Brian Is Attempting to Get a Marketing Professor to Adopt

question 31

Essay

Brian is attempting to get a marketing professor to adopt his publisher's textbook. Brian knows the professor has been using a competing text and would have to spend considerable time adjusting his syllabus and classroom strategies if she adopts Brian's textbook. He points out that his textbook is newly revised which means the professor can use it for several years without having to make adjustments. What sales technique is Brian using?

Define and calculate the contribution margin and its importance in pricing and profit planning.

Analyze the effects of changes in sales volume on total and per unit costs.

Grasp the concept of mixed costs and how they are comprised of both fixed and variable elements.

Understand the role of cost accounting in decision-making, including how costs are classified and managed.

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Definitions:

Technical Specifications

Detailed description of the technical requirements, features, and performance of a product, system, or service.

Information Requirements

The details and criteria of information needed by users to complete tasks or make decisions effectively.

Highest-Ranking IS Manager

The senior-most executive in an organization responsible for overseeing the information systems strategy and ensuring alignment with overall business objectives.

Strategic Planning

A structured approach to creating a vision of the desired future, then outlining general goals or aims and planning a series of actions to realize this vision.