies include NetFlix, Ticketmaster, Frontier Airlines, Vail Resorts, Harrah's, Google, Geico, "Dinner in the Sky," and RateMyProfessor.com
Unique to this market, Hoffman and Bateson have created a YouTube Video Library with links to more than 50 videos illustrating key service concepts that are cross-referenced by chapter. The library includes both humorous and serious videos selected for their potential to bring services marketing practices alive in the classroom and create a more interactive atmosphere for learning.
New "in Action" boxed features on E-Services, Global Services, and Sustainability & Services effectively integrate considerations of technology and the Internet, the global market, sustainability, and ethics throughout the text as a complement to comprehensive coverage of the latest services marketing concepts and practices.

Table of Contents

Part I: AN OVERVIEW OF SERVICES MARKETING.
1. An Introduction to Services.
2. The Service Sector: Supersectors and Ethical Considerations.
3. Fundamental Differences between Goods and Services.
4. Services Consumer Behavior.
Part II: SERVICE STRATEGY: MANAGING THE SERVICE EXPERIENCE.
5. The Service Delivery Process.
6. The Pricing of Services.
7. Developing the Service Communication Strategy.
8. Managing the Firm’s Physical Evidence.
9. People as Strategy: Managing Service Employees.
10. People as Strategy: Managing Service Consumers.
Part III: ASSESSING AND IMPROVING SERVICE DELIVERY.
11. Defining and Measuring Customer Satisfaction.
12. Defining and Measuring Service Quality.
13. Complaint & Service Recovery Management.
14. Customer Loyalty & Retention.
15. Putting the Pieces together: Creating a World Class Service Culture.

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Free Download Foundations of GMAT Math, 5th Edition

2014-11-08T21:03:00.003+06:00

Foundations of GMAT Math, 5th Edition (Manhattan GMAT Preparation Guide: Foundations of Math)

Builds Core Skills in Algebra, Arithmetic, Geometry, & More Strengthens Comprehension of GMAT Math Principles 700+ Practice Problems with Step-by-Step Explanations Includes Online Bonus Questions.

Description

Manhattan GMAT's Foundations of Math book (520 pages) provides a refresher of the basic math concepts tested on the GMAT. Designed to be user-friendly for all students, this book provides easy-to-follow explanations of fundamental math concepts and step-by-step application of these concepts to example problems.

Arithmetic
Divisibility
Exponents & Roots
Fractions
Fractions, Decimals, Percents, & Ratios
Equations
Quadratic Equations
Beyond Equations: Inequalities & Absolute Value
Word Problems
Geometry

Product Details

Paperback: 520 pages
Publisher: Manhattan Prep Publishing; 5th edition (November 15, 2011)
Language: English
ISBN-10: 1935707590
ISBN-13: 978-1935707592

About the Author

In the last decade, Manhattan GMAT has grown from a single, dedicated tutor to a major test prep company with locations across the country and internationally. Our philosophy is simple: We aim to help students achieve their goals by providing the best curriculum and the highest-quality instructors in the industry. Manhattan GMAT hires fewer than 1 in 10 qualified applicants for its teaching positions, ensuring every instructor has years of experience and a 99th percentile score. So you can trust our books are developed by the very best.

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Free Download English Synonyms and Antonyms by James Champlin Fernald

2014-11-06T13:04:00.000+06:00

English Synonyms and Antonyms

With Notes on the Correct Use of Prepositions

Author : JAMES C. FERNALD, L.H.D.

English Synonyms and Antonyms With Notes on the Correct Use of Prepositions Author: James Champlin Fernald Release Date: May 21, 2009 [EBook #28900] Language: English English Synonyms and Antonyms is basically a vocabulary builder that students might use as they prepare for entrance or exit exams.

Each entry gives a list of synonyms, followed by a paragraph that briefly explains or exemplifies the subtle distinctions between the listed words. The entries sometimes close with a few words on the prepositions that follow selected synonyms, but more often with a list of antonyms.

By "synonyms" we usually understand words that coincide or nearly coincide in some part of their meaning, and may hence within certain limits be used interchangeably, while outside of those limits they may differ vary greatly in meaning and use. It is the office of a work on synonyms to point out these correspondences and differences, that language may have the flexibility that comes from freedom of selection within the common limits, with the perspicuity and precision that result from exact choice of the fittest words to express each shade of meaning outside of the common limits.

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Free Download Oxford Guide to English Grammar

2014-11-06T12:29:00.000+06:00

Oxford Guide to English Grammar by John Eastwood

Product Details

Paperback: 446 pages

Publisher: Oxford University Press; 1St Edition edition (September 8, 1994)

Language: English

ISBN-10: 0194313514

ISBN-13: 978-0194313513

Format : PDF

Description

The Oxford Guide to English Grammar is a systematic account of grammatical forms and the way they are used in standard British English today. The emphasis is on meanings and how they govern the choice of grammatical pattern.

The book is thorough in its coverage but pays most attention to points that are of importance to intermediate and advanced learners of English, and to their teachers. It will be found equally suitable for quick reference to details and for the more leisured study of broad grammar topics. A useful feature of the book is the inclusion of example texts and conversations, many of them authentic, to show how grammar is used in connected writing and in speech.

Language changes all the time. Even though grammar changes more slowly than vocabulary, it is not a set of unalterable rules. There are sometimes disagreements
about what is correct English and what is incorrect. 'Incorrect' grammar is often used in informal speech. Does that make it acceptable? Where there is a difference between common usage and opinions about correctness, I have pointed this out.This information is important for learners. In some situations it may be safer for them to use the form which is traditionally seen as correct. The use of a correct form in an unsuitable context, however, can interfere with understanding just as much as a mistake. To help learners to use language which is appropriate for a given occasion, I have frequently marked usages as formal, informal, literary and so on.

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Free Download Critical Thinking, 9th Edition by Moore and Parker

2014-11-06T11:58:00.000+06:00

Critical Thinking, 9th Edition

978-0-07-338667-6

ISBN-13: 9780073386676

Author(s): Moore, Brooke Noel; Parker, Richard

Additional product details

eText:

ISBN-13 9780077285289, ISBN-10 007728528X

Print:

ISBN-10 0-07-338667-7, ISBN-13 978-0-07-338667-6

Author(s): Moore, Brooke Noel; Parker, Richard

Publisher: McGraw-Hill Higher Education

Description

More than any other textbook, Moore and Parker's Critical Thinking has defined the structure and content of the critical thinking course at colleges and universities across the country--and has done so with a witty writing style that students enjoy. Current examples relevant to today's students bring the concepts of critical thinking to life in vivid detail. This ninth edition offers an abundance of new exercises and examples, as well as a renewed focus on the importance of developing critical thinking skills.

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Free Download Excel 2010 Formulas by John Walkenbach

2014-11-06T11:25:00.000+06:00

Excel 2010 Formulas

John Walkenbach

ISBN: 978-0-470-47536-2

Description

Take your Excel formulas to the next level with this updated reference John Walkenbach's name is synonymous with excellence in computer books that decipher complex technical topics. Known as "Mr. Spreadsheet," Walkenbach provides you with clear explanations on all the methods you can use to maximize the power of Excel with formulas within the frameworks of all the new features of Excel 2010.

You'll learn how to create financial formulas, maximize the power of array formulas, develop custom worksheet functions with VBA, debug formulas, and much more. This invaluable reference is fully updated for the new Microsoft Office release and provides comprehensive formulas coverage, delivering more than 800 pages of Excel tips, tricks, and techniques you won't find anywhere else.

Demonstrates how to use all the new features of Excel 2010 to maximize your formulas
Shows how to develop custom worksheet functions with VBA, debug formulas, create financial formulas, and more
Serves as an indispensable reference no matter your skill level
Includes a valuable CD-ROM with sample files, templates and worksheets from the book, plus John Walkenbach's award-winning Power Utility Pak

Prepare to excel with Excel when you have John Walkenbach and Excel 2010 Formulas by your side!
Note: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.

Table of Contents

Introduction. Part I: Basic Information.
Chapter 1: Excel in a Nutshell.
Chapter 2: Basic Facts about Formulas.
Chapter 3: Working with Names.
Part II: Using Functions in Your Formulas.
Chapter 4: Introducing Worksheet Functions.
Chapter 5: Manipulating Text.
Chapter 6: Working with Dates and Times.
Chapter 7: Counting and Summing Techniques.
Chapter 8: Using Lookup Functions.
Chapter 9: Tables and Worksheet Databases.
Chapter 10: Miscellaneous Calculations.
Part III: Financial Formulas.
Chapter 11: Borrowing and Investing Formulas.
Chapter 12: Discounting and Depreciation Formulas.
Chapter 13: Financial Schedules.
Part IV: Array Formulas.
Chapter 14: Introducing Arrays.
Chapter 15: Performing Magic with Array Formulas.
Part V: Miscellaneous Formula Techniques.
Chapter 16: Intentional Circular References.
Chapter 17: Charting Techniques.
Chapter 18: Pivot Tables.
Chapter 19: Conditional Formatting and Data Validation.
Chapter 20: Creating Megaformulas.
Chapter 21: Tools and Methods for Debugging Formulas.
Part VI: Developing Custom Worksheet Functions.
Chapter 22: Introducing VBA.
Chapter 23: Function Procedure Basics.
Chapter 24: VBA Programming Concepts.
Chapter 25: VBA Custom Function Examples.
Part VII: Appendixes.
Appendix A: Excel Function Reference.
Appendix B: Using Custom Number Formats.
Appendix C: Additional Excel Resources.
Appendix D: What’s on the CD-ROM?
Index.

Author Information

John Walkenbach, arguably the foremost authority on Excel, has written hundreds of articles and created the award-winning Power Utility Pak. His 50-plus books include Excel 2010 Power Programming with VBA, John Walkenbach's Favorite Excel 2010 Tips & Tricks, and the Excel 2010 Bible, all published by Wiley. Visit his popular Spreadsheet Page at spreadsheetpage.com.

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ETS Official Guide to the GRE Revised General Test, 2nd Edition

2014-11-02T22:34:00.000+06:00

This book is the primary source of revised GRE® questions and information published by ETS, the administrators of the GRE®. This guide features verbal and quantitative questions, as well as explanations of the new testing format. These problems closely match the style and subject type of questions you will encounter on test day, and as such this book is an essential resource for test-takers of all ability levels. Sample essay topics are also included.

If you're looking for the best, most authoritative guide to the GRE revised General Test, you've found it! The Official Guide to the GRE revised General Test is the only GRE guide specially created by ETS--the people

who actually make the test. It's packed with everything you need to do your best on the test--and move toward your graduate or business school degree.

Only ETS can show you exactly what to expect on the test, tell you precisely how the test is scored, and give you hundreds of authentic test questions for practice! That makes this guide your most reliable and accurate source for everything you need to know about the GRE revised General Test.

Product Details

Series: Official Guide to the Gre
Paperback: 563 pages
Publisher: McGraw-Hill; 2nd edition (August 7, 2012)
Language: English
ISBN-10: 007179123X
ISBN-13: 978-0071791236

About the Author

Educational Testing Service (ETS) advances quality and equity in education for people worldwide by creating assessments based on rigorous research. ETS serves individuals, educational institutions, and government agencies by providing customized solutions for teacher certification, English language learning, and elementary, secondary, and post-secondary education, as well as conducting educational research, analysis, and policy studies. Founded as a nonprofit in 1947, ETS develops, administers, and scores more than 50 million tests annually--including the TOEFL and TOEIC tests, the GRE tests, and The Praxis Series assessments--in more than 180 countries, at over 9000 locations worldwide.

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Intermediate Accounting 14th Edition with Solution by Kieso

2014-10-28T17:49:00.000+06:00

Kesio Intermediate Accounting 14th Edition with Solution

Donald E. Kieso, Jerry J. Weygandt, Terry D. Warfield

Description

No other text is used in more accounting programs, and by more professionals in the field, than Intermediate Accounting by Kieso, Weygandt, and Warfield. The Fourteenth edition redefines the Intermediate Accounting course in light of Convergence and new best practices with the most comprehensive coverage of IFRS on the market! It maintains the qualities for which the text is globally recognized, including its reputation for accuracy, comprehensiveness, accessibility, and quality problem material that best prepares students for success on the CPA exam. This edition sets a new standard to which all others need to be measured when producing well-prepared graduates for the global economy.

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Table of Contents

1) Financial Accounting and Accounting Standards- 2
2) Conceptual Framework for Financial Accounting- 42
3) The Accounting Information System- 86
4) Income Statement and Related Information- 158
5) Balance Sheet and Statement of Cash Flows- 212
6) Accounting and the Time Value of Money- 308
7) Cash and Receivables- 364
8) Valuation of Inventories: A Cost-Basis Approach- 434
9) Inventories: Additional Valuation Issues- 492
10) Acquisition and Disposition of Property, Plant, and Equipment- 554
11) Depreciation, Impairments, and Depletion- 604
12) Intangible Assets- 664
13) Current Liabilities and Contingencies- 720
14) Long-Term Liabilities- 782
15) Stockholders’ Equity- 842
16) Dilutive Securities and Earnings per Share- 904
17) Investments- 974
18) Revenue Recognition- 1064
19) Accounting for Income Taxes- 1142
20) Accounting for Pensions and Postretirement Benefits- 1208
21) Accounting for Leases- 1288
22) Accounting Changes and Error Analysis- 1366
23) Statement of Cash Flows- 1434
24) Full Disclosure in Financial Reporting- 1512

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New To This Edition

Expanded coverage of IFRS: This new edition includes updated and expanded coverage of IFRS topics. Some of this new content will be adapted from the recently published Intermediate Accounting, IFRS Edition. In addition, instructors and students will benefit from new end-of-chapter content and assignments specifically related to IFRS.
WileyPLUS: The 14^th edition is supported by the next generation WileyPLUS course, offering countless opportunities for student practice, tracking of progress toward concept mastery and many more assignment options for instructors.
Critical Thinking and Conceptual Understanding: Building on traditional strengths from previous editions, the new edition includes new Accounting, Analysis, and Principles review exercises to help reinforce these three important elements from each chapter.
Professional Simulations: This edition includes updated professional simulations that model the latest version of the computerized CPA exam.
Updated real-world focus: This edition contains many new chapter-opening stories and “What Do the Numbers Mean?” boxes. Such applications join theory and practice, and demonstrate to students the use of accounting in today’s business world.

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