sales Management $|$ M$458|$ Spring $2024-$ IN CLASS ASSIGNMENT #$5$

$/12$points

Names:

Lasting Impressions is a regional company based in Orlando, Florida that provides trade$-$show marketing sol to customers of all sizes. The company offers to design a plan for trade$-$show exhibiting from start to finish, including developing a pre$-$ and post event marketing plan and branding strategy, creating the exhibit booth a corresponding collateral support materials, as well as packaging and shipping all trade$-$show materials. Maintaining current customers $-$ as well as upselling them $-$ is important, as most of the Lasting Impression customers participate in several tradeshows each year.

Founded by CEO Rajiv Dembla in $2006,$ the company focuses its sales efforts on customers within the Gulf of the United States and has a team of four account executives$-$Mary Beth, Suzanne, Franco, and Stan, wh up the sales team for the organization.

The company has grown quickly since the pandemic ended and tradeshows are back in full swing so feels like he needs to increase his sales team. As Dembla's COO, it is your job to help him determine size sales team he needs.

You decide to do some research as well as segment lasting Impressions customers$/$prospects$.$ This is the collect:

The Sales Forecast for next year is $$1,260,000$ and each sales rep is expected to bring in $$180,000$

Lasting Impressions has:

$75"$A$"$ customers who should be called upon each month for one hour

$180"$B$"$ customers who should be called upon each month for $30$ minutes

$375"$C$"$ customers who should be called upon each month for $15$ minutes

Each sales rep works $5$ days a week, $50$ weeks per year and spends $2$ hours a day selling.

alculate the size of the sales team using the Breakdown Method. Make sure to show your work:

$\frac{1,260,000}{180,000}=7$

w Calculate the size of the sales team using the Workload Method. Make sure to show your work:

$]=12*75=[900$