answer the question in the case study

CASE 13-1 M YOUR SELLING DAY: A TIME AND TERRITORY GAME* Your sales manager is working with you tomorrow EXHIBITB only, and you want to call on customers with the great- A partial map of your sales territory. est sales potential (see Exhibit A) because you are on a straight commission. The area of your territory that you want to cover contains 16 customers (see Exhibit B). To determine travel time, allow 15 minutes for each side of a square. Each sales call takes 30 minutes. You can leave your house at 8:00 a.m. or later. If you take time for lunch, it must be in 15-minute time blocks (15, 30, 45, or 60 minutes). Your last customer must be con- tacted by 4:30 p.m. to allow you enough sales time. Your customers do not see salespeople after 5:00 p.m. You travel home after 5:00 p.m. o R Your favourite restaurant Start EXHIBIT A Customers' sales potential SALES SALES CUSTOMER POTENTIAL CUSTOMER POTENTIAL $4000 S 1000 3000 1000 6000 10000 2000 12.000 2000 BOOO 8000 9000 8000 C *Case copyright 1997 by Charles M. Futrell D E M F N Questions 1. Develop the route that gives the highest sales potential for the day your boss works with you. 2. For the next day, develop the route allowing you to contact the remaining customers in this part of the territory G 4000 0 H 6000 P 10 000