Marketing Exercise Assignment

ExCh9

1. Using the following information provided for the end of the current fiscal year, conduct a sales analysis to evaluate sales organizational effectiveness for each regional manager. The company anticipated sales growth of 5 percent. One regional manager will qualify for a “President’s Club” trip to Hawaii. One regional manager will be subject to a performance improvement plan. Explain your findings and recommendations.

Region 1 Region 2 Region 3 Region 4

($000) ($000) ($000) ($000)

Sales $8,100 $9,500 $8,500 $5,000

Sales Quota $8,250 $8,500 $8,150 $7,800

Sales Last Year $7,850 $8,750 $8,000 $4,850

Industry Sales $23,000 $25,000 $27,000 $21,000

Grading Rubric to be used

Criteria	Points
Answers cover all parts/aspects of the question and are in-depth. Answers incorporate principles discussed in the text chapter.	18-20
Answers cover some but not all parts/aspects of the question and are somewhat in-depth. Answers only partially incorporate principles discussed in the text chapter.	15-17
Answers cover only a few parts/aspects of the question and are lacking depth. Answers do not incorporate principles discussed in the text chapter.	0-14
Late submission of work	50% deduction from earned score