1.

Using at least four different sources, including social media/networking sites such
as LinkedIn, compile a list of ten employers for whom you would like to work.
Get their names, street and email addresses, phone numbers, and the names of the
managers or human resources officers. Then select one company and profile it—
locations, services, kinds of products or services offered, number of employees,
clients served, awards, contributions to the community or environment, and any
other pertinent facts.

Potential Employers:

 Geodis
o HR Manager: Jane Doe
o jdoe@geodis.com
o Phone: 555-5678
o Global supply chain operator
 Damco
o Recruiting Manager: Tom Chen
o tchen@damco.com
o Phone: 555-9102
o International freight forwarder and supply chain solutions
 Bollore Logistics
o HR Contact: Amanda Wong
o awong@bollore.com
o Phone: 555-3131
o Global transport and logistics services
 Kerry Logistics
o Talent Acquisition: Sarah Lee
o slee@kerrylogistics.com
o Phone: 555-1516
o Asia-based third party logistics provider
 CMA CGM
o HR Manager: Bob Smith
o bsmith@cma-cgm.com
o Phone: 555-1919
o Global shipping and logistics company
 Agility
o Recruiting Director: Mark Davis
o mdavis@agility.com
o Phone: 555-2122
o Global logistics services and supply chain solutions
 Panalpina
o HR Department: Jessica Lopez
o jlopez@panalpina.com
o Phone: 555-2525
o Global freight forwarding and logistics
 UPS
o Talent Acquisition: Amy Chen
o achen@ups.com
o Phone: 555-2828
o Global shipping, logistics and supply chain management
 DHL
o Recruiting Manager: John Lee
o jlee@dhl.com
o Phone: 555-3232
o International express mail services and logistics
 FedEx
o HR Contact: Sarah Green
o sgreen@fedex.com
o Phone: 555-3535
 o Global transportation, e-commerce and business services
 Company Profile: Kerry Logistics

Kerry Logistics is a Hong Kong-based third party logistics provider with an extensive
network across the Asia Pacific region. The company provides integrated logistics and
supply chain solutions including freight forwarding, contract logistics, express
services, cross-border trucking and more.

With over 600 locations across 50 countries and territories worldwide, Kerry
Logistics handles over 80 million tons of freight annually. The company has over
40,000 employees globally and serves clients across a diverse range of industries such
as technology, retail, fashion, F&B, automotive and pharmaceuticals.

Kerry Logistics offers customized and tech-enabled supply chain solutions to boost
efficiency, transparency and reliability for its customers. The company is recognized
for operational excellence, quality services and continuous innovation. Kerry
Logistics has received numerous awards for sustainable business practices, workplace
culture and supply chain technology.

The company provides good opportunities to start and advance an international career
in logistics and supply chain management. Kerry Logistics has graduate trainee
programs, management trainee schemes and local and overseas placements to develop
high potential talent.

With its extensive Asia Pacific presence and expertise in regional logistics, Kerry
Logistics can be a good employer for those interested in the field. The company is
headquartered in Hong Kong and has major operations across Greater China, ASEAN
and the Indian subcontinent.

2. Create an appropriate professional profile for LinkedIn.

Donald Le
Student at Ho Chi Minh City University of Technology | Intern at Power Trans
Company Limited
Ho Chi Minh City, Vietnam
About
Hardworking university student pursuing a Bachelor's in Industrial Management at Ho
Chi Minh City University of Technology (HCMUT). Currently interning with Power
Trans Company Limited and gaining hands-on experience in solar energy and
logistics. Actively involved in volunteer work, hackathons, conferences, and
entrepreneurial projects. Passionate about sustainability, technology, and supply chain
optimization. Fluent in English and Vietnamese.
Experience
Intern
Power Trans Company Limited
Jan 2022 - Present · 1 yr 2 mos
Ho Chi Minh City, Vietnam
• Monitor status of PV solar power systems
• Conduct used car inspections for company's rental contracts
• Perform system maintenance and repairs
• Inspect solar power projects
• Create price lists and assist with minor negotiations
• Represent company at conferences and events
Co-Owner and Manager
Aroma Bakery
Jul 2023 - Present · 8 mos
Ho Chi Minh City, Vietnam
• Oversee daily operations and staff
• Design menu, set prices, and negotiate with suppliers
• Manage finances and make key business decisions
• Supervise construction and store design
• spearhead marketing initiatives
Education
Bachelor of Science - BS, Industrial Management
Ho Chi Minh City University of Technology (HCMUT)
 2021 - 2025
Courses
Modern Regression Analysis
National University of Singapore (NUS)
Skills
Supply Chain Management · Logistics · Operations Management · Process
Improvement · Analytics · Microsoft Excel
Volunteering
Volunteer English Instructor
Underprivileged Children's Organization (OVC)
Mar 2022 - Present
Honors & Awards
Specialists Community Action and Leadership Exchange Scholarship (SCALE) -
Nanyang Polytechnic Singapore
3rd AUN ASEAN Experiential Learning Programme - Nanyang Technological
University & National University of Singapore
OISP Scholarship - Top 10% GPA
Languages
English · Vietnamese

3. Write a letter to a former employer, a community leader, or an instructor

requesting a letter of recommendation.

Dear Mr. Luong,

I hope you are doing well. I wanted to reach out and request a letter of recommendation
as I begin applying for full-time positions in supply chain management.

As you know, I am currently pursuing my Bachelor's degree in Industrial Management at

Ho Chi Minh City University of Technology. I have greatly enjoyed and benefited from
your instruction in courses like Supply Chain Management and Operations Research.
Through your engaging lectures and insightful feedback, you have helped me to
strengthen my analytical abilities and passion for the field. I believe your letter of
recommendation would provide employers with an excellent perspective on my academic
performance, competencies, and potential.

After graduating in 2025, I am hoping to secure a full-time position that allows me to

apply my education in a fast-paced, innovative global supply chain environment. A
recommendation from you would significantly boost my candidacy with leading
employers.

Please let me know if you need any additional information from me, such as my current
transcripts, resume, or details about my job search focus. I sincerely appreciate you
taking the time to consider my request. I look forward to maintaining our professional
connection.

Best regards,

Donald Le

4. Which of the following would belong on your résumé? Which would not belong?
Why?
a. your student ID number
b. your driver’s license number
c. the zip codes of your references
d. a list of all your English courses in college
e. the section numbers of the courses in your major
f. a statement that you are recently divorced
g. subscriptions to journals in your field
h. the titles of stories or poems you published in a high school literary magazine or
newspaper
i. your GPA for each year you were in college
j. foreign languages you studied
k. years you attended college
 l. the date you were discharged from the service
m. names of the neighbors you are us- ing as references
n. your religion
o. job titles you held
p. your summer job waiting tables
q. your telephone number
r. the reason you changed schools
s. your current status with the National Guard
t. the URL of your website or blog your volunteer work for the Red Cross
u. the number of hours per week you
v. spend reading science fiction
w. the title of your last term paper in your major
x. the name of the agency or business where you worked last

Belong on resume:
b) Job titles you held
h) Your summer job waiting tables
j) Foreign languages you studied
k) Years you attended college
l) The date you were discharged from the service
o) Your current status with the National Guard
p) Your volunteer work for the Red Cross
t) The URL of your website or blog
u) The number of hours per week you work
w) The title of your last term paper in your major
x) The name of the agency or business where you worked last
Do not belong on resume:
a) Your student ID number - too specific, not relevant
c) The zip codes of your references - unnecessary detail
d) A list of all your English courses in college - too much irrelevant detail
e) The section numbers of the courses in your major - irrelevant detail
f) A statement that you are recently divorced - too personal
g) Subscriptions to journals in your field - not an accomplishment
i) Your GPA for each year you were in college - focus on overall GPA
m) Names of the neighbors you are using as references - not professional
n) Your religion - personal information, may lead to discrimination
q) Your telephone number - provide on separate document
r) The reason you changed schools - irrelevant, personal
s) The number of hours per week you spend reading science fiction - not relevant
v) The name of the agency or business where you worked last - focus on
accomplishments

The key is to include details that emphasize your professional accomplishments, skills,
and qualifications - not irrelevant personal information

5. Indicate what is wrong with the following career objectives, and rewrite them to make
them more precise and professional.

a. Job in a lawyer’s office

b. Position with a safety emphasis
c. Desire growth position in a large department store
d. Am looking for entry position in health sciences
e. Position in sales with fast promotion rate
f. Want a job working with semicon- ductor circuits
g. Desire a good-paying job, hours: 8–4:30, with time and a half for overtime. Would
like to stay in the Omaha area
h. Insurance work
i. Working with media
j. Job with preschoolers
k. Full-time position with hospitality chain
l. I want a career in nursing
m. Police work, particularly in a suburb of a large city
n. Any position for a qualified dietitian
o. Although I have not made up my mind about which area of forestry I shall go into, I
am looking for a job that offers me training and rewards based upon my potential
a. Job in a lawyer’s office
• Seeking a paralegal position in a law firm where I can apply my research and
analytical skills.

b. Position with a safety emphasis

• Pursuing an entry-level occupational health and safety role where I can help
ensure workplace safety and health regulations are met.

c. Desire growth position in a large department store

• Interested in a management trainee program at a major retailer, with potential to
take on more responsibility over time.

d. Am looking for entry position in health sciences

• Seeking an entry-level clinical research assistant role to gain hands-on experience
in the healthcare field.

e. Position in sales with fast promotion rate

• Motivated to launch a successful sales career with a company that rewards top
performers with increased leadership opportunities.

f. Want a job working with semiconductor circuits

• Seeking an engineering role designing, testing or maintaining semiconductor
devices and integrated circuits.

g. Desire a good-paying job, hours: 8–4:30, with time and a half for overtime. Would
like to stay in the Omaha area
• Pursuing a full-time professional role in the Omaha area with a competitive salary
and benefits package. Flexibility on specific field.

h. Insurance work
• Interested in an entry-level underwriting or claims adjuster role in the insurance
industry.
i. Working with media
• Seeking a content creator, social media or marketing role in the media industry to
apply my skills in communication and digital media.

j. Job with preschoolers

• Passionate about early childhood development and seeking a lead teaching role in
a preschool program.

k. Full-time position with hospitality chain

• Motivated to launch my hospitality career with a leading hotel group and
contribute to providing exceptional guest experiences.

l. I want a career in nursing

• Dedicated nursing student eager to begin professional RN role upon graduation
where I can apply my patient care skills.

m. Police work, particularly in a suburb of a large city

• Pursuing a police officer role, ideally with the suburb force of a major metro area,
to protect and serve the local community.

n. Any position for a qualified dietitian

• Registered dietitian eager to utilize my expertise in nutrition, food management or
preventative care programs.

o. Although I have not made up my mind about which area of forestry I shall go
into, I am looking for a job that offers me training and rewards based upon my
potential
• Seeking a forestry, conservation or parks role with ample opportunities for career
development and advancement based on performance.
6. As part of a team or on your own, revise the following poor résumé to make it more
precise and persuasive. Include additional details where necessary and exclude any
details that would hurt the job seeker’s chances. Also correct any inconsistencies.

Powell T. Harrison
8604 S. Kirkpatrick St., Ardville, OH 45301
614-234-4587 | harrison@gem.com
Objective
Seeking an entry-level architectural design role at a growing firm in the Southeastern
region.
Education
Bachelor of Science in Architectural Design, May 2016
Central Tech Institute, Ardville, OH
• Relevant Coursework: Architectural Systems, Building Codes, Sustainable Design
• Honors: Dean's List (Fall 2015), Architectural Design Award (Spring 2014)
Ardville High School, Ardville, OH
• National Honor Society, Student Government (2012-2014)
Experience
Architectural Intern, June - August 2015
Brooks Architects, Ardville, OH
• Assisted with schematic building designs using AutoCAD
• Researched local zoning regulations for various projects
• Compiled bid documents for two school construction projects
Design Team Member, January - May 2015
Central Tech Institute
• Collaborated with 4 other students to design an environmentally sustainable house
• Created 3D modeling and floor plans using Revit Architecture software
Skills
• Proficient in AutoCAD, Revit, SketchUp, Adobe Creative Suite
• Skilled in hand drafting, model making, and architectural rendering
• Experience with LEED standards and sustainable building practices
Professional Affiliations
American Institute of Architecture Students
References Available Upon Request
7. Determine what is wrong with the following sentences in a letter of application.
Rewrite them to eliminate any mistakes, to focus on the “you attitude,” or to make them
more precise.

a. Even though I have very little actual job experience, I can make up for it in
enthusiasm.
b. My qualifications will prove that I am the best person for your job.
c. I would enjoy working with your other employees.
d. This email résumé is my application for any job you now have open or expect to
fill in the near future.
e. Next month, my family and I will be moving to Detroit, and I must get a job in the
area. Will you have anything open?
f. If you are interested in me, then I hope that we make some type of arrangements to
interview each other soon.
g. I have not included a résumé because all pertinent information about me is in this
letter.
h. My GPA is only 2.5, but I did make two B’s in my last term.
i. I hope to take state boards soon.
j. Your company, or so I have heard through the grapevine, has excellent fringe
benefits. That is what I care about most, so I am applying for any position that you
may advertise.
k. I am writing to ask you to kindly consider whether I would be a qualified person
for the position you announced in the newspaper.
l. I have made plans to further my education.
m. My résumé speaks for itself.
n. I could not possibly accept a position that required weekend work, and night work
is out, too.
o. In my own estimation, I am a go-getter—an eager beaver, so to speak.
p. My last employer was dead wrong when he let me go. I think he regrets it now.
q. When you want to arrange an interview time, give me a call. I am home every
afternoon after 4:00.
a. Even though I have very little actual job experience, I can make up for it in
enthusiasm.
• I am an enthusiastic learner who compensates for my limited experience with a
strong willingness to work hard.
b. My qualifications will prove that I am the best person for your job.
• Based on my background detailed in my enclosed résumé, I believe I am a strong
candidate for this position.
c. I would enjoy working with your other employees.
• If hired, I look forward to being a productive member of your team.
d. This email résumé is my application for any job you now have open or expect to
fill in the near future.
• I have attached my résumé to formally apply for the Account Manager role
recently posted on your website.
e. Next month, my family and I will be moving to Detroit, and I must get a job in the
area. Will you have anything open?
• I will be relocating to Detroit next month and am very interested in joining your
organization. Please let me know if you anticipate any openings for which I could be
considered.
f. If you are interested in me, then I hope that we make some type of arrangements to
interview each other soon.
• I would welcome the opportunity to interview for the Social Media Coordinator
role and discuss how I can contribute to your team. Please let me know if you would
like to schedule a meeting.
g. I have not included a résumé because all pertinent information about me is in this
letter.
• Please find my résumé attached, which highlights my qualifications and
experience in detail. I believe it will give you a comprehensive overview of my
background.
h. My GPA is only 2.5, but I did make two B’s in my last term.
• While my overall GPA is 2.5, my performance has improved significantly in
recent semesters, including two B's last term.
i. I hope to take state boards soon.
• I am scheduled to take my Nursing State Boards Examination next month and look
forward to becoming a licensed RN.
j. Your company, or so I have heard through the grapevine, has excellent fringe
benefits. That is what I care about most, so I am applying for any position that you
may advertise.
• I understand that your company offers a competitive benefits package. I would
welcome the chance to contribute to your organization in a role that matches my
skills.
k. I am writing to ask you to kindly consider whether I would be a qualified person
for the position you announced in the newspaper.
• I am very interested in the Accountant role recently advertised and believe I
possess the qualifications you are seeking, as outlined in my attached résumé.
l. I have made plans to further my education.
• I intend to continue developing my skills by pursuing a Master's degree in the near
future.
m. My résumé speaks for itself.
• Please find attached a copy of my résumé highlighting my education, experience
and relevant skills. I believe it will give you a good overview of my background.
n. I could not possibly accept a position that required weekend work, and night work
is out, too.
• While weekends are generally challenging for me, I can be quite flexible to meet
business needs.
o. In my own estimation, I am a go-getter—an eager beaver, so to speak.
• I am a motivated self-starter who takes initiative to achieve results.
p. My last employer was dead wrong when he let me go. I think he regrets it now.
• My previous employer and I decided to part ways. I am now exploring new
opportunities to contribute my skills and experience.
q. When you want to arrange an interview time, give me a call. I am home every
afternoon after 4:00.
 • Thank you for considering me for this position. I can make myself available at
your convenience if you would like to schedule an interview.

8. Explain why the following letter of application is ineffective. Rewrite it to make it

more precise and appropriate.

Jake Jeggler
32 Jeggler Drive
Talcott, AZ 85347
June 1, 20XX
Ms. Patricia Stokes, Production
Supervisor
Grandt Corporation
123 Industry Way
Capital City, AZ 85001
Dear Ms. Stokes:

I was excited to see your posting for a Production Supervisor role on the Grandt
Corporation website. With my strong background in operations management and
experience supervising production teams, I believe I would be a great fit for this position.

Over the past four years, I have served as a Freight Supervisor for D&H Logistics. In this
capacity, I oversaw a team of 18 operators and managed all aspects of shipping and
receiving for a 500,000 square foot distribution facility. Key accomplishments included
improving inventory accuracy by 15% and reducing freight damages by 30% through
process enhancements.

Prior to my work in logistics, I served for five years as a Traffic Management Officer in
the U.S. Army Quartermaster Corps. This experience provided me with valuable skills in
supply chain optimization, vendor relations, quality control, and leadership.

I hold an Associate of Arts degree from Mountain View Community College, where I
completed courses in business management, information systems, and workplace
communications. This education equipped me to effectively supervise teams, identify
process improvements, and manage complex distribution projects.

I am confident my skills would enable me to excel in the Production Supervisor role at

Grandt Corporation. I would appreciate the opportunity to discuss my qualifications and
experience with you in an interview. Please feel free to contact me at 480-555-9876 or
jjeggler@email.com to schedule a meeting at your earliest convenience.

Thank you for your consideration. I look forward to learning more about this opportunity.

Sincerely,

[Signature]

Jake Jeggler

9. Select two sources discussed in “Looking in the Right Places for a Job”on pages 239–
242, and find notices for two or three jobs you believe you are qualified to fill, and then
write a letter of application for one of them.

1. Logistics Management Trainee at C.H. Robinson

Seeking motivated individuals to join our Logistics Management Trainee program.

Trainees will learn the skills needed to manage supply chains and provide innovative
solutions to customers. Responsibilities include negotiating with carriers, overseeing
freight movements and shipments, and resolving any issues. Requirements include a
bachelor's degree, analytical abilities, and strong communication skills. Some experience
in supply chain management or logistics is preferred.

2. Supply Chain Analyst at Intel Corporation

Intel has an opening for a Supply Chain Analyst to monitor key supply chain metrics and
identify process improvements. The Analyst will track supply/demand forecasts, lead
times, inventory levels, and logistics costs. Other duties involve data analysis, reporting,
and presenting recommendations to management. Ideal candidate will have a bachelor's
degree in supply chain management or related field. Strong Excel skills are a must. Prior
internship or co-op experience is preferred.

Here is a sample letter of application Donald could submit for the Logistics
Management Trainee role at C.H. Robinson:

Dear Hiring Manager:

I am thrilled to apply for the Logistics Management Trainee opportunity that I saw posted
on C.H. Robinson's website. As a university student majoring in Industrial Management
with a focus on supply chain, I am confident my education has prepared me well for this
role.

Through my coursework, I have learned key concepts related to transportation, inventory

management, procurement and global logistics that align with the Trainee position's
responsibilities. Additionally, I currently intern at Power Trans Company where I
monitor solar energy systems, conduct vehicle inspections and assist with logistics
coordination. This hands-on experience has allowed me to develop strong analytical
abilities and communication skills.

Beyond my supply chain expertise, I am a collaborative team player with a passion for
problem-solving. My goal is to build a career in logistics, and I would be excited to get
started by joining C.H. Robinson's respected training program. Please feel free to contact
me to further discuss my qualifications and interest. I look forward to hearing from you.

Sincerely,

Donald Le

10. Write a chronological résumé to accompany the letter you wrote for Exercise 9.

Donald Le
22 Nguyen Huu Tho, Tan Phong Ward, District 7, Ho Chi Minh City
Phone: +84 283 737 2132 | Email: donaldle@email.com
Professional Profile
Hardworking university student pursuing a Bachelor's degree in Industrial Management
with a supply chain focus. Possess strong analytical abilities and an interest in logistics.
Eager to secure an internship and gain hands-on experience in the field.
Education
Bachelor of Science in Industrial Management - Supply Chain Focus
Ho Chi Minh City University of Technology (HCMUT), 2021-Present
• Relevant Coursework: Global Supply Chain Management, Database Management,
Operations Research
• GPA: 3.7
Work Experience
Warehouse Associate, Power Trans Company, Ho Chi Minh City, June 2021 - Present
• Assist with processing 100-150 orders per day to ensure timely shipment
• Use inventory management software to track stock levels and maintain
organization
• Perform quality assurance checks on solar products before packaging
• Communicate with procurement team to optimize re-order quantities
Math Tutor, Tutoring Center, Ho Chi Minh City, Oct 2020 - May 2021
• Provided weekly tutoring sessions in algebra, geometry, trigonometry, and
calculus
• Adapted teaching approach based on students' individual learning needs
• Reported student progress and areas for improvement to parents
Warehouse Helper, VinMart Supply Chain, Summer 2020
• Supported 3-person team in receiving and organizing inventory
• Performed equipment maintenance checks and kept warehouse facilities tidy
• Assisted with loading/unloading trucks and fulfilling orders accurately
Skills
• Strong math and analytical abilities
• Proficient in Microsoft Excel, PowerPoint, and SAP
• Fluent in English and Vietnamese; Conversational Japanese
Activities
• Member, University Supply Chain Management Club, 2021-Present
• Community Volunteer, Green Summer Program, 2020
Awards
• HCMUT Scholarship for Academics, 2021
• Third Place, National High School Math Competition, 2019

11. Write a functional résumé to accompany your application letter in Exercise 9.

Donald Le
22 Nguyen Huu Tho, Tan Phong Ward, District 7, Ho Chi Minh City
Phone: +84 283 737 2132 | Email: donaldle@email.com
Professional Profile
Hardworking university student pursuing a Bachelor's degree in Industrial Management
with a supply chain focus. Possess strong analytical abilities and an interest in logistics.
Eager to secure an internship and gain hands-on experience in the field.
Key Skills
Supply Chain Operations
• Experience with inventory management, order processing and quality assurance
• Knowledge of logistics coordination, shipment planning and procurement best
practices
• Understanding of global supply chain dynamics and optimization strategies
Data Analysis
• Proficient in Microsoft Excel, PowerPoint and SAP analytics tools
• Ability to gather, organize and analyze data to derive insights
• Skilled at interpreting trends and creating reports/visualizations
Communication and Teamwork
• Strong communication and interpersonal skills developed through tutoring and
group projects
• Collaborative team player able to build relationships with diverse stakeholders
• Fluency in English and Vietnamese; Conversational Japanese
Education
Bachelor of Science in Industrial Management - Supply Chain Focus, HCMUT, 2021-
Present
Experience
Warehouse Associate, Power Trans Company, Ho Chi Minh City, June 2021 - Present
Math Tutor, Tutoring Center, Ho Chi Minh City, Oct 2020 - May 2021
Warehouse Helper, VinMart Supply Chain, Summer 2020
Activities
Member, University Supply Chain Management Club, 2021-Present
Community Volunteer, Green Summer Program, 2020
Awards
HCMUT Scholarship for Academics, 2021
Third Place, National High School Math Competition, 2019

12. Bring the two résumés you prepared for Exercises 10 and 11 to class to be critiqued
by a collaborative writing team. After your résumés are reviewed, revise them. Write
an email to your instructor about the revisions you made, and explain why they will
help you in your job search. Attach your résumé to the email.

Dear Professor Nguyen,

Thank you for taking the time to review my resume drafts today. Getting feedback from
you and my peers was extremely valuable, and allowed me to improve my resumes in
important ways.

Based on the suggestions I received, I made the following changes:

• Incorporated a skills section in my functional resume highlighting my supply

chain, analytical, and communication abilities. This provides a nice summary.

• Added more context around my warehouse associate experience, quantifying my

contributions. This helps demonstrate the value I brought in that role.

• Removed my high school math competition award to focus just on university

achievements. This helps streamline the resume.
• Reorganized the education section in my chronological resume to put my degree
details first before the university name. This emphasizes my relevant major.

• Expanded the technical skills portion to include computer programs like Excel and
SAP. This showcases more of my expertise.

• Corrected some formatting inconsistencies between the two resumes. This

improves consistency.

Updating my resumes based on the thoughtful feedback I received allows me to better

convey my qualifications and experiences as they relate to supply chain roles. The
changes help ensure my resumes make a strong first impression. Please let me know if
you have any other suggestions for improvement. I appreciate you taking the time to
provide feedback.

Best,

Donald Le
13. Prepare a digital version of the résumé you prepared in either Exercise 10 or Exercise
11.