Case: A sales manager is planning a new time and territory management program to make time investment decisions.

In order to establish an efficient plan, the manager classified the accounts in priority order applying a simple A, B, C, D, E designation of categories as follow:

• A accounts: Top 10% of the accounts generating 65% of sales

• B accounts: next 20% of the accounts generating 20% of sales

• C accounts: next 50% of the accounts generating 10% of sales

• D accounts: next 10% of the accounts generating 3% of sales

• E accounts: next 10% of the accounts generating 2% of sales

Distribution of sales
Customer Classification	Percentage of Customers	Percentage of Total Sales Volume
A	10	65
B	20	20
C	50	10
D	10	3
E	10	2
Total	100	100

If the group of accounts are classified as follow:

Group of Accounts
Accounts	Expected Value
A	$100,001 and over
B	$50,001-100,000
C	$30,001-50,000
D	$20,001-30,000
E	Under 20,000

And, the call frequency patterns based on potential and return on time invested are as follow:

Call Frequency Pattern
Accounts	Weeks Between Calls	Number of Accounts
A	2	10
B	4	20
C	6	45
D	8	12
E	10	10

Thus, a call cycle in this territory will cover two weeks. This means that in eery two weeks cycle the salesperson will call on these accounts:

• All of the As

• Half of the Bs

• One-third of the Cs

• One quarter of the Ds

• One-fifth of the Es

Question:

Using the above information, the call frequency patterns and following table, develop a sales call cycle.

Call Cycles

Account	Number of	Cycle	Cycle	Cycle	Cycle	Cycle
Classification	Accounts	1	2	3	4	5
A
B
C
D
E
Number of Calls