14 Aug MKTG 220 Lesson 13 Assignment Presentation Installment: Territory Analysis and

MKTG 220 Lesson 13 Assignment

Presentation Installment:
Territory Analysis and Call Plan (G)

The problem posed
here, taken from experiences in textbook sales, is typical of how salespeople
in all industries are expected to allocate their time to their accounts. As
described in this lesson, your territorys quota has been established in a
manner that is(1) objective, (2)
measurable, (3) replicable, and (4) attainable. Now, you have returned to
your home/office with instructions to complete an itinerary for your territory
for the coming year. The following steps will help you do so and answer
Questions 1-2, below.

Step 1: Compute the dollar volume you are expected to bring in for 2008, using
this formula:

Total 2007 Sales + (Total 2007 Sales X
Percent Increase) = 2008 Sales Goal (Quota)

Next, determine how
much each account has contributed historically to your territorys performance:

Step 2: Calculate each accounts total contribution to your territory over the
past three years, weighted to favor the most recent year:

Account 2005 Sales + Account 2006 Sales + (2
X Account 2007 Sales) = Historic Account Sales

Step 3: Do the same for your territory as a whole using this formula:

Total 2005 Sales + Total 2006 Sales + (2 X
Total 2007 Sales) = Historic Territory Sales

Step 4: Calculate the percent of your territorys total results that each
account produced historically over the past three years using this formula:

Historic Account Sales / Historic Territory
Sales = Percent Account Contributed

Round your
percentages to the nearest one tenth. In other words, 10.8743 should be rounded
to 10.9%, not to 10.87% and not to 11%.

Step 5: Determine the revenue you should expect in 2008, by individual
account, using this formula:

Territory 2008 Sales Goal X Percent Account
Contributed = 2008 Forecast Sales

Express your answers
in whole dollars; no cents, please. To check your work, add your individual
account 2008 Forecast Sales, which should equal your Territory 2008 Sales Goal
(quota), your answer to Question 1. NOTE: In practice, depending on the
precision of your sales manager, the sum of your individual account goals
should equal your 2008 Sales Goal (quota). In correcting this assignment, I
will allow a plus-or-minus one percent (1%) margin of error in your individual
account calculations.

Step 6: Use the Percent Account Contributed to calculate how many of the 180
days in a typical school year you should spend at each account. Round off to
whole days.

Name:

Date:

Makeup of Territory A

ACCOUNT

2005

2006

2007

2008
Forecast
Sales

Days
Allocated

College of Olympia

116,030

176,970

169,400

Anaheim College

15,190

1,250

5,004

Cricklewood College

67,890

164,170

83,310

Midwest College of Bus.

65,980

45,280

98,220

St. Judes College

68,070

55,880

124,550

Woodrow Wilson Univ.

82,390

100,050

157,790

Mt. Shasta College

27,630

79,231

84,900

Coast State College

258,450

219,390

274,660

Southwest N. M. Comm. College

52,890

46,570

55,570

Camden Technical College

158,590

209,690

162,440

Bozeman College

101,200

148,500

138,530

Cape Girardo
State Univ.

111,880

85,060

76,800

1. Your territory above has been assigned an
overall increase of 11% for 2008. What is your sales goal (quota) for 2008?

$

2. With your territory assigned an overall
increase of 11% for 2008, use the formula outlined in your instructions to
answer these questions:

A.
What are the forecast 2008 sales for each account (school) in your
territory?

FILL IN THE 2008 FORECAST SALES COLUMN IN ABOVE TABLE.

Of
the 180 days schools are in session, how many days does the formula dictate you
spend at each campus?.75in;’=”” schlbk”,”serif”;=”” century=”” “new=””>.75in;’=”” schlbk”,”serif”;=”” century=”” “new=””> FILL IN THE DAYS ALLOCATED
COLUMN IN ABOVE TABLE.

Now that youve completed questions 1 and 2, read the Lesson 13
Commentary again before answering question 3.

3. Considering that our product line consists
of textbooks for all major course areas (liberal arts, business, science,
foreign languages, the social sciences, and engineering), where, if at all,
would you consider it advisable to deviate from the days-allocated formula and
why? Please provide a detailed response to this question.

To complete this
assignment, submit your Lesson 13 Assignment worksheets (completed Makeup of
Territory A table and your answers to the questions) to the Lesson 13
Assignment Drop Box. Title your
file Assignment 13 SMITH, substituting your own last name for SMITH.
MKTG 220 Lesson 13 AssignmentPresentation Installment:
Territory Analysis and Call Plan (G)The problem posed
here, taken from experiences in textbook sales, is typical of how salespeople
in all industries are expected to allocate their time to their accounts. As
described in this lesson, your territorys quota has been established in a
manner that is(1) objective, (2)
measurable, (3) replicable, and (4) attainable. Now, you have returned to
your home/office with instructions to complete an itinerary for your territory
for the coming year. The following steps will help you do so and answer
Questions 1-2, below.Step 1: Compute the dollar volume you are expected to bring in for 2008, using
this formula:Total 2007 Sales + (Total 2007 Sales X
Percent Increase) = 2008 Sales Goal (Quota)Next, determine how
much each account has contributed historically to your territorys performance:
Step 2: Calculate each accounts total contribution to your territory over the
past three years, weighted to favor the most recent year:Account 2005 Sales + Account 2006 Sales + (2
X Account 2007 Sales) = Historic Account SalesStep 3: Do the same for your territory as a whole using this formula:Total 2005 Sales + Total 2006 Sales + (2 X
Total 2007 Sales) = Historic Territory SalesStep 4: Calculate the percent of your territorys total results that each
account produced historically over the past three years using this formula:Historic Account Sales / Historic Territory
Sales = Percent Account ContributedRound your
percentages to the nearest one tenth. In other words, 10.8743 should be rounded
to 10.9%, not to 10.87% and not to 11%.Step 5: Determine the revenue you should expect in 2008, by individual
account, using this formula:Territory 2008 Sales Goal X Percent Account
Contributed = 2008 Forecast SalesExpress your answers
in whole dollars; no cents, please. To check your work, add your individual
account 2008 Forecast Sales, which should equal your Territory 2008 Sales Goal
(quota), your answer to Question 1. NOTE: In practice, depending on the
precision of your sales manager, the sum of your individual account goals
should equal your 2008 Sales Goal (quota). In correcting this assignment, I
will allow a plus-or-minus one percent (1%) margin of error in your individual
account calculations.Step 6: Use the Percent Account Contributed to calculate how many of the 180
days in a typical school year you should spend at each account. Round off to
whole days.Name:Date:Makeup of Territory AACCOUNT2005200620072008Forecast
SalesDays
AllocatedCollege of Olympia116,030176,970169,400 Anaheim College15,1901,2505,004 Cricklewood College67,890164,17083,310 Midwest College of Bus.65,98045,28098,220 St. Judes College68,07055,880124,550 Woodrow Wilson Univ.82,390100,050157,790 Mt. Shasta College27,63079,23184,900 Coast State College258,450219,390274,660 Southwest N. M. Comm. College52,89046,57055,570 Camden Technical College158,590209,690162,440 Bozeman College101,200148,500138,530 Cape Girardo
State Univ.111,88085,06076,800 1. Your territory above has been assigned an
overall increase of 11% for 2008. What is your sales goal (quota) for 2008? $
2. With your territory assigned an overall
increase of 11% for 2008, use the formula outlined in your instructions to
answer these questions: A.
What are the forecast 2008 sales for each account (school) in your
territory? FILL IN THE 2008 FORECAST SALES COLUMN IN ABOVE TABLE.Of
the 180 days schools are in session, how many days does the formula dictate you
spend at each campus?.75in;’=”” schlbk”,”serif”;=”” century=”” “new=””>.75in;’=”” schlbk”,”serif”;=”” century=”” “new=””> FILL IN THE DAYS ALLOCATED
COLUMN IN ABOVE TABLE.Now that youve completed questions 1 and 2, read the Lesson 13
Commentary again before answering question 3.3. Considering that our product line consists
of textbooks for all major course areas (liberal arts, business, science,
foreign languages, the social sciences, and engineering), where, if at all,
would you consider it advisable to deviate from the days-allocated formula and
why? Please provide a detailed response to this question.To complete this
assignment, submit your Lesson 13 Assignment worksheets (completed Makeup of
Territory A table and your answers to the questions) to the Lesson 13
Assignment Drop Box. Title your
file Assignment 13 SMITH, substituting your own last name for SMITH.

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