Background Bass Toy & Novelty Company markets a broad mix of toys and games to retailers throughout the United States. The salesforce is organized into five regions, cach comprised of five districts. A national sales manager oversees the five regional sales managers. Each regional manager is responsible for the sales effectiveness of his or her region and is compensated according to the achievements of the region. Current Situation Jane Moss is the northern regional sales manager for Bass Toy & Novelty. The fiscal year has just ended and Jane has compiled data to help her analyze her region's sales effectiveness. Although her region has had what she believes is a very successful year, she wants to analyze each district closely, in order to identify and address any problems or weaknesses that she might uncover. She needs to complete her analysis for an upcoming meeting with her national sales manager, Jim Rauch. Data Jane compiled the following data about the districts in her region: 000000 Casof God Det Selling Expres Sales Sales Las Inday Sales In addition, budgeted selling expenses were set at the beginning of the fiscal year at 10% of the sales quota, Questions 1. Conduct these analyses using the data given above: o Sales Analyses-Effectiveness Index, Sales Growth Rate, and Market Share O ROAM Analysis o Cost Analysis-Did each district go over or under its budgeted selling expenses? What was the amount of variance in each district? Productivity Analysis comparing Sales per Salesperson, Direct Selling Expenses per Salesperson, and Profit Contribution per Salesperson across the districts 2. What problems can you identify as a result of conducting these analyses? List each problem uncovered in your analyses and be specific 3. What actions would you recommend to address these problems and improve sales effectiveness in the future? District 1 District 2 District 3 District 4 District 5 (5000) (S000) ($000) (S000) (5000) Sales 16,400 19.000 20.900 27,500 16,800 Cost of Goods Sold 9.840 11.020 12.958 16,500 9.240 Direct Selling Expenses 1,542 2,040 1.850 2,804 1,664 District Accounts Receivable 2,340 2,800 2,900 4,840 2,300 District Inventory 4,000 7,000 6,400 10,500 5,000 Number of Salespeople 16 18 22 24 20 Sales Quota 16,200 19,500 20,500 28,250 16,600 Sales Last Year 15,000 18,500 20,500 27,850 16,400 Industry Sales 52,904 59,376 61,472 91,667 60,000 Background Bass Toy & Novelty Company markets a broad mix of toys and games to retailers throughout the United States. The salesforce is organized into five regions, cach comprised of five districts. A national sales manager oversees the five regional sales managers. Each regional manager is responsible for the sales effectiveness of his or her region and is compensated according to the achievements of the region. Current Situation Jane Moss is the northern regional sales manager for Bass Toy & Novelty. The fiscal year has just ended and Jane has compiled data to help her analyze her region's sales effectiveness. Although her region has had what she believes is a very successful year, she wants to analyze each district closely, in order to identify and address any problems or weaknesses that she might uncover. She needs to complete her analysis for an upcoming meeting with her national sales manager, Jim Rauch. Data Jane compiled the following data about the districts in her region: 000000 Casof God Det Selling Expres Sales Sales Las Inday Sales In addition, budgeted selling expenses were set at the beginning of the fiscal year at 10% of the sales quota, Questions 1. Conduct these analyses using the data given above: o Sales Analyses-Effectiveness Index, Sales Growth Rate, and Market Share O ROAM Analysis o Cost Analysis-Did each district go over or under its budgeted selling expenses? What was the amount of variance in each district? Productivity Analysis comparing Sales per Salesperson, Direct Selling Expenses per Salesperson, and Profit Contribution per Salesperson across the districts 2. What problems can you identify as a result of conducting these analyses? List each problem uncovered in your analyses and be specific 3. What actions would you recommend to address these problems and improve sales effectiveness in the future? District 1 District 2 District 3 District 4 District 5 (5000) (S000) ($000) (S000) (5000) Sales 16,400 19.000 20.900 27,500 16,800 Cost of Goods Sold 9.840 11.020 12.958 16,500 9.240 Direct Selling Expenses 1,542 2,040 1.850 2,804 1,664 District Accounts Receivable 2,340 2,800 2,900 4,840 2,300 District Inventory 4,000 7,000 6,400 10,500 5,000 Number of Salespeople 16 18 22 24 20 Sales Quota 16,200 19,500 20,500 28,250 16,600 Sales Last Year 15,000 18,500 20,500 27,850 16,400 Industry Sales 52,904 59,376 61,472 91,667 60,000