Consider a company that sells prescription drugs. It has salespeople who visit doctors and hospitals to encourage

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Consider a company that sells prescription drugs. It has salespeople who visit doctors and hospitals to encourage physicians to prescribe its drugs. The company sells to drugstores. Salespeople are evaluated based on the sales in their territories. For each, income is a salary plus a bonus if actual sales exceed planned sales. To plan operations, this company needs to develop estimates of total sales. Where should it get this information?

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Management Accounting

ISBN: 12

5th Edition

Authors: Anthony A Atkinson, Robert S Kaplan

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