Scribd Logo
Upload

Welcome to Scribd!

  • Crest Light

    Uploaded by

    Vicky Kumar
    5 views8 pages
    The document contains sales data for 9 salespeople in 1998 including estimated sales, accounts sold, gross margin, calls made, expenses, and key performance ratios. It then rates the salespeople based on their sales expense ratio, cost per call ratio, account penetration ratio, sales per account ratio, and calls per account ratio. Halbert received the highest overall rating of 5.325 based on strong performance across most of the metrics considered.

    Original Description:

    Crest Light case calculation

    Copyright

    © Attribution Non-Commercial (BY-NC)

    Available Formats

    XLSX, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    Report this Document
    The document contains sales data for 9 salespeople in 1998 including estimated sales, accounts sold, gross margin, calls made, expenses, and key performance ratios. It then rates the salespeople based on their sales expense ratio, cost per call ratio, account penetration ratio, sales per account ratio, and calls per account ratio. Halbert received the highest overall rating of 5.325 based on strong performance across most of the metrics considered.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as XLSX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    5 views8 pages

    Crest Light

    Uploaded by

    Vicky Kumar
    The document contains sales data for 9 salespeople in 1998 including estimated sales, accounts sold, gross margin, calls made, expenses, and key performance ratios. It then rates the salespeople based on their sales expense ratio, cost per call ratio, account penetration ratio, sales per account ratio, and calls per account ratio. Halbert received the highest overall rating of 5.325 based on strong performance across most of the metrics considered.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as XLSX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 8

    Year 1998

    Expense ratio

    Estimate
    d
    Accounts Gross
    Calls
    Salesman potential Sales
    sold
    margin Made
    expenses
    halbert
    570 258000
    239
    75000
    1230
    5940
    jennings
    1060 239000
    509
    79000
    1168
    8430
    Bindon
    934 156000
    476
    59000
    1051
    15030
    vereker
    653 112000
    353
    41000
    1409
    11460
    prince
    566 154000
    413
    55000
    1196
    7800
    Anderso
    n
    699 112000
    398
    39000
    1450
    5820
    Randall
    531 142000
    202
    50000
    1171
    10200
    Thompso
    n
    423 123000
    364
    47000
    1220
    9600
    Campbell

    529

    143000

    317

    53000

    1135

    9900

    sales
    expense
    ratio=
    expense/
    sales
    0.02
    0.04
    0.1
    0.1
    0.05

    Cost per
    call
    ratio=
    Total
    costs/
    number
    of calls
    4.83
    7.22
    14.3
    8.13
    6.52

    0.05
    0.07

    4.01
    8.71

    0.08

    7.87

    0.07

    8.72

    Account
    Development

    Account
    penerati
    on ratio=
    Accounts
    Sold/(tot
    al
    accounts
    available
    )
    0.42
    0.48
    0.51
    0.54
    0.73

    Call
    Productiv
    ity

    Calls per
    account
    ratio=
    Number of
    Sales per calls/
    account Number of
    Ratio = account
    (Sales)/(T
    otal No.
    of
    accounts
    )
    1079.5
    5.15
    469.55
    2.29
    327.73
    2.21
    317.28
    3.99
    372.88
    2.90

    0.57
    0.38

    281.41
    702.97

    3.64
    5.80

    0.86

    337.91

    3.35

    0.6

    451.1

    3.58

    Sales Expense
    Rating (17.5%)

    Halb
    ert
    Jenni
    ngs
    Bind
    on
    Vere
    ker
    Princ
    e
    Ande
    rson
    Rand
    all
    Tho
    mpso
    n
    Cam
    pbell

    Cost per
    call
    ratio(17.5
    %)

    Accou
    nt
    penetr
    ation
    ratio
    (30%

    Sales Calls per


    per
    account ratio
    accou
    nt
    ratio
    ##### -17.50%

    Overall
    rating

    5.325
    5.975
    3.65
    3.25
    6.775

    5.3
    3.275

    5.85
    5.075
    0

    You might also like