advertised the shop, then our shop are visited often and we get good results of selling. At first year should be firm sales about one million krons. MANAGEMENT AND PERSONNEL Management In management there is two people. Kadri Vaher (born in 1979) owner and enterprise chairperson. Lembit Mänd (born in 1980) owner and master of enterprise. Personnel In enterprise work four salespersons and one designer. When we are entered successfully to the market, we plan to broaden. Then we expand our assorted of products and we are going to open new branches in Tartu and Pärnu. Then we can hire more people. Our planned rate of salary is enough high to motivate the workers. In addition we are bonuses, which you get if the firm surmount the impact of financial. FINANCIAL PLAN
People are more likely to accept the second request in a situation like that. Cialdini et al. asked University students to take a group of juvenile young people on a day trip to the zoo. 83% refused, but when the students were first asked to sign up for work as a councilor for a minimum 2 years and then after refusal were asked to volunteer for the zoo trip only 50% refused. This example is seen in daily life when salespersons lower the price of products, because the customer sees it too expensive. 2) Foot-in-the-door technique. Getting people to make a commitment to something small with the hope of persuading them to agree to something larger afterwards. Dickerson et al. first asked university students to sign a poster saying `'Take shorter showers! If I can do it, so can you!'' and then to fill a survey that would make them think about their own water wastage. Their
to do it. This saleswoman didn't give up, however. She said, "Maybe only one tin?" (using the rejection-then-retreat tactic). But, I didn't give up either. Then she said this drink was imported from Brazil and she didn't know if it would be available at the supermarket in the future. The rule of scarcity worked and I bought a tin. When I drank this at home the flavor still was okay but not great. Fortunately, most of the salespersons are not so patient and persistent. Author's note: Isn't it interesting that even though this reader knew about the principle of scarcity, it still got her to purchase something that she really didn't want. To have armed herself optimally against it, she needed to remind herself that, like the scarce cookies, the scarce bever- age didn't taste any better. SUMMARY _
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