Chapter 13 Mini Case

Massachusetts Restaurant Appliances

Required:

Using the data given, calculate the performance ratios requested by Epstein and rank the
salespeople accordingly. What advice should Epstein give to each of the salespeople to
improve performance? What are the limitations of this evaluation system? What adjustments
additions could Epstein make to more accurately evaluate salesperson performance?
e
pliances

d by Epstein and rank the

ach of the salespeople to
on system? What adjustments or
sperson performance?
 Chapter 13 Mini Case
Massachusetts Restaurant Appliances

cantidad de Cantidad de Cantidad Cantidad de

Venta previa Venta actual Cuota actual Gastos
Sales Rep cuentas pedidos de visitas dias trabajados
Derek Francona $480,000 $481,000 $575,000 1,100 780 $9,300 1,300 235
Johnny Schilling 750,000 883,000 835,000 1,600 1,970 12,300 1,800 223
Daphne Gellar 576,000 613,000 657,000 1,150 1,020 7,500 1,650 228
Robert Smythe 745,000 852,000 850,000 1,350 1,650 11,000 1,700 230
Jennifer McCarve 765,000 860,000 850,000 1,300 1,730 11,300 1,750 232
Manuel Lopez 735,000 835,000 825,000 1,400 1,790 11,500 1,750 220
Samantha Kerrey 665,000 670,000 720,000 1,600 960 10,800 1,550 200
Erin McCloud 775,000 925,000 875,000 1,700 1,910 12,800 1,850 225

Ventas
Crecimiento Ventas oor Pedidos
Promedio por respecto de Gastos de ventas Visitas diarias
ventas cuenta por visitas
pedido cuotas
Derek Francona 0.208% $ 616.67 $437.27 $522.73 $0.019 5.53 0.600
Johnny Schilling 17.733% $ 448.22 $551.88 $521.88 $0.014 8.07 1.094
Daphne Gellar 6.424% $ 600.98 $533.04 $571.30 $0.012 7.24 0.618
Robert Smythe 14.362% $ 516.36 $631.11 $629.63 $0.013 7.39 0.971
Jennifer McCarve 12.418% $ 497.11 $661.54 $653.85 $0.013 7.54 0.989
Manuel Lopez 13.605% $ 466.48 $596.43 $589.29 $0.014 7.95 1.023
Samantha Kerrey 0.752% $ 697.92 $418.75 $450.00 $0.016 7.75 0.619
Erin McCloud 19.355% $ 484.29 $544.12 $514.71 $0.014 8.22 1.032