Sales Resume Template And Sample

Sample Resume Template Sales Jobs

Contact Information
Name
Address line 1
Address line 2
Telephone No.
E-Mail ID.

Qualifications Summary
[Provide summary of your professional details. Use bulleted points to list these details]

Area of Expertise
[Provide the details of your area of expertise. This is the work profile you were previously engaged in or you are familiar with]

Work Experience
Designation in the company
Company Name, Address
Total Experience in terms of years
Job Responsibilities
..
..
..

Skills
[Start with the most relevant job skills. use bulleted points to list these skills. For computer skills, make a separate section with the heading computer skills and list the details accordingly]
Skill 1
Skill 2
Skill 3

Education
[Mention the name of the degree in sales sector along with the year of passing. If possible, also provide the name of college/ university]
Name of the Sales Degree, Year of passing
Name of college/ university

Professional Affiliation
[Any professional affiliation to any sales association should be mentioned in this part]

References
[Listing the references is optional. You can present the names of references at the time of personal interview when asked by the interviewer]

Now, we will see a sample resume for the position of Senior Sales Executive. This particular person is an experienced sales executive now looking for the position of Senior Sales Executive. Go through the sample to know more about writing CV for such jobs.

Sample Resume for Senior Sales Executive

Reiko G. Davis
4213 Cherry Tree Drive
Jacksonville, FL 32216
Telephone (095)-654-5786
E-Mail ID [emailprotected]

Objective
Seeking the position of senior sales executive in the established company where I can explore new job skills and work efficiently with the help of my existing skills. With my excellent communication and interpersonal talent, I can handle any type of client and convince them

Summary of Skills
Over 4 years of experience working as sales executive
Possess strong and effective communication and interpersonal qualities
Significant sales, marketing and mathematical skills
Strategic planning, business development, and client servicing
Strong organizational and leadership qualities

Work Experience
Sales Executive, Home Appliances
Ginger Home Services, Jacksonville, Florida
2006 to present

Responsibilities
Trained the junior sales executives across different branches of company
Coordinated with the marketing team to decide the sales strategy for
marketing the particular product
Developed a pioneering sales strategy that helped the company achieve
the sales growth of 120% in 2008
Achieved the monthly sales target consecutively for complete year in 2008

Education
Bachelors Degree in Business Administration, 2005
College of Management Studies, Oakland, CA
Diploma in Business Management, 2002
College of Management Studies, Oakland, CA

References
[Will be provided on demand]

This is just a sample resume for senior sales executive position. Do not copy the details as it is but take reference and come up with your unique details.

The Basic Parts Of A Good Sales Letter

Unlike any other letters, a sales letter follows a certain pattern that many business men use for many years. A good sales letter is composed of the Headlines, the Body of the Letter, the Closing, and the Signature of the sender.

Under the headlines, many business men and copy writers put few sub-headlines such as phrases for the headlines, highlighted in red headlines, and eye-catching headlines. The closing part of the sales letter composes of a final suggestion.

The headlines is the most important sentence in your letter. It makes or breaks your campaign. If you are sending the letter as an e-mail, bear in mind that the readers scan the letter.

Hence, it is very crucial that you use a compelling message in your first sentence to make them read further down.
You only have 10 seconds to send the right message.

Most readers do not stay long on one page, unless there is something very interesting that prevents their finger from navigating away from the webpage.

The phrases for the headlines should contain the benefits of your products. It should support the principal headline. If you were able to keep the interest of your readers, your next objective is to make him keep interested with your letter.

You can use interesting question in your supporting headline to stir their thoughts and emotions. In fact, it is here that you establish the problem. You have to create a need for your product or service.

Other sales letters include figures and facts to make the letter factual. Nothing really beats the facts as long as you stick to them.

The headlines highlighted in red contains crucial points of information. Many marketers recommend the red to emphasize the importance of the information. According to many psychologists, it also has positive impact to the readers. The color red converts the message into actions better than any colors.

The eye-catching headlines are the sentences that are written in bold, italics and underline. Sometimes, depending on the tone you would like to set, many marketers use all caps.

A good sales letter aims to add an impact to the message to grab the attention of its readers. You should also be careful with your choice of words.

The body of the sales letter contains the answer to the problem posed in your headlines. This is where you write the advantages that your product offers.

Explain why the readers need your product, that is, if you were able to successfully create a necessity from your product in your headlines. Many successful marketers recommend using the second person because it is really about them. Therefore use “YOU”.

The use of testimonials is also helpful provided that, they are not exaggerated. To incorporate testimonials make the product real and provides invisible evidence to your claim.

The closing part of your letter calls for immediate action. Make it easy and convenient for them by being ready with a previously stamped envelope or order form. You can also include your toll free number, email address or link and your website.

The final suggestion that is mentioned earlier on this article refers to the test given to the readers. Although it is a real challenge to make the reader spend his money on your product, yet it is worth the effort.

Three Top Tips For Engineering Consultants

Engineering covers many disciplines and requires a vast array of talents to overcome the challenges in construction, electrical, aeronautic and mechanical engineering. Anyone that has aspirations to become a consultant within the industry is primed to put pen to paper and cursor to pixel to demonstrate their abilities to solve engineering problems, but very rarely encouraged to develop sales techniques. We take a look at the essential skills Engineering Consultants require to get to the top of their game.

Whether engineering consultants work for an established firm or independently, they need to hone their sales skills to win contracts and impress prospective clients. Experts in the industry indicate three main points that can be used by engineering consultants to maximize chances of winning a contract. These have been based on general sales skills used in other industries, but there is more emphasis on balancing the need to demonstrate competence without giving too much away before the contract is signed.

The first rule for engineering consultants is to give an air of authority and confidence. The advice is to understand how a company that wants to solve a major engineering problem views the credentials of someone that comes through the door offering a solution. The last thing an engineering consultant should do is look like he or she is only there to get the work because they need the money. Self belief and an attitude of confidence will help the prospective client build belief in the services being offered.

The second rule is to keep something back. Apparently it is inherent within engineering consultants to want to prove how much they know, and how capable they are of problem solving. The trouble with this, as any sales person will tell you, is that if you tell a prospective client the solution before a contract is signed, they may not feel they need to enter into the contract at all. Look upon the project as a long term job. Prove skills in the immediate situation, the first step of the solution as it were, then provide a plan where other parts will come together.

To make this strategy work, the third rule comes into play. Successful engineering consultants aren’t there to sell a service, they are there to understand a problem and prescribe a solution. This could be compared to a medical professional making a diagnosis and providing treatment, or choosing to hand over a first aid kit. Ultimately, understanding what the company expects from an engineering professional will help the consultant tailor techniques in the board room.

The Bottleneck Strategy For Success

The bottleneck strategy is a strategy used to maximize your success potential in achieving goals and in completing projects. It is a strategy for identifying where you should place your maximum focus and concentration in order to gain the best results.

Whether or not you achieve your goal, or complete your project, within the desired time frame will depend largely on how well you allocate your resources, including time. If you focus on the right tasks in the right order then, provided your time target is realistic, you can ensure that you will achieve your target on time.

The first step in the bottleneck strategy is to break your goal or project down into a complete list of elements.

Let’s say, for example, that you are starting a new retail business. We will assume that we have already done our market research and determined a strong market need for our target product. The elements of establishing the business may be; establish your product supply chain, find a suitable premises, furnish the premises, hire staff, generate a flow of potential customers, make sales, deliver the product, and provide an after sales support system.

The second step in the bottleneck strategy is to look at that list of elements and ask if there is one element that is crucial for success. This is an element upon which success most depends. It is the bottleneck because if this element is not functioning correctly then your business grinds to a halt.

To find that bottleneck start with two questions. Question 1 is; which elements are only required or possible after another element is completed?

In the example above delivery and after sales support are only required or possible after sales are made and making sales is only possible after you have potential customers. This implies that the only candidate for the bottleneck amongst this group of elements is generating a flow of potential customers.

Question 2 is; what elements could I replace with another strategy if really necessary?

In the example it may be possible, even if not desirable, to replace the staff element by starting as a one person show. It may be possible to replace the two premises elements by selling door to door or on the internet or from your garage (some of the world’s most successful companies started from a garage). That leaves us with establishing a product supply chain as a candidate for the bottleneck element.

In our example we now have two possible bottlenecks; a flow of potential customers, and a product supply chain. Now we have to decide which of these is the most crucial. This will vary depending on what our product is and how difficult it will be to find suppliers and potential customers.

Let’s assume we decide that product supply is the most important, then that becomes the bottleneck. Once it is achieved then flow of potential customers will become the bottleneck.

Now it is time for the third step in the bottleneck strategy; focusing our resources and energy on solving the bottleneck.

If we make solving the bottleneck our number one priority then we will maximize our success potential. We should allocate 80% of our time, resources and energy to this task and pursue the other tasks with the other 20%.

In our example we focus on establishing that supply chain and then once that is achieved we focus on establishing a flow of potential customers. Without these two elements being achieved everything else is pointless.

If we had not applied the bottleneck strategy we may well have done what the majority of new businesses do and concentrated on establishing and furnishing an appropriate premises. We may then find ourselves with an expensive premises to cash flow but no products to sell or customers to sell to.

Whenever you set a new goal, or a new project, apply the bottleneck strategy and you will get the best value for your time and resources and maximize the probability of your success.

Marginal Costing And Its Application

This is a well known idea of economic theory. It may be explained as the change in total cost which arises as a result of a decrease and increase by one unit in volume of output. Marginal cost is an amount at any specified volume of output by which aggregate costs are changed if the volume of output is decreased and increased by single unit.
Marginal cost is identical with variable costs, prime costs plus variable overheads in the short run but, in a way, would also consist of fixed cost in the planning production activities over a long time frame connecting an increase in the productive capacity of business. Thus in decision making troubles, marginal costs are associated to change in output under particular circumstances of a case.

Theoretically differential cost and marginal cost are the similar. If there is no modification in fixed cost then both these cost will be similar. Thus marginal cost does not consist of fixed cost at all whereas differential cost may comprise an element of fixed cost as well if fixed cost changes due to a decision.

Marginal costing is a very significant method of decision making. It is a moderately new area in the field of accounting but it is slowly gaining more and more acceptance. It is the technique of matching cost with revenue to conclude periodic income. It is the ascertainment of marginal cost and of the effect on profit of changes on volume or sort of output by differentiating variable cost and fixed costs. In this situation it is to be noted that it is not a system of costing like procedure or job costing but it is just an approach to the presentation of accounting information meaningful to management. In this all cost are separate into variable and fixed components. Only the variable costs are observed as product cost and are used to value inventory and cost of goods sold. The fixed cost is treated as period cost and is charged straight to loss and profit account. Thus no part of fixed manufacturing cost is delayed to the next period as inventory. While preparing a profit and loss account on marginal costing basis, the variable or marginal cost of sales is deducted from sales value and the difference is termed as contribution margin.

Marginal costing application in managerial decision making:

The method of marginal costing is a precious aid to management in taking several policy decisions. Following are the few troubles where managerial costing analysis is useful: 1) pricing of products: product pricing is generally considered to be a hard problem, particularly in non-repetitive production. The troubles are to associate the supply and demand in such cases marginal costing is very helpful. This method can assist management in fixing prices in such circumstances:

a)A trade depression in industry b) Dumping c) A seasonal fluctuations.

Common Hurdle For Sales Training

Common barriers to sales management are to learn to truly manage their Sales management team. Like a cricket coach, it is job to evaluate the talent of your sales team. A perfect way to start evaluating your sales team is to evaluate every member and assign them to 1 of 3 categories. This will permit the proper focus of the Sales enablement members as appropriate. A general mistake is to promote the achievement of Sales Performance Management representatives who want to move in senior management. Unfortunately, successful sales enablement representatives may be exactly the wrong member for Sales Performance Management. Often, aggressive sales rep wanted, features a lack of team players, and tends to have a big ego, which can be truly the wrong feature of a sales team manager.
Study shows that sales member will never reach their full potential in Sales Performance Management without a clear procedure calls that can follow and learn. Most sales member make the same mistakes over and over again without realizing it. Without a logical sales training to follow, not even able to identify specific problems, let alone fix it. A best sales training reflects the standards that make the purchasing decisions of customers. The nine acts of Action sales breaks sales calls in the most important component, the sequence in order of the top five of each customer purchasing decisions are made. In analyzing each segment of the call and the evidence on customer purchasing decisions, marketers can quickly identify problems and adjust salesperson’s behavior accordingly.
The 1st question asked by prospective employers usually focus on how to make sales and win new customers. Competing with firms that have years of experience in a particular industry is a difficult task. Hiring sales management team is often very expensive for most new or small firms, but the Internet offers the opportunity to gain sales without the high cost of sales team. Winning new clients and getting profitability very difficult for various firms- especially those that began operating. Effective use of search engines can make this task easier and the road to profitability.
Without sales best practices, the seller can see only one is if you win or lose the sale. If you do not know what went wrong or why you cannot improve their performance. Major architectural services faced a common problem. They have a problem trying to sell intangible services that seem more luxurious than necessity. The company’s growth has stopped and they were losing business to competitors, much less capable. The Board introduced two-day sales at the site of action of Sales management Training workshop for your sales people, sales best practices the sales process of action and documentation of best practices, sales of the firm. 12ve modules followed Skill Drill, further refining the new sales and sales skills related groups that have been acquired.

Home Advocate Trustees

The tidal wave of foreclosure properties has definitely changed the landscape for Realtors. In my 21 years as broker, there has never been a time when the need to understand the short sale process has been more urgent. Unfortunately, understanding the process is vastly different than being successful at closing short sales. The National Association of Realtors just released a report which shows that only 15% of short sale listings actually consummate in a closing. That means we are wasting a lot of time on deals that we never get paid on. What is wrong with the system? I recently asked this question of Paul Pritchard, CEO of Home Advocate Trustees, a defaulted property acquisition company based in Seattle, Washington.

The core problem is two-fold. First, when you are working on a short sale as a Realtor in a traditional fashion, the lender has all of the leverage. Their word is final, and negotiations are very limited. Second, the sheer volume if defaulted properties has completely overwhelmed their systems. There is nothing that we can do about the second issue, but we can and do affect our leverage with the bank by an aggressive legal defense that puts the leverage on our side, and gets us results.

By approaching the banks from the legal side, Pauls company is able to bypass the loss mitigation departments, and deal directly with the legal departments at the banks. The result, My Pritchard says, is a much higher success rate. When a seller assigns their property to our company, we immediately begin a legal defense that gives us leverage. We demand the seller produce the original note, and in some cases we also do a forensic audit on the loan to look for TILA, RESPA and various other violations. Because we are the new title holder, we now have legal standing and rights and we aggressively defend these rights. What is our goal? To stop the foreclosure process for the seller, and to buy the paper or the actual note directly from the banks. Whats the outcome? Same result to the seller as a short sale, but we do all the work and our success rate is better than 90%

Will these same techniques help Realtors with our short sale listings? I asked Mr. Pritchard to elaborate on this. Absolutely, said Paul. We close over 100 transactions per month now, all across the country and Realtors are our #1 source of referrals. Often they refer a transaction to us after they have tried the short sale route, but are frustrated. We provide a win-win scenario. The Realtor is paid a referral fee up front, and after we settle and purchase the note from the bank, we re-list the property with the referring Realtor at a 6% commission. The Realtor community has really gotten behind our service, and they see tremendous value for their client and for themselves.

Mr. Pritchard said agents who are interested in becoming an affiliate should visit their website, and click on the affiliate link at the top for instructions to sign up. Its free and they provide video and ongoing training to help you be successful.
One thing is for certain. Our industry will need to continue to find creative solutions to deal with the problems posed by the foreclosure crisis. The traditional models of listing a short sale are just not working, and alternative solutions are needed. Home Advocate Trustees provides an alternative that appears to meet the needs of all parties involved.

Home Advocate Trustees is based in Seattle, Washington. The main website for Home Advocate Trustees is walkawaytoday, and complete contact information can be found on their website.

Marketing Organic Fertilizer

Once a specialty product purchased by a select few farmers and hobby gardeners, organic fertilizers have now become a common sight in virtually every garden center. With so much competition on the market, organic fertilizer manufacturers and dealers are looking at new ways to market their products and increase their sales.

Like all wise marketers, organic fertilizer distributors have learned that the best way to sell their product by combining loads of information with interesting displays and well-planned advertising campaigns. Cross-merchandising and educational marketing are two of the best sales strategies any organic fertilizer manufacturer can put into play.

Many organic fertilizer shops and garden centers rely on product displays to increase their sales bracket. The strategy in play consists of catching the consumer’s attention by placing entire product lines in one expansive display. Other suppliers will scatter displays throughout the store to increase product presence and encourage people to buy. Another popular sales strategy is the careful placement of organic fertilizer products amid the plant department. For example, you might see a potted rosebush with a small display of organic fertilizers next to it. In doing so, the shopkeeper indicates that the fertilizer will indeed encourage flowers to bloom.

Organic fertilizers are typically differentiated by their N-P-K formulations. A variance in these formulations helps to determine the specific area of use the product is most suited, whether it be fruits and vegetables, flowers, lawn care or turf grass. For example, organic fertilizers with N-P-K formulations of 6-2-2 carry a high Nitrogen content, and are best suited for lawn grass. By advertising this fact, organic fertilizer dealers are able to educate their customers and ultimately increase their bottom line.

The colours and packaging materials used can also be used to create a good sales strategy. More and more organic fertilizer manufacturers have repackaged their products, choosing to use plastic instead of brown paper in an effort to improve their sales. Organic fertilizers wrapped in bright resealable plastic bags and plastic containers are certainly much more attractive, and catch the attention of more shoppers. Sharp, eye-catching floral photography on organic fertilizer bags will also attract consumers, luring them with the notion that their flowers will look every bit as beautiful if they use this particular product.

Another important part of the marketing plan is advertising. With a successful ad campaign in magazines, newspapers, radio or television, the supplier can increase sales, and the manufacturer can increase productivity. Also important in the advertising process is consumer education. Telling potential buyers what the product is, and how it is used, will also help to increase sales. Consumers generally prefer not to purchase products that they have little or no knowledge about. Organic fertilizer producers and marketers are advised to offer informative packaging, giving shoppers the chance to learn more before they buy.

In 2002, many organic fertilizer manufacturers reported an increase in their sales. For example, the Scott’s Company reported a twenty percent increase in retail sales of its organic fertilizers and lawn plant food products. According to vice-president of lawn marketing Gordon Hecker, the Scott’s Company was able to achieve this boost in sales without making any changes to their organic fertilizers products. The increase came about due to marketing strategy and improved in-store material display.

Green Light is another organic fertilizer manufacturer that experienced double-digit increases in their sales. The company, based in San Antonio, Texas, has concentrated on marketing their specialty organic fertilizers and plant foods with all-weather displays and plastic packaging.

The trick to making a profit in organic fertilizer sales is really no trick at all. Just apply the basic rules or marketing, and watch your sales grow.

F32 Trojan Boat Legacy

The buyer arrives at his preferred choice by one of several methods.

But once a choice is made, they are usually immutable, as with most product loyal customers. This seed may have been planted years back during a memorable afternoon on an uncle’s boat . Or perhaps it was a good boat review that made such an impression that the buyer looks for just one particular make in the boating classifieds.

Trojan certainly has its loyal owners. The F32 series, in particular, broke all sales records. Over a period of nearly 20 years, some 2,700 rolled off a line at that Lancaster, P.A., plant – more than any other production boat in its size range. And the F32 has maintained that desirability.

They were certainly popular because of their space and price, says broker Joan Kelly of McMichael Yacht Sales in Mamaroneck, N.Y.

When one comes on the market now, if it’s in good shape and has low hours, it will not last long. There arent too many flybridges in a certain price range – such as the Trojan F32 or the Silverton 34. They had a nice traditional look, good space, and you can still buy them reasonably.

Dollars & Cents

When introduced in 1973, the F32 Sedan sold for $29,000. Five years later, the base price of the F32 sadan was up to $40,600. Equipped with the standard 225 Chryslers and later the F32 was equipped with 350 Crusaders V-8s, the F32 had a cruising speed between 15 and 22 mph (2500-3000 rpm), with a top speed of 32.3 mph (4,ooo rpm).

After 1983, standard tankage was increased to 220 gallons. Today’s buyer considering a used to Trojan may find a range of $44,800 to $51,500 for a 1988 F32 Sedan. A 1974 recently appeared on the Web for $29,500 – roughly its original price. In Massachusetts, a 1977 with 250s was
offered at $39,500.

History 101

The F32 was among Trojans first ventures into fiberglass construction. From 1949 to 1964, Trojan built exclusively in wood, developing a momentum and reputation for affordable craftsmanship.

But with the 1960 introduction of fiberglass as a building material, Trojan would not be the only boat-builder to make the switch to fiberglass. Trojan president James R. McQueen wanted to make sure fiberglass construction was going to hold up under marine conditions before committing to what would be a major capital transition costs for molds, methods and tooling, recalls Jim Ressler, Trojan’s chief engineer from 1970 to 1977.

Jim McLean was very much a wood advocate and reluctant to make the switch, says Ressler. But he was cognizant that much of the industry was going to fiberglass, whether he liked it or not.

The F-series was introduced in 1970 – with the F denoting fiberglass construction. The F32s that you see today first appeared in the summer of 1972 with teak on the foredecks and cockpit – a short-lived design feature . The last F32 was built in 1992.

Of the three models offered, the F32 Sedan (model # 321) was by far the most popular than the F32 Express (model #320) or the F32 Sports Fisherman ( model #322). Only about 20 percent were ordered with the long cockpit and diminished house area of the Express. And only two-or three dozen of the F32 Sports fishermen (model #322) were sold, according to Ressler.

Right Time, Right Place

The birthplace of the Trojan F32s was just east of Lancaster, P.A., about 70 miles west of Philadelphia. Built in the 1960s on about 55 acres, the Trojan plant
had around 300 employees working two shifts on three assembly lines – at one point all of them building F32s, recalls Ressler.

At its peak, production volume was between 8 and 10 boats a week, he says – more than 400 a year. Although today’s literature says 2,700 were built Ressler estimates the total number of F32s at closer to 3,000. The ride eventually ended with the late 80s implosion of the boat building industry: bankruptcy and asset buyout. The molds for the F32’s were cut into pieces with a chainsaw, but not the F32 legacy. Jay Crumlish of Chester, Md., sold Trojan’s for almost 18 years. His father, the late John Joseph J. J. Crumlisch Jr., was Trojan’s regional sales manager for the mid-Atlantic and influenced his son in the direction of yacht sales. Crumlisch, too, remembers the Lancaster plant. At its peak, they were flying off a line he says. But the fit and cabinetry werent rushed.

Why was the F32 such popular boat? This was wider than most boats, says Crumlish. It had a good reputation and was economical to run. That was certainly the heyday of boat production, though.

They hit the market at the right time. The F32 layout remained largely unchanged throughout its long production run. Sedan models have a 60 square-foot cockpit, and enclosed family space of about 73 sq. ft. that includes the standard lower helm to starboard, and is simply appointed yet bright and spacious interior. Forward, a wide V- berth is flanked port and starboard by ample shelving with hanging lockers providing the privacy bulkhead. On port, the head is forward of the galley, which abuts the aft bulkhead. On the starboard, a large dinette converts to double berth.
The Express version answered a different equation: With no family room, there is more space available for the cockpit and interior.

Dennis Killian

Introduction To Online Trading In India

The Internet’s arrival and its subsequent popularity in India has made online trading in India, which is about the online purchase and sale of shares, one of the extremely popular means of trading. Both beginner and experienced traders and investors in India are milking this opportunity by trading online in futures & options, stocks and currencies worldwide. Such opportunities are in the form of reduced brokerage and commissions, better broking services, etc.

Thanks to the ever-rising number of people owning computers along with a readily available Internet access, online stock trading in India is simplified manifolds. This is because investements can now be easily controlled by traders themselves as a result of extensive availability of all types of information on the web.

There is also stock option trading in India. An option is a financial agreement, with a pre-determioned maturity period and price, for the purchase or sale of the underlying product. Stock options enable the protection of dealers and control of their stocks, in addition to generation of higher earnings.

Furthermore, Forex trading in India involves purchase and sale of foreign exchange that enables gains out of the difference in the rates of currency pairs. Other means for online trading in India include futures. Future option trading in India refers to the purchase and sale of financial instruments, such as labour, commodities and currencies, through futures contracts.

For carrying out online trading in India, you have to open an online demat & trading account, followed with an online trading software. For this purpose, you would require a Depository Participant (DP), selection of which should be preceded by extensive research on various determinants.

You would require one of more than one of the following documents for opening online trading & demat account:
PAN Card Proof of residence (Address proof) You can provide any one of the following for this:Driving license Voter’s ID Passport Photo credit card Photo ration card Utility Bill (Telephone, Electricity etc) Bank StatementProof of identity – You can provide any one of the following for this:Driving license Voter’s ID Passport Photo ration cardTwo photographs