Bottom Line, Inc.
Individual Contributor - Participant’s Workbook
SALES DEPARTMENT BRIEF
The Sales Department is responsible for the sales of Sludge Brothers pumps on a worldwide scale. The sales
budget for this year was $950,000 which represents a 25 percent increase over last year. Sales revenue by
comparison has increased by 40 percent and is currently running at $22.9M per year. You have a number of
uses for the extra cash:
Two additional residential sales staff – one for Sydney, Australia, and one for Kuwait City. This
would avoid travel by U.S. residents to the two fast growing markets and you estimate the total
salary costs at $90,000 against an extra potential revenue of %5.7M per year.
A merit raise for the Sales staff of ten. Assuming a 10 percent increase, this would cost $38,000
– especially welcome as they are paid a high salary rather than commission.
Upgrading all ten sales cars in recognition of performance, by allowing people to spend, say,
$950 on extras or a more luxurious model.
A computer-based sales lead system which would speed up response to leads from the U.S.
based companies and costs around $17,100. (You already have the computer)
You are aware that Sales is seen as the “prima donna” of the company but feel that everyone earns every
penny they get. The above ideas would cost $154,600.
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