sales force management
Title: Sales Tracking and Customer Relations Analyses
Executive Summary
This report is based on the sales tracking and customer relationship analysis of the company, Ballarat Trade Fair Consultancy (BTFC). The main activity of this company is to promote and sell stand space at trade fairs and tickets for visitors to trade fairs in Ballarat area. The company analyses the total profit, total sales and cost incurred in them in different financial years and how this has affected the performances of the sales representatives. The report also analyses the best and the worst customers as well as the best and worst sales representatives. The best and the worst selling experiences of the sales representatives are also analyzed in this report. The best and the worst trade fairs are examined here. The solution for the issues of data redundancy is seen in this report and also the other necessary data that can be collected by BTFC for an improved decision making. The basis of commission for the sales representatives and how it can be improved is seen in this report.
Calculations (All Students):
a. Total sales, sub-totalled by each (a) Trade Fair, (b) Customer, and (c) income type.
Solution:
(a)Trade fare- 65613
(b)Customer- 58508
(c) Income type: 388750
b. Total profit, sub-totalled by each (a) Trade Fair, and (b) Customer is 521532
c. Total costs, sub-totalled by each (a) Trade Fair, (b) Customer, and (c) cost type is 5220 ($10 given by the company to sales representatives on time spent by the sales representatives)
d. Total hours worked, sub-totalled by each (a) Trade Fair, and (b) Customer is 522 hours.
e. Percentage of current (a) sales, and (b) profits attributed to each Trade Fair :
On sales is 18.55%
On Profit is 2.02%
f. Costs as a percentage of (a) sales, and (b) profits, sub-totalled for each Sales Representative is 10%
Observations (All students)
Executive Summary
This report is based on the sales tracking and customer relationship analysis of the company, Ballarat Trade Fair Consultancy (BTFC). The main activity of this company is to promote and sell stand space at trade fairs and tickets for visitors to trade fairs in Ballarat area. The company analyses the total profit, total sales and cost incurred in them in different financial years and how this has affected the performances of the sales representatives. The report also analyses the best and the worst customers as well as the best and worst sales representatives. The best and the worst selling experiences of the sales representatives are also analyzed in this report. The best and the worst trade fairs are examined here. The solution for the issues of data redundancy is seen in this report and also the other necessary data that can be collected by BTFC for an improved decision making. The basis of commission for the sales representatives and how it can be improved is seen in this report.
Calculations (All Students):
a. Total sales, sub-totalled by each (a) Trade Fair, (b) Customer, and (c) income type.
Solution:
(a)Trade fare- 65613
(b)Customer- 58508
(c) Income type: 388750
b. Total profit, sub-totalled by each (a) Trade Fair, and (b) Customer is 521532
c. Total costs, sub-totalled by each (a) Trade Fair, (b) Customer, and (c) cost type is 5220 ($10 given by the company to sales representatives on time spent by the sales representatives)
d. Total hours worked, sub-totalled by each (a) Trade Fair, and (b) Customer is 522 hours.
e. Percentage of current (a) sales, and (b) profits attributed to each Trade Fair :
On sales is 18.55%
On Profit is 2.02%
f. Costs as a percentage of (a) sales, and (b) profits, sub-totalled for each Sales Representative is 10%
Observations (All students)