4. Compute several ratios discussed in the evaluation chapter to help you compare and contrast the six salespeople managed by Hunt. Are these ratios helpful in your evaluation? How so? (Kai) Clmllata Prulill'artatl tufurders was mama 330 5 2.133.500 65 than m 9455 2,354,300 9m: __5 3.4mm in: \"5 man man m_$ 1,0323% human: __$ 2.94am o Ratios discussed in the evaluation chapter serve to either mirror or contrast the qualitative analysis that Hunt performs throughout the year. Included in these ratios are the following: ROI (Return on Investment}, ROAM (Return on Assets Managed}, Close Rate, and Prot Per Call. Of these ratios, ROI and ROAM should be omitted from Hunt's performance analysis as these ratios examine the performance of entire sales divisions and not individual sales people. Although Joe's qualitative analysis may conclude that he has trouble dealing with clients and remaining consistent, quantitative analysis surprisingly shows Joe to be the most efcient salesperson as far as his closings per call are concerned. Joe's Net Prot Per Call also has him performing well on the aggregate and is no cause for concern. The lowest Close Rate is held by Bob who exceeded his quota, but did so inefciently. Highest Prot Per Call is held by Omar and the lowest is surprisingly assigned to Maryanne who not only exceeded her quota but also carried the lowest sales expenses. These contradictions between qualitative and quantitative analysis and even between individual data points highlight the importance of ratios in sales performance analysis. These ratios serve to develop a more complete and accurate analysis