Technological Artifacts

Activity 1

Copyright 1996-2001 © Dale Carnegie & Associates, Inc.

Technology

• technology is actually a broad concept that refers to the way humans use tools and apply science to control and adapt to their environment. Technology may refer to a way of doing things or to a specific artifact.

Major Definitions of Technology

• Artifact or hardware — item created to solve practical problems. These include tools, computers, and medicines.

• Methodology or technique — the application of knowledge or science to the creation of a procedure or practice, such as a painting technique, the use of a microscope, combining DNA to form a new hybrid plant, or laser surgery.

• System of production — the application of knowledge or science to a manufacturing procedure (For example, the automobile assembly line.)

• Social-technical system — an interrelated group of people, artifacts, and devices that works together as a whole to meet a need; an airplane, for example, suggests a plethora of interrelated devices, human resources, and artifacts such as airports, passengers and pilots, fuel, regulations and ticketing.

Thermometer

•Is a thermometer considered a technological artifact?

Calculator

•Is a calculator considered a technological artifact?

Address the Sales Challenge

• Identify the need or opportunity.

Conduct a CreativeThinking Session

• Ask: In what ways can we…?

– Assess the situation. Get the facts.

– Generate possible solutions with green light, non-judgmental thinking.

– Select the best solution.

Set SMART Goals

• Conduct SMART goal training

– Specific

– Measurable

– Achievable

– Realistic

– Time-phased

Set SMART Goals (Cont’d)

• Set team goals

• Set individual goals

Identify Skills Needed to Achieve Goals

• Relationship selling.

• Telephone skills.

• Prospecting.

• Asking questions.

• Using evidence.

• Handling objections.

Get Commitment

• Team commitments.

• Individual commitments.

Close

• Have an inspirational close.