Questions from Managerial Accounting

Q: How might the structure of salespersons’ incentives or compensation plans contribute to

How might the structure of salespersons’ incentives or compensation plans contribute to unprofitable customer relationships?

Q: What insights can life-cycle profitability analysis provide about customer profitability

What insights can life-cycle profitability analysis provide about customer profitability and the desirability of various customer groups?

Q: “The only nonfinancial measure for customer relationships that our company should

“The only nonfinancial measure for customer relationships that our company should focus on is customer satisfaction.” Do you agree with this statement? Explain.

Q: Provide three reasons why customer loyalty provides benefits to companies.

Provide three reasons why customer loyalty provides benefits to companies.

Q: List and describe the five stages of a hierarchy for categorizing customer

List and describe the five stages of a hierarchy for categorizing customer satisfaction and loyalty. Which companies that you know or deal with as a consumer create the highest form of loyalty for you...

Q: What is the net promoter score and why is it recommended for

What is the net promoter score and why is it recommended for use by companies?

Q: Consider the descriptions of management accounting provided in the chapter. Discuss

Consider the descriptions of management accounting provided in the chapter. Discuss why the associated responsibilities are viewed as “accounting” and how people handling those responsibilities interf...

Q: Why are nonfinancial measures alone insufficient for managing relationships with customers?

Why are nonfinancial measures alone insufficient for managing relationships with customers?

Q: “Companies should avoid high cost-to-serve customers because

“Companies should avoid high cost-to-serve customers because they are unprofitable.” Do you agree with this statement? Explain.

Q: What does a pricing waterfall chart depict?

What does a pricing waterfall chart depict?