The Management of Kezar Corporation Is Reviewing Its Policies Concerning

question 12

Essay

The management of Kezar Corporation is reviewing its policies concerning compensation of salespersons.The company has four products that use the same constrained resource.Data concerning those products appear below: The company does not have enough of the constrained resource to satisfy for demand of all four products.
Required:
a.If salespersons are paid commissions that are a set percentage of sales,which product would they prefer to sell? In other words,if it is a choice between selling one unit of one product and one unit of another,which product would they prefer to sell?
b.From the standpoint of the entire company,if it is a choice between sales of one unit of one product versus another,which product should the salespersons emphasize?

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Definitions:

Intermediaries

Intermediaries are agents or businesses that act as middlemen in the distribution process, linking producers with consumers or other businesses.

Retailer

A business entity that sells goods or commodities directly to consumers, typically in small quantities.

Intermediary

An entity or individual that acts as a middleman between two parties in a transaction, usually within the supply chain for goods and services.

Marketing Channel

Pathways or routes through which goods and services flow from the producer to the consumer.