Saturday, 7 February 2015

CERTIFICATE IN BUSINESS COMMUNICATION

CERTIFICATE IN BUSINESS COMMUNICATION

Study Schedule over 17 weeks

Week 1                      get a job and keep it
Week 2                      and keep it
Week 3                      job interview
Week 4                      answering the phone
Week 5                      latin roots – full lesson
Week 6                     Test
Week 7                      mastery english – full lesson
Week 8                      letter writing – Flag Pole format
Week 9                      Mid term test
Week 10                   latin roots – full lesson
Week 11                   mastery english – full lesson
Week 12                   letter and memo writing
Week 13                   report writing
Week 14                   Test
Week 15                   mastery english – full lesson
Week 16                   latin roots – full lesson
Week 17                   Final Exam

Each week, lessons will cover all the basic exercises of office ethics and business conduct with letter, memo and report writing.

Chapter 1  Get a job

The main task for all young people is to be employed and keep the job. The task is not easy and starts when the young person is at primary school.  Skills must be learned and polished with positive comments on report cards. Some employers will want to see early report cards and many students will have lost these.

The employer will want to see attendance on the report card and will not be happy if the applicant came to school only two days a week and missed out on tests. Lazy students show themselves early. Hard working students will be doing that from primary school.

It is important for students to have good behaviour. There will be no value in their drinking beer at an early age and smoking marijuana. That will be shown in their school performance. Many employers will want to see a police clearance. Young law breakers will find that they do not gain employment.

So we can say that preparation for employment starts at an early age. Many students have had their dreams shattered by being not accepted for grade 11 and not gaining a place at university.

If they have not prepared themselves for employment and not been accepted for university, their future is in trouble. There will be young people whose family can afford to pay for their study at a private business college. They should treat this very seriously as their last second chance.

There have been students who were drop outs at high school and by their lazy behaviour became drop outs at Business College. These students may become born losers.

Chapter 2 Applying for a job.

There are advertisements for positions vacant that appear regularly in the media. Many call for young applicants. The advertisements will set down the job specification and the requirements for young applicants. It is important for the applicant to write to the requirements of the advertisement.

The advertisements will set down specific requirements that have to be followed exactly. If the successful applicant has to have a driver’s license, that is what it is. The applicant is wasting time to think he/she will be accepted without a licence.

There will be a requirement to be a claims clerk with at least 3 years experience. That is what it is. There is no value in stating only one year experience or ignoring the information altogether.

A Diploma in Accounting is required.  A Certificate in Marketing will not be accepted. There will be certain requirements in the job that require a depth and breadth in accounting. Not Marketing.

Letter of Application

We have to see the problem through the eyes of the Human Resources Manager who has placed the advertisement last week and now has 400 job applications on the desk.

The HRM will first check the letters for resumes and references as requested in the advertisement. There are 120 without these and are put straight into the rubbish bin.

This person will then check the letters for presentation, use of grammar and spelling. Another 150 go into the rubbish bin. There are 130 letters left.

There are 70 who have not stated their qualifications and job experience. There are 50 left. Over a matter of hours, the remaining letters are reduced to 7 and these are placed on the short list for interviews. From this list, 4 persons may be selected to be interviewed.

A letter of application should be well set out and neat following the format of a business letter. The standard approach is according to the Flag Pole style. All paragraphs start against the left margin except the address block. 

This style has developed with the use of computers that brings the cursor back to the left margin with each line.

                                                                                               
Chapter 3 The interview

The interview is where the final decision is made. Interviews may have 2 or 4 interviewers each with a different focus. The best advice for an interviewee is to speak clearly, politely, briefly and honestly.

It is wise to look each interviewer in the eye as you speak. The interviewee should tell the truth and not speak to please the interviewer.

Occasionally there will be an interviewer whose job is to trick the interviewee and lead the person to make silly statements considered to impress the interviewers.

We need a strong person in this job. Do you fight?
Ah yes, I am a strong fighter.
Do you fight when you are drunk.
Yes.
What do you do?
I like to kick the other person in the head.
We want a strong person but not a violent drunk.        (Fail)

Do not agree with every statement the interviewer makes. But be polite in responding. You may be being tested.

You have to finish work at 4pm.
Of course you will want to leave early.
Not really sir. I work to the hours required of me.
Are you saying you do not want to ever leave early?
There will be times. But I will ask permission before I go.
Are you a clock watcher?
No sir. But we all need to know the time.

If the other interviewers smile at each other, you may be doing well. You have to be a person who can respond clearly and politely. They do not want a worker who may threaten to punch a customer. You are doing well.

A person who goes for an interview will impress the panel by showing some knowledge of the working of the company. He/she may be able to point out that there are 5 branches throughout the company. Produce is exported mainly by ship through Lae. So do a little research before the interview.

There was once a young man who went for an interview. On entering the room, he tripped and fell on his face. He lifted his head, smiled, put his fist under his chin and said “At least I fell into good company”. He got the job.

The panel will be most impressed if the interviewee mentions that the world price of the product has dropped which makes difficulties for the company in dealing with the farmers. 

The interviewee has to follow the direction of the interview but slip in a few leaders to tell a story too. Don’t be over- smart.

Do you work in the community?
Yes, sir. I have played a role in the development of my town. (LEADER)
What have you done?
I have helped the local care group to counsel people with TB and HIV.
I have a reference in my application from the President of the group (LEADER)

It is not wise to boast about what you do and tell the panel that you are the best worker in my last job. You have produced the best counselling program.

Some applicants make a bad mistake in applying for a job. The interviewer may ask about the previous job. It is very bad if the applicant criticizes the last employer.

I left the job because the Manager was a lazy stupid man.
All the time he was drunk and he made me work too hard.
He wanted to take me out at night and have sex with me.
I left because he was making me unhappy.

It would be better to hide this story. Perhaps you could tell your new boss in a year’s time but not now. If you talk now at the interview, the interviewers will wonder what you will be saying about them if you seek another job.

I left the job because I had to travel too far each day.
I wanted a job closer to my family and felt that I had
experience to work at a higher level. The workers at
the old job were good people and I am sad to leave.

But you can put a view on yourself in an unboastful way in an interview and letter of application. New employers will be happy if you explain yourself clearly. If telling the truth, you are pointing out reality about yourself.


I see in myself the capacity to work well in a team.
I recognize that I have an ability to inspire people to live a positive life.

Chapter 4 Keep your job.

The basic requirement in keeping the job is to come to work on time, leave on time, do your job, dress neatly, be clean, wash daily, wear clean clothes and  do not come to work drunk,

Do not smoke in the office, speak politely and softly, smile and be happy, be respectful to the boss and others, do not annoy workers by swearing and making dirty jokes and do not fight.

You may find that there is an argument going on among the workers. Keep out. Do not take sides as a new arrival.

Do not make comments in support or opposition of any side. Wait for the first 6 months before you take any side. Even then keep out of trouble. Join the work volley ball team.

I once worked part time in a company in Australia. At Christmas, I went to the Christmas party. There was one young man who was the life of the party and became drunk.

On my way home, my friend the manager said that the young man will be sacked the next week. He had been drunk and joined a group of senior officers of the company.

He called them all by their first names including the Managing Director. He put his arm around the General Manager, wanted him to drink a beer and called him Freddie.

He was Sir Frederick Guggenheimer and called Freddie by a junior idiot. The General Manager was a pastor in his church who did not drink alcohol or appreciate swearing. He was annoyed and embarrassed with the cheeky young office boy.

It is said that the greatest damage in a company can be done at Christmas parties when the staff are drunk. Men start to put sexual pressure on women workers. A male worker has asked the manager’s wife for sex. Not good.

This can damage the relationship in the office after the party. Women workers can get drunk and start to swear and fight. Workers may not realise that they are being watched.

There is a most important step taken if the worker wants to resign. He should write a polite letter pointing out positive aspects of the job. There should be no criticism of the company. If the worker wants to tell the manager he is unhappy, he could quietly do that later. Wait for the reference first.

I want to resign because I think this is a useless company.
All your managers are idiots. There is no promotion and I
think I should have been promoted about 6 months ago.
I am going to a better job and I hope your company goes
bankrupt.

A resignation letter needs to be polite and leave you and the manager on good terms. There should be focus on the positive.

I have worked in this company for two years out of
school. I am pleased to have been given experience
in office procedures and able to work in computer
accounting.

I have made many friends here whom I will remember
all my life. I wish you all well and hope to come back
to visit occasionally.

You have to understand that if you go to another company for a job, they will seek a reference from your previous employer. If you do not have a reference the manager may contact the previous employer.

It is too bad if the old manager sends a FAX of your nasty resignation letter above. You have just lost the new job you are seeking. You are not a fit employee. You have lost the old job to as you have been saked.

Never criticize your old company when applying for a new job. The interviewers may wonder what you would say to another company if you leave their company. Will their manager be called an idiot?

The applicant is showing a lack of loyalty and no team spirit. That is why there was no promotion in the old job. The interviewers will reject the applicant.


Chapter 5  phone at the workplace

The phone may be the first point of contact of a new customer. So the first impression of the company is very important. That may be you.

There is an accepted way of answering the phone to supply all information to the caller without the person having to ask many questions. Remember that the caller may be the boss phoning his office from out of town.

Hullo.
Is that Codex pharmaceutical Supplies?
Yes.
May I speak to Mr Rava?
He’s not here.
Who may I speak to then?
You could talk to Ms Moripo.
Please put me on to her.
She’s not here too.
When will they be back?
I don’t know.
I will ring back tomorrow.
Yes Good bye.

This is a very unhelpful conversation with a prospective customer or the boss calling from out of town. The office worker has failed and may have made the caller never to phone back but go to another company. The better approach would be as follows:

Good morning, Codex Pharmaceutical Supplies,
Mary speaking. How can I help you?
May I speak to Mr Rava?
I am sorry but he is not here.
May I ask what you wish to talk about?
I want to ask about an order of home supplies.
I could put you through to the manager.
Hold the line please......
(One minute later)
I am sorry but his phone is engaged.
Do you wish to wait?
Yes thank you.
(2 minutes later)
I am sorry but he is still engaged.
Could I ask him to phone you?
Yes thank you
Your name?
Julia Kasa phone 31234587
Sorry about the delay.
I will leave a note on his desk.
Thank you.
Bye.

There is confidentiality in phone calls. The secretary of the manager has the job of keeping secrets of the company. There should be no information passed to callers about the office business.

(Ring ring)
Apex Engineering. Can I help you?
I would like to speak to Mr Moveova?
I am sorry. He is out of the office.
Where is he?
He is having lunch at the Holiday Inn.
Who is he having lunch with?
His girl friend.
Can I leave him a message?
No. I will tell him myself.
May I know who is speaking?
His wife !!!!!

This secretary has made a bad mistake in giving out private information about her boss. She may not like her boss being unfaithful to his wife.

But it is not her job to tell the wife. She is putting her own position in danger. The secretary was sacked that afternoon after her boss came back from the hospital with stitches in his head. Someone hit him with a bottle of beer.

There should be no office business passed to callers on the phone that may affect the business of the company.

(Ring Ring)
Kiap Building Constructions.
Can I help you?
Yes, I would like to speak to Mr Smith.
I am sorry. He is out of town.
Where is he?
He is in Lae?
What is he doing there?
He is negotiating to build a road.
Which road?
It is the road from Wewak to Alotau.
Who is he meeting?
Mr Chou Feng Sui of China constructions.
Can I help you sir?
No. You have helped me enough.
Pleased to be of service.
Good bye.

Chapter 6  Writing a letter

It is important that polite, accurate and neat letters go out from a company. The letter can build the status of a business or pull it down. Letters should put the view of the company or Government without insults or threats.

This is to let you know that you have not paid your
last month account. We are tired of your company
and your lazy attitude to paying your bills.

We warn you now that if you do not pay by next week,
we will have the police come around and arrest you.

You will go into the cells. You will not like being in the
Boroko cells as there will be raskols who will bash you
and put you in hospital.

So pay up now or there will be trouble.

This is a low quality threatening letter that shows there are criminal attitudes in the company. A reputable business must keep a high level of professional dignity in their letters.

Dear sir,

I am writing to advise that you monthly payment
for June 2014 is overdue and ask that you make
payment as soon as possible.

If the payment is on its way, we thank you and ask
you to maintain a prompt payment schedule in the
future.

Failure to make payment will force us to take legal
action. If you wish to discuss the matter, please
contact John on 3241276. Thank you.

Yours sincerely,


The letter format in business is quite standard. It follows the Flag Pole format. There is only one sentence in the introductory sentence. Please pay letters should be polite and give the debtor the opportunity to pay in a dignified way.

The introduction should be the first line read in a letter. There is a standard format. The conclusion makes arrangements for further contact.

I read your advertisement in the Post Courier.
It was on the 14 January 2015. The position
was to be Accounts Clerk. I would be very good
in a job like that. I would like to apply for the job.

I am writing to apply for the position of Accounts
Clerk as advertised in the Post Courier on 14 January
2015

I am writing with reference to the advertisement for
Accounts Clerk in the Post Courier on 14 January 2015
and would like to apply for the position.

If you get my letter and want to interview me, you can
reach me on phone 3249878

If you wish to contact me, I can be reached on phone 3249878.


Chapter 7     What we learn about working in employment?

Young people have spent their lives in school and at home. They have made many mistakes in those places and been corrected and forgiven.

Home and school are training grounds for young people who are helped to develop skills and values to prepare them for adult life as parents and workers in business and government. They smoke, drink alcohol, come home late and abuse family members. They may be forgiven.

But working in employment is different. New workers are given every chance to learn new skills and make mistakes within reason. But they are being paid a wage and expected to do work to a certain required standard.

They can be sacked for their conduct. Where they may be forgiven at home and school, they will now be dismissed by an employer. There are basic guidelines that this course now gives to help young people in their future lives:

They have to realise that employers in a given industry may know and talk to one another. They belong to the same club. If a worker is dismissed in one company, there may be difficulty in finding a job in another company. 

The managers of both companies are old friends and regularly talk to one another. It may take only a phone call or text message to ask about a new applicant for a job.

The old employer may FAX a copy of the resignation letter to his friend. The friend may tell the old employer that the applicant called him an idiot. The new applicant will not get the job.

On the other hand, if the old worker had respectfully resigned and made positive remarks at the interview about the old company, the applicant may have been welcomed into the new company with friendship.

There are closed industries for workers. If a journalist is dismissed from one newspaper in Papua New Guinea, that person will most likely not get a job in the other newspapers. It may be necessary to start a new occupation.

Teachers in private schools may have similar difficulties as would hotel workers. Dismissed from one job, the person may not get another job in similar companies. All private school Directors and Hotel Managers surely talk to one another.

Workers have to have a high level of performance and conduct. It is not acceptable to come to work drunk. Men should not sexually harass women in the company.

Nor should women make approaches to the male workers that will cause disruption in the work place. Of course, genuine relationships are very welcome. Senior officers should not seek relationships with young workers.

This work book has referred to the problems that can be caused by drunken workers at office Christmas parties. There have been workers who have become drunk, been involved in fights with other workers, argued with the managers and harassed women. This person will probably be sacked.

There are times when workers will use Christmas parties to settle an argument with a boss.  There may be a fight caused by the worker. It is foolish to allow alcohol to cloud judgment. When Christmas vacation is over, the worker is looking for a new job.

There are traps for workers entering a new company. They need to keep a very low profile and not cause problems. They need to keep away from any disputes and not take sides.

It would be foolish to have started work and be involved in a work dispute in the first month or year. The manager is watching and assessing the value of the new worker. The person may not survive the probation period.

Workers have to become part of the life of the company and try to be friends with colleagues. Join in the life of the company as well as possible. A family member may need to look after children at home. Play volley ball or touch football. Attend farewell lunches for retired workers.

There are companies that have new workers every month with workers resigning. There was a school in Port Moresby that had different teachers every year. This was the sign of a school with a poor work record. Teachers should be staying for years not leaving at the end of the year.

There is a company in Boroko that has employed the same workers over many years to the point that they have become one big family. So we have to consider the work record of companies and workers.

There are good workers and good companies. There are bad companies with bad workers. The clients slowly work out which company they will approach to do business.

Chapter 8   Letter of Application


24 Kanage Street
Saraga NCD

(2 spaces)
27 January 2015

(2 spaces)                                                                                        
The Manager
Theodist Stationary Ltd
P.O. Box 1254
BOROKO

(3 spaces)

Dear Sir,
(2 spaces)

I am writing to apply for the position of Receipts Clerk as advertised in the Post Courier on 22 January 2015.
(1 space)
I have recently graduated from Grade 12 at Gerehu National High School with distinctions in Mathematics and Science and credits in Social Science and English. I really enjoyed study and have developed a strong interest in Biology and Science.
(1 space)
At school, I was a prefect in my last year and a representative on the Student Representative Council. I worked to contribute to the school as a member of the team that put the school magazine together. I was the school photographer.
(1 space)
I see myself as a team player who will work until the job is done. If a job is to be done, I would be one to do it. I believe in a good day’s work for a day’s pay.
( 1 space)
I come from a family with two brothers and one sister. As the eldest in the family, I have always been the leader of my brothers and sisters. They look to me to support them. I would hope to have a positive role in your company.
(1 space)
I have a drivers’ licence as you have specified. My police clearance is summarized in my resume attached.

(2 spaces)

Yours sincerely

(4 spaces)

Name


Chapter 9 Resume

A resume sets out the qualifications and work history of the applicant. It is to be prepared by the applicant and included as an annex in the letter of application.

A resume provides the employer with a detailed list of work experiences and qualifications. It gives at a glance the total employment and study history of the applicant.

The work history can be set out from present back to past. This enables the prospective employer to work back from the present so that present employment is at the front.

Resume

Name: John Rava
Date of Birth: 1 January 1982
Marital status: Married
Family: Wife, sons 7 and 5 years, daughter 2 years
Occupation: Educational consultant
Work History:
2015-2013      Consultant Solomon Islands Education Department          
2010 -2012     Head teacher Guadalcanal High School Solomon Islands
2011 -2009     Senior Subject Master  Gordons International School
2008 -2004     Subject Master Busu High School
2003 -2001     Teacher Bumayong Secondary School
2000- 1998     Teacher Salamaua High School
1997 -1995     Teacher Dregerhafen High

Qualifications:
1996   Bachelor of Arts University Of Papua New Guinea
1993   Certificate of teaching Goroka Teachers’ College

Recommendations:

Mr Joseph Kaugilo
Principal
Busu High School
Phone: 72345673

Ms Mary Opi
Dean of Education
University of Papua New Guinea
Phone: 324 5765

Pastor Peter Aigwilo
Seventh Day Adventist Church
Korobosea
Phone: 345 9887


Chapter 10 Letter formats

Read the letters below. Identify the paragraphs and write out the letter in the correct format.

I am writing to apply for the position of Salesperson as advertised in The National on 13 December 2014. I have just graduated from Grade 12 at Kila Kila Secondary school, having gained Distinctions in Maths and Science with Credits in English and Asian History. I enjoyed my studies and now look forward to earning a living as a worker in sales. During my years at Kila Kila, I was a prefect in Grade 11 and a member of the football team. I received a prize at Graduation in English studies. I am a member of a large Papuan family and have been the head of the family since my father died in 2012, looking after my small brothers and sisters. I worked part-time in my uncles construction company and earned money for my studies and upkeep of the family. This has given me a sense of purpose that I would carry into any employment. Should you wish to contact me, I can be reached at land line phone 3245478 or my mobile phone 71234546.

I am writing to enquire about study with your institution from the start of 2015. I am a member of your church at Korobosea and been active in the church since childhood. My father was an elder in the church until his death in 2007.  Each week, my mother takes the children to the service at the church. I wish to study to become a pastor in future years. I am a believer and recommended by my pastor as the reference shows below. I ask for an interview in the near future and can be contacted on 3216758.

I am writing with regret to advise that I have to resign from employment with your company. Certain family problems have arisen in the village on the coast north of Wewak. I have to return to look after my family who are suffering. I have to say that I have enjoyed work at this company over the last 15 years. I started from high school knowing little of business. But your supervisors have made sure that we junior workers experienced the broad skills in stores accounting. I am grateful to them. I need to leave the job in 4 weeks and travel to Wewak. I ask that you may help in whatever way you can. Perhaps I could work at your Branch in Wewak when my family situation settles down.


Chapter 11 - listing

Listing is a process poorly done in reports and newspaper advertisements for positions vacant. The writer needs to understand that lists have to flow grammatically.

A list is really 4 or more sentences that have a common start and repetition. So the starts of each item on the list has to flow in common format. The easiest way to explain is to demonstrate.

The security officer is required to:

a.     Opening doors,
b.     Locking the windows;
c.      Check the ID cards,
d.     To distribute entry passes.

You will be tasked to:

a.     Sell apples,
b.     Sell oranges,
c.      Sell bananas

The successful applicant will be responsible for:

 Managing the sales of goods,
b.     Preparation of daily report statements
c.      Reports to the Managing Director,
d.     Conduct training in warehouse management,
e.     Order new stock.

The successful applicant will be required to:

a.     Managing the sales of goods,
b.     Preparation of daily report statements
c.      Reports to the Managing Director,
d.     Conduct training in warehouse management,
e.     Order new stock.

Cancer is caused by:

a.     Obesity and lack of exercise,
b.     People are smoking tobacco
c.      Hazards in the workplace,
d.     Weakness in the immune system,
e.     People are growing old.

The nation is facing problems due to the following:

a.     Export levels are dropping,
b.     Increase in import sales,
c.      rise in unemployment,
d.     The world is in recession.

Global warming is increasing because of:

A rise in industrial pollution across the world,
b.     Increased emissions from vehicles,
c.      The forests are being destroyed.
d.     A rise in world temperature,
e.     Icecaps and glaciers are melting.

Risk factors in gout are as follows:

a.     Sufferers are increasing in age,
b.     Diet of too much red meat,
c.      Sufferers are not eating fruit and vegetables,
d.     medical conditions such as high blood pressure

V  Villagers find difficulty selling produce because of:

a.     bridges are washed out,
b.     air services have stopped,
c.      There are no roads into the area.
d.     Raskol activity in the mountains.

The successful applicant will be responsible for:

a.     Maintain standards of work,
b.     Liaise with the Operations manager,
c.      Accounting for all equipment in the Branch,
d.     Demonstration of high professionalism.

The successful applicant will be required to:

a.     Maintain standards of work,
b.     Liaise with the Operations manager,
c.      Accounting for all equipment in the Branch,
d.     Demonstration of high professionalism

Chapter 12  Writing a memo

A memorandum or memo is not a letter. It is a short communication within a company that can be put together quickly to advise senior staff or for senior staff to make contact with the works supervisor.

A memo may be prepared to write on a notice board or send by email to branch officers across the country.

The memo does not have a Dear Sir salutation or Hi Boss. It has TO: FROM: DATE: TOPIC:  It need not have a signature but there can be a signature to authorize the memo. There are few I’s or We’s.

To:          Operations Manager
From:     General Manager
Date:      14 February 2014
Topic:     My Visit to Branches

1.   Advise that I will visit the Branches over the next month to include:

a.     Lae,
b.     Madang,
c.      Wewak, and
d.     Mt Hagen.

2.  Intend to inspect progress in developments that have begun in the last
18 months to include:

a.     cement works in Lae,
b.     the Ialibu to Hagen by-pass, and
c.      the bridges from Mendi to Tari.

3.  For your information.  Please advise the staff on the projects.


Complete the following memos in the format as set down above:

To: General Manager From: Branch Manager Date: 12 June 2014 Topic: stolen goods at the Lae warehouse. Confirm that there was a break-in at the factory last night on 11 June 2014. The following equipment has been stolen: a. 4 generators  b. photocopy machine c. printer d. 5 computers and 2 barrels of diesel fuel. The police have been advised and a squad of police came to the warehouse to interview the staff including the security officers who claim to have seen nothing. For your information.


To: Governor From: Executive Officer Date: 30 January 2015 Topic: Visit of the Prime Minister Confirm that the Prime Minister Hon Mr Peter O’Neill is to visit the province as part of the national celebration. He will stay for 2 days and visit the PNGDF sites in the province. Suggest that we offer to show him the projects we are working on to include a. the high school extensions b. the redevelopment of the wharf and c. the extensions to the international airport. Suggest that I offer to escort him and liaise with his officers. For your consideration.


Chapter 12 - report writing


There is a very strict format to report writing. There is the Introduction, aim, body, conclusion and recommendations.

There has to be a close relationship between each section. The introduction sets out the broad picture. The aim sets out what is to be achieved.

This is followed by the body of discussion. The conclusion summarizes the argument in the body. There is to be no new information added to the conclusion.

The recommendations set out the precise points raised in the body of the report and in terms of the precise aims.


REPORT ON ROLE OF WOMEN IN PAPUA NEW GUINEA

INTRODUCTION

1. Over the centuries, the role of women has been set down as the bearers of children and carers in the home. The man had the job of looking after the clan, village, home, wife and family. In time of war, the men fought and the women kept the children safe, hidden away and waiting for the enemy to depart.

2.  In all ancient texts, this has been the place of men and women. This still remains today though the women are looking further from the home to a place in the community. This can be the source of confrontation between the man and his wife.

AIM

3. The aim of this report is to:

3.1 examine the role of women through the ages,
3.2 identify the factors in the status of women, and
3.3 foresee the future status of women.

DISCUSSION

4.  History of women’s rights and responsibilities. Women have always had a role subservient to men. The man has always been head of the family. In Christian society, women have been seen as the temptress showing their sexuality to other men.

5.  There has been a more casual outlook in Christian society where women are allowed to mix in society freely and work in employment to bring money home to the family. Women are generally seen as faithful members of the family, loyal to the husband. In modern PNG society, this is not always so.

6.  In Moslem society, there is strong discipline that husbands, uncles and brothers exert on women in the family. The girl needs permission of the men to study and work in jobs. Moslem women are looked down upon if they become nurses and touch the flesh of sick men.

7.  In Moslem Jordan, women can be subject to honour killing by men in the family if they are seen to break any laws. The men can be freed by the Court atr the mention of honour killing.

8.  Modern women and their rights. Across the Christian world, there has been a slow increase in the rights of women. Two hundred years ago, the woman became the possession of the man upon marriage. All her possessions were owned by the man.

9.  But over the last century, the role of women changed with the world wars. While the men were fighting in the wars, women worked in the factories, making armaments and ammunition.

10. By the Vietnam War, women had begun Women’s Liberation. There was so much discrimination against women. They received lower pay that men. Women could not be given a bank loan to buy a house.

11. In the present, women are demanding greater freedom. They want to go out at night. They demand freedom from sexual harassment from men. They demand freedom of sexuality.

12.  They want equal rights in recruitment and promotion in jobs. But there will always be the limiting factor that women will be pregnant and have to look after children.

13. Reasons for violence in PNG. There is considerable violence against women and girls in the world. Much involves men seeking to rape women for sexual gratification. There are reports of such violence in Moslem and Hindu nations. Men report that the woman deserved to be raped by the way she dressed.

14. A hidden factor is the molesting of small girls by family men, particularly fathers, grandfathers, brothers and uncles. There are regularly such reports in the media with the police setting up a Sexual Offences Squad.

15. Violence occurs in marriage with a man demanding sex from his wife. She may not want sex for many reasons as follows:

15.1 fear of infection with HIV/AIDS from faithless husband.
15.2 not want to fall pregnant again,
15.3 no sex from a violent man, and
15.4 a man in polygamous marriage.

16. Women are violent too. Across the world, there is violence among women and girls. In modern Papua New Guinea, some women bash their husbands on accusations of being unfaithful. Some women want to go out at night for many reasons:

16.1 mix with their girl friends,
16. 2 dance in discos
16.3 arrange sex with men by mobile phone,
16.4 play cards, and
16.5 drink homebrew and smoke marijuana.

17. There are now laws against violence to women and girls. But some are misusing the protection. They bash a man. When he fights back in defence, they report him to the police.

18. Men, women and families.  All discussion of the rights of men and women has to include rights and responsibilities. Children have the right to be cared for by mother and father. Parents have the responsibility to make sure that this happens. The focus of all rights and responsibilities is the family. There needs to be awareness promoted by schools, churches and care groups.

19.  Women in politics and local government. In recent years across the Christian world, women are becoming more involved in community work. Particularly among the older women with grown up children, there is a tendency to be involved in:

19.1  church and other charity work,
19.2  school committees,
19.3  local government,
19.4  national parliament, and
19.5  local business.

CONCLUSION

20.  The role of women has changed across the world over the last 150 years with women becoming involved in work outside the home. The role of women is changing slowly as they are given equal pay and equal opportunity to work in business and government.

21. In Papua New Guinea, women need to stay close to the family and clan for safety. But the view is growing that women have equal rights with men and this is occurring across the nation.

22. But there are still men who resort to violence and intimidation of their wives and girl friends. Over the decades to come, there will have to be an increased awareness of men, boys, women and girls of gender rights and responsibilities.

RECOMMENDATIONS

23. It is recommended that:
23.1  there be continuing awareness of gender rights and responsibilities,
23.2  laws continue to operate protecting women and girls,
23. 3  family men support their wives in personal growth, and

23.4   family women support their husbands.


CERTIFICATE IN SALES AND MARKETING


INTRODUCTION TO SALES AND MARKETING

Norman Sike Institute
Mt Hagen


A macro-marketing view showing the cultural and historical development of societies in the world from dictatorship to modern democracy




Bruce Copeland BA BEdSt


COURSE TIMETABLE

Week 1                      General world affairs
Week 2                      General world affairs
Week 3                      Traditional exchange of goods and services
Week 4                      Modern Use of Gold
Week 5                      Marketing as wide as the world
Week 6                      Test
Week 7                      Setting prices on the world market
Week 8                      Resources Diplomacy on the World Market
Week 9                      Mid term test
Week 10                   When everyone sells the same product
Week 11                   Marketing of services
Week 12                   Coca Cola or Pepsi?
Week 13                   Scams in marketing
Week 14                   Problems of marketing in PNG
Week 15                   Test
Week 16                   Revision
Week 17                   Final Exam


Study Schedule over 17 weeks

Chapter 1 – Hierarchy of Human Needs.

The human race survives by satisfying its basic needs. This has been set out by Abraham Maslow many years ago with his Hierarchy of Human Needs. 

There is a range of needs with the most powerful having a major effect. As one need is satisfied, it becomes less important while other needs come up and become motivators of our behaviour.

At the very bottom of the hierarchy  are the physiological needs which include the need for water, food, salts, warmth, soap, medicine, exercise, sunshine, rest, shelter, rest, relaxation and health.

All of these require us to obtain drinks, fruit, vegetables, meat, clothing, shoes, medicine for all kinds of illness, tools for gardening, blankets, pillow, detergent, mosquito net.

We need security, social support and self awareness. There are organizations offering such benefits and these include churches, care groups, women’s groups, youth groups.

There are also scam groups that offer such benefits through marketing. We have con-men and women who offer herbs to cure HIV/AIDS and every known ailment. We should all be careful.

Chapter 2  Traditional exchange of goods and services

From early times, primitive people needed food, clothing, weapons, medicines and fibres for ropes and covering for shelters. Much of this was obtained from the forests and rivers and brought home for the tribe and family.

Surplus goods were distributed on an exchange basis. Family members had surplus in other commodities which were exchanged. A bag of fruit was exchanged for sweet potatoes. Two large fish were exchanged for a piece of wild pig.

This was the barter system and has continued in some cultures to the present day though supplemented by the money system. People sold goods and services for money on the basis of value. A large watermelon had the same value as a bag of oranges. This value today may amount to 35 kina.

People prefer money as this is easier to carry around than a large watermelon or a bag of rice. Money can be saved up to buy more expensive goods and services. In the modern world, money can be used to deposit in banks and pay water bills to Eda Ranu. There would be little interest in paying a water bill with 20 large watermelons !!

There was an exchange along the north coast and islands of New Guinea and the Solomon Islands in centuries past known as the Kula trade. Villagers travelled along the coast and through the islands trading and exchanging Kula shells that were redeemed in later voyages.

As long as 3000 years ago, there was a money economy throughout Europe and Asia. Early money was made of precious metals of gold, silver and copper. The more expensive coins were made of the most valued metal which was gold.

Coins were minted in the Roman Empire and are still excavated today with the head of the emperor on one side. Before that coins were minted in ancient Babylon in the present middle east of Iraq and Iran.

The most valued metal has always been gold. But the function of gold has changed over the centuries. Gold today is more for decorative jewellery and ingots of gold stored in national mints such as Fort Knox in The United States.

Today, gold in Fort Knox is not moved from country to country. The gold of nations sits in piles to be moved around to cover national debts. Countries use gold to strengthen their currency.

In the 1500s, we saw the value of gold to Spain. This country was part of the build up of nation states of Europe. But Spain did not have a strong economic and industrial infrastructure. The King of Spain had always heard of the El Dorado in the west of the known world. This was the land of gold.

The first Spaniard to venture to the west was Christopher Columbus who had the strange idea that the world was round not flat. Ships and men would not be lost if they ventured beyond the horizon to fall forever through the darkness of space. His two ships the Nina and Pinto sailed across the Atlantic to the great fear of the crew.

Columbus believed that he could reach India by sailing west across the Indian Ocean. But the ships arrived at a group of Islands that Columbus named the West Indies, believing that they would soon have landfall in India.

He was wrong but the name has stuck. He sailed further and soon made landfall on a large island that was really the east coast of America.  He met brown skilled men and women whom he called Indians.

Columbus died on his voyage and was followed by a Spanish adventurer Cortez who was living in Cuba. He recruited ship crew and soldiers and sailed to the east coast of Central America in what is now Mexico.

He met friendly Indians and was given gifts by the Indians while his men gave them syphilis, measles and influenza. Cortez sent a ship back to Spain to report to the king from a settlement he had set up in Cuba. The king sent more ships and soon Cortez was venturing down to Central America to find the El Dorado or land of gold.

He wanted to send gold back to the King of Spain to assist in the process of nation building. On making landfall in Central America, he met friendly Indians who told him of a hated civilization living in a city 200 miles inland named Tenochtitlan ruled over by a god king Montezuma.

Over the next 12 months, he had come to the city, fought with the soldiers of the king Montezuma and taken massive amounts of gold in the form of statues that his men melted down to bullion. During the fighting hundreds of Spaniards were killed and the king Montezuma struck down by a rock thrown by one of his subjects.

Much gold was melted and much was lost in the fighting. But the gold found its way back to Spain as part of the Kings fortune and the process of nation building. Many ships came to carry gold in the form of coins and bullion and many were shipwrecked on the way across the Atlantic Ocean to Spain.

Today there are still explorers and divers who have found many wrecked Spanish galleons and billions of dollars of gold.

Gold has always been recognised by the people of the world as the most precious of metals. Archeologists in Egypt have found massive amounts of gold in the tombs of the pharaohs, used to make coffins. Think of the coffin and headpiece of the boy king Tutankhamen. The gold was to be used by the pharaoh as money to be used in his afterlife.

Much of this gold probably exists today as part of the bullion stored in the US Fort Knox. Little is wasted but kept throughout the millennia. The value of gold continues.

Chapter 3   Modern Use of Gold

In the world today, gold is still mined in countries spread far apart from South Africa and Papua New Guinea. It is sold on the world market and bought by private individuals and Government. The value of gold varies according to the price on the world market.

When the world is going through financial difficulties, the trend is for nations to convert their currency to gold. Modern currency is just paper when all else fails. Gold is gold forever and its value will fall but rise again.

Gold is no longer wasted on coinage. There was a time with the English sovereign when the coins seemed to be getting smaller. That was because people used to scrape gold from the coins to be smelted into small amounts of bullion.

Today, the currency of any country is backed by gold and other precious metals such as silver and platinum. When the nation is prosperous, the market on currency widens. Money makes money.

But when there is a decline in the world economies, most countries rush back to buy gold. Do they hold the gold? They most likely let it stand in their pile in the world gold reserves such as Fort Knox in the United States.

Hostile countries have their own sites to hold gold. There is yet another source of financial stability in the form of oil. Countries like the USA have millions of barrels of oil in reserve. Japan will have the same, not wanting to be caught short as in the lead up to World War 2. Russia gets its large reserves by pipeline from China.

We saw nations fall with a lack of gold reserves. The two most spectacular falls were post World War 1 Germany in the Weimar Republic and in Kuomintang China in the 1930s. Both countries were financially down and tried to build up without gold reserves but by printing money.

Money had no value. This meant that to buy a newspaper the customer would hand over the equivalent of K7000. People carried money in wheel barrows. The same occurred in China causing massive poverty and a great boost to Mao Tse tung and the Communist Party.

This is a situation called hyper-inflation. This is massive inflation up to 800% higher than normal. The inflation of PNG is less than 10% and not high.

We saw the same situation in Indonesia after World War 2 and the independence of the nation. There were no gold reserves. Perhaps the Dutch had taken it all back to Holland if they had any in the first place.

Soekarno did not know what to do. He printed money but that made the situation worse. One day he made the announcement that all notes were to be cut into two and the two halves became the value of one. That caused absolute chaos.

Inflation is controlled in the world nations by the Central Banks.  When the inflation is high, the reserve banks know that there is too much spending. So the interest rates on loans are lifted particularly on houses bought by consumers. When spending drops, the inflation drops.

When the economy is improving, reserve banks authorize more consumer spending to allow the economy to return to normal. This is done by lowering interest rates and allowing spending to rise. Marketing increases for all products from houses, cars, property and business spending.

The longer the nation cannot afford to buy cars, the sooner the consumers have to buy hundreds of new cars, provided they are being employed. The more cars needed the more cars have to be manufactured. Sadly more cars have to be imported and we are back at the start.

Papua New Guinea has problems with inflation. It too is controlled by the Bank of Papua New Guinea. Sadly this country relies on the sale of minerals that depends on the overseas markets wanting to buy.

The nation depends on cars and machinery from overseas markets. Every car and truck on the roads of the nation means money going back to Japan.


Chapter 4   Marketing as wide as the world

Before we talk about marketing in Papua New Guinea, we have to see the world picture of daily marketing on the stock exchanges of the world. This is where the nations of the world regulate themselves.

Much regulation is covered not with gold but with bonds. An economically strong economy can deal in bonds not gold. When bonds are being sold, it means the investors are worried and falling back on the strong economic base.

The National Newspaper has a Business page that sets out the movement of world markets. We read on one issue of newspaper in 2014 the following:

What is your kina worth?
Stock movement
Commodities
Modest gain for Australian shares
A$ remains just below 94 US cents
Australian bonds futures prices strengthen
Wall street lower
Euro stocks fall
Nikkei stocks fall
Hang Seng up

Bonds are promissory notes issued by the Government. These will be paid out by the Government. The only way for these not to be paid out is if the Government ceases to exist. Bonds are bought by organizations that are afraid that the economy will fall.

Stocks and shares are bought by people who then become part-owners of the company. These may be sold on the stock market at a profit. If the company fails and becomes bankrupt, the stocks and shares are the last to be paid out often at a reduced price.

There is a broad picture being shown of the world market on the business page. As an Australian, I check the value of the kina 65.03. That means that the value of the kina is rising or the value of the dollar is dropping. That means that money going to Australia will be less. Money from Australia is rising a little.

The Australian currency is still firm against the US dollar. But the Wall Street shows a steady value of the US dollar. The situation in Japan is not good with the country on the verge of recession. The Hang Seng market in Hong Kong is strong still. There is no word on China whose economy is dropping.

Please bring The National into the class.


Chapter 5.  Prices on the World Market

Let us read the Business page further. We check commodities of light crude oil, natural gas, gold, copper, sugar, coffee and cocoa. These will be important prices to be followed by sellers and consumers on the world market.

These prices are not determined in Papua New Guinea but by commodity brokers across the world. They will want to make sure that commodities are bought as cheaply as possible and sold as dear as possible.

At the present time, the world is being worried about the continued drop in the price of oil. This is causing problems to the Middle East nations as the ghost of world recession continues. Industry is slowing down across the world which means a drop in the need for oil and LNG. This will affect Papua New Guinea.

If the industrial growth of China slows down more, there will be a drop in Australian orders for coal, iron and oil. Some people say this is good given the world global warming. But it will mean a drop in Australian employment.

The greatest threat to the world of oil came with the Israeli-Arab war in 1973. There was fierce fighting to the point that Israel invaded and occupied the land to the west of the Jordan River. They have never given the land back to Jordan and continue to build settlements.

The land of the Golan Heights was taken. This was where the Syrians used to place artillery to shell Israeli settlements. Israeli settlements or Kibbutzes had deep shelters to which the people ran from the fields when the siren sounded. Children slept in the shelters at night.

The Israelis destroyed the Egyptian army and were ready to drive the army up the streets of Cairo. But it all ceased  when the Arab oil countries stopped the supply of oil to all nations supporting Israel. The first nation to break was Japan that told the Israelis to withdraw back over the Suez canal. Other nations followed. A new era of oil marketing had begun.

This is resources diplomacy in its extreme form. Routine diplomacy in marketing occurs between nations. One agrees to buy consignments of wheat if the other agrees to buy vehicles. One will buy a neighbours oranges if the neighbour buys mutton.

The Arab nations set up the Organization of Arab Petroleum Exporting Countries (OAPEC) and decided the new price of oil. This was an exercise in international price fixing. Suddenly costs for us all went up over the world. OAPEC nations became rich as massive incomes came from the industrial world.

Many Arab countries did not have the means to absorb their new capital. So many invested in the industrial world. Arab sheiks bought airlines, shipping lines and hotels over the world. The OAPEC then became OPEC and added Nigeria and Venezuela. These countries are now being pressured by the Moslem extremists.

Chapter 6  Resources Diplomacy over the world market

Developing countries have difficulty in selling their raw materials if the client nations across the world have got together and set the buying prices. It may happen one day with LNG as we find that a number of nations are producing LNG.

Another strategy for the buying nations is to make sure that they do not depend on only one producer who can put pressure on for higher prices. So buyers make sure they have several sources of raw materials.

If one producer makes a demand for higher prices, the buyers can stop the contract. If the sellers decide to weaken and go back to the buyer, they may find that the price will have dropped at the hands of the buyer. They have been punished.

Criticism has been made of many developed nations that work to keep the developing countries poor with protection policies by which certain products are blocked and prices for commodities are kept low.

The developed nations have a great advantage in the high technology products they sell to nations overseas. Military hardware has to be bought from neighbours that can be trusted to be friendly. There is no value in buying war supplies that are also being bought by the enemy. There can be no bargaining on the world market for military supplies.


Chapter 7   When everyone sells the same product

When so many people or companies are selling the same product, it becomes a buyer’s market. That means that the sellers cannot command the prices or amounts sold. The buyers can enjoy a cheap sale from sellers desperate to sell.

We see this in Papua New Guinea markets with a long line of people selling betel nut. All are selling at the same price. There is no motivation for the buyers to go to any one seller. The only hope is that the wantoks will buy from them.

There is a lazy way of selling in this country. It is based on the fact that if we take a whole product and break it up, we can sell the pieces at a price higher that what we bought the product for.

So people walk around with a packet of cigarettes, selling one at a time. It may mean that they can make K3.00 a packet. That is a lot of packets to buy food for the family. II is sad that the only talent this person can have is to sell cigarettes or lollies one at a time.

So too with pineapple pieces. A full pineapple may cost K4.00. The pieces may be sold for K6.00. We see the same with cans of Coca Cola and packets of lollies. If we move around, we may be able to sell, particularly along a line of cars waiting at the traffic lights.

Chapter 8  Marketing services

Not only do products find a market. Services can do so as well. A women’s group can market a message on violence of men to women. The Health Department can market the proper treatment for tuberculosis and avoidance of HIV/AIDS.

The Kumuls football can market the value of team work, the team as a group of young PNG men, respect for women. They can market the value of commitment to team work and support for the disabled.

Air Niugini can market safe travel, holiday venues, exotic trips to other countries, frequent travel, concessions for special groups. They also market to other countries for access to air routes, access to airports and airport lounges, concession international fares and luxury one stop travel.

Chapter 9  Coca Cola or Pepsi Cola

We all know which drink we prefer. It is a personal thing. I am an older man who was born after World War 2. I still recall the singing sisters in US uniform singing Drinking Rum and Coca Cola.

Coca Cola is part of my childhood. It has a red coloured can with the words in old fashioned writing of my childhood. I recall old fashioned advertisements in American magazines on the refreshing taste of Coca Cola. It has a culture behind it.

On the other hand, Pepsi has none of that. It has no history and no culture. It is said not to have the secret formula held by Coca Cola. In Papua New Guinea, both drinks are sold in the same shops.


Chapter 10  Scams in Marketing

In the modern era, there are many tricks that can be played on people by dishonest marketing. The old trick is for the seller to take the money with a promise to return with the product or to carry out the advertised service. But they never come.

There is always danger in sending money for a product to an address in the newspaper. Chances are that the customer will lose the money and never receive the product. A potential buyer must examine an advertisement carefully as many are designed to be accepted by stupid people.

An advertisement is a fake if there is no address. The company is not real. It is called United Distributors International. It is not a registered company. There is no address for a customer to visit. The address of P.O. Box 2563 Boroko is not an acceptable address.

There is no phone number. If there is, it is a mobile phone which means that the seller can say he is in East Boroko when he is really in Wewak.

There are trick marketers in Port Moresby selling AIDS cures with treatment by bottles of herbal medicine. The claim is that the medicine has cured 130 people. This claim has no proof.

When a person approached the seller, was there an AIDS test? The person bought 5 bottles over 6 weeks for K150. In the end, they say they feel better. The AIDS con-man then claims they are cured. No pre-test. No post-test. It may be the person was not HIV positive in the first place.

Internet brings tricks from people trying to steal money and ID of other people. Over recent years, there has been a series of emails come from Africa.

The person claims to be the widow of a senior executive officer of Idi Amin who was given the job of looking after $20 billion of Idi Amin. Now he has been put in prison by the new President who does not know about the huge deposit in the Bank of England.

The victim is asked for assistance to get the money out and deposit in the victim’s bank account. The reward will be $2 billion in an account. Could you please give me your bank account number and credit card number so that I can make the transfer. The victim is assured that it will all be confidential.

There is a technique on Internet called phishing by which the con-man puts out a fake letter head of a bank and then sends to victims on internet.

They say they are doing checks of all customers to protect them from internet fraud. Please send us your credit card number and internet pass-word. This is a trick to steal identity and take money from the account of a victim. Identity theft is a very damaging trick against a victim.

Chapter 11   Problems of Marketing in Papua New Guinea

There are problems in marketing at all levels in Papua New Guinea. This country has a large rural areas where village people grow crops to sell. There are village markets throughout the country where people sell their products.

There can be problems of access to markets with landslides, road blocks by villagers, flooded rivers, bridges washed out and ships not arriving. Many people come to the main markets with truck loads of bags of kaukau or other vegetables. They leave the bags in the market overnight and risk having the produce stolen.

The banning of betel nut in Port Moresby has brought many problems to sellers who risk being arrested and attacked by the police. The NCDC has passed a law banning betel nut sales but the marketing has continued.

Only recently, there was a NCDC police attack on betel nut sellers in Hanuabada and two villagers were shot. This has brought enormous problems to the villagers and police.

The banning of betel nut has brought deep financial problems to people who have relied on betel nut sales for all their lives and use the income for the upkeep of family. Children go to school with money from betel nut sales.

The NCDC and Government are working to improve the markets in the nation for security of produce and protection of women and girls. IN every major town there are markets being set up by the town authorities.


REVIEW

 Explain the process of bartering in early times.
 Explain the Kula trading along the north coast and Solomon Islands
 Explain the importance of gold in trading
 Explain the destruction of the Aztec civilization by Spaniards.
 Why is gold considered the most precious metal?
 How has the modern use of gold changed?
What is the role of the reserve banks of nations?
Why is Russian and Chinese currency not listed on stock exchanges?
What is the Heng Seng listing in the newspaper?
 Is the Australian currency rising or falling against the US$
 Is the PNG currency rising or falling against the Australian Dollar?
What is happening when business buys up Government bonds?
What effect will there be in decline of Chinese industry?
Why is the Japanese economy facing recession?
What is inflation?
What is hyper-inflation?
Explain the Israeli- Arab war of 1973?
Explain the formation of OPEC and OAPEC.
What is Resources Diplomacy?
Why do developing countries fail in Resources Diplomacy?
Explain the most common scam in internet or email.
What are the main problems for PNG villagers in marketing?
Which is more popular Coca Cola or Pepsi?
What are the 5 steps in marketing a product or service?
 Explain the Idi Amin scam of the army officer’s widow.

GENERAL QUESTIONS

How would we best market Air Niugini?
Explain unethical marketing.
Why do we no longer see the slogan “PNG the land of the Unexpected”?
Why does Coca Cola appear more popular than Pepsi?
Explain how supermarkets arrange produce on shelves for best selling.
Explain research needed before a new product is placed on the market.
What to focus on to market the Kokoda Trail as a tourist destination?
What research is needed on where to set up a shop?
What is a bad location for a shop?
Where would we set up a shop to market artefacts?
Does sex sell a product?
What could happen to stop customers from going to a shop?
List the steps to marketing a product or service.
How might we attract new customers?
Where are the best places to erect a poster?
Of what importance is the social media to marketing a product?
In marketing, do we have to take care with human rights?
How might team members spoil marketing of a football team?
What is sexism?
In what ways might a product be criticized for sexism?




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