Sales Management Essay Example for Free

Sales Management Essay â€Å"It is any tension which is experienced when one person perceives that one’s needs or desire are likely to be thwarted or frustrated.† Eollett simply defines Conflict as, â€Å"the appearance of difference of opinions, of interest†. Features:– 1. Conflict occurs when individuals are not able to choose among the available alternatives courses of actions. 2. Conflict between two individuals implies that they have conflicting perceptions, values and goals. 3. Conflict is a dynamic process as it indicates a series of events. Each conflict is made up of a series of interlocking conflict episodes. 4. Conflict must be perceived by the parties to it. If no one is aware of a conflict, then it is generally agreed that no conflict exists. LEVELS OF CONFLICT 1. INTRA-PERSONAL CONFLICT: Some conflicts that affect behavior in organizations involve the individual alone. It can be of three of types:  (a) Approach-approach conflict: It occurs when a person must choose between two positive and equally attractive alternatives. An example has to choose between a valued promotion in the organization or a desirable new job with another firm. (b) Avoidance-avoidance conflict: It occurs when a person must choose between two negative and equally unattractive alternatives. An example is being asked either to accept a job transfer to another town in an undesirable location or to have one’s employment with an organization terminated. (c) Approach-avoidance conflict: It occurs when a person must describe to do something that has both positive and negative consequences. An example is being offered a higher paying job whose responsibilities entail unwanted demand on one’s personal time. 2. INTER-PERSONAL CONFLICT: It occurs between two or more individuals who are in opposition to one another. It may be substantive or emotional or both. 3. INTER-GROUP CONFLICT: It occurs among members of different teams or groups. 4. INTER-ORGANIZATIONAL CONFLICT: It occurs as the competition and rivalry that characterizes firms operating in the same markets. CONFLICT PROCESS The process of conflict management has the following steps:– STAGE 1 :– POTENTIAL OPPOSITION OR INCOMPATIBILITY This stage concludes the conditions that create opportunities for conflict to arise. The conditions are as follows: 1. Communication :– Communication becomes a source of conflict due to semantic difficulties, misunderstandings, and â€Å"noise† (distortion) in the communication channels. 2. Structure :– The term structure includes variables such as size, degree of specialization, jurisdictional clarity, member-goal compatibility, leadership styles, reward systems, and the degree of dependence. 3. Personal Variables: – Personal Variables include individual value systems and personality characteristics. Certain personality types lead to potential conflict. STAGE 2 :– COGNITION AND PERSONALIZATION Antecedent conditions lead to conflict only when the parties are affected by and aware of it. Conflict is personalized when it is felt and when individuals become emotionally involved. STAGE 3 :– INTENTIONS The primary conflict-handling intentions are represented as follows:– 1.Cooperativeness :– â€Å"the degree to which one party attempts to satisfy the other party’s concern.† 2. Assertiveness: – â€Å"the degree to which one party attempts to satisfy his or her own concerns.† 3. Competing :– When one person seeks to satisfy his or her own interests, regardless of the impact on the other parties to the conflict. 4. Collaborating :– When the parties to conflict each desire to fully satisfy the concerns of all parties. 5. Avoiding: – A person may recognize that a conflict exists and want to withdraw from it or suppress it. 6. Accommodating: – When one party seeks to appease an opponent, that party is willing to be self-sacrificing. 7. Compromising: – When each party to the conflict seeks to give up something, sharing occurs, resulting in a compromised outcome. STAGE 4 :– BEHAVIOUR The behavior stage includes the statements, actions and reactions made by the conflicting parties. This conflict behavior s are usually overt attempts to implement each party’s intentions. STAGE 5 :– OUTCOMES Outcome may be functional—improving group performance or dysfunctional. Functional Outcomes are: 1. Improves the quality of decisions 2. Stimulates creativity and innovation. 3. Encourages interest. 4. Provides the medium through which problems can be solved and tensions released. Dysfunctional Outcomes are: 1. Undesirable consequences include a retarding of communications. 2. Reductions in group cohesiveness. CONFLICT MANAGEMENT APPROACHES These are two types of conflict management approaches Direct Conflict management approaches There are five approaches to direct conflict management. They are based on the relative emphasis on cooperativeness and assertiveness in the relationship between the conflicting parties. They are as follows: 1. Avoidance 2. Accommodation 3. Compromise 4. Competition 5. Collaboration Indirect Conflict management approaches It includes reduced interdependence, appeals to common goals, hierarchical referral and alterations in the use of scripts. Hierarchical referral means conflicts are reported to the senior levels to solve.

My Personal Battle with Gender Discrimination Essay -- essays research

My Personal battle with Gender Discrimination You know that feeling. When you can feel the blood gathering in your cheeks, your clammy fists clench, and your limbs tingle, wanting to spring out and smash something. Then you yell, whine, complain to anyone who will listen. Their only condolence is, â€Å"boys will be boys†.   Ã‚  Ã‚  Ã‚  Ã‚  Every year in August, my family on my mom’s side gathers at my aunt and uncle’s house for a family reunion. They own a huge portion of land in the heart of Missouri containing several ponds, a creek, a golf course and lots of camping area. The property is a haven for the outdoorsman, which seems to inspire testosterone in my uncles, male cousins, and even my father. I have been a tomboy since I could walk; I always preferred building forts outside to playing with Barbies. I played soccer instead of volleyball, I bathed in a creek instead of the bathtub, and I rode my bike more than I walked. I HATED wearing dresses and often preferred running around in the dirty jeans and an oversized tee-shirt. I was deemed â€Å"the weird kid† in elementary school. As a child, my feisty nature compelled me to argue for respect and attention from the adults in my boy-favoring family. My grandmother especially favored my male cousins over the female cousins; however, my constant spirit and determination won my Grandmother’s attention and honor of being her favorite grandchild.   Ã‚  Ã‚  Ã‚  Ã‚  We have several traditions at the Schulz family reunion including tractor rides, storytelling, and card tournaments. Then, there were the traditions that I fought: the men’s fishing trips, golf, and horseshoe tournaments while the women make dinner. After the daylong events, the men would arrive back to the campsite, eat the prepared food, and go back to their previous activities while the women cleaned up and did the dishes. Out of the four days, the men made possibly one meal. I brought this up to my mom, and she replied by saying â€Å"If we didn’t do it, the men never would.†   Ã‚  Ã‚  Ã‚  Ã‚  Being a very â€Å"boyish† girl, I always wanted to go on the fishing trips. What could be more fun than riding a mile on a trailer pulled by a tractor down a giant hill on a snake infested path to a creek filled with bass, frogs and other Missouri natives? One time, I got the courage to ask my dad if I could go on the fishing tr... ...rpillars out of his trees when the boys wouldn’t. I have dealt with gender discrimination all of my life. Granted it has always been very minor cases, but it still weakens my spirit. I want to feel like I can do anything I dream, but sometimes people don’t take me seriously because I am a girl. That is why I have been on a conquest to impress and gain the respect of the people in my family who haven’t taken me seriously. I have become a very dedicated skier and soccer player not only because I love the sports, but also because I wish to advance in a male-dominated sport. When I ski or play soccer with my male cousins, they always try to point out my mistakes rather than my talent, even though I am much better than them. It seems like a hopeless goal. No matter how talented I become, I don’t receive their compliments because I am a girl. I hate being discluded from the activities that I love because of my gender. I hate being told that I can’t possibly do something because I am a girl. I also hate the fact that no matter how much I accomplish, my accomplishments aren’t as important because I was born a girl. Someday, I will show them that I can do anything they can do, better.

A Story About Courage Essay

Waking up in the morning to birds chirping and the warm summer breeze is almost impossible when you live in the heart of New York City, well it is for me at least. My name is Sandy Collins, I’m your typical teenage girl. I like going out with my friends, having slumber parties, and going shopping. I moved from Texas to New York City a month and a half ago. The moment I stepped out of the car I instantly loved the change. It wasn’t that I didn’t enjoy living in Texas, but now living in New York felt like it made much more sense. As a child I did everything with my dad. Biking, fishing, rollerblading, you name it. I, Sandy Collins has done it. My dad always said he wanted a better life for me then what he had, he sure meant it. Back when I was almost eleven years old my parents got a divorce, great birthday present, huh? At first when I’d walk into the room where my parents would be arguing, they’d pretend they were only talking loud of some sort. But as the months went by, they didn’t even noticed when I’d enter the room. Soon after that my mom filed for a divorce, leaving me in the middle. It was hard to cope with it to begin with, but soon after that I realized I had no part in what happened. Now four years later here I am making the decision to move in with my dad. When I first mentioned moving to New York to my mom, her reaction was absolutely no. After mentioning it a few more times, giving her a month or two, she finally realized that I should be able to make my own decisions because in the end it’d make me happier. Now five months after, BAM! New York City here I come. The twelve hour drive was definitely the worst road trip, bonding time, or whatever my mom would wish to call it. She came up with a clever idea to shove me, my seven year old brother Ricky, my stepfather Joe, and herself in our beat up Toyota Tercel and take on the task to drive us all the way to New York for the last bonding time she’ll have with me in a long time. Not to mention we’re in the month of July. â€Å"Sweetie would you like something to eat? † mom said shaking my shoulder. I’d fallen asleep three hours into the drive. We ordered from the nearest fast food place, Mcdondalds, filling all our hungry appetites. After about ten hours I became so bored I started to play with the lose thread on my shirt. I could tell Ricky wasn’t having any more fun then I was considering he was opening and closing the screen of his Nintendo DS over and over and over again. The traffic became agony, there’s no doubt that you could put your car in park for five minutes and no would notice. Finally after hours of traffic we arrived at the house. Dad had just walked out the front door waving and smiling. â€Å"Dad! † I exclaimed while giving him a giant bear hug. â€Å"Hi hunny, I’m so glad you’re here. Dad said smiling. â€Å"Nice place you got here† Joe said examining it with his eyes. We’ve never been to dad’s place before, he’d always come to Texas to visit on special occasions and my birthday’s. â€Å"Now you be good, call whenever you have the time and no late night walks, New York is very different then back home. † Mom said. She kept going on until she had run out of things to say. â€Å"Okay, Okay mom. See you at thanksgiving, love you. † I said giving her a hug. I realized after saying that, that made her take-in how long it’d be until we’d see each other again. After saying goodbye to everyone I knew I’d miss each and everyone back home in Texas terribly but I had a feeling this was a change for the better. What we had left of the day, dad decided it’d be a good idea to show me around the neighbourhood. â€Å"Your hair is so straight and black now† dad said. â€Å"Yeah, I coloured it a few months ago. I thought it was time for some change, like moving here. † I said smiling. For the next month dad and I went fishing, rollerblading, shopping, and all the other things we used to do when mom and he were together. I even met a new friend, Paige. She’s the neighbour’s daughter; she told me we’d be attending the same school together up the street when school re-opens in two weeks. The next day we arranged to go shopping. â€Å"Hey dad, would it be okay if I go shopping with Paige today? † I said. â€Å"Sure hunny, I have to run a few errands and do some grocery shopping anyway, so I’ll drop you two off at the mall. † Dad said, smiling as always. Paige is so nice and out-going to be around. My friends in Texas were more down-to-earth. We would still go places and what not, but Paige’s personality screams fun. â€Å"We need to spice up your wardrobe, all of your out-fits are too toned down for NYC. † Paige said, trying on a vintage pair of black boots. After a couple of hours of shopping, we grabbed something to eat and went home. Home I kept thinking. I like it here, being with my dad made me so much happier. Walking down the busy streets of New York with the sound of cars honking, people shouting for taxis, bargainers trying to sell you their no more than $5 junk, was now what I got to call home. Oddly I loved it. When I got home I took my shopping bags to my room and headed downstairs to watch T. V while waiting on my dad to come home and make dinner. As I reached for the television remote the phone rang. â€Å"Hello, may I speak to Mr. Collins? † â€Å"He’s not home at the moment; would you like me to take a message? † â€Å"Sure, is this Ms. Collins? † â€Å"Yes it is. † I said, realizing soon after this person was probably referring to Ms. Collins as if I was my dad’s wife. A moment before I was about to correct myself, the person started speaking again. Oh, hi Ms. Collins, this is Tom’s doctor, Dr. Lee. Unfortunately I have to break the bad news to you; Tom’s cancer results have come in positive. He has cancer in his right lung and it’s too late to attempt to cure it. I’m extremely sorry to tell you this way; Tom’s appointment was re-scheduled in two weeks from now when school re-opens, he cancelled the appointment scheduled for today knowing he’d want to spend as much time with your daughter arriving from Texas before school started. When I got the results, knowing Tom for so long, I wanted him to know as soon as possible. † I didn’t know what to do, I held the phone to my ear ready to reply but my mind went blank. Eventually I replied and hung up the phone. Did I really just hear that? No, it couldn’t be. My dad couldn’t have cancer, he just couldn’t. Who am I kidding!? His doctor called for god sakes, I just didn’t want to believe it. Moments later my dad walked in the front door. â€Å"Hi hunny. † He said smiling.

Cultural Influences On The Health Care Delivery System

Organizational Culture Culture is shaped over generations through the beliefs, customs, and attitudes within a group. Additional elements also include race, language, and socioeconomic status. Given that culture influences daily behaviors and lifestyle patterns, there is clearly an impact on the well-being and health practices within various cultural groups (Riegelman, Kirkwood, 2015). These diversities influence patient interactions in the health care delivery system. Consequently, cultural influences have led to various disparities in healthcare. A culturally competent healthcare organization is one that recognizes the influences of culture and the subsequent disparities created. These organizations have focused efforts which tailor their delivery of care in order to meet the cultural, social, and linguistic needs of their patients (Purnell et al., 2011). Eliminating racial and ethnic disparities coupled with quality improvement efforts are essential in providing quality healthcare and further improving public health (Delphin-Rittmon, Andres-Hyman, Flanagan, Davidson, 2013). Lancaster General Health Lancaster General Health (LG Health) is a comprehensive not-for-profit healthcare delivery system. They operate with the goal of helping the Lancaster County community get and stay healthy (â€Å"Lancaster General Health†, n.d.). I chose to assess this organization because I am proud to have spent the last twenty-one years working in various areas of diagnosticShow MoreRelatedThe Interdependence Of The Health System1557 Words   |  7 PagesHealth system is defined as â€Å"all activities whose primary purpose is to promote, restore, and maintain health† (WHO, 2000). All activities in the â€Å"system† can be assumed as an organization of components and their interconnections that work together for a purpose, which is concerned with people’s health. In other words, a system has many parts as a set of interrelated components to achieve a common goal (Shi Singh, 2014). The interdependence of the health system can be regarded as the functionsRead MoreDiversity Is The Changing Demographics And Economics Of Our Growing Multicultural World1309 Words   |  6 Pages Page 1 Topic: Diversity in Nursing Diversity: The changing demographics and economics of our growing multicultural world, and the long-standing disparities in the health status of people from culturally diverse backgrounds has challenged health care providers and organizations to consider cultural diversity as a priority. Culture is one of the organizing concepts upon which nursing is based and defined. Leininger (2002) defines culture as a set of values, beliefs and traditionsRead MoreApplying Anthropology to Nursing Essay1130 Words   |  5 Pagesbehavior, social life, and health within an anthropological context. It provides a forum for inquiring into how knowledge, meaning, livelihood, power, and resource distribution are shaped and how, in turn, these observable facts go on to shape patterns of disease, experiences of health and illness, and the organization of treatments. It focuses on many different topics including the political ecology of disease, the interface of the micro- and macro-environments that affe ct health, the politics of responsibilityRead MoreHealth Care Delivery System Of The United States877 Words   |  4 PagesHealth Care Delivery System The health care delivery system of the United States is unique compared to the other developed countries. The health care system of United States relies on the development and implementation of new health care technology. The use of new technology in the field of health care will help to provide services with increased quality and efficacy (Shi Singh, 2015). The external forces affecting the provision of health care delivery also has an inevitable role in the functioningRead MoreThe Implications Of Hispanic Satisfaction Of Healthcare Delivery1540 Words   |  7 PagesTheory Implications in Hispanic Satisfaction of Healthcare Delivery Projections that the United States will undergo an unavoidable demographical change by 2043 in which the minority population will be seen as the majority (Colby, Ortman, 2014), has been consistent. The United States Census Bureau (U.S.) (2014) projects that as the largest ethnic minority, Hispanics, will grow exponentially to 128.8 million by 2060 from 53.3 million calculated in 2012 and having profound repercussions in the nation’sRead MoreHealth Literacy And Effective Communication1229 Words   |  5 Pageslow level of health literacy has been considered as negative factor that impacting on the delivery of effective care and health professionals’ performances on medical treatment. With integrated health literacy program, culturally competent and appropriate communication at individual, systemic and organisational level would enhance health outcomes for consumer’s welfare. Most importantly, improved health literacy and effective communication skills would play s an important part for delivery on good qualityRead MorePolicy Making : Reinventing Healthcare Part Two849 Words   |  4 Pagescontinued exploration of the ramifications of policy making in the reinvention of health care. The premise of the panel discussion was the current American health care system is financially unsustainable and morally untenable. Further, the current health care delivery system is not meeting the basic health care needs of societal members. Despite having the costliest per capita health care spending in the world, our health care outcomes lag behind most developed countries, including those with socializedRead MoreA Brief Note On The Health Care System1080 Words   |  5 Pages The U.S Health Care System is very complex industries that are filling with lots of challenges that will need to be fixing and restructure before comparing themselves with other develop countries. Health Care system is referred when it have various features, components and services, the U.S Health Care delivery system it’s not a true system unfortunately, the reason is the delivered system continuously it’s undergoing with periodic changes regarding concerns with cost, access and quality. TheirRead MoreApplication Of The Principles Of Primary Health Care997 Words   |  4 Pagesthe application of the principles of Primary Health Care (PHC) through the roles of the community health workers (CHW) in making health care more accessible. In addition, some strategies will be suggested to address the critical bottlenecks that hinder the effectiveness of the CHWs. Having the experience of working as a District Health Officer, this reflection will highlight most significant ar eas that I feel require attention to improve the health system in the country. This reflection will be basedRead MoreHealth Care Delivery For Marginalized People And Groups1720 Words   |  7 Pages Step 1: Discuss the ways stigma can influence health care delivery for marginalised people and groups in Australian society? People from the following groups may be stigmatised. Explore this question from one of the following marginalised groups: refugees, Indigenous Australians, mentally ill or homeless people, older adults or the disabled. Step 2: I arrived to Australia as an immigrant. I read ( ) and find out that Australia is one of the most ethnically diverse country