Tom's Company case study

2045970-2969895 An assignment focused on the whole knowledge from the course of Sales and Purchasing Management
Presented to the professor of Sales
&Purchasing Management
Dr. Christoph von Gamm
By: Anel Nussupbayeva(5.02.2014)
1st Task.
How much revenue in total is Tom supposed to make every year
Integrated Accounts = $ 100mln * 50 clients = $ 5 blnClustered accounts = $ 20 mln * 500 clients = $ 10 blnSMB = $ 5mln * 5000 clients = S 25 blnTotal Revenue = $ 5 bln+$ 10 bln+$ 25 bln = $ 40 blnPlease provide a breakdown of how much sales budget Tom does have per Integrated Account, per Account Cluster and per SMB Cluster. How many sales people does Tom have reporting into him, overall? What should Tom especially focus on, in order to make this structure work?
Sales Budget Integrated Account Account Cluster SMB Cluster
Clients 50 500 5000
Revenue per account $100,000,000.00 $20,000,000.00 $5,000,000.00
Gross profit per account $40,000,000.00 $9,000,000.00 $2,500,000.00
Sales cost per account $1,600,000.00 $270,000.00 $50,000.00 TOTAL
Revenue total $5,000,000,000.00 $10,000,000,000.00 $25,000,000,000.00 $40,000,000,000.00
Gross profit total $2,000,000,000.00 $4,500,000,000.00 $12,500,000,000.00 $19,000,000,000.00
Sales cost total $80,000,000.00 $135,000,000.00 $250,000,000.00 $465,000,000.00 Integrated Clustered SMB
Calls per year 400 400 150
Time per Call 3 2 1
Total clients: 50 500 5000 Total time: 60000 400000 750000 Selling time: 20% 35% 50%
Internal staff time: 30% 25% 0%
Travelling time: 50% 40% 50% Total time available: 100% 100% 100% Total working hours available: 1760 1760 1760
Total selling hours available: 352 616 880 Total sales people needed: 170.45 649.35 852.27 Total sales people needed: 1672.08
In order to make this structure work in the company, Tom should at first make a forecast, because it’s important for giant