PRACTICAL MANUAL

OF
EXTN-355
 159

Course : EXTN 355 Credit: 2(1+1) Semester-V

Course title: Entrepreneurship Development and Business Communication (Common
Course)

Syllabus
Theory
Entrepreneurship development
• Entrepreneur : Meaning, definitions, characteristics of entrepreneurship
• Assessment of entrepreneurship skills, identifying potential entrepreneurs
• Entrepreneurship development –Concept of entrepreneurship, Process of entrepreneurship
development,
• Achievement motivation and entrepreneurship development
• Generation, incubation and commercialization of business ideas and innovations
• SWOT analysis : Concept and technique
• Government schemes and incentives for promotion of entrepreneurship. Government
policy on Small and Medium Enterprises (SMEs/SSIs)
• Supply chain management, Time management and Total quality management
• Market Survey : Meaning, objectives, methods of conducting survey
• Formulation of project, financial analysis of project
Business Communication
• Communication – Meaning and process of communication
• Communication skills for entrepreneurship – Written communication, Verbal
communication, Investigating and analyzing, Planning and Organizing, Negotiating and
persuading, Cooperative (Team work), Leadership and Numeracy
• Developing different skills for entrepreneurship - Leadership Skills, Speaking Skills,
Listening Skills, Organizational skill , Managerial skills, Problem solving skill,
• Writing Skill – Business letter, letters of enquiry, quotation, orders, and tenders, complaint letter
• Oral presentation skills – Preparation, presentation and evaluation
• Advertisements – Meaning, types, forms, functions

Practical
1. Assessing entrepreneur potential
2. Assessment of problem solving ability
3. Exercises in creativity
4. Conducting market survey to know the demands for different products
5. Preparing advertisements for popularization of products and news writing
6. Preparing project proposals
7. Individual and group presentations and evaluation of presentation
8. Telephonic conversation : Rate of speech, clarity of voice, speaking and listening politeness,
telephonic etiquettes
9. Conducting meeting – Purpose, procedure, participation, physical arrangements,
recording and writing of minutes of meeting
10. Seminar and conferences : Use of body language
11. Conducting mock interviews – testing initiative, team spirit and leadership
12. Group discussion and debates on current topics
13. Visit to entrepreneurship institute/ case study of successful entrepreneurs
14. Presentations by the students
 160

Teaching Schedule
a) Theory
Weightage
Lecture Topic
(%)
Entrepreneur : Meaning, definitions, characteristics of
1 10
entrepreneurship
Assessment of entrepreneurship skills, identifying potential
2 5
entrepreneurs
Entrepreneurship development – Concept of entrepreneurship,
3 5
Process of entrepreneurship development
4 Achievement motivation and entrepreneurship development 5
Generation, incubation and commercialization of business ideas
5 5
and innovations
6 SWOT analysis : Concept and technique 10
Government schemes and incentives for promotion of
7 entrepreneurship. Government policy on Small and Medium 5
Enterprises (SMEs/SSIs)
Supply chain management, Time management and Total quality
8 5
management
Market Survey : Meaning, objectives, methods of conducting
9 10
survey
10 Formulation of project, financial analysis of project 10
11 Communication – Meaning and process of communication 5
Communication skills for entrepreneurship – Written
communication, Verbal communication, Investigating and
12 5
analyzing, Planning and Organizing, Negotiating and persuading,
Cooperative (Team work), Leadership and Numeracy
Developing different skills for entrepreneurship - Leadership
13 Skills, Speaking Skills, Listening Skills, Organizational skill , 5
Managerial skills, Problem solving skill
Writing Skill – Business letter, letters of enquiry, quotation, orders,
14 5
and tenders, complaint letter
Oral presentation skills – Preparation, presentation and
15 5
evaluation
16 Advertisements – Meaning, types, forms, functions 5
Total 100
 161

b) Practical

Exercise Topic
1 Assessing entrepreneur potential
2 Assessment of problem solving ability
3 Exercises in creativity
4 Conducting market survey to know the demands for different products
5 Preparing advertisements for popularization of products and news writing
6 Preparing project proposals
7 Individual and group presentations and evaluation of presentation
8 Individual and group presentations and evaluation of presentation
Telephonic conversation : Rate of speech, clarity of voice, speaking and listening
9
politeness, telephonic etiquettes
Conducting meeting – Purpose, procedure, participation, physical arrangements,
10
recording and writing of minutes of meeting
11 Seminar and conferences : Use of body language
12 Conducting mock interviews – testing initiative, team spirit and leadership
13 Group discussion and debates on current topics
14 Visit to entrepreneurship institute/ case study of successful entrepreneurs
15 Presentations by the students
16 Presentations by the students

Suggested Readings
1. Akhouri, M.M.P., Mishra, S.P. and Sengupta, Rita (1989). Trainers Manual on
Developing Entrepreneurial Motivation, NIESBUD, New Delhi
2. Betty, Gorddan B. (1979). Entrepreneurship, Playing to Win, Taraporewala, Mumbai
3. Entrepreneurship Development Institute in India (1987). Developing New
Entrepreneurs, EDII, Ahmedabad, NISIET, Library : 338.93/EDI/87/25104.
4. Mancuso, Joseph (1974). The Entrepreneurs Handbook, Vol.I& II, Artech House Inc.
USA.
5. Patel, V.G. (1987). Entrepreneurship Development in India and its relevant
Developing Countries, Entrepreneurship Development Institute of India, Ahmedabad,
NISIET, Library : 338.93 (540)/PAT/87/25103.
6. Singh, A.K., Lakhan Singh, R. and Roy Berman (2006). Dimensions of Agricultural
Extension, Aman Publishing House, Meerut.
7. MondalSagar and G.L.Ray (2009). Text Book of Entrepreneurship and Rural
Development. Kalyani Publishers, Ludhiana. ISBN 978-81-272-5599-2
 Dat
e:

Exer
ciseNo.1

Assessi
ngEnt
repr
eneurPot
ent
ial

Assessment:
-Theactofj
udgi
ngordecidi
ngtheamount
,val
ue,
qual
i
ty,
ori
mpor
tanceof
somethi
ng,orthej
udgmentordeci
siont
hati
smade.

Entr
epr
eneur
:-Entr
epreneuri
saper
sonwhoor
gani
zespr
oduct
iver
esour
cest
omake
goodsandservi
ces.

Potenti
al:
-Iti
sthel
atentqual
i
tiesorabi
l
iti
est
hatmaybedev
elopedandl
eadt
ofut
ure
successoruseful
ness.

Scal
eforassessi
ngent
repr
eneurpot
ent
ial
:
-

Read the f
oll
owi
ng stat
ement
s car
eful
l
y and CI
RCLE THE NUMBER which
i
ndi
catesyourDEGREEofAGREEMENTorDISAGREEMENTwitht
hem accor
dingt
oyour
wayofseei
nganddoingthi
ngs.

St
rongl
yAgr
ee Agr
ee Neut
ral Di
sagr
ee St
rongly
Di
sagree

1 2 3 4 5

1. Iam gener
all
yopt
imi
sti
c.
1 2 3 4 5
2. Il
i
kedoi
ngt
hingsbet
tert
hanot
herpeopl
edot
hem
1 2 3 4 5
3. WhenIsol
veaprobl
em, It
rytofi
ndthebestsol
uti
onwi
thoutconcer
ningmy
sel
f
t
oomuchaboutotherpossi
blesol
uti
ons
1 2 3 4 5
4. Il
i
ket
ochatwi
thmyco-
wor
ker
saf
tert
hewor
kdayi
sov
er
1 2 3 4 5

5. I
fIbetatt
her
aces,
I’
drat
hert
akeachanceonal
ong-
shott
hatmi
ghtbr
ingabi
g

1
pay
-of
f
1 2 3 4 5
6. Ipr
efert
osetmyownobj
ect
ivesandwor
khar
dtor
eacht
hem
1 2 3 4 5
7. Iam easyt
oappr
oachandgetal
ongwel
lwi
thot
her
s
1 2 3 4 5
8. Il
i
ket
obewel
li
nfor
medaboutwhati
shappeni
ngandt
akest
epst
ofi
ndout
1 2 3 4 5
9. Iwor
kbet
terwhensomeonegui
desandadv
isesme
1 2 3 4 5
10. WhenIknowI
’
mri
ght
,Icanconv
inceot
her
s
1 2 3 4 5
11. Iof
tenf
indt
hatot
herpeopl
emakemewast
epr
eci
oust
ime
1 2 3 4 5
12. Il
i
kewat
chi
nghockey
,basebal
landot
hersi
mil
arspor
ts
1 2 3 4 5
13. It
endt
otal
keasi
l
yandopenl
yaboutmy
sel
ftoot
her
s
1 2 3 4 5
14. Idon’
tmi
ndf
oll
owi
ngor
der
sfr
om super
ior
swhohav
elegi
ti
mat
eaut
hor
it
y
1 2 3 4 5
15. Ipr
eferdev
elopi
ngpl
ansr
athert
hanput
ti
ngt
hem i
ntoef
fect
1 2 3 4 5
16. Ther
e’snotmuchpl
easur
einbet
ti
ngon“
sur
ethi
ngs”
1 2 3 4 5
17. Facedwit
hfail
ure,
I’
drat
hergoqui
ckl
yont
oanot
heract
ivi
tyt
hanper
sev
erei
n
thesi
tuat
ion
1 2 3 4 5

2
18. It
hinkt
hatt
osucceedi
nbusi
ness,
youmustcommi
tenought
imet
ofami
l
y
1 2 3 4 5
19. WhenI
’
veear
nedsomet
hing,
Ithi
nki
t’
simpor
tantt
opr
otecti
t,t
okeepi
tsecur
e
1 2 3 4 5
20. Maki
ngal
otofmoneyi
smost
lyamat
terofl
uck
1 2 3 4 5
21. Apr obl
em i
susual
l
yresol
vedbet
terwheny
ouconsi
dersev
eral
possi
ble
sol
uti
ons
1 2 3 4 5
22. Il
i
ket
oimpr
essot
herwi
thmyachi
evement
s
1 2 3 4 5

23. Ipr
efertoplayaspor
tsuchast
enni
sorbadmi
ntonwi
thsomeonewhoi
ssl
i
ght
ly
bet
teratitt
hanme
1 2 3 4 5
24. Somet
imes,
inbusi
nessnegot
iat
ions,
ethi
csandmor
ali
tyhav
etobeabi
tloose
1 2 3 4 5
25. Ibel
i
evet
hatgoodf
ri
endsshoul
dmaket
hebestsubor
dinat
esi
nabusi
ness
1 2 3 4 5
Ev
aluat
eyourAnswer
s

Giveyoursel
fonepoi
ntforeacht
imey
ouhav
eCI
RCLEDTHENUMBER1OR2i
n
responsestostat
ement
s:

1,
2,6,
8,10,
11,
16,
17,
21,
22,
23and24;and

onepoi
ntforeacht
imey
ouhav
eCI
RCLEDTHENUMBER4OR5i
nyourr
esponset
othe
stat
ement
s:

3,
4,5,
7,9,
12,
13,
14,
15,
18,
19,
20and25

3
TOTALYOURPOI
NTS=

So,
Whatar
etheResul
ts….

Scor
e Resul
t

21-
25 Youhav egreatent
repr
eneur
ial
potenti
al.Wi
thsuchpotenti
al,
its
surpri
singy
ouhav en’
tgonei
ntobusinessal
ready(
ift
hat’sthecaseof
course)

16-
20 Thisresultshowsy ouhav edefi
nit
eentr
epr
eneuri
alpot
ent
ial
.Howev
er,
yoursuccessi nbusinesscoulddependontheabi
li
ti
esyoushowandthe
resourcesyouhav eav ai
l
able.

11-
15 Thi
sresultputsyouinaninter
mediatezone.Youar
epr obablycapabl
e
ofgoi
ngi nt
obusiness,butyouwouldhavetoputalotofeffortand
per
severanceint
oit.Outsi
dehelpandfoll
ow-upint
hefor m ofadvi
ce
andencouragementwoul dbeanassettoyou.Someadj ust
mentmi ght
al
sobenecessar y.

6-
10 Yourentr
epreneur
ialpot
ent
ialseemsfairl
yweak.Youwouldcert
ainl
y
havetoreconsi
dersomeofy ouropi
nions,at
ti
tudesandbehav
ior
pat
terns.

1-
5 Bereal
isti
c.I
twouldprobabl
ybedif
fi
cul
tforyoutoevol
veintothe
busi
nesswor l
datpresent
.Youshoul
dbecomeser i
ousl
yinfor
medabout
ther
estrai
ntsanddemandsoftheentr
epreneur
'scar
eer
.

Thi
s“assessment”at t
emptstoev al
uateyourapti
tudeforbusi
nessandisbasedona
numberofcharacteri
sti
csobservedinentrepr
eneurs.I
tcannot,
ofcour
se,cl
aimt o
makeanexactev aluati
onofyourentrepr
eneuri
alpotenti
al,
buti
tisagoodwayt ofi
nd
outwhereyoustand.

Assi
gnment
:St
udent
shav
etowr
it
einbr
ieft
her
epor
tonabov
eassessment
.

4
 Dat
e:

Exer
ciseNo.
-2

Assessmentofpr
obl
em sol
vi
ngabi
l
ity

Assessment:-Theactofj
udgi
ngordeci di
ngtheamount
,val
ue,qual
i
ty,ori
mpor
tance
ofsomethi
ng,orthej
udgmentordeci
sionthati
smade

Pr
obl -i
em: ti
scondi
ti
ont
hati
sconsi
der
edundesi
rabl
etohumanbei
ng.

Sol
uti
on:-i ti
sast
rat
egypr
oposedt
ochangeanunsat
isf
act
orycondi
ti
ont
omor
e
sat
isf
ying.

Whati
sPr
obl
em Sol
vi
ng?

Probl
em solvi
ngistheabi
l
ity
/ski
l
lwhi
chy oumost l
yrequi
reattheworkpl
ace.I
tis
at
rai
tthatisrequi
redtosolv
ecomplexanddi
ff
iculti
ssueswithbestpossi
blesol
uti
ons.

AnEnt
repr
eneuronewhocan,

1.I
dent
if
yandf
indt
her
ootcauseoft
hepr
obl
em.

2.Usey
ourcr
eat
iveski
l
lswhenanal
yzi
ngt
hesol
uti
on.

3.Fi
ndt
hebestst
epst
osol
vepr
obl
em.

4.Fi
nal
l
y,needt
oimpl
ementt
hesol
uti
ons.

Sev
en-
stepsf
oranef
fect
ivepr
obl
em-
sol
vi
ngpr
ocess.
1.I
dent
if
ythei
ssues.

5
 2.Under
standev
ery
one'
sint
erest
s
3.Li
stt
hepossi
blesol
uti
ons(
opt
ions)
4.Ev
aluat
etheopt
ions.
5.Sel
ectanopt
ionoropt
ions.
6.Documentt
heagr
eement
(s)
.
7.Agr
eeoncont
ingenci
es,
moni
tor
ing,
andev
aluat
ion.
Scal
eforassessmentofpr
obl
em sol
vi
ngabi
l
ityofent
repr
eneur
:

I
nst r
uctions-Foreachst atement ,tickoneoft heopt i
onsint hecol umnt hatbest
describesy ou.Pl
easeanswerquest i
onsasy ouactual
l
yar e(r
atherthanhowy outhink
youshoul dbe),anddon' tworryifsomequest ionsseem toscoreinthe'wrongdirect
ion'
.
Wheny ouar ef i
nished,pleasecal culat
et ot
alscoreobt ai
nedatt heendoft het est
.
(Score:1scor efor‘Notatal l
’,2for‘Rarely
’,3for‘
Somet i
mes’,4for‘Oft
en’&5f or‘Very
often’
)

Sr. Not Rar

ely Som Of
ten Very
No. St
atementt
oanswer atal
l eti
m of
ten
es

1 OnceIchooseasol ut
ion,Idevel
opan
i
mplement
ati
onplanwi ththesequence
ofev
ent
snecessar
yforcomplet
ion.

2 Aft
erasol
uti
onhasbeeni mpl
ement
ed,I
i
mmediat
elyl
ookforwaystoimpr
ovethe
i
deaandavoi
dfut
urepr
oblems.

3 To avoi
d aski
ng the wr
ong quest
ion,I
takecar
etodefi
neeachprobl
em car
eful
ly
befor
etryi
ngtosol
veit
.

4 Ist
ri
vetolookatpr
obl
emsfrom di
ff
erent
per
specti
ves and gener
ate mul ti
ple
sol
uti
ons.

6
5 Itrytoaddresst hepolit
icalissuesand
otherconsequencesoft he change I
’m
proposi
ngsot hatotherswi l
lunderst
and
andsupportmysol ut
ion.

6 Iev al
uate pot
ent
ialsol
uti
ons caref
ull
y
and t hor
oughl
y agai
nst a predefi
ned
standard.

7 Isyst
emati
cal
l
ysearch f
ori
ssues t
hat
maybecomeprobl
emsi
nthef
utur
e.

8 WhenIdeci deonasoluti
on,Imakei t
happen – no mat
terwhatopposi
ti
on I
mayf ace.

9 If
indthatsmallprobl
emsoftenbecome
much biggerin scope,and t
hus ver
y
di
ff
icul
ttosol
ve.

10 Iaskmy sel
flotsofdif
ferentquest
ions
aboutt
henatur
eoftheproblem.

11 Aft
ermysol ut
ioni
simpl
emented,Ir
elax
andfocusagai
nonmyregul
arduti
es.

12 If ocus on keepi
ng curr
entoperat
ions
runningsmoothlyandhopethatpr
obl
ems
don’tappear
.

13 Ieval
uat
epot
ent
ialsol
uti
onsasIt
hinkof
them.

14 When Ineed tof i

nd a sol
uti
on t
oa
pr
oblem, I usual
l
y have all of the
i
nfor
mati
onIneedtosol
veit.

15 Whenev al
uat
ingsol
uti
ons,It
aketi
met o
thi
nkabouthowIshoul
dchoosebetween
opti
ons.

16 Maki
ng a deci
sion ist he end ofmy
pr
obl
em-sol
vi
ngpr ocess.

7
 Tot
alscor
e

Gr
andt
otal

Scor
eInt
erpr
etat
ion:

Scor
e Comment

16-
36 Youpr obablytendtovi
ewpr oblemsasnegat i
ves,insteadofseeingthem as
oppor t
unit
ies t
o make exci
ting and necessarychange.Yourappr oach to
problem solvi
ngismor eint
uiti
vethansy stematic,andt hi
smayhav eledto
somepoorexper i
encesinthepast .Withmor epr act
ice,andbyf ol
l
owi nga
mor estructur
edapproach,you'l
lbeablet odev elopt hi
simportantskil
land
star
tsol v
ingprobl
emsmor eeffecti
vel
yrightaway .

37-
58 Yourappr oachtopr obl
em sol v
ingisal i
ttl
e" hi
t-
and-
mi ss.
"Somet i
mesy our
soluti
onswor kr
eallywellandotherti
mest heydon't
.Youunder standwhaty ou
should do,and y ou recognize t
hathav ing a str
uctured problem- sol
ving
processi simportant.Howev er,you don'
tal waysfol
low thatpr ocess.By
wor ki
ng on yourconsi stencyand commi t
ti
ng tothe process,y ou'l
lsee
si
gni f
icanti
mprovements.

59-
80 Youar eaconfidentpr oblem sol
ver.Yout aketimet ounderstandtheprobl em,
under standthecr i
teri
af oragooddeci sion,andgener atesomegoodopt ions.
Becausey ouappr oachpr obl
emssy stemat i
call
y,youcov ert
heessent i
alseach
ti
me – and y ourdeci sions ar
e wel lthoughtout ,wellplanned,and wel l
execut ed.Youcancont inuetoper f
ecty ourpr oblem-solv
ingskill
sanduse
them f orcontinuousi mpr ovementiniti
ativeswithiny ourorgani
zati
on.Ski m
throught hesectionswher eyoulostpointsbelow, andsharpeny ourskil
lsstil
l
further!

Assi
gnment
:St
udent
shav
etowr
it
einbr
ieft
her
epor
tonabov
eassessment
.

8
Cl
assi
cPr
obl
em Sol
vi
ngAct
ivi
ti
es

1.AShr
inki
ngVessel

Hel
pswi
th:
Adapt
abi
l
ity

Whyadapt abil
i
tyisimportantforproblem sol
vi
ng:Adaptabi
li
tyishighl
yassociat
edwit
h
cogniti
vedi ver
sity
,whichhel psteamssol veprobl
emsf ast
er,accordi
ngtotheHarvar
d
BusinessRev i
ew.I nnov
at i
onanddi srupt
ionarehappeningf ast
erthanev erbef
ore.
People,teams, andorganizati
onsthatcanadaptwillcomeoutont op.

WhatYou’
l
lNeed: Ar
opeorst
ri
ng

I
nst
ruct
ions:

1.Usi
ngt
her
ope,
makeashapeont
hef
loorev
ery
onecanf
iti
nto.

2.Sl
owl
yshr
inkt
hespaceov
erat
imeper
iodof10-
15mi
nut
es.

3.Wor
ktoget
hert
ofi
gur
eouthowt
okeepev
ery
onewi
thi
ntheshr
inki
ngboundar
ies.

9
2.Mar
shmal
l
owSpaghet
tiTower

Hel
pswi
th:
Col
l
abor
ati
on

Whycollaborati
oni simpor t
antforprobl
em sol
ving:“Coll
ecti
vel
y,wecanbemor e
i
nsi
ghtf
ul,mor eintel
li
gentthanwecanpossibl
ybei ndi
vidual
ly,
”writ
esPet
erSengein
TheFi
ft
hDi scipl
ine.Wecansol veprobl
emsbett
erasat eam thanwecanalone,whi
ch
meansdev el
opingy ourteam’scoll
abor
ati
onskil
l
swi l
lleadt obett
erpr
obl
em solvi
ng
out
comes.

WhatYou’
l
lNeed(
pert
eam)
:

 20sti
cksofuncookedspaghet
ti
 1rol
lofmaskingtape
 1yar
dofstri
ng
 1marshmall
ow

I
nst
ruct
ions:

1.Thegoalofthi
sexerci
sei
stoseewhi
cht
eam canuset
hemater
ial
sprovi
dedt
obui
ld
thetal
l
esttowerwit
hinanall
ott
edti
meper
iod.Thet
owermustbeablet
ostandoni
ts
own.

2.Tomaket hisexercisemor echall

enging,t
ryaddi
ngamarshmal
l
owtothetopoft
he
tower.Thisteam pr obl
em solving exerci
sehelpsteamsthi
nkon t
hei
rtoeswhil
e
buil
dingcamarader
ieandl eader
ship.

3.EggDr
op

Hel
pswi
th:
Col
l
abor
ati
on,
Deci
sion-
Maki
ng

Whydecisionmakingisimport
antforpr obl
em sol
ving:Maki
ngdecisi
onsi sn’
teasy,
but
i
ndecisi
onleadstoteam par
alysi
s,stagnantthi
nki
ng,andunsolv
edproblems.Decision-
makingactiv
iti
eshelpyourteam practi
cemaki ngquick,ef
fect
ivechoices.Trai
nyour
t
eam’ sdeci
sionmakingmuscleandtheywi l
lbecomemor eadeptatproblem sol
vi
ng.

WhatYou’
l
lNeed:

 Acart onofeggs
 Basicconstructi
onmater i
alssuchasnewspaper s,st
raws,t
ape,pl
ast
icwr
ap,
bal
loons, r
ubberbands,popsiclest
icks,
etc.,
tarp,ordropcl
oth
 Ap arkingl
ot,orsomeot herplaceyoudon’tmindgetti
ngmessy !

I
nst
ruct
ions:

1.Eacht
eam get
saneggandmustsel
ectf
rom t
heconst
ruct
ionmat
eri
als.

10
2.Giveev
ery
one20-
30mi
nut
est
oconst
ructacar
ri
erf
ort
heeggandpr
otecti
tfr
om
breaki
ng.

3.Dropeacheggcarri
erof
fal
edge(
i.
e.ov
erabal
cony
)andseewhosecar
ri
erpr
otect
s
theeggfrom br
eaki
ng.

4.I
fmul
ti
pleeggssur
viv
e,keepi
ncr
easi
ngt
hehei
ghtunt
ilonl
yoneeggi
slef
t.

4.St
randed

Hel
pswi
th:
Communi
cat
ion,
Deci
sionMaki
ng

Whycommuni cati
oni si
mport
antforprobl
em solvi
ng:Moreemployeeswor
kremotel
y
t
haneverbefore.Goodcommuni cat
ionski
ll
sarev i
tal
tosolvi
ngprobl
emsacross
i
ncr
easingl
yvir
tual t
eams.Worki
ngoncommuni cat
ionskil
l
swhil
ey ourt
eam i
stoget
her
wi
ll
helpthem bettersol
vepr
oblemswhent hey’
reapart.

WhatYou’
l
lNeed:

 Anof
fi
ce

Here'
st hesetti
ng:Yourteam hasbeenstr
andedintheoffi
ce.Thedoor sarel
ocked,and
knockingdownt hedoorsorbreaki
ngthewindowsi snotanoption.Giveyourteam 30
minutest odeci
deon10i t
emsi nt
heoff
icetheyneedforsurv
ival
andr ankthem i
norder
ofimpor t
ance.Thegoal ofthegameistohaveevery
oneagreeont he10i t
emsandt hei
r
ranki
ngi n30mi nutes.

5.Legoman

Hel
pswi
th:
Communi
cat
ion

WhatYou'
l
lNeed:

 Legos

I
nst
ruct
ions:

1.Di
vi
deev
ery
onei
ntosmal
lteamsoft
woormor
e.

2.Sel
ectanoverseerwhoi
sn'
tonateam t
obui
l
dar
andom st
ruct
ureusi
ngLego
bui
ldi
ngblockswithi
n10minut
es.

3.Theotherteamsmustrepli
cat
ethest
ruct
ureexact
ly(i
ncl
udi
ngsizeandcolor
)withi
n
15mi nutes.However
,onlyonememberf rom eachgroupmayl ookatt heori
ginal
str
uctur
e.Theymustf i
gureouthowtocommunicatethesi
ze,col
or,andshapeofthe
ori
ginal
struct
uret
otheirt
eam.

11
4.Ift
hisist
ooeasy,
addarul
ethatt
hememberwhocanseet
heor
igi
nal
str
uct
urecan'
t
touchthenewstr
uct
ure.

6.Escape

Hel
pswi
t Col
h: l
abor
ati
on

WhatYou’
l
lNeed:

 1r ope
 1key
 Al ockabl
eroom
 5-10puzzlesorcl
ues(
dependi
ngonhowmucht
imey
ouwantt
ospendont
he
game)

I
nst
ruct
ions:

Thegoalofthi
sexer
cisei
stosol
vet
hecl
ues,
findt
hekey
,andescapeal
ockedr
oom
wit
hint
hetimeall
ott
ed.

Hi
det
hekeyandal
i
stofcl
uesar
oundt
her
oom.

Gat
hert
het
eam i
ntot
heempt
yroom and"
lock"t
hedoor
.

Givet
hem ei
ther30mi
nut
esor1hourt
ofi
ndt
hekeyusi
ngt
hecl
ueshi
ddenar
oundt
he
room.

7.Fr
ost
bit
e

Hel
pswi
th:
Deci
sionMaki
ng,
Adapt
abi
l
ity

WhatYou’
l
lNeed:

 Abli
ndfol
d
 1packetofconstr
uct
ionmater
ial
s(suchascar
dst
ock,
toot
hpi
cks,
rubberbands,
andsti
ckynotes)f
oreacht
eam
 Anelect
ri
cfan

Inst
ructions:Pictur
et his:Youremployeesar eArcti
cexplor
ersadventuri
ngacrossanicy
tundra!Separ atethem i ntoteamsof4- 5andhav ethem selectaleadertoguidethei
r
explorati
on.Eacht eam mustbui l
dashel terfrom thematerial
sprovidedbeforethe
storm hitsin30mi nutes.Howev er
,botht heteam l
eader’
shandshav efrost
bit
e,sothey
can’tphy si
call
yhelpconst ructt
heshelter,andtherestoftheteam hassnowbl i
ndness
andi sunabl etosee.Whent he30mi nutesisup,turnonthef anandseewhi chshelt
er
canwi thstandthehi ghwi ndsofthestorm.

12
8.Mi
nef
iel
d

Hel
pswi
th:
Communi
cat
ion

WhatYou’
l
lNeed:

 Anempt yr
oom orhal
l
way
 Bl
indf
olds
 Acoll
ecti
onofcommonoffi
cei
tems

I
nst
ruct
ions:

1.Pl
acetheit
ems( boxes,
chai
rs,
wat erbot
tl
es,
bags,et
c.)ar
oundt
her
oom sot
her
e's
nocl
earpathfrom oneendoft
her oom tot
heother
.

2.Di
vi
dey
ourt
eam i
ntopai
rsandbl
i
ndf
oldoneper
sonont
het
eam.

3.Theothermustverbal
l
ygui
det
hatper
sonf
rom oneendoft
her
oom t
otheot
her
,
avoi
dingthe"
mines."

4.Thepar
tnerwhoi
snotbl
i
ndf
oldedcan'
ttoucht
heot
her
.

5.I
fyouwantt omaketheact
ivi
tymorechal
l
enging,haveal
lthepairsgo
si
multaneousl
ysoteamsmustfindwaystostr
ategi
call
ycommuni cateovereachot
her
.

9.Bl
i
ndFor
mat
ions

Hel
pswi
th:
Communi
cat
ion

WhatYou'
l
lNeed:

 Bl
indf
olds
 Rope

I
nst
ruct
ions:

1.Hav
ethegr
oupputonbl
i
ndf
oldsandf
orm al
argeci
rcl
e.

2.Ti
etwoendsofaropetoget
herandl
ayiti
nacircl
eint
hemi
ddl
eoft
hegr
oup,
close
enoughsoeachper
soncanreachdownandtouchit
.

3.Instr
uctthegroupt
ocommuni
cat
etocr
eat
eashapewi
tht
her
ope—asquar
e,t
ri
angl
e,
rectangl
e,etc.

4.Ify
ouhaveav er
ylar
gegroup,
div
idethem i
ntot
eamsandpr ov
idearopef
oreach
team.Lett
hem competet
oseewhof or
msapar ti
cul
arshapequi
ckest
.

13
10.Li
neupBl
i
nd

Hel
pswi
th:
Communi
cat
ion

Whaty
ou’
l
lneed:

 Bl
i
ndf
olds

I
nst
ruct
ions:

1.Bl
i
ndf
oldev
ery
oneandwhi
speranumbert
oeachper
son,
begi
nni
ngwi
thone.

2.Tel
lthem t
oli
neupi
nnumer
ical
orderwi
thoutt
alki
ng.

3.I
nst
eadofgivi
ngthem anumber
,youcoul
dal
sohav
ethem l
i
neupnumer
ical
l
yby
hei
ght
,age,
bir
thday
, et
c.

11.Rev
ersePy
rami
d

Hel
pswi
th:
Adapt
abi
l
ity
,Col
l
abor
ati
on

Whaty
ou’
l
lneed:

 Not
hing

I
nst
ruct
ions:

1.Hav
eev
ery
onest
andi
napy
rami
dshape,
hor
izont
all
y.

2.Askt
hem t
ofl
i
pthebaseandt
heapexoft
hepy
rami
dmov
ingonl
ythr
eepeopl
e.

3.Thi
squi
ckexer
ciseworksbestwhensmal
l
ergr
oupscompet
etoseewhocanr
ever
se
thepy
rami
dthefastest
.

12.Mov
eIt
!

Hel
pswi
th:
Adapt
abi
l
ity
,Col
l
abor
ati
on

Whaty
ou’
l
lneed:

 Chal
k,r
ope,
tape,
orpaper(
somet
hingt
omar
kaspace)

I
nst
ruct
ions:

1.Di
vi
dey
ourgr
oupi
ntot
wot
eamsandl
i
net
hem upf
rontt
oback,
faci
ngeachot
her
.

14
2.Usingthechal
k,t
ape,r
ope,orpaper(
dependi
ngonthepl
aysurface)
,mar kasquar
e
spaceforeachpersontostandon.Leaveoneextr
aempt yspacebet weenthetwo
faci
ngrows.

3.Thegoal
isf
ort
het
wof
aci
ngl
i
nesofpl
ayer
stoswi
tchpl
aces.

Pl
acet
heser
est
ri
cti
onsonmov
ement
:

 Onl
yonepersonmaymov eatati
me.
 Apersonmaynotmovearoundanyonefaci
ngt
hesamedi
rect
ion.
 Noonemaynotmov ebackward.
 Apersonmaynotmovearoundmorethanoneper
sonont
heot hert
eam ata
t
ime.

13.HumanKnot

Hel
pswi
th:
Adapt
abi
l
ity
,Col
l
abor
ati
on

Whaty
ou’
l
lneed:

 Not
hing

I
nst
ruct
ions:

1.Hav
eev er
yonestandi
nacircl
e,andaskeachper
sont
ohol
dhandswi
tht
wopeopl
e
whoaren’
tdir
ect
lynextt
othem.

2.Whenever
yonei
st angl
edtoget
her
,askt
hem t
ount
angl
etheknotandf
orm aper
fect
ci
rcl
e—wit
houtl
ett
inganyone'
shand.

15
 Dat
e:

Exer
ciseNo.3

Exer
cisesi
nCr
eat
ivi
ty

Creat
ivi
tyisaphenomenonwher
ebysomet hingnew andsomehow v aluableis
f
ormed.The cr eat
ed i
tem maybe i
ntangi
ble(such as anidea,ascient
if
ict heory
,
amusicalcompositi
on,oraj
oke)oraphysi
calobject(
suchasani nventi
on,aliter
ary
wor
k,orapainti
ng).

Creati
vi
tyistheactoftur
ningnewandi magi
nati
veideasintor
eal
it
y .Cr
eat i
vi
tyis
char
acter
izedbytheabil
ityt
operceiv
ethewor l
dinnewway s,t
ofindhi
ddenpat t
erns,to
makeconnectionsbetweenseemingl
yunrel
atedphenomena,andtogeneratesoluti
ons.

Wheni tcomest obuildi

ngabusi nesswi threspecttoent r
epr eneur
ialcr
eat
ivi
ty,
therearedefini
tel
yt hreekindsofent repreneurs.Therear eentrepreneurswhoar e
alwayslooki
ngt oimprov ecurrentproducts,ther earethosewhoj ustcopysomeone
elseproduct
,buil
dabusi nessandcompet ewi ththeoriginalcreat
orandl astl
y;wehave
thecreati
veentr
epreneursthatcreat
epr oductst hatneverexist
ed.

Exer
cisesf
orCr
eat
ivi
tyi
nBusi
ness:
1)Devel
op Your Mi ndset-
There is no speci al magi c to developi
ng y our
ent
repr
eneuri
alcr eati
vit
y.Creati
vei maginat
ion is notan in-
bor n gi
ft
.I t
’sa
pot
enti
althatneeds t o be developed and harnessed.Becomi ng a creat
ive
ent
repr
eneurbeginswi t
hachangeofmi ndset.Youmusty earnforcreat
ivi
ty;you
mustseekitout.Youmustpi ct
urethepossibil
it
yofcr eat
ingawinningideaout
oft
hinair
;youmustbel ievei
tispossibl
e.

2)BeCur i
ous-I
ncreasingentr
epreneur i
alcreat
ivi
tyr equir
esyoubecomeal i
tt
lebit
i
nquisi
tiv
e;youneedt obecur iousaboutt hewor kabil
it
yofthingsandsi tuati
ons.
Af amousphilosophermadeast atementthatboi lsdownt ocur i
osit
y.Hesai d:
“Ever
yonesawt heapplefallbutonlyIsaacNewt onaskedwhy .
”Ibelievecuriosi
ty
i
st hestart
ingpoi ntofentr
epr eneuri
alcreat
ivi
ty;it’sthekeyt hatunlocksy our
creat
iveimagi
nation.

3)Dev el
opTolerancef orFai
lur
e-Mostofy ourcr
eat
ivei
deasar egoingtobeeit
her
turneddownbyi nv est
orsortheywon’tmakeaheadway .Theref
ore,youmustbe
preparedforwhat evercomesy ourway.Youmustbepreparedf orpeopl
etel
li
ng
yout oyourf
acet hatyouarenuts.

ThomasEdi
sonf
ail
ed10,000ti
mesbefor
ehisl
i
ghtbulbbecameareal
it
y.
Col
onelSander
shadhi
schickenreci
pet
urneddownsev
eralti
mesbyinv
estors

16
 butnow,Kent uckyFri
edChi ckenisar eal
ity.J.K.Rowling’
sHar r
yPot t
erwas
turneddownacoupl eofti
mesbybookpubl ishers;shepersi
stedandtoday,she’s
a bill
ionai
re.These i
ll
ustr
ations should helpy ou understand t
he factt hat
disappoint
mentsarepartoft
heent repr
eneurialprocess.

4)Engagi
ngi nBrainstor
mingwi thYourTeam- Thefourt
hwayt oincreasey our
entr
epr
eneuri
alcr eati
vi
tyist o engage i
n brai
nst
orming sessions withy our
busi
nessteam.That ’
sifyouhaveone.Brai
nst
ormingwit
hy ourteam result
sinan
i
nboundfl
owofi deasandsol ut
ionstopr
oblems.

The i-
Pod and i-Pad wer e pr oducts ofbr ainstorming,so also was
MicrosoftWindows.GeneralElectr
ic’
sandAppl e’sinnovativ
epr oductswereasa
resul
tofcreativei
maginat i
onbyat eam wi ththesameuni t
yofpur pose.I
fyou
don’thaveyourownbusi nessteam t henf i
ndabr ainstormingsessionandmake
yoursel
fpartofthatsession.I
fy oucan’ thavey ourownbusi nessteam,whynot
beapar tofsomeoneelset eam.

5)BeaPr oacti
veLearner
-Forbeingacreativ
eentrepr
eneursoneshoul demphasi ze
ontheneedt obeaconst antlear
nerandav oraci
ousreader.Entrepreneurshipis
agamewher elearni
ngfastisapr erequi
sit
et osuccessful
l
ypl ayi
ngt hegame.
Learni
ngisaneffecti
vewayt oincr
easingyourentr
epreneuri
alcreativi
ty.Reading
tobepr eci
seopensy ourmindt othepossibi
li
ti
esoflifebutlearningisnotj ust
aboutreadi
ng.

6)Keep an Open Mi nd-Keeping an open mind i

sf undamentaltothe cr
eat
ive
i
magi nati
onprocess.Justasasay i
nggoes; t
herearetwosidestoacoi
n.Toful
ly
ut
ili
zey ourcr
eati
veabi l
it
ies,youmustbeopent osuggest
ions.Youmustnever
drawaqui ckconcl
usionbasedony ourper
sonalassumpti
on.

Keepi
nganopenmi ndmeansgi vi
ngat houghtt
odi f
ferentideol
ogiesand
perspecti
ves bef
ore drawing a f
inalconclusi
on.Ifyou mustbe a cr eat
ive
entrepr
eneur,
thenyoumustl earntoacceptandweighotherpeople’sstanceand
i
deasnomat terhow absurdtheymaysound.Mycor ereasonf orsayi
ngt hisis
becausethemostabsur dideamighttur
noutawi nnert
omor row.

7)ViewProblemsasChall
enges-Areyouinthehabitofwavingasideotherpeople’
s
probl
ems?Ar eyoui
nthehabitofavoidi
ngchall
enges?Ifyouranswerisyes,then
i
t’
st i
mey ouchangeyouratti
tude.Thereasonisbecausey oumi ghtbewav i
ng
asidea potent
iali
nnovati
veinventi
on.Whenev eryou areconf ront
ed witha
probl
em,don’tavoi
dit
.Inst
ead,actli
ketheancientalchemist
swhot r
iedtoturn
l
eadintogold.

8)Cr
eat
eYourOwni Doy
deaBox- ouhav
eani
deabox?Ibety
oudon’
t.Hav
ingy
our

17
 own idea boxi
s a keyto boosti
ng y
ourentrepreneur
ialcr
eati
vi
ty.Creat
ive
entr
epreneur
shaveapersonalideaboxwher etheydumpev er
yidea,beita
soundideaorawei
rdone;
theyjustdumpiti
nthere.

Where every ou go,car ry a pen and not e pad because you might
occasi
onal
lygetani nfusi
onofi deasf r
om ti
met ot i
me.Thoughy oumaynotact
onallyourideasi mmedi at
ely,youst il
ldon’
tdi scardthem.It’sexcit
inggoing
thr
oughaboxf il
l
edwi t
hideas.Bui l
dinganideaboxcost snot
hingbutitcanturn
outtobealif
esav erinthefuture.Sowhydon’ tyoust ar
tyourowni deaboxt
oday.
Younevercantellwheny oucomeacr ossawi nni
ngi dea.

9)Spend Qual i
tyTi me Alone:Thi nking-How manyhour s do y ou spend a day
thi
nkingposi tiv
ely?Ever
yonet hinksandf ant
asi
zesbutt herei swhaty oucall
“cri
ti
calthinking.”Cri
ti
calthinkingi st hestar
ti
ngpointofcr eati
veimaginati
on.
Pleasenot et hatthereisadi fferencebet weencr
it
icalthinkingandwor ryi
ng.
Crit
ical
thinkingsolvesproblemswhi l
eworrycompoundspr oblems.

Ifyoumusthar nesst hepowerofcr eati

vei maginati
on,youmustspend
qualityti
me alone;t hinking posi
ti
vel
y.Allgr eati nv
ent i
ons and innovat
ive
soluti
onstopeople’
spr oblemsar et
heoutputofcr i
ti
calthi
nking.Thi
nkingishard
wor k.Whenyouar eforcedt othi
nk,youexpandy ourment alcapaci
ty.Wheny ou
expandy ourmentalcapacity,y
ourwealthi
ncreases.

10)
ModelCr eat
iveIndi
v i
dual
s-Doesmodel ing creat
iveindividual
sboostcr eati
ve
imagi nati
onandi ncr
easeent r
epreneur
ialcr
eativi
ty?Theansweri sadef i
nit
eyes.
Asi mpl ebuteffect
ivewaytochal l
engeyourcreati
v i
tyi
st odr awinspir
ati
onf r
om
themast ersofcreati
vit
y.Theresultofmodel i
ngcr eat
iveindivi
dualsmaynotbe
instantaneousbutov erti
me,y ouwi l
lsenseani mprov ementi ny ourcreati
ve
intel
li
gence.

11)
Chall
engeConv entionalWi sdom:Thi nkOut si
det heBox-Thisispr obabl
yt he
mostdi f
fi
cultavenuet oply .Noteveryindivi
dualcanstandcr i
ti
cism,letalone
wheni t
’scomingf r
om r ecognizedexperts.Chal
lengi
ngconv ent
ionalwisdom is
simplytheabil
it
yt othinkout sidet
hebox.I tisapainfulpr
ocesst ogot hrough
buttheoutcomemayt urnoutr ewar
ding.

Hasany onechal l
engedconv enti
onalwi sdom i
nthepastandsucceeded?
Theansweri sy es.TheWr ightbrother
schal l
engedconv ent i
onalwi sdom when
theysharedtheirideaofaf lyi
ngmachi ne.Theywer eheavilycr i
ti
cizedbutt oday
,
the ai
rplane isar eal
ity
.Thomas Edi son was t ol
d by exper tst hatthe
i
ncandescentbul bwasi mpr act
icalbuthest ucktohisbelief,fai
led10, 000times

18
 andemer
gedawi
nner
.

ChooseCr
12) eati
veFriends-Don’
tdiscussdr eamsandi deaswithdream ki
ll
ers,
pessimistsandcy ni
csposingasfri
ends.Theywi llonl
yendupdi scour
agi
ngyou.
Inst
ead, shareyourdreamswithval
iantfr
iendswhobel ieve“i
tcanbedone.”I
tis
bett
ert o hangoutwi thpeoplebetterthany ou.Pickoutassoci at
eswhose
behaviorisbettert
hany our
sandyouwi l
ldri
ftinthatdi
recti
on.

Assi
gnment
:Arr
angeonebrai
nst
ormi
ngsessi
ononsel
ect
edent
erpr
iseandwr
it
e
i
nbri
efther
epor
tofthesame.

18Cr
eat
ivi
tyExer
cisest
oImpr
oveCr
eat
iveThi
nki
ngandPr
obl
em-
Sol
vi
ngatWor
k

Cr
eat
ivi
tyexerci
sesimpr
oveyourcognit
ion,i
nnovati
onandideagener
ati
on.Uset hese
cr
eat
iveexer
cisesatwor
ktoboostyourcreat
ivi
tyonyourownorwit
hyourcol
leagues:

1.I
ncompl
etef
igur
etest

Theincompletefi
guretestisadrawingexerci
se.Youuseasmal l
,si
mplescri
bble,
li
kea
hal
f-
circl
eorloop,tocreateaful
ldrawing.Todot hi
sinagroup,sever
alpeopl
euset he
samescr i
bbletowor kfrom,andthent heycomparethedrawings.Seei
nghow others
i
nter
pretthesamesmal ldesigncanexpandy ourcr
eat
ivethi
nkingandgivey ounew
i
deas.

2.30ci
rcl
es

30circl
esisacreativ
ityexer
cisewherethegoali
squant
it
yoverqual
it
y.You'
regivena
sheetofpaperwith30i dent
icalci
rcl
esonit
.Youhaveashortamountofti
me,usuall
y
10mi nut
esatmost ,todrawsomet hi
nginasmanyofthe30circl
esaspossi
ble.When
doneasat eam,thegr oupmember scomparethecompl
etedci
rcl
estoseeift
hereare

19
anyuni
fyi
ngpr
inci
plesordesi
gns.

3.Papercl
i
ptest

Thepapercl iptesti
sat hi
nkingexer
ciset
hatisusuall
ydonewithmult
iplepeopleata
ti
me.Inthisact i
vi
ty,
groupsrecei
veaboxofpapercli
psandfindasmanyusesf orthem
aspossible,apartfr
om holdi
ngpapers.Groupst
henshar et
heiri
deaswi t
hther estof
thei
rcowor kers.Thi
sinnovati
oncanleadtoanincreasednumberoforigi
nalideason
workprojects.

4.Musi
cal
ideas

Somet i
mesachangeofbackgr ound,l
ikel
isteningintent
ional
l
yt omusi
c,caninspi
re
new ideas.Got oaconcertorplaymusici
ny ouroffi
ce,andwr i
tedownanyideasor
thoughtsthatcometomi nd.Assessthoseideast oseei fyoucanapplyanytoyour
workchallenges.

5.Repur
posedpr
oduct

Uset heobject
sony ourdesk, l
ikestapler
s, f
olders,t
ape,pi
ctur
esandpaper ,
tocreatea
new product.Thi
sact i
vit
yi salsogr eatforgr oups.Aft
ereachindiv
idualorteam has
fi
nished repur
posi
ng a pr oduct,theycan compar ethei
rcreati
ons foruniqueness,
i
ngenuity and practical
it
y . This exercise i s especi
all
y helpf
ul for developi
ng
brainst
ormingski
ll
s.

6.Di
cti
onar
yst
ory

Sel
ectawor datr
andom from t
hedi ct
ionary.Usethewordyouchose,thewordabov eit
andthewor dbel
ow ittocreateashor tstory.Fi
ndingawayt ocreateaninterest
ing,
cohesi
vestoryfrom seemingl
yr andom element scanimprovey ourabi
li
tyt omake
connect
ionsandcombineideasthatdon'tnecessari
l
yrel
ate.

7.Compoundcol
l
abor
ati
ve

Take a compound word and substi

tut
e one wordf oranother
.Forexampl e,t
he
compoundwordsunflowercouldbecomemoonf lower.Useyournew compoundword
tocr
eateastoryormakeadr awing.Fi
ndingconnect
ionsbetweenunrel
atedi
temscan
hel
pyouimproveyourcri
ti
calt
hinki
ngandprocessevaluat
iononthejob.

8.Bui
l
dingbl
ocks

Usebui ldi
ngblockstocreat
emodelsofhouses,businessesorproduct
s.Ifyoudot his
asagr oup,seewhocanmaket hemostintr
icate,detai
ledoruniqueobjects.Spati
al
awareness,whichy oudevel
opduri
ngthi
sactivi
ty,canimproveyourabil
it
ytocomeup
wit
ht houghtfuldesi
gnsforwor
kproj
ect
sofalltypes.

20
9.Wr
it
epoet
ry

Writ
eapoem abouty ourdayi
nthesty
leofyourfav
ouri
tepoetorfoll
owingt
hestruct
ure
ofaclassi
cpoem,likeasonnetorhaiku.Wri
tingwit
hacl earstr
uctur
einmindf or
ces
youtof i
ndt hei
dealwor dorphrasetofittheconstr
aints,whi
chcani mprov
ey our
over
allwri
ti
ngabi
li
ty.

10.Dr
awi
tagai
n

Drawthesameobject
,li
keacoffeemug,ever
ydayforaweekormor e.Seewhatnew
detai
l
sornuancesyounoti
ceasy ouexami
netheobjectev
eryday
.Extr
emefocuslike
thi
sshoul
dimproveyourat
tent
iontodetai
landhel
py ounoti
cenew el
ement
siny our
work.

11.Fi
eldt
ri
p

Go onat eam fi
eldtr
ip outoft heoffi
ce.Expl
oreal ocalgardenorwal kar ound
downtowntoseewhatnewi deasorconcept
sthegroupdiscov
ersthroughachangeof
scener
y.Ev
entheactofhavi
ngameet inginanewplacecansparkori
ginali
deas.

13.Read

Gotoabookst or
eorlibrar
yandexploreasect
ioncompl et
elyunr
elat
edt
oyourjobor
thebooksy ounormal
lyread.Chooseabookandreaditt
oseewhatnewknowledgeyou
canglean.Lear
ningaboutdisci
pli
nesthatar
edi
ff
erentfr
om yourowncani
ntr
oduceyou
tonewway sofmanagi ngyourwork.

14.Fr
eewr
it
e

Scheduleaf ewmi nut

esever
ymor ni
ngtowri
teinastream ofconsciousness.Thist
ype
offr
eewr i
ti
ng,whereyouwrit
ewhatevercomestomi ndconsistent
lywithoutst
opping,
i
sagr eatwayt odiscov
ersomeofy oursubconsci
ousi deas,whichcoul dleadto
i
nnovativesolut
ionstoworkchal
l
enges.

15.St
ory
boar
d

St
oryboardi
ng can be a part
icul
arl
yusef ulcreati
ve exer
cise forestabl
ishi
ng new
pr
oceduresorimprovingexist
ingprocesses.Ratherthanwriti
ngoutthest epsoft he
pr
ocedure,dr
aweachst epinaseri
esofsmal l
,rectangul
arboxes,l
ikeacomicstrip.You
mightdi
scoverausefulnewstepintheprocessthatyouhadn'tconsi
dered.

16.SCAMPER

SCAMPERi
sagr eatstr
ategytousewhenassessi
ngani
deaornew pr
oduct
.It
'
san
acr
ony
mthatst
andsforthefol
l
owing:

21
  Substit
ute:Whatcany outradef r
om t hi
sideaf orsomet hi
ngelse?
 Combi ne:Whatelementsoft hi
si deacany oucombi nef oref
fi
ciency
?
 Adapt:Howcany ouadaptt hisideaf oradifferentmarket?
 Modify:Whatcany oumodi fytoimpr ovefunctionali
ty?
 Puttoanotheruse:What '
sanot herusef orthisidea?
 El
iminate:Whatisunnecessar y
?
 Reverse:Whatcany ouadjusttomaket hisprojectbetter?

Uset
hesestepst
oseehowyoucouldi
mpr
ovey
ouri
deaorpr
oject
,par
ti
cul
arl
yify
ou'
re
l
ooki
ngforwayst
odevel
opi
tfur
ther
.

17.Si
xthi
nki
nghat
s

Si
xthinki
nghatsisanotherstr
ategyusedtoeval
uatetheoptimizat
ionofaproductor
i
dea.I
nagr oup,
ani ndi
vi
dualorsmallt
eam "
wears"oneofthehats.Whenrev
iewingthe
i
deainquesti
on,each"hat
"maintai
nsthei
rassi
gnedperspect
ive:

 Logic:Thel ogichatrepresentst hefactsr elat

edt otheproductori dea.
 Optimism:Theopt imism thatr epresentst hepossibil
iti
esf ortheproductoridea
withnobar riers.
 Judgment :Thej udgmenthataddr essest hechallengesorpr obl
emswi ththe
productorideabyconsi deri
ngt heopposi t epointofview.
 Emot i
on:Theemot i
onhatr epresentst hef eel
ingsorper cepti
onsassoci at
edwith
theprojectori dea.
 Creati
vity
:Thecr eat
ivi
tyhati ntroducesnewi deasorpossi bil
i
tiesfortheideaor
product.
 Management :Themanagementhatov erseest hediscussionandmakessur ethe
team represent sal
lperspecti
v es.

18.Quest
ionassumpt
ions

Inagroup,cr
eat
eal i
stofassumpti
onsaboutt
heproductorideai
nquest
ion,
bothgood
andbad.Wor kt
hroughtheli
standconsi
derhowtoall
eviat
eanynegati
veassumpti
ons
andcapit
ali
zeonposit
iveassumpt
ions.

Newoutoft
wo

Taket wosepar
ateproductsandfindawayt ocombinethem.Forexampl e,youcoul d
use two common office t
ools,l
i
ke a st
aplerand a t
ape dispenser,to create an
i
nteresti
ngnew pr
oduct .Desi
gnamar ket
ingstr
ategyandtargetmar ketfort henew
productyouhav
ecreated.

22
 Dat
e:

Exer
ciseNo4
Conduct
ingmar
ketsur
veyt
oknowt
hedemandf
ordi
ff
erentpr
oduct
s
"
Whati
sMar
ketsur
vey
?
Marketsurveyi
samar ketr
esear
cht ool
.Itgather
sopini
onf r
om consumerson
thegiv
enaspectsofapr oductundersurv
eyanddef inestheverdi
ct.Thetr
adeneeds
thi
stoolforpi
ckingupv i
talleadstoplannew v ent
ure,busi
nessexpansi
on,product
bett
erment,
amalgamati
on,mer ger
,di
ver
sif
icati
onetc.
MarketSurveyi
sveryimpor t
antify
ouar eplanningtocreateanew business
productorserv i
ce.You need t
o know who yourpr i
marycustomer swi
l
lbe,what
percent
ageoft hemarketdoesy ourcompeti
tordominate,how y
ourcompeti
torsfind
customersetc.
.Someti
mest hi
sisrefer
redt
o-asamar ket
inganal
ysis.
Marketsur
veyi
saform ofbusi
nessr
esearchandisgeneral
l
ydi
vi
dedint
otwo
cat
egor
iesconsumermar
ketsurv
eyandbusinesstobusi
ness(B2B)mar
ketr
esear
ch,

23
whi
chwaspr evi
ouslyknownasindustr
ialmar
keti
ngresear
ch.Consumermarket
ing
r
esear
chi
nvesti
gatesthemar
ket
sforproduct
ssoldbyonebusi
nesst
oanother
.
Somei
mpor
tantt
hingst
orememberf
orst
art
ingupanewbusi
ness

Marketinf
ormati
on:
Through Marketinfor
mation you can know the pr
ices ofthe di
ffer
ent
commodi t
iesinthemarket
,thesupplyandthedemandsit
uati
on.Inf
ormat
ionaboutthe
marketscanbeobt ai
nedfr
om dif
fer
entsourcesandvar
iet
yoffor
mat s.

Marketsegmentation:
Marketsegment ati
onist
hedivi
sionofthemar ketorpopulat
ionintosubgroups
wit
hsi mi
larmotivati
ons.Itisawidel
yusedf orsegment ingongeogr aphicdif
fer
ences.
Personal
it
y dif
fer
ences,demogr aphi
c diff
erences,t echno graphic di
ffer
ences,and
psychogr
aphicdif
ferencesandalsogenderdiff
erences.

Markettrends:
Itistheupwar d-ordownwar dmov ementsofamar ket,dur
ingaper i
odoftime.
The mar ketsize ismor e di
fficul
tto est
imateifyou are start
ing wit
h something
completelynew.
Butbesi desinformationaboutt hetar
getmarket,youal soneedi nfor
mation
aboutcompet it
ors,y ourcust omers,product
s,etc.Lastly,y ou need to measure
marketi
ngef fect
iveness.

I
mpor
tanceofMar
ketSur
vey
:
Itisv er
yimpor t
antt oconductmar ketsurveybef orelaunchi nganewpr oj
ector
productl i
ne.Mar ketSurveyi smai nl
yj ustonewayofmi nimizingr i
sk,soi tissimilarto
buyingi nsurance,whichal sotakesal otofmoney .I tlower ssust ainabili
tyt hechances
ofinvest i
ngt oomuchi napr oj
ectonl ytor eali
zeneart heendsofi tthati ti
sdoomedt o
fai
l.Thesecondf uncti
onofMar keyr esearchi stohel pt ail
ort hepr oductt oat arget
consumerorbenef i
ciarybydef i
ningt hegr oup'
sneedsandwant sandt husi mproving
thelevelofsuccessf oracer t
ainproduct .Manyor gani zati
onsf ai
lbecauset heyi
gnor e
mar ketsur v
eyandj umpi ntopr oj
ectswi thoutsuf f
icientr esearch.Thusmar ketsurveyis
thesy stemat icandobj ectiveidenti
ficati
on,Col l
ect i
on,anal ysis,anddi ssemi nat
ionof
i
nfor mat i
onf orthepurposeofr elat
ingmanagementi ndeci sionmaki ngr elatedtot he
i
dent i
fi
cat i
onandsol utionoft hepr oblem andoppor tuniti
esi nt hemar keti
ng.Thegoal
ofmar ketsur veyist oi dentif
yandassesshow changi ngel ement soft hemar ket
i
mpact scust omerbehav i
or .
TypesofMar ketSur vey
s:
Marketsurvey scanbedi v
idedintwo-quanti
tati
vesurv
eyandqual i
tat
ivesurv
ey.
Quanti
tat
iveSur veysmeanget t
ingpeopletoanswerf ixedquest i
onsinquesti
onnai res.
Thesequest ionnairescanbecompl etedov erthetel
ephone,f ace-t
o-f
ace,throught he
postorviat hei nternet
.Becauset heobjecti
veismeasur ement ,iti
simportantt hatall
peopl
eanswert hesamequest ion.Changesi nworkingcandr amati
call
ychangey our
measurement s.Consequent l
yquanti
tati
veinter
viewer
sar etr
ainednott ostr
ayf rom the

24
scri
ptandgoodquest i
onnai r
edesi gni sext remel yi mportant.
Qualit
ati
ve survey
s ar e aboutexpl oring an i ssue wi t
h peopl e.There ar e no f i
xed
questi
onnairesandinter vi
ewer s,uset heirint erviewingskilltodrawv i
ewsandopi nions
fr
om peopl eusingadi scussiongui de.Ther ear et womai napproachest oqual i
tati
ve
surveydepthinter
views( one-ononei nterviews)andt hef ocusgroupwher ethegr oup
dynamicsmeanst hatt hequal it
ativeinterviewerdoesn' tbiast hedi
scussionandl etsthe
i
ntervi
ewee(s)descr i
bet hingsi ntheirownt erms.Qual itativ
ewor kist ypical
lycar ri
ed
outinperson,butitcanbeconduct edov ert het elephoneorov ert
heinternetalso.Bot h
quantit
ati
veandqual it
at i
ver esearchesar ebasedont henot ionofsampl ingtoi dentif
y
whot otalktoandt hei deaoft heinterviewer sasanunbi asedobserverorcol lectorof
i
nformat i
on.

CommonSur veyTy pes:

i
)Cust omerSat i
sfactionsur vey
 Usedt or ateper f ormance.
 Mayaskaboutspeci ficactionsormor egener alquali
ti
es.
 Mayaskaboutspeci ficproblemsorgener alcondi t
ionsencount er
ed.
i
i)Marketsegment ationsur v ey
 Usedt oi dent i
fywel l
-definedcl uster
sofcust omer swi thdist
inctprefer
encesin
common.
 Mayaskaboutat ti
tudes,behav iorsandat t
ri
but es.
i
ii
)Serv i
cesusagesur v ey
 Usedt oident ifywhouseswhi chser vi
ces, howheav il
y,forwhatpur pose.
 Mayal soi dent i
fyear lyadopt ers.
i
v)Usagei ntent i
onssur vey
 Usedt odet er mi nehowmanyofwhi chki ndofpeopl eintendtousesomeser vi
ce
inthenext6- 12mont hs.
 Usedt of orecastdemand.
v)Brandimageandper ceptionssur vey
 Br and image i st he cust omer ’
s per ception ofy ourbr and based on t hei
r
int
eractions.
I tcanev olveov ertimeanddoesn’ tnecessar ilyinvolveacust omermaki nga
purchaseorusi ngy ourpr oductsand/ orser vices.
vi
)Trackingsur v ey
 Shows MarketAwareness – Knowl
edge – I
ntent
ion – Tr
ial– Pur
chase –
Repur
chaseoftheproduct
.
v
ii
)Medi
ausagesurvey
 Usedtoi
denti
fy,whi
chmedi af
ormat
s/out
let
sar
eli
kel
ytor
eachwhi
chgr
oups

Howt
owr
it
eaSur
veyQuest
ionnai
re:

St
ep1:Deci
dewhatinf
ormati
ony ouwanttogatherf
rom t
hesurvey
St
ep2:Keept hesurv
eyasshor taspossibl
e,askingonlythosequest
ionsthatwil
l
pr
ovi
dethei
nformat
ionyouneed.
St
ep3:Useacasual
,conver
sati
onalst
yle,
makingthequesti
onseasyf
oralmostanyone

25
tounder st
and.
Step4:St ruct urethesur veysot hatt hequest ionsf oll
owsal ogi
calorderandev olve
from generaltospeci fic.
Step5:Usemul ti
ple-choi cequestionswhenev erpossi ble.Thi shel
psther espondentt o
understandt hepur poseofy ourquest i
onandwi llreducet hetimeittaket ocompl ete
thequest i
onnai re.
Step6:Av oi
dl eadingquest ionst hatmi ghtgener atef al
seposi t
iver esponses.For
Exampl e,thequest ion" How greatwast heser vicepr ov idedbyourexcel l
entwai t
ers?”
Shouldbe" Howwast heser vi
cepr ovi
dedbyourwai t
er s?”
Step7:Uset hesamer ati
ngscal ethr oughouty oursur veyf orquesti
onsr equir
ingt he
respondentt or atei t
ems.Forexampl e, i
fthescal eisf rom 1t o5with5bei ngthemost
positi
ve,keepst hatsamescal eforall ofthequest ionsr equi ri
ngarati
ng.
Step8:Testt hesur veyon10t o15peopl e,befor ey oupr ovideitf
ormassdi st
ri
bution.
Conductani nt ervi
ew wi t
heachoft hoser espondent saf t
erheorshecompl etest he
surveytodet er minei fy ourquestionswer eeasi l
yunder stoodandeasyt oanswer .

Howt
oconductMar
ketSur
vey

Step1:Dev elopast andardsetofquest ions.Askpot enti

alcustomerswhatt heyl
ikeor
disli
keabouty ourproductorser vice.Askt hem ift heywouldbuyt heproductorservi
ce
askt hem aboutbuy inghabits.
Step 2:Cr eate a simplef or m.Use mul ti
ple-choice ory es/no questi
ons.Hav e
respondent sanswert hequest ionsint hesameor der .
Step3: Makey ourwr i
tt
ensur veyeasyt or ead.Doubl e-ort
ri
ple-
spacethetext.Usebroad
whi t
emar gi
nsont het op,bottom andsi desoft hedocument .Keepitsimplebysticki
ng
withbl ackinkonwhi tepaper ,
Step4:I dent i
fywhoshoul df i
l
louty oursur vey.Figur eoutthedemogr aphyyouwantt o
target.Youcanbuymai l
ingli
stsf rom mar ket-
resear chcompanies.
Step5:Gi vey ourespondentst i
met oanswer ,Don' trushthem oranswerquest i
onfor
them.

Assi
gnment:Studentshal
lpr
epar
eaquest
ionnai
ref
orconduct
ingMar
ketsur
veyf
or
anyAgr
o-basedproj
ect.

Dat
e:
Exer
ciseNo.5

Pr
epar
ingadv
ert
isement
sforpopul
ari
zat
ionofpr
oduct
sandnewswr
it
ing

Adver
tisement
Def
ini
tion-Adver
ti
sementist henon-personalcommunicati
onofi nformat
ionusual
l
y
pai
df orand unusual
lypersuasiv
ei n natureaboutproducts,ser
vicesorideasby
i
denti
fi
edsponsorsthr
oughthev ar
iousmedi a.(
Bovee,
1992).

26
Charact
eri
sti
csofAdver
ti
sing
 Youpayforit.
 Youcontrol
whatissaid.
 Youcontrol
howitissaid.
 Youcontrol
towhoi ti
ssai d.
 Youcontrol
whereitisplacedforadver
ti
sing.
 Youcontrol
thefr
equencyofi tsuse.

Cl
assi
fi
cat
ionorPur
poseofAdv
ert
isement

A)Pr oductornon-productadv erti

sing
Apr oductisagoodorser vi
cef orwhichcustomers/cl
ient
swi l
lexchangesomet hingof
value.Thepur poseofpr oductadv er
ti
singistopr omoteorsell
-t
hegoodsorser vices.
Non- pr
oductadv erti
singisalsoknownasi nstit
uti
onaladver
ti
sement ;t
heaimi snott o
sellsomet hingbutj ustt oletthepubl icknow thatsuchanor ganizati
onexist.Non
productadv er
ti
sementconst i
tutesinsti
tut
ionalorcorporat
eadv ert
isi
ngi nwhicht he
manuf acture/i
nsti
tuti
on/adverti
sert r
yingtopol i
shorbui l
tupi tsimageori nfluence
publicopini
onaboutani ssue.

B)Commer
cialornon-
commer ci
al adv
erti
sing
ACommercialandnon-commercialadvert
isi
ngiseasyt
ounderst
and.I
ftheideai
sto
makepr
ofi
t,iti
scommer ci
al.Ot
her wi
seitisnon-
commerci
al.Mostoft
heads.wesee
ar
ecommercial
.

C)Primary-
demandandsel ect
ive-
demandadverti
sing
Theseadssi mul
atetheneedf oraparti
cul
arcat egor
yandt heaimi snott osellthe
brand.Once the need fora par t
icul
arcategoryi s est
abl
ished,select
ive-
demand
advert
isi
ngcomesi npi
cture;theseadsconcentrateonapar t
icul
arbrandofapr oduct
andtrytopromot
eit.

D)Dir
ectacti
onandI ndi
rectactionadv ert
isi
ng
Someti
mesadv ert
isementsar edesi gnedt ogett heaudiencetorespondimmedi
ately
.
Thesetypesofadsar ecalleddirect-act
ionads.Ty pical
ly
,theseadscarryatol
lfree
numberandsales-pr
omot i
oni ncentives.I
ndirect
-acti
onadv er
ti
sementisdonepr
imaril
y
tobui
ldawarenessofthepr oduct.

Lay
outofAdv
ert
isi
ng

I
n adverti
sing,theterm medi aref
ersto communi cati
onalvehicl
esuch as
newspaper,magazine,radi
o,televi
sion,bi
ll
boar
ds,directmailandi nter
net.Adv
er t
iser
s
usemediat oconveycommer cialmessagest ot
hei
rt argetaudience.
Advert
isi
ngi npri
ntmedi aconsti
tut
esamaj orpartofanyadv ert
isi
ngcampai gn.
Tel
evi
sionadsar evolati
leandmor eexpensiveatthesamet i
me; pri
ntadsarerelati
vely

27
l
essexpensiveandhav egoodreach.Adver
ti
sementi npr
intmedi
acanbedesi gned
keepi
nginmi ndthekindofaudi
encet henewspaperormagazi
neisexpect
edtor each
by.So in moret han oneways,printmediahasan upperhand in an adv
ertisi
ng
campaigniti
sessenti
al t
oknowaboutallt
hetechni
cali
ti
esi
nvol
vedinpr
intmedia.

Component
sofPr
intAdv
ert
isement

1)Visual
-
Thoughyoudon'tabsol
utelyrequi
reav i
sual
,itwi
l
lhelpdrawatt
ent
iont
oyour
ads.Resear
chindi
catesthat70%ofpeopl ewi
llonlyl
ookatthevi
suali
nanad,wher
eas
only30%peoplewil
lreadtheheadl
ines.

2)Headl i
nes-
Headli
nei sthef i
rstcomponentoftheadv ert
isement.Letthenameoft he
productbeusedi nt heheadli
nef orbet
terr
ecallval
ue.Themosti mport
antthi
ngto
rememberher eisthatyourheadl
inemustbeshor t
,snappyandmustt ouchthepeopl
e
whor eadit.Youheadl i
nemustinf
luencether
eadersemot i
onal
ly
, bymaki
ngthem l
augh,
angry,curi
ousort hi
nk.
Eg.Padhat eRahoBadhat eRahoisheadli
neofCompet i
ti
veExam Magazine

3)Copy -
Thi
si ssecondmaj orcategorywhichconstit
utesthet extofanads.Her e’
s
wherey ou,maket hecase.Ifyouhav ecompelli
ngarguments,maket hem.Ifyouhave
persuasivefacts,stat
ethem.Butdon' tover
whelmt headwi t
hinformati
on.Twostrong
argument swillmakemor eofani mpressionthanadozenweakerone.Fi nal
ly,
beclear,
preci
seandhonest .Anyhintofdecepti
onwilli
nstant
lydetr
actfr
om entir
emessage.

4)Styl
e-
Li
ke t he headline,body al so had di fferentstyles.Straight-
li
ne copy is
conti
nuat i
on f r
om t he headli
ne and is wr i
tt
en i nt he works ofan anony mous or
unacknowl edgedsour ce.Narrati
veCopy, ontheot herhand,isusedtot ellastoryi
nfi
rst
orthir
dper son.Itpersuadest hesamesel l
i
ngpoi ntindif
ferentcontext.Dial
oguelets
thereadersl ist
entot heconv ersat
ionoft hecharact erst
hatar eintheads.Thi smake
theadv ert
isementmor ebelievableast hechar actersportrayedint hepr i
ntadspeak
from t
heirownexper i
ence

5)Slogan-
The other name f or slogan i st heme- l
i
ne or tagl i
ne.It sums up t he
adverti
sement.Sl ogansar eequallyimpor t
antast heheadli
neasi ti
snotonl yusedf or
adverti
singbutsal espeopleandt hecompanyempl oyees.I
tist hecomponentoft head
whichhasmaxi mum r ecal
lvalue.
Eg.“AVi si
onbey ond”isthesloganofRai soniGroupofInsti
tutes
6)Logo-
Logoissy mbolicrepresentati
onofacompany .I
tcanbepi ct
ure,symbolor
combi nati
onofbot h,
Somet i
mesi tssignifi
canceissomucht hattheadverti
serreli
eson
thelogocompl etely.Eg.LogoofGHRai soniUniversi
ty,
School ofAgri
cul
turalSciences

28
Speci
menAdv
ert
isementshowi
ngmaj
orcomponent
s

29
NewsWr
it
ing

News:
Defini
tion-Itmaybev i
ewedasatimelyr
eportofevents,
fact
s,oropini
onsthati
nter
est
asignificantnumberofpeopl
e.OR
Newsmaybedef i
nedasanyaccurat
efactorideathatwil
lint
erestalar
genumberof
readers.

Wri
ti
ngNews
Thei
mpor t
antf eat uresofnews
 Itistimel yr eporti
ngofev ent
s,factsoropi nions,whichinter
est
sal ar
genumber
ofaudiences.
 Itisanyt hingst i
mel ythatint
erestal argenumberofper sonsandthebestnews
i
sone, whi chhasgr eatestint
erestforthegr eatestnumberofpersons.
 Itisanaccur ate,unbiasedaccountoft hecur r
enteventsfactst
hatint
erestl
arge
numberofaudi ence.
 Anol dev entbutnotr epor t
edear l
i
erisst i
l
lnews.

Thenewsismostl
ikedwhen
 Iti
simport
antf r
om ther
eader'
spoi
ntofvi
ew.
 Itiscl
osetor eaderandthentothedist
ri
ct,st
ateandnat
ionandsooni
nthe

30
 decreasingorder.
 I
tisinteresti
ngtotheaudience.
 Unexpect ednewsgivesexcit
ement .
 I
tisbasedonf act
sandwr it
tenclear
ly.
 I
tisfact.Thereisnoscopef orcomment sandopini
on.
 Technical wor
dsareeit
herav oi
dedorexplai
nedinsimpl
elanguage.

Si
gni
fi
canceofnews
 Far merstoowanttoknowandhav eadesirelikeothers,
ast owhatishappening
orhashappenedinplacesfarandnear.
 Readi ngnewspaperprovi
desast at
usinrur
alsociety.Thereadersar
econsidered
asinfor
medpeopleandot hersseekadvi
cefrom them.
 I ti
sgood, qui
ckandlowcostmasscommuni cati
onmedi a,whichcanbeutil
ized
fortr
ansferoft
echnol
ogyef f
ecti
vel
y.

Techni
quesofef
fect
ivenewswrit
ing
Writ
inganewsstor
yfoll
owsspeci
f i
cpat
ter
ns.

1.Inv
er t
edPy ramid
Themostunusual,themoststrikingfactsorthe"Cl
imax"of-
thestory,appears
i
nt hev eryf i
rstparagr
aphorlead.Thecopyt hatfol
lowsdev el
opsorenl ar
gesupon
thosef actsi norderofimportancenoti nchronol
ogicalorder
.Inotherwor ds,the
remainingf actsshouldbeputi ntheor derofimportanceandst opbeforet heleast
i
mpor tantiswr i
tt
enasshowninf i
gurebelow.

Fi
gur
e:I
nver
tedpy
rami
dmodel
ofwr
it
ingnews

31
2.Chronological
Nar r
ativ
e
Itissometimesbestt owr i
teaseri
esofeventsinwhi
chtheyoccurr
ed.
3.Suspendedi nt
erest
Insteadofst ar
tingwit
ht hecli
maxoft hestory,asi
nsummar ylead,i
tishel
d
backtil
lendofnewsst orytomaintai
nint
erestofr
eaders,

Writi
ngLeads
Thel eadisablet ocat chthereader'
sinterest
.Itenablesther eadert
odecide
whetherthenewsi sofi nteresttohim andwhet heritwillberewardingforhimtogo
thr
ought her estofstory.Thel eadisconnectedtot heti
tleofnews.Thel eadaswellas
ti
tl
ecanbef or malorimaginat i
vedependingonthest yl
eandcont entsofnews.
Assignments:
1.The st udents wi llpr epare an advert
isement on agr o-based product f
or
publ
icat i
oninnewspaper .
2.Pasteoneadv ert
isef r
om newspapershowi ngdiff
erentcomponent sofnews.
3.Thest udentswillwritenewsonanyagr i
cult
uralevent.

32
Speci
menNews

33
 Dat
e:

Exer
ciseNo.6

Pr
epar
ati
onofbusi
nesspl
anandPr
oposal
wri
ti
ng

Theprojectreportisoutcomeofpr ojectf ormulati

on.Apr ojectreportprovidesall
thenecessar yinformat i
onoft heent
erpriseuni tproposedt obesetup.I ti
sr equiredby
thev ariousdev elopmentalagencies/insti
tutionst hathel psetti
ngupoft heuni tand
part
icul arl
ybyfinanciali
nsti
tuti
onsandbankst opr ov i
definanci
alassistance.
Theprojectproposalsmaybef orest ablishmentofpr oductionprojectssuchas
poult
r ypr oj
ect
,sheepandgoatpr oj
ect
,nur series,mushr oom project,dair
ypr oj
ectet c.
ther
ei snoanyst andardformatofwr i
tingpr ojectpr oposal,itmayv arywithfinancial
i
nsti
tut e/banksbutmaj oraspectsofthepr oposal havefoll
owingaspect s.

Cont
entofPr
ojectRepor
t

S. Aspect Sub Det

ail
s
No component
s
.

1 Genera Bi
o-dat
a of Iti ncludes name and addr ess, t
he quali
fi
cat
ions,
l pr
omoters experienceandothercapabi
li
ti
esofentrepr
eneur
.
Inf
orm
ati
on Iftherear epartner
s,statethesecharact
eri
sti
csofal l
parti
cipantsi
ndiv
iduall
y.

34
 I
ndust
ry Alitt
leref
erenceofanal ysisofindustr
yto whichthe
pr
ofi
le pr
ojectbel
ongs,e.g.,pastperf
ormance,presentst
atus,
wayitisor
ganized,
theproblems,i
fany,et
c.

Consti
tut
ion Theconsti
tut
ionandtheor gani
zati
onalst
ruct
ureofthe
and enter
pri
se.In case of a par t
nershi
pf i
rm,whether
organi
zat
ion regi
ster
edwit
hRegist
rarofFirms.

Product Theut
il
it
yoft
hepr
oductandr
angeoft
hepr
oductt
obe
detai
ls
manuf act
ured.One coul
d even provi
de the product
designs/dr awi
ngsalong wi
th and a menti
on oft he
advantagesofpr
oposedpr
oductsoveri
tssubst
itut
es.

2 Proj
ect Si
te Locat
ioni
.e.town,
local
it
y,st
reetnumberet
c.Whet
her
Descri ownedorleasedhold?
pt
ion

Physi
cal Rawmat er
ial-Whicharethesour
ceofr
awmat eri
aland
i
nfr
astruct
ure whati
sthepr obabi
li
tyofgett
ingi
tonacont
inuousbasi
s
afai
rpr
ices?

Skil
ledlabour-Whetherski
ll
edlabouri
savai
l
abl
eint
he
area?Ifnot,whatar
rangementshavebeenmadetot
rai
n
thelabourinvari
ousskil
ls?

Ut
il
it
ies-Avai
labi
li
tyofrequi
redut
il
it
iesv
iz.
,power
,fuel
,
wat
er,et
c.shouldbeprovi
ded.

Power—Thepr oj
ectreportshoul
dcontai
nthe
i
nformati
onregar
dingthepowerr equi
rement
,thel
oad
sanct
ioned,
stabi
li
tyofsupplyofpowerandthepri
ceat
dif
fer
entconsumptionlev
els.

Fuel-Whetherot
herfuelit
emsli
kecoal
,coke,
gasoroil
arerequi
redandify
es,thenst
atet
hei
ravail
abi
li
typosi
ti
on

Water—.Thesour
ceandthequal
i
tyofwat
eri
nsuch
casesshoul
dbecl
ear
lyst
ated.

Poll
uti
on St
ateclear
lytheaspect
slikescopeofdumps,sewage
contr
ol sy
stem andsewagetr
eatmentpl
ant.

35
Communicat
i Avai
labil
it
yofcommuni cati
onfaci
l
iti
essuch
onsy
stem
astelephone,t
elex,i
nter
net,e-
mail
,etcshoul
dbest
ated
i
nther eport
.

Transpor
t Thedi
stanceov
erwhi
cht
hemat
eri
ali
nput
swi
l
l
faci
li
ti
es
hav
etobet
ranspor
ted

Other Av
ail
abil
i
tyoffaci
l
iti
essuchaselect
ri
calr
epai
rshops,
common machi
neshops,
weldi
ngshops,
etc
faci
li
ti
es

Manufact
uri
n Thedetai
l
sofproducti
onandpr
ocessi
nvol
ved
gprocess
shoul
dbeclear
lyst
ated

Li
st of
machiner
y
and
equi
pment

Capaci
ty of Theinstal
ledl
icensedcapaci
tyshoul
dbestat
ed.
thepl
ant
Alsostatewhetheruni
twillr
unonsingl
e,doubl
eort
ri
ple
shif
tbasis.

Technol
ogy I
situp-
to-
dat
eandappr
opr
iat
e?Whi
chot
heruni
tsar
e
sel
ected
using same t
echnol
ogy?Whatar
ethe r
esul
tsoft
his
technology
?Howisthe

r
equi
redknow-
howpr
oposedt
obear
ranged?

Bal
anci
ng of whethercapaci
tyofv ar
iousplantsatdiff
erentstagesof
pl
ant product
ionissuff
ici
ent?Balanci
ngequipmentr equir
edat
l
aterstage and the consequenti ncr
ease in capaci
ty
shouldbeassessed.

36
 Qualit
y Whethersome sy st
em has been desi
gned to check
control quali
tyoncont
inuousbasi
s?Obtai
ningquali
tymar
ksl i
ke
test
ing and ISI
,Q orAGMARK hel pincreati
ngconfidenceamong
i
nspection consumers.

Resear
chand Besi
dest hequal
i
tycont
rol
,whet heranycel
lto st
udy
devel
opment i
mprovementofqual
i
tyisproposedtobeformedinthe
ent
erpr
ise?

3 Market Demand and Statethedataregardi

ngtotalexpect
eddemandofthe
Pot
enti suppl
y productandpresentsuppl
ypositi
on.How muchoft
his
al posi
ti
on gapwi l
lbef
il
ledupbytheproposedunit
?

Pri
ce Anestimateofthepr
iceexpect
edshoul
dbefurni
shedto
expect
ed t o assessthemarginofprof
it
.Acomparati
vest
atementof
bereal
ized competit
orssel
l
ingpri
cewouldbehel
pful
.

Marketi
ng Whatst
rat
egyf
orsel
l
ingt
hepr
oduct
sispr
oposedt
o
st
rategy
befol
l
owed?Whetheranyar
rangementshav
ebeenmade
wit
h reput
ed suppl
ier
s and distr
ibut
ors f
or l
if
ti
ng
pr
oducti
on?

Aft
er sal
es I
nsomei
temsi
tisv
eryv
ital
ser
vice

Seasonal
i
ty Whet
hert
hei
temshav
eseasonal
fluct
uat
ionsi
nsal
es?
fact
or
If so,the ar
rangement
s made f or war
ehousi
ng or
stocki
ngoft
hegoodsinoffseasonshoul
dbest
ated.

Tr
anspor
tat Whet
hert
heuni
twi
l
ldependf
ort
het
ranspor
tat
ion
i
on
ofgoodsbypubli
ccarri
erorbyowntranspor
t?I
ncaseof
owntranspor
t,ment
ioncostandassi
stancer
equi
red.

4 Capi
tal 
Landand Anestimat
eofthevari
ouscomponent
sofcapi
tal
items
Cost
s bui ldi
ng requi
redbytheuni
tshoul
dbegi
veninther
epor
t.

37
 and 
Plantand • Besidesthecostfact
ors,t
hereportshoul
dincl
ude
Sour
ce machinery presentprobabl
esourcesoff
inance.
s of
nanc 
Fi 
Inst
all
ati
on • Thesourcesoffundsshouldequalthecostofa
e costs proj
ectother
wisethepr
ojectcannotbesetupin
ful
l.
Other
mi scell
aneou • Thesourceswouldi ncludeowner s'fundtoget
her
sasset sli
ke withl
oansanddeposi tsraisedaswellastheloans
furnit
ure/ expect
edfrom f
inancialinsti
tut
ions/
banks.
vehicle,t
ools
• The est
imat
ion offunds f
ort he costf
act
ors
etc.
i
nvol
vedshouldber
eali
sti
candcorr
ect.

Preli
minar
y
and
preoper
ati
ve
expenses


Cont i
ngenc
ycushion
againstpri
ce
ri
se/
unforeseen
expenses


Margin f
or
worki
ng
capi
tal

5 Asses 1.
Planni
ng forworking capi
talr
equi
rementi
s equal
l
y
sment cr
ucialf
oranent
repreneur.
of
Workin 2.Att he ini
ti
alstage i
tsel
f,the est
imat
e ofwor
king
g capi
talrequir
ementshouldbemadeandshownal ong
Capit
al wit
hthet ot
alcostoftheproj
ect
.

3.
Ifan ent repr
eneurpr
ojectthei
rr equi
rementinthe
prescr
ibed way,itwil
lmi ni
mize object
ions f
rom t
he
banker'
sside.

6 Ot
her 1.
A proj
ectedbalancesheetandcashfl
ow st
atement
Fi
nanci woul
d also hav
et o be pr
epar
ed t
oindi
cat
ef i
nanci
al

38
 al posi
ti
on and r
equi
rement
s atv
ari
ous st
ages oft
he
Aspect proj
ect
.
s
2.Break-Evenpointisthelev el
ofproducti
on/sal es
wherethei ndustr
ial
enterpriseshall
makenopr ofitno
l
oss, i
twill
justbreakev en.Thisfaci
li
tat
esknowi ngt he
gestati
onper i
odandt helikelymoratori
um requi
redf or
repaymentofl oans.

• Br
eak-Ev
enPoi
nt(
BEP)=-
--
--
--
Fx100

• S-V

• Where,
F=Fixedcost
,S=Sal
espr
oject
ed,
V=
Var
iabl
ecost
s

7 Econo Empl oyment Thenumberofper

sonspr
oposedt
obeempl
oyedvis-
à-
mic gener
ati
on vi
s
and
Soci
al employ
mentsit
uat
ionoft
hatar
eamaybement
ioned.
Vari
abl
es

Impor
t Themanneri
nwhi
chi
tispl
annedt
obeachi
evedandt
he
subst
it
uti
on
amountofbenef
itexpect
edmaybement
ioned.

Anci
l
lar
asat
io Whethert
heuni
twi
l
lneedsub-
cont
ract
ingf
unct
ionsof
n such

t
ypethatanci
l
lar
yindust
ri
aluni
tsmaybepr
omot
edt
o
meetthem?

Expor
ts Quit
elikel
yproductspr
oposedf
ormanuf
act
uremaybe
export
edinfullori
npart
.

Local Cer
tai
nlocal
resour
ceswhichar
epresentl
yawastemay
resour
ce beusef
ull
yuti
li
zedupont
heproj
ectgoingonst
ream.
uti
li
zat
ion

Dev
elopment Howt
heest
abl
i
shmentoft
heuni
twi
l
lbr
ingonov
eral
l

39
 oft
hear
ea dev
elopmenti
nthear
eaofi
tsoper
ati
on?

8 Other Proj
ect Pr
eferablyaPERT/CPM char
tcanbeappendedt
othe
Detai
l
s i
mplementati pr
ojectrepor
t.
onschedul
e

Pl
antl
ayout I
fpossi
ble,
acopyoft
hepl
antl
ayoutcanal
sobe
f
urni
shedin

theproj
ectrepor
t.Thi
swi
l
lassi
stdet
ermi
ningsuf
fi
ciency
ofareafor

pr
esentandf
utur
eexpansi
onr
equi
rement
s

Annexur
e Li
stofappendi
cesofaproj
ectreport
,whi
chmaybe
at
tachedal
ongwithaproj
ectreport
.

Assi
gnment
:St
udent
swi
l
lpr
epar
eapr
ojectpr
oposal
foranyagr
o-basedpr
oject.
Date:
Exer
ciseNo.7
I
ndi
vi
dual
andgr
ouppr
esent
ati
onandev
aluat
ionofpr
esent
ati
on
Presentat
ion:Apresent
ati
onistheprocessofpr esent
ingatopi
ctoanaudience.Iti
s
ty
picall
yademonst r
ati
on,i
ntr
oduct
ion,l
ecture,orspeechmeanttoinf
orm,persuade,
i
nspire,motiv
ate,
ortobuil
dgoodwil
l ort
opr esentanewideaorpr
oduct
.
I
ndividualpr
esentat
ion:
Inthi
spresentat
iont hereisonei ndi
vidualandheist hemainandonl
yworki
ng
person.Oneper soncreatest hepresentati
onandt henhi
msel fpr
esent
siti
nfr
ontof
groupoflist
enersoraudience.Nogr oupcooper at
ionrequi
redhere.
I
mpor tantpoi
ntsinIndi
vidualpresentat
ions:
1.Indi
v i
dualPr esentat i
onsal low aper sontocompl etelycont r
olthet houghts,i
deas,
andmet hodsofpr esentingwi t
houtout si
dei nfl
uencei ftheychoose.
2.Whi l
eindiv i
dualpr esent at
ionsal lowsomeonet owor kattheirownl ei
sureandpace,
grouppr ojectsrequireasacr i
fi
ceoft i
meandi ncreasedef f
ort.
3.Indi
v i
dualscancont rolhowt heypr esent
,whatt heypr esent ,
andmanyot heraspects
whenpr esent ingindividuall
y.
4.Ani ndi
vidual presentationisbasedsol el
yononeper son’ sthoughts,
time, andeff
ort.
5.Ani ndiv
idualpr esent ati
oni sy ourownuni queideasandy oucanwor katy ourown
pace
6.Indi
v i
dualpr esent ati
ons ar e al ways easier.It’
s an i ndi
v i
dual’
s wor k,ideas and
creati
vit
y ’
thatwi lleit
hermaket hepresentati
onsuccessf ulorunsuccessful.

40
7.I
nindi
vi
dual
present
ati
ons,
theWhol
ebur
deni
sonasi
ngl
eindi
vi
dual
.

Grouppr esentation:
Thegr oupofpeopl ecol l
aborateswitheachotherandwhol
egr oupmakesthe
presentati
on,t hendi v
idethepr esentat
ionindif
fer
entpartst
opresentiti
nfrontof
audience.Theev er
yparti
cipantoft hegroupisimport
anther
eandhast osharethe
somer esponsibi l
ity
.
Importantpoint sinGrouppresentati
ons:
1.Agr ouppr esent ationi ssupposedt obeasubj ectmat terwi t
hcont entthatisagreed
uponbyal loft hemember spr esent .Thisal l
owsf ormor ev i
ewpoi ntsandcanleadt o
anov eralli
mpr ovedandef fectivepr esentation.
2. Gr ouppr esent ationsof ferl essf lexibi
li
tyandcanbemuchhar dertoaccompl i
sh
thi
ngsi ftoomanypeopl ear erunni ngintoomanydi f
ferentdirecti
ons.
3.Gr ouppr esent ationsi nvolveat eam orgr oupofpeopl e.Thesegr ouppresentati
ons
canbepr oduct iveornotpr oduct i
vebecauseoft hedifferentskill
sandl evel
soft he
groupmember s.
4.Agr ouppr esent ationneedst oincor poratet hethoughtsandopi ni
onsoft hepeoplein
thatgr oup.
5.Wi thagr ouppr esent ati
on,y oucangetav ari
etyofdifferentopinionsandcombi ne
eachot her‘sideasandst r
engt hs.
6.A gr ouppr esent ationmaybeabl et osav et i
mebecauseofal otofpeopl eare
wor kingoni t;howev er,
schedul ingcandel aytimewi t
hagr oupaswel l
.
7.Wher eas,gr ouppr esentationsent ail
slessst r
essandl essov erallworkandal lows
peopl et ogett oknowoneanot her.
8.Gr ouppr esent ationsr equiremor eresponsi bil
it
y.
Tipsf ort heef fectivepr esentation:
 Anal y
zey ouraudi enceandt hel ocal e.Audi enceanal ysi
si smustf orprepari
ng
yourselfforconv i
nci ngandper suasi vepr esent ati
on.
 Don'tbeov erconf identandnev erunder est i
mat eyouraudi ence.
 Tryt oanal yzet hef acili
ti
esav ailablee.g.comput er,publicaddr ess,sy st
em, LCD
projectorandot herequi pment s.Pr epar ationshoul dbemadeaccor dingly
.
 Preparey our selftopr esentt het alkpr ofessi onal l
y.
 Pl anandedi ty ourt alk.
 St ruct ureyourt alkintoi ntroduct ion, mai nsect ionandconcl usion.
 Makeandusei mpr essi vev i
sual forimpact .
 Pl anandusev i
sual t
ocompl ementwhaty ouar esay i
ng.
 Or gani zeyoursl i
des, papernot esandr elevantmat eri
alinadv ance.
 Becar eful,don' tusemor et han3- 4col orsperv isual
 Choosegr aphi csinst eadoft ables.
 Remov etoomanyv i
sual s,sl i
des,t ranspar enciest hatwi llconfuseandspoi lthe
presentation.
 Makey ourt extandnumber sl egi ble.Keepatl eastmi ni mum f ontof20poi nt
sf or

41
 aroom setup.
 Rehear seandr est r
uctur ey ourt alkingi nall
ott
edt ime.
 Pret estyoursl idesandot herv i
sual aids.
 Dressappr opr i
at elyascl othescommuni catetheirmessaget otheaudience.
 Duringt hepr esent ati
on:
 Showhi m conf i
denceandent husiasm.
 Posi ti
ony our selfi nsuchawayt hatev er yonecanseeandheary ou
withoutbl ockage.
 Bef orest ar t
ingy ourt alk,makesur ethat,mi crophone,poi nt
eretc.areall
attheirpl acei nwor kingcondi t
ion.
 St andst raighttokeepy ourbodyer ect.
 Av oidgr abbi ngt helect urepodi um forsuppor t.
 Nev erdr awy ourat t
ent iont oy ourdrawbacks.
 Keepdi stancebet weenmi crophoneandy ou;beatl eastofsixinchesto
onef ootawayf rom i t
.
 Facey ouraudi encewhi l
espeaki ng:mai ntainconsi stentandheal t
hyeye
contactwi tht heaudi ence.
 Pr efershor tsent encet olongonet oav oidt hepossi bil
it
yofgr ammatical
mistakes.Speaki ng100wor dspermi nuteisani dealspeed.
 Voi ceshoul dbecl ear, l
oudenoughandaudi blebyev eryone.
 Be pr epar ed f orappr opriate answerand t r
yt o handl ethe questi
ons
j
udicially.
 Answert hequest ionsbr i
efly,specifi
call
yandcl early.
 Bef actual andaccur at e.
 Nev ershowi rri
tat i
ngmanner i
sm whi l
eanswer ing.
 Keept hinki nghowy ouwoul dfeelifyouwer ethepar tofaudience.

For
matofevaluat
ionofpr
esent
ati
onbyt
hest
udent
s:
1)Nameofstudent: Dat
e:

2)Ti
tl
eoft
opi
c Ti
me:

Sr. Out
standi
ng Best
(4 Good(
2 Poor
(1
Par
ti
cul
ars Bet
ter
(3)
No. (5) ) ) )

1 Per
sonal
i
ty

2 Del
i
ver
yofspeech

3 Vocabul
ary

4 Vocal
flexi
bil
i
ty

5 Clear and dist

inct
fl
owofi deas

42
6 Pr
onunci
ati
on

7 Act
ionandgest
ure

8 Conf
idence i
n
pr
esentat
ion

9 Keepi
ngt
imel
i
mit

10 Cont
entoft
hepaper

11 Sati
sfactor
y
answerst o quer
ies
ofaudience

12 Ov
eral
lper
for
mance

Tot
al

Scor
ecar
dfort
heev
aluat
ionofuseofA.
V.Ai
ds

Sr. Preparedwi
th Oldbutwi
th
A.
V.Ai
ds Ol
done(
1)
No. newi deas(
3) f
reshl
ook(2)

1 I
nnov
ati
ve

2 Col
orcombi
nat
ion

3 Vi
sibi
l
ity

4 Cl
ari
tyofi
nfor
mat
ion

5 Bett
erorgani
zat
ionof
i
nformat
ion

Tot
al

Assi
gnment:Gr
oupswi
llbeformedi
nthepracti
calcl
assandeachgr
oupwi
l
lgi
ve
thepr
esent
ati
ononsel
ectedtopi
csandconducti
tseval
uati
on.

43
 Dat
e:
Exer
ciseNo.8
Tel
ephoni
cConv
ersat
ion

Tel
ephoneconv
ersat
ion:

Weusephonecal l
stointroduceoursel
ves,giv
eandgeti nf
ormat
ion,setup
appoi
ntmentsandfol
lowuponpr evi
ouscontact
s.Thewayyousoundonthetelephone
andyourt
elephoneet
iquet
te,
iti
softenthef
ir
stimpressi
ony
oumake.

Fi
veway
stomakeagr
eati
mpr
essi
onont
hephone:

 Beforey
oumakeani mpor t
antcall,
takeaf ewmoment stoprepare.
 Takenotesduri
ngthecall
,wri
te-downt herel
evantpointsyoudiscussed.
 Putenergyi
nyourvoice.
 Smilewhenyouspeak.
 Ify
ouarecalli
ngfr
om home, makey ourcall
sawayf r
om distract
ingnoises,
such
asthewashingmachine,T.
V.etc.

Rat
eofSpeech:

Iti
sr el
ati
vespeedorsl
ownessofutter
ancewhichi
smeasuredbyt
her
ateof
sy
ll
abl
esuccessi
onandthenumberanddur
ati
onofpausesi
nasent
ence.

I
tisquit
enat ur
alforhumanst
ouset het er
m“Fast
,“nor
mal
”,and“
slow”to
descr
ibespeechr at
e. Inmostofthecases,speechr
atei
smeasuredbycount
ing
phoneti
celementspersecond.

Cl
ari
tyofVoi
ce:

I
sthequal
it
yofbei
ngclear
lyhear
dandeasil
yunderst
ood,adj
ustmentoft
one,
voi
ce
t
obecomeenought
obeclearl
yheardandunder
stoodbytheaudi
ence.

 Voiceshoul
dbever
ywarm andi
nvi
ti
ng
 Voicealongwit
hdict
ionshoul
dbepureandsmoot
h,al
sov
erypr
ofessi
onal
soundi
ng.

Speaki
ngandLi
steni
ngpol
i
teness:

Speakingandli
steningareacademic,soci
alandl
if
eskil
l
sthatarev al
uedin
schoolandt heworl
d.Pol it
enessisoftent
houghtofast
heexcl
usi
vefunct
ionofthe
speaker,encodi
ngorsendingfunct
ion.

44
Speaki
ngpol
i
teness:

 Tohelpanotherpersonmaint
ainposit
iveface,youspeakr espect
ful
l
y.You
gi
vetheper
sony ourful
lat
tent
ion.Yousay‘excuseme’.
 Say,
wouldyoumi ndopeni
ngawi ndowrathert
hanopent hatwindow.

Li
steni
ngPol
i
teness:

Ofcour
se,ther
ear
etimeswheny ouwouldnot,wanttoli
stenpol
i
tel
y(f
orexampl
e–i
f
someoneisbei
ngver
bal
lyabusi
ve).Youwerenotli
steni
ng.

 Avoidinter
rupti
ngt hespeaker.
 Giv
esuppor tiv
elisteningcl
ues.
 Showempat hywit hthespeaker
.
 Maintaineyecont act
 Giv
eposi ti
vefeedback

Tel
ephoneEt
iquet
tes:

Whetheri
nter
act
ingper
sonal
lyorov
erthetel
ephone,prof
essionaltel
ephone
et
iquet
tescomei
nhandywhenitcomest
omaki
ngtheri
ghtfi
rsti
mpression.

Yourt
oneofv oi
ce,sel
f-conf
idence,andcommunicat
ionski
l
ls–allcont
ri
but
ein
maki
ng yourtel
ephoneconv ersat
ionpr of
essi
onal
,court
eousand abl
et o makean
i
mpact.

Si
mplet
ipst
ofol
l
owwhi
l
eanswer
ingy
ourownpr
ofessi
onalcal
l
sorhandl
i
ngcal
l
sfor
ot
her
s.

1.Statey ournamewhi leplaci

ngacall
.Dialcareful
lyandinpr operli
ght.
2.Whenpi ckingupt hephone,iti
sgoodpr acti
cet ointr
oducey ourcompanyand
yourselftot hecall
er.
3.Makeuseofphr asessuchas“ MayIhel py ou”,“Youar eWelcome” ,and“Thank
you”,etc.
4.Alway sspeakcl earl
ysot hatt
heot herper soncanunder standwhaty ouar e
say i
ng.
5.Whent ransferri
ngcal l
s,makesuret hatyouar ewel lversedwi t
htheprocedure
forcal ltr
ansf er
s. Itisgoodpr act
icet ouset henameoft heper sonyouar e
transferri
ngt hecallt
o.

45
 6.Alwaysadoptapl easantt oneofv oiceandbeat tent
ive.Remai ncheer
ful
.
7.Whenpl aci ngacal l onhol d,infor mt hecal l
erofthesame.
8.Don’tinterruptthecal lerwhenspeaki ng.
9.Wheni nitiati
ngacal l,spendaf ewmoment stomentallyprepareyour
sel
f,sothat
youknowwhatneedt obesai d/di scussed.
10.
Answert hecal l wit
hi n3r i
ngs.
11.
Onlyusespeaker phone( loudspeaker )whennecessar y.
12.
Behonesti fyoudon’ tknowt heanswer .
13.
Bemi ndf ulofy ourv olume.
14.
Checkf orandr espondt ov oicemai l
s.
15.
Ifyoudial edwr ongno.apol ogi zepr ompt l
yandhangup.
16.
Donotusesl angs.Tr eatthecal lerwi threspect.
17.
Becour teousi nal lcir
cumst ances.Nev ersoundhurri
ed, f
rustr
atedandimpati
ent.
18.
Putther eceiverdowngent l
y.Nev ersl am thephone.

Assi
gnment
:

Thest
udentswi
llpr
act
iceandi
mpr
ovet
hei
rint
erper
sonalcommuni
cat
ionski
l
ls
undert
hegui
danceoft
eacher
.

46
 Dat
e:
Exer
ciseNo.9
Conduct
ingMeet
ing

Defi
nit
ion-Ameetingisagather
ingoft
woormorepeopl
et hathasbeenconvenedf
or
t
hepur poseofachievingacommongoalt
hroughver
balinter
acti
on,suchasshari
ng
i
nformationorr
eachingagr
eement.

Meeti
ngsmayoccurf ace-t
o-f
aceorv ir
tual
ly
,asmediat
edbycommuni cat
ions
t
echnology,such as a t
elephone conf
erence cal
l,a Sky
pe conf
erence callora
v
ideoconfer
ence.

Pur
pose-

Thepurposeof abusi ness meet i

ngis t o address issues that
aff
ectcompanyoperat
ionsandproduct
ivi
ty.Thoseissuescoul
dbeposi
ti
ve,ort
hey
coul
dbechall
engesthatthr
eat
entoaff
ectprofi
tabi
l
ity
.

1.Todi
ssemi
nat
esubj
ectmat
teri
nfor
mat
ion

2.Todev
elopi
nter
esti
nnewsubj
ect

3.Tochangeat
ti
tudet
owar
dsapr
obl
em

4.Todet
ermi
nepr
ogr
ammeorpl
anofact
ion

5.Todev
elopl
eader
shi
pandshar
ingl
ocal
responsi
bil
i
ties

6.Toev
aluat
ethepr
ogr
essmadeundert
hepr
ogr
ammei
mpl
ement
ed.

Prepar
ati
on-Ameet
ingagendaisali
stofact
ivi
ti
est hatpart
ici
pant
sar
ehopi
ngt
o
accompli
shdur
ingt
heirmeeti
ng.I
tserv
esseveralpurposes:

 I
tgiv
est heattendeespriornoticeofwhatwi
llbediscussed.
 tset
I sclearexpectati
onsf orwhatneedstooccurbeforeanddur
ingameet
ing.
 I
tkeepst heparti
ci sf
pant ocusedonthetopi
cathand.
 I
tsetsthepaceoft hemeet i
ng.

47
  I sasat
tact imemanagementt
ool
.

Whendesi gnedcorrectl
y,ameeti
ngagendacanpr ev
entunproducti
vemeeti
ngs,savi
ng
yourentireteam alotoftime.Whethery
ourmeet i
ngisalar
ge,formalevent
,oracasual
discussioninasmal lteam,anagendaisthebestwaytostayfocusedandmakegood
useoft het i
mey ouhav e.

Pr
ocedur
e-

1.Callt hemeet i
ngatschedul edt imeev eni fsomeonei sr unni ngl ate.Thel ate-
comer swi llhav etocat chupdur ingoraf terthemeet i
ngi sf inished.
2.Respectt heschedul esofy ourmeet ingpar t
icipant sandendt hemeet i
ngont ime
aswel l.Ify oucan' tcov eral loft hepoi ntswi t
hint heal l
ot tedt i
me,mov eitt othe
agendaoft hev erynextmeet ing.
3.Askasecr etaryorot hermeet ingpar t
ici
pantt ot akemi nut esatev erybusi ness
meet ingsot hatev eryonewi l
l recallwhatwasdi scussedanddeci sionsmade.
4.Passoutawr ittenmeet i
ngagendat oeachpar t i
cipantt ocl arif
ythedi rectionof
themeet ing
5.Intr
oduceanyguest si nat t
endanceaty ourbusi nessmeet ingbef orey ouget
started.
6.Summar izet hepur poseoft hemeet ingandwhaty ouwantt oaccompl ishatt he
verybegi nni ng.Thenst artwi ththef i
rsti t
em i ny ouragenda.
7.Followy ouragendacl osel yanddonotal lowmeet ingpar ti
ci pantst ov eerof fof
theor derofi ssuest odi scuss.
8.Prohi bitmeet i
ngpar ti
cipant sf rom insul t
ing,talkingov er ,tal kingloudl y,belitt
li
ng
orrai singhi sv oicet oot hermember satt hemeet i
ng.Thi scausespr oduct ivit
yto
suffer .
9.Transi tiont oeachnewi tem ony ouragendawi thf i
nalit
yanddonotbackt r
ack
10.
Leav et imeatt heendoft hemeet i
ngf orashor tquest ionandanswersessi onto
clari
fypoi ntsofconf usi ondur ingt hemeet i
ngort oal low apar ticularl
yv ocal
participantwhohasar el evantandi mpor tantpoi ntt ovoicehi st hought sbr i
ef l
y.
11.
Endy ourmeet ingonaposi ti
v enot et hatinspiresact i
on.Summar i
zingwhateach
membermustdof rom t hi
spoi ntfor wardt oaccompl isht hegoal sandi ssues
discussed.

Par
ti
cipat
ion-Gener
all
y,ameet
ingi
scomposedofaf
aci
l
itat
ororachai
rper
son,
ami
nut
etaker
ornot
e-t
aker
,andt
hemeet
ingmember
sorat
tendees.

1.Meet
ingFaci
l
itat
ororChai
rper
son-
Themeet
ingf
aci
l
itat
orpl
aysaneut
ralr
olei
nthe
sessi
onandi deal
l
ydoesnotj oi
nindiscussi
onsandcont
ribut
eideastothegroup.The
maint askofthefacil
i
tatororthechair
personi
stoassistthegroupingenerati
nga
successfulmeeti
ng outcomeand to guidethemember sin achi
evi
ng themeet i
ng

48
 objecti
ves.
2.Meet i
ngMember s-Theseindivi
dualsaret heact i
veparti
cipant
sdur i
ngameet ing.They
areexpect edt ointeractacti
vel
yi nacti
viti
esl i
kebrai
nstorming.Becausetheycancr eat
e
suggestionsand can ev en precedet hef unct
ion ofa facil
it
ator
,thesepar t
icipant
s
broadlydet erminet hecour seoft hemeet ing.Themeet i
ngmember splayamaj orrol
e
duringthedi scussionanddeci sion-making.

3.MinuteTaker-
Theminutetakerisotherwiseknownast henot
e-t
akerorrecor
der
.This
persontakesaneutralst
ancej ustli
kethefacil
i
tat
or.Theminutetakerdoesnotget
i
nvolvedinagendaev
aluat
ion,decisi
on-maki
ngprocess,
andint
eract
ionamongmeeting
member s.

Phy
sicalar
rangement
:

I
tincl
udesthephysi
calar
rangementssuchast
hevenueorlocat
ion,
venuesizeorspace,
pr
operv
entil
ati
on,
faci
li
ti
es,pr
operamenit
iesandequi
pment,
andtheuseofv i
sual
aids.

Typicall
y,a meet
ing i
sheldin a conf
erence r
oom.Butdepending on t
he si
ze of
part
ici
pants,thevenuespaceshoul
dbesui t
abl
ef orevery
one.Themeet
ingroom musthav e
enoughchai r
sandtabl
estoaccommodatethemember s.

Peoplepar
ti
cipat
ewel linacomf
ort
abl
eatmospher
e.Theroom mustbewell
-vent
il
ated
wi
th suf
fi
cientai
rcondi t
ioning t
hathas t
he f
eatur
et o aut
omati
cal
ly adj
ustthe room
t
emperat
ure.

Ifcer
tai
ntechni
calequi
pmenti
sneededsuchasami cr
ophoneandspeaker
s,makesure
thesearecheckedandt estedpri
ortot hemeeti
ng.Thesamet hi
ngmustbedonet oyour
audiov
isualmater
ial
sli
kePowerPoi
ntpresent
ati
on.

Recor
dingandWr
it
ingofMi
nut
esofmeet
ings-

Defini
ti
on-Minut
esaretheof f
ici
alwri
tt
enrecordoft hemeet i
ngsofanor ganizat
ionor
group.Minut
es,alsoknownasmi nut
esofmeet ing( abbrevi
ati
onMoM) ,infor
mally
,
notes,ar
etheinst
antwri
ttenrecordofameetingorhearing.Theytypi
cal
lydescr i
bethe
eventsofthemeetingandmayi ncl
udealistofattendees,astatementoft heissues
consider
edbythepart
ici
pants,andrel
atedr
esponsesordeci si
onsfort
heissues.

Assi
gnment:Studentshal
lconductagr
oupmeet
ingi
nthecl
assr
oom onanyt
opi
cof
ent
repr
eneurshi
p.

49
 Dat
e:
Exer
ciseNo.10
Semi
narandConf
erences

Seminar
sandconf
erencesareformalmeet
ingst
hatar
eorgani
zedandattended
bypar
ti
cipant
swit
htheai
m ofdiscussi
ngaspeci
fi
cagendaofcommonint
erest
.

Whati
saConf
erence?

Itpr
ovi
desapl atf
ormf orpooli
ngofexperi
encesandopi
nionsamongagr
oupof
peopl
ewhohav especialqual
i
f i
cat
ionsinanarea.

A conf
erenceisaf ormalmeeti
ngorgani
zedbymember sofanor ganization,
gr
ouporpeopletodiscussatopi
cthatmembershav
eacommoni nter
est.Aconference
i
stypi
cal
lyaconsult
ativef
orum wher
epart
ici
pant
sgivet
hei
ropi
niononthesubject
.

Whati
saSemi
nar
?

Thediscussi
onpaperspr
eparedbyt
heparti
cipant
sont hebasisofthei
rst
udy
andr
esearcharepresent
edanddi
scussi
oni
sbasedprimari
lyonthesepaper
s.

Aseminarisaf or
malacademi cforum t
hatbr
ingst
oget
herasmallgr
oupof
part
ici
pantswhoar etaughtaboutaspeci fi
csubj
ect
.Inaseminar
,exper
tsprov
ide
knowledgeandtr
aini
ngtothepart
ici
pants.

50
Di
ff
erencebet
weenConf
erenceandSemi
nar

1.Ti
meTaken

 Seminars- usual
l
y shorter meetings that ar
e speci f
ical
l
yf ocused on
educati
ngt hepar
tici
pant
saboutaspeci ficsubj
ectthatisofi nt
ereststoall
theparti
cipant
s.I
tisalsocommont ofi
ndt hatt
hepar t
ici
pantsofasemi nar
aretaughtonvari
ousaspectsthataredi
rectl
yrel
ated.

 Confer
ences-takel
ongerper
iodsbecauseacomplet
eanal
ysi
soft
hesubject
underdiscussi
on hasto bemadewher epart
ici
pant
shaveto gi
vetheir
opi
nionandaconclusi
onreal
ized.

2.ModeofDel
i
ver
y

 Semi nars-t
akeaneducati
onaloracademi
cf or
um wherethepart
ici
pantsare
treat
edasst udent
sandarerequi
redtoacqui
reknowledgeoff
eredtothem by
the moder ator
s.Expert
s areinvit
ed to off
ertechnicaland theoret
ical
knowl edgeaboutaspeci
fi
ctopi
c.

 Conference-takesaconsul
tat
ivemodewhereall t
hepar
ti
cipant
sarerequi
red
to pr
ov i
deand anopi nionorpositi
onconcer ni
ng aspecifi
cscenari
o or
aspectthatisacommoni nter
estt
oallpar
ti
cipants.

3.Cer
ti
fi
cat
ion

 Seminar-The par
ti
cipant
s ofa seminarare offer
ed a cert
if
icat
e.Thi s
cer
ti
ficat
ecanbeusedi naddingtheeducati
onalvaluet
ot heparti
cipant
whenapplyi
ngforj
obopportuni
ti
esorpr
omotion.

 Confer
ence-Nocer ti
fi
cat
eisoff
ered.Thi
sisbecauseaconf
erencei
snotan
educat
ionaloracademicfor
um

4.Par
ti
cipat
ionandCont
ri
but
ion

 Seminar-part
icipant
sdonotcont ri
buteorexpresstheirposi
ti
onabouta
speci
fi
cagendaunderconsi derat
ion.Themoder at
or,exper
t,t
akeschar
ge
anddisseminatesinfor
mati
ontotheat t
endeeswhohav etheri
ghttoaska
quest
ionincaseonewant stogetaclar
if
icat
ion.

 Conf
erence-Act
ivepar
ti
cipat
ionandcont
ri
but
ionar
ehi
ghl
yencour
agedi
na
conf
erencewhereallmember sarer
equi
redtogiv
eanopini
onorexpr
ess

51
 t
hei
rposi
ti
ononaspeci
fi
car
eaofi
nter
est
.

5.Mot
iveorPur
pose

 Seminar-toimpartknowledgeaboutaspeci f
icaspecttotheint
erest
edor
concerned gr
oup ofpeople.Thesemi nari
sgeared towardshelpi
ng the
workersinthehumanr esourcedepart
menttobeupdat edaboutt
hecurrent
pract
icesinthei
rdepartmentsot hattheycanbeef f
ici
ent
.Eg.Toeducat e
workers

 Conferences-or
gani
zedwiththeai
m ofgetti
ngpeopl
e’sopi
nionorf
eel
i
ngs
towardsaspecifi
csubj
ect
.Eg.Togetopi
nionsandf
eel
ing.

6.For
mal
i
ty

 Semi nar-moref or
malbecausetherearepeoplewhopossessaut hori
tyand
i
nstructt hepart
ici
pantsonwhattodo.Seminarsareatt
endedbypeopl ewho
wantt oacquireknowledgeinaspeci
fi
cfi
eldwheretheyaretaughtbyexper
ts,
l
ectures,andpr ofessi
onalswhoconv eyauthor
it
yandar esupposedt obe
respectedinequalmeasure.

 Conferences-ther
eseemst obelessformal
itysincet her
eisnopersonwho
hascompl etecontr
olorauthor
it
yov erot
herpart
icipants.Member
s’opini
oni
s
respectedwithequalmeasureandeachopinioncount s.

 Useofbodyl
anguagei
nsemi
narandconf
erences:
Body languageisat y pe ofanonv er
balcommuni cati
onin which physical
behavi
ors,asopposedtowor ds,areusedtoexpressorconv eytheinf
ormation.Such
behavi
orincl
udesfaci
alexpr
essions,bodypost
ure,gest
ures,eyemovement ,t
ouchand
theuseofspace.

 To increase team pr oducti

vit
y,keep y ourbodyl anguage open:Peopl e are
constantl
ymoni tori
ngt hei
rleaderforemot ionalcues.I fyourbodyl ooksclosed,
depressedorangr y
,thesepost ures(andt heircorrespondi ngemot ions)wil
lbe
subconsciouslypickedupandmi mickedbyy ourt eam.I t’
sapr ocesscalled
“emotionalcontagion”– andi tcanal sowor ki ny ourf avor.Ifyoukeepy our
posturer el
axed,inclusiveand open,y ourteam wi llrespond bybei ng mor e
cohesive,posit
iveandpr oducti
ve.
 Beforeani mportantmeet i
ng,breathethroughy ourmout h:Rightbef
or eyouenter
themeet i
ngr oom, t
akeadeepbr eathandexhal ethroughy ourmouth.

52
  Maint
ainEyeCont
act:I
tcanbehardtomaint
aineyecont
actwit
hsomeonewhen
you’
refeel
i
ngabitnerv
ous,buti
t’
sreal
l
yimportantt
ogetthi
sri
ghti
nabusi
ness
meeti
ng,semi
narandconfer
ences.

 Faci
alexpr essi
ons:Facialexpressi
onisintegralwhen expr essi
ng emoti
ons
thr
ough t he body.Combi nati
ons ofeyes,
ey ebrow,l i
ps,nose,and cheek
mov ementshelpf orm di
ff
erentmoodsofani ndiv
idual(examplehappy
,sad,
depressed,angr
y,etc.
)

 Bodypost
ures:Post
urei
sposit
ioninwhichweholdourbodi
eswhil
estanding,
si
tt
ing,
orl
yingdown.Emoti
onscanalsobedet
ect
edthr
oughbodypost
ures.
 Gestures:Gest
uresaremovement
smadewithbodypart
s(exampl
ehands,
arms,
fi
ngers,head,l
egs)andt
heymaybevol
unt
aryorinv
olunt
ary
.
 Handshakes:Handshakesar
er egulargreet
ingr
it
ual
sandcommonl ydoneon
meeti
ng,gr eet
ing,off
eri
ng congratul
ati
ons oraft
erthe compl
eti
on ofan
agr
eement .

Assi
gnment
:St
udent
swi
l
lor
gani
zeasemi
narorconf
erencei
nthecl
assr
oom.

Dat
e:
Exer
ciseNo.11
Conduct
ingMockI
nter
views

Aninter
view i
samut ualexchangeofi
nfor
mat
ionbet
weenanempl
oyerandy
ou,asa
candi
dateforaposi
ti
on.

Amocki nterv
iew,al
soknownasapr act
icei
nterv
iew,isasimulati
onofanactualj
ob
i
nter
view.Itprovi
desyouwithanoppor t
unit
ytopr act
iceforanintervi
ewandr
ecei
ve
f
eedback.I tcanhelp aj
ob appli
cantt
o underst
and whatisexpect ed i
narealj
ob
i
nter
view,andcanhelpanappl
icantimpr
ovehisorherself
-pr
esentat
ion.

Gui
del
i
nesf
orI
nter
views

1.Pr
epar
ati
on

Mentalpr
eparat
ioni
smostessent i
aleveni
fithastobedonebyt hi
nki
ngquickl
yali
tt
le
bef
oretheint
ervi
ews.I
tisnecessar
yforbot
ht hei
nter
vieweraswell
asint
erv
iewee.

53
 1.St
udyt
hesubj
ectorsubj
ect
swel
l
.

2.Obt
ainnecessar
yal
l
iedi
nfor
mat
ion.

3.Hav
eament
alchar
toft
hemai
nissues.

4.Ant
ici
pat
epr
obabl
edi
ff
erences,
conf
li
ctofopi
nion,
int
erest
sorv
alues.

2.Fi
rsti
mpr
essi
on

Fi
rsti
mpressi
onisthelastimpr
essi
on.Cr
eat
eappr
opr
iat
eimpr
essi
onbyusi
nggood
mannersandgoodl
anguages.

3.Non-
ver
bal
judgment

Makinghi
ghspeedjudgment,duri
ngthei
nter
view.Theint
erv
iewerl
ooksatt
hewaya
per
sonpresent
shi
mself/her
self
,hisgr
oomi
ng,hisacti
on.

4.Dr
ess

The dressiscalled second sel

f,i
tissai dthatdressand addressbr
oadly
det
erminedpersonal
i
ty.Healthyandsoberl
ydressed,
scient
if
icr
esear
cherstobeali
tt
le
l
essconventi
onalandart
ist
est obecasualandunconventi
onalt
otheext
remearei
deal.

5.Faci
alexpr
essi
on

Faceistheindexofmi nd.A lotofnon-ver

balleakageofwhichwear
econst
ant
ly
al
thoughnotal
waysconsciousl
yawarear
isesfrom f
acial
expr
essi
on.

Av
oidbl
ankness,dullgaze,st
ari
ngi
nt hef
aceinali
fel
essway,ascowl
,li
nki
ng,
wr
inkl
i
ng,immobi
leface,l
ookingdownshyl
y,avoi
dingey
escont
act
,et
c.

6.Gest
ure

Iti
sy etanotherform ofunspokencommuni cat
ionwhichiswat chedandinter
preted
constant
lyinaninter
view.Gesturesalsostandsil
entsi
gnals.Li
pspr essi
ngi
nwi t
ht he
upperteeth,
closi
ngeyef orconcentr
ation,
tappi
nganddr ummingt hetabl
ewit
hfingers
arethenegati
vegestures.

7.Speech
Byspeechtoowef or
mr api
dfir
sti
mpr essi
onbasedonwhatt hecandi
datesaybuton
howhesayi tthati
shisorhermannerofsay i
ngi
t.I
nter
viewsat t
ent
ioni
snotdi str
acted
bytheaf f
ectedandt onesofspeech.I toughtto bet ensionfr
eenat ur
al,nor mal
,
sust
ainedandwi t
hproperri
seandfal
laccordi
ngtothei
deast hatar
ebeingconv eyed.

8.Language

54
A goodv ocabularyisalway sanaddedadv antageatanyi nt
erv
iew butwemustbe
caut
iousaboutt hewor dsweuse.Whet herexagger
atedorunderstat
ewhatyouknow.
Don'
tov ertal
k,i
rrel
evant,dogmati
c,i
natt
enti
ve,i
nter
rupt
ingtal
k.
Whi l
epreparati
onf oranint
erv
iewstudentsshouldconsi
derabovepoi
ntsand
getreadyforint
ervi
ew.

Forconductingintervi
ewssomeaddi t
ionalpoi ntstobeconsi dered,byani
nter
viewer
1.Hav eacl earunderstandingofthepur poseofi ntervi
ew.
2.Esti
mat ethelengthoft i
meoft heinterviewandappor ti
onit.
3.Opent hediscussi
onwi t
hcaref
ullyformedquest ions.
4.Guidet hediscussionl ogi
call
yandr etai
ndi scussionwi thouti
nti
midati
ngthe
int
erv i
ewee.
5.Avoidt hediscouragingpersonalremar ksorar gument s.
6.Askst imulati
ngquest ions.
7.Givef ri
endli
nessey esandwar mthandnott hreats.
8.Thei ntervi
ewershoul dmaintai
nani mpar t
ialatti
tude.

I
niti
ati
veis defi
ned as work behavi
orchar act
eri
zed byi t
s self-
start
ing natur
e,its
proact
iveapproach,andbybei ngper si
stentinovercomingdiffi
culti
esthatar i
sei n
pursui
tofagoal .Wheny oushow ini
ti
ative,y
oudot hingswit
houtbei ngtold;youfind
outwhaty ouneedt oknow;youkeepgoi ngwhent hingsgettough;andy ouspotand
takeadvantageofopportuni
ti
esthatot herspassby.Youact ,insteadofr eacti
ng,at
work.

Team spi
ri
tist
hefeel
i
ngofpri
deandloy
alt
ythatexi
stsamongthemember
sofateam
andthatmakesthem wantt
hei
rteam t
odowel lortobethebest
.Iti
sawil
li
ngness
tocooper
ateaspar
tofateam.

Leadershi
p-I
tistheacti
onofleadingagr
oupofpeopl
eoranor gani
zat
ion.Leader
ship
i
st heabil
i
tyofanindi
vi
dualoragroupofi
ndi
vi
dual
stoinf
luenceandguidefol
lowersor
othermembersofanorganizat
ion.

Assi
gnment -Thest udent
sshal
lpart
ici
pateinmockint
erv
iewsanddevelopski
ll
sunder
theguidanceoft eacherandeval
uat
ehi msel
fonthebasi
sofimit
ati
veness,t
eam spi
ri
t
andleadership.

55
 Dat
e:
Exer
ciseNo.12
Gr
oupdi
scussi
onanddebat
eoncur
rentt
opi
cs

Gr
oupdi
scussi
on
Gr
oupdi
scussi
oni
samet
hodbywhi
cht
woormor
eper
sonsmeet
,expr
essor
conv
eyt
hei
rideas,cl
ari
tyandbr
ingaboutasol
uti
ont
othecommonl
yfel
tpr
obl
emsby
t
hei
rownef
for
ts.
Obj
ect
ives

56
1.Democr
acyi
nact
ioni
nvol
vesgr
oupf
unct
ioni
ng.
2.Sy
stemat
icdi
scussi
onamongr
epr
esent
ati
veper
sonspr
omot
est
heanal
ysi
sof
commonl
yfel
tneeds.
3.Wecansol
vemanyi
mpor
tantpr
obl
emsormeett
heneedsonl
ythr
oughgr
oup
act
ion.
4.Gr
oupdi
scussi
onpr
ovi
desoppor
tuni
tyt
othemember
soft
hegr
oupt
oexchange
t
hei
rexper
ienceort
hei
rpoi
ntsofv
iew.
5. I
tpr
omot
es t
he habi
tofgr
oup t
hinki
ng,gr
oup pl
anni
ng,gr
oup act
ion and
expr
essi
on.
6. Mostoft
hepr
obl
emsi
ncompanyorbusi
nessent
it
ycoul
dbesol
vedbygr
oup
act
ionwhi
chmeanst
hatt
her
eshoul
dbeor
gani
zedgr
oupwi
thagr
oupl
eader
.
7. Or
gani
zedgr
oupmaynotal
way
sbeav
ail
abl
einacompany
.Lackofor
gani
zed
gr
oup byi
tsel
fisachal
l
engef
ort
hel
eader
.Theempl
oyeegr
oup mustbe
i
dent
if
ied f
ir
stt
hatt
he publ
i
cint
erestshoul
d be f
ocused on a pr
obl
em t
o
mobi
l
izet
heempl
oyeet
oact
ion.
8. Gr
oupdi
scussi
oni
sami
niat
uredemocr
acygi
vi
ngequalr
ight
s,pr
ivi
l
egesand
oppor
tuni
ti
est
oev
erymember
stodi
scussi
oni
ssue.
Howt
opr
epar
eforagr
oupdi
scussi
onexer
cise?
1)Ensur
eyoucont
ri
but
etot
hegr
oup
2)Managey
ourbodyl
anguage
3)Manageconf
li
ctsef
fect
ivel
y
4)Managey
ourt
ime
5)I
ncl
udeot
her
s
6)Ensur
eyouar
eat
eam pl
ayer

Howt
oconductagr
oupdi
scussi
on?
1.Theor
gani
zershoul
dlocat
eandi
dent
if
ythei
ndi
vi
duali
nter
est
edi
napar
ti
cul
ar
pr
obl
em t
hrough i
ndi
vi
dualcont
actand i
nvi
tet
hem i
nfor
mal
l
yto meetf
or
i
nfor
mal
groupdi
scussi
on.
2.Thet
ime,dat
e,pl
aceandt
het
opi
cshoul
dbei
nfor
medt
othepeopl
econcer
ned

57
 wel
li
nadv
ance.
3.Theseat
ingar
rangement
sshoul
dbei
naci
rcul
arorsemi
cir
cul
arf
ashi
on,
sot
hat
eachspeakerf
acest
heaudi
ence.
4.Theor
gani
zershoul
drecei
vet
hememberwi
thawel
comi
ngsmi
l
eandseet
he
t
heyar
ecomf
ort
abl
yseat
ed,
5.Heshoul
dfi
ndoutwhet
heranyonememberoft
hegr
oupi
scapabl
eofl
eadi
ng
t
hedi
scussi
onandr
equesthi
mtost
artt
hedi
scussi
on.I
fnobodypr
efer
stol
ead
t
hedi
scussi
on,
theor
gani
zerhi
msel
ftakest
hel
ead.
6.Theat
mospher
eoft
hemeet
ingshoul
dbekeptf
ri
endl
yandi
nfor
mal
.
7.Thegr
oupl
eadershoul
dbeel
ect
eddemocr
ati
cal
l
y.
8.Att
hebegi
nni
ngofdi
scussi
on,i
deasshoul
dbei
nvi
tedf
rom member
soft
he
gr
oupandt
hepr
obl
emsshoul
dbedef
ined.I
ftheper
songoesont
alki
ngt
he
l
eadershoul
dpol
i
tel
yaskhi
mtoendhi
sspeech.Theeasi
estwayt
oav
oidt
hisi
s
f
ort
hel
eadert
otel
lhi
m,“
Youhav
egi
venani
cei
deaandspokenni
cel
y.Shal
lwe
hearot
her
s”opi
nional
so?
9.Or
gani
zer
/l
eadershoul
dnotdomi
nat
ethedi
scussi
on.
10.
Leadershoul
d encour
age al
lthe per
sons oft
he gr
oup t
o expr
ess t
hei
r
suggest
ions,because t
he obj
ect
ive ofgr
oup di
scussi
oni
sto getmaxi
mum
par
ti
ci
pat
ion.
11.
Thedi
scussi
onshoul
dpr
omot
erecogni
ti
onofpr
obl
em byt
hegr
oupandal
so
cr
eat
ethedesi
ref
orasol
uti
on.
12.
Theor
gani
zershoul
dnotgi
vet
hei
mpr
essi
ont
hathi
ssol
uti
oni
sthebestand
shoul
dnotcondemnt
heexi
sti
ngandsuggest
edpr
act
ices.Ev
enashyper
sonof
t
hegr
oupsshoul
dbeper
suadedbyt
heor
gani
zert
ogi
vehi
ssuggest
ion
13.
Att
heendofgr
oupdi
scussi
on,madet
hesummar
yoft
hepr
obl
em,sol
uti
on
ar
ri
vedatbyt
hemember
sthr
oughdi
scussi
onandt
heact
ionst
hatar
etobe
t
akenshoul
dbegi
ven.
14.
Appr
eci
atet
hemember
sfort
hei
rval
uabl
econt
ri
but
ion.
15.
Under
takeasy
stemat
icf
oll
ow-
up.
I
mpor
tantpoi
ntsi
nGr
oupDi
scussi
on:

1.BeYour
sel
f.

58
 2.Taket
imet
oor
gani
zey
ourt
hought
s.

3.Don’
tmaket
hemi
stakeofl
ooki
ngatt
hepanel
whi
l
eyouar
espeaki
ng.

4.Yourbodyl
anguage,
gest
uresandmanner
ismssay
sal
otabouty
ou

5.Nev
ert
ryt
oshowy
ourdomi
nance.

6.Don’
tlosey
ourcool
ifany
onesay
sany
thi
ngy
ouobj
ectt
o.

7.Showy
ourl
eader
shi
pski
l
ls.Mot
ivat
etheot
hermember
soft
het
eam t
ospeak

8.Beasserti
ve:meansdi
rect
ing,
honest
,andcar
efulaboutnothur
ti
ngot
her
s‘sel
f-
respect
’.

9.Apat
ientl
i
stener
.

10.
Rightl
anguage

11.
Beanal
yti
cal
andf
act
-or
ient
ed

12.
Acceptcr
it
ici
sm

13.
Maxi
mizepar
ti
cipat
ion

14.
Showl
eader
shi
pabi
l
ity

15.
Acceptsomeone'
spoi
ntofv
iew

16.
Prai
set
hear
gument

17.
Acceptt
hecont
radi
ctor
yvi
ew

18.
Expr
essy
ourar
gumentwi
thf
ewf
act
s,cases,
dat
a,newspaper
s,publ
i
cat
ionset
c.

19.
Expr
esswi
thouthur
ti
ngot
her
sfeel
i
ngs.

20.
Nev
ert
ryt
obl
uff
.

21.
Pract
icegr
oupdi
scussi
onwi
thf
ri
endsondi
ff
erentsubj
ect
s.

22.
Don’
tbedi
shear
tenedi
fyoudi
dnotdowel
li
nyourFi
rstGr
oupDi
scussi
on.

Adv
ant
agesandl
i
mit
ati
ons
Adv
ant
ages
1.Ev
erypar
ti
cipantshar
est
hepr
ideofhav
inghel
pedi
nsol
vi
ngt
hepr
obl
em.
2.Hel
psi
ndeci
dingt
hedebat
abl
eissues.

59
3.Leader
s,gr
oupi
nter
est
sandpr
obl
emsar
edi
scov
ered.
4.Gr
ouppl
anni
ngandgr
oupact
ionr
esul
ts.
5.Fai
rl
ylar
genumber
scanber
eached.
Li
mit
ati
ons
1.Gr
oupf
act
ionsi
nthev
il
lagemi
ghthi
ndert
heef
fect
ivewor
kingoft
hemet
hod.
2.‘
Tradi
ti
onal
leader
s’,
whoar
enotf
unct
ional
,comei
nthewayofgr
oupact
ivi
ti
es.
3.Possi
bil
i
tyofcr
eat
ingr
ival
ri
es.
4.Di
ff
icul
ttoav
oidunconnect
edper
sons’
att
endance.

Whati
saDebat
e?
Adebat
eisadi
scussi
onaboutasubj
ectonwhi
chpeopl
ehav
edi
ff
erentv
iews.
Debat
eisapr
ocesst
hati
nvol
vesf
ormaldi
scussi
ononapar
ti
cul
art
opi
c.I
nadebat
e,
opposi
ngar
gument
sar
eputf
orwar
dtoar
guef
oropposi
ngv
iewpoi
nts.
Debat
e occur
s i
n publ
i
c meet
ings,academi
c i
nst
it
uti
ons,andl
egi
slat
ive
assembl
i
es.I
tisaf
ormalt
ypeofdi
scussi
on,
oft
enwi
thamoder
atorandanaudi
ence,
in
addi
ti
ont
othedebat
epar
ti
cipant
s.
Logi
calconsi
stency
,fact
ualaccur
acyandsomedegr
eeofemot
ionalappealt
o
t
heaudi
encear
eel
ement
sindebat
ing,wher
eonesi
deof
tenpr
evai
l
sov
ert
heot
her
par
tybypr
esent
ingasuper
ior"
cont
ext
"orf
ramewor
koft
hei
ssue.
HowdoesGr
oupDi
scussi
ondi
ff
erf
rom aDebat
e?
Debat
eiscompet
it
ivei
nnat
urewhi
l
egr
oupdi
scussi
oni
saco-
oper
ati
vegr
oup
pr
ocess.I
nadebat
e,aspeakercanspeakei
ther‘
for
’thet
opi
cor‘
agai
nst
’thet
opi
c
wher
easi
naGD,t
hespeakercanexpr
essbot
h.Thef
inaldeci
sionorr
esul
tinadebat
e
dependsonv
oti
ngwhi
l
einaGD,
thegr
oupr
eachesgr
oupconsensus.
Howt
oconductadebat
e:
a)I
ntr
oducet
het
opi
c
b)Assi
gnt
heaf
fi
rmat
iveandnegat
ive
c)Gi
vet
imef
orr
esear
chandi
nfor
mat
ion
d)Keept
rackoft
ime
e)Makeaj
udgment

60
Assi
gnment
:St
udent
s shoul
d par
ti
cipat
ein gr
oup di
scussi
on and debat
es i
nthe
cl
assr
oom andwr
it
einconci
set
hepoi
ntsdi
scussedanddebat
ed.

Dat
e:
Exer
ciseNo.13
Vi
sitt
oent
repr
eneur
shi
pinst
it
ute/Casest
udyofsuccessf
ulent
repr
eneur

Dat
e: Ti
me:

1.Nameofent
repr
eneur
:

2.Educat
ion/Qual
i
ficat
ion:

3.Nameandl
ocat
ionofbusi
nessent
it
y/company
:

4.Nameofpr
oduct
/s:

5.Yearofest
abl
i
shmentofbusi
ness:

6.Tot
alnumberofempl
oyeeswor
kingi
ncompany
:

7.Tot
ali
nvest
mentt
ost
artt
heent
erpr
ise:

61
8.Fr
om wher
eyour
aisedFi
nance/capi
tal
tost
artt
heent
erpr
ise?

9.Anygov
ernmentsubsi
dyr
ecei
ved:
Yes/
No.I
fyes,
Howmuchamount
?

10.
Rawmat
eri
alav
ail
abi
l
ity
:

11.
Tot
ali
ncome,
Tot
alexpendi
tur
eandNetpr
ofi
t:

12.
Wher
eist
hemar
ketf
ory
ourpr
oduct
?

13.
Mar
ket
ingst
ruct
ure/st
rat
egyf
ormar
ket
:

14.
Wher
eyoupubl
i
cizeoradv
ert
isey
ourpr
oduct
:

15.
Speci
alachi
evement
:

16.
Const
rai
ntsf
acedbyy
oui
nrunni
ngent
erpr
ise:

17.
Comment
sbyt
hest
udent
:

62