DEL RIO INDUSTRIAL CONSULTANTS
10.22 More Proposal and Report Topics
A list with over 90 report topics is available at www.cengagebrain.com. the topics are divided into the following categories: account- ing, finance, human resources, marketing, information systems, management, and general business/education/campus issues. You can collect information for many of these reports by using electronic databases and the Web. Your instructor may assign them as individual or team projects. All involve critical thinking in organizing information, drawing conclusions, and making recommendations. the topics include assignments appropriate for proposals, business plans, and formal reports.
Grammar/Mechanics Checkup—10
Apostrophes
Review sections 2.20–2.22 in the Grammar/Mechanics Handbook. then study each of the following statements. Underscore any inappropriate form. Write a correction in the space provided and record the number of the G/M principle(s) illustrated. if a sentence is correct, write C. When you finish, compare your responses with those at the back of the book. if your answers differ, study carefully the principles shown in parentheses.
example: in just two years time, Marti earned her MbA degree.
1. Mark Hanleys smartphone was found in the conference room.
2. the severance package includes two weeks salary for each year worked.
3. in only one years time, her school loans totaled $5,000.
4. the board of directors strongly believed that john Petersons tenure as ceO was exceptionally successful.
5. several employees records were accidentally removed from the files.
6. the last witness testimony was the most convincing to the jury members.
7. everyone appreciated Robins careful editing of our report.
8. i always get my moneys worth at my favorite restaurant.
9. three local companies went out of business last month.
10. in one months time, we hope to have our new Web site up and running.
11. i need my boss signature on this expense claim.
12. that legal secretarys credentials and years of experience qualified her for a higher salary.
13. in certain aerospace departments, new applicants must apply for security clearance.
14. Our companys stock price rose dramatically last year.
15. several businesses opening hours will change in the next three months.
years’ (2.20b)
editing Challenge—10
As the employee with the best communication skills, you are frequently asked to edit messages. the following executive summary has problems with wordiness, spelling, proofreading, apostrophes, pronoun agreement, sentence structure, and other writing techniques you have studied. You may (a) use standard proofreading marks (see Appendix b) to correct the errors here or (b) download the docu- ment from www.cengagebrain.com and revise at your computer.
Your instructor may ask you to use the Track Changes feature in Word to show your editing comments. turn on Track Changes on the Review tab. click show Markup. Place your cursor at an error, click new Comment, and key your edit in the bubble box provided.
study the guidelines in the Grammar/Mechanics Handbook as well as the lists of confusing Words and Frequently Misspelled Words to sharpen your skills.
© Cengage Learning 2013
EXECUTIVE SUMMARY Problem
Experts agree that the U.S. tuna industry must expand it’s markets abroad particularly in regard to Japan. One of the largest consumer’s of tuna in the world. Although consumption of tuna is decreasing in the United States they are increasing in Japan. The problem that is occuring for the american tuna industry is developing apropriate marketing strategies to boost its current sale’s in Japanese markets. Even tho Japan produces much of it’s tuna domesticly, they must still relie on imported tuna to meet its consumers demands.
Summary of Findings
This report analyzes the Japanese market which currently consumes seven hundred thousand tons of tuna per year, and is growing rapidly. In Japan, tuna is primarilly used for sashimi (raw fish) and caned tuna. Tuna is consumed in the food service industry and in home’s.
Much of this tuna are supplied by imports which at this point in time total about 35% of sales. Our findings indicate that not only will this expand, but that Japans share of imports will continue to grow. The trend is alarming to Japans tuna industry leaders, because this important market, close to a $billion a year, is increasingly subject to the influence of foriegn imports. Declining catches by Japans own Tuna fleet as well as a sharp upward turn in food preference by affluent Japanese consumers, has contributed to this trend. In just two years time, the demand for sashimi alone in Japan has increased in the amount of 15%.
The U.S. tuna industry are in the perfect position to meet this demand. Fishing techniques has been developed that maximize catch rate’s, while minimizing danger to the enviroment.
Modern packaging procedures assure that tuna reaches Japan in the freshest possible condition. Let it be said that Japanese consumers have rated the qaulity of American tuna high. Which has increased demand.
Recommendations
Based on our analisys, we reccommend the following 5 marketing strategys for the U.S. Tuna industry.
1. Farm greater supplys of tuna to export.
2. Establish new fisheries around the World.
3. We should market our own value added products.
4. Sell fresh tuna direct to the Tokyo Central Wholesale market.
5. Direct sales should be made to Japanese Supermarket chains.
Te c h n o l o g y
Communication Workshop
Trash or Treasure: Assessing the Quality of Web documents
Most of us using the Web have a tendency to assume that any information turned up by a search engine has somehow been evaluated as part of a valid selection process. Wrong! the truth is that the internet is rampant with unreliable sites that reside side by side with reputable ones. Anyone with a computer and an internet connection can publish anything on the Web.
Unlike the contents of the journals, magazines, and newspapers found in research-oriented libraries, the contents of most Web sites haven’t been carefully scrutinized by experienced edi- tors and peer writers. to put it another way, print journals, magazines, and newspapers have traditionally featured reasonably unbiased, trustworthy articles; all too many Web sites, however, have another goal in mind. they are above all else interested in promoting a cause or in selling a product. Much of the contents on the Web is not helpful because it is short-lived. Web sources change constantly and may disappear fast, so that your source cannot be verified. Many do not provide any references or reveal sources that are either obscure or suspect.
to use the Web meaningfully, you must learn to examine carefully what you find there. the following checklist will help you distinguish Web trash from Web treasure.
Checklist for Assessing the Quality of a Web Page Authority
• Who publishes or sponsors this Web page?
• is the author or sponsor clearly identified?
• What makes the author or sponsor of the page an authority?
• is information about the author or creator available?
• if the author is an individual, is he or she affiliated with a reputable organization?
• is contact information, such as an e-mail address, available?
• to what domain (.com, .org, .edu, .gov, .net, .biz, .tv) does the site containing it belong?
• is the site based in the United states or abroad (usually indicated by .uk, .ca, ru, or other des- ignation in the URL)?
• is the site “personal” (often indicated by “~” or “%” in the site’s URL)?
Currency
• What is the date of the Web page?
• When was the last time the Web page was updated?
• is some of the information obviously out-of-date?
Content
• is the purpose of the page to entertain, inform, convince, or sell?
• How would you classify this page (e.g., news, personal, advocacy, reference)?
• is the objective or purpose of the Web page clear?
• Who is the intended audience of the page, based on its content, tone, and style?
• can you judge the overall value of the content as compared with other resources on this topic?
• Does the content seem to be comprehensive (does it cover everything about the topic)?
• is the site easy to navigate?
• What other sites does the Web page link to? these may give you a clue to the credibility of the target page.
• Does the page contain distracting graphics or fill your screen with unwanted pop-ups?
Accuracy
• Do the facts that are presented seem reliable?
• Do you find spelling, grammar, or usage errors?
• Does the page have broken links or graphics that don’t load?
• Do you see any evidence of bias?
• Are footnotes or other documentation necessary? if so, have they been provided?
• if the site contains statistics or other data, are sources, dates, and other pertinent information disclosed?
• Are advertisements clearly distinguished from content?
Career Application. As interns at a news-gathering service, you have been asked to assess the quality of the following Web sites. Which of these could you recommend as sources of valid information?
• beef Nutrition (http://www.beefnutrition.org)
• edmunds: Where smart car buyers start (http://www.edmunds.com)
• i Hate Windows (http://ihatewindowsblog.blogspot.com/)
• earthsave international (http://www.earthsave.org)
• the vegetarian Resource Group (http://www.vrg.org/nutshell/nutshell.htm)
• the White House (http://www.whitehouse.net)
• the White House (http://www.whitehouse.gov)
• the White House (http://www.whitehouse.com)
• the Anaheim White House (http://www.anaheimwhitehouse.com/)
• National Anti-vivisection society (http://www.navs.org)
• Dow chemical company (http://www.dow.com/)
• Dow: A chemical company on the Global Playground (http://www.dowethics.com/)
• smithsonian institution (http://www.si.edu)
• Drudge Report (http://www.drudgereport.com)
• American cancer society (http://www.cancer.org)
• craigsList (http://www.craigslist.com)
Your Task. if you are working with a team, divide the preceding list among team members. if you are working individually, select four of the sites. Answer the questions in the preceding check- list as you evaluate each site. summarize your evaluation of each site in a memo report to your instructor or in team or class discussion.
1 city of Las vegas. (2010, january 4). RFP for public private partnership parking initiative. Onvia Demandstar. Retrieved from http://www.lasvegasnevada.gov/business/5990.htm?iD
2 buck institute for Research on Aging. (n.d.). Architecture. Retrieved from http://www.buckinstitute.org/architecture
3 based on Grinyer, M., Raytheon proposal consultant (personal communication with Mary ellen Guffey, july 23, 2007).
4 Greenwood, G., & Greenwood, j. (2008). sbiR proposal writing basics: Resumes must be written well. Greenwood consulting Group.
Retrieved from http://www.g-jgreenwood.com/sbir_proposal_writing_basics91.htm; How to write losing or unsuccessful propos- als. (n.d.). Federal Marketplace. Retrieved from http://www.fedmarket.com/contractors/How-to-Write-Losing-or-Unsuccessful- Proposals
5 Netcraft Ltd., November 2010 Web Server Survey. Retrieved from http://news.netcraft.com/archives/2010/01/07/january_2010_web_
server_survey.html and Killmer, K. A., & Koppel, N. b. (2002, August). so much information, so little time: evaluating Web resources with search engines. THE Journal. Retrieved from http://www.thejournal.com/articles/16051
6 sobel, j. (2010, November 3). state of the blogosphere 2010. technorati. Retrieved from http://technorati.com/blogging/article /who-bloggers-brands-and-consumers-day/page-3
7 blogPulse stats. (2011, january 6). Retrieved from blogPulse Web site: http://www.blogpulse.com and beutler, W. (2007, April 10).
Yes, but how many blogs are there really? blog, P. i. Retrieved from http://www.blogpi.net/yes-but-how-many-blogs-are-there- really
8 Online activities, 2000–2009. (2010, May). Pew internet. Retrieved from http://www.pewinternet.org/static-Pages/trend-Data /Online-Activites-total.aspx
9 Petouhoff, N. L. (2010, january 26). How carphone Warehouse uses twitter and social media to transform customer service.
Forrester. Retrieved from http://www.forrester.com/rb/Research/how_carphone_warehouse_uses_twitter_and_social/q /id/55956/t/2
10 berfield, s. (2009, August 17). Howard schultz versus Howard schultz. BusinessWeek, p. 31.
11 Arenson, K. W., & Gootman, e. (2008, February 21). columbia cites plagiarism by a professor. The New York Times. Retrieved from http://www.nytimes.com/2008/02/21/education/21prof.html; and bartlett, t. (2006, september 8). Professor faces firing for plagiarism. Chronicle of Higher Education, p. 11. Retrieved from http://search.ebscohost.com
12 Writing tutorial services, indiana University. (n.d.) Plagiarism: What it is and how to recognize and avoid it. Retrieved from http://www.indiana.edu/~wts/pamphlets/plagiarism.shtml; Learning center. (2008). iParadigms, LLc. Retrieved from http://www.plagiarism.org
13 Kotkin, j. (2010, October 10). the fastest-growing cities in the U.s. Forbes. Retrieved from http://www.forbes.com/2010/10/11 /cities-innovation-texas-great-plains-indianapolis-opinions-columnists-joel-kotkin.html
14 brady, D. (2006, December 4). *!#?@ the e-mail. can we talk? BusinessWeek, p. 109.
15 Reena, j. (2006, October 16). enough with the shoot-’em-ups. BusinessWeek, p. 92; spake, A. (2003, November 17). Hey kids! We’ve got sugar and toys. U.S. News & World Report, p. 62.
16 Hibbard, j. (2006, October 9). How Yahoo! gave itself a face-lift. BusinessWeek, p. 77.
17 teens more “normal” than you think regarding media usage. (2009, june 25). Nielsenwire. Retrieved from http://blog.nielsen.com /nielsenwire/consumer/teens-more-normal-than-you-think-regarding-media-usage
18 tynan-Wood, c. (2010, August 17). the (better) future of tech support. Adventures in it. Retrieved from http://infoworld.com/d /adventures-in-it/the-better-future-tech-support-066?page=0,0; and edwards, c., & ihlwan, M. (2006, December 4). Upward mobility. BusinessWeek, pp. 68–82.
19 Waters, s. (n.d.) shoplifting prevention 101. About.com Guide. Retrieved from http://retail.about.com/od/lossprevention/a /stopshoplifting.htm
20 How undergraduate students use credit cards. (2009). sallie Mae. Retrieved from https://www1.salliemae.com/about/news_info /newsreleases/041309.htm
endnotes
Acknowledgments
p. 280 Office insider quote from Mary Piecewicz, former HP proposal manager, interview with Mary ellen Guffey, january 12, 1999.
p. 291 Office insider cited in boston college library guide. Retrieved from http://libguides.bc.edu/content.php?pid=613&sid=1356 p. 292 Office insider based on What is plagiarism? Plagiarism FAQs. (n.d.). Retrieved from http://www.plagiarism.org/learning_center
/what_is_plagiarism.html
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C h a p t e r 1 1
Professionalism at Work: Business Etiquette, Ethics, Teamwork, and Meetings
C h a p t e r 1 2
Business Presentations
U N I T 5
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Professionalism,
Teamwork, Meetings, and Speaking Skills
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Embracing Professionalism, Business Etiquette, and Ethical Behavior
You probably know that being professional is important. When you search for definitions, however, you will find a wide range of meanings. Related terms and synonyms, such as business etiquette or protocol, soft skills, social intelligence, pol- ish, and civility, may add to the confusion. However, they all have one thing in common: They describe desirable workplace behavior. Businesses have an interest in employees who get along and deliver positive results that enhance profits and boost the company’s image. As a budding business professional, you have a stake in acquiring skills that will make you a strong job applicant and a valuable, suc- cessful employee.
In this section you will learn which professional characteristics most business people value in workplace relationships and will expect of you. Next, you will be asked to consider the link between professional and ethical behavior on the job.
Whether we call it professionalism, business etiquette, ethical conduct, social intelligence, or soft skills, we are referring to a whole range of desirable workplace behaviors.
OBJECTIVES
after studying this chapter, you should be able to
• Show that you understand the importance of professional behavior, business etiquette, and ethics and know what employers want.
• Discuss improving face-to-face workplace communication including using your voice as a communication tool.
• Understand how to foster positive workplace relations through conversation.
• Review techniques for responding professionally to workplace criticism and for offering constructive criticism on the job.
• Explain ways to polish your professional telephone skills and practice proper voice mail etiquette.
• Describe the role of conventional and virtual teams, explain positive and negative team behavior, and identify the characteristics of successful teams.
• Outline procedures for planning, leading, and participating in productive business meetings, including using professional etiquette techniques, resolving conflict, and handling dysfunctional group members.
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Professionalism at Work: Business Etiquette, Ethics, Teamwork, and Meetings
Finally, by knowing what recruiters want, you will have the power to shape your- self into the kind of professional they are looking to hire.
Defining Professional Behavior
Smooth relations with coworkers, business partners, and the public are crucial for the bottom line. Conversely, negative behavior comes at a steep price. Business professors Christine Pearson and Christine Porath interviewed 9,000 executives and workers and found that incivility in the workplace is shockingly widespread.
Pearson’s and Porath’s research revealed that almost 50 percent of employees respond to ongoing rude behavior by decreasing their work effort. The study also showed that 12 percent of employees leave their jobs because of bullying and other uncivil acts they have experienced. The average cost of replacing each of these disgruntled employees is $50,000.1
Not surprisingly, businesses are responding to increasing incidents of “desk rage” in American workplaces. Many organizations have estab lished protocol procedures or policies to encourage civility. Following are a few synonyms that attempt to define professional behavior to foster positive workplace relations.
Civility. Management consultant Patricia M. Buhler defines rising incivility at work as “behavior that is considered disrespectful and inconsiderate of others.”2 For an example of a policy encouraging civility, view Wikipedia’s guidelines to its editors (http://en.wikipedia.org/wiki/Wikipedia:Civility), which offer prin- ciples to prevent abuse and hateful responses on the Internet. The largest wiki ever created, the free encyclopedia must ensure that its more than 91,000 active contributors “treat each other with consideration and respect.” Wikipedia also clearly defines undesirable behavior: “[I]ncivility consists of personal attacks, rudeness, disrespectful comments, and aggressive behaviours that . . . lead to unproductive stress and conflict.”3 Surely such actions would not be acceptable in most businesses.
Polish. You may hear businesspeople refer to someone as being polished or dis playing polish when dealing with others. In her book with the telling title Buff and Polish: A Practical Guide to Enhance Your Professional Image and Communication Style, corporate trainer Kathryn J. Volin focuses on nonver- bal techniques and etiquette guidelines that are linked to career success. For example, she addresses making first impressions, shaking hands, improving one’s voice quality, listening, and presentation skills. You will find many of these valu- able traits of a polished business professional in this textbook and on the Web (see www.cengagebrain.com).
Business and Dining Etiquette. Proper business attire, dining etiquette, and other aspects of your professional presentation can make or break your interview, as you will see in Chapter 14. Even a seemingly harmless act such as sharing a business meal can have a huge impact on your career. In the words of a Fortune 500 executive, “Eating is not an executive skill . . . but it is especially hard to imagine why anyone negotiating a rise to the top would consider it possible to skip mastering the very simple requirements . . . what else did they skip learn- ing?”4 This means that you will be judged on more than your college-bred exper- tise. You will need to hone your etiquette skills as a well-rounded future business professional.
Social Intelligence. Occasionally you may encounter the expression social intel- ligence. In the words of one of its modern proponents, it is “the ability to get along well with others and to get them to cooperate with you.”5 Social intelli- gence points to a deep understanding of culture and life that helps us negotiate interpersonal and social situations. This type of intelligence can be much harder
OffiCe insider
“Civility on the job creates an atmosphere of respect and appreciation that ultimately translates to better reputation and, hence, to better business.”
—Ronald M. Bosrock, founder and director of the Global Institute, a research center