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Copyright © 2003 by The McGraw-Hill Companies, Inc. All rights reserved. Chapter 10 Sales Force Expenses and Transportation Our men give their talent to the company and their genius to their expense accounts. Life
Copyright © 2003 by The McGraw-Hill Companies, Inc. All rights reserved. Factors Influencing Sales Force Expenses Communication Expenses Gifts Lodging Meals Office supplies Transportation Entertainment
Copyright © 2003 by The McGraw-Hill Companies, Inc. All rights reserved. Characteristics of a Sound Expense Plan No net gain or loss Equitable treatment No curtailment of beneficial activities Simple and economical Avoidance of disputes Company control of expenses and elimination of padding
Copyright © 2003 by The McGraw-Hill Companies, Inc. All rights reserved. Salesperson Expense Options Method Reimbursement Advantages Disadvantages Salespeople pay None Simple, no costsReps may not spend Unlimited All legitimate Flexible and fair,Encourages excessive their own expenses enough on customers payment plan business expenses allows for territory spending differences LimitedSpecific amounts Limited and predictable Inflexible payment plan allowed expenses Possibility for $80/day - lodging switching expenses $45/day - food between categories $0.26/mile - transportation Sales may resent Flat allowance $700 per week Limited and predictable Inflexible expenses Sales may resent e.g.
Copyright © 2003 by The McGraw-Hill Companies, Inc. All rights reserved. Factors Influencing Automobile Ownership Decision: Company Owned, Company Leased, or Salesperson Owned Maintenance Special design Size of sales force Operating Control Mileage Investment Administrative problems Personal preference
Copyright © 2003 by The McGraw-Hill Companies, Inc. All rights reserved. Automobile Allowance Plans MethodExample Flat amount$400 /month Fixed mileage rate$.28/mile Graduate mileage rate$.25/mile, first 15,000 miles $.15/mile, second 15,000 miles Combination flat and$200/month + $.16/mile mileage rate
Copyright © 2003 by The McGraw-Hill Companies, Inc. All rights reserved. Other Methods of Expense Control Training and enforcement Credit cards Expense bank account Change in nature of entertainment Telemarketing Careful travel planning
Copyright, 1996 © Dale Carnegie & Associates, Inc. HOW TO CHOOSE A CREDIT CARD MINI-LESSON INDIANA DEPARTMENT OF FINANCIAL INSTITUTIONS CONSUMER EDUCATION.
© 2003 The McGraw-Hill Companies, Inc. All rights reserved. Cash and Liquidity Management Chapter Twenty.
Chapter Six Variable Interest Entities, Intra- Entity Debt, Consolidated Cash Flows, and Other Issues Copyright © 2013 by The McGraw-Hill Companies, Inc.
Chapter 11 Compensating the Sales Force Sales Management: A Global Perspective Earl D. Honeycutt John B. Ford Antonis C. Simintiras.
B2B Advertising. The Role of Advertising 1.Integrated Communication Programs. 2.Enhancing Sales Effectiveness. 3.Increased Sales Efficiency. 4.Creating.
Introduction to hospitality fifth edition john r. walker Chapter 7: Restaurant Operations.
Earning Money What is income and what are 3 possible sources? Income is money that you have available to you to spend 3 sources: babysitting,
15-1 Copyright 2009 McGraw-Hill Australia Pty Ltd PPTs t/a Business Finance 10e by Peirson Slides prepared by Farida Akhtar and Barry Oliver, Australian.
Auto Financing 101 : Making Smart Vehicle Financing Decisions Brought to you by AWARE
Chapter Fourteen Partnerships: Formation and Operation McGraw-Hill/Irwin Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved.
Agribusiness Library LESSON L060008: COOPERATIVES AS UNIQUE CORPORATIONS.
McGraw-Hill/Irwin © 2006 The McGraw-Hill Companies, Inc., All Rights Reserved. 1.
CHAPTER 9 (blend of the chapters of the text book) Integrated Marketing Communication Strategy Objective: examining the steps in developing effective.
FINANCIAL MANAGEMENT I AND II The Scope of Corporate Finance.
Home. Copyright © by The McGraw-Hill Companies, Inc. All rights reserved.Glencoe Accounting Owner’s equity in a corporation is called stockholders’ equity.
Principal Life Insurance Company Disability Buy-Out Insurance Presented By: Name Principal Life Title.
Cash flow THE TIMES 100. What is cash? Cash is notes, coins and bank deposits that provide firms with the spending power to pay their bills and expenses.
,. What is an Insurance Policy? A contract with an insurance company that spells out what losses are covered, what the policy costs, and who receives.
10-1 McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserved.
McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc. All rights reserved.
Learning Objectives 11.1 Describe the advantages and disadvantages of the most common forms of business ownership Identify the stakeholders of a.
PowerPoint Authors: Susan Coomer Galbreath, Ph.D., CPA Charles W. Caldwell, D.B.A., CMA Jon A. Booker, Ph.D., CPA, CIA Cynthia J. Rooney, Ph.D., CPA Copyright.
Budgeting Your Money Some Money Facts $ The average person spends money three times a day. $ A movie with popcorn and a soft drink can easily cost $20.
Differences in accounting Topic: VAT. Overview VAT Normally 20%, reduced tax rate 10% (e.g. food, books, train ticket, flat rent), reduced tax rate 12%
2-1 Forms of Business Organization CHAPTER Forms of Business Organization *Sole proprietorships *Partnerships *Corporations Accountants should.
A sole proprietorship also called simply proprietorship – is a business owned by one person. Most businesses in this form are small businesses. Dry Cleaners,
7-1 Chapter 7 Copyright © 2010 by Nelson Education Limited. Promotional and Pricing Strategies 7 PowerPoint Presentation by Ian Anderson, Algonquin College.
Financial Markets and Institutions 6th Edition PowerPoint Slides for: By Jeff Madura Prepared by David R. Durst The University of Akron.
McGraw-Hill/Irwin Copyright © 2012 by The McGraw-Hill Companies, Inc. All rights reserved.
©2009 The McGraw-Hill Companies, All Rights Reserved McGraw-Hill/Irwin ©2009 The McGraw-Hill Companies, All Rights Reserved ©2009 The McGraw-Hill Companies,
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