Week 10 Inclass Exercise_Sales Audit Results Analysis_Template.xlsx - MKT2283 Sales Management Week#10 Evaluating your Sales Team Application Assignment

Week 10 Inclass Exercise_Sales Audit Results Analysis_Template.xlsx

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MKT2283 Sales Management Week #10 Evaluating your Sales Team Application Assignment / Answer Guide Sales & Costs ($000) District 1 District 2 District 3 District 4 District 5 Average Current Year Industry Sales 26,452 29,689 30,736 45,834 30,000 Current Year Company Sales 8,600 9,800 10,450 13,750 8,400 10,200 Company Sales Last Year 7,500 9,250 10,250 13,925 8,200 9,825 Change in YoY company sale 1,100 550 200 -175 200 375 (Primary Current Company Market Share 33% 33% 34% 30% 28% Last Year Market Share 30% 32% 34% 31% 28% Net YoY Market Share Point 3% 1% 0% -1% 0% (Primary Sales Revenue Quota 8,100 9,750 10,250 14,125 6,300 9,705 Sales to Quota Comparison 500 50 200 -375 2,100 495 (Primary Cost of Goods Sold 4,920 5,710 6,479 8,550 5,050 6,142 % Costs of Goods / Company 57% 58% 62% 62% 60% 60% (Contribu # of Sales People 8 9 10 13 8 10 Compensation 715 810 890 1,120 780 863 (Contribu Average sales revenue per r 1,075 1,089 1,045 1,058 1,050 1,063 (Seconda Average compensation per r 89 90 89 86 98 90 (Contribu Team Expenses 6 8 11.1 12 7 9 Expense per sales rep 0.75 0.89 1.11 0.92 0.81 0.91 (Seconda Training 1.0 1.2 1.8 3.0 1.5 2 Training Cost per sales rep 0.13 0.13 0.18 0.23 0.19 0.2 (Seconda Past 60 day district AR 1,070 1,400 1,450 2,420 1,150 1,498 % AR to Sales 12% 14% 14% 18% 14% 15% (Key Indi District Inventory 2,600 3,500 3,200 5,250 2,500 3,410 % Inventory to Sales Revenu
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  • Fall '13
  • JimNeubauer

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