ETHICS PROBLEMS
During precall planning, you learn that an important prospect enjoys being treated by salespeople to casino visits, of which there are several in your area. Your firm does not have any policy about whether you can visit one of these with a client and you have never visited one with a client before. How will these facts affect your planning for your upcoming sales visit to this prospect? What will you do?
QUESTIONS AND PROBLEMS
1. Evaluate the following approach for getting an appointment: “Mr. Peters, I’m actually going to be in your area next Thursday morning. Would it be OK if I stopped by for a few minutes, say, between 8:30 and 11:00 in the morning?” What do you think and why?
es literally by only tenths of a millimeter. No doubt, constraints in product design can make our lives difficult, and finding a solution that fits them all simultaneously is no easy task. However, respecting the importance that constraints play in driving a great design solution may help you look at them more as your friend rather than your enemy.
Concept selection is the process of evaluating concepts with respect to customer needs and other criteria, comparing the relative strengths and weaknesses of the concepts, and selecting one or more concepts for further investigation or development (SWOT analysis: strength, weakness, opportunities, threats). Decision techniques used for selecting concepts range from intuitive approaches to structured methods. Successful design is facilitated by structured concept selection. It is two stage process: concept screening and concept scoring. Concept screening uses a reference concept to evaluate concept variants against selection criteria. Concept scoring may use different reference points for each criterion. Concept screening uses a coarse comparison system to narrow the range of concepts under consideration. Concept scoring uses weighted selection criteria and a finer rating scale. Concept scoring may be skipped if concept screening produces a dominant concept. Both screening and scoring use a matrix as the basis of a six step process.
The six steps are:
Prepare the selection matrix
Rate the concepts
Rank the concepts
Combine and improve the concepts
Select one or more concepts
Reflect on the results and the process.
One of the reasons for us to select our project was that we wanted to design something based on emotion. Going beyond the basics functionality, consistency, and usability and we wanted to design something for humans, not for machines. We Learn how to express our brand’s personality and delight our audience through emotional design.
Figure 4. Design for Emotion