Cacao case

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Anderson Burke Caplan Durfee Eaton Furness Gibson Harlow Total Prom.

Salario (´000) 14.0 32.0 30.0 22.0 40.0 26.0 30.028.0 222.0 27.8
Comision (´000) 12.4 32.0 22.4 30.0 36.8 24.4 22.4 26.0 206.4 25.8
Gastos (´000) 14.6 13.6 7.0 8.6 8.2 14.8 7.07.8 81.6 10.2

Cuentas potenciales 933 525 883 185 504 358 427 136 3951 494
% US Retail Sales (1) 0.73 0.89 0.74 0.77 0.90.78 0.51 0.27 5.58 0.7
Poblacion (miles) 2208 2121 1991 1138 2041 1785 1048 613 12945 1618
Area millas cuadrad. 28738 9045 24070 13011806 4239 6524 61 75784 9473

Visitas realizadas 1640 1350 1210 1470 1120 1075 940 1525 10330 1291

Ventas1982 (´000) 620 1600 880 1500 1840 1216 1120 1300 10076 1260
Cuentas activas 458 310 307 160 205 220 130 120 1910 239Share
Mercado Potencial 7,300 8,900 7,400 7,700 9,000 7,800 5,100 2,700 55,800 6,988
Share 8% 18% 12% 19%20% 16% 22% 48% 18% 20%
% Ctas Act 49% 59% 35% 86% 41% 61% 30% 88% 48% 56%
Vta x cta Act 1,354 5,161 2,866 9,375 8,9765,527 8,615 10,833 5,275 6589
Visita x cta act 3.58 4.35 3.94 9.19 5.46 4.89 7.23 12.71 5.41 6.42

%Gasto por vendedor 6.6% 4.9% 6.8% 4.0% 4.6% 5.4% 5.3% 4.8% 5.1% 5.3%
C Mg neta por vendedor 170 466 240 449 541 348 321 380 2916 364
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