harvard business review comprehension questions · harvard business review comprehension questions...

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Student

HarvardBusinessReviewcomprehensionquestionsTime:Approximately20-30minutes1.Readthetitle

• Trytopredictthecontentoflecture• Writedownkeyterms/ideas• Checkkeyvocabularyusingadictionary

TrytolistenONLYtwotimes

ThreetypesoflessonLesson#1:[hard]1.Listenonce–takenotes2.2minutestotidynotes3.Listenagainandaddtonotes(useadifferentcolourpen).4.Answerquestions–set5-10minutestoanswer.5.Checkanswers6.ListenagaintocheckanswersLesson#2:[medium]1.Listenonce–takenotes.2.Answerquestions:5-10minutes3.Listenagain–answerthequestionsasyoulisten4.Checkanswers5.ListenagaintocheckanswersLesson#3:[easier]1.Readquestions–highlightkeyterms2.listenonceandanswerquestions3.5minutestotidynotes4.Listenagainanswermissedquestions5.Checkanswers6.Listenagaintocheckanswers


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Teacher

HarvardBusinessReviewcomprehensionquestions

LessonPlanAim:todevelopthestudents’abilitytolistentoa3-minutelecture,totakenotesandthenusethosenotestoanswerarangeofopencomprehensionquestionstypes.LessonTime:Approximately20-30minutes

LessonPlan1.Leadin

• AskStudentstodiscussthe‘title’andpredictthecontentoflecture• Askstudentstowritedownkeyterms/languagefromdiscussion• Feedin/checkkeyvocabulary

ThreetypesoflessonLesson#1:[hard]1.Studentslistenonce–takenotes2.Give3-5minutestotidynotes3.Listenagainandaddtonotes(useadifferentcolourpen).4.Giveoutquestions–set10minutestoanswer.5.Feedbackanswers(giveoutanswersorgothroughonboard)Lesson#2:[medium]1.Studentslistenonce–takenotes.2.Giveoutquestions:Set5minutesforstudentstoanswerquestionsfromnotes3.Listenagain–studentsanswerthequestionsastheylisten4.Giveextra5minutestoconsolidateanswers5.Feedbackanswers(giveoutanswersorgothroughonboard)Lesson#3:[easy]1.Giveoutquestions-studentshaveupto5minutestolookatquestions2.Studentslistenandanswerquestions3.Give3minutestotidynotes4.Studentslistenagain–checkanswersandanswerquestionsmissed5.5minutestotidyanswers6.Feedbackanswers(giveoutanswersorgothroughonboard)


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AligningstrategyandsalesHarvardBusinessReview:https://www.youtube.com/watch?v=kbp-Rytdtr0

Date:2012/Author:FrankCespedes[HarvardBusinessSchool]/Time:3:23

Introductioni)Evenifyouhaveasolidandcoherentstrategyimplementingitisn'te_________ii)Acorekeytosuccessinimplementationisaligningstrategyandsalesconnectingh____________yourpeoplesellwithw______________yourbusinesswantstoachieve.

___/31._______________________________________iii)Threekeyareastounderstand

• • •

iv)Valueiscreatedordestroyedoutthereinthem_____________placeNOTinc____________roomsoroffsitestrategymeetings

___/62._______________________________________v)Whatdoyoursalespeopleneedtobegoodat?

vi)Surprisingly,

vii)Whatdocompaniestellsalesteams?

viii)Theessenceofstrategyis…

___/53._______________________________________ix)Hire peoplewiththecorrectskills/hirerightpeoplex)Training xi)Salesmanagers xii)Behaviours

___/44._______________________________________xiii)communicateand… coordinatewithyourteamxiv)gather.. xv)seniorexecutives xvi)strategiesfailfrom…

___/4Summary

xvii)Improveyourc____________forasuccessfulimplementationbyaligningstrategyandsales.Linkingyourg____________withwhatactuallyhappensinthef_____________.Rememberad___________isadangerousplacetoviewtheworldespeciallythesaleworld.

___/4OverallScore:___/26


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AligningstrategyandsalesANSWERS

Date:2012/Author:FrankCespedes[HarvardBusinessSchool]/Time:3:23Introductioni)Evenifyouhaveasolidandcoherentstrategyimplementingitisn'teasyii)Acorekeytosuccessinimplementationisaligningstrategywithsalesconnectinghowyourpeoplesellwithwhatyourbusinesswantstoachieve.

___/31.Understandexternalsiii)Threekeyareastounderstand

• Industry• Market• Customerandaccountsegments

iv)ValueiscreatedordestroyedoutthereinthemarketplaceNOTinconferenceroomsoroffsitestrategymeetings

___/62.Determinesalestasksv)Whatdoyoursalespeopleneedtobegoodat?

Delivervaluebutalsoextractvaluewithcustomer

vi)Surprisingly, notmanycompaniescananswerthatquestionsspecially

vii)Whatdocompaniestellsalesteams?

Goforthandmultiple-selltoanyonewhowillbuy

viii)theessenceofstrategy beingexcellentatcertainthingsthatyourcompetitorscan'tduplicate

___/53.Ensuresalesactivitiessupporttasksix)Hire peoplewiththecorrectskills/hirerightpeoplex)Training Providecorrecttrainingandtrainingcandeliverquickandhighreturns.xi)Salesmanagers Takeperformancereviewsseriouslyxii)Behaviours Reinforcebehaviourthroughcommunication

___/44.Recognisethisisaleadershipissuexiii)communicateand… coordinatewithyourteamxiv)gather.. informationfromthefieldxv)seniorexecutives executivesspeaktocustomers(who,where,why?)xvi)strategiesfailfrom… poorexecution

___/4Summaryxvii)Improveyourchancesforasuccessfulimplementationbyaligningstrategyandsales.Linkingyour

goalswithwhatactuallyhappensinthefield.Rememberadeskisadangerousplacetoviewtheworld

especiallythesaleworld.

___/4OverallScore:___/26

harvard business review comprehension questions · harvard business review comprehension questions...

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