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1. The chapter mentions the theory of transaction cost analysis (TCA). What role does TCA play in the decision to use a company sales force rather than independent manufacturers' agents? 2. The chapter describes the process to follow to develop territories. After territories have been developed, changes may occur that indicate the territories need to be realigned. What changes can you identify that indicate the need for realignment? How would you go about the process of realigning territories? How would you implement the changes? 3. Although many different kinds of tests exist, their ability to predict sales performance has been weak. How do your account for this?4. A sales representative for the High Speed Technologies is faced with a demand from an important customer that is in direct conflict with company policies. The customer wants several product modifications with no change in price. What can the sales rep do to handle this conflict? 5. How do you motivate sales representatives when money is not effective? What can a sales manager do to motivate the successful salesperson?
What is operations strategy? Answer: Operations strategy is the plan and actions taken at operational level to support and implement the business strategy. An operations strate
A food processor uses approximately 29,730 glass jars a month for its fruit juice product. Because of storage limitations, a lot size of 4,000 jars has been used. Monthly holding c
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Incident 2.2 what options does Jane have? What influence, if any, would the federal government have in this case?
E-Business, Knowledge Management and Globalisation of Services Development of supply chains not only in manufacturing but service companies; centralised decision making; exten
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Henry did tax work for Joe electrician. Bill was $900, Hnery reduced it to $600. Joe did wrok for Henry at cost of $700. Henry gave Joe a check for $400, said remaining $300 was th
An operation has a 20 percent scrap rate. As a result, 80 pieces per hour are produced. a. If we could eliminate the scrap, how many pieces could we produce? b. What would be
1. Given: a block addressable disk drive with 4,200 bytes per track and overhead 50 bytes per block. A le contains 50 byte records. How many records can be stored per track if the
what is or ? Features and limitations of or?
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