Policy Mix Peer Reviews - The report of the CREST Policy Mix Expert Group
Crest Light Group 5
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Transcript of Crest Light Group 5
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CrestLight
Group- 5
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Expense Ratios Exhibit 5&6
Sales Expense Ratio = E/S Position
Halbert 43.43(258000/5940) 1Jennings 28.35 2Bindon 19.74 3
Vereker 19.24 4
Prince 14.44 5
Anderson 13.92 6
Randall 12.81 7
Thompson 10.38 8
Campbell 9.77 9
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Expense RatiosCost per call Ratio=TC/No of Calls
Position
Thompson 32.97 ( 1Jennings 28.75 2Halbert 28.41 3
Prince 27.61 4
Anderson 27.49 5
Bindon 24.61 6
Randall 22.24 7
Campbell 19.8 8
Vereker 18.04 9
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Account development and servicing ratio
Account Penetration Ratio = Account Sold/Total Accounts
Position
Halbert 0.86 1
Jennings 0.73 2
Bindon 0.6 3
Vereker 0.57 4
Prince 0.54 5
Anderson 0.51 6
Randall 0.48 7
Thompson 0.42 8
Campbell 0.38 9
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Account development and servicing ratio
Sales per Account ratio= Sales Dollar Volume/Total number of accounts
Position
Thompson 1079.5 1
Campbell 702.97 2
Randall 469.55 3
Bindon 451.1 4
Jennings 372.88 5
Halbert 337.91 6
Anderson 327.73 7
Prince 317.28 8
Vereker 281.41 9
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Call Productivity & TerritoryTerritory Area(sq.km) Position
Prince 78800 1
Campbell 44600 2
Bindon 28200 3
Thompson 25600 4
Halbert 15400 5
Anderson 15400 6
Randall 13000 7
Vereker 7300 8
Jennings 1600 9
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Call ActivityCalls per account ratio Position
Halbert 5.8 1
Jennings 5.15 2
Bindon 3.99 3
Vereker 3.64 4
Prince 3.58 5
Anderson 3.35 6
Randall 2.9 7
Thompson 2.29 8
Campbell 2.21 9
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Limitations of Ratios
• �Sales Expense Ratio -• Expenses depend on many factors like area, number of accounts, travelling
required, etc.• Cost per call Ratio • Remuneration are included in costs, so higher remunerations lead to
higher ratio• Account Penetration Ratio • Affected by presence of competitors, buying habits of students in the area etc• Sales per account Ratio• Number of students in each account affect this ratio• Call conversion Ratio-• Depends on the number of new accounts as new ones may require more calls
than old ones as they need more convincing
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Consolidated
Sales Expense
Cost per call Ratio
Account Penetration Ratio
Sales per Account ratio
Territory Area(sq.km)
Call Activity
TotalHalbert 1 3 1 6 5 1 17Jennings 2 2 2 5 9 2 22Bindon 3 6 3 4 3 3 22Prince 5 4 5 8 1 5 28Thompson 8 1 8 1 4 8 30Anderson 6 5 6 7 6 6 36Vereker 4 9 4 9 8 4 38Randall 7 7 7 3 7 7 38Campbell 9 8 9 2 2 9 39
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Result of Qualitative Analysis
• Vereker Randall and Campbell are performing badly.
• Halbert, Jenning, Bindon are good performers.
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Subjective analysis of salespersons
• Sales Results• Job Knowledge• Management of territory• Customer & Company Relations• Personal characteristics
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Suggestions
• Replace Vereker• Reallocation of Sales territory• Variable Pay. • Allocate Account Managers.