Psychoanalytic And Classical Conditioning School Of Thought

It is the twentieth-century, and psychology is becoming more than just an idea, but a way to explain human mental process and behavior. That there might actually be a reason why people are the way that they are. Though there were several influential theories that emerged to explain human behavior, the first two were psychoanalytic and Classical Conditioning school of thought. These two completely different schools of thought attempted to explain human behavior, either based on the reason for the behavior or the behavior itself. So with these in mind, are humans thoughts and behaviors merely things that can be controlled or fixed or is there a more complex reason behind the thoughts and behaviors? While previous theories focused on conscious behavior, it was not until Sigmund Freud, a neurologist, proposed the idea of psychoanalysis, that thoughts and behaviors exist not only in the conscious mind but unconscious as well. Freud believed that the human mind is made up of the id (consisting of primal urges), the ego (the component of the personality charged with dealing with reality), and the superego (the part of the personality that holds all of the ideals and values we internalize from our parents and culture) (7 major schools). Freud believed that the interaction of these three elements was what led to all of the complex human behaviors( â€Å"Schools of Thought†). He developed his theory by the detailed observations of his patients. According to Ronald Comer and ElizabethShow MoreRelatedSigmund Freud s Theory Of Psychology Essay980 Words   |  4 Pagesfour different schools of thought have developed to explore multiple thought based on the mind and behaviour; P sychoanalytic, Behaviourist, Cognitive and Biological. In 1896 Sigmund Freud (1865-1939) founded the psychoanalytic approach. Freud encountered patients suffering from a disease without apparent cause. He was the first to propose that psychological factors were responsible. Freud’s approach focuses on the unconscious mind with conflict. Freud published his psychoanalytic theory of personalityRead MoreStructuralism And The Development Of Psychology874 Words   |  4 Pagesstructuralism- early school of psychology that used introspection to study the structure of the human mind (Edward B. Titchener) functionalism- from an evolutionary process, a school of psychology is focused on how mental and behavioral processes function Behavioral- an objective form of science that studies behavior without reference to mental process b) Gestalt- Max Wertheimer sought to explain perceptions in terms of results rather than by analyzing their constituents c)Psychoanalytic/psychodynamic-SigmundRead MorePsy1011560 Words   |  7 Pagesas B. F. Skinner have had some difficulty explaining Tommys incorrect grammatical construction? What sort of theory could explain the errors? What would that explanation be? B.F Skinner was an American Psychologist who invented the operant conditioning chamber. The chamber he set up had rats in it and a lever, once the rats pulled the lever they were given a piece of food. After this happened the rate of bar pressing would increase dramatically and remain high until the rat was no longer hungryRead MoreOrigins of Psychology and Research Methods Worksheet1462 Words   |  6 PagesPart I: Origins of PsychologyThe seven major perspectives in modern psychology are psychoanalytic, behaviorist, humanist, cognitive, neuroscientific/biopsychological, evolutionary, and sociocultural. Psychoanalytic: The founder of the psychoanalytic school of thought is Sigmund Freud. He believed that many psychological problems result from the conflicts that occur between acceptable behavior and unacceptable unconscious sexual or aggressive motives. His theory was called Psychoanalysis. FreudRead MoreClassical Conditioning and Multiple Choice4163 Words   |  17 PagesPsychoanalytical C. Behavioral D. Humanistic Answer: A [Q3] Multiple Choice - 1 point 3) Which theory answers the question: Do early experiences of neglect or attachment linger into adulthood? A. humanistic B. behavioral C. sociocultural D. psychoanalytic Answer: D [Q4] Multiple Choice - 1 point 4) Which theory answers the following: Does learning depend on specific instruction, punishment, and examples? A. psychoanalytical B. behavioral C. universalism D. cognitive Answer: B [Q5] MultipleRead MoreThe Four Major Schools Of Thought2593 Words   |  11 PagesPsychology A: Assessment Kristina Bates This essay will discuss the four major schools of thought in psychology, it will describe and evaluate theories and research that link to each of the four major schools of thought. The four major schools of thought in psychology are Behaviourism, Psychoanalytic, Cognitive and Biological. Behaviourism is a concept which dismisses that humans possess freewill. Behaviourism states that all behaviour is learned, also that all behaviour is conditioned either byRead MoreBehaviorism The Developmental Grand Theory1525 Words   |  7 Pagescan explain any behaviors or responses that we portray. From classical conditioning, to operant conditioning, and finally social learning; there is not one area within the lifespan (from birth to the elderly) that behaviorism is not taking place. While other theories may play a part in our development. Nun are as crucial as behaviorism. Keywords: behaviorism, learning theory, B.F. Skinner, classical conditioning, operant conditioning, social learning, Behaviorism Grand Developmental Theory InRead MoreHuman Development and The Psychoanalytic Perspective of Personality1396 Words   |  6 PagesThe psychoanalytic perspective of personality sheds light on human development in terms of drives and inner motives, which are of the unconscious mind and sexual instincts as well as stem from childhood experiences of which can be revealed through dreams, free association, and slips of the tongue; nonetheless, if there conflict between motives it will indeed construct defense mechanisms (of which range from denial, displacement, projection, reaction formation, regression, repression, sublimationRead MoreInsight Into Criminal Behavior Essay1735 Words   |  7 Pagescrucial for society as a whole. Psychoanalytic theories deal with conflicts inside the person that produces criminal behavior. This orientation addresses the moral sense that leads individuals choices. Another major psychoanalytical theory of criminal behavior attributes criminal and asocial tendencies with failure to develop psychologically in early childhood. Causation of crime and delinquency can be understood through two major schools of criminological theory; classical and positive. People who chooseRead MoreEssay on Adolescence - Learning and development. Not a bad essay written over night for a Monday hand in,surprised at the outcome will post the Bibliography when I find it3514 Words   |  15 Pagesand the ability to think abstractly. Although this developmental period of life neednt be an uncommonly stressful time, adolescents do encounter stresses. Most adolescents are well adjusted individuals not depressed mixed up people as is commonly thought, possessing rather than lacking in self-control and confidence. At the same time it must be recognised some adolescents exhibit signs of disturbance and can suffer severe life crisis. 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What Makes A Mother - 1539 Words

I believe that this occupation holds less meaning for Bayar’s mother when compare to Ponijao’s mother because she does it a lot less and does not have the time to complete it. When nursing a child, especially a newborn, allowing the child to latch and become satisfied with the amount of milk that they have consumed can take, on average, an hour. As a farmer and gatherer in Mongolia, Bayar’s mother does not have the time to do this task and keep the cattle where they need to be as well as managing the crop growth. The cattle and crops are how they most likely get a majority of their income, and neglecting these tasks can lead to a decrease in income, which could be detrimental to the family. It is also suggested that a mother should nurse†¦show more content†¦He does not seem to be engaged with Mari the same way that her mother was. Mari does have a great deal of toys, but a majority of her play through the movie is independent. The way that Mari’s father plays with her is very different than the way her mother played with her. He father’s attitude suggests that he is not as interested in playing with her, and sees this as a labor task. When compared to Mari’s mother, her attitude suggests that she very much enjoys bonding with her child in this way and sees is as a necessary duty. The meaning of this occupation for Mari’s mother and father seem to be very different, and is most likely to result of cultural norms of Tokyo, Japan. Not to suggest that Mari’s father does not love her, but that this occupation to car for Mari is that of his wife, rather than him. In the same sense, Mari’s mother enjoys it a great deal more because she knows that is it her duty. In a similar sense, Hattie from San Francisco, California also received a great deal of interaction with her parent, like Mari. In contrast however, Hattie received a great deal of play time with her mother and father. Hattie attended a à ¢â‚¬Å"baby social group†, as did Mari, but she attended this group with her father instead of her mother. Hattie played with toy with both of her parents, either independently, or as a family throughout the film. I believe this familiarity with play by both parents, is also the result of cultural norms in San Francisco, California. In the

Equilibrium Supply and Demand and Price Free Essays

string(133) " has comparative advantage in X \(gives up 1Y for additional 1X †¦ whereas country A needs to give up 2Y for an additional X\)\." Test Version A SEMESTER I EXAMINATIONS Mid-Term Assessment ECON 30110 Microeconomics II Time Allowed: 50 minutes Instructions for Candidates This exam counts for 30% of the Module Grade. All questions carry equal marks. Note there is NO negative marking Correct answer is worth 1 mark. We will write a custom essay sample on Equilibrium: Supply and Demand and Price or any similar topic only for you Order Now No answer or more than one answer, will both receive a 0 mark. Incorrect answer will receive a 0 mark. Attempt all 20 questions. Shade in the box in the appropriate space with a HB pencil on the RESPONSE SHEET. Write the test version at the top of the RESPONSE SHEET You may use the paper provided to make notes or calculations to help you. Instructions for Invigilators Foreign language/English dictionaries are permitted. Non-Programmable Calculators are permitted NO MOBILE PHONES ALLOWED 1. If two people in a pure exchange economy have identical utility functions, then they: a) may want to trade if their marginal rates of substitution are different b) will want to trade if they are on the contract curve c) will not want to trade if their consumption bundles are not Pareto-efficient d) will only want to trade if they are not at their endowment e) may want to trade if the price ratio is not equal to one nswer a If MRSA is not equal to MRSB, the two consumers will be able to arrange a mutually beneficial trade. Mutually beneficial trade will not occur only when the allocation of resources among A and B is already efficient. In the case of our two-consumer economy, MRSA=MRSB indicates an efficient allocation of goods (on contract curve). 2. Suppose in a two-good (X and Y) two-person (Ann and Bob) exchange economy, the MRS for person A is YA/XA and the MRS for B is YB/XB. The total amount of X is 40 and the total amount of Y is 40. Ann has an initial endowment of 10 units of X and 30 of Y, while Bob has the remainder. This implies: a) No trade will take place. b) Ann will give some of Y to Bob in exchange for X. c) Ann will give some of X to Bob in exchange for Y. d) Ann will give some of X and Y to Bob. e) There is no enough information to make any predictions Answer b: MRSA = 30/10 = 3 Ann will give 3Y for 1X (or 1Y for 1/3X) MRSB = 10/30 = 1/3 †¦. Bob will give 1Y for 3X (or 1X for 1/3Y) Ann will trade Y for X (gives 1Y for min 1/3X and Bob accepts †¦.. n exchange for 1 Y will give up to 3X) 3. An Edgeworth Box is shown for individuals A and B, along with the contract curve. Which of the allocations b through i can be reached through free trade from â€Å"a†, and once they have been reached no further mutually beneficial trade is possible? a) Allocations b, e and f only b) Allocations c, i and f only c) Allocations d, c, i, g and h only d) Allocations c and i only e) None of these Answer: d Given endowment a, only points within the lens shaped area are mutually beneficial, or pareto superior (so points c, i and f). That is to say, any point outside of this lens would result in at least one of the individuals being worse off compared with point a. However, at only the points on the contract curve illustrate outcomes that are pareto efficient – where the indifference curves are just tangent (MRS of A and B are equal). That is to say, pareto efficiency means that no one can be made better off without someone else being made worse off. So all the gains from trade are exhausted and no further mutually beneficial trade is possible. Point f is not on the contract curve, represents a case where MRS of A and B are different, and hence a case where further mutually beneficial trade is possible. ) 4. An Edgeworth Box is shown for individuals A and B. The endowment point E represents the initial allocation of the goods X and Y. A price line is shown passing through points E, A and B, representing a given price ratio of –PX/PY. At this given price ratio, which of the following statements is Tr ue? a) We are at a competitive equilibrium ) To achieve a competitive equilibrium, the price of good Y will rise and/or the price of good X must fall c) To achieve a competitive equilibrium, the price of good X will rise and/or the price of good Y must fall d) To achieve a competitive equilibrium the price of both goods must rise e) We cannot achieve a competitive equilibrium given the initial endowment Answer b At the given price ratio, there is excess demand for Y and excess supply of X. This means that the price of good Y will rise and/or the price of good X must fall. Process continues until all excess demand and supply are eliminated, and IC tangent to each other (on the Contract curve) and to the price line (which will now be flatter. So in the competitive equilibrium all markets clear, MRSA = MRSB = PX/PY. (see lecture overheads) 5. Suppose the production possibilities for two countries, A and B, producing two goods, X and Y, are as follows: | A| B| X| 2| 7| Y| 4| 7| They can each produce any linear combination as well. Measuring X on the horizontal axis, the joint production possibility frontier: a) will kink away from the origin at 7 units of X. ) will kink toward the origin at 7 units of X. c) will kink away from the origin at 2 units of X d) will kink toward the origin at 2 units of X e) will not have a kink answer: a jointly the countries can produce either a total of 9X or 11Y. MRT of A is – 4/ 2= -2 MRT of B is – 7/7 = -1 Country B has comparative advantage in X (gives up 1Y for additional 1X †¦ whereas country A needs to give up 2Y for an additional X). You read "Equilibrium: Supply and Demand and Price" in category "Essay examples" Country A has a comparative advantage in production of Y (gives up 1/2 X for additional 1Y †¦Ã¢â‚¬ ¦ whereas B must give up 1X for additional Y) Jointly then can produce 9 X and 0 Y †¦Ã¢â‚¬ ¦ or 11Y and 0 X. These define the intercepts of the joint PPF. Kink arises where both countries specialise in good in which have a comparative advantage: so B produces only X (i. e. 7X) and A produces only Y (i. e. 4Y) If jointly produce more than 7X then B produces only X, and A both X and Y (with MRT of -2). If jointly produce more than 4Y then A produces 4Y and B both X and Y (with MRT of -1). Hence answer a 6. Competition results in the efficient product mix because: a) the slope of the production possibility frontier will equal the slope of the contract curve. b) the distribution of the final output is Pareto efficient. ) producers are setting MRT equal to minus the price ratio while consumers are setting MRS equal to minus the price ratio ensuring that MRT will equal MRS. d) consumers are on the contract curve e) none of these answer c ( see self assessment sheet 2, Q1, part iv. 7. One test of whether a firm is a profit-maximizing monopoly is to check whether the firm is operating in the elasti c portion of its demand curve. Why is this a relevant test and what would the elasticity be if the firm were maximizing revenue? a) If a firm were operating in the inelastic portion of the demand curve, it could raise its price and increase profit. Revenue is maximized when elasticity equals – 1. b) If a firm were operating in the inelastic portion of the demand curve, it could raise its price and increase profit. Revenue is maximized when elasticity equals 0. c) If a firm were operating in the elastic portion of the demand curve, it could raise its price and increase profit. Revenue is maximized when elasticity equals – 1. d) If a firm were operating in the elastic portion of the demand curve, it could raise its price and increase profit. Revenue is maximized when elasticity equals 0. e) None of these. Answer a see lecture and also self assessment sheet 3, question 1 part (v) for related question) 8. Consider a firm that is the sole producer of a homogeneous product. It faces a market demand function of Q =100 – P , where P is the price of the good, and Q is the quantity of the good demanded. The firm’s costs of production are given by 40Q. The profit maximising price is then given by: a) P = 100 b) P = 60 c) P = 30 d) P = 70 e) None of these solution d: Monopoly. Profits ? = TR-TC Profit max where MR = MC Q = 100 – P and hence P = 100 – Q So TR = 100Q – Q2 So MR = 100 – 2Q TC = 40Q so MC = 40 MR = MC implies 100 – 2Q = 40 Thus Q = 30 Therefore P = 100 – 30 = 70 9. Consider a firm that is the sole producer of a homogeneous product. It faces a market demand function of Q =100 – P , where P is the price of the good, and Q is the quantity of the good demanded. The firm’s costs of production are given by 40Q. Then the firm’s Lerner index is equal to: a) 1/2 b) 3/4 c) 11/7 d) 1 e) None of these Answer e: none of these From previous question, optimal P = 70 Lerner index = (p-c)/p = (70 – 40)/70 = 30 / 70 = 3/7 10. This figure shows the demand and cost curves facing a monopoly. 80 60 40 20 800 600 400 200 0 The deadweight loss of the monopoly is: a) 48000 ) 4000 c) 2000 d) 32000 e) None of these Answer c: Draw in MR curve – cuts horizontal axis at ? Q of demand function, and has same intercept at the D on the vertical axis. MR cuts horizontal axis at Q = 40 Setting MR = MC allows monopolist to charge P = 600 (and output of Q = 20) (note: alternatively, from picture ca n see that expression for demand function is P = 800 – 10Q †¦Ã¢â‚¬ ¦.. when Q = 0 then P = 800 †¦.. and slope given by – 800 / 80 = – 10 Hence, TR = 800Q – 10 Q2 and so MR = 800 – 20Q. Set MR = MC we get Q = 20 and substituting into inverse demand we get P = 600) Competitive output occurs where P = MC = 400 and so Q = 40 DWL = area of shaded triangle = ? (600 – 400) * (40 – 20) = 100*20 = 2000 11. Suppose a monopolists price elasticity of demand is –5, and the marginal cost of production equals â‚ ¬80. The monopolist’s profit maximising price is then equal to: a) 75 b) 400 c) 16 d) 100 e) Cannot be computed with the information given Answer d Lerner index = (p-c)/p = 1/e So (p – 80)/p = 1/5 Hence solving for p gives p = 100 12. If the government regulates a natural monopoly by forcing it to set a price equal to Marginal Cost then a) the natural monopoly will still make high profits. b) the natural monopoly will shut down ) the natural monopoly’s marginal cost curve will shift down. d) the natural monopoly’s marginal cost curve will shift up. e) the natural monopoly will earn zero profits answer b. Natural monopoly has MC below AC. So p = MC would mean loss – which would mean exit 13. perfect price discriminating monopolist: a) generates a dea dweight loss to society. b) Provides quantity discounts to customers buying larger quantities c) charges each buyer her reservation price. d) charges different prices to each customer based upon different costs of delivery. e) reduces, but does not eliminate, consumer surplus nswer c see lecture. With perfect price discrimination each consumer charged reservation price, which allows monopolist to fully extract consumer surplus (so CS is zero) and maximises total social welfare (so no deadweight loss) 14. A monopoly sells to two countries, and resales between the countries are impossible. The demand functions of the two countries are given as P1 = 100 – Q1 P2 = 120 – 2Q2 The monopolists marginal cost is â‚ ¬30. The profit maximising monopolist will set prices as follows: a) P1 = 65 and P2 = 75 b) P1 = 35 and P2 = 22. 5 c) P1 = 68. 33 = P2 d) P1 = 100 and P2 = 60 ) None of these Solution a: Profit max monop will choose p1 to max profit in country 1, and choose p2 to m ax profit in country 2. We have two separate demand functions. Hence, this implies MR1 = MC and set MR2 = MC TC = 30Q TR1 = 100Q1 – Q12 MR1 = 100 – 2Q1 = 30 MC Solving: Q1 = 35 And hence P1 = 100 – Q1 = 65 TR2 = 120Q2 – 2Q22 MR2 = 120 – 4Q2 = 30 MC Solving: Q2 = 45/2 = 22 ? And hence P2 = 120 – 2Q2 = 120 – 45 = 75 15. Two firms, A and B, selling identical products face an inverse market demand function given by P = 100 – Q, and each have a constant marginal cost of 40. The firms simultaneously choose quantities to maximise profit. Firm A’s reaction function can then be written as: f) qA = 30 – qB g) qA = 30 + ? qB h) qA = 60 – qB i) qA = 30 – ? qB j) None of these Answer d: DEMAND : P = 100 – Q Two firms in the industry, so Q = qA + qB Hence we can write P =100 – qA – qB Profit function for firm A: = TR – TC = P qA – C Thus, ? A = 100qA – qA2 – qAqB – 40qA Firm A will choose qA to maximise profit, given the qB set by its rival B †¦.. First order condition for profit maximisation then is A / ? qA = 100 –2 qA – qB – 40 = 0 Rearranging, we find qA = (60 – qB) / 2 = 30 – ? qB †¦.. this is firm A’s reaction function †¦Ã¢â‚¬ ¦ in order to maximise it’s profit, firm A will choose and output qA that is a best response to qB †¦Ã¢â‚¬ ¦ Identical firms, so similarly qB = 30 – ? qA †¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦. this is firm B’s reaction function †¦Ã¢â‚¬ ¦ in order to maximise it’s profit, firm B will choose and output qB that is a best response to qA†¦Ã¢â‚¬ ¦ 16. Two firms, A and B, selling identical products face an inverse market demand function given by P = 100 – Q, and each have a constant marginal cost of 40. The firms simultaneously choose quantities to maximise profit. The equilibrium outcomes are: k) P = 40 and qA = 30 = qB l) P = 60 and qA = 20 = qB m) P = 70 and qA = 15 = qB n) P = 100 and qA = 20 = qB o) None of these Answer b Solving reaction functions: 1) qA = 30 – ? qB 2) qB = 30 – ? qA Substituting equation (2) into equation (1) we can then solve for the optimal qA that A should choose to maximise profits†¦. qA = 30 – ? (30 – ? qA) qA = 20 Since we have identical firms, we know that similarly we can solve for qB = 20 Market quantity Q = qA+ qA = 40 And we can solve for the market price. Since P = 100 – Q this implies that P = 60 17. In a Bertrand model with differentiated products p) price is independent of marginal cost. q) firms set price at marginal cost. r) firms set price independently of one another. s) firms can set price above marginal cost. t) price may be either equal to or above marginal cost answer d 18. In a homogeneous good Bertrand model, the equilibrium price u) declines with the number of firms in the market v) is independent of the number of firms in the market w) is independent of marginal cost x) is above marginal cost . ) is the same as the monopoly price answer b (note n = 1 implies a monopoly and not an Oligopoly). for n = 2, p = mc †¦.. and for all n;2 price = mc so price does depend upon mc, is equal to mc, and is independent of the number of firms in the market 19. In the long run in a monopolistic competitive market, a) Firms will set P ; MC and produce where P = AC b) Firms will set P ; MC and produce where P ; AC c) Firms set P = MC and produce where P = AC d) Firms set P = MC and produce where P ; AC e) Total Social Welfare is maximised Answer a Have market power: set P ; MC †¦. ut no entry barriers, so in long run all profits are eroded and so P = AC and profits are zero 20. The payoff matrix for two firms, A and B, that must choose between setting a High or Low price strategy is shown as follows: | Firm B| Firm A| | Low| High| | Low| (10 , 10)| (25 , 5)| | High| (5 , 25)| (20,20)| A Nash equilibrium in this game is: a) Both firms set a High price b) Both firms set a Low price c) Firm A sets a Low price and firm B sets a High price d) Firm A sets a High price and firm B sets a Low price e) There is no nash equilibrium in this game Answer b How to cite Equilibrium: Supply and Demand and Price, Essay examples

Impact on Customer Orientation Process †MyAssignmenthelp.com

Question: Discuss about the Impact on Customer Orientation Process. Answer: Introduction: Smiths Snackfood Company is facing some really daunting challenges. Firstly, there is an increasing trend of eating a wider spectrum of snack products plus healthier snacks. This has heightened competition in the wider macro snacking marketplace. With growing competition in the healthy snack segment as well, Smiths is faced with the challenge of competing for the already small shelf spaces in the retail stores. It is highly critical to managing relationships with retailers and with the intensifying rivalry, this becomes harder and harder. Identifying whitespace prospects which match the marketplace dynamics, taste preferences and culture take a detailed and critical analysis of the retail landscape plus the customer trends which drive buying habits. Processing so much amount of information and filtering only the one required is another major challenge faced by the company. The challenge is to gather information from different markets and assimilating it into one so that all members o f the sales force are equipped with the necessary information about every store (Solomon et al., 2013). Moreover, with rising competition in the macro snacking market, the company faces the challenge of deciding the type and amount of information required by its sales force to be effective. Although the company has a knowledge management portal which offers a central point of access to the database, however, with the changing consumer trends and buying habits, plus rising competition, there is a need for more sturdy knowledge management. It takes more than a hearty crunch and great flavours to sell a Snack. It is evident through the case that capturing the corporate information and industry best practices have helped the Smiths management earlier in providing employees something they could use for efficient sales. Below mentioned strategies are recommended to manage the issues highlighted above: Employing a sales-oriented CRM system An efficient CRM system with a sales focus can help Smiths salesforce in staying focused and organized. With properties like automatic reminders, lead prioritization, and customer specific data, the sales team is likely to receive only that information which is critical in increasing sales. With help of such system, Smiths can expect to experience a rise in its salesforce closing ratio together with greater productivity (Hung et al., 2015). Arming the sales team with collaboration and mobile communication tools The companys salesforce is likely to spend most part of their time on the field, hence they require remote and easy access to critical and timely sales and consumer information via a mobile CRM app or solution. This will enable them to perform with real-time data and to modify a prospects information instantly, instead of waiting till they come back to the office. This will also enable managers to track data efficiently through the sales funnel (Tseng and Pin-Hong, 2014). Smiths must also make it convenient for its salesforce to have immediate access to the up-to-date product specs and contracts from a device phone, laptop or tablet. Moreover, as they will be needing to edit or draw documents, for e.g. a contract to finalize a deal at the quarter end, the company must make sure that they can do so easily without having to jump across multiple devices and apps (Fu, 2015). Using an advanced search engine As there is no advanced search engine being used at Smiths currently, the company can choose from different advanced search engines available. These will enable the users (salespeople) to find information spread in various repositories like spreadsheets, PPTs and intranet websites. It will help the members of the sales team to reach all the varied data sets by one view thereby refining the search and saving time (Rodriguez, Robert and Haya 2015). In order to implement the above recommendations, several decisions need to be made. These include: Company-wide communication app - Having a company-wide communication app together with privacy and data security will result in improved customer and sales experiences and lesser mistakes (Arnett and Michael, 2014). Qualify leads Smiths will have to define its target audience and acknowledge that people beyond this definition are likely to be wasting time than leading to sales. 3rd party behavioural and demographic data needs to be attached to inquiries in real time to swiftly assess how much prospective buyers match the defined target profile. It is only counterproductive to give leads to sales if these prospects are not willing to have a sales talk. Hence, it is crucial to comprehend the buyers journey, give them helpful content, and then extend them to sales only when they show they are willing to have a sales conversation (Khodakarami and Yolande, 2014). Obtain an advanced search engine For starters, the company can outsource this to a company which can build a prototype in small time employing technologies previously permitted by Smiths IS division (Garrido-Moreno, Aurora, and Vctor, 2014). Offering constant training and chances for sharing best practices The company needs to start focusing more on the development of its sales team. From technical training on services and products to training on the sales process, or bringing regional salesforces together every year to exchange best practices, an extensive development and training program gives a measurable ROI (Babin and William, 2015). When implementing the CRM, the company should get its requirements and specifications meticulously mapped out. The more detailed these requirements are, the better-positioned companies are to give firm pricing. Firm pricing will enable Smiths to recognize the capabilities it can do without. Moreover, a careful requirement specification will help the organization in identifying the functionality which it does and does not require. Through this, Smiths can find lower cost brands that can meet its needs. In addition to this, unless there is a pressing requirement to use technology in a specific way, it is advised to have an open mind between on-premise and hosted options (Filieri, 2013). Besides this, prior to choosing the TD program, Smiths is advised to not make assumptions regarding its employees abilities and instead survey them directly. Once feedback is received on this, the company will be in a much better position to structure the TD program. References Arnett, Dennis B., and C. Michael Wittmann. "Improving marketing success: The role of tacit knowledge exchange between sales and marketing."Journal of Business Research67, no. 3 (2014): 324-331. Babin, Barry J., and William G. Zikmund.Exploring marketing research. Cengage Learning, 2015. Filieri, Raffaele. "Consumer co-creation and new product development: a case study in the food industry."Marketing Intelligence Planning31, no. 1 (2013): 40-53. Fu, Frank Q. "Motivate to improve salesforce performance: the sales training perspective."Performance Improvement54, no. 4 (2015): 31-35. Garrido-Moreno, Aurora, Nigel Lockett, and Vctor Garca-Morales. "Paving the way for CRM success: The mediating role of knowledge management and organizational commitment."Information Management51, no. 8 (2014): 1031-1042. Hung, Shin-Yuan, Jacob Chia-An Tsai, Wen-Ting Lee, and Patrick YK Chau. "Knowledge management implementation, business process, and market relationship outcomes: An empirical study."Information Technology People28, no. 3 (2015): 500-528. Khodakarami, Farnoosh, and Yolande E. Chan. "Exploring the role of customer relationship management (CRM) systems in customer knowledge creation."Information Management51, no. 1 (2014): 27-42. Rodriguez, Michael, Robert M. Peterson, and Haya Ajjan. "CRM/social media technology: impact on customer orientation process and organizational sales performance." InIdeas in Marketing: Finding the New and Polishing the Old, pp. 636-638. Springer, Cham, 2015. Solomon, Michael, Hughes, Andrew, Chitty, Bill, Marshall, Greg., and Stuart, Elnora. Marketing: Real People, Real Choices. Pearson Higher Education. 2013. Tseng, Shu-Mei, and Pin-Hong Wu. "The impact of customer knowledge and customer relationship management on service quality."International journal of quality and service sciences6, no. 1 (2014): 77-96.