Contemporary Business 18th Edition Louis E. Boone, David L. Kurtz, Susan Berston - Solutions

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When OfficeSolutions, a software producer, went into business, it needed to establish market share quickly. To accomplish this, it decided to pay the sales force a straight commission. After two years, the company had a large base of business, but customers began to complain that salespeople were
Assume you are taking a selling job right out of college. What would be your own ideal compensation mix? Why?
What are the pros and cons of placing ceilings on salesperson incentives? If you were a sales manager, would you ever advocate incentive ceilings? If so, in what situation(s) and why?
Given the following information from evaluations of the performance of different sales representatives, what can you conclude about why the reps are not achieving quota? (Assume each is not making quota.)a. Rep 1: Achieved goals for sales calls, phone calls, and new accounts; customer relations are
Is sales just a numbers game, as one sales manager claims? She believes that all you have to do is make the right number of calls of the right type, and the odds will work in your favor. Make 10 calls, get one sale. So to get two sales, make 20 calls. Is this the right approach? Why or why not?
Jackie Hitchcock, recently promoted to district sales manager, faced a new problem she wasn’t sure how to resolve. The district’s top sales rep is also the district’s number one problem. Brad Coombs traditionally leads the company in sales but also in problems. He has broken every rule, bent
What is the structure of the finance function at a typical company?
Explain the risk–return trade-off.
Explain the steps involved in preparing a financial plan.
Why do companies often choose to invest excess cash in marketable securities?
Why do companies generally rely more on long-term funds rather than short-term funds?
What is an important determinant of a company's dividend policy?
Explain trade credit.
Describe venture capitalists.
Why do companies divest assets?
Using qualitative and quantitative measures, lenders utilize a review process called the “five C's of credit” to evaluate a borrower. They include an evaluation of the borrower's character (trustworthiness or reputation); capacity (borrowing history and repayment track record); capital (the
Working with a partner, assume that a company needs $$10$ million in additional long-term capital. It currently has no debt and $$40$ million in equity. The options are issuing a 10-year bond (with an interest rate of 7%) or selling $$10$ million in new equity. You expect next year's earnings
Your new small business has really grown, but now it needs a substantial infusion of capital. A venture capital company has agreed to invest the money you need. In return, the venture capital company will own 75% of the business, and you will be replaced as CEO by someone chosen by the venture
In small groups or in pairs, and based upon the current economic environment, research and discuss top CFO priorities.
Technology has played an integral role in helping entrepreneurs or anyone with a cause to raise funds. The concept of peer-to-peer (P2P) lending took off during the Great Recession of 2007, when traditional banks and other institutions tightened the money they were willing to lend. Peer-to-peer
Companies have codes of conduct, and with recent financial scandals, there are a few that have specific codes of conducts spelled out for their CFOs. Research three companies with specific codes of conducts for their CFOs, officers, and/or top-level financial executives. Discuss whether a company's
Using any news source, search for a recent merger or acquisition announcement. Discuss the nature of the merger or acquisition, its terms, and, to date, its current results.
The continued acceleration of merger and acquisition (M&A) activity remains strong. As companies find it more challenging to increase revenue growth from within their organizations, big mergers across a wide range of industries have become a common growth strategy. In addition, available debt
With small business loans accounting for a small percentage of a bank's lending business, some banks are providing alternative funding to small businesses. It's called supply-chain financing, and it allows small businesses to extend payment terms with their suppliers. Supply- chain financing, also
While on vacation in the Middle East, entrepreneur Lisa Mendelson witnessed a group of American tourists sampling halvah at an outdoor marketplace. The experience immediately brought back childhood memories of this confection made from sesame seeds, nuts, and sugar, with the flakiness found inside
Define e-commerce.
Discuss mobile or m-commerce.
What is e-tailing? How does it work?
Combining enthusiasm, retail shopping, and technology, a hauler is commonly a female in her teens who creates a homemade video. The video is posted on YouTube to brag about the virtues of recent “shopping hauls” or purchases. Haul videos began to gain traction on YouTube about a decade ago and
Susan Gregg's closet was stuffed with vintage clothing and shoes. She couldn't possibly wear them all, and she didn't have space for new purchases. So she did the only thing a budding entrepreneur could do: start her own business. Gregg and her then-boyfriend (now husband), Eric Koger, launched a
What are the two general types of information systems?
What is malware, and how does a computer virus work?
What are the types of disasters to which information systems are vulnerable? Natural disasters, power failures, equipment malfunctions, software glitches, human error, and even terrorist attacks can disrupt even the most powerful, sophisticated computer information systems.
Distinguish between data and information. Why is the distinction important to businesspeople in their management of information?
What are the four components of an information system?
What is an intranet? Give specific examples of benefits for companies that set up their own intranets.
Why is disaster recovery important for businesses? Relate your answer to a natural disaster such as a hurricane, tornado, or fire.
Describe three information technology trends.
A number of different storage options are available for students, including Google, Dropbox, and the steadfast USB flash drive. Take a poll among students to determine which storage options they prefer. What are the benefits of each, and why have students chosen each option? Do some utilize more
Has your computer ever been hacked or attacked by a virus? What steps did you take to recover lost files and data? What steps have youtaken to prevent something similar from happening again?
How has the smart phone impacted business?
What is disruptive innovation?
What is a database?
Explain the Internet of Things (IoT) and Blockchain.
What is Augmented and Virtual Reality?
What steps can organizations and individuals take to prevent cybercrime?
A little over a decade ago, while attempting to help his cousin Nadia with math, Salman “Sal” Khan stumbled upon the idea to upload a few tutorials onto YouTube for a more interactive learning experience. This was the beginning of Khan's free online education delivery system. Known globally as
Over the next decade, one of the hottest trends will be digital reality —a blending of augmented reality (AR), virtual reality (VR), mixed reality, 360°, and immersive technologies. Augmented reality overlays digitally created content into the user's real-world environment while virtual reality
As a member of Zipcar, the world's largest car-sharing service, consumers avoid the costs associated with car ownership: gasoline, insurance, maintenance, and parking. Based in Cambridge, Massachusetts, Zipcar was founded by two moms who met when their children were in the same kindergarten class.
What are the three business activities that involve accounting?
What are the four basic requirements to which all accounting rules must adhere?
What is the purpose of the IASB?
What is accrual accounting? Give an example of how accrual accounting affects a company's financial statement.
Using LinkedIn or your personal or professional network, make contact with someone who works as an accountant at either a public accounting firm, government, or nonprofit to set up an interview. Ask the individual what his or her educational background is, what attracted the individual to the
Using open book management, companies make it a practice to share financial and company information with employees. The risk-reward relationship is that sharing what might be sensitive information creates transparency, which encourages employees to understand financial matters and think and act
Identify two public companies operating in different industries. Collect at least two years' worth of financial statements for the firms. Calculate the financial ratios discussed in the chapter. Prepare an oral report summarizing, comparing, and contrasting your findings.
Human asset accounting, also referred to as human resource accounting, considers the value and role of people within an organization. This includes their replacement cost. How would you apply the concept of human asset accounting to Amazon and the role founder Jeff Bezos plays in the organization?
Letter to Shareholders. Berkshire Hathaway's annual letter to shareholders, written by CEO Warren Buffett, happens to be one of the most interesting, down-toearth, folksy, and unique communications for a corporation of this size. Conduct a search for Berkshire Hathaway's most recent annual report
Apple's balance sheet. Go to Apple's website to review the company's most recent annual report. Find the balance sheet and the corresponding discussion. Using concepts from the chapter, review and calculate some of the company's key ratios. Based upon this information, what unique and unusual
Preparing a personal balance sheet. Go online to find a template for a personal balance sheet. Fill in as many items as you can, and create your own asset categories if needed. Upon evaluating your results, how would you assess your liquidity, debt, and debt-to-equity ratios? What sort of change
A crime fighter might not immediately come to mind when most people think about the role an accountant plays in everyday business. Yet the rapidly growing field of forensic accounting involves investigating white-collar crimes such as business fraud, improper financial reporting, and illegal
The Internet of Things (IoT), as discussed in Chapter 14, has blurred the line between products and services - and, as a result, taxes. The issue is how companies are taxed, because products are taxed differently than services. To add to the confusion, if what a company sells is classified as
The success of the Mei Mei Group, which includes its Street Kitchen food truck and its new restaurant, can be credited to three siblings from the Boston area. Andy, Irene, and Margaret Li's award-winning food truck serves up creative Chinese American cuisine made with sustainably raised meats and
What is a government bond? A municipal bond?
What are the primary differences between commercial banks and savings banks?
How is the Fed organized?
List the three tools the Fed uses to control the supply of money and credit.
List two ways in which the securities markets are self regulated.
Where do U.S. banks rank compared with international banks?
Day trading refers to buying and selling securities (stocks and bonds, for example) in the same day, with hopes of an upward price movement. What information does a day trader need to make accurate decisions? Do you consider day trading gambling? Why or why not?
You've probably heard of U.S. savings bonds-you may even have received some bonds as a gift. What you may not know is that two different types of savings bonds exist. Do some research and compare and contrast the two types of savings bonds. What are their features? Their pros and cons? Assuming you
Working with a partner, assume you are considering buying shares of Lowe's or Home Depot. Describe how you would go about analyzing the two companies' stocks and deciding which, if either, you would buy.
Discuss investment strategies with regard to diversification and asset allocation for someone in their 20 s versus someone in their 40s. How does risk tolerance change with age? Discuss in pairs or small groups.
How would you decide whether to use an investment advisor or stockbroker at a full-service brokerage firm such as Charles Schwab or to open a brokerage account and try your hand at do-it-yourself online investing? Would you consider a robo advisor? What services does each provide, and what are some
Virtual stock trading. The website listed below is a virtual stock contest and training ground of sorts for students and investors alike. Go to the site, read "Getting Started" as well as the frequently asked questions, and create a stock portfolio. With $\$ 10,000$ in virtual dollars, pick three
Researching and managing investments. Go to the website listed below this paragraph, sponsored by the U.S. Securities and Exchange Commission. Under "Researching \& Managing Investments," read more about "Investing on Your Own." Make a brief presentation to the class or a small group about the
IPOs. A number of different sources are available for finding recently filed IPOs, or initial public offerings. Research companies that have recently filed IPOs. What industries are these companies in? Now research companies that have recently gone public. How has the stock performed during the
For the first time ever, Hewlett-Packard has abandoned its annual convention-style shareholder meeting in favor of a virtual one.Another format, a hybrid meeting, is where companies hold both virtual and in-person meetings. Annual shareholder meetings, generally required of all public corporations,
Financial technology firms continue to make headway by taking away loan and mortgage business from traditional banks. One of the most valued fintech companies today is SoFi, short for "social finance." The company, which considers its approach to banking as radical, deems itself "a modern finance
"Fair Trade has always been part of my legacy in coffee," says Rik Kleinfeldt, president and co-founder of Rhode Island-based New Harvest Coffee Roasters. "That's where I started with New Harvest." But in less than a decade, New Harvest's business model has evolved beyond Fair Trade to something
On your own or with a classmate, choose one of the following products and create an advertisement that illustrates how your company creates time, place, and form utility in its delivery of the product to the customer.a. auto-repair serviceb. outdoor adventure toursc. craft supply stored.
Think back to one of the largest purchases you've ever made.Discuss which steps in the consumer behavior process were applied and whether cultural, family, or social influences came into play.How would you evaluate the purchase decision today?
As a marketer, if you can find ways to classify your company's goods and services as both business and consumer products, most likely your company's sales will increase as you build relationships with a new category of customers. On your own or with a classmate, choose one of the following products
Comarketing and cobranding are techniques that companies often use to market their own and each other's products, such as Sherwin Williams paints featured in Pottery Barn home furnishings catalogs. On your own or with a classmate, choose two companies with products that would work well together for
You have probably taken a marketing survey at one time or another. Go to SurveyMonkey.com, an online survey tool, to learn more about how it works. What are some of the different ways surveys are used? How would you reach the right consumers and collect relevant results? What types of questions
VALS™ (Values, Attitudes, and Lifestyles)is a proprietary psychographic research software used to segment U.S. adults into eight distinct types using a specific set of psychological traits and key demographics that drive consumer behavior.52 Go to the website below to take the survey. In pairs or
Retailers, airlines, and hotel chains have well-developed customer loyalty programs. Pick one of the following companies and evaluate its customer loyalty program against one of its competitors in the same industry. Be prepared to discuss your findings in
Building customer loyalty over the long term involves becoming more aware of customer lifetime value (CLV). Go to the following website to learn more about CLV and the relationship between average order value, repeat purchases, and customer acquisition costs.http://customerlifetimevalue.co
Want to “improve your posture, align your balance and live your life?” That's the ad campaign for SOLS, a $3 million company that makes custom 3D-printed orthotics, a custom-made insert or footbed placed in a shoe. As a child, founder Kegan Schouwenburg said she was flat footed, and her goal
When marketing a good or service in a foreign market, the decision must be made about whether to standardize or adapt a product's marketing mix. Tencent Holdings Ltd., the world's largest mobile games company, and maker of WeChat, a WhatsApp messaging copycat, dominates the Chinese market.The
The owners of Boston-based food truck Mei Mei Street Kitchen and Mei Mei restaurant, collectively known as the Mei Mei Group, imaginatively provide context to the definition of marketing by creating, communicating, and delivering value to their guests while managing customer relationships. The
Differentiate among convenience, shopping, specialty and unsought products.
What are the marketing implications of each stage?
Define brand equity.
Define supply chain.
Classify each of the following business-to-consumer (B2C) and business-to-business (B2B) goods and services. Then choose one and describe how it could be classified as both.a. Runner's World or Esquire magazineb. six-pack of apple juicec. limousine serviced. tech support for a corporate cloud
On your own or with a classmate, choose one of the following goods or services.Decide whether you want to market it as a consumer product or a business product. Now create a brand name to convey the right image to the buyer, and one that links the product with its positioning strategy.a. lawnmower
Does online success as an e-commerce company automatically translate into successful bricks-and-mortar commerce? Discuss and research the strategy behind Amazon's recent decision to open retail bookstores. To date, what do results look like?
Go to the website and social media accounts of your favorite retailer. How has a competitive retailing strategy been developed, and how has a target market been selected? How does this retailer differentiate itself from others who sell similar products? What is the level of competition for the
You may not think about what is in your favorite candy bar or bag of chips, but the Fair Packaging and Labeling Act enacted more than 35 years ago regulates how “consumer commodities” are labeled, including ingredients and name and place of the product's manufacturer, packer, or distributor.

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Contemporary Business 18th Edition Louis E. Boone, David L. Kurtz, Susan Berston - Solutions

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