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Use the Sales Data to complete the calculations at the end of the case.
Prepare a 4-5 slide Microsoft® PowerPoint® presentation summarizing your calculations. Be sure to include a sales forecast in your summary.
Include a 500-word set of speaker notes in your presentation.
Format your presentation according to APA standards.
You have been the marketing manager for Superior Dental Chair for over ten years. You know the company well and know that it has been struggling
to remain competitive. You have been examining your sales force to determine what can be done to boost profit margins.
Staff earn $18 per hour plus 5% commission. Sales staff performance assumes each staff works a 40 hour work week (2080 hours per year / 12
months)
The staff monthly sales volume is listed below.
Retail Prices:
Supreme = $7000
Standard = $5000
Basic = $3000
Objectives:
Calculate sales productivity ratios for each employee based net revenue generated per hour.
Individual Net Revenue = Annual Total Revenue–(Annual Salary)-(Annual Revenue*Commission)
Individual Productivity Ratio = Individual Net Revenue / 2080 (working hours)
Determine the monthly sales costs and net revenue from sales.
Calculate the monthly and annual sales contribution per chair.
(Product Net Revenue / Total Net Revenue)
Total Net Variable Sales Revenue = (Sum Gross Revenue All Products)-(Gross Revenue*Commission)
Product Line Net Variable Revenue = (Product Revenue) – (Product Revenue*Commission)
Create a Sales Forecast for each scenario based on the decisions to be made.
Two Product Line
o Supreme / Basic
o Basic / Standard
o Standard / Supreme
Maintain Existing Line with Project
Complete a 3 and a 5 Month Moving Average (MMA). Which method is the most accurate?
Use a Seasonal Index to complete the forecast by probability for each sales model.
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