Brian Is Attempting to Get a Marketing Professor to Adopt

question 60

Essay

Brian is attempting to get a marketing professor to adopt his publisher's textbook.Brian knows that the professor has been using a competing publisher's 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 that the professor can use it for several years without having to make adjustments.What sales technique is Brian using?

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Definitions:

Production Process

The sequence of operations or stages involved in the manufacturing or creation of a product.

Job-order Costing

A cost accounting system that assigns manufacturing costs to an individual product or batch of products, useful for customized orders.

Indirect Labor Cost

Wages and related expenses for workers who assist in or facilitate the production process but do not directly work on the product.

Direct Materials Cost

The expenditure on raw materials that are directly traceable to the production of a specific product.