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113. The accounting records of Lowery, Inc., revealed an accounts receivable balance of
$195,000 on January 1, 20×6. Forty percent of the company’s sales are for cash, and the
remaining 60% are on account. Of the credit sales, 30% are collected in the month of sale and
70% are collected in the following month. Total sales in January and February are expected to
amount to $500,000 and $530,000, respectively.
Assume that in the latter half of 20×6, Lowery hired a new sales manager who aggressively
tried to maximize the company’s market share. She implemented a compensation system for
the sales force that was 100% commission based, with the commission calculated on the basis
of gross sales dollars. Sales volume increased dramatically in a very short period of time, and
the sales and collection patterns changed, as follows:
Collected in the month of sale
Collected in the month following sale
Required:
A. Compute the company’s cash inflows for January and February, 20×6.
B. Determine the outstanding receivables balance at the end of February.
C. Compare the sales and collection patterns before and after the arrival of the new sales
manager. Have things improved or deteriorated? Explain.
D. On the basis of the information presented, determine what likely caused the improvement
or deterioration in collection patterns.