
Chapter 10: Basic variance analysis
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The sales price variance is adverse because actual sales revenue from the units sold
was less than expected.
Sales volume variance: usual method of calculation units
Actual sales volume (units) 7,200
Budgeted sales volume (units) 7,000
Sales volume variance in units 200 (F)
Standard profit per unit ($50 – $42 = $8) $8
Sales volume variance (profit variance) $1,600 (F)
The sales volume variance is favourable because actual sales exceeded budgeted
sales.
Sales volume variance: alternative method of calculation
$
Actual sales at standard selling price (5,200 × $50)
260,000
Budgeted sales (5,000 units × $50)
250,000
Sales volume variance in $ revenue 10,000 (F)
Standard profit/sales price ratio ($8/$50) 16%
Sales volume variance (profit variance) $1,600 (F)
Both methods of calculating the sales volume variance produce the same answer.
6.4 Causes of sales price and sales volume variances
Some of the possible causes of sales price and sales volume variances are set out in
the table below.
Possible causes
Sales price variance Sales volume variance
Strong demand for the product or
service, so that higher sales prices could
be charged.
Customers attracted by low price or
deterred by high price for the product or
service
Weak demand; therefore sales prices
reduced to obtain sales.
Major new customer in the market,
adding to total sales demand.
Trade discounts given to major
customers for bulk orders.
Loss of major customer from the market,
resulting in a fall in total market demand
Inflation, resulting in higher prices.
General increase in prices in the market
for the product or service.
Effective or ineffective advertising
campaign.
New competitor in the market, so that
prices were reduced as a competitive
reaction.
Improvements in distribution methods,
resulting in higher demand for the
entity’s products.