The Management of Trachte Corporation Is Reviewing Its Policies Concerning

question 61

Essay

The management of Trachte 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:

Management Position

A role within an organization that involves overseeing and coordinating the work of others, and typically includes responsibilities such as planning, decision-making, and leadership.

Conflict

A disagreement or argument between individuals or groups due to differing views, values, or interests.

Avoidance

A psychological defense mechanism whereby individuals steer clear of thoughts, feelings, or behaviors that may result in anxiety or distress.

Compromising

A conflict resolution strategy where each party gives up something to reach a mutually acceptable solution.