1. Process the sale to complete the exchange.
Marketing Indicator 2.11
Process the sale to complete the exchange.

2. Types of Charges Associated with Purchases
Companies allow the following methods to obtain payment for a sale
Cash or check Sales
Credit Card
Debit Card
Layaway
On Approval
Cash On Delivery
Sales Transactions are also affected by:
Returns
Exchange
Allowance
Shipping Charges
Sales Tax

4. John Smith
7150 E. 24th Street
Yuma, AZ 85365
04/08/11 6
38760 3
Shirts
$29.95
$89.95
$ *.066
$31.66 2
Belts
36.95
$73.90 2
Pair of Boots
125.00
$250.00 3
Halters
37.95
$113.85
$ $31.66
$559.26
$527.60
.066%
$31.66
$559.26

5. Business to Business Sales
Much of the math done in business-to-business sales is for purchase orders or invoices

6. Purchase Orders
To place an order, most companies prepare a purchase order (PO).
It is a legal contract between the buyer and the supplier.
It lists the quantity, price, and description of the products ordered.
It lists the terms of payment and delivery.

7. Invoices
When filling an order based on a PO, a vendor will include an invoice with the delivered merchandise.
In addition to the merchandise total there are also places for sales tax, shipping charges, and the amount to be paid by the customer.

8. Dating Terms
Dating terms state when a bill must be paid and the discount permitted for paying early.
Ordinary dating occurs when the dating terms are based on the invoice date.
Ex: 2/10, net specifies the percent of discount permitted for paying early (2 percent), the number of days the buyer has to take advantage of the discount (10 days), and the number of days within which the invoice must be paid (30 days).

9. Types of charges and discounts associated with purchases.
Purchase Discount – set amount of money that a business saves on a specific order if the payment is made within a certain period of time.
Example
A purchaser brought a $100 item, with a purchase discount term 3/10, net 30. If he pays within 10 days, he will only need to pay $97. If not, the amount needs to be fully paid within 30 days.
Bulk Discounts – purchasing a large quantity and getting a discount on the price

10. Shipping
In retail sales transactions, shipping charges are not subject to tax.
Parcel Post – offered by the U.S. Postal Service
Express Mail services include Federal Express, UPS (United Parcel Service), and DHL Express.

11. Tax Table Sales Tax and Example
Your store ships products worldwide from one fulfillment center.
You must collect a 15% sales tax on orders shipped to geographical zone A and a 7% sales tax on orders shipped to geographical zone B. You do not need to collect sales tax for orders shipped to other regions in the world.
The following tables summarize the taxes that must be collected:
Sales Tax Rates
Geographical Zone
Tax Rate A
15% B 7%
Rest of World 0%

12. Shipping/Delivery Table Shipping Charges and Example
You must also charge shipping for orders shipped to geographical zone A and geographical zone B.
For shipments to addresses in geographical zone A, shipping charges are $15, while shipping charges are $10 for shipments to addresses in geographical zone B. The rest of the world is subject to $25 shipping charges.
Shipping Rates
Geographical Zone
Shipping Rate A
$15 B
$10
Rest of World
$25

13. Delivery
Delivery terms are part of the selling arrangement negotiated between the buyer and the seller.
F.O.B. = Free On Board
F.O.B. destination – The ownership remains with seller until goods reach their destination. Seller pays costs.
F.O.B. shipping point – The buyer pays shipping costs and is responsible for transit damages.
F.O.B. factory freight prepaid – The goods become the buyer’s property, but the seller pays for shipping.
F.O.B. destination charges reversed – The buyer pays but if goods are lost or damaged in transit, the buyer’s investment is protected.

14. How do charges and discounts affect the price of purchases?
Can increase the cost of items, overall, to cover credit card charges and frequent discounts
Retailers want to make money, so they pass the charges/loss of revenue because of discount down to the customer

15. How does technology speed up calculations of charges and discounts?
Don’t have to figure “in your head” or by hand calculations of charges and/or discounts
Cash register/POS (point of sale) terminal/Register does it for you, so you don’t have to make change
Ex: $6.65 sale. You are given a $10 bill. How will you make change?
Lessens the time taken to double check figures.

16. What is the impact of incorrectly calculating charges/discounts?
Drawer/register doesn’t balance
Costs the retailer money
May cost the retailer a customer
Ex: Overcharging the customer
Ex: Customer loses confidence in store, as the transaction wasn’t correct
Takes time to redo the sale/void out the previous transaction
Books/accounting don’t reconcile

17. The request of an item not normally in stock or carried at a store
What is a special order?
The request of an item not normally in stock or carried at a store

18. How does accepting special orders affect retailers?
Continue to meet customers’ needs and establish their loyalty
Time consuming to find the item, place, track, and deliver order
May lose money on an item if a price is quoted to a customer before the total cost (price, shipping, tax) is made aware to you---the retailer.

19. What is the criteria for accepting special orders?
Being able to locate the item and get it in a reasonable amount of time (ie by when the customer needs it)
20% or sometimes 50% deposit required
Will the business make money on it? Or lose money on it?

20. What paperwork is needed to process special orders?
Ticket—outlining exactly what is ordered (color, size, model)
Deposit money recorded on ticket
Purchase order for vendor
Sales receipt---paid in full

21. Why obtain specific information when processing special orders?
To insure retailer is ordering exactly what customer wants
If wrong color or size is ordered, customer won’t be happy and may not do business with the retailer anymore.
Vendor may not take incorrectly ordered item back.
Costs money for the retailer to ship back/replace (if can) or to have at store and not sell.

22. .30 * $ = $48.90
.05 * = $3.20