Concept selling

New Definitions of Defect. The concept espoused by Section 402A of the Restatement (Second) of Torts, namely, that a manufacturer was strictly Hable for selling a defective product and that proof of fault was unnecessary, worked well with regard to products that contained manufactuting defects. 

Development The following discussion relates specifically to the use of what could be called radial-inflow, centrifugal-pump power-recovery turbines. It does not apply to the type of unit nurtured by the hydroelecti ic industry for the 1 ge-horsepower, large-flow, low- to medium-pressure differential area of hydraulic water turbines of the Felton or Francis runner type. There seems to have been little direct transfer of design concepts between these two fields the major manufacturers in the hydroelectric field have thus far made no effort to sell to the process industries, and the physical arrangement of their units, developed from the requirements of the hydroelectric field, is not suitable to most process-plant applications. 

Having selected the right sponsor and identified key advocates, the next task is to sell them on the concept of PSM—and the need for an effective system within your company. The first step in any selling situation is to know your audience. It is up to you to do some informal research on the person or people you want to endorse PSM look for insights into their business priorities, their track records with comparable initiatives, and their professional backgrounds. This will help you ... 

Selling a concept is in some ways more difficult than selling a specific product or activity because it is less easily quantified or described. For this reason, PSM... 

Do not underestimate the amount of effort needed to "sell" the need for process safety management. This concept has become widely recognized in... 

This potential for consolidation in the area of documentation systems was used as an example to sell the overall integration concept. Documentation was an area of constant complaint and senior management could easily visualize opportunities for improvement in basic resource requirements, as well as secondary effects on resources for training, auditing and other activities. Exhibit 10-1 was a key part of the presentation that the VP, ESH made to senior management. 

In market economies, however, companies are confronted with competition when selling to customers and they use the market competition when purchasing from suppliers. On the other hand, market constellations can change, when many customers compete for limited resources or raw materials provided by few large suppliers. In these situations, prices, values as well as ensured profitability within each company are decisive for the sustainable survival of the business. While the supply chain emphasizes the supply aspects including ensured supply and availability (Corsten 2001, p. 94), an essence of Porter s value chain underlining the value focus and the supply chain concept is required as basis for the study. 

Figure 4.14 Vehicle to grid concept the vehicle can be plugged into the grid to either buy or sell electricity.

Glaxo SmithKline, which has maintained also the former Smith Kline French headquarters in Philadelphia, USA, has pioneered the concept of a suppliers day. The purpose of these one-day events is to align vendors with the procurement policy of the company. The statement of the head of Global Supply If you want to remain a supplier to our company, you must commit— in writing—to a 20% reduction of the price of every single product you sell us within the next three years, 7% per year to be precise has left its mark in the hne-chemical industry. 

As explained in Chapter 2, it can be argued that the concept of the commercial brand was first used successfully to sell NP-rich products, especially cigarettes and soft drinks. 

First, let us recall the shortcomings of the sales concept in face of information asymmetries. As stated in section 2, the traditional selling of chemicals, firstly, does not prevent over-consumption. In a competitive market it is rather the aim of the sales concept to sell as much commodities as possible to increase the profits of the sellers. A sales contract consequently provides no incentives to reduce such adverse effects of chemicals on human health and the environment that are related to the quantity of chemicals in use. Secondly, the sales concept provides no incentives for transferring accurate knowledge on the efficient application of the chemical, as this lowers the profits of the sellers. In contrast, Chemical Leasing business models are capable to effectively deal with problems of information asymmetries. Based on the findings of Ohl and Moser (2007), both models introduced above (A and B) show comparative advantages as follows ... 

Substitution of variance components concept may be a hard sell degrees of freedom can be significantly reduced... 

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