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Papers On Management And Business
Page 129 of 388

Fictitious Case In Sales Management / Earnings Caps For Top Performers ?
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In this 6 page case analysis of a fictitious company, a top salesperson threatens to leave when her quota to earn bonuses is consistently raised each year to be higher than she earned during the previous year. The company's possible solutions to this problem are evaluated as are the potentially positive and negative outcomes of each. The interest of company & sales morale is figured in and it is ultimately concluded that payscales which reward top performers are indeed the most beneficial in the long run and that caps or "ceilings" should be removed. Bibliography lists 3 sources.
Filename: Salecas4.wps

Fictitious Case In Sales Management / Firing Moonlighters
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In this 7 page case analysis of a fictitious company, a manager finds that one of his salespeople has been lying about the reasons for his sharp decline in sales; Evidently, the rep had been moonlighting at a part-time job and the manager is now confronted with an executive dilemma concerning what course of action should be taken. The writer evaluates the internal and external implications of every possible decision (i.e. impact that firing the rep would have on employee morale, cost of replacing him, effects of disciplining him, effects of changing him over from salary to straight commission, etc;) and ultimately concludes that while it would not be reasonable to fire the salesperson, a switch to straight commission would be most appropriate in this case. Bibliography lists 3 sources.
Filename: Salecas3.wps

Fictitious Case In Sales Management / Hiring & Assimilating Women
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In this 8 page case analysis of a fictitious company, the writer describes the problem faced by an older manager who has not found the same success in assimilating women as he had always found with men. The same motivations and invitations to social affairs that improved rapport with male salespeople only damaged relations with women. The writer presents possible solutions to this sales manager's common problem and evaluates each one- -deciding that the company will need to hire women trainers with experience in their field to help restructure company efforts and to make the new generation of saleswomen happy with their job. Short & long term implications of the proposed plan are discussed. Bibliography lists 4 sources.
Filename: Salecas2.wps

Fighting Heuristics with Heuristics
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A 3 page paper presenting a scenario; identifying the types of heuristics involved in it; and designing an approach to persuading a supervisor to alter his position also using heuristics. Bibliography lists 4 sources.
Filename: KSmktgHeuris.rtf

Final Master’s Project in Change Management
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A 22 page paper presenting the body (introduction, conclusion and sources are in a different file) for a technological change initiative at HHH home health and hospice. The goal of the paper is to persuade senior management to approve the proposed technology plan. No sources listed.
Filename: KSmgChgMgBody.rtf

Final Paper: Outline: Problems Surrounding Sony’s Release of PlayStation 2
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An 8 page paper building on both KSmgmtSonyPS2Rel.rtf and KSmgSonPS2RelOut.rtf. This final paper contains slightly more information than the narrative outline, and it is fully cited whereas the outline is not. It concludes that all of Sony’s product categories are suffering in their markets. Sony still needs to address the remaining quality problems with the PS2 in an effort to retain that product’s profitability as it realigns other divisions of the company. Bibliography lists 27 sources.
Filename: KSmgSonPS2RelFinal.rtf

Finance at Acme Sales
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A 9 page paper presenting an interview with the CFO of a hypothetical multinational company. The interview focuses on finance, of course, and includes such topics as the rigors of financial management; leadership; optimal capital structure; core beliefs; tax planning; ratio analysis; currency hedging; and investor relations. Bibliography lists 1 source.
Filename: KSfinAcmeS.rtf

Finance Decisions at Carriage Motors
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A 10 page paper discussing expansion decisions for an auto body repair shop. The paper provides capital budgeting analysis for a term of ten years, at discount rates of 14%, 20% and 25%; payback; and discounted payback. Payback for the project occurs in year 4, but discounted payback does not occur within the period. Bibliography lists 12 sources.
Filename: KSacctCarriageNPV.rtf

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