$1$ CHAPTER CASE

UNIVERSAL CONTROL CORP.

BACKGROUND

Universal Control Corp. is a leading supplier for process control systems and equipment used in a wide variety of production and distribution applications. You have taken a sales representative job with Universal, and having just completed training, you have been given a territory of your own. Your district manager has provided you with a list of accounts $($on adjacent column$)$ as well as several boxes of notes and files that had been assembled and used by your predecessor. These are the accounts currently buying your products. You are expected to build these accounts and add new accounts to the list as you increase your territory's sales performance. You have summarized the account information into the summary set of account profiles, which foilows.

QUESTIONS

Develop a portfolio classification ch oy ints and assess the allocation of sales calis yta predecessor made over the past year.

What problems do you find with the prevous allocation of calls on these accounts?

Based on your account classification anaiysis, suggest a new sales call allocation strategy that would make better use of your time in the territory.

ROLE PLAY

Situation: Read the provided Universal Control Corp. case material

Characters: Zack Hanna, salesperson for Universal Control Corp. Gage Waits, district sales manager and Hanna's immediate supervisor

Scene:

Location $-$ Gage Waits' office at Universal Control Corp.

Action$-$Zack has just been assigned this territory and has completed an analysis of sales and customer files to profile the individual accounts and sales call allocation strategies utilized by the previous salesperson in the territory. Based on this information, Hanna has developed information responding to each of the three questions

$\backslash$table$[[$Account Name,$\backslash$table$[[$Account$],[$Opportunity$]],\backslash$table$[[$Competitive$],[$Position$]],\backslash$table$[[$Annual$],[$Number$],[$of Sales$],[$Calls Last$],[$Year$]]],[\backslash$table$[[$Mueller$],[$Distribution$]],$High,Low,$30],[\backslash$table$[[$Tri$-$State$],[$Specialties$]],$Low,High,$20],[$Birkey Paper Co$.,$Low,High,$26],[$Normal Supply,Low,Low,$12],[\backslash$table$[[$Darnell Aggregate$],[$Products$]],$Low,High,$21],[\backslash$table$[[$Reinhart$],[$Chemicals$]],$High,High,$26],[\backslash$table$[[$ACCO$],[$Manufacturing$]],$Low,High,$23],[\backslash$table$[[$Tri$-$State$],[$Manufacturing$]],$High,Low,$28],[\backslash$table$[[$Ideal$],[$Engineering$]],$Low,Low,$11],[$Terracon$,$High,High,$25],[$Lowry Foods,High,Low,$26],[$SCS Industrial,High,High,$27],[$Lowell Services,Low,High,$18],[$Bowles and Sons,Low,High,$21],[\backslash$table$[[$American$],[$Foundry$]],$High,Low,$22],[\backslash$table$[[],[$Associates$]],$Low,Low,$16],[\backslash$table$[[$Bright Metals Inc.$]],$High,High,$22],[\backslash$table$[[$Decatur$],[$Extrusions$]],$Low,Low,$14],[$King Chemicals,Low,High,$22],[$Bear$\text{'}$s Steel Corp.,Low,High,$20],[\backslash$table$[[\backslash$table$[[$Hoffman$],[$Pharmaceuticals$]]]],$High,Low,$20],[\backslash$table$[[$Barlow & Clark$],[$Systems$]],$Low,High,$18]]$

following the Universal Control Corp. case materials.

CHAPTER $10$: Adding Value: Selfleadership and leamwerk