The Price Nobody Charged · Chapter Five

The Last Week of the Quarter

Discounts bought by the calendar, and how a recovered dollar is counted so that everyone believes it.

Ammanuel Santa Anna · ORCID 0009-0008-3244-0306

Chapter Five of The Price Nobody Charged: Finding the Revenue an Organisation Has Already Earned.

Abstract

Discounts bought by the calendar, and how a recovered dollar is counted so that everyone believes it. It is nine o'clock on the last Thursday of the financial year, and the regional sales manager of a firm that makes industrial pumps is at her kitchen table with a laptop and a glass of water. On the screen is a deal for a water utility: eleven pumps, a three-year service agreement, and a discount a good deal deeper than the firm's guidance allows. The representative who owns the account rang an hour ago. If the order is signed tomorrow, he reaches the threshold in his commission plan at which every further sale pays at a higher rate, and the region makes its number. If it is signed on Monday, it falls into next year, and neither does.

Read the PDFRead the whole bookdoi:10.5281/zenodo.23989133

Cite this chapter

Santa Anna, A. (2026). The Last Week of the Quarter. In The Price Nobody Charged. Luminous Prosperity Inc. https://doi.org/10.5281/zenodo.23989133

@incollection{santaanna2026the5,
  author    = {Santa Anna, Ammanuel},
  title     = {The Last Week of the Quarter},
  booktitle = {The Price Nobody Charged},
  chapter   = {5},
  publisher = {Luminous Prosperity Inc.},
  year      = {2026},
  doi       = {10.5281/zenodo.23989133},
  url       = {https://business.hautelumiere.life/library/the-price-nobody-charged/05-the-last-week-of-the-quarter/}
}

References

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  2. Larkin, I. (2014). The cost of high-powered incentives: Employee gaming in enterprise software sales. Journal of Labor Economics, 32(2), 199–227. https://doi.org/10.1086/673371
  3. Stephenson, P. R., Cron, W. L., & Frazier, G. L. (1979). Delegating pricing authority to the sales force: The effects on sales and profit performance. Journal of Marketing, 43(2), 21–28. https://doi.org/10.1177/002224297904300203

Every chapter of The Price Nobody Charged

  1. Chapter OneThe Line Below the Invoicedoi:10.5281/zenodo.23989122
  2. Chapter TwoThe Favour on a Fridaydoi:10.5281/zenodo.23989124
  3. Chapter ThreeThe Clause in the Drawerdoi:10.5281/zenodo.23989128
  4. Chapter FourThe Claim That Came Backdoi:10.5281/zenodo.23989130
  5. Chapter FiveThe Last Week of the Quarterdoi:10.5281/zenodo.23989133
  6. Chapter SixThe First Ninety Daysdoi:10.5281/zenodo.23989137
  7. Chapter SevenThe Field Manualdoi:10.5281/zenodo.23989139

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The licence

Free to read, share, quote, translate and teach, non-commercially, for ever, under the Luminous Library Licence 1.0. Every other right is the Author’s. Deposited on Zenodo in the Luminous Prosperity community.