2、IdentifycostfactorsofpersonalsellingAnnualcompensationCommissionWorkingexpenses6.6.2PerformanceRatios-Identifyaveragesandratiosofinteresttomeasureperformanceofsalesperson(s)(usingtheperformancevariablesabove).Aggregatedsalesforce,individualsalespersonorproductli
3、nefiguresthatcanbeusedtoassessperformanceofsalesterritories,individualproductsorproductlines,orsalespeople.e.g.:Order-callratiopersalesperson(numberoforderspersalespersonnumberofcallsmadepersalespersonx100)Averagesalespersalesperson(totalsalespersonsalesin
4、dollarsnumberofsalesofsalesperson)AveragenumberofsalesperclientsizeNumberofsalesforclientsizeratio(numbersalestoclientclientsizeindex)6.6.3CostRatios-Identifyaveragesandratiosofinteresttomeasurecostofsalesperson(s)ORtotalterritorycostsORproductlineco
5、sts(usingtheperformancevariablesabove).e.g.:Salespersoncosts-salesratio(salespersoncostsalesindollarsgeneratedbysalespersonx100)Territorycosts-salesratio(territory/storecostssalesindollarsgeneratedbyterritory/storex100)6.6.4CompensationPlan-Identifythemethod(s
7、ICENSEORSUBLICENSE,GIVEORDISCLOSETOANYOTHERPARTY,THISPRODUCTINHARDCOPYORDIGITALFORM.ALLOFFENDERSWILLAUTOMATICALLYBESUEDINACOURTOFLAW.33/39文档可自由编辑打印-Deviseanemployeemotivationplan.Identifythemethodsusedtomotivatethesalesforce.QuotasBonusforsurpassing
9、ERFORSALE,LICENSEORSUBLICENSE,GIVEORDISCLOSETOANYOTHERPARTY,THISPRODUCTINHARDCOPYORDIGITALFORM.ALLOFFENDERSWILLBESUEDINACOURTOFLAW.7.FINANCIALINFORMATION7.1FinancialCapsule-Stateexpectedsalesforyear1andforyear5-Statedesiredmarketshareandwhenyoush
10、ouldcaptureit-Statemajorassumptions-Listmajormarketingcapitalexpenditures-ProvideestimatedROIformainmarketingprogramsSalesForecastLastYearYear1Year2Year3Year4Year5SalesGrossprofitEBITDA7.2FinancialAssumptions-Stateassumptionsthatallowyoutomakesalesandcos
11、tforecasts.Theymayberelatedtothefollowing:ExpectedsuccessrateofmarketingprogramsMarketconditionsLegislationandtaxesEquipmentperformance/durabilityEaseofcreditcollection7.3Budget7.3.1Advertising-Detailthefundsthatwillbeallocatedtoadvertisingforthenext2years
13、altreaties.ITISILLEGALANDSTRICTLYPROHIBITEDTODISTRIBUTE,PUBLISH,OFFERFORSALE,LICENSEORSUBLICENSE,GIVEORDISCLOSETOANYOTHERPARTY,THISPRODUCTINHARDCOPYORDIGITALFORM.ALLOFFENDERSWILLAUTOMATICALLYBESUEDINACOURTOFLAW.35/39文档可自由编辑打印-Provideabarchartofmed
14、iaspendingpercentagesforyears1and27.3.2MarketingPrograms-ListmonthlyORquarterlyORannualbudgetsforeachmainbusinessactivity(usuallygivenonamonthlybasisforyear1,onaquarterlybasisforyear2,andonayearlybasisforyears3,4and5):Productresearch&development
16、.ITISILLEGALANDSTRICTLYPROHIBITEDTODISTRIBUTE,PUBLISH,OFFERFORSALE,LICENSEORSUBLICENSE,GIVEORDISCLOSETOANYOTHERPARTY,THISPRODUCTINHARDCOPYORDIGITALFORM.ALLOFFENDERSWILLBESUEDINACOURTOFLAW.7.4SalesProjections(5years)SalesProjections-5YearForecastYEAR
17、1JanFebMarAprMayJunJulAugSeptOctNovDecTOTALCategory1UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category1Total$0$0$0$0$0$0$0$0$0$0$0$0$0Category2UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0
18、.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category2Total$0$0$0$0$0$0$0$0$0$0$0$0$0Category3UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category3Total$0$0$0$0$0$0$0$0$0$0$0$0$0TOTAL$0$0$0$0$0$0$0$0$0$0$0$0$0YEAR2
19、JanFebMarAprMayJunJulAugSeptOctNovDecTOTALCategory1UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category1Total$0$0$0$0$0$0$0$0$0$0$0$0$0Category2UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.0
20、0$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category2Total$0$0$0$0$0$0$0$0$0$0$0$0$0Category3UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category3Total$0$0$0$0$0$0$0$0$0$0$0$0$0TOTAL$0$0$0$0$0$0$0$0$0$0$0$0$0YEAR3J
21、anFebMarAprMayJunJulAugSeptOctNovDecTOTALCategory1UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category1Total$0$0$0$0$0$0$0$0$0$0$0$0$0Category2UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00
23、BiztreeInc.2010.Allrightsreserved.ProtectedbythecopyrightlawsoftheUnitedStatesandCanadaandbyinternationaltreaties.ITISILLEGALANDSTRICTLYPROHIBITEDTODISTRIBUTE,PUBLISH,OFFERFORSALE,LICENSEORSUBLICENSE,GIVEORDISCLOSETOANYOTHERPARTY,THISPRODUCTINHARDCOPYO
24、RDIGITALFORM.ALLOFFENDERSWILLAUTOMATICALLYBESUEDINACOURTOFLAW.37/39文档可自由编辑打印YEAR4JanFebMarAprMayJunJulAugSeptOctNovDecTOTALCategory1UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category1Total$0$0$0$0$0$
25、0$0$0$0$0$0$0$0Category2UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category2Total$0$0$0$0$0$0$0$0$0$0$0$0$0Category3UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0
26、.00$0.00$0.00Category3Total$0$0$0$0$0$0$0$0$0$0$0$0$0TOTAL$0$0$0$0$0$0$0$0$0$0$0$0$0YEAR5JanFebMarAprMayJunJulAugSeptOctNovDecTOTALCategory1UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category1Total$0$0$0$0$0$0$
27、0$0$0$0$0$0$0Category2UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00Category2Total$0$0$0$0$0$0$0$0$0$0$0$0$0Category3UnitsSold0000000000000SalePriceperUnit$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.00$0.0
29、TE,PUBLISH,OFFERFORSALE,LICENSEORSUBLICENSE,GIVEORDISCLOSETOANYOTHERPARTY,THISPRODUCTINHARDCOPYORDIGITALFORM.ALLOFFENDERSWILLBESUEDINACOURTOFLAW.8.CONTINGENCYPLANS8.1SymptomsofFailure-Specifythesymptomsoffailuretowatchoutfor-Specifythecriteriathat