In the chapter on Closing and Gaining Commitment, Shell talk…

In the chapter on Closing and Gaining Commitment, Shell talks about “exploding offers,” aspects of a deal that are dictated by a time deadline. For example, “you have until noon tomorrow to accept our offer. Exploding offers are an example of _________________.

You are trying to buy a car, and the dealer is asking $41,00…

You are trying to buy a car, and the dealer is asking $41,000, but you really don’t want to spend that much. You are about to start the negotiation. Which of these goal statements would Shell approve of?  Note – this was also a point of emphasis on your Preparation Documents.

Refer to the previous problems. The Finance Office of Gulf C…

Refer to the previous problems. The Finance Office of Gulf Coast Medical Group (GCMG), a large, multispecialty physician group affiliated with a regional academic health system, reported $1,432,600 in direct departmental costs in 2024. These overhead costs must be allocated to GCMG’s five patient service departments using the direct method of cost allocation. The finance team has been instructed to evaluate cost allocation using two possible drivers: 1) number of bills submitted and 2) patient service revenue. In 2024, GCMG’s departments submitted 75,980 bills and reported $17,984,220 in total patient service revenues. What is the allocation rate if patient service revenue is used as the cost driver?

A local insurer has proposed to pay Sunrise Wellness Group a…

A local insurer has proposed to pay Sunrise Wellness Group a per member per month (PMPM) payment of $17.25 for each enrolled patient. Sunrise has annual fixed costs of $2,150,000. The practice estimates that each enrolled patient will average 3 visits per year, with a per-visit cost of $42.10. How many patients must be included in their patient panel for Sunrise Wellness Group to earn an annual profit of $275,000? Round to the nearest whole number.