Sales effectiveness evaluation at the organization level involves $($i$)$ sales analysis and $($ii$)$ cost analysis.

Q$1.$ Share your thoughts on why it is important $($or purpose$)$ to conduct both sales analysis and cost analysis. Give THREE examples of measures available $($e$.$g$.,$ hierarchical sales analysis, effectiveness index, percentage of sales method, etc$)$ to conduct sales and cost analyses and explain each of your example. $-5$ points

Q$2.$ Post your opinions on the importance of conducting $(1)$ profitability analysis and $(2)$ productivity analysis for Sales Organization. How would you use information available from Contribution approach, Activity based costing and ROAM for decision making, if you are a sales manager. $($hint: Explain what are measured in Contribution approach, Activity based costing and ROAM and how it can best used for decision making$).-5$ points