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  • Caso Masachutt

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    Juan Felipe Acosta
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    The document provides sales data for 8 salespeople at a restaurant appliance company. It includes previous and current sales, quotas, number of accounts and orders, expenses, and other metrics. The data can be used to calculate key performance ratios to evaluate each salesperson's performance, such as growth in sales, sales vs quotas, average sales per order, expenses as a percentage of sales, and orders per visit. This will allow the manager to rank the salespeople and provide tailored advice to help each one improve. However, the evaluation system has limitations and could be improved by adding other factors that influence performance.

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    The document provides sales data for 8 salespeople at a restaurant appliance company. It includes previous and current sales, quotas, number of accounts and orders, expenses, and other metrics. The data can be used to calculate key performance ratios to evaluate each salesperson's performance, such as growth in sales, sales vs quotas, average sales per order, expenses as a percentage of sales, and orders per visit. This will allow the manager to rank the salespeople and provide tailored advice to help each one improve. However, the evaluation system has limitations and could be improved by adding other factors that influence performance.

    Copyright:

    © All Rights Reserved
    Als XLSX, PDF, TXT herunterladen oder online auf Scribd lesen
    Markieren Sie unangemessene Inhalte
    31 Ansichten4 Seiten

    Caso Masachutt

    Hochgeladen von

    Juan Felipe Acosta
    The document provides sales data for 8 salespeople at a restaurant appliance company. It includes previous and current sales, quotas, number of accounts and orders, expenses, and other metrics. The data can be used to calculate key performance ratios to evaluate each salesperson's performance, such as growth in sales, sales vs quotas, average sales per order, expenses as a percentage of sales, and orders per visit. This will allow the manager to rank the salespeople and provide tailored advice to help each one improve. However, the evaluation system has limitations and could be improved by adding other factors that influence performance.

    Copyright:

    © All Rights Reserved
    Als XLSX, PDF, TXT herunterladen oder online auf Scribd lesen
    Markieren Sie unangemessene Inhalte
    von 4

    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 or additions
    could Epstein make to more accurately evaluate salesperson performance?
    Chapter 13 Mini Case
    Massachusetts Restaurant Appliances

    cantidad de Cantidad de Cantidad Cantidad de dias


    Venta previa Venta actual Cuota actual Gastos
    Sales Rep cuentas pedidos de visitas 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 McCarver 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

    Crecimiento Ventas respecto Ventas oor Pedidos


    Promedio por Gastos de ventas Visitas diarias
    ventas de cuotas cuenta por visitas
    pedido
    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 McCarver 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

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