Question: 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
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 territorys sales performance. You have summarized the account information into the summary set of account profiles, which follows.
Account Name
Account Opportunity
Competitive Position
Annual Number of Sales Calls Last Year
Mueller Distribution
High
Low
30
Tri-State Specialties
Low
High
20
Birkey Paper Co.
Low
High
26
Normal Supply
Low
Low
12
Darnell Aggregate Products
Low
High
21
Reinhart Chemicals
High
High
26
ACCO Manufacturing
Low
High
23
Tri-State Manufacturing
High
Low
28
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
American Foundry
High
Low
22
Hewitt & Associates
Low
Low
16
Bright Metals Inc.
High
High
22
Decatur Extrusions
Low
Low
14
King Chemicals
Low
High
22
Bears Steel Corp.
Low
High
20
Hoffman Pharmaceuticals
High
Low
20
Barlow & Clark Systems
Low
High
18
Situation: Read the provided Universal Control Corp. case material
Characters: Zack Hanna, salesperson for Universal Control Corp. Gage Waits, district sales manager and Hannas immediate supervisor
Scene:
LocationGage Waits office at Universal Control Corp.
ActionZack 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 following the Universal Control Corp. case materials. This information includes a new sales call allocation strategy. Hanna is meeting with his sales manager to explain his new sales call allocation plan.
As Hanna, complete the three questions previously listed. Using this information, role play your interaction with your sales manager, Gage Waits, as you discuss and explain (1) your analysis of the previous salespersons sales call allocation and (2) your new plans and how they will increase the effectiveness and efficiency of your selling efforts in this territory.
After completing the role play, address the following questions:
How might Hannas sales allocation plan be different if he had used single-factor analysis (ABC analysis) instead of portfolio analysis?
Develop a sales call allocation plan using single-factor analysis. Compare the results of Hannas portfolio analysis with the results of your single-factor analysis. Where and how are they different?
How might those differences translate into increased selling effectiveness and efficiency?
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