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Also, they began to adopt something called mass production. Mass production. This mass production, here we are talking about its huge size. 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So if you are going to look at these words,", "tokens": [20277, 366, 19813, 294, 3097, 11, 257, 2636, 294, 6078, 11, 257, 6409, 294, 20932, 11, 257, 9266, 294, 7043, 293, 370, 322, 13, 407, 498, 291, 366, 516, 281, 574, 412, 613, 2283, 11], "avg_logprob": -0.1768663256532616, "compression_ratio": 1.3697478991596639, "no_speech_prob": 0.0, "words": [{"start": 265.71, "end": 266.19, "word": " Others", "probability": 0.63720703125}, {"start": 266.19, "end": 266.57, "word": " are", "probability": 0.86279296875}, {"start": 266.57, "end": 267.01, "word": " specialized", "probability": 0.94287109375}, {"start": 267.01, "end": 267.55, "word": " in", "probability": 0.94482421875}, {"start": 267.55, "end": 268.83, "word": " training,", "probability": 0.828125}, {"start": 271.59, "end": 272.19, "word": " a", "probability": 0.5517578125}, {"start": 272.19, "end": 272.51, "word": " third", "probability": 0.90234375}, {"start": 272.51, "end": 272.85, "word": " in", "probability": 0.8955078125}, {"start": 272.85, "end": 274.03, "word": " investment,", "probability": 0.95166015625}, {"start": 275.55, "end": 276.57, "word": " a", "probability": 0.9453125}, {"start": 276.57, "end": 276.91, "word": " fourth", "probability": 0.91650390625}, {"start": 276.91, "end": 277.31, "word": " in", "probability": 0.94140625}, {"start": 277.31, "end": 278.19, "word": " consultation,", "probability": 0.8681640625}, {"start": 280.75, "end": 280.95, "word": " a", "probability": 0.916015625}, {"start": 280.95, "end": 281.21, "word": " fifth", "probability": 0.93359375}, {"start": 281.21, "end": 281.63, "word": " in", "probability": 0.94482421875}, {"start": 281.63, "end": 282.31, "word": " engineering", "probability": 0.939453125}, {"start": 282.31, "end": 284.37, "word": " and", "probability": 0.55615234375}, {"start": 284.37, "end": 284.55, "word": " so", "probability": 0.9501953125}, {"start": 284.55, "end": 284.81, "word": " on.", "probability": 0.951171875}, {"start": 287.59, "end": 288.13, "word": " So", "probability": 0.86767578125}, {"start": 288.13, "end": 288.25, "word": " if", "probability": 0.75927734375}, {"start": 288.25, "end": 288.33, "word": " you", "probability": 0.96240234375}, {"start": 288.33, "end": 288.45, "word": " are", "probability": 0.8125}, {"start": 288.45, "end": 288.65, "word": " going", "probability": 0.9384765625}, {"start": 288.65, "end": 288.83, "word": " to", "probability": 0.96728515625}, {"start": 288.83, "end": 288.97, "word": " look", "probability": 0.9658203125}, {"start": 288.97, "end": 289.15, "word": " at", "probability": 0.96044921875}, {"start": 289.15, "end": 289.37, "word": " these", "probability": 0.8662109375}, {"start": 289.37, "end": 289.81, "word": " words,", "probability": 0.85498046875}], "temperature": 1.0}, {"id": 11, "seek": 31852, "start": 290.54, "end": 318.52, "text": " You are going to say that they are or they could be summarized by one word which is the nature of the function. In other words, the functional specialization structure is saying if a person under the sales staff member is specialized in accounting, this person we cannot transfer him to do the consultation work within the team. The vice versa is correct.", "tokens": [509, 366, 516, 281, 584, 300, 436, 366, 420, 436, 727, 312, 14611, 1602, 538, 472, 1349, 597, 307, 264, 3687, 295, 264, 2445, 13, 682, 661, 2283, 11, 264, 11745, 2121, 2144, 3877, 307, 1566, 498, 257, 954, 833, 264, 5763, 3525, 4006, 307, 19813, 294, 19163, 11, 341, 954, 321, 2644, 5003, 796, 281, 360, 264, 20932, 589, 1951, 264, 1469, 13, 440, 11964, 25650, 307, 3006, 13], "avg_logprob": -0.16714349179200724, "compression_ratio": 1.6481481481481481, "no_speech_prob": 0.0, "words": [{"start": 290.54, "end": 290.74, "word": " You", "probability": 0.463623046875}, {"start": 290.74, "end": 290.9, "word": " are", "probability": 0.7275390625}, {"start": 290.9, "end": 291.1, "word": " going", "probability": 0.93994140625}, {"start": 291.1, "end": 291.28, "word": " to", "probability": 0.970703125}, {"start": 291.28, "end": 291.48, "word": " say", "probability": 0.93310546875}, {"start": 291.48, "end": 291.82, "word": " that", "probability": 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His brain is mastering the skills and knowledge which is related to the function of accounting. The same thing happened. So according to the functional specialization structure, substitution isn't an easy task.", "tokens": [1545, 30, 2812, 3567, 307, 49382, 264, 3942, 293, 3601, 597, 307, 4077, 281, 264, 2445, 295, 19163, 13, 440, 912, 551, 2011, 13, 407, 4650, 281, 264, 11745, 2121, 2144, 3877, 11, 35827, 1943, 380, 364, 1858, 5633, 13], "avg_logprob": -0.2317073141656271, "compression_ratio": 1.4210526315789473, "no_speech_prob": 0.0, "words": [{"start": 319.69, "end": 320.43, "word": " Why?", "probability": 0.490478515625}, {"start": 320.97, "end": 321.45, "word": " His", "probability": 0.60205078125}, {"start": 321.45, "end": 322.01, "word": " brain", "probability": 0.89892578125}, {"start": 322.01, "end": 322.87, "word": " is", "probability": 0.92041015625}, {"start": 322.87, "end": 323.39, "word": " mastering", "probability": 0.91748046875}, {"start": 323.39, "end": 323.81, "word": " the", "probability": 0.86376953125}, {"start": 323.81, "end": 324.15, "word": " skills", "probability": 0.8212890625}, {"start": 324.15, "end": 324.39, "word": " and", "probability": 0.921875}, {"start": 324.39, "end": 324.67, "word": " knowledge", "probability": 0.6962890625}, {"start": 324.67, "end": 324.89, "word": " which", "probability": 0.6357421875}, {"start": 324.89, "end": 325.03, "word": " is", "probability": 0.603515625}, {"start": 325.03, "end": 325.31, "word": " related", "probability": 0.76953125}, {"start": 325.31, "end": 325.57, "word": " to", "probability": 0.9638671875}, {"start": 325.57, "end": 325.85, "word": " the", "probability": 0.82568359375}, {"start": 325.85, "end": 326.55, "word": " function", "probability": 0.87890625}, {"start": 326.55, "end": 326.79, "word": " of", "probability": 0.9638671875}, {"start": 326.79, "end": 327.25, "word": " accounting.", "probability": 0.90283203125}, {"start": 328.83, "end": 329.01, "word": " The", "probability": 0.60546875}, {"start": 329.01, "end": 329.23, "word": " same", "probability": 0.916015625}, {"start": 329.23, "end": 329.47, "word": " thing", "probability": 0.912109375}, {"start": 329.47, "end": 329.73, "word": " happened.", "probability": 0.3798828125}, {"start": 332.21, "end": 332.95, "word": " So", "probability": 0.61328125}, {"start": 332.95, "end": 333.49, "word": " according", "probability": 0.6455078125}, {"start": 333.49, "end": 333.69, "word": " to", "probability": 0.96728515625}, {"start": 333.69, "end": 333.81, "word": " the", "probability": 0.79541015625}, {"start": 333.81, "end": 334.15, "word": " functional", "probability": 0.88427734375}, {"start": 334.15, "end": 334.79, "word": " specialization", "probability": 0.902587890625}, {"start": 334.79, "end": 335.27, "word": " structure,", "probability": 0.8466796875}, {"start": 335.81, "end": 336.39, "word": " substitution", "probability": 0.86181640625}, {"start": 336.39, "end": 337.27, "word": " isn't", "probability": 0.79931640625}, {"start": 337.27, "end": 337.47, "word": " an", "probability": 0.94580078125}, {"start": 337.47, "end": 337.69, "word": " easy", "probability": 0.90625}, {"start": 337.69, "end": 338.09, "word": " task.", "probability": 0.92236328125}], "temperature": 1.0}, {"id": 13, "seek": 36633, "start": 340.05, "end": 366.33, "text": " Substitution isn't an easy task. So let's summarize what we said. So the functional specialization, it focuses on the activities of the function performed by customer contact people. Now, the product and the market heterogeneity, diversity, difference, and complexity may require a diverse set of skills and knowledge used for large global organizations.", "tokens": [42090, 6518, 1943, 380, 364, 1858, 5633, 13, 407, 718, 311, 20858, 437, 321, 848, 13, 407, 264, 11745, 2121, 2144, 11, 309, 16109, 322, 264, 5354, 295, 264, 2445, 10332, 538, 5474, 3385, 561, 13, 823, 11, 264, 1674, 293, 264, 2142, 20789, 23360, 507, 11, 8811, 11, 2649, 11, 293, 14024, 815, 3651, 257, 9521, 992, 295, 3942, 293, 3601, 1143, 337, 2416, 4338, 6150, 13], "avg_logprob": -0.18217843770980835, "compression_ratio": 1.5777777777777777, "no_speech_prob": 0.0, "words": [{"start": 340.05, "end": 340.75, "word": " Substitution", "probability": 0.91943359375}, {"start": 340.75, "end": 341.45, "word": " isn't", "probability": 0.810546875}, {"start": 341.45, "end": 341.63, "word": " an", "probability": 0.9404296875}, {"start": 341.63, "end": 341.99, "word": " easy", "probability": 0.90966796875}, 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We can conclude that the nature of production has changed. We began talking about mass production. We began talking about massive skills, massive knowledge. These massive skills and knowledge cannot be absorbed by one brain. So we need what? 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This is reminding us with what we studied in business essential number one, the vision of work and specialization. So all these things are related to the functional specialization structure. Go on. Let's give example for the organizational structure. Now if you are going to look at this example, we are going to see the following.", "tokens": [567, 486, 4505, 472, 2445, 13, 639, 307, 27639, 505, 365, 437, 321, 9454, 294, 1606, 7115, 1230, 472, 11, 264, 5201, 295, 589, 293, 2121, 2144, 13, 407, 439, 613, 721, 366, 4077, 281, 264, 11745, 2121, 2144, 3877, 13, 1037, 322, 13, 961, 311, 976, 1365, 337, 264, 24730, 3877, 13, 823, 498, 291, 366, 516, 281, 574, 412, 341, 1365, 11, 321, 366, 516, 281, 536, 264, 3480, 13], "avg_logprob": -0.22324485648168277, "compression_ratio": 1.6605504587155964, "no_speech_prob": 0.0, "words": [{"start": 395.43, "end": 395.67, "word": " who", "probability": 0.27490234375}, {"start": 395.67, "end": 395.83, "word": " will", "probability": 0.7578125}, {"start": 395.83, "end": 396.11, "word": " master", "probability": 0.93310546875}, {"start": 396.11, "end": 396.53, "word": " one", "probability": 0.84228515625}, {"start": 396.53, "end": 397.63, "word": " function.", "probability": 0.94189453125}, {"start": 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At the top, we are talking about the visual marketing manager. In the second lower level, we are talking about industry sales manager. Where we are talking about the system manager. Over there, we are talking about administrative manager. Look at here. The function here is related to the industry. The function here is related to the system. 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So in this industry we began talking about account executives which means sales persons. They are the sales persons who are going to interact with the customers. But later on here we are talking about what? People who are mastering or functioning or working in the technical support team. 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So the distribution and organization of the structure is founded on the function which the salesperson is performing. So if the person is working in the field of training or installation, we cannot transfer them or her to work as a salesperson. The person who is working as a salesperson cannot transfer to do or to provide technical support. 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This is the skill and the knowledge which they are understanding. This is their own business. This is their own function. This is their nature of work. Because of this, as we said before, substitution isn't uneasy according to the ideology of the functional specialization structure. Clear? Go on. Let's sum up the advantages and disadvantages of this model. 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If you are going to think of this training item, it might be done by another personnel who is working in the marketing department. With this here, we are talking about what? Sales department.", "tokens": [682, 661, 2283, 11, 321, 366, 13761, 281, 264, 5763, 14453, 567, 366, 3097, 264, 4581, 577, 281, 2042, 420, 2028, 365, 364, 7198, 420, 665, 420, 1674, 13, 759, 291, 366, 516, 281, 519, 295, 341, 3097, 3174, 11, 309, 1062, 312, 1096, 538, 1071, 14988, 567, 307, 1364, 294, 264, 6370, 5882, 13, 2022, 341, 510, 11, 321, 366, 1417, 466, 437, 30, 23467, 5882, 13], "avg_logprob": -0.20357790546140808, "compression_ratio": 1.6536585365853658, "no_speech_prob": 0.0, "words": [{"start": 624.91, "end": 625.11, "word": " In", "probability": 0.716796875}, {"start": 625.11, "end": 625.33, "word": " other", "probability": 0.875}, {"start": 625.33, "end": 625.75, "word": " words,", "probability": 0.880859375}, {"start": 626.19, "end": 626.33, "word": " we", "probability": 0.90283203125}, {"start": 626.33, "end": 626.45, "word": " are", "probability": 0.81640625}, {"start": 626.45, "end": 626.77, "word": " referring", "probability": 0.84033203125}, {"start": 626.77, 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And the same task it is done by a personal staff member who are working in marketing department. Is this a duplication? Yes. Is it a waste of resources? Yes. Is it a waste of time? Yes. Is it a waste of cost? Yes. 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think the senior management is going to yield to the willing of this person? Yes. What's the meaning of yield? Of course. Because of this, we are saying more expensive. These are the two disadvantages. Any questions, any comments about the functional structure model? Now, look at here. 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Look at the alternatives which are experimented by different firms. Over here, we are listing some of the American companies. One of them is called American Express. This American company is specialized in shipment. 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Somebody is going to say, so the function of this sales person is to hire or to hunt a new customer. Is this right? It's right.", "tokens": [440, 2665, 20212, 2051, 365, 27709, 3007, 597, 307, 6250, 337, 10501, 264, 36481, 5927, 11, 436, 366, 1566, 11, 321, 366, 406, 516, 281, 11158, 604, 5763, 14453, 3993, 729, 567, 366, 1075, 281, 5049, 777, 4581, 13, 13463, 307, 516, 281, 584, 11, 370, 264, 2445, 295, 341, 5763, 954, 307, 281, 11158, 420, 281, 12454, 257, 777, 5474, 13, 1119, 341, 558, 30, 467, 311, 558, 13], "avg_logprob": -0.2215008815409432, "compression_ratio": 1.6142857142857143, "no_speech_prob": 0.0, "words": [{"start": 822.37, "end": 822.61, "word": " The", "probability": 0.3740234375}, {"start": 822.61, "end": 822.95, "word": " American", "probability": 0.8583984375}, {"start": 822.95, "end": 823.57, "word": " Express", "probability": 0.7109375}, {"start": 823.57, "end": 824.23, "word": " along", "probability": 0.7470703125}, {"start": 824.23, "end": 824.49, "word": " with", "probability": 0.89111328125}, {"start": 824.49, "end": 824.87, "word": " Gillette", "probability": 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What does it mean? It means persons who are able to catch the heart and the brains and the eyes of people who are going to meet them for the first time. This is the secret for hiring or recruiting new customers. How? They will say, let's look at the character of our sales people.", "tokens": [961, 311, 352, 322, 294, 341, 8174, 11, 12477, 1080, 3620, 13, 708, 775, 309, 914, 30, 467, 1355, 14453, 567, 366, 1075, 281, 3745, 264, 1917, 293, 264, 15442, 293, 264, 2575, 295, 561, 567, 366, 516, 281, 1677, 552, 337, 264, 700, 565, 13, 639, 307, 264, 4054, 337, 15335, 420, 25987, 777, 4581, 13, 1012, 30, 814, 486, 584, 11, 718, 311, 574, 412, 264, 2517, 295, 527, 5763, 561, 13], "avg_logprob": -0.19072917381922405, "compression_ratio": 1.5734597156398105, "no_speech_prob": 5.960464477539063e-08, "words": [{"start": 853.13, "end": 853.49, "word": " Let's", "probability": 0.752197265625}, {"start": 853.49, "end": 853.71, "word": " go", "probability": 0.89697265625}, {"start": 853.71, "end": 853.87, "word": " on", "probability": 0.7587890625}, {"start": 853.87, "end": 854.09, "word": " in", "probability": 0.74658203125}, {"start": 854.09, "end": 854.53, "word": " this", "probability": 0.93408203125}, 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If they are able to leave a good impression for them, then this is the answer or this is the right staff member whom we should hire. If they are not, this means we cannot hire them as salesperson. 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is this salesperson must be engineer. If they are engineer, they are going to succeed in achieving our own profitability and our own sales. If their function is then to do as an engineer, we cannot hire them.", "tokens": [2639, 5763, 10813, 281, 360, 1340, 3993, 472, 551, 11, 597, 307, 341, 5763, 10813, 1633, 312, 11403, 13, 759, 436, 366, 11403, 11, 436, 366, 516, 281, 7754, 294, 19626, 527, 1065, 46249, 293, 527, 1065, 5763, 13, 759, 641, 2445, 307, 550, 281, 360, 382, 364, 11403, 11, 321, 2644, 11158, 552, 13], "avg_logprob": -0.17117746041289397, "compression_ratio": 1.6923076923076923, "no_speech_prob": 0.0, "words": [{"start": 1022.69, "end": 1023.25, "word": " Any", "probability": 0.431884765625}, {"start": 1023.25, "end": 1023.81, "word": " salesperson", "probability": 0.7666015625}, {"start": 1023.81, "end": 1024.67, "word": " to", "probability": 0.6435546875}, {"start": 1024.67, "end": 1024.85, "word": " do", "probability": 0.94970703125}, {"start": 1024.85, "end": 1025.29, "word": " anything", "probability": 0.86279296875}, {"start": 1025.29, "end": 1025.53, "word": " except", "probability": 0.85498046875}, {"start": 1025.53, "end": 1025.83, "word": " one", "probability": 0.88134765625}, {"start": 1025.83, "end": 1026.03, "word": " thing,", "probability": 0.93017578125}, {"start": 1026.13, "end": 1026.27, "word": " which", "probability": 0.8740234375}, {"start": 1026.27, "end": 1026.57, "word": " is", "probability": 0.939453125}, {"start": 1026.57, "end": 1027.45, "word": " this", "probability": 0.537109375}, {"start": 1027.45, "end": 1028.01, "word": " salesperson", "probability": 0.84716796875}, {"start": 1028.01, "end": 1028.23, "word": " must", "probability": 0.8623046875}, {"start": 1028.23, "end": 1028.39, "word": " be", "probability": 0.95068359375}, {"start": 1028.39, "end": 1028.73, "word": " engineer.", "probability": 0.5615234375}, {"start": 1031.09, "end": 1031.61, "word": " If", "probability": 0.94189453125}, {"start": 1031.61, "end": 1031.79, "word": " they", "probability": 0.8955078125}, {"start": 1031.79, "end": 1032.01, "word": " are", "probability": 0.91455078125}, {"start": 1032.01, "end": 1032.49, "word": " engineer,", "probability": 0.80419921875}, {"start": 1032.71, "end": 1033.43, "word": " they", "probability": 0.86181640625}, {"start": 1033.43, "end": 1033.63, "word": " are", "probability": 0.884765625}, {"start": 1033.63, "end": 1033.89, "word": " going", "probability": 0.939453125}, {"start": 1033.89, "end": 1034.07, "word": " to", "probability": 0.9658203125}, {"start": 1034.07, "end": 1034.63, "word": " succeed", "probability": 0.9140625}, {"start": 1034.63, "end": 1034.89, "word": " in", "probability": 0.9365234375}, {"start": 1034.89, "end": 1035.35, "word": " achieving", "probability": 0.87353515625}, {"start": 1035.35, "end": 1035.67, "word": " our", "probability": 0.806640625}, {"start": 1035.67, "end": 1035.87, "word": " own", "probability": 0.837890625}, {"start": 1035.87, "end": 1036.45, "word": " profitability", "probability": 0.921875}, {"start": 1036.45, "end": 1036.69, "word": " and", "probability": 0.8173828125}, {"start": 1036.69, "end": 1036.93, "word": " our", "probability": 0.76025390625}, {"start": 1036.93, "end": 1037.19, "word": " own", "probability": 0.857421875}, {"start": 1037.19, "end": 1037.49, "word": " sales.", "probability": 0.92333984375}, {"start": 1038.83, "end": 1039.33, "word": " If", "probability": 0.9501953125}, {"start": 1039.33, "end": 1039.57, "word": " their", "probability": 0.9443359375}, {"start": 1039.57, "end": 1039.99, "word": " function", "probability": 0.95703125}, {"start": 1039.99, "end": 1040.19, "word": " is", "probability": 0.92041015625}, {"start": 1040.19, "end": 1040.35, "word": " then", "probability": 0.72216796875}, {"start": 1040.35, "end": 1040.51, "word": " to", "probability": 0.9521484375}, {"start": 1040.51, "end": 1040.69, "word": " do", "probability": 0.9453125}, {"start": 1040.69, "end": 1040.99, "word": " as", "probability": 0.94921875}, {"start": 1040.99, "end": 1041.23, "word": " an", "probability": 0.8544921875}, {"start": 1041.23, "end": 1041.61, "word": " engineer,", "probability": 0.93408203125}, {"start": 1042.03, "end": 1042.35, "word": " we", "probability": 0.94873046875}, {"start": 1042.35, "end": 1042.63, "word": " cannot", "probability": 0.7939453125}, {"start": 1042.63, "end": 1042.93, "word": " hire", "probability": 0.92236328125}, {"start": 1042.93, "end": 1043.15, "word": " them.", "probability": 0.8828125}], "temperature": 1.0}, {"id": 39, "seek": 107222, "start": 1045.12, "end": 1072.22, "text": " The same thing here with IBM which is manufacturing computers as you know and Mixon corporation, they are saying we cannot hire any salesperson unless he or she is able to provide something called service consultation. If they are able to provide these things, then we can hire them to be salesperson. So look at here, what we can conclude from this example?", "tokens": [440, 912, 551, 510, 365, 23487, 597, 307, 11096, 10807, 382, 291, 458, 293, 12769, 266, 22197, 11, 436, 366, 1566, 321, 2644, 11158, 604, 5763, 10813, 5969, 415, 420, 750, 307, 1075, 281, 2893, 746, 1219, 2643, 20932, 13, 759, 436, 366, 1075, 281, 2893, 613, 721, 11, 550, 321, 393, 11158, 552, 281, 312, 5763, 10813, 13, 407, 574, 412, 510, 11, 437, 321, 393, 16886, 490, 341, 1365, 30], "avg_logprob": -0.20537243803886518, "compression_ratio": 1.617117117117117, "no_speech_prob": 0.0, "words": [{"start": 1045.12, "end": 1045.38, "word": " The", "probability": 0.751953125}, {"start": 1045.38, "end": 1045.6, "word": " same", "probability": 0.9033203125}, {"start": 1045.6, "end": 1045.84, "word": " thing", "probability": 0.88623046875}, {"start": 1045.84, "end": 1046.06, "word": " here", "probability": 0.71826171875}, {"start": 1046.06, "end": 1046.24, "word": " with", "probability": 0.86572265625}, {"start": 1046.24, 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First, this is going to be in the exam. There is something called one best method approach of sales. Second, we are talking about individual differences among firms and companies. We were talking about individual differences among human beings. The same thing likewise is applicable on the firms.", "tokens": [492, 393, 16886, 472, 2199, 551, 13, 2386, 11, 341, 307, 516, 281, 312, 294, 264, 1139, 13, 821, 307, 746, 1219, 472, 1151, 3170, 3109, 295, 5763, 13, 5736, 11, 321, 366, 1417, 466, 2609, 7300, 3654, 18055, 293, 3431, 13, 492, 645, 1417, 466, 2609, 7300, 3654, 1952, 8958, 13, 440, 912, 551, 32407, 307, 21142, 322, 264, 18055, 13], "avg_logprob": -0.22247023856829082, "compression_ratio": 1.6887755102040816, "no_speech_prob": 0.0, "words": [{"start": 1073.35, "end": 1073.55, "word": " We", "probability": 0.6689453125}, {"start": 1073.55, "end": 1073.77, "word": " can", "probability": 0.91015625}, {"start": 1073.77, "end": 1074.21, "word": " conclude", "probability": 0.7978515625}, {"start": 1074.21, "end": 1074.69, "word": " one", "probability": 0.8310546875}, {"start": 1074.69, "end": 1075.15, "word": " simple", "probability": 0.94921875}, {"start": 1075.15, "end": 1075.53, "word": " thing.", "probability": 0.9033203125}, 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So this fact of individual differences is forcing the firms to adopt different approaches of sales and different approaches of organizational structures. 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So, what is our conclusion? Our conclusion is summarized here. There is no one best way to organize our sales force. But why?", "tokens": [309, 1177, 380, 4725, 914, 309, 307, 516, 281, 7754, 294, 527, 6174, 293, 370, 322, 13, 407, 11, 437, 307, 527, 10063, 30, 2621, 10063, 307, 14611, 1602, 510, 13, 821, 307, 572, 472, 1151, 636, 281, 13859, 527, 5763, 3464, 13, 583, 983, 30], "avg_logprob": -0.2651263221781305, "compression_ratio": 1.3986013986013985, "no_speech_prob": 0.0, "words": [{"start": 1126.86, "end": 1127.14, "word": " it", "probability": 0.39404296875}, {"start": 1127.14, "end": 1127.58, "word": " doesn't", "probability": 0.838134765625}, {"start": 1127.58, "end": 1128.0, "word": " necessarily", "probability": 0.0943603515625}, {"start": 1128.0, "end": 1128.3, "word": " mean", "probability": 0.90625}, {"start": 1128.3, "end": 1128.48, "word": " it", "probability": 0.72509765625}, {"start": 1128.48, "end": 1128.8, "word": " is", "probability": 0.52685546875}, {"start": 1128.8, "end": 1129.28, "word": " going", "probability": 0.93994140625}, {"start": 1129.28, "end": 1129.48, "word": " to", "probability": 0.9697265625}, {"start": 1129.48, "end": 1130.12, "word": " succeed", "probability": 0.78369140625}, {"start": 1130.12, "end": 1131.02, "word": " in", "probability": 0.767578125}, {"start": 1131.02, "end": 1131.22, "word": " our", "probability": 0.87060546875}, {"start": 1131.22, "end": 1131.56, "word": " firm", "probability": 0.79150390625}, {"start": 1131.56, "end": 1132.54, "word": " and", "probability": 0.65185546875}, {"start": 1132.54, "end": 1132.84, "word": " so", "probability": 0.943359375}, {"start": 1132.84, "end": 1133.14, "word": " on.", "probability": 0.9462890625}, {"start": 1134.38, "end": 1134.64, "word": " So,", "probability": 0.728515625}, {"start": 1135.6, "end": 1136.3, "word": " what", "probability": 0.89208984375}, {"start": 1136.3, "end": 1136.42, "word": " is", "probability": 0.93359375}, {"start": 1136.42, "end": 1136.62, "word": " our", "probability": 0.89501953125}, {"start": 1136.62, "end": 1137.16, "word": " conclusion?", "probability": 0.88623046875}, {"start": 1137.6, "end": 1137.82, "word": " Our", "probability": 0.76318359375}, {"start": 1137.82, "end": 1138.16, "word": " conclusion", "probability": 0.91064453125}, {"start": 1138.16, "end": 1138.44, "word": " is", "probability": 0.92138671875}, {"start": 1138.44, "end": 1138.8, "word": " summarized", "probability": 0.89013671875}, {"start": 1138.8, "end": 1139.08, "word": " here.", "probability": 0.8408203125}, {"start": 1140.08, "end": 1140.38, "word": " There", "probability": 0.703125}, {"start": 1140.38, "end": 1140.6, "word": " is", "probability": 0.93359375}, {"start": 1140.6, "end": 1140.98, "word": " no", "probability": 0.8310546875}, {"start": 1140.98, "end": 1141.38, "word": " one", "probability": 0.92041015625}, {"start": 1141.38, "end": 1141.68, "word": " best", "probability": 0.85986328125}, {"start": 1141.68, "end": 1142.04, "word": " way", "probability": 0.955078125}, {"start": 1142.04, "end": 1142.86, "word": " to", "probability": 0.96533203125}, {"start": 1142.86, "end": 1143.44, "word": " organize", "probability": 0.88525390625}, {"start": 1143.44, "end": 1143.8, "word": " our", "probability": 0.8388671875}, {"start": 1143.8, "end": 1144.18, "word": " sales", "probability": 0.865234375}, {"start": 1144.18, "end": 1144.6, "word": " force.", "probability": 0.9345703125}, {"start": 1145.56, "end": 1145.78, "word": " But", "probability": 0.51220703125}, {"start": 1145.78, "end": 1146.12, "word": " why?", "probability": 0.84228515625}], "temperature": 1.0}, {"id": 43, "seek": 116715, "start": 1147.03, "end": 1167.15, "text": " Because we are talking about individual differences among firms and companies. Firms and companies are not looking like each other. They are different. They are different in so many things. So companies are experimenting with many different forms in order to compete in profitability.", "tokens": [1436, 321, 366, 1417, 466, 2609, 7300, 3654, 18055, 293, 3431, 13, 28164, 2592, 293, 3431, 366, 406, 1237, 411, 1184, 661, 13, 814, 366, 819, 13, 814, 366, 819, 294, 370, 867, 721, 13, 407, 3431, 366, 29070, 365, 867, 819, 6422, 294, 1668, 281, 11831, 294, 46249, 13], "avg_logprob": -0.17356004785088933, "compression_ratio": 1.7065868263473054, "no_speech_prob": 0.0, "words": [{"start": 1147.03, "end": 1147.41, "word": " Because", "probability": 0.5712890625}, {"start": 1147.41, "end": 1147.55, "word": " we", "probability": 0.88134765625}, {"start": 1147.55, "end": 1147.67, "word": " are", "probability": 0.88330078125}, {"start": 1147.67, "end": 1147.95, "word": " talking", "probability": 0.8486328125}, {"start": 1147.95, "end": 1148.45, "word": " about", "probability": 0.90576171875}, {"start": 1148.45, "end": 1149.59, "word": " individual", "probability": 0.83203125}, {"start": 1149.59, "end": 1150.21, "word": " differences", "probability": 0.84033203125}, {"start": 1150.21, "end": 1150.59, "word": " among", "probability": 0.49951171875}, {"start": 1150.59, "end": 1150.99, "word": " firms", "probability": 0.94873046875}, {"start": 1150.99, "end": 1151.29, "word": " and", "probability": 0.9345703125}, {"start": 1151.29, "end": 1151.77, "word": " companies.", "probability": 0.9423828125}, {"start": 1152.29, "end": 1152.97, "word": " Firms", "probability": 0.903564453125}, {"start": 1152.97, "end": 1153.17, "word": " and", "probability": 0.935546875}, {"start": 1153.17, "end": 1153.57, "word": " companies", "probability": 0.916015625}, {"start": 1153.57, "end": 1153.89, "word": " are", "probability": 0.93115234375}, {"start": 1153.89, "end": 1154.31, "word": " not", "probability": 0.943359375}, {"start": 1154.31, "end": 1155.07, "word": " looking", "probability": 0.900390625}, {"start": 1155.07, "end": 1155.51, "word": " like", "probability": 0.89794921875}, {"start": 1155.51, "end": 1155.73, "word": " each", "probability": 0.9453125}, {"start": 1155.73, "end": 1155.95, "word": " other.", "probability": 0.64453125}, {"start": 1156.33, "end": 1156.47, "word": " They", "probability": 0.814453125}, {"start": 1156.47, "end": 1156.65, "word": " are", "probability": 0.9365234375}, {"start": 1156.65, "end": 1157.07, "word": " different.", "probability": 0.89453125}, {"start": 1157.93, "end": 1158.13, "word": " They", "probability": 0.80029296875}, {"start": 1158.13, "end": 1158.31, "word": " are", "probability": 0.939453125}, {"start": 1158.31, "end": 1158.79, "word": " different", "probability": 0.8876953125}, {"start": 1158.79, "end": 1159.13, "word": " in", "probability": 0.91796875}, {"start": 1159.13, "end": 1159.39, "word": " so", "probability": 0.931640625}, {"start": 1159.39, "end": 1159.63, "word": " many", "probability": 0.89599609375}, {"start": 1159.63, "end": 1160.01, "word": " things.", "probability": 0.81298828125}, {"start": 1161.17, "end": 1161.49, "word": " So", "probability": 0.884765625}, {"start": 1161.49, "end": 1162.61, "word": " companies", "probability": 0.515625}, {"start": 1162.61, "end": 1163.17, "word": " are", "probability": 0.93115234375}, {"start": 1163.17, "end": 1163.79, "word": " experimenting", "probability": 0.88134765625}, {"start": 1163.79, "end": 1164.07, "word": " with", "probability": 0.88525390625}, {"start": 1164.07, "end": 1164.29, "word": " many", "probability": 0.87451171875}, {"start": 1164.29, "end": 1164.71, "word": " different", "probability": 0.8642578125}, {"start": 1164.71, "end": 1165.19, "word": " forms", "probability": 0.85107421875}, {"start": 1165.19, "end": 1165.97, "word": " in", "probability": 0.85205078125}, {"start": 1165.97, "end": 1166.23, "word": " order", "probability": 0.9208984375}, {"start": 1166.23, "end": 1166.41, "word": " to", "probability": 0.97119140625}, {"start": 1166.41, "end": 1166.69, "word": " compete", "probability": 0.89501953125}, {"start": 1166.69, "end": 1166.81, "word": " in", "probability": 0.378173828125}, {"start": 1166.81, "end": 1167.15, "word": " profitability.", "probability": 0.9130859375}], "temperature": 1.0}, {"id": 44, "seek": 119375, "start": 1169.47, "end": 1193.75, "text": " If this is the case, then a company should start by examining its customers and looking at its organizational form with the customer's perspective. Each firm must answer or address one issue, which is, who are our customers? 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Move on. 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Somebody is going to say, why companies began to think in this way? 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the strongest requirement is read this question. How to select the customer? The mechanism of the selection of the customer. Somebody is going to wonder why? 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How? Look at here. 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increased number of the customers who are classified to be strategic but in fact they are not strategic is going to lead to increased pressure of work. The increased pressure of work over the staff member who are working in the strategic department is going to lead by the end to lower level of service. 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This might lead as Haneen said might push the management to increase what? The cost by hiring extra staff members. Because of this what we are saying selection is very important. 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Not only devastating, destructive. Clear? Let's summarize this. Now this is summarized here.", "tokens": [1610, 498, 428, 9450, 307, 2085, 11, 264, 3542, 293, 264, 10098, 366, 516, 281, 312, 21280, 13, 1726, 787, 21280, 11, 26960, 13, 14993, 30, 961, 311, 20858, 341, 13, 823, 341, 307, 14611, 1602, 510, 13], "avg_logprob": -0.20282452228741768, "compression_ratio": 1.3676470588235294, "no_speech_prob": 0.0, "words": [{"start": 1518.38, "end": 1518.58, "word": " Or", "probability": 0.42626953125}, {"start": 1518.58, "end": 1518.7, "word": " if", "probability": 0.89306640625}, {"start": 1518.7, "end": 1518.84, "word": " your", "probability": 0.8505859375}, {"start": 1518.84, "end": 1519.24, "word": " selection", "probability": 0.888671875}, {"start": 1519.24, "end": 1519.44, "word": " is", "probability": 0.94091796875}, {"start": 1519.44, "end": 1519.74, "word": " wrong,", "probability": 0.93310546875}, {"start": 1520.26, "end": 1520.38, "word": " the", "probability": 0.84716796875}, {"start": 1520.38, "end": 1520.76, "word": " results", "probability": 0.8427734375}, {"start": 1520.76, "end": 1521.04, "word": " and", "probability": 0.91162109375}, {"start": 1521.04, "end": 1521.16, "word": " the", "probability": 0.59716796875}, {"start": 1521.16, "end": 1521.62, "word": " consequences", "probability": 0.89990234375}, {"start": 1521.62, "end": 1521.86, "word": " are", "probability": 0.89453125}, {"start": 1521.86, "end": 1522.06, "word": " going", "probability": 0.93505859375}, {"start": 1522.06, "end": 1522.18, "word": " to", "probability": 0.9765625}, {"start": 1522.18, "end": 1522.74, "word": " be", "probability": 0.939453125}, {"start": 1522.74, "end": 1523.52, "word": " devastating.", "probability": 0.78076171875}, {"start": 1524.44, "end": 1524.52, "word": " Not", "probability": 0.7060546875}, {"start": 1524.52, "end": 1524.7, "word": " only", "probability": 0.7568359375}, {"start": 1524.7, "end": 1525.16, "word": " devastating,", "probability": 0.9580078125}, {"start": 1525.6, "end": 1526.02, "word": " destructive.", "probability": 0.90234375}, {"start": 1527.42, "end": 1528.02, "word": " Clear?", "probability": 0.87939453125}, {"start": 1528.86, "end": 1529.46, "word": " Let's", "probability": 0.92724609375}, {"start": 1529.46, "end": 1529.72, "word": " summarize", "probability": 0.7548828125}, {"start": 1529.72, "end": 1530.14, "word": " this.", "probability": 0.93505859375}, {"start": 1531.08, "end": 1531.38, "word": " Now", "probability": 0.9033203125}, {"start": 1531.38, "end": 1531.64, "word": " this", "probability": 0.57666015625}, {"start": 1531.64, "end": 1531.92, "word": " is", "probability": 0.9462890625}, {"start": 1531.92, "end": 1532.54, "word": " summarized", "probability": 0.931396484375}, {"start": 1532.54, "end": 1532.84, "word": " here.", "probability": 0.85498046875}], "temperature": 1.0}, {"id": 58, "seek": 156074, "start": 1534.12, "end": 1560.74, "text": " Look, regardless of whether the sales force consists of specialists or journalists, one of the most significant changes now occurring in marketing is that many organizations are finding it necessary to develop a strategic account management program in addition to their regular sales force. Because of this, what did we say? Strategic and gone.", "tokens": [2053, 11, 10060, 295, 1968, 264, 5763, 3464, 14689, 295, 25476, 420, 19535, 11, 472, 295, 264, 881, 4776, 2962, 586, 18386, 294, 6370, 307, 300, 867, 6150, 366, 5006, 309, 4818, 281, 1499, 257, 10924, 2696, 4592, 1461, 294, 4500, 281, 641, 3890, 5763, 3464, 13, 1436, 295, 341, 11, 437, 630, 321, 584, 30, 47805, 293, 2780, 13], "avg_logprob": -0.17904712528478903, "compression_ratio": 1.6046511627906976, "no_speech_prob": 0.0, "words": [{"start": 1534.12, "end": 1534.54, "word": " Look,", "probability": 0.50537109375}, {"start": 1534.88, "end": 1535.48, "word": " regardless", "probability": 0.84716796875}, {"start": 1535.48, "end": 1535.72, "word": " of", "probability": 0.96435546875}, {"start": 1535.72, "end": 1535.98, "word": " whether", "probability": 0.908203125}, {"start": 1535.98, "end": 1536.24, "word": " the", "probability": 0.89990234375}, {"start": 1536.24, "end": 1536.58, "word": " sales", "probability": 0.9228515625}, {"start": 1536.58, 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Now let's conclude the class by discussing the first item which is selection. 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Which customer should be treated as a strategic account? Many companies choose too many accounts to participate in the program. To participate means to include them to be strategic, but in fact they are not strategic. Resulting in leading in or leading to an overwork for Salesforce. And this is what? 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Let's conclude by this", "tokens": [35818, 307, 406, 257, 665, 16961, 456, 257, 5474, 2738, 341, 2121, 2010, 295, 2480, 407, 2744, 382, 321, 848, 6998, 380, 1009, 257, 4627, 3006, 16961, 337, 264, 5763, 5523, 293, 337, 264, 5763, 46249, 2639, 1168, 604, 3053, 466, 341, 1508, 30, 961, 311, 16886, 538, 341], "avg_logprob": -0.22562499463558197, "compression_ratio": 1.502824858757062, "no_speech_prob": 5.960464477539063e-08, "words": [{"start": 1714.67, "end": 1715.31, "word": " Size", "probability": 0.7373046875}, {"start": 1715.31, "end": 1715.55, "word": " is", "probability": 0.89404296875}, {"start": 1715.55, "end": 1715.77, "word": " not", "probability": 0.92578125}, {"start": 1715.77, "end": 1715.97, "word": " a", "probability": 0.96826171875}, {"start": 1715.97, "end": 1716.13, "word": " good", "probability": 0.935546875}, {"start": 1716.13, "end": 1716.63, "word": " indicator", "probability": 0.97705078125}, {"start": 1716.63, "end": 1716.97, "word": " there", "probability": 0.1397705078125}, {"start": 1716.97, "end": 1717.29, "word": " a", "probability": 0.61767578125}, {"start": 1717.29, "end": 1717.73, "word": " customer", "probability": 0.7705078125}, {"start": 1717.73, "end": 1718.81, "word": " wants", "probability": 0.669921875}, {"start": 1718.81, "end": 1719.21, "word": " this", "probability": 0.91552734375}, {"start": 1719.21, "end": 1719.65, "word": " special", "probability": 0.8828125}, {"start": 1719.65, "end": 1720.05, "word": " type", "probability": 0.97412109375}, {"start": 1720.05, "end": 1720.23, "word": " of", "probability": 0.95947265625}, {"start": 1720.23, "end": 1720.71, "word": " relationship", "probability": 0.8974609375}, {"start": 1720.71, "end": 1723.07, "word": " So", "probability": 0.611328125}, {"start": 1723.07, "end": 1723.73, "word": " size", "probability": 0.76220703125}, {"start": 1723.73, "end": 1724.07, "word": " as", "probability": 0.90478515625}, {"start": 1724.07, "end": 1724.27, "word": " we", "probability": 0.9609375}, {"start": 1724.27, "end": 1724.65, "word": " said", "probability": 0.935546875}, {"start": 1724.65, "end": 1725.87, "word": " Isn't", "probability": 0.701904296875}, {"start": 1725.87, "end": 1726.37, "word": " always", "probability": 0.90185546875}, {"start": 1726.37, "end": 1726.75, "word": " a", "probability": 0.9921875}, {"start": 1726.75, "end": 1727.15, "word": " healthy", "probability": 0.9150390625}, {"start": 1727.15, "end": 1727.65, "word": " correct", "probability": 0.8828125}, {"start": 1727.65, "end": 1728.29, "word": " indicator", "probability": 0.97900390625}, {"start": 1728.29, "end": 1729.13, "word": " for", "probability": 0.8828125}, {"start": 1729.13, "end": 1729.37, "word": " the", "probability": 0.92041015625}, {"start": 1729.37, "end": 1729.71, "word": " sales", "probability": 0.921875}, {"start": 1729.71, "end": 1730.09, "word": " volume", "probability": 0.9443359375}, {"start": 1730.09, "end": 1730.35, "word": " and", "probability": 0.93408203125}, {"start": 1730.35, "end": 1730.53, "word": " for", "probability": 0.9384765625}, {"start": 1730.53, "end": 1730.75, "word": " the", "probability": 0.912109375}, {"start": 1730.75, "end": 1731.25, "word": " sales", "probability": 0.91357421875}, {"start": 1731.25, "end": 1732.69, "word": " profitability", "probability": 0.9365234375}, {"start": 1732.69, "end": 1735.91, "word": " Any", "probability": 0.81298828125}, {"start": 1735.91, "end": 1736.31, "word": " question", "probability": 0.7392578125}, {"start": 1736.31, "end": 1736.53, "word": " any", "probability": 0.465087890625}, {"start": 1736.53, "end": 1736.87, "word": " comments", "probability": 0.81591796875}, {"start": 1736.87, "end": 1737.11, "word": " about", "probability": 0.9130859375}, {"start": 1737.11, "end": 1737.35, "word": " this", "probability": 0.7744140625}, {"start": 1737.35, "end": 1737.71, "word": " class?", "probability": 0.9619140625}, {"start": 1738.89, "end": 1739.65, "word": " Let's", "probability": 0.6470947265625}, {"start": 1739.65, "end": 1740.17, "word": " conclude", "probability": 0.8193359375}, {"start": 1740.17, "end": 1740.55, "word": " by", "probability": 0.94482421875}, {"start": 1740.55, "end": 1740.91, "word": " this", "probability": 0.95166015625}], "temperature": 1.0}, {"id": 66, "seek": 176832, "start": 1742.58, "end": 1768.32, "text": " If this is the case, then let's talk about the differences between the regular department and the strategic department under the ceiling which is called OS, organizational structure. How they are thinking, how they are behaving. When we are saying a previous approach, we are referring to the ordinary or regular department. So this is the regular. And this is what? 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Item number one, business plan duration. Item number two, the structure of the business plan. 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