b. records in the information system are kept of reductions in selling price below list price.
c. a strictly enforced company policy is in place regarding volume-based price discounts.
d. sales people are on an incentive plan that is based on revenues.
5. Which of the factors that managers must consider in deciding the allocation of resources
across customers might provide misleading signals about dropping a current customer?
a. Potential for customer growth
b. Likelihood of customer retention
c. Long-run customer profitability
d. Ability to learn from customer
Use the following information for questions 6 through 8.
Natural Nutrients Bakery of Springfield produces three flavors of cat morsels that have
budgeted and actual sales data for a bag of a dozen of their cat morsels as follows for
December 2008:
Budgeted Data Actual Data
TunaFest ChikBits ChezNips TunaFest ChikBits ChezNips
Bags 7,200 4,800 4,000 10,800 3,600 7,200
CM per bag $2.50 $4.00 $5.00 $2.00 $3.00 $7.50
Cont. Margin $18,000 $19,200 $20,000 $21,600 $10,800 $54,000
Total Contribution Margin $57,200 $86,400
According to company forecasts, they were budgeting to earn a 25 percent market share in
total units (bags) of specially prepared cat treats sold in December 2008 in Springfield.