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 ...

Get How To Use Finance and Accounting in HR (Collection) now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.