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Apo - 1 Aishwarya Mundada 210101139 Vamika Shah 210101121 Somnath Banerjee 210101109 Siddhant Goyal 210101166 Navneet Fatehpuria 210101182 Vissapragada Ananth 210101151 Victor D 21FRN-612

This document provides information on 10 territories with details on the number of calls required, number of physicians, expected value per physician per year, and total value for each territory. It then calculates the total number of calls required, number of salespeople required to make those calls assuming a call productivity of 325 calls per salesperson per year, the total cost to cover the territories, total profit, return on investment, and cumulative number of salespeople required across the territories. Based on this information and assumptions, the estimated sales force size is 43 people.

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Siddhant Goyal
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146 views3 pages

Apo - 1 Aishwarya Mundada 210101139 Vamika Shah 210101121 Somnath Banerjee 210101109 Siddhant Goyal 210101166 Navneet Fatehpuria 210101182 Vissapragada Ananth 210101151 Victor D 21FRN-612

This document provides information on 10 territories with details on the number of calls required, number of physicians, expected value per physician per year, and total value for each territory. It then calculates the total number of calls required, number of salespeople required to make those calls assuming a call productivity of 325 calls per salesperson per year, the total cost to cover the territories, total profit, return on investment, and cumulative number of salespeople required across the territories. Based on this information and assumptions, the estimated sales force size is 43 people.

Uploaded by

Siddhant Goyal
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as XLSX, PDF, TXT or read online on Scribd
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APO - 1

Aishwarya Mundada 210101139


Vamika Shah 210101121
Somnath Banerjee 210101109
Siddhant Goyal 210101166
Navneet Fatehpuria 210101182
Vissapragada Ananth 210101151
Victor D 21FRN-612

USD
Call
Reqd/physi Exp.
Area cian Physicians Value/Physician/Year
1 40 255 13000
2 38 270 12000
3 34 288 10000
4 32 310 8500
5 30 338 7200
6 26 376 6200
7 20 426 5000
8 18 503 3500
9 16 659 2500
10 12 1570 2000
Total 266 4995 69900

Based on the information given above, estimate the sales force size.
USD

Total Value call productivity


3315000 325
3240000 316
2880000 294
2635000 266
2433600 240
2331200 238
2130000 250
1760500 194
1647500 156
3140000 167
25512800 2446
SALTOR DRUGS : Planning the Selling Effort

Exp.
Call Value/Physi
TerritoReqd Physicians cian/Year Total Value Number of Calls RequiredSalesMan Required Cost to cover Profit ($) ROI SalesMan Required (Cumulative) ASSUMPTIONS
1 40 255 13000 3315000 10200 6.375 956250 2358750 246.67% 6.375 1) Not considering 8-10 territories because they are not meeting the threshold ROI
2 38 270 12000 3240000 10260 6.4125 961875 2278125 236.84% 12.7875 2) Total salesman required is 42.88 but approximated to 43 because counthead cannot be in decimal
3 34 288 10000 2880000 9792 6.12 918000 1962000 213.73% 18.9075
4 32 310 8500 2635000 9920 6.2 930000 1705000 183.33% 25.1075
5 30 338 7200 2433600 10140 6.3375 950625 1482975 156.00% 31.445
6 26 376 6200 2331200 9776 6.11 916500 1414700 154.36% 37.555
7 20 426 5000 2130000 8520 5.325 798750 1331250 166.67% 42.88
8 18 503 3500 1760500 9054 5.65875 848812.5 911687.5 107.41% -
9 16 659 2500 1647500 10544 6.59 988500 659000 66.67% -
10 12 1570 2000 3140000 18840 11.775 1766250 1373750 77.78% -
Total 266 4995 69900 25512800 107046 66.90375 10035562.5 15477237.5 43

Therefore, sales force size required is 43

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