What analyses should Kate perform with this data ? Perform these analyses . What problems can you identify from your analyses? What solutions do you recommend to solve these problems and improve results future

MAKING SALES MANAGEMENT DECISIONS Case 9.1: Beauty Glow Cosmetics Company Kate knew her boss would carefully cuti Background her analysis. She hoped to be able to identify say Beauty Glow Cosmetics Company manufactures problem area to that she could develop solution and market line of cosmetics products to retail and implement them in the upcoming year. She wa ens throughout the United States. The salesforce is scheduled to meet with Cline in 3 days. organized into five regions, cuch comprhed of Kate compiled the following information five districts. A national sales manager oversees the (Show at the bottom of the page.) five regional sales managers. Each regional manager Questions is responsible for the effectiveness of his or her region and is composited accordingly, 1. What analyses should Kate perform with this data? Perform there analyses 2. What problems can you identify from your Current Situation Kate Flower is the regional sales manager for the 3. What solutions do you recommend to solve northern region. The fiscal year just ended, and Kate has compiled data to help her analyze her these problems and improve results in the future region's effectivenes. Although her region has had what she believes to be a very successful year, she wants to analyze each district closely. She hopes to Situation: Read Case 9.1. us ber analysis to identify and correct problemu. ROLE PUNE Characters: Calvin Clinc, national Moreover, she needs to complete her analysis for sales manager, Kate Hower, regional her upcoming meeting with her national sales man sales manager ager, Calvin Cline Scenes Location--meeting room at Beauty Market shares for each district were fairly sinable (30 percent, 32 percent, 34 percent, 31 percent, and Glow Cosmetics headquarters Acine-Kate presents her findings 28 percent for districts 1 through 5, respectively) from analyzing the effectiveness of at the beginning of the fiscal year. Kate had expected her salesforce. She makes suggestions these to remain relatively stable over the past year. The company had antipated a tales growth of for solving the problema she has identified. Calvin responds to her 2 percent. In addition, selling couts were budgeted analysis. He then asks Kate about the at 10 percent of sales. If Kate's region did not increase sales by 2 percent and stay within the sales performance of her salespeople and who, if anyone, she thinks the com budget, her performance appraisal, and subse pany should let go quently her compensation, would suffer District 1 (5000) District 2 (5000) District 3 (5000) District 4 (5000) District S (8000) $8,400 1,620 630 50 21 9 12 Sulcs Cost of goods sold Compensation Transportation Lodging and meals Telephone Fotertainment Training District accounts roccivable District inventory Number of salespeople Sales quote Sales last year Industry sales $8,200 4,920 615 41 17 8 10 80 1,170 2,000 8 8,100 7,500 26,452 $9,500 5,510 810 67 30 10 8 95 1.000 3,500 9 9.750 9.250 29.689 $10,450 6,479 735 42 16 12 15 105 1,450 3,200 11 10,250 10,250 30,736 $13,750 8,250 1,140 70 41 14 12 125 2,420 5,250 12 14,125 13.925 45,834 110 1,150 2.500 10 3,300 8,200 30.000 MAKING SALES MANAGEMENT DECISIONS Case 9.1: Beauty Glow Cosmetics Company Kate knew her boss would carefully cuti Background her analysis. She hoped to be able to identify say Beauty Glow Cosmetics Company manufactures problem area to that she could develop solution and market line of cosmetics products to retail and implement them in the upcoming year. She wa ens throughout the United States. The salesforce is scheduled to meet with Cline in 3 days. organized into five regions, cuch comprhed of Kate compiled the following information five districts. A national sales manager oversees the (Show at the bottom of the page.) five regional sales managers. Each regional manager Questions is responsible for the effectiveness of his or her region and is composited accordingly, 1. What analyses should Kate perform with this data? Perform there analyses 2. What problems can you identify from your Current Situation Kate Flower is the regional sales manager for the 3. What solutions do you recommend to solve northern region. The fiscal year just ended, and Kate has compiled data to help her analyze her these problems and improve results in the future region's effectivenes. Although her region has had what she believes to be a very successful year, she wants to analyze each district closely. She hopes to Situation: Read Case 9.1. us ber analysis to identify and correct problemu. ROLE PUNE Characters: Calvin Clinc, national Moreover, she needs to complete her analysis for sales manager, Kate Hower, regional her upcoming meeting with her national sales man sales manager ager, Calvin Cline Scenes Location--meeting room at Beauty Market shares for each district were fairly sinable (30 percent, 32 percent, 34 percent, 31 percent, and Glow Cosmetics headquarters Acine-Kate presents her findings 28 percent for districts 1 through 5, respectively) from analyzing the effectiveness of at the beginning of the fiscal year. Kate had expected her salesforce. She makes suggestions these to remain relatively stable over the past year. The company had antipated a tales growth of for solving the problema she has identified. Calvin responds to her 2 percent. In addition, selling couts were budgeted analysis. He then asks Kate about the at 10 percent of sales. If Kate's region did not increase sales by 2 percent and stay within the sales performance of her salespeople and who, if anyone, she thinks the com budget, her performance appraisal, and subse pany should let go quently her compensation, would suffer District 1 (5000) District 2 (5000) District 3 (5000) District 4 (5000) District S (8000) $8,400 1,620 630 50 21 9 12 Sulcs Cost of goods sold Compensation Transportation Lodging and meals Telephone Fotertainment Training District accounts roccivable District inventory Number of salespeople Sales quote Sales last year Industry sales $8,200 4,920 615 41 17 8 10 80 1,170 2,000 8 8,100 7,500 26,452 $9,500 5,510 810 67 30 10 8 95 1.000 3,500 9 9.750 9.250 29.689 $10,450 6,479 735 42 16 12 15 105 1,450 3,200 11 10,250 10,250 30,736 $13,750 8,250 1,140 70 41 14 12 125 2,420 5,250 12 14,125 13.925 45,834 110 1,150 2.500 10 3,300 8,200 30.000