Fundamentals of Selling Customers for Life through Service 13th edition Charles M. Futrell - Solutions

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Which three broad categories cover the majority of profit sharing installations?
In a single product plant where IMPROSHARE was installed, 411 employees produced 14,762 product units over a one-year period, and recorded 802,000 clock hours. In a given week, 425 employees worked a total of 16,150 hours and produced 348 units. What would be the hourly value of this output? What
Analysts established an standard time of 0.0125 hours/piece for machining a small component. A setup time of 0.32 hour is established also, as the operator performs the necessary setup work on incentive. Compute: a. Total time allowed to complete an order of 860 pieces. b. Operator efficiency, if
A 'one-for-one' or 100 percent time participation plan for incentive payment is in operation. The operator base rate for this class of work is $10.40. The base rate is guaranteed. Compute: a. Total earnings for the job at the efficiency determined in problem 2(b). b. Hourly earnings, from above. c.
A rate of 0.42 minute per piece is set for a forging operation. The operator works on the job for a full eight-hour day and produces 1,500 pieces. Use a standard hour plan. a. How many standard hours does the operator earn? b. What is the operator's efficiency for the day? c. If the base rate is
A 60-40 participation plan is in operation in a plant (base rate is guaranteed and operator receives 60 percent of proportional gain after exceeding 100 percent). The established time value on a certain job is 0.75 minute, and the base rate is $8.80. What is the direct labor cost per piece when
In a plant where all the rates are set on a money basis (piece rates) a worker is regularly employed at a job where the guaranteed base rate is $8.80. This worker's regular earnings are in excess of $88 per day. Due to the pressure of work, the operator is asked to help out on another job,
An incentive plan employing a kicker is in use. Below standard performance the worker is guaranteed a rate of $6 per hour and above standard performance the worker is paid $9.20 per hour. A job is studied and a rate of 0.036 hours per piece is set. What is the direct labor cost per piece at the
A company would like to evaluate two incentive schemes that take effect once the worker exceeds standard performance. In the first case the benefits are split 50/50 between the worker and the company. In the second case, the worker receives a kicker up to 120% earnings and then maintains level
A company would like to evaluate two incentive schemes that take effect once the worker exceeds standard performance. In the first case the benefits are split 30% to the worker and 70% to the company up to 120% performance. If the worker exceeds 120% performance, all of the earnings go to the
Why is training necessary for the operators?
Why should experienced analysts be continually checked on their ability to performance rate?
Why do unions often train their own time study analysts?
What ego states exist in transactional analysis?
What is a crossed transaction?
What levels of transactions work best at dealing with workers?
What is an ulterior transaction?
What is a quality circle? Discuss.
Compare and contrast intrinsic and extrinsic motivators.
How does role-playing into ergonomic teams?
How does total quality management enter into modern management practices?
How is learning quantified?
How does job enrichment differ from job enlargement?
What are the seven types of waste?
What is continuous improvement and why is it important?
Define lean manufacturing.
What is meant by just-in-time production?
What is the 5S system? Discuss.
What is the difference between a push and a pull system?
What is a Kanban?
What does SMED mean how does it relate to JIT?
What is the difference between the Crawford and Wright Models of learning?
What is remission and how does it affect learning?
How should the standards analyst utilize learning curves?
Which five states related to the psychological and sociological reactions of the operator should be recognized by the analyst?
What do we mean by 'the human approach'?
Name 12 ways you can get people to agree with your ideas.
Why is plant wide training in the areas of work measurement a healthy management step?
A new employee at the Dorben Co. took 186 and 140 minutes to assemble the fourth and eight assemblies, respectively. The standard time for assembling this product is 100 minutes.a. Calculate this worker's learning curve.b. How many assemblies does it take the worker to achieve the standard time?
A training expert suggest that one should allocate a minimum of 40 hours of learning. What time would have the worker in problem #3 have achieved at this point?
Workers new to carburetor assembly take 15 minutes to complete their first assembly. Assuming a 95% learning curve, how long would it take them to reach a standard time of 10 minutes?
From an MTM synthesis, the standard time for one C-assembly is calculated to be 1.0 min? A new worker typically requires about 2 min. for the first assembly and drops to about 1.7 min. by the 5th assembly. a) Calculate and plot the learning curve. b) What is the % learning? c) How long will it take
The Dorben Co. uses a standard hour plan with a base wage of $9.00/hour. It hires an IE consultant to plan a batch production run of 300 units. This consultant has a worker on the line produce two units. The first takes 10 minutes and the second 9.7 minutes. a) Find the equation of the learning
An analyst has estimated that there will be an 84% learning curve for an assembly operation. The first assembly takes 48 minutes and the standard time is set at 6 minutes. a. How long will it take the operator to reach the standard time?b. Unfortunately, the operator falls ill after the first
Find the direct labor costs for a batch order of 100 pumps. As this is a new order, there will be some learning occurring during the assembly process. The first assembly takes 50 minutes and that the second one takes only 35 minutes. The standard time is estimated as 10.0 minutes. The base wage is
A worker assembly two units. The first takes 10 minutes and the second take 9.7 minutes. What is the learning curve? What is the % learning? How long would it take the worker to reach a standard time of 8.0 minutes?
Should Rick Lester "turn in his keys?"
What would you do if you were Scott Patterson?
What would you do if you were Larry Ingram?
What are the ethical considerations, if any, in this case? Make the following overhead to show your class and lead class discussion.
What level of moral development are Patterson and Ingram operating at in this business relationship?
Describe the situation faced by Kara.
What would you do if you were Kara?
What are the ethical considerations, if any, in this case?
What level of moral development are Rob and Bill operating in this business situation? Explain your answers.
What would you do if you were Bill?
What would you do if you were Rob?
Can You Fix a Failed Sales Compensation Plan?
What are the ethical considerations, if any, in this case? Discuss.
At what level of moral development are Rob and Steve operating in this business situation? Explain your answers.
What would you do if you were Rob? Discuss.
What would you do if you were Steve?
The Wilson Company: Is a Sales Manager's Job Really For Me?
Compare Joy's present job to what you think her previous job as a salesperson might have been. How are they similar? How are they different?
What managerial skills are depicted in the case? Which skill is most important for Joy to possess? Why?
Why do you think Joy may be disenchanted with her present job?
What are the advantages and disadvantages of a straight salary for Baxter surgical supplies?
Is the compensation plan causing a problem? How?
Why Is Motivation A Problem?
What would you do to correct the situation, if anything?
Develop a new budget based on how the ideal profit and loss statement should look if it reflects the president's bottom-line objective for ZCT. Justify your expenses for each of the five budgeted expense areas.
What would be the net profit if sales:A. Remained the same, at $10 million, and budgeted expenses increased to the projected levels?B. Increased to $14 million and budgeted expenses increases to the projected levels?
Determine the four most important objectives for each department. Be specific by detailing what should be done and the time frame for reaching the objection.
Formalize the sales strategy and quantify the sales opportunities that exist.
Map out the sales process associated with the different products/services and the roles of current sales and service personnel in the process.
Use the five W's to determine if the sales process requires different sales roles.
Determine the gaps that exist between the current sales process and the desired sales process.
Formulate and implement new sales roles.
Assume you are Al Kantak. What would be your recommended college recruitment program?
How can firms reduce high turnover among new sales personnel?
Why is a new compensation plan needed at Mead, and what are the positive outcomes of a successful sales compensation plan?
What are the reasons that compensation plans fail?
What can firms do to increase salesperson status?
What can professors do to better prepare students in sales classes?
How is the effectiveness of team selling demonstrated by the Reynolds team, and what are some of the disadvantages to this method in this particular case?
How did the Reynolds team successfully execute the following critical roles in sales: client access, client education/persuasion, and fulfillment?
Describe the situation faced by both Scott Patterson and Larry Ingram.

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Fundamentals of Selling Customers for Life through Service 13th edition Charles M. Futrell - Solutions

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