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MKTG 220 Lesson 13 Assignment

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Question

Presentation Installment: Territory Analysis and Call Plan (G)

The problem posed here, taken from experiences in textbook sales, is typical of how salespeople in all industries are expected to allocate their time to their accounts. As described in this lesson, your territory’s quota has been established in a manner that is(1) objective, (2) measurable, (3) replicable, and (4) attainable. Now, you have returned to your home/office with instructions to complete an itinerary for your territory for the coming year. The following steps will help you do so and answer Questions 1-2, below.

Step 1: Compute the dollar volume you are expected to bring in for 2008, using this formula:

Total 2007 Sales + (Total 2007 Sales X Percent Increase) = 2008 Sales Goal (Quota)

Next, determine how much each account has contributed historically to your territory’s performance:

Step 2: Calculate each account’s total contribution to your territory over the past three years, weighted to favor the most recent year:

Account 2005 Sales + Account 2006 Sales + (2 X Account 2007 Sales) = Historic Account Sales

Step 3: Do the same for your territory as a whole using this formula:

Total 2005 Sales + Total 2006 Sales + (2 X Total 2007 Sales) = Historic Territory Sales

Step 4: Calculate the percent of your territory’s total results that each account produced historically over the past three years using this formula:

Historic Account Sales / Historic Territory Sales = Percent Account Contributed

Round your percentages to the nearest one tenth. In other words, 10.8743 should be rounded to 10.9%, not to 10.87% and not to 11%.

Step 5: Determine the revenue you should expect in 2008, by individual account, using this formula:

Territory 2008 Sales Goal X Percent Account Contributed = 2008 Forecast Sales

Step 6: Use the “Percent Account Contributed” to calculate how many of the 180 days in a typical school year you should spend at each account. Round off to whole days.

Name:

Date:

Makeup of Territory A

ACCOUNT

2005

2006

2007

2008

Forecast

Sales

Days

Allocated

College of Olympia

116,030

176,970

169,400

Anaheim College

15,190

1,250

5,004

Cricklewood College

67,890

164,170

83,310

Midwest College of Bus.

65,980

45,280

98,220

St. Jude’s College

68,070

55,880

124,550

Woodrow Wilson Univ.

82,390

100,050

157,790

Mt. Shasta College

27,630

79,231

84,900

Coast State College

258,450

219,390

274,660

Southwest N. M. Comm. College

52,890

46,570

55,570

Camden Technical College

158,590

209,690

162,440

Bozeman College

101,200

148,500

138,530

Cape Girardo State Univ.

111,880

85,060

76,800

1. Your territory above has been assigned an overall increase of 11% for 2008. What is your sales goal (quota) for 2008?

\$

2. With your territory assigned an overall increase of 11% for 2008, use the formula outlined in your instructions to answer these questions:

A. What are the forecast 2008 sales for each account (school) in your territory?

FILL IN THE “2008 FORECAST SALES” COLUMN IN ABOVE TABLE.

Of the 180 days schools are in session, how many days does the formula dictate you spend at each campus?

FILL IN THE “DAYS ALLOCATED” COLUMN IN ABOVE TABLE.

Now that you’ve completed questions 1 and 2, read the Lesson 13 Commentary again before answering question 3.

3. Considering that our product line consists of textbooks for all major course areas (liberal arts, business, science, foreign languages, the social sciences, and engineering), where, if at all, would you consider it advisable to deviate from the days-allocated formula and why? Please provide a detailed response to this question.

To complete this assignment, submit your Lesson 13 Assignment worksheets (completed “Makeup of Territory A” table and your answers to the questions) to the Lesson 13 Assignment Drop Box. Title your file “Assignment 13 SMITH,” substituting your own last name for “SMITH.”

Paper#46881 | Written in 10-Dec-2015

Price : \$10