The hogarth corporation evealuates its sales force's preformance by using quotas. The following quotas have been set
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Question:
The hogarth corporation evealuates its sales force's preformance by using quotas. The following quotas have been set for three of the firms sales people:
SALES PERSON | SALES VOLUME | GROSS MARGIN | NUMBER OF CALLS |
D. Elmer | $320,000 | $60,000 | 23 |
J. Spencer | $300,000 | $50,000 | 25 |
T. Farrell | $350,000 | $58,000 | 21 |
The results were as follows:
SALES PERSON | SALES VOLUME | GROSS MARGIN | NUMBER OF CALLS |
D. Elmer | $330,000 | $58,000 | 25 |
J. Spencer | $350,000 | $55,000 | 21 |
T. Farrell | $340,000 | $60,000 | 28 |
Compute the Performance Index for each sales person for sales volume, gross margin and number of calls if the performance index (PI) = (actual results/ sales quota)*100%
SALES PERSON | SALES VOLUME | GROSS MARGIN | NUMBER OF CALLS |
D. Elmer | |||
J. Spencer | |||
T. Farrell |
Which sales person scored best on Volume quotas ALONE?
Which sales person scored best on BOTH volume and financial quotas?
Related Book For
Economics of Strategy
ISBN: 978-1118319185
6th edition
Authors: David Besanko, David Dranove, Mark Shanley, Scott Schaefer
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