Appendix B – Profitability Analysis
App B-71
69. 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?