Business Paper Description: The business analysis paper should focus on the use of information systems within a company of your choice. You should pick a company for which information systems played a key roll in making that company successful, and the paper should focus on how information systems contributed to that success. Your paper should answer the following areas: · Industry Profile: What is the industry? What value does the industry provide to its customers?  · Include an analysis of the competitive landscape of the industry in terms of the Porter Competitive model. You will learn about Porter's 5 forces early in the quarter. Your paper should discuss each of the five forces that effect the competitive landscape of your company's industry. Discuss why each of the forces plays a strong or weak role in the industry and give evidence to support your argument. · Be careful to define the industry correctly. To do so, ask the question "with whom does your company compete?" Be careful that the definition is not too narrow. For instance, Charles Schwab is a discount broker and they obviously compete with other discount brokers like Quick and Reilly and Fidelity. But, they also compete against full service brokers and deep discounters. There is also a risk of defining the industry too broadly. For instance, total retailing in the U.S. is over $2 trillion a year. This includes everything that is sold to a consumer--groceries, automobiles, fast food, clothing, etc. There are sub-sections to the retail industry and these provide a better definition since they are consistent with the criteria cited above regarding who companies compete against. Automobile dealers do not compete with McDonalds or Safeway. · Company Profile: What business is your company in, and what value does it provide its customers. In what ways is it different than its competitors? How has it's history shaped what it can offer its customers? · Information Technology: How does the company use IT to support or enable its business processes and competitive strategies? What technologies in particular does it use? Does the company use existing technologies,develop its own technology, or some combination of both? How much of the company’s success do you attribute to its use of IT and/or the company’s early adoption of IT into their business processes? Is it used to enhance or differentiate their product, reduce costs, or both? · Leadership: Who are/were the key leaders of the company? What decisions did these leaders make, in particular decisions relating to the deployment of IT? What opportunities did they identify that helped make their company what it is today. · Market and Financial Performance: What is the company’s revenue and profit, and how has it evolved over the years? How does the company’s performance compare to its competitors? You may also want to include other industry specific measures of performances, like cost per available seat mile (CASM) for airlines or sales ...

1. Business Paper
Description:
The business analysis paper should focus on the use of
information systems within a company of your choice. You
should pick a company for which information systems played a
key roll in making that company successful, and the paper
should focus on how information systems contributed to that
success. Your paper should answer the following areas:
· Industry Profile: What is the industry? What value does the
industry provide to its customers?
· Include an analysis of the competitive landscape of the
industry in terms of the Porter Competitive model. You will
learn about Porter's 5 forces early in the quarter. Your paper
should discuss each of the five forces that effect the competitive
landscape of your company's industry. Discuss why each of the
forces plays a strong or weak role in the industry and give
evidence to support your argument.
· Be careful to define the industry correctly. To do so, ask the
question "with whom does your company compete?" Be careful
that the definition is not too narrow. For instance, Charles
Schwab is a discount broker and they obviously compete with
other discount brokers like Quick and Reilly and Fidelity. But,
they also compete against full service brokers and deep
discounters. There is also a risk of defining the industry too
broadly. For instance, total retailing in the U.S. is over $2
trillion a year. This includes everything that is sold to a
consumer--groceries, automobiles, fast food, clothing, etc.
There are sub-sections to the retail industry and these provide a
better definition since they are consistent with the criteria cited
above regarding who companies compete against. Automobile
dealers do not compete with McDonalds or Safeway.

2. · Company Profile: What business is your company in, and what
value does it provide its customers. In what ways is it different
than its competitors? How has it's history shaped what it can
offer its customers?
· Information Technology: How does the company use IT to
support or enable its business processes and competitive
strategies? What technologies in particular does it use? Does the
company use existing technologies,develop its own technology,
or some combination of both? How much of the company’s
success do you attribute to its use of IT and/or the company’s
early adoption of IT into their business processes? Is it used to
enhance or differentiate their product, reduce costs, or both?
· Leadership: Who are/were the key leaders of the company?
What decisions did these leaders make, in particular decisions
relating to the deployment of IT? What opportunities did they
identify that helped make their company what it is today.
· Market and Financial Performance: What is the company’s
revenue and profit, and how has it evolved over the years? How
does the company’s performance compare to its competitors?
You may also want to include other industry specific measures
of performances, like cost per available seat mile (CASM) for
airlines or sales per square foot for retailers. Is the company
more or less indebted than its peers? For example, you can look
at the ratio between Total Liabilities and Shareholder equity on
the company's balance sheet as one measure, and compare it to
that of competitors. Note: It is not sufficient to just provide
stock price data of your company without investigating some of
the other performance metrics mentioned above.
· Trajectory: If the company successfully used information
systems in its past, has it continued to innovate and improve up
until today? Is the company effectively postured for the future?
Assessment:
The business analysis paper will be done by team of about 4
people with the same grade given to all members of the team.
There will be an opportunity during the final ecam for team

3. members to give feedback on how their teammates contributed,
and this feedback may be used to adjust the grades.
The paper will be assessed using the following criteria:
· How well does it address the questions listed above? Does the
paper incorporate enough information about the company to
answer the questions fully? Are the arguments presented in the
paper persuasive and supported by facts? Are enough sources
cited?
· Is the analysis presented yours (the students’) or is it all
copied from other sources? Are facts and statements taken from
other sources properly cited?
· Is the paper organized in a coherent fashion? Could the paper
be more persuasive if it were organized differently?
· Did the paper cite sources correctly?
You will be marked down a lot if you fail to cite your sources in
the body of the text! Please read this guide on citing sources
properly.
Did the paper cite print sources and not just Internet
sources? Please cite at least 5 print sources in your paper. If
your article appears online and in print, cite the print version.
The paper will not be judged by its length, but rather by its
content. However, it would be difficult to address adequately all
of the relevant questions in less than 12 pages. It should be at
least 12 pages
1. (TCO 1) Candle-Mix, a supply house for scented and
unscented tapers and other ceremonial candles to houses of
worship, restaurants, and other establishments, has experienced
a downturn in business in the last two years. Upon
investigation, Kim, the owner of Candle-Mix, learns that the

4. same candles that they sell are available from online retailers
for at least 13% less. The firm will not be able to survive if
customers continue purchasing from competing e-retailers.
Candle-Mix maintains a storefront for selling candles but does
not provide other services or products. Which of the following
would most likely enable Candle-Mix to recapture their
previous customers and gain new customers? (Points : 10)
Candle-Mix could lower their prices on less popular
candles to create "loss leaders" that would induce new
customers to purchase regularly-priced candles from them.
Candle-Mix could shut down their retail location to cut
overhead and move their business to the Internet, where they
could charge lower prices and compete with other online candle
retailers.
Candle-Mix could send out a mailing to all their customers
reminding them that they carry a full line of candles.
Candle-Mix could move their store to a more visible and
expensive location in the mall.
Candle-Mix could announce a "candle of the month"
program to discount candles that traditionally have not sold as
well as their other candles.
Question 2.2. (TCO 3) Mondelez Corporation is expanding into
a new territory in which they are not as well-known as they are
in their current territories. As part of this new push, the sales
director decides to use a strategy that involves making
aggressive cold-calls and hosting frequent educational seminars.
How does Mondelez most likely benefit from hosting
educational seminars? (Points : 10)
engaging in socially responsible activities in the
community
helping sales representatives with their presentation skills
providing shareholders with many educational benefits
highlighting product benefits to potential prospects
generating extra revenue from attendees

5. Question 3.3. (TCO 3) Robert Caruthers has just been hired by
Kipler Company to replace a sales representative who is retiring
after 40 years with the company. The older representative is
training Robert on procedures and customers in his territory for
three weeks before he retires, and Robert knows this is a huge
opportunity to learn about the prospect base. When Robert asks
which CRM system the company uses, the older representative
says, "Everyone else here uses some computer program called
Salesforce, but I won't touch it. I know my customers like the
back of my hand! I never needed to write anything down."
Robert becomes concerned. He used Salesforce in college and
knows how vital it is to have customer information, sales
records, preferences, and conversations recorded. He talks to
the sales manager, who tells him the representative's sales were
decent, and all his invoices came in, so they left him alone and
never forced him to use the CRM system. What will be the most
likely outcome for Robert due to the retiring representative's
lack of record-keeping? (Points : 10)
Robert's sales will track way behind those of the retiring
representative, and he will be docked pay and denied
promotions.
Since Robert is starting from almost scratch developing a
prospect and customer base, he will lose some current customers
because he does not know about them.
Robert will be unlikely to develop sales presentation skills
because of the time required to track referrals.
Since Robert does not need any information from the
retiring representative, he will conduct more cold calls and
develop a larger base of qualified customers.
Robert will continue maintaining the retiring
representative's accounts as usual without any changes in
strategy or implementation.

6. Question 4.4. (TCO 4) George Kline is a sales representative for
Southern-Swim, a swimming pool service and supply company.
Southern-Swim sells the chemicals needed for pool maintenance
as well as pool accessories like slides, ladders, and diving
boards. Southern-Swim sells to both consumers and businesses.
George has noticed that many of his customers become very
frustrated with him when he attempts to use needs assessment,
problem solving, or relationship building techniques. These
customers typically know what product will meet their needs.
George relies on the buyer resolution theory to pursue sales.
George is most likely vulnerable to which of the following
factors? (Points : 10)
increasing the time it takes to close the sale
spending too little time building rapport with the customer
losing focus on the features and benefits of the product
shifting all the power in the transaction to the customer
focusing on a decision in the process that is not an issue
for the customer
Question 5.5. (TCO 4) Chun Tai is a sales representative for
Southern-Swim, a swimming pool service and supply company.
Southern-Swim sells the chemicals needed for pool maintenance
as well as pool accessories like slides, ladders, and diving
boards. Southern-Swim sells to both consumers and businesses.
Chun has noticed that many of his customers become very
frustrated with him when he attempts to use needs assessment,
problem solving, or relationship building techniques. These
customers typically know what product will meet their needs.
Chun positions certain swimming pool accessories, such as
slides and diving boards, to appeal to baby boomers with
grandchildren. Which influence on buying decisions is most
important in this situation? (Points : 10)
role
culture
social class

7. reference group
organizational culture
Question 6.6. (TCO 5) Women's swimwear designer Keli
Muan'a designs high-end swimsuits. The suits are sassy in style,
but fit a wide variety of body shapes and sizes, which is unusual
in the high-end market. Sales director Debbie Clark sells the
suits to boutiques at exclusive resorts and hotels. These
boutiques usually carry other high-end swimsuit lines. Which of
the following is a probing question Debbie could ask a boutique
buyer? (Points : 10)
Can we arrange delivery for next Wednesday?
Are the limited sizes of the other swimsuits you carry
affecting sales?
What are the most common swimsuit sizes sold to guests at
the resort?
What colors and sizes are primarily sold in your boutique?
Do you experience a fluctuation of sales throughout the
year?
Question 7.7. (TCO 5) Northern Fire Big Equipment imports
heavy machinery used in regions of Europe and North America
where heavy snowfall is an issue. This machinery is used by
cities and counties to clear roads during snowstorms. Josh
Andrews is the senior regional sales manager for New England.
Josh goes into a meeting with the sanitation director of a large
U.S. city that got slammed by a snowstorm a month previously.
During the cleanup, operators of the city's plows destroyed a
significant amount of city and personal property, which
triggered public inquiry into the competence of the sanitation
staff and director. Of the following, what is the first thing Josh
should do after hearing about the recent situation? (Points : 10)
Choose equipment for the city that will solve the sanitation
director's problem.

8. Ask questions to find out what the sanitation director's
needs are.
Persuade the sanitation director to purchase the equipment.
Confirm the sale with the sanitation director.
Create value for the sanitation director by servicing the
sale.
Question 8.8. (TCO 6) GoodYear Tires, Inc. designs and
manufactures tires for the trucking industry. Their products
include tires for semi-cabs as well as tractor-trailers of various
sizes and weight limits. Ron, a sales representative for
GoodYear, is meeting with a trucking company that delivers
primarily lumber and other supplies to home improvement and
construction retailers. By creating a spreadsheet that will allow
the buyer to enter current fuel costs and see recalculations of
fuel costs that would occur from using GoodYear tires, the sales
representative is creating: (Points : 10)
an airtight argument against other tire vendors
a way to involve the buyer in the presentation
a program that should be created by the IT department
an experience so elementary that it will patronize the buyer
an ROI statement the buyer can take as a guarantee of
savings
Question 9.9. (TCO 6) Jorge Ortez works at the MittleRx
Cosmetic counter at a high-end department store. His job is to
give prospects a facial and makeover using MittleRx products
and then sell them the products he used. Jorge always says that
he's "in the business of making women feel good about how
they look." Which of the following should Jorge most likely
focus on during his presentation? (Points : 10)
the sleek packaging of MittleRx products
the history of the MittleRx company
the brightening facial effects of the product on the prospect

9. the discounts the prospect can receive if purchase is made
now
the toxin-free ingredients of MittleRx products
Question 10.10. (TCO 6) Jack Wilson is a junior sales
representative for a large equipment manufacturer. Kesha
Waters, a senior sales representative, has requested that Jack
help her to prepare a sales presentation for a new prospect. Jack
and Kesha make a second call on a client to present the
proposal. After thanking the prospect for agreeing to a meeting,
Kesha says, "I would like to accomplish three goals during the
time you've given us today." Which approach is she most likely
using? (Points : 10)
customer benefit
referral
premium
agenda
survey
1. (TCO 8) Eagle Enterprises is a design company that sells
office equipment, layout and furnishing packages to builders
and developers. Bo Hernandez is a trade sales representative
with Eagle Enterprises. As a trade sales representative, he
promotes the company and its products to brokers who have
their sales representatives selling Eagle’s designs, equipment
and furnishings to clients. A large part of Bo’s job involves
attending industry trade shows and working at the Eagle
Enterprises booth at the exhibit hall of the trade show. Because
Bo is not meeting with prospects, his time is divided into 2 to 3
day blocks of attending trade shows or training resellers. Which
of the following is most likely true? (Points : 10)
Bo has a flexible job so maintaining a schedule is
unrealistic.
Bo should rely on floaters to record appointments and
deadlines.

10. Bo's situation is too unusual to fit into appointment
calendars.
Bo should return emails promptly but return calls every
few days.
Bo should plan to return emails and calls within his larger
time blocks.
Question 2.2. (TCO 8) Calico Computing is a firm that sells
software integration and infrastructure packages to schools and
universities. Georgia Redding is an inside sales representative
with Calico Computing. As an inside sales representative, her
sales presentations are made via webinar. She reaches clients
and prospects by phone, email, and instant messaging, all from
her home office. According to Georgia, the best thing about her
job is having a fulfilling professional career but never having to
commute to an office. Which of the following would most likely
help Georgia manage her time effectively? (Points : 10)
preparing a "to do" list each day and prioritizing tasks
creating a monthly sales log to submit to her manager
making notes of customers she calls each week
contacting customers by e-mail and text
maintaining a separate home office telephone
Question 3.3. (TCO 7) Tommy DesDain is the sales
representative for the Holiday Zoo. He sells events, such as
wedding receptions, corporate dinners, and fundraisers that are
held on zoo grounds. Tommy has just finished negotiating all
the details of Carole Madison’s upcoming wedding reception
and is preparing to close the sale. Carole is considerably
interested in having her wedding at the zoo but seems to need
help envisioning the process and benefits. Which of the
following is a signal that Carole is ready to sign the contract to
book the reception? (Points : 10)

11. She looks at her watch.
She checks her phone for messages.
She asks, "How much do I need to put down now to reserve
the date?"
She asks, "Why don't you offer pre-set desserts?"
She says, "The country club offers a chocolate fountain at
no extra cost."
Question 4.4. (TCO 7) Gina Robertson is a sales representative
with Coast-to-Coast Trans, a company that provides full service
chartered flights—airplanes, pilots, staff, and services—to
client groups. She has just closed a large sale of several flights
each week for four months to a service organization of college
students. The students are sent on work service projects all
across the United States. The first flights will begin one week
after the closing date. Gina is always striving for the "moment
of magic" with her clients. This means: (Points : 10)
fulfilling the basic spirit of the sales contract
giving them what they paid for
giving them what they paid for with excellent execution
not only giving them what they paid for but creating a
satisfying experience with attentive customer service
not only giving them what they paid for but adding in free
services and products
Question 5.5. (TCO 7) Ana Lexington is the director of
Membership Programs for the St. Louis Museum. She develops
the programs and sells them to museum visitors. The programs
are tiered and include discounts and special member-only deals.
Which of the following actions by Ana would most likely
provide a moment of magic for new members of the
museum? (Points : 10)
sending an electronic receipt for payment
providing a plastic membership card

12. giving away museum t-shirts to new members
printing a schedule of museum hours and events
seeking donations for the museum's outreach program
1. (TCO 2) Our textbook discusses three channels of
distribution that employ sales professionals. Discuss the main
components of the Business-To-Business Channels. Which
career opportunity within this channel do you see yourself
working in? Explain why you chose this option. (20
points) (Points : 20)
Question 2.2. (TCO 8) List the four dimensions of opportunity
management. How would you describe your time management
skills? List the four time-saving techniques used by time-
conscious people and describe how you can use each to increase
your time management. (20 points) (Points : 20)
Question 3.3. (TCO 4) Ron Hall is a customer service
representative responsible for selling time-shares to a new
family resort on the Orlando Florida Universal Studios
property. Assume that Ron’s buyer is a married father of two
children, an executive at Proctor and Gamble and has a
dominant communication style. How should Ron plan to
approach this buyer? What features and benefits will most likely
appeal to this buyer? What type of selling tools will help make
the demonstration most effective? (20 points) (Points : 20)
Question 4.4. (TCO 2) What are the major differences between
Sales and Marketing? What can Sales and Marketing do to
better coordinate their activities? (20 points) (Points : 20)

13. Question 5.5. (TCO 1) Describe the evolution of strategic
selling. What are the four broad strategic areas in the Strategic
Selling Model? How do value-added selling strategies enhance
personal selling? (20 points) (Points : 20)
Proposal
In our business paper, we are going to talk about the world
leading online industry “Amazon company.”
Amazon provide high efficiency online shopping experience to
customers as well as great customer service experience for the
customers. Amazon’s prime membership can receive access to
books, movies, online readers etc. benefits. This attracts many
amazon users. Discussing about Amazon, our paper will come
from the perspective of showing an overview of the competitive
landscape of the industry. Our paper will focus on the value of
Amazon and how Amazon’s leadership satisfy customer’s need
in order to standout in the competitive market. Amazon holds
the leadership value of: Customer Obsession, Ownership, Invent
and simplify, be curious, Earn Trust, Think big, frugality, bias
for action. We are going to discuss each of those in our final
paper.
Amazon.com Inc. is the leading company of online retail
industry. In order to keep its leading position for a long term,
Amazon must regularly evaluate the external factors in the
online retail industry environment. In this proposal, we are
going to analysis the intensities of the external factors affecting
Amazon, based on Porter’s Five Forces Analysis model:
1. Competitive rivalry or competition
2. Bargaining power of buyers or customers
3. Bargaining power of suppliers
4. Threat of substitutes or substitution

14. 5. Threat of new entrants or new entry
Amazon company holds a strong position in the field of
globalizing internet market. Amazon has the potential of
compete over store such as Nordstrom, Saks fifth Avenue. We
are going to discuss the reasons that Amazon company has such
high marketing performance in our paper. Amazon company
marketing performance: technological innovation. Kindle is a
reading tool that indicate amazon company's marketing
performance which is provide consumers with better buying and
reading experience.
Innovation is the core strategy of Amazon, Amazon has
always been a pioneer in new areas of self-view, and the
Internet for its pioneering and innovation provides infinite
space. For Amazon, continuous development and innovation, the
sole purpose is to provide consumers with better services to
help consumers better finish the shopping process.
Amazon started to retail, hardware manufacturing is not its
strengths, but over the years it has invested in technology
research and development of hundreds of millions of dollars.
The face of e-books such a foreground of the market, Amazon
realized that the biggest barriers to entry there are two, one is
that people's traditional reading habits.
1. For the public, reading a paper book is not only a habit, it
can even be said to be a way of life.
2. For consumers to accept the new way of reading, it must
respect its original habits, based on the creation of a better
reading experience. Second, although the market has some
electronic reader, but there are a variety of shortcomings,
cannot meet the needs of consumers. Last year, they provided
new way to sipping items which is unmanned plane in UK. It is
only take 30mins receive your order after you place an order
online.
Amazon maintains its multi-level e-commerce strategy. Amazon
focus on the central idea of relationships between itself and its
customers. Amazon creates a platform basis for business to
make transactions which both satisfies the customer and third

15. party merchandise. Also Amazon has a multi-leveled e-
commerce strategy. Amazon.com lets almost anyone sell almost
anything using its platform. It is very convenient that people
can find straight sales of merchandise sold directly by Amazon.
We will include how Amazon influences our lives as customers.
Amazon make our life easier and give us more options because
“You can find used goods, refurbished goods and auctions.”
(Amazon) In addition to the affiliate program that lets anybody
post Amazon links earn a commission on click-through sales,
there's now a program that lets those affiliates (Amazon calls
them "associates") build entire Web sites based on Amazon's
platform. However, they can create mini Amazon Web sites if
they want to, building on Amazon's huge database of products
and applications for their own purposes. When any purchases go
through Amazon, you can build a site called Amazonish.com,
include in the products directly from Amazon's services, write
your own guides and earn a cut of any sales. Now, Amazon has
become a software developer's playground to expand its
potential.
Amazon has the special highlight on its customer service, this is
another component that stands amazon’s position. As a
worldwide online based system store, customer’s only way to
communicate is responsible customer services agent. By
providing a careful customer service, amazon wins’ customer’s
mind. Thus, we are going to expand and talks about this in our
paper.
1. Amazon is a low-cost retailer and offers a wide range of
products and services.
2. The company’s management team works to compete healthily
and sustain its competitive advantages over a long time.
3. Amazon’s market strategy is providing customer affordable
price along its wide selection of products and convenience.
4. The customer experience is still getting enhance steadily by
feedback.
Overall, our business paper should cover the multi-perspective
of operations strategies of Amazon company and conclude on

16. the strong and weakness of this company compares to other
substitutes.
Citation:
"All About Amazon.com Corporation." AMIBA. N.p., 03 Feb.
2017. Web. 05 Feb. 2017.
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Feb. 2017.
"Amazon's global career site." Amazon.jobs. N.p., n.d. Web. 06
Feb. 2017.
"Help & Customer Service." Amazon.com Help. N.p., n.d. Web.
07 Feb. 2017.
Http://www.howstuffworks.com/about-author.htm. "How
Amazon Works." HowStuffWorks. N.p., 25 Jan. 2006. Web. 07
Feb. 2017.
"Our Leadership Principles." About Amazon - Working at
Amazon - Our Leadership Principles. N.p., n.d. Web. 07 Feb.
2017.
Swartz, Jon. "Amazon is creating 100,000 U.S. jobs, but at what
cost?" USA Today. Gannett Satellite Information Network, 15
Jan. 2017. Web. 07 Feb. 2017.