÷H(Wed Mar 25 17:08:14 1998) From salesorg2.vmfe,KLýMýMNýMÉÉA¡7L¿¼¼È¼!+-."#$%&(45WŠ23/'99Š``    €? ¶ç?€ö€ö| «ß5€ö€ö| ÌøU€ö€öR | ÁðI€ö€ö|$ €ö€ö¼Š$€ö€ö0¼,)aC1€ö€ö¼,1% €ö€öT!¼,7ü€ö€ö¼ ‡: €ö€ö¼ ‡=@' €ö€ö<¼ EID GK0!€ö€öL¼ OV8(€ö€öZ$¼ Y\€ö€ö¼ ‡\l€ö€ö¼ ‡_|€ö€ö¼ ‡dtN8€ö€öG¼,l¾¡€ö€ö+¼,tŽÑ€ö€ö ¼,€ŽbI€ö€öA¼,…ƒW?€ö€ö:¼ Ü€ö€ö¼ ‡“™jM€ö€ö ¼ šü€ö€ö¼ ‡¤vS€ö€ö8¼$¦ä¡…€ö€ö6¼$®¹„[€ö€ö ¼,»ÎŒg€ö€öC¼ ÌÙ”u€ö€öX#¼ Þ× | @‰á´"—€ö€öP¼ ìû«Œ€ö€ö4¼(ðŒ€ö€ö¼ ‡ó 言ö€ö.¼ ÷Sö²€ö€ö>¼,ƒ Æ€ö€öV"¼  n»€ö€ö ¼,7Û€ö€ö ¼ ÈDå€ö€ö ¼,!ùgø€ö€ö ¼$'îVð€ö€öN¼ 0ßNé€ö€ö¼(8'y€ö€ö!¼,Bi­€ö€ö&¼,Moý€ö€öE¼ V6£€ö€ö$¼ Zx×"€ö€ö)¼ ^,É€ö¼Šj'€ö€ö¼(0}F€ö€ö ¼(0‘i€ö€ö¼(0¬Œœ|\ ŒüÜlü|¼¬ÜÜŒ|Ììì,ü,\<lœœÌ| Ì<¬¬¼<L\Œ,<, llœì¼LL\LC¡7L¿§§ȦSUMPRODVMINVMAXTimeINITIAL TIMEFINAL TIMETIME STEP SAVEPER.Salesorg2MS Monthly SalesESE Effective Sales EffortTPS Time per Sale -Units -MonthNTPS Normal Time per SaleSTEPSTPS Step in Time per Sale&TSTPS Time for Step in Time per Sale -Hours -Unit-DimensionlessSSE Standard Sales EffortMOT Multiplier from Overtime.EMSE Effect of Motivation on Sales EffortSF Sales Force*NHSM Normal Hours per Salesrep per Month -PersonISF Initial Sales Force -People"MSO Management Sales ObjectiveMSC Monthly Sales Commitment2MASC Margin for Achievement of Sales Commitment@SMASC Step in Margin for Achievement of Sales CommitmentFTSMASC Time for Step in Margin for Achievement of Sales Commitment SMOOTHI*TESC Time to Establish Sales CommitmentMSC Initial -MonthsMOT Table&PSO Performance on Sales Objective.TPSO Time for Performance on Sales Objective.IPSO Initial Performance on Sales ObjectiveEMSE TableM MotivationMI Motivation Index"TEM Time to Establish MotivationIMI Initial Motivation Index&MIO Motivation Index from Overtime*MIP Motivation Index from Performance"SMI Switch for Motivation IndexMIO TableMIP Table .Control SMOOTHIINSTINIJ#SMOOTHI(MSMonthlySales,TESCTimetoEstablishSalesCommitment,MSCInitial)#N#SMOOTHI(MSMonthlySales/MSOManagementSalesObjective,TPSOTimeforPerformanceo#P#SMOOTHI(MIMotivationIndex,TEMTimetoEstablishMotivation,IMIInitialMotivatio#¡7L¿ ‡¡7L¿%%È"ü \l | \ \ ÜüŒ¡7L¿È¡7L¿\\dì¬Ü¬Ì¬ülœ¼¬Ì ¬ü,ü<Ü,œŒœ|Œ œŒì<œŒ,üÜ,ì쬌¬Ìœ,ì)*ÿÿÿÿÿÿÿÿ HelveticaIdView 1 /BUh{Ž¡´ÇÚí&9L_r…˜«¾Ñä÷ 0CVi|‚ˆŽ”𠦬²¸¾ÄÊÐÖÜâèîôú $*06<BHPV\bH¡7L¿È…JH þÌ-0 Times New RomanJH ,”ô<#1€€€ Times New RomanJH F-1 Times New RomanJH ÌN6#1€€€ Times New RomanJH |ºf, 1€€€ Times New RomanJH lÚš<1€€€ Times New RomanJH <HêP1ÿ€€€ Times New RomanJH œš20 Times New RomanJH ¬rà-1 Times New RomanJH Ìþ&71€€€ Times New RomanJH ¼T:71€€€ Times New RomanJH ì6¾#0 Times New RomanJH ‚–(1€€€ Times New RomanJH üÊð#1€€€ Times New RomanJH "n21€€€ Times New RomanJH œƒˆ* 1ÿ€€€ Times New RomanJH ,ÒJ(1€€€ Times New RomanJH <Œš2#1€€€ Times New RomanJH LPú-1€€€ Times New RomanJH ¬ÂÈ20 Times New RomanJH Üžª. 1ÿ€€€ Times New RomanJH \"!( 1ÿ€€€ Times New RomanJH lc™' 1ÿ€€€ Times New RomanJH Ü!øZ 1ÿ€€€ Times New RomanJH ì¼A 1ÿ€€€ Times New RomanJH 4J71€€€ Times New RomanJH <*Ü-1€€€ Times New RomanJH LR<1€€€ Times New RomanJH ŒŠÒ-1€€€ Times New RomanJH Ì–A1€€€ Times New RomanJH ¼:–1€€€ Times New RomanJH ìÂx-1€€€ Times New RomanJH LH0Z1ÿ€€€ Times New RomanHß:®UQ‡pŒ 1à » Çr Äå _ M  Ë™ ðÔ /“ ¬¦À"{>†ã éÍæ}X ‹¶¬¶ -x˜- ‰%ï.ñûúØp+Tådzq± þ†êî!Ç Ї º5‰ ÿÿReplicated by Liz Krahmer, MIT System Dynamics Group, updated by Tom Fiddaman, Ventana Systems`H¡7L¿˜˜Ȉ:ôDZ•lG¦€?•|:DZ•Ì'•Ü•ìjEZ•ì%•#¦€?,0•<•L*" •¦pB*+•<¦*3•L¦€@J;$j•Ü%%•Œ•œ•¬:G$¸DZ•Œ%•¼•Ì*R*•̦C*]0 DZ•¼•ì*e6•ì¦ÈCRm<@DZ• %•#¦€?•,RzBÀj•,#¦ÍÌL=,0•<•L*‡I•<¦*O•L¦ @Z—U(DZ•›Œ›\00•Ì•l•|*¥[¤j•|•Ì*¯`•l¦@A:·f„j•œH•œ•¬ÊÁl•œ0¦@?¦€?¦ÍÌŒ?¦À?¦@?¦33³?¦ÍÌL?¦33³?¦š™Y?¦Í̬?¦fff?¦ ?¦33s?¦ÍÌŒ?¦€?¦€?¦ff†?¦€?¦ÍÌŒ?¦€?jërpDZ•¬›œ›\00'•Ì• •¼•ÌRùyxj•Ì'¦€?#¦€?•,*•¼¦@@: …j•¬H•ܕ쪋•Ü0¦¦¦€?¦€?¦¦ÍÌÌ>¦ÍÌL>¦?¦ÍÌÌ>¦ff&?¦š™?¦š™Y?¦ÍÌL?¦33s?¦€?¦€?Z:‘¨j•웬›\00•ü• •:G˜Tj•%•,•<*Qž• ¦@@ŠY¤ðj•ü#%%•,•<•L%$¦€?•L•*j«•L¦:r±Dj•,H•\•œÊ|·•\0¦ÍÌL?¦¦À?¦š™™?¦ÍÌL?¦€?¦fff?¦€?¦€?¦€?¦ÍÌŒ?¦€?¦š™™?¦fff?¦ff¦?¦333?¦33³?¦ÍÌÌ>¦À?¦š™™>:¦½dj•<H•l•¬ʰÕl0¦?¦¦š™™?¦š™™?¦?¦ÍÌÌ>¦š™?¦ffæ>¦333?¦š™?¦ÍÌL?¦@?¦fff?¦33s?¦€?¦€?¦ÍÌŒ?¦€?¦š™™?¦€?*ÚÏ•Œ¦HB*âÔ•|¦*êÙˆDZ•¬•œ*óß•œ¦€>2û‰\•••b•G'$•••• œš \aäý €ö€öd€ö€öf€ö€öh€ö€özUˆ j•ŒG'$•Ì•Œ•l•|Šrä j•œG '$'•Ì• •œ•¼•Ìz‘8 j•¬G'$•ü•¬• •8—H¡7L¿««È•Ì&®º¸•Ü'•ì‡ü'‡ .•ì&®º¸•%¦€?#•,•<±•L‡\'‡l•&®º¸¦pB‡\'‡l•<&®º¸¦ ‡|•L&®º¸¦€@ ‡ •Ü&®º¸•Œ%•œ%•¬‡\'‡ •Œ&®º¸•¼%•̇\'‡ •Ì&®º¸¦C‡\'‡ '‡Ü•¼&®º¸•ì ‡ü•ì&®º¸¦ÈC ‡ü"• &®º¸•%¦€?#•,‡ü'‡ &•,&®º¸¦ÍÌL=#•,•<±•L ‡|•<&®º¸¦ ‡|•L&®º¸¦ @ ‡ &•&®º¸•\•̱•l±•|‡ü'‡ •|¸&¸•̇ü'‡ •l&®º¸¦@A ‡Œ•œ&®º¸•œ•¬ ‡|š•œ¸²¦@?±¦€?$¦ÍÌŒ?±¦À?°±¦@?±¦33³?±¦ÍÌL?±¦33³?±¦š™Y?±¦Í̬?®±¦fff?±¦ ?±¦33s?±¦ÍÌŒ?±¦€?±¦€?±¦ff†?±¦€?±¦ÍÌŒ?±¦€?¸ ‡|*•¬&®º¸•\•Ì'• ±•¼±•Ì ‡|"•Ì&®º¸¦€?'¦€?#•, ‡|•¼&®º¸¦@@ ‡ •¬&®º¸•Ü•ì ‡|~•ܸ²¦±¦$¦€?±¦€?°±¦±¦ÍÌÌ>±¦ÍÌL>±¦?±¦ÍÌÌ>±¦ff&?±¦š™?±¦š™Y?®±¦ÍÌL?±¦33s?±¦€?±¦€?¸ ‡|&•ì&®º¸•\•ü±¸• ±¸• ‡|•&¸®º•,%•< ‡|• &®º¸¦@@ ‡ 6•ü&®º¸•,%•<%•L¸#¸¦€?$•L%• ‡|•L&®º¸¦ ‡|•,&®º¸•\•œ ‡|š•\¸²¦ÍÌL?±¦$¦À?±¦š™™?°±¦ÍÌL?±¦€?±¦fff?±¦€?±¦€?±¦€?±¦ÍÌŒ?±¦€?®±¦š™™?±¦fff?±¦ff¦?±¦333?±¦33³?±¦ÍÌÌ>±¦À?±¦š™™>¸ ‡|•<&®º¸•l•¬ ‡|š•l¸²¦?±¦$¦š™™?±¦š™™?°±¦?±¦ÍÌÌ>±¦š™?±¦ffæ>±¦333?±¦š™?®±¦ÍÌL?±¦@?±¦fff?±¦33s?±¦€?±¦€?±¦ÍÌŒ?±¦€?±¦š™™?±¦€?¸ ‡|•Œ¹&¸¦HB ‡ •|¹&¸¦ ‡ •¬¹&®¹•œ ‡ •œ¹&¸¦€> ‡ ‰¸šš±š±š&š&Gš$š'š±š œdªH¡7L¿  È_&Internally defined simulation time.Monthly SalesTime per SaleNormal Time per SaleStep in Time per Sale"Time for Step in Time per SaleEffective Sales EffortStandard Sales Effort&Normal Hours per Salesrep per MonthSales ForceInitial Sales ForceManagement Sales Objective.Margin for Achievement of Sales Commitment6Step in Margin for Achievement of Sales Commitment>Time for Step in Margin for Achievement of Sales CommitmentMonthly Sales Commitment*Montly Sales Commitment, initial value&Time to Establish Sales CommitmentMultiplier from Overtime&Table for MOT as it depends on PSO"Performance on Sales Objective*Initial Performance on Sales Objective*Time for Performance on Sales Objective&Effect of Motivation on Sales Effort&Table for EMSE as it depends on MMotivationInitial Motivation IndexTime to Establish MotivationMotivation IndexSwitch for Motivation Index"Motivation Index from Overtime&Table for MIO as it depends on MOT&Motivation Index from Performance&Table for MIP as it depends on PSO" Simulation Control Paramaters&The final time for the simulation.&The initial time for the simulation..The frequency with which output is stored.&The time step for the simulation.üŸ€ö€ö€ö€ö€ö€öHB€ö€öÈC€ö€ö€ö€ö€ö€ö€ö€ö€ö€öCpB€ö€ö€ö€ö@@@A€>€ö@@ @€@ !)19¡7L¿FFÈÍÌL>ÍÌÌ>š™?ÍÌL?€?ÍÌÌ>?ff&?š™Y?33s?€?ÍÌL?fff?€?ÍÌŒ?š™™?ff¦?33³?À?€?€?€?€?fff?333?ÍÌÌ>š™™>?š™?333?ÍÌL?fff?€?ÍÌŒ?š™™?ÍÌÌ>ffæ>š™?@?33s?€?€?€?@?ÍÌL?š™Y?fff?33s?€?ff†?ÍÌŒ?33³?33³?Í̬? ?ÍÌŒ?€?€?€?///---\\\ :L<%^E!@ 1:Current4.vdf 9:Current4 15:0,0,0,0 19:100,0 4:Time 5:MS Monthly Sales