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Routing Exercise
Your sales manager is working with you tomorrow only, and you want to call on your customers
with the greatest sales potential. Because you are on a straight commission, you will have the
opportunity to maximize your income for that day. The area of your territory that you feel
should be covered tomorrow contains sixteen (16) customers. To determine travel time, allow
fifteen (15) minutes for each side of each small square. Each sales call takes thirty (30) minutes.
You can leave your house at 8:00 a.m. or later. Time for lunch, which your sales managers
diabetic condition requires, is forty-five (45) minutes. Your last customer cannot be contacted
after 4:30 p.m., in order to allow enough sales time and your customers do not see salespeople
after 5:00 p.m. Travel home can be done after 5:00 p.m.
Sales Potential
$4,000.
Futrell, Charles M., Sales Management, 6th ed. (Fort Worth, TX: The Dryden Press, 1998), pp. 223&4.
SALES MANAGEMENT GAME
Routing Exercise
Filed:
1. Develop the route that gives the highest sales potential for the day your boss works with you.
2. Develop the route allowing you to contact the remaining customers in this part of your territory.