7. Sales Compensation Accounting

Aims and objectives of this chapter

• Review various accounting and finance issues that affect the design of sales compensation and sales/commission programs

• Describe general accounting practices as they relate to sales compensation programs

• Explore the design implications, using a hypothetical base and sales commission program

• Examine the various components of a sales compensation program

• Review the accounting control and audit triggers for a sales compensation program

• Identify the various sales compensation allowances paid to a typical salesperson

• Review IRS rules and regulations that relate to sales compensation allowances

• Examine commission accounting processes using commission accounting software ...

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