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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

 

 

Express your answers in whole dollars; no cents, please. To check your work, add your individual account 2008 Forecast Sales, which should equal your Territory 2008 Sales Goal (quota), your answer to Question 1. NOTE: In practice, depending on the precision of your sales manager, the sum of your individual account goals should equal your 2008 Sales Goal (quota). In correcting this assignment, I will allow a plus-or-minus one percent (1%) margin of error in your individual account calculations.

 

 

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

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