The Executive MBA for Engineers and Scientists

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  • Edition: 2nd
  • Format: Hardcover
  • Copyright: 2009-12-01
  • Publisher: CRC Press

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Fully updated to keep up with advances across the industry, this popular work now includes greater emphasis on the Internet. It explores the use and abuse of the web, examining practices such as too frequent notices or pop-up ads that can turn off potential customers. Another new chapter addresses other changes and trends such as the impact of companies purchased by investment firms, the real costs of outsourcing, and the current state of customer service. Other new topics in this edition include preparing for and participating in an interview, tools of the trade such as cell phones and computer programs, reliability of data, security, and selling via the Internet.

Table of Contents

Prefacep. xiii
Acknowledgmentsp. xvii
Authorp. xix
The Elements
Business: An Overviewp. 3
Deliver What You Promise. On Time!p. 4
Interrelations of Various Business Areasp. 6
Forms of Business Organizationp. 8
Sole Proprietorshipp. 8
Partnershipp. 9
Corporationp. 10
Some Variationsp. 11
Current Trendsp. 12
Goals of a Businessp. 13
Company Philosophiesp. 14
Relatives in a Businessp. 16
Marketingp. 19
Marketing Researchp. 19
Customersp. 21
Differential Advantagep. 21
Consumer Demographicsp. 22
Consumer Decision Processp. 23
Cognitive Dissonancep. 25
Product Life Cyclep. 25
Principle of Reverse Effectp. 27
Marketing Your Talentsp. 30
Salesp. 31
Who Should Be a Salesperson? Where Are Such People?p. 32
What Are the Characteristics of a Successful Salesperson?p. 32
Who Are Your Customers?p. 33
Where Are Your Customers?p. 34
How Do Industrial and General Sales Differ?p. 34
How Are Salespeople Compensated?p. 39
Straight Salaryp. 39
Commission Onlyp. 40
Salary Plus Commissionp. 40
Is Segmentation Territorial or by Product?p. 41
What Is a Sales Forecast?p. 42
What Is the Function of a Sales Manager?p. 43
Financep. 45
Management's Primary Goalp. 46
Depreciationp. 46
A Brief Overview of Depreciationp. 47
Debt and Equityp. 49
Stocks and Bonds 50
Time Value of Money: The Single Most Important Concept in Financep. 54
Annuitiesp. 62
Bond Valuationp. 64
Stock Valuationp. 65
Expected Valuep. 66
Economies of Scalep. 67
Diminishing Returnsp. 68
Understanding Financial Statementsp. 69
Ratio Analysisp. 73
Capital Budgetingp. 76
Cash Flowp. 82
Degree of Operating Leveragep. 82
Risks and Rates of Returnp. 83
Break-Even Analysisp. 85
Fixed and Variable Costsp. 86
Assumptionsp. 87
Example of Techniquep. 87
Nonlinear Break-Even Analysisp. 94
Statistics: A Little Bit, Simply Explainedp. 97
Cause and Effectp. 98
Standard Deviation and Normal Curvep. 99
Standard Deviation and Width of Distributionp. 103
Z Valuep. 104
Graphs, Charts, And Equationsp. 107
Visual Means of Presenting Datap. 108
Text Chartsp. 109
Line Chartsp. 110
Bar Chartsp. 111
Pie Chartsp. 112
Combination Chartsp. 114
Summaryp. 114
Manufacturingp. 117
Types of Production Systemsp. 118
Job Shop Productionp. 118
Batch Productionp. 118
Continuous Productionp. 118
Combination Productionp. 119
Inputs to Production Planning Systemsp. 119
Key Personnelp. 120
Total Quality Management (TQM)p. 121
Just-in-Time (JIT) Inventoryp. 122
Types of Inventoriesp. 124
Accountingp. 127
Accounting and Bookkeepingp. 127
Budgetsp. 128
Accounting Functionsp. 128
Cost Accounting and Managerial Accountingp. 130
Accounting System Proceduresp. 131
Ledgersp. 132
Financial Statementsp. 132
Conclusionsp. 132
Elements of the Technical Area
Technical Function: Overviewp. 137
Basic Researchp. 138
Applied Researchp. 139
Inventionp. 139
Patentsp. 142
Innovationp. 143
Technology I44
Quality Controlp. 145
Consumer Quality Issuesp. 146
Produce the Best!p. 146
Quality Characteristicsp. 147
Total Quality Management (TQM)p. 149
Malcolm Baldrige Awardp. 150
Quality Levels and Costs: Different Viewsp. 150
Customer Servicep. 151
Technical Servicep. 153
Definitionp. 153
Summaryp. 155
Research And Developmentp. 157
Overviewp. 157
Benefits of Research and Developmentp. 159
R&D and Its Relationships with Other Areas of the Companyp. 161
Laboratory Structurep. 162
Comparison of Research and Development and Technical Servicep. 165
Directing Research and Development Operationsp. 165
Integrating Business and Technical Areas for Profit
The Corporation as a Unit: An Overviewp. 171
Corporation Structurep. 171
Chairman of the Boardp. 173
Chief Executive Officer (CEO)p. 174
Chief Operating Officer (COO)p. 174
Presidentp. 174
Executive Ethicsp. 174
CEO Classificationsp. 175
CEOs and Communicationp. 176
Defining Your Businessp. 177
Goal Setting and Strategic Planningp. 179
Prefacep. 180
Missionp. 180
Objectivesp. 180
Threats and Opportunitiesp. 181
Weaknesses and Strengthsp. 181
Growthp. 182
Buildings and Equipment (Optional Section)p. 182
Personnelp. 183
Research and Developmentp. 183
Closing Commentsp. 184
Summarizing the Strategic Planp. 184
Management Stylesp. 185
Business and Technical Relationships: Symbiosis To Maximize Profitsp. 187
People Skills: How To Get Along With Others (The Most Important Chapter In This Book)p. 193
Introductionp. 193
Listeningp. 194
Communicationsp. 198
Nonverbal Communicationsp. 203
When Someone Points Out an Error You Madep. 206
Navigating Two-Way Streetsp. 207
How to Lose Friendsp. 207
Negotiationp. 208
Information Gatheringp. 208
Negotiators and Decision Makersp. 209
Have Several Issues for Discussionp. 209
Be Prepared to Walk Awayp. 210
Compliments after Negotiationsp. 211
Conclusionp. 211
Current Concepts, Trends, And Toolsp. 213
Working from Home (Telecommuting)p. 213
Social Responsibilityp. 214
Domestic and Foreign Outsourcingp. 215
Not Invented Here (NIH) Syndromep. 217
Tools of Your Tradep. 218
Contract Assignments and Short Term Employmentp. 219
Bonusesp. 221
Awardsp. 221
Attempts to Misleadp. 222
Accuracy of Informationp. 222
Planning Ahead
Your Careerp. 229
Your General Planp. 230
Your Strategic Planp. 231
Meet New Peoplep. 232
Observep. 232
Visibilityp. 233
Job Descriptionsp. 233
Systemsp. 234
Interviewsp. 235
Other Considerationsp. 236
Final Wordsp. 236
Starting Your Own Businessp. 237
First Stepsp. 237
Unique Selling Proposition (USP)p. 237
Partners: Pros and Consp. 239
Customer Issuesp. 240
Financing and Creditp. 241
...And A Little Bit Morep. 243
Expectationsp. 243
Professional Characteristicsp. 244
Riskp. 244
Profit Improvement: Back to Basicsp. 245
Setbacksp. 246
Attitudep. 246
Time-Your Nonrenewable Resourcep. 247
Problem Solvingp. 248
Decision Makingp. 251
Trainingp. 251
Prioritiesp. 253
Report Formatp. 254
Laboratory Report Formp. 254
Reference Pointsp. 254
Learn about Yourselfp. 255
Learn about Othersp. 255
Teamsp. 255
Dealing with Mediap. 256
Measurementsp. 257
Miscellanyp. 258
Final Thoughtsp. 259
Indexp. 261
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