MKT2283 Sales Management Week 4 Sales Quota Assignment Instructions F23 Section 320
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MKT2283 / Week 4 In-Class Assignment
Establishing Sales Quotas In-Class Application Exercise 1
Explain the relationship between activity and sales volume quotas.
Include in your answer how activity ratios help determine the
potential sales volume yield that would be including within a sales
reps overall set of quotas.
Developing Sales Quotas In-Class Application Exercise 2
You are a Sales Manager for Algonquin Solutions, a mid size Business
Intelligence software firm. You are responsible for the company’s Eastern
Canada region.
The company will be launching a large national campaign in
3 months, starting on January 1
st
, 2024.
This promotion will be a key
initiative to ensure the company starts the year on a strong note and de-
risks the company meeting its overall financial targets.
From a sales perspective, here is what you need to consider as you create a
set of SMART quotas to guide and motivate your sales team.
You have
6
sales reps in your unit.
Previous national promotions from the past 2 years
have yielded a 10% jump in the year over year sales figures for the 1
st
quarter.
The new program is forecasted to yield a similar increase.
The
10% jump would raise your team’s quarterly sales revenue objective to
$770,000 from last year’s base of $700,000 for the same quarter.
The
average value of a sale is $65,000.
Historically each sales rep needs to generate 6 proposals to book the
“average sale”.
You also know that on average your sales rep need to
generate 30 cold calls to get 5 qualified prospects which will yield the 1
proposals.
Note: The national campaign will make it easier for your reps to
get the attention of new prospects and help you demonstrate the value of
your BI solution.
Your job is to create a SMART
set of quotas for your sales
representatives.
Note: ensure you write out your quotas using the
sales quota format reviewed in class.
(A) Based on the above scenario, identify which type of quotas would
be best, and why you chose these types.
(B) Write out a quota statement for one
sales representative on the
team, based on the information provided, that will address the
conditions outlined above.
Use the SMART quota format covered
within the week 4 slide deck.
Note: Submit your completed work for the two quota questions to
your Instructor, through the Brightspace Week 4 folder assignment
link by the end of the week #4 class.
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Quarter
Year 1
Year 2
Year 3
1
1,690
1,800
1,850
2
940
900
1,100
3
2,625
2,900
2,930
4
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quarter 1 forecast ________
quarter 2 forecast_______
quarter 3 forecast ________
quarter 4 forecast _______
Based upon the seasonal effects in the data and linear trend, compute the quarterly forecasts for year 4. (Round your answers to the nearest ten.)
quarter 1 forecast ________
quarter 2 forecast_______
quarter 3 forecast ________
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Lyndia Company is a merchandiser that sells a total of 15 products to its customers. The company provided the following
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$12.95
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$ 79
$33.18
9
9,000
$
69
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Do it for me full what to submit to teacher he don't accept guidelines just do it for me with
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infographic diagram.
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