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    This Study Resource Was: Take Home Exam Chapter 4-6

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    Mohammad Emad drabee
    The document contains instructions for a take-home exam with 5 questions. Question 1 asks to prepare a sales organization structure proposal as a national sales manager, justifying the recommended structure. Question 2 asks to calculate salesforce size using different approaches, showing work and comparing advantages and disadvantages and recommending an approach. Question 3 asks to forecast sales for 2017 using given sales components and 2016 sales. Question 4 asks to summarize key illegal discrimination legislation for recruitment and selection. Question 5 asks to list and describe 6 methods for assessing sales training needs and if each can be used proactively or reactively.

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    This Study Resource Was: Take Home Exam Chapter 4-6

    Uploaded by

    Mohammad Emad drabee
    63 views4 pages
    The document contains instructions for a take-home exam with 5 questions. Question 1 asks to prepare a sales organization structure proposal as a national sales manager, justifying the recommended structure. Question 2 asks to calculate salesforce size using different approaches, showing work and comparing advantages and disadvantages and recommending an approach. Question 3 asks to forecast sales for 2017 using given sales components and 2016 sales. Question 4 asks to summarize key illegal discrimination legislation for recruitment and selection. Question 5 asks to list and describe 6 methods for assessing sales training needs and if each can be used proactively or reactively.

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    The document contains instructions for a take-home exam with 5 questions. Question 1 asks to prepare a sales organization structure proposal as a national sales manager, justifying the recommended structure. Question 2 asks to calculate salesforce size using different approaches, showing work and comparing advantages and disadvantages and recommending an approach. Question 3 asks to forecast sales for 2017 using given sales components and 2016 sales. Question 4 asks to summarize key illegal discrimination legislation for recruitment and selection. Question 5 asks to list and describe 6 methods for assessing sales training needs and if each can be used proactively or reactively.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    63 views4 pages

    This Study Resource Was: Take Home Exam Chapter 4-6

    Uploaded by

    Mohammad Emad drabee
    The document contains instructions for a take-home exam with 5 questions. Question 1 asks to prepare a sales organization structure proposal as a national sales manager, justifying the recommended structure. Question 2 asks to calculate salesforce size using different approaches, showing work and comparing advantages and disadvantages and recommending an approach. Question 3 asks to forecast sales for 2017 using given sales components and 2016 sales. Question 4 asks to summarize key illegal discrimination legislation for recruitment and selection. Question 5 asks to list and describe 6 methods for assessing sales training needs and if each can be used proactively or reactively.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 4

    Take Home Exam

    Chapter 4-6

    1. Assume that you are the national sales manager for Supra Inc., a manufacturer and marketer of
    photocopy equipment and supplies. The firm’s products are sold both nationally and internationally by a
    salesforce of 5,000. Supra sells to accounts of various sizes across several industries. Prepare a proposal
    that illustrates your recommended sales organization structure. Be sure to justify your recommended
    structure. (12 pts)

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    2. Using the following information, calculate the total salesforce size necessary by using each of the
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    following approaches: breakdown, workload, and incremental. (Your answers may vary because each
    piece of information does not apply to the same company.) Be sure to show your work. Also, explain the
    advantages and disadvantages of each approach. Which approach would you recommend using to
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    determine salesforce size? Why? (15 pts)


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    • Sales of $80 million are forecast for next year.

    • Fifteen thousand calls are needed in the market area to be covered.


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    • Salespeople generate an average of $2 million in annual sales.


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    • A salesperson can make an average of 500 annual sales calls.

    • Marginal salesperson cost is $65,000. With 88 salespeople, the marginal salesperson profit
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    contribution is $75,000. This profit contribution decreases by $5,000 with each additional salesperson
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    added to the base of 88 salespeople. Marginal salesperson cost remains constant.

    • Turnover is 10 percent annually.

    https://www.coursehero.com/file/26079951/Take-Home-Exam-2-pdf/
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    3. Assume that various analyses have decomposed previous sales data into the following components:
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    An 8% growth in sales is predicted due to basic developments in population, capital formation, and
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    technology (trend component). A 9% decrease in sales is expected due to a business recession (cycle
    component). Increased tensions in Russia are expected to reduce sales by an additional 3% (erratic
    events component). Sales results are reasonably consistent throughout the year except for the fourth
    quarter, where sales are expected to be 35% higher than the other quarters (seasonal component).
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    Sales in 2016 were 15,030,000, forecast the sales for 2017. (10 pts)

    https://www.coursehero.com/file/26079951/Take-Home-Exam-2-pdf/
    4. Summarize the primary legislation designed to prohibit illegal discrimination in the recruitment and
    selection process. (8 pts)

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    5. List and describe the six methods of assessing sales training needs? Can each of these methods be used
    in either a proactive or reactive approach to determining training needs? (5 pts)

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    https://www.coursehero.com/file/26079951/Take-Home-Exam-2-pdf/
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    https://www.coursehero.com/file/26079951/Take-Home-Exam-2-pdf/

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