Johnson is an estate agent and he has been asked by his client to sell for him three products A,B and C.He agrees to pay him 5% commission on each sale and specifies certain conditions:the state agent must sell property A first within 60 days. If and when A is sold, the agent receives a commision on that sale. He can then either back out at this stage or nominate and try to sell one of the remaining two properties within 60 days. If he does not succeed in selling the nominated property at that period,he is not given the opportunity to sell the other. If he does sell it in that period, he is given the opportunity to sell the third property on the same conditions. The following table summarises the prices, selling costs (incurred by the sales agent whenever a sale is made) and the estate agent's estimated probability of making a sale.

Practical Management Science
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Author:WINSTON, Wayne L.
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Chapter2: Introduction To Spreadsheet Modeling
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b) Johnson is an estate agent and he has been asked by his client to sell for him three products
A,B and C.He agrees to pay him 5% commission on each sale and specifies certain
conditions: the state agent must sell property A first within 60 days. If and when A is sold,
the agent receives a commision on that sale. He can then either back out at this stage or
nominate and try to sell one of the remaining two properties within 60 days. If he does not
succeed in selling the nominated property at that period,he is not given the opportunity to sell
the other. If he does sell it in that period, he is given the opportunity to sell the third property
on the same conditions. The following table summarises the prices, selling costs (incurred by
the sales agent whenever a sale is made) and the estate agent's estimated probability of
making a sale.
Property
i.
ii.
A
B
price of property
12,000
C
25,000
50,000
selling costs probability of sale
400
225
0.7
(
0.6
0.5
450
Draw up an appropriate decision tree for the state agent
What is th estate agents best strategy under EMV approach?
Transcribed Image Text:b) Johnson is an estate agent and he has been asked by his client to sell for him three products A,B and C.He agrees to pay him 5% commission on each sale and specifies certain conditions: the state agent must sell property A first within 60 days. If and when A is sold, the agent receives a commision on that sale. He can then either back out at this stage or nominate and try to sell one of the remaining two properties within 60 days. If he does not succeed in selling the nominated property at that period,he is not given the opportunity to sell the other. If he does sell it in that period, he is given the opportunity to sell the third property on the same conditions. The following table summarises the prices, selling costs (incurred by the sales agent whenever a sale is made) and the estate agent's estimated probability of making a sale. Property i. ii. A B price of property 12,000 C 25,000 50,000 selling costs probability of sale 400 225 0.7 ( 0.6 0.5 450 Draw up an appropriate decision tree for the state agent What is th estate agents best strategy under EMV approach?
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