Network access control
Paper, Order, or Assignment Requirements

Week 06 Research Paper 02 Topic
Topic – Who’s at the door?
Select some portion of a network with which you are familiar (or about which you can learn with appropriate authorization and collaboration) that contains identification, authentication and (optionally) authorization (IAA) functions. This investigation may include specific login systems based on password and/or biometrics, and or tokens/smartcard, etc. If you cannot get suitable information about such systems where you work, try using a more public organization that you may volunteer for.
You will want to identify and discuss some of the cryptographic components and subsystems you have knowledge of, either at your work or within your chosen industry group. At minimum, you should be able to evaluate some publicly accessible (i.e., accessible via the Internet, in contrast with intranet-only sites) SSL-enabled Web servers. For the IAA and cryptographic systems you discuss, describe the identification systems, authentication systems (e.g., what factors are used? Include some details), and what authorization processes take place after a successful authentication. Include a high-level diagram of components and connections. Some additional points that may be appropriate for your investigation, analysis, and report:
If your organization or industry uses digital certificates and/or· smart cards, describe how typical cryptographic systems and interactions work.
What crypto algorithms are in place?·
If users and/or Web browsers need to authenticate to SSL-servers,· describe the process.
What certificates are involved; where did they come from; what is the· trust model (i.e., how is trust established)?
How is trust revoked when a staff member leaves an organization?·
If remote users employ a VPN, describe that setup, including the IAA· and crypto processes (e.g., is the VPN IPSec-based or SSL-based? What algorithms are used in the VPN? What does the remote user need to gain access via the VPN?)

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You were hired to work as a HR Consultant for a small local hospital, with the task of expanding the workforce of certified medical assistants. Looking at the current three employees, you find a discrepancy in compensation between Susi, a 2-year employee at $28,000, Tom, 5-year employee at $27,000, and Raul, a 10-year employee at $33,000. All are employed as certified medical assistants, yet they all make different amounts of money. According to survey data, all three employees are below the market rate for this job in the local job market. All three employees are also exemplary employees with near perfect scores in their most recent performance evaluation.

Write a 700- to 1,050-word paper that includes the following:

Explain the discrepancy in pay among the current employees.

Describe the strategy you would take to correct the internal equity issue.

Describe the strategy you would take to correct the external equity issue.

Explain how you will ensure that new hires will be paid equitably both internally and externally.

Explain how an organization’s Total Compensation strategy affects an organization’s financial operations and its ability to attract, motivate, and retain top talent.

Cite all sources according to APA formatting guidelines.

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Question

Question 1
The _____ approach is considered weak because it fails to grab the attention of a prospect.
referral
premium
introductory
complimentary
product
4 points
Question 2
According to the text, the _____ method of sales presentation is semi-structured.
formula
memorized
stimulus response
need-satisfaction
problem-solution
4 points
Question 3
The salesperson who asks the prospect, “Are you dissatisfied with how frequently you have to charge your rechargeable batteries?” is:
beginning the implementation of the FAB approach.
at the implication stage of the SPIN approach.
at the need-payoff stage of the SPIN approach.
remembering the KISS.
using probes.
4 points
Question 4
The salesperson prepares to ask the prospect to make a purchase after conviction has been established.
True
False
4 points
Question 5
The problem-solution presentation is a flexible method that requires a detailed analysis of the prospect’s needs.
True
False
4 points
Question 6
Which of the following involves a presentation constructed around three parts?
Participation
Trial closes
Dramatization
Logical reasoning
Visual aids
4 points
Question 7
Which of these statements about formula presentations is true?
The formula presentation is based on the SPIN procedure of developing and giving the sales presentation.
New-task buying situations are a good time to use the formula presentation method.
An advantage of the formula presentation is that it is most adaptable to complex selling situations.
Customers get the greatest amount of talking time at the beginning of the formula sales presentation.
To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect’s needs and wants.
4 points
Question 8
As a salesperson, you should know that the second of the five mental steps that a prospect goes through in deciding to buy from you is:
interest.
insight.
intent.
inference.
incubation.
4 points
Question 9
According to the Golden Rule of Selling, the heart of the sales presentation is the salesperson’s approach to the customer or prospect.
True
False
4 points
Question 10
Ashley Trist has selected a selling technique in which she has more control over the conversation between buyer and seller than with any other sales presentation method. What technique is Ashley most likely using?
Professional
Memorized
Need-satisfaction
Barrier
Problem-solution
4 points
Question 11
A salesperson asks a bookstore owner, “Do you know why students who use our test preparation books increase their SAT scores?” What approach is being used?
Product
Opinion
Curiosity
SPIN
Customer benefit
4 points
Question 12
Keri Marten has opened a day care center for children aged one to six. She seeks the assistance of local pediatricians in identifying those in need of her services. Identify the method of prospecting utilized by Keri.
Cold canvas
Center of influence
Group
Public exhibition
Endless chain
4 points
Question 13
Because they are so busy, many executives have filtration systems to protect their time. In order to get through this system, you, as a professional salesperson, should do all of the following EXCEPT:
not waste time waiting.
develop friends in the prospect’s firm.
call at the right time on the right person.
believe in yourself.
follow the prospect.
4 points
Question 14
The _____ sales presentation method is most appropriate when information needs to be gathered from the prospect, as is often the case in selling industrial products.
stimulus-response
need-satisfaction
formula
canned
persuasive
4 points
Question 15
Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?
Metaphor
Simile
Analogy
Parable
Imagery
4 points
Question 16
Many prospects will hang up the phone as soon as they suspect an attempt is being made to sell them something.
True
False
4 points
Question 17
Melissa sells insurance to homeowners and renters. Every weekend she goes out looking for moving vans and people unloading U-Haul trucks. She writes down the addresses of those who seem to be moving in. Every Monday she calls the list she has gathered during the weekend and asks them if they are interested in insurance. Melissa is using the _____ method of prospecting.
center of influence
observation
networking
preapproach
endless chain
4 points
Question 18
The FAB formula helps a salesperson increase a prospect’s desire for a product.
True
False
4 points
Question 19
What is considered the best visual aid to use during a sales presentation?
Sample ads
Product videos
Customer testimonials
The actual product
A product manual
4 points
Question 20
Which of the following statements is true about a nondirective question?
Most nondirective questions are closed ended.
A nondirective question usually begins with do or are.
Nondirective questions are used to find points of agreement.
A nondirective question clarifies a prospect’s previous statement.
One word questions can sometimes be used as nondirective questions.
4 points
Question 21
A successful demonstration should have all of the following characteristics EXCEPT being:
organized.
necessary.
ethical.
theatrical.
professional.
4 points
Question 22
_____ attempts to have prospects imagine using the product themselves.
Suggestive proposition
Prestige suggestion
Empathetic suggestion
Autosuggestion
Ideal-self suggestion
4 points
Question 23
Which of the following is characteristic of the memorized sales presentation?
Requires prior contact with buyer
Perceived as high pressure selling
Used for multi-day presentations
Lacks structure and organization
Opens with questions to prospect
4 points
Question 24
Innovative Installers provides a variety of services related to office space and relocations such as installing modular office furniture and providing space planning and layout consultations Innovative Installers is owned and operated by Mierzett Evans and his sister Glenda Heldris. The company was founded in 1992. It had more than $2 million sales in 2003. The company uses a variety of marketing methods including a Web site, cold calls, and direct mail. Evans and Heldris believe the company could better communicate with potential customers who may not know of the company’s existence.
The siblings use the corporate Web site to inform potential customers about the services their company offers. The Web address is included in all of the company’s advertising. In other words, Evans and Heldris are using:
e-prospecting.
direct communication.
direct sales.
Internet dialoguing.
cold sales.
4 points
Question 25
Perry Rodriguez wants to create a network of prospects for his landscaping business. Which of the following would be the LEAST effective method?
Sending thank-you notes to people who give him leads
Focusing on meeting center-of-influence people
Asking open-ended, feel-good types of questions
Sending contacts monthly sales promotional items
Sending contacts unflattering information about the competition
4 points

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Setting a Vision
Paper, Order, or Assignment Requirements

Reflect on yourself as a person, student, and professional. (Using the Information provide by me about me and the surveys).

This first milestone gives you a chance to organize your thoughts about what you want to get out of this personal development plan. Write a 1–2-page paper (3–4 paragraphs) that covers the following. This should be very simply written!

• What have you learned about yourself so far?
• What do you hope to gain by doing this plan? (What life or professional issues are you tackling by doing this personal development plan?)
• What is your vision/goal for this plan? (Why is this personal development plan topic important to you?)

As appropriate, you are encouraged to bring in information you gleaned from the self-assessments you have done so far.

• What Is Your Jungian Typology?
• How Productive Are You?
• Locus of Control
• Are You Experiencing Burnout?
• Stress Scale

Some information about me

– Personal/Professional Goals
Supporting EFI’s European Post Sales team on a regular basis, I found International Studies very intriguing. The varied curriculum will allow me to broaden knowledge of different cultures and concrete on how they can work together as one. I wish to hold an international business degree by Summer 2016. Ultimately, leading to a sales management position in a mulit-national corporation
More about me:
Recognized as a strong resource of information within VUTEk based on 14 years of work experience. Proven ability to adapt, change, learn and grow. Driven by a challenge, looking for an opportunity to excel in a sales management role. As an International Business Major specializing in Business, I am cultivating my skills towards the direction that would be beneficial for my professional career. I am especially passionate about International Studies, which dates back to times when I started selling Service Contracts for EFI and began supporting the European team on a regular basis. My competitive spirit and willingness to learn about operational systems in different parts of the world blends with my passion to cultivate organizational leadership skills. Specifically, I will use my collaboration, and critical thinking skills.

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