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Multiple Products, Selling Costs, and Margin Management
Selling charge are oftentimes variable. For instance, a salesperson can be paid a designated percentage of entire sales. Such schemes have potential to be counterproductive in the multiple product setting. For instance, suppose that the company sells two products. Product A has a per unit sales price of $120, and the Product B has a per unit sales price of $100.
A salesperson, earning a commission computed as 5% of total sales, would desire to sell product A. Though, the company is better off when Product B is sold, because it has a advanced contribution impact ($30 vs. $20). As the result of which, when a business manager considers its program of compensation for the sales staff, care must be given to align the interests of sales force and the company. For the previous instance, it may give better sense to tie the commission to the contribution effects insteed than the sales price.
Horton Co. was organized on January 2, 2010, with 500,000 authorized shares of $10 par value common stock. During 2010, Horton had the following capital transactions: January 5-iss
Break-even analysis can be used to work out either a break-even volume or revenue, as per given a multiple product scenario. This is achieved using 'average contribution per unit'
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