Rafael Aleman MKTG 353 October 23, 2012 Notes You need to work on something that you like

since you will use it in the future. PRIZM assignment due on October 6th Word: Use Insert - Screen Shot It will be more flexible to use screen clipping than Print Screen Facebook advertising assignment: Use the screenshot from your work. Print screen will give too much and too useful. Ad review in assignment You can submit early, so you can get feedback PRIZM expires October 21st The new link has been posted. It will automatically extend the info. You need to use it or you will not be able to get all the report information. Tapestry Area Profile Document: Business Analyst Online - Reading Make sure to use the new updated file with the new http://bao.esri.com/ ESRI Tapestry Segmentation Area Profile This information goes into your Orange file PRACTICE IT! http://bao.esri.com/bao-subscription-services/group/all_edu_index.jsp?keycode=CSUFR80013r

Remember everything from ISDS Regression will be on Final test BPI does not require historical information

All you need for 2nd exam we have covered Forecasting for new product and for an existing product Experience: Sales Marketing Sales B2B In Alabama for Stanley Black & Decker Remember BPI it will tell you market demand Market demand factors 1. Population 2. Income 3. Retail Sales You can get this information from Census website. You build your data set. You get #s from Census and then you have to get the percentage through calculations. PRACTICE 30 TIMES!!!! Once we get the percentage we can use the percentage weight Population 40% Income 40% Retail 20% =F9*$D$3+G9*$D$4+H9*$D$5 How are we going to use the power buying index. BPI is used a lot in Sales career To manage sales performance index

Tab Part 2 Same formula as Orange.xls The sales force in Massachusetts are selling 6% more than market demand Example: Innessa shopping at Trader Joes You buy more than you plan to or intend to Sampling, good advertising, good marketing Sales performance index what should you do if low? Connecticut sales force at 89%: They are below the market demand You can fire them You can create a different You can look at Buying Power Index How many sales people do we have in whole sales market? You should have 8% in Maine, if there are only two people and still getting 79% you should get a raise. Rhode Island is a beautiful place like Newport Beach, tranquil area. Instead of having 7% you have 12 since everyone want to get there, you have more resources and man power. Your budget, dont just fire people. Find out why they are so successful, the playing field is not balanced. Tab Part 3 In exam, what will be your sales goal for MASS? $928,000