Sales Management and Reporting at Research Proposal

Open, View, and/or
Download this Document

Total Length: 1171 words ( 4 double-spaced pages)

Total Sources: 2

Page 1 of 4

67

Northwest

Vans

70

20

10

Sciffman

65

20

15

Lukebore

80

10

10

Wilkie

20

10

70

Region Averages

58.75

15

26.25

Revenue Average

$822.50

$180.00

$525.00

$509.17

Southwest

Goodie

5

5

90

Stubber

5

15

80

Holden

0

0

Macke

10

20

70

Region Averages

5

10

85

Revenue Average

$70.00

$120.00

$1,700.00

$630.00

Assumption:

Average Gross Margin Per Ton (1998-2000)

Ammonia

$14.00

Phosphates

$12.00

Potash

$20.00

Tonnage across all regions for the three years was next calculated based on the Exhibits in the case study. Figure 2: Total Tonnage Analysis provides a three-year breakout including the four quarters of 2000 as defined in the case study. The Southwest region leads in total tonnage with 395,507.

Figure 2: Total Tonnage Analysis

1 rst Qtr

2nd qtr

3rd qtr

4th qtr

Total Tonnage

Region

Sales 98

Sales 99

2000

2000

2000

2000

Eastern

107,747

115,373

36,440

51,726

21,446

14,144

346,876

Central

126,372

95,880

28,085

50,941

13,710

18,274

333,262

Northwest

106,750

102,609

40,758

58,862

29,016

15,664

353,659

Southwest

124,448

110,165

51,826

77,017

17,292

14,759

395,507

When all four regions are analyzed to see who the top 15 accounts are, the confusion that Chemgrow has related to its sales reporting becomes apparent. The eighth most profitable account, FSC is sold to by both Collam and Dow out of the Eastern Region. Yet the confusion becomes even more pronounced when the most profitable customer is determined. Mack from the Southwest Region and Vans & Wilkie from the Northwest Region all sell to CF. To have just looked at customer profitability purely from a region standpoint would have been to miss the largest customer in terms of profitability.

Stuck Writing Your "Sales Management and Reporting At" Research Proposal?

View All Our Example Sales Management and Reporting at Research Proposal

Have A Custom Example Essay Written

The following short table illustrates how the profits by region and salesman for CF are distributed.

CF Account Profitability

Southwest

Macko

$443,726.85

Northwest

Vans

$288,204.00

Northwest

Wilkie

$159,432.00

The entire data set from all four exhibits for each region were grouped into a single database and analyzed to see if there was consolidation of profits that would bring a customer into the top 15 ranking. The results of this analysis are shown below. The consolidation margin figure in Figure 3 is computed using$15.33 and is derived by taking the margins from Ammonia, Phosphates and Potash combined.

Average Gross Margin Per Ton (1998-2000)

Ammonia

$14.00

Phosphates

$12.00

Potash

$20.00

Consolidated Margin

$15.33

Figure 3: Consolidated Margin Analysis

REGION

SALESPERSON

CUSTOMER

Consolidated Margin

Southwest

Macko

CF CONSOLDIATED

$891,362.54

Southwest

Goodie

RGC

$800,854.53

Eastern

Collam

MFS

$654,667.65

Southwest

Goodie

GFF

$643,093.50

Northwest

Wilkie

CI

$620,405.10

Central

Thums

YF

$601,901.79

Central

Block

WDB

$460,927.11

Eastern

Collam

FSC CONSOLIDATED

$457,830.45

Eastern

Collam

MFS

$453,951.96

Southwest

Macko

CF

$443,726.85

Southwest

Goodie

PGC

$435,326.01

Eastern

McFee

LAS

$433,210.47

Central

Block

LFS

$427,691.67

Southwest

Stubber

GCC

$414,691.83

Central

Cook

JC

$411,993.75

Automating the Sales Reporting Process

From the analysis completed for this case study it is evident that Chemgrow needs to first align their sales and profitability reporting first by customer, second by region and third by salesperson. The use of tonnage as the primary measure of sales efficiency tends to aggregate variations in product mix further making.....

Show More ⇣

     Open the full completed essay and source list


OR

     Order a one-of-a-kind custom essay on this topic


sample essay writing service

Cite This Resource:

Latest APA Format (6th edition)

Copy Reference
"Sales Management And Reporting At" (2009, December 18) Retrieved June 28, 2025, from
https://www.aceyourpaper.com/essays/sales-management-reporting-16139

Latest MLA Format (8th edition)

Copy Reference
"Sales Management And Reporting At" 18 December 2009. Web.28 June. 2025. <
https://www.aceyourpaper.com/essays/sales-management-reporting-16139>

Latest Chicago Format (16th edition)

Copy Reference
"Sales Management And Reporting At", 18 December 2009, Accessed.28 June. 2025,
https://www.aceyourpaper.com/essays/sales-management-reporting-16139
   

Open, View, and/or
Download this Document
order custom essay example