sales force management

Topics: Sales, Customer service, Marketing Pages: 8 (1375 words) Published: September 21, 2014

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)

h. Who are BTFC’s best and worst customers by total profit?

On the basis of the total sales, the customers who contributed more to the trade fair and its profit is in the year of 2011. The total profit of that year comes to 89249. This figure is the highest when compared to all other years. The wine exhibitors earned more profits in this years, which gives BTFC more profit in terms of the space sold to them by BTFC and the maximum number of visitor tickets sold. The worst customers are from manufacturing sector in the year 2005, as they contributed to a loss of -140. The maximum visitor tickets sold were 12 and the space sold was 75. i. What are BTFC’s best and worst value-added services by total sales?

Exhibitors stand organized are the best value added services in terms of the total sales. Exhibitors hospitality organized is the worst value added services with regard to the total sales.

j. Who are BTFC’s best and worst Sales Representatives by total profit?

With respect to the total profit, the best sales representatives are Alice and Sue, who sold a total number of tickets to the exhibiters amounting to 250 each. The exhibitors for whom they sold the highest number of visitor tickets are government exhibitors and the exhibiting companies are DPR and Centrelunk. However, Sue exhibited a worst performance as a sales representative in selling visitors tickets for clothing customers. The companies for which Sue made less sales are DenimToo, BabiesRUs and Scarves4all. k. What would happen to profits if the commission rate of pay to Sales Representatives was increased by 50%? If the commission rate of pay to sales representatives was increased, there will be a reduction in the profit margin earned by BTFC. The major differences in the profit margin will be related to the sales representatives who are dealing with the new exhibitors (large), as a 10% of the sales amount will be given as commission for the sales representatives. The least affected will be...
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