ASSIGNMENT-2 SDM

ABHISHEK SATPATHY (19PGPM002)

1)
Answer-

Year Sales (in Number of Number of employee

INR) employee end of the year
beginning of
the year
1 504077 50 45
2 585460 55 52
3 605225 61 57
4 605757 70 65
5 633402 73 71
6 642833 75 70
7 644255 75 73
8 644470 78 74
9 677165 82 80
10 746289 85 83
11 773398 88 85
12 780341 87 85
13 792411 96 94

Y = 21362 x + 514705 ( x = 13)

Y= 792411
Y = 6055.8 x + 209966 ( Y = 792411)
x= 96

Y = 5766.2 x + 249921 ( Y = 792411)

x= 94

2)
From the given data calculate the average
requirement of Sales force
Months Number of call Dealer meetings Channel activation B2B Sales closing
1 500 300 100 30
2 500 300 150 22
3 600 300 100 40
4 700 400 200 40
5 700 500 100 30
6 800 500 200 50
7 800 600 100 40
8 800 400 100 50
9 800 500 200 60
10 900 500 200 50
11 1000 600 200 60
12 1000 500 300 70

Cummulative        
Average time for
each activity (In
Minutes)
Months Numbe Dealer Channel B2B Sales closing Total Time in
r of call meetings activation Minutes in Month
1 10000 13500 12000 7200 42700
2 10000 13500 18000 5280 46780
3 12000 13500 12000 9600 47100
4 14000 18000 24000 9600 65600
5 14000 22500 12000 7200 55700
6 16000 22500 24000 12000 74500
7 16000 27000 12000 9600 64600
8 16000 18000 12000 12000 58000
9 16000 22500 24000 14400 76900
10 18000 22500 24000 12000 76500
11 20000 27000 24000 14400 85400
12 20000 22500 36000 16800 95300

Mo Total Time in Total Time in Requirement of Requirement of Average

nth Minutes in Hours in Sales Force Sales Force Requirement of
s Month Month (Normal) (Overtime) Sales Force
1 42700 712 5 4 5
2 46780 780 6 4 5
3 47100 785 6 4 5
4 65600 1093 8 6 7
5 55700 928 7 5 6
6 74500 1242 10 7 8
7 64600 1077 8 6 7
8 58000 967 7 5 6
9 76900 1282 10 7 8
10 76500 1275 10 7 8
11 85400 1423 11 8 9
12 95300 1588 12 9 10
   Number of Dealer Channel B2B Sales closing
call meetings activation
Average Time Taken 20 45 120 240

Normal Overtime
Total Hours 8 10
Break & Report Writing 1 1
Traveling 2 2
Time left for activities (Per Day) 5 7
Time left for activities (Per Month) 130 182
Assumption Per Month = 4 Weeks + 2 Days = 26 Working days

3)
No. of Potentia Call/Ac Total Cost/Cal Total Ave. Expecte Contribution of COM Per
Account l c per Calls l Cost Penetratio d Sales operating margin Account
s year Needed n (COM)
1 1000 50 50 110 5500 40% 400000 394500 394500
1 650 50 50 110 5500 40% 260000 254500 254500
3 1200 50 150 110 1650 40% 480000 463500 154500
0
6 1200 45 270 110 2970 40% 480000 450300 75050
0
7 525 35 245 110 2695 35% 183750 156800 22400
0
22 825 35 770 110 8470 35% 288750 204050 9275
0
14 259 20 280 110 3080 35% 90650 59850 4275
0
18 162 10 180 110 1980 30% 48600 28800 1600
0
28 125 6 168 110 1848 30% 37500 19020 679.285714
0 3
25 56 6 150 110 1650 30% 16800 300 12
0
21 21 6 126 110 1386 30% 6300 -7560 -360
0
80 20 6 480 110 5280 30% 6000 -46800 -585
0