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1. Using the following information provided for the end of the current fi scal year, conduct a sales analysis to evaluate sales or ga ni za tion effectiveness. The company anticipated sales growth of 5 percent. Explain your fi ndings.

 Region 1 Region 2 Region 3 Region 4 ($000) ($000) ($000) ($000) Sales $8,100 $9,500 $8,500 $5,000 Sales quota $8,250 $8,500 $8,150 $7,800 Sales last year $7,850 $8,750 $8,000 $4,850 Industry sales $23,000 $25,000 $27,000 $21,000 Previous year market share 36% 35% 30% 25%

 2. Sales and cost data can be combined in various ways to produce evaluations of sales or ga ni za tion profi tability for different or gan i za tion al levels or different types of sales. Three types of profi tability analysis are useful for evaluating effectiveness: activity- based costing, income statement analysis, and return on assets managed analysis. Examining Exhibit 9.9, point out differences in operating profi ts by commercial distribution channel between the company’s old and new (ABC) system, and explain why they differ. What would the ABC system lead you to believe regarding the effectiveness of each channel? Using the information in Exhibit 9.9 and the following information, conduct an income statement analysis and return on assets managed analysis. Explain the results of your analyses.

 Contract Industrial Suppliers Government OEM ($000) ($000) ($000) ($000) Accounts receivable $26,578 $16,840 $72 $1,633 Inventory $26,578 $16,840 $73 $1,634

3. Using the following information, conduct a productivity analysis. Based on your analysis, do you have any concerns? Explain.

District 1 District 2 District 3 District 4 Sales $15,000,000 $18,000,000 $15,000,000 $18,000,000 Selling expenses $1,500,000 $1,800,000 $2,250,000 $2,250,000 Sales calls 6,750 5,625 6,375 7,500 Proposals 165 135 195 203 Number of salespeople 15 23 15 23

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