MS Monthly Sales=
	 ESE Effective Sales Effort/TPS Time per Sale
	~	Units/Month
	~	Monthly Sales
	|

TPS Time per Sale=
	 NTPS Normal Time per Sale*(1+STEP(STPS Step in Time per Sale,TSTPS Time for Step in Time per Sale\
		))
	~	Hours/Unit
	~	Time per Sale
	|

NTPS Normal Time per Sale=
	 60
	~	Hours/Unit
	~	Normal Time per Sale
	|

STPS Step in Time per Sale=
	 0
	~	Dimensionless
	~	Step in Time per Sale
	|

TSTPS Time for Step in Time per Sale=
	 4
	~	Month
	~	Time for Step in Time per Sale
	|

ESE Effective Sales Effort=
	 SSE Standard Sales Effort*MOT Multiplier from Overtime*EMSE Effect of Motivation on Sales Effort
	~	Hours/Month
	~	Effective Sales Effort
	|

SSE Standard Sales Effort=
	 SF Sales Force*NHSM Normal Hours per Salesrep per Month
	~	Hours/Month
	~	Standard Sales Effort
	|

NHSM Normal Hours per Salesrep per Month=
	 130
	~	Hours/Month/Person
	~	Normal Hours per Salesrep per Month
	|

SF Sales Force=
	 ISF Initial Sales Force
	~	People
	~	Sales Force
	|

ISF Initial Sales Force=
	 400
	~	People
	~	Initial Sales Force
	|

MSO Management Sales Objective=
	 MSC Monthly Sales Commitment*(1+MASC Margin for Achievement of Sales Commitment)
	~	Units/Month
	~	Management Sales Objective
	|

MASC Margin for Achievement of Sales Commitment=
	 0.05+STEP(SMASC Step in Margin for Achievement of Sales Commitment,TSMASC Time for Step in Margin for Achievement of Sales Commitment\
		)
	~	Dimensionless
	~	Margin for Achievement of Sales Commitment
	|

SMASC Step in Margin for Achievement of Sales Commitment=
	 0
	~	Dimensionless
	~	Step in Margin for Achievement of Sales Commitment
	|

TSMASC Time for Step in Margin for Achievement of Sales Commitment=
	 5
	~	Month
	~	Time for Step in Margin for Achievement of Sales Commitment
	|

MSC Monthly Sales Commitment=
	 SMOOTHI(MS Monthly Sales,TESC Time to Establish Sales Commitment,MSC Initial)
	~	Units/Month
	~	Monthly Sales Commitment
	|

MSC Initial = INITIAL(MS Monthly Sales)
	~	Units/Month
	~	Montly Sales Commitment, initial value
	|

TESC Time to Establish Sales Commitment=
	 12
	~	Months
	~	Time to Establish Sales Commitment
	|

MOT Multiplier from Overtime=
	 MOT Table(PSO Performance on Sales Objective)
	~	Dimensionless
	~	Multiplier from Overtime
	|

MOT Table ([(0.75,1)-(1.1,1.5)],(0.75,1.4),(0.8,1.4),(0.85,1.35)
,(0.9,1.25),(0.95,1.1),(1,1),(1.05,1),(1.1,1) )
	~	Dimensionless
	~	Table for MOT as it depends on PSO
	|

PSO Performance on Sales Objective=
	 SMOOTHI(MS Monthly Sales/MSO Management Sales Objective,TPSO Time for Performance on Sales Objective\
		,IPSO Initial Performance on Sales Objective)
	~	Dimensionless
	~	Performance on Sales Objective
	|

IPSO Initial Performance on Sales Objective=
	 1/(1+MASC Margin for Achievement of Sales Commitment)
	~	Dimensionless
	~	Initial Performance on Sales Objective
	|

TPSO Time for Performance on Sales Objective=
	 3
	~	Month
	~	Time for Performance on Sales Objective
	|

EMSE Effect of Motivation on Sales Effort=
	 EMSE Table(M Motivation)
	~	Dimensionless
	~	Effect of Motivation on Sales Effort
	|

EMSE Table ([(0,0)-(1,1)],(0,0.4),(0.2,0.5),(0.4,0.65),(0.6,0.85)
,(0.8,0.95),(1,1) )
	~	Dimensionless
	~	Table for EMSE as it depends on M
	|

M Motivation=
	 SMOOTHI(MI Motivation Index, TEM Time to Establish Motivation, IMI Initial Motivation Index\
		)
	~	Dimensionless
	~	Motivation
	|

IMI Initial Motivation Index= INITIAL(
	MIO Motivation Index from Overtime*MIP Motivation Index from Performance)
	~	Dimensionless
	~	Initial Motivation Index
	|

TEM Time to Establish Motivation=
	 3
	~	Month
	~	Time to Establish Motivation
	|

MI Motivation Index=
	 (MIO Motivation Index from Overtime*MIP Motivation Index from Performance)*SMI Switch for Motivation Index\
		 + (1-SMI Switch for Motivation Index)*IMI Initial Motivation Index
	~	Dimensionless
	~	Motivation Index
	|

SMI Switch for Motivation Index=
	 0
	~	Dimensionless
	~	Switch for Motivation Index
	|

MIO Motivation Index from Overtime=
	 MIO Table(MOT Multiplier from Overtime)
	~	Dimensionless
	~	Motivation Index from Overtime
	|

MIO Table ([(0.8,0)-(1.5,1.2)],(0.8,1),(0.9,1),(1,1),(1.1,1)
,(1.2,0.9),(1.3,0.7),(1.4,0.4),(1.5,0.3) )
	~	Dimensionless
	~	Table for MIO as it depends on MOT
	|

MIP Motivation Index from Performance=
	 MIP Table(PSO Performance on Sales Objective)
	~	Dimensionless
	~	Motivation Index from Performance
	|

MIP Table ([(0.5,0)-(1.2,1.2)],(0.5,0.4),(0.6,0.45),(0.7,0.6)
,(0.8,0.75),(0.9,0.95),(1,1),(1.1,1),(1.2,1) )
	~	Dimensionless
	~	Table for MIP as it depends on PSO
	|

********************************************************
	.Control
********************************************************~
		Simulation Control Paramaters
	|

FINAL TIME  = 50
	~	Month
	~	The final time for the simulation.
	|

INITIAL TIME  = 0
	~	Month
	~	The initial time for the simulation.
	|

SAVEPER  =
        TIME STEP
	~	Month
	~	The frequency with which output is stored.
	|

TIME STEP  = 0.25
	~	Month
	~	The time step for the simulation.
	|

\\\---/// Sketch information - do not modify anything except names
V300  Do not put anything below this section - it will be ignored
*View 1
$0,0,Helvetica|12|B|0-0-0|0-0-0|0-0-0|-1--1--1|-1--1--1
10,1,MSO Management Sales Objective,510,460,45,30,8,3,0,48,0,0,0,0,0-0-0,0-0-0,Times New Roman|12|B|0-0-0
10,2,MASC Margin for Achievement of Sales Commitment,660,500,60,35,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,3,MSC Monthly Sales Commitment,582,383,45,25,3,3,0,49,0,0,0,0,0-0-0,0-0-0,Times New Roman|12|B|0-0-0
10,4,MS Monthly Sales,590,310,35,25,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,5,MSC Initial,698,358,44,11,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,6,TESC Time to Establish Sales Commitment,730,410,60,30,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,7,SMASC Step in Margin for Achievement of Sales Commitment,840,490,80,30,8,3,0,49,-1,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,8,MOT Multiplier from Overtime,280,410,50,20,8,3,0,48,0,0,0,0,0-0-0,0-0-0,Times New Roman|12|B|0-0-0
10,9,PSO Performance on Sales Objective,370,480,45,30,3,3,0,49,0,0,0,0,0-0-0,0-0-0,Times New Roman|12|B|0-0-0
10,10,IPSO Initial Performance on Sales Objective,510,550,55,25,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,11,TPSO Time for Performance on Sales Objective,340,570,55,25,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,12,M Motivation,310,190,35,25,3,3,0,48,0,0,0,0,0-0-0,0-0-0,Times New Roman|12|B|0-0-0
10,13,IMI Initial Motivation Index,130,150,40,25,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,14,MI Motivation Index,202,240,35,25,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,15,TEM Time to Establish Motivation,290,110,50,30,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,16,MOT Table,387,392,42,11,0,3,0,49,-1,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,17,MIO Motivation Index from Overtime,210,330,40,30,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,18,MIP Motivation Index from Performance,140,410,50,35,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,19,SMI Switch for Motivation Index,80,250,45,30,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,20,EMSE Effect of Motivation on Sales Effort,450,200,50,25,8,3,0,48,0,0,0,0,0-0-0,0-0-0,Times New Roman|12|B|0-0-0
10,21,EMSE Table,414,170,46,11,0,3,0,49,-1,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,22,MIO Table,290,289,40,11,0,3,0,49,-1,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,23,MIP Table,99,409,39,11,0,3,0,49,-1,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,24,ESE Effective Sales Effort,545,248,90,11,0,3,0,49,-1,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,25,TPS Time per Sale,700,280,65,11,0,3,0,49,-1,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,26,NTPS Normal Time per Sale,820,330,55,25,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,27,STPS Step in Time per Sale,810,220,45,20,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,28,TSTPS Time for Step in Time per Sale,850,280,60,25,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,29,SSE Standard Sales Effort,650,210,45,20,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,30,NHSM Normal Hours per Salesrep per Month,770,150,65,25,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,31,SF Sales Force,570,150,30,20,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,32,ISF Initial Sales Force,450,120,45,20,8,3,0,49,0,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
10,33,TSMASC Time for Step in Margin for Achievement of Sales Commitment,840,560,90,30,8,3,0,49,-1,0,0,0,128-128-128,0-0-0,Times New Roman|12|B|0-0-0
1,34,2,1,0,0,0,0,0,0,0,-1--1--1,,1|(584,479)|
1,35,3,1,1,0,0,0,0,0,0,-1--1--1,,1|(570,430)|
1,36,4,3,1,0,0,0,0,0,0,-1--1--1,,1|(597,337)|
1,37,5,3,0,0,0,0,0,0,0,-1--1--1,,1|(647,368)|
1,38,6,3,0,0,0,0,0,0,0,-1--1--1,,1|(655,396)|
1,39,9,8,1,0,0,0,0,0,0,-1--1--1,,1|(305,451)|
1,40,10,9,0,0,0,0,0,0,0,-1--1--1,,1|(443,516)|
1,41,4,9,1,0,0,0,0,0,0,-1--1--1,,1|(455,370)|
1,42,1,9,1,0,0,0,0,0,0,-1--1--1,,1|(452,485)|
1,43,11,9,0,0,0,0,0,0,0,-1--1--1,,1|(351,534)|
1,44,2,10,0,0,0,0,0,0,0,-1--1--1,,1|(589,523)|
1,45,13,12,1,0,0,0,0,0,0,-1--1--1,,1|(203,153)|
1,46,14,12,1,0,0,0,0,0,0,-1--1--1,,1|(240,212)|
1,47,15,12,1,0,0,0,0,0,0,-1--1--1,,1|(303,147)|
1,48,13,14,1,0,0,0,0,0,0,-1--1--1,,1|(172,166)|
1,49,17,14,1,0,0,0,0,0,0,-1--1--1,,1|(192,290)|
1,50,18,14,1,0,0,0,0,0,0,-1--1--1,,1|(123,318)|
1,51,19,14,1,0,0,0,0,0,0,-1--1--1,,1|(134,227)|
1,52,9,18,1,0,0,0,0,0,0,-1--1--1,,1|(233,461)|
1,53,8,17,1,0,0,0,0,0,0,-1--1--1,,1|(230,381)|
1,54,16,8,0,4,0,0,0,0,0,-1--1--1,,1|(344,399)|
1,55,12,20,1,0,0,0,0,0,0,-1--1--1,,1|(395,182)|
1,56,21,20,0,4,0,0,0,0,0,-1--1--1,,1|(428,182)|
1,57,22,17,0,4,0,0,0,0,0,-1--1--1,,1|(265,301)|
1,58,23,18,0,4,0,0,0,0,0,-1--1--1,,1|(120,408)|
1,59,24,4,0,0,0,0,0,0,0,-1--1--1,,1|(557,266)|
1,60,25,4,0,0,0,0,0,0,0,-1--1--1,,1|(649,293)|
1,61,26,25,0,0,0,0,0,0,0,-1--1--1,,1|(751,302)|
1,62,27,25,0,0,0,0,0,0,0,-1--1--1,,1|(753,251)|
1,63,28,25,0,0,0,0,0,0,0,-1--1--1,,1|(784,280)|
1,64,20,24,1,0,0,0,0,0,0,-1--1--1,,1|(506,216)|
1,65,8,24,1,0,0,0,0,0,0,-1--1--1,,1|(368,299)|
1,66,29,24,0,0,0,0,0,0,0,-1--1--1,,1|(596,229)|
1,67,30,29,0,0,0,0,0,0,0,-1--1--1,,1|(711,179)|
1,68,31,29,1,0,0,0,0,0,0,-1--1--1,,1|(625,177)|
1,69,32,31,0,0,0,0,0,0,0,-1--1--1,,1|(510,134)|
1,70,7,2,0,0,0,0,0,0,0,-1--1--1,,1|(746,494)|
1,71,33,2,1,0,0,0,0,0,0,-1--1--1,,1|(711,544)|
12,72,0,442,53,393,11,0,4,0,2,-1,0,0,0,0-0-0,0-0-0,|0||255-0-0
Replicated by Liz Krahmer, MIT System Dynamics Group, updated by Tom Fiddaman, Ventana Systems
///---\\\
:L<%^E!@
9:Current4
15:0,0,0,0,0,0
19:100,0
27:0,
4:Time
5:MS Monthly Sales
24:0
25:0
26:0