Sample Test

Jill has called on Marcia's Cosmetics for several years. She has always been friendly to Marcia but treated the other staff with indifference. When Marcia retired, Jill lost the account for what key reason(s)? |   | a. | It was time for a new sales representative. | b. | No one knew her. | c. | No one was educated about her products. | d. | Jill's communication style was different from the new buyer's. | e. | Jill failed to develop good personal relationships with key people. | | 2. | Kenny works for a firm selling modern log homes and frequently conducts an open house at the site of a newly completed home.Kenny does this in order to:|   | a. | choose the right setting. | b. | save travel time. | c. | cover one idea. | d. | appeal to all senses. | e. | plan for the dynamic nature of selling. | | 3. | Most Yes responses come on the ________ closing attempts. |   | a. | 2nd or 3rd| b. | 8th or 9th| c. | 1st or 2nd| d. | 4th  Ã‚  or  Ã‚  5th| e. | 6th or 7th| | 4. | Which one of the following sources would be best if you were considering exporting to an international country and needed foreign country and market information? |   | a. | Canadian Trade Index| b. | Canadian Foreign Investment Guide| c. | Fraser's Canadian Trade Directory| d. Department of Industry, Trade, and Technology| e. | Export Development Corporation| | 5. | Ivana has been hired by the Zenith Company as a professional buyer because of her many negotiation tactics. When she says, â€Å"We like your proposal, but our budget is only $7 500,† this is an example of a:|   | a. | a challenge tactic. | b. | take it or leave it tactic. | c. | a direct tactic. | d. | budget limitation tactic. | e. | let's split the difference tactic. | | 6. | Tara is developing a presentation strategy. She includes establishing objectives for the sales presentation, providing outstanding customer service, and:|   | a. preplanning activities. | b. | overhead design procedures. | c. | developing the presale presentation plan. | d. | enquiring about referrals. | e. | developing a prospect base. | | 7. | If a salesperson were attempting to involve the customer in a presentation for a diamond ring, s/he might:|   | a. | ask if there are any more questions. | b. | encourage the customer to try it on. | c. | explain the store's installment plan of payment for the item. | d. | lay the ring on black velvet to enhance its brilliance. | e. | inform the customer of the gem's clarity. | | 8. Patrick Jones is a skilled networker because he meets as many people as he can, tells them what he does, and:|   | a. | likes to network. | b. | asks everyone he meets for a referral. | c. | does business while he networks. | d. | pays for all entertainment costs. | e. | does  not  do business while networking. | | 9. | The most widely used method for negotiating buyer concerns is the:|   | a. | indirect denial. | b. | direct denial. | c. | trial offer. | d. | spin method. | e. | superior be nefit. | | 10. | Miguel has had three estimates on a home alarm system and the prices are all very close.The last sales representative has indicated if Miguel purchases the alarm now he will receive a 10% discount. The type of close used is:|   | a. | a summary benefits close. | b. | a late close. | c. | an assumption close. | d. | a special concession close. | e. | a minor point close| | 11. | Thomas works in the area of customer service. His duties include:|   | a. | closing sales. | b. | to encourage customers to spend more money. | c. | to enhance the role of the product. | d. | to prevent customers from buying competitors' products. | e. | to work one on one with clients. | | 12. | Another name for full-line selling is:| a. | suggestion selling. | b. | partnering. | c. | cross-selling. | d. | upselling. | e. | value-added selling. | | 13. | Emma knows that a potential customer has four basic qualifications: 1) they need the product, 2) they are able to afford the purchase 3 ) they are willing to buy the product, and 4):| | a. | they will refer others to buy the product. | b. | they will use the product. | c. | they will return for other products. | d. | they are part of a buying centre. | e. | they are authorized to buy the product. | | 14. | Heather has improved her problem solving capabilities over her ten-year sales career.This capability translates into:|   | a. | lower closing rates. | b. | having more happy customers. | c. | selling more expensive products. | d. | longer sales cycles. | e. | more referrals. | | 15. | â€Å"How has the high turnover in your company affected the morale of your employees†, is an example of a:|   | a. | confirmation question. | b. | pleasure question. | c. | probing question. | d. | general survey question. | e. | specific survey question. | | 16. | The length of time devoted to the social contact depends on:|   | a. | whether or not you like the buyer. | b. whether  Ã‚  the buyer is serious about buyi ng. | c. | whether you are feeling sales call reluctance. | d. | whether conversion has happened. | e. | the type of product or service sold. | | 17. | Jason is a photocopier sales rep. He likes to compare the speed of the copier to a â€Å"Concord aircraft†. Jason's goal is to make the presentation more:|   | a. | interesting. | b. | witty. | c. | memorable. | d. | persuasive. | e. | informative| | 18. | The price-cost comparison is most appropriate for:| | a. | inexpensive purchases. | b. | inferior quality products. | c. | transactional buying situations. | d. products with short usage or service life. | e. | products with long usage or service life. | | 19. | Research studies indicate that the referral approach is effective because:|   | a. | customers know that the viewpoint of a third party is always accurate. | b. | customers seldom trust a salesperson, but do trust a third party. | c. | customers will be far more impressed with your good points if they are present ed by a third party rather than by you. | d. | customers always respect the opinions of a third party. | e. | customers don't want to take the time to really get to know sales reps. | | 20. Simon uses confirmation questions; questions used to determine if information is correctly understood:|   | a. | hardly ever. | b. | throughout a sales call. | c. | at the end of a sales call. | d. | at the beginning of a sales call. | e. | in the middle of a sales call. | | Test Name: T2 Example F2012  | 1. | e. Jill failed to develop good personal relationships with key people. | 2. | a. choose the right setting. | 3. | d. 4th  Ã‚  or  Ã‚  5th| 4. | e. Export Development Corporation| 5. | d. budget limitation tactic. | 6. | c. developing the presale presentation plan. | 7. | b. encourage the customer to try it on. 8. | e. does  not  do business while networking. | 9. | a. indirect denial. | 10. | d. a special concession close. | 11. | c. to enhance the role of the product. | 12. | a . suggestion selling. | 13. | e. they are authorized to buy the product. | 14. | e. more referrals. | 15. | c. probing question. | 16. | e. the type of product or service sold. | 17. | d. persuasive. | 18. | e. products with long usage or service life. | 19. | c. customers will be far more impressed with your good points if they are presented by a third party rather than by you. | 20. | b. throughout a sales call. |

W8 Balanced Score cards Essay Example | Topics and Well Written Essays - 750 words

W8 Balanced Score cards - Essay Example 2). For the current discourse, the aim is to select a company from the Balanced Scorecard Institute official website which applied the balanced scorecard approach and which led to facilitating the achievement of defined goals in a more efficient and effective manner. The selected company is Kenya Red Cross and the experience of applying the balanced scorecard was told from the point of view of its Chief Financial Officer (CFO) and Strategy Champion for the Kenya Red Cross Society, Arthur Omolo (Omolo, 2010). Evaluation of the Scorecard The organization’s balanced scorecard was shown in this link: http://balancedscorecard.org/Portals/0/PDF/KenyaRed%20CrossScorecardPoster.pdf. From the framework, the structure was classified into subsections which include the following: Mission, vision, core values, beneficiary value proposition; Strategic themes; Strategy map; Presentation of objectives, performance measures, target, and initiatives according to: Beneficiary, stakeholder; Finan cial stewardship; Business processes; and Organizational capacity. In terms of possessing the crucial ingredients of the balanced scorecard, the application strictly complied and adhered to the needed requirements; which contributed to its effectiveness. First and foremost, the explicit identification of the mission and vision statement was present and even included the value proposition which stated â€Å"Always There† to the beneficiaries of their services. The strategy map also vividly presented a visual summary of the objectives that would necessitate the design of strategies to effectively achieve them. Likewise, it was commendable that Kenya Red Cross presented an in-depth and comprehensive enumeration of the objectives, performance measures, targets, and initiatives that assisted in designing appropriate strategies which could be instrumental in facilitating the attainment of the identified goals. Overall, the structure and presentation was clear, straightforward, and highly commendable for following the essential elements required by the balanced scorecard approach (Kenya Red Cross, n.d.). As emphasized, there were enumerable benefits that were realized by the Kenya Red Cross due to the application of the balanced scorecard. According to Omolo (2010): â€Å"there are so many firsts with the balanced scorecard. Kenya Red Cross for the first time has a strategy that has performance measures and targets. For the first time we can present our strategy on a single sheet of paper. The balanced scorecard has changed the conversation on strategy and increased the focus on consistent monitoring of the strategy† (p. 2). Personal Reaction What did you like? Honestly, the experience relayed by Kenya Red Cross regarding the manner by which the balanced scorecard approach assisted in their ability to gauge the effectiveness of their strategies in achieving organizational objectives were inspiring and enlightening. I liked the way that the Chief Financi al Officer was able to communicate through the approach that in one comprehensive view, the organization is able to monitor their performance against mission, vision, and goals statements and inevitably assisted in adhering to the value proposition as required of the humanitarian organization. The most relevant realization that was relayed by Omolo (2010) focused on the ability of the balanced

Structure of Materials Essay Example | Topics and Well Written Essays - 1000 words

Structure of Materials - Essay Example The shaft calculations and analysis are done by analytical as well as finite element method in this paper. In addition, the results are compared between material specific product analysis and FEA results. Elasticity theory analysis shows that structures such as steel shaft have very high entropy. Most motor manufacturers use the knowledge of analysis to determine how durable is a shaft before considering incorporating it into the vehicle. for this reason, analytical methods along with theoretical researches has to focus on improved steel shaft durability under different loads running at various revolution rates. This paper analyses the steel through material specific product analysis and finite element analyses whereby it reveals that strain-time behavior under different loads and other complex stresses. Experimental data has proven to have an accuracy compared to the fine element predictions that are prone to some errors while predicting the lifetime of structures. It is observed that when the load to be driven by the shaft is 10 N, it will work for 18.2 hours. At a load of 50 N, working hours of the shaft decrease drastically to 4.1. Likewise, when the shaft at 3000 rpm drives a load of 150 N it will only work for 0.06 hours. From this, it is clear that the experimental data proves that different strain affects the life of the steel shaft. A graphical representation below shows that the shaft will not work under a certain load. Methods to analyze steel shafts used in motor vehicles demand for higher technical skills so as to perform intended function proving to be uneconomical. The material specific product design analysis uses incorporation of software to determine the life of shaft when operating under fatigue. Change in design and material of shaft can help in sustaining loads at various rates of revolution of motor engine. This is the only method to assure

A company that provide great customer service in its industry Essay

A company that provide great customer service in its industry - Essay Example nt here to understand the concept which was coined by George Ritzer whereby he kept the name ‘McDonaldization’ which is in relevance with the continuation of Max Webers theories related with bureaucracies. (Bassett, 1992) Max Weber has put in place a definition related with bureaucracy as being a large hierarchical organization which governs the basis of formal rules and regulations and which forms a lucid arrangement of tasks that need to be undertaken. McDonald’s believes in satisfying its customers all over the globe as there is a premise to regard the customers as the most important entity for the existence of this international fast food chain. The customers for McDonald’s mean everything for them as they are the people who introduce new and fresh concepts into the restaurant industry every now and then. Workers at the restaurant are given the tasks to grill, preparing French fries, working the front register and lastly taking orders at the drive through windows present at the selected McDonald’s outlets. McDonald’s has a network of authority starting from the workers, crew chiefs, shift managers, salary managers and up till the owner of the outlet in essence. (Lowenstein, 1997) McDonald’s has enforced within the fast food chain an impartial application of rules and policies so that there is no compromise on this tenet at any cost. McDonalds has maintained highest quality standards, personalized greetings at the registers and doors as well as at the drive through windows. McDonald’s has attained the role of being a bureaucratic chain more so because it is the most efficient means of managing a diverse set of people across varied geographic locations and societal segments. This leaves one to wonder as to why the process of McDonaldization has attained so much success when one thinks about McDonald’s. One must attach special linkage with fresh changes and mind-blowing conceptual moves when there is a visualization of McDonald’s in the

Are organizations rational Assignment Example | Topics and Well Written Essays - 1500 words

Are organizations rational - Assignment Example ncy and reliability of the system (Miller, 2012).  The desire to achieve efficiency forms the major part of rationality and organisation is considered as a mechanism where different parts are used to achieve the desired results. Since managers work towards achieving the best results, rationality is based on the efficiency of systems to achieve the desired outcome. This paper attempts to reveal how organisations show rationality in the decisions that are made in management level and the rationality of organisation through its independence and formation. Rational system involves two main elements that include goal specificity and formalisation. Rationality in organisations is related to formalisation of activities and decisions that form the daily systems of the organisation. This means that the organisation behaviour is shaped by standardisation and regulation of all activities in the organisation to achieve efficiency (Sapru, 2011). Through formalisation, stable expectations in production and results acts as the main focus of the company and this is one of the preconditions of rationality. An organisation offers an environment where employees are expected to perform to achieve certain goals and objectives of the company through a formal system thus resulting to rationality. It is therefore important to note that many organisations are rational owing to the fact that they operate with an objective to achieve desired results through formalised principles that are not based on emotions or superstitious beliefs (Catino, 2013).   Goal specificity involves the fact that organisations are formed for a specific objective or goal. Organisations focus on certain goals as their main purpose of operation. Specific goals are used as equipment for supporting rational behaviour in an organisation where they provide guidelines on the structural design, and this points on what specific tasks need to be carried out to ensure great performance and how to allocate resources to

Service Quality and Customer Satisfaction Research Paper

Service Quality and Customer Satisfaction - Research Paper Example Customer satisfaction is the outcome felt by those who have experienced a company’s performance that met or exceeded their expectations. Some researchers highlighted the importance of customer satisfaction and do see that customer satisfaction has a positive effect on organization’s profitability. Evidence also shows the positive connection between customer satisfaction, loyalty and retention. Customer loyalty refers to a deeply held commitment to re-buy a preferred product or service in the future despite situational influences and marketing efforts having the potential to cause switching behavior. The aim of this research is to study the impact of service quality on both customer satisfaction and customer loyalty and the overall effect on business and profitability. Chapter One: Introduction 1.1 Problem Statement This research studies the impact of service quality on customer satisfaction which in turn affects the overall business performance and accordingly the overa ll organizational profits and its market value. 1.2 Importance of the study In today’s dynamic market, competition has become very tough and the product no more became the competitive advantage, in contrast the service quality became the driver of today’s business and what differentiates organizations as today’s customer became more sophisticated and much more knowledgeable with access to global markets and information, accordingly, customer satisfaction became the center of attention and organizations heading more and more towards a customer centered perspective 1.3 Research Questions Does service quality really matter? What kind of competition exists in today’s marketplace? What is customer satisfaction? Can it be measured? Does customer satisfaction lead to customer loyalty? What is the relation between quality of service and customer satisfaction? How can customer satisfaction impact the business performance and company value? Chapter Two: Service qua lity 2.1 Service Quality in a Nutshell Service quality is a concept that defines the relationship between expectations and performance of a business. It is based on the knowledge that a company with high quality of service will fulfill the needs of the customer while retaining their economic competitiveness (Jean, 2000). Economic rivalry is increased by the improvement in the quality of service. This objective may be attained by comprehending and developing the operational methods, recognizing the problem swiftly and categorically creating an authentic and dependable service delivery measures and assessing the satisfaction of customers and other performance output. In other words, service quality is a term that is applied by a company’s administration to define the success in service. It replicates at every service delivery. Customers draw their anticipations from their previous experiences, adverts and from word of mouth (Anand, 2010). Universally, consumers contrast the ser vice obtained with anticipated whereby in case the former is underachieved compared to the latter the consumers get dissatisfied. 2.2 Is Service Quality that Important? One of the significant parts of the quality management is giving the customer service required. The business has faith in giving

The issue of tragedy Essay Example for Free

The issue of tragedy Essay The term, tragedy, by dictionary definition, can be defined as A story with a sad or unhappy ending. (Arthur Miller, Tragedy and the Common Man). Although there is some truth to this, the true definition of tragedy goes much deeper. The notion of tragedy has been a part of English literature since the beginning of the Classical times. Tragedy is available in almost all literary forms, such as, novels, play wrights, film, etc. Shakespeare, for example, has written numerous world renowned tragedies since the turn of the seventeenth century. Four centuries later, with all the changes to the world of literature, tragedy continues to prevail, as a popular form of literature. Through comparing and contrasting William Shakespeares, Hamlet, with Arthur Millers, Death of a Salesman, it is clear that tragedy continues to have many of the same features as it did so long ago and it continues to appeal to audiences today. This is demonstrated through the tragic hero, the heros tragic flaw, and the catharsis. With these three elements included, a more exact definition of tragedy is defined by Aristotle as, the imitation of an action that is serious, complete, and of a certain magnitude, in language embellished with each kind of artistic ornament, the several kinds being found in separate parts of the playthrough pity and fear effecting the proper purgation of these emotions. (Aristotle, The Poetics). Although each and every tragedy is slightly different or even quite dissimilar, every true tragedy includes the presence of a tragic hero. The tragic hero can be defined as man as both beautiful and terrible (Class notes, Tragedy and The Tragic Hero). It is most often the heros unjustified life which turns his story into a tragedy. The tragic hero has been a critical role since the beginning of tragedies and it continues to be today. However, views of how the hero should rank in society, have changed over time. According to Aristotle, it is thought that the heros position in society is to be much above the average man. Aristotle defines the hero to be a character of noble stature and has greatness. (Aristotle, Aristotles Idea of Tragedy). This can be seen in Shakespearean time, through such plays as, Hamlet. Hamlets noble stature comes from his position as a prince; he is the son of  the late king and nephew to the new king. Hamlets strong loyalty and dedication to his family has been interpreted as his greatness by many critics. This can be seen as Hamlet learns the truth about his fathers death, and his father asks him to seek revenge on his uncle, the new king, Haste me to knowt, that I, with wings as swift As meditation or the thoughts of love, May sweep to my revenge. (Shakespeare, Hamlet, III, v, 23-24). Hamlet reveals that he will do whatever it takes to seek revenge upon his uncle and is not worried about the consequences. With this quote, It becomes obvious that Hamlet is in fact the tragic hero of the play. Although it is partly the consistency of tragic heroism that attracts viewers to tragedy today, the status of the tragic hero has been viewed differently by great philosophers today, than it was hundreds of years ago. Arthur Miller, for example, believes that the common man is as apt a subject for tragedy in its highest sense as kings were. (Arthur Miller, Tragedy and the Common Man). The tragic hero, Willy Loman, in Arthur Millers, Death of a Salesman , unquestionably conforms to this description. Willy Loman is a common man, which is evident through his family life, his career as a salesman, and his position in society. Viewers can easily identify with him, which further classifies him as a tragic hero. Although Willy is a common man, he still has some greatness. His greatness lies in his struggle to claim some shred of dignity. He fights back against a system that is bigger than he is, that destroys little men like him. He demonstrates an ability for self sacrifice. (Class notes, Death of a Salesman- Is it a Tragedy). This is demonstrated through Willys discussion with Howard about getting further ahead in his business, You cant eat the orange and throw  the peel away-a man is not a piece of fruit. (Arthur Miller, Death of a Salesman, pg. 84). Willy is attempting to justify his position in society and fight back against the system, which he inevitably fails miserably at doing. By comparing Shakespeares Hamlet with Willy Loman in Arthur Millers, Death of a Salesman, it is evident that the tragic hero is a key element to every tragedy. Although their positions in society are slightly different they  both posses qualities of greatness and will eventually be doomed by these qualities. A tragedy would not be a true tragedy without the presence of the tragic hero, which is why audiences are still attracted to tragedies after hundreds of years. Although the tragic hero is acclaimed to be deemed with the qualities of greatness, the tragic hero is certainly not perfect. In fact, this strong imperfection is know as the heros tragic flaw. The heros tragic flaw is what distinguishes him from any other character. This can be seen in both Death of a Salesman and Hamlet. It may be exactly this unique tragic flaw which continually attracts audiences to tragedies today. The heros tragic flaw is unique to each character and it is what makes him/her a true tragic hero. In Shakespeares, Hamlet, Hamlets tragic flaw comes from his boundless loyalty to his family. It is because he strives to follow his fathers orders to the absolute fullest that he eventually causes his own demise. Hamlet is overly passionate, indecisive, excessively intellectual, and overly infantile. He has never grown up. Hamlet suffers from oedipus complex and cannot accept the reality that he has a mother with sexual needs. It is his tragic flaw which make Hamlet bound for destruction. This becomes evident to the audience when Hamlet is in his mothers room and hears a scream, without looking he assumes it is the voice of Claudius, How now, a rat? Dead for a ducat, dead. [Makes a pass through the arras, Polonius falls and dies]. (Hamlet, III, iv, 72) This is Hamlets character flaw, he doesnt think before he acts, he simply wants to follow his fathers commands to the fullest and so he acts with excessive passion. The tragic hero always has the potential to excel in his greatness but he/she inevitably succumbs to his/her weaknesses/tragic flaw. (Class notes, Tragedy and the Tragic Hero). The tragic hero, Hamlet, is very different from Death of a Salesmans tragic hero, Willy Loman, yet the tradition of the tragic flaw continues. Willy Lomans tragic flaw differs dramatically from Hamlet, yet audiences are still attracted to the tragic flaw today as much as they were in Shakespearean time. In Arthur Millers, Death of a Salesman, Willy Lomans tragic flaw comes from the unnecessary, immense importance he puts upon success, class, and respect through the eyes of society. Willy becomes  obsessed with obtaining a high position in society that it becomes his only reason for living. It is his tragic flaw which eventually leads him to his own death. As Arthur Miller comments, the tragic feeling is evoked in us when we are in the presence of a character who is ready to lay down his life if need be, to secure one thing- his sense of personal dignity. (Arthur Miller, Tragedy and The Common Man). This describes Willy Loman exactly. The feeling of pity is evoked in viewers because Willys tragic flaw is so easy to identify with. Willys flaw has good intentions, for he wants Biff to follow in his footsteps and benefit from his values, but Willys true flaw is his blindness to see that his obsession with these values is causing his own demise. This is demonstrated when Willy gives his two sons advice about getting ahead in the world the man who makes an appearance in the business world, the man who creates a personal interest, is the man who gets ahead. Be liked and you will never want. (Miller, Death of a Salesman, Pg 33) Obtaining a high position in society and being respected in the business world are what Willy feels are the most important aspects of life. As Bradley writes, [The tragic hero] need not be good, but should have so much of greatness that in his error and fall we are vividly conscious of the possibilities of human nature. (Class notes, Tragedy and The Tragic Hero). The feeling evoked is that if waste. Both Hamlet and Willy had great possibilities in life but the blindness of their tragic fall caused them to waste their chances and waste their life. This expected tragic feeling has remained constant over time and is what continues to appeal to audiences time and time again. Tragedies are literary works which are continually filled with suffering, destruction, and most often death. However, through this suffering, the tragic concept is that man endures and gains through suffering. (Class notes, Tragedy and the Tragic Hero) The destruction in each tragedy is never meaningless, it has significant relevance. Although, emotions are aroused, tragedy does not leave viewers feeling depressed. The goal of a tragedy is to leave viewers in a state of catharsis. The word catharsis implies that tragedy purges, removes, or unclogs negative emotions, such as pity and fear that build up within the human spirit. (Some thoughts About Tragedy, both  literary and mundane) Tragedy cleanses, purifies, and thus rids viewers of negative emotions, such as, anger, pity, and fear, and turns them into something good. Viewers endure the tragedy but then gain through suffering by purifying their unhealthy emotions into something healthy. Catharsism is evident in both Hamlet and Death of a Salesman and it continues to attract viewers to tragedies today, as it did hundreds of years ago. At the end of Hamlet, viewers are left with a very negative scene of blood, and many meaningless deaths. As depressing as it may seem, it is not meant to leave the audience feeling depressed. The audience is left with a feeling of cleansing, ridding any feelings of revenge. Viewers accept a feeling of a new beginning, due to the prior line of madness being destructed. Hamlet displays a portion of this optimism just before his death, Give me the cup. Let go. By heaven, Ill havet. O God, Horatio, what a wounded name, Things standing thus unknown, shall live behind me! If thou didst ever hold me in thy heart, Absent thee from felicity awhile, And in this harsh world draw thy breath in pain To tell my story (Hamlet, v, ii, 120). Although Hamlet is dying, he asks for his story to be told so others can benefit from the story of his life. It turns a depressing notion into something optimistic. Arthur Millers Death of a Salesman follows this same trait. Without personally reading or viewing, Death of a Salesman, one might think that Willy Loman taking his own life is a very depressing notion. However, like Hamlet, Death of a Salesman leaves the audience with the feeling of a catharsis when Willys life tragically ends. Audiences can easily relate to Willy Loman in his time of despair, as he fails again and again to obtain recognition from society. It is his entire reason for living until he eventually gives up and lays down his life in order for Biff to benefit. The tragedy allows the audience to purge themselves of feelings of pity and fear due to the strong connection with Willys character. Happy realizes what Willy has done for Biff and as he stands at his fathers funeral, Happy defends Willy by saying Im gonna show you and everybody else that Willy Loman did not die in vain. He had a good dream. Its the only dream you can have-to come out number-one man. He fought it out here, and this is where Im gonna win it for him. (Miller, Death of a  Salesman, Pg. 138-139). The audience realizes that Willy has almost turned his own defeat into a triumph, which replaces any negative emotions, with positive ones. There is no doubt that in every tragedy, there is endless suffering and destruction, however it is ones recognition with these feelings which allows the audience to cleanse themselves of these emotions and gain through the suffering. These qualities have been a large component of tragedy since tragedy began and continue to attract and appeal to audiences today. Tragedies are often extremely varied and each one is slightly different. The content of tragedies can be extremely diverse and often have nothing in common with any other tragedy. However, there are a few components which must be present in every true tragedy. Three important aspects which are contained in every true tragedy is the tragic hero, the heros tragic flaw, and the catharsis. This becomes evident through comparing and contrasting William Shakespeares, Hamlet, with Arthur Millers, Death of a Salesman. It is these features which allow tragedy to appeal to audiences today, just as much as they did hundreds of years ago. Tragedies have been popular for centuries and they will continue to be popular for centuries to come.