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Which of the following statements are correct with regards to a change in a company's sales mix? (check all that apply)- A change in sales mix from high-margin to low-margin items may cause total profits to decrease despite an increase in total sales.- A change in the sales mix resulting in an increase in total sales will always result in an increase in profits.- A change in sales mix from low-margin to high-margin items may cause total profits to increase despite a decrease in total sales.- A change in the sales mix resulting in a decrease in total sales will always result in a decrease in profits.

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Answer:

The answers are:

  • A change in sales mix from high-margin to low-margin items may cause total profits to decrease despite an increase in total sales.
  • A change in sales mix from low-margin to high-margin items may cause total profits to increase despite a decrease in total sales.

Explanation:

A company's profit is affected by its sales mix. Profits will always be higher if high margin products or services make up a large proportion of the sales mix.  Even if total sales decrease, due to a decrease in the sales of low margin products, the company's profits might increase if more high margin products are sold.

For example, a Ford sells mostly pick up trucks, SUVs and cars. The profit margin from car sales is very low, so in order to make a larger profit the company must focus on selling more pick up trucks and SUVs. Even if the company losses market share by not selling cars, it will make more money by selling high margin products.