Kisi Kisi Bahasa Inggris Lanjutan

KISI KISI BAHASA INGGRIS LANJUTAN
1) (Chapter 13 – Marketing : Helping buyers buy)

Define marketing, and apply marketing concept to both for profit and non profit organization.
Describe Four “P” Marketing and summarize the marketing research process.
Marketing is The activity, set of institutions, and processes for creating, communicating,
delivering, and exchanging offerings that have value for customers, clients, partners, and society
at large.
The marketing concept had three parts:

1. A customer orientation. Find out what consumers want and provide it for them. (Note
the emphasis on meeting consumer needs rather than on promotion or sales.)
2. A service orientation. Make sure everyone in the organization has the same objective:
customer satisfaction. This should be a total and integrated organizational effort. That is,
everyone from the president of the firm to the delivery people should be customer-
oriented. Does that seem to be the norm today?
3. A profit orientation. Focus on those goods and services that will earn the most profit
and enable the organization to survive and expand to serve more consumer wants and
needs.
Nonprofit Organizations and Marketing: charities use marketing to raise funds for combating
world hunger, for instance, or to obtain other resources.
The four Ps of marketing are:
 Product: What you sell. Could be a physical good, services, consulting, etc.
 Price: How much do you charge and how does that impact how your customers view
your brand?
 Place: Where do you promote your product or service? Where do your ideal customers
go to find information about your industry?
 Promotion: How do your customers find out about you? What strategies do you use,
and are they effective?
2) (Chapter 11 – Human Resources management : Finding and keeping the best employees)
Explain the important human resources management and Describe current issues in managing
human resources. Illustrate the effects of legislation on human resources management.
Summarize the five steps in human resources planning.
Human resource management (HRM) is the process of employing people, training them,
compensating them, developing policies relating to them, and developing strategies to retain
them.
Issue>>> As a field, HRM has undergone many changes over the last twenty years, giving it an
even more important role in today’s organizations.
Five Planning Steps Every Organization Should Use

1. Analysis of Organizational Plans and Objectives.
Every organization is going to function differently and have different goals. It is important to
understand the ins and outs of the organization before attempting to make changes to the
current human resources infrastructure.
2. Preparing a Human Resources Inventory.
Completing a full human resources inventory is the next step in the planning process. A
complete catalog needs to amassed that contains basic demographic data about each
employee, which should include breaking down the employees by education, experience,
skills, age, gender, salary, marital status, and any other special training or certifications
pertinent to the company’s operations. This initial step may seem tedious but gathering this
information about your company’s employees at the outset will help inform everything
from payroll to benefits to recruiting.
3. Assessing Future Supply and Demand/ Forecasting.
Forecasting is an important step in identifying your market and what changes may
potentially be on the horizon. As you win government contracts or secure new clients, you
may find yourself in a position that you need to onboard many employees at once. Or you
may see a contraction in your market coming down the road and need to plan on how to
adjust your human resources function.
4. Matching Supply and Demand.
Supply and demand affect the recruitment and staffing process. A strategy for matching
supply and demand is to flatten the demand by shifting demand to match existing supply. A
different strategy is to adjust the capacity to match fluctuations in demand. This is similar to
the “supply and demand” analysis a company goes through in determining how much of
their product or service is needed in a given market – the only difference is this is focused
on your company’s human resources needs.
5. Establishing an Action Plan.
When establishing an action plan, there are many variables that need to be considered. For
example, is there currently a human resources deficit or surplus in the organization. Does
the company have a current plan for recruiting, hiring, educating, evaluating, compensating,
and training employees? Are the current services sufficient to meet both current and
future human resources needs?
3) (Chapter 10 – Motivating Employees)

Explain Taylor theory of scientific management. Describe the Hawthorne and their significance
to management. Identify the levels of Maslow’s hierarchy of needs and apply them to
employees motivation.
Taylor's four principles are as follows:
1. Replace working by "rule of thumb," or simple habit and common sense, and instead use
the scientific method to study work and determine the most efficient way to perform
specific tasks.
2. Rather than simply assign workers to just any job, match workers to their jobs based on
capability and motivation, and train them to work at maximum efficiency.
3. Monitor worker performance, and provide instructions and supervision to ensure that
they're using the most efficient ways of working.
4. Allocate the work between managers and workers so that the managers spend their time
planning and training, allowing the workers to perform their tasks efficiently.
The Hawthorne studies were conducted on workers at the Hawthorne plant of the Western
Electric Company by Elton Mayo and Fritz Roethlisberger in the 1920s. The Hawthorne studies
were part of a refocus on managerial strategy incorporating the socio-psychological aspects of
human behavior in organizations.
4) (Chapter 9 – Production and operations management)
Describe the evolution from production to operations management. Identify various production
processes and describe techniques that improve productivity, including computer-aided design
and manufacturing, lean manufacturing, and mass customization.
Production -- The creation of goods using land, labor, capital, entrepreneurship and knowledge
(the factors of production).
Production Management -- All the activities managers do to help firms create goods.
Operations Management -- A specialized area in management that converts or transforms

resources into goods and services.
Operations management includes:
Inventory management
Quality control
Production scheduling
Follow-up services
One change is the shift from a manufacturing economy to one dominated by the service
industry. Operations management is a more specialized area of management that converts
resources into useful outputs.
Historical Milestones in Production and Operations Management

- The Industrial Revolution
- Post-Civil War Period
- Scientific Management
- Human Relations and Behaviorism
- Operations Research
- The Service Revolution
(1) to build and deliver products in response to the demands of the customer at a scheduled
delivery time, (2) to provide an acceptable quality level, and (3) to provide everything at the
lowest possible cost.
Process Manufacturing -- The part of production that physically or chemically changes materials.
Assembly Process -- The part of the production process that puts together components.
Production processes are either continuous or intermittent.

Continuous Process -- Long production runs turn out finished goods over time.
Intermittent Process -- Production runs are short and the producer adjusts machines frequently
to make different products.
5) (Chapter 15 – Distributing Products and Using Effective Promotions)
Explain the concept of marketing channels and their value. Demonstrate how intermediaries
perform the six marketing utilities. Identify the types of wholesale intermediaries in the
distribution system.
A channel of distribution consists of a whole set of marketing intermediaries, such as agents,

brokers, wholesalers, and retailers, that join together to transport and store goods in their path
(or channel) from producers to consumers.
Intermediaries perform marketing tasks faster and cheaper than most manufacturers could
provide them.
Intermediaries make markets more efficient by reducing transactions and contacts.
Intermediaries are able to provide six different types of marketing utilities for customers, which
give added value or satisfaction to the consumer. These marketing utilities include form, time,
place, possession, information, and service.
The two main types of wholesalers are merchant wholesalers and agents and brokers. Merchant
wholesalers take title to the product (ownership rights); agents and brokers simply facilitate the
sale of a product from producer to end user.
Merchant Wholesaler
Merchant wholesalers make up 80 percent of all wholesaling establishments and conduct
slightly less than 60 percent of all wholesale sales. A merchant wholesaler is an institution that
buys goods from manufacturers and resells them to businesses, government agencies, other
wholesalers, or retailers. All merchant wholesalers take title to the goods they sell.
Agents and Brokers

agents represent manufacturers and wholesalers. Manufacturers’ representatives (also called
manufacturers’ agents) represent noncompeting manufacturers. These salespeople function as
independent agents rather than as salaried employees of manufacturers. They do not take title
to or possession of merchandise. They get commissions if they make sales—and nothing if they
don’t. They are found in a variety of industries, including electronics, clothing, hardware,
furniture, and toys.

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KISI KISI BAHASA INGGRIS LANJUTAN

1) (Chapter 13 – Marketing : Helping buyers buy)

The marketing concept had three parts:

Five Planning Steps Every Organization Should Use

3) (Chapter 10 – Motivating Employees)

Operations Management -- A specialized area in management that converts or transforms

Historical Milestones in Production and Operations Management

Production processes are either continuous or intermittent.

A channel of distribution consists of a whole set of marketing intermediaries, such as agents,

Agents and Brokers

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