technological artifacts
Post on 02-Jul-2015
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Technological Artifacts
Activity 1
Copyright 1996-2001 © Dale Carnegie & Associates, Inc.
Technology
• technology is actually a broad concept that refers to the way humans use tools and apply science to control and adapt to their environment. Technology may refer to a way of doing things or to a specific artifact.
Major Definitions of Technology
• Artifact or hardware — item created to solve practical problems. These include tools, computers, and medicines.
• Methodology or technique — the application of knowledge or science to the creation of a procedure or practice, such as a painting technique, the use of a microscope, combining DNA to form a new hybrid plant, or laser surgery.
• System of production — the application of knowledge or science to a manufacturing procedure (For example, the automobile assembly line.)
• Social-technical system — an interrelated group of people, artifacts, and devices that works together as a whole to meet a need; an airplane, for example, suggests a plethora of interrelated devices, human resources, and artifacts such as airports, passengers and pilots, fuel, regulations and ticketing.
Thermometer
•Is a thermometer considered a technological artifact?
Calculator
•Is a calculator considered a technological artifact?
Address the Sales Challenge
• Identify the need or opportunity.
Conduct a CreativeThinking Session
• Ask: In what ways can we…?
– Assess the situation. Get the facts.
– Generate possible solutions with green light, non-judgmental thinking.
– Select the best solution.
Set SMART Goals
• Conduct SMART goal training
– Specific
– Measurable
– Achievable
– Realistic
– Time-phased
Set SMART Goals (Cont’d)
• Set team goals
• Set individual goals
Identify Skills Needed to Achieve Goals
• Relationship selling.
• Telephone skills.
• Prospecting.
• Asking questions.
• Using evidence.
• Handling objections.
Get Commitment
• Team commitments.
• Individual commitments.
Close
• Have an inspirational close.
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