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Top down/algorithm: For industries where the product sales growth is tied to economic cycles and there are numerous customers (too many to know individual buying practices), the top down/algorithm method is the best quota allocation method Management uses historical data and economic projections to create a mathematical model, an algorithm, to allocate quotas Top down/negotiated allocation: Another method brings organization peers together to negotiate quota allocation decisions The vice president (VP) of sales meets with his or her regional managers (RM) to allocate the VP s quota among the RMs Regional managers then meet with their respective direct reports, the district managers (DMs) Working with the district managers, the RM then allocates his or her number among the DMs and the process continues down the organizational chart until the process fully allocates all the forecast to individual sales personnel Top down, bottom up: A third method features parallel activities of top-down quota allocation and bottom-up quota estimates This process creates two quota allocation views A reconciliation process at each level helps align these two quota allocation estimates Account planning: Territories composed of a few large accounts use account planning methods to set quotas Major account sales personnel are the best qualified to help construct a sales estimate for their large customersAssembling a customer business plan, the major account manager presents this sales estimate to senior sales management for review and adjustmentsThe outcome of this planning and review process produces a quota for the large namedaccount territory

emits a gamma ray A gamma ray detector counts the rate at which gamma rays are emitted The decay rate of a radioisotope is often expressed in counts per min (cpm) Consider 87Srm, a metastable isomer of strontium that undergoes

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The FinePix 2800 has been selected as a top camera by both PC World and PC magazines with good reason Although it is only a 21 megapixel camera, it has the look, feel, and features of higher-end digicams The plastic body feels familiar to any photographer used to a full-featured 35mm camera The retractable Fujinon lens features a 6 zoom and a mini through-the-lens electronic viewfinder Add in picture voice annotation, and the ability to function as an Internet camera and you ve got an all-around winner Number of CCD Pixels: LCD Screen Size: Viewfinder: Optical Zoom: Digital Zoom: Lens Mount: 21 megapixels 18 inches TTL electronic 6 25 Fixed, retractable; supports optional wide and tele extension lenses Autofocus 35mm film equivalent of 38mm 35mm film equivalent of 228mm Yes 39 inches 64-point TTL metering f/88 f/28 1 second 1/1500 second TTL auto white balance, pre-set white balance (available settings: daylight, cloudy, tungsten, fluorescent, or fluorescent h) 100 CompactFlash 16MB 4 AA alkaline batteries Multi-programmed flash with red-eye reduction USB, video out JPEG MPEG, AVI

gamma decay with a half-life of 28 hours A particular sample of 87Srm has an initial decay rate of 1280 cpm After 28 hours, the rate drops 50% to 640 cpm Complete the table on the next page

Most companies need to use a combination of quota-setting methods to fully allocate the company forecast

Focus Features: Minimum Focal Length (Wide Angle): Maximum Focal Length (Telephoto): Macro Mode: Minimum Focus Distance: Exposure Settings: Minimum Aperture: Maximum Aperture: Minimum Shutter Speed: Maximum Shutter Speed: White Balance:

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Hands-Free Quotas An alternate method to assigning quotas is not to assign quotas Known as hands-free quotas, no attempt is made to make individual quota allocation assignment Instead, actual sales performance creates a percentile rank-order of the sales personnel A formula provides payouts of the target incentive amount depending on percentile ranking In this manner, there are no quotas However, this approach has several noteworthy shortcomings First, sales management compromises its leadership charter by not providing a meaningful performance goal for the organization and for individuals Second, individual sales personnel have no idea how they are performing until after the ranking They must wait for their individual percentile ranking Lastly, it creates an internally competitive atmosphere where sales personnel knowingly compete against one another

ISO Equivalencies: Removable Memory Included: Power Source: Flash Characteristics: Connections: Image Formats: Video Capture Format:

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