First, read the Chapter $10$ case Universal Control Corp.

After reading the case, submit your responses to the following questions:

Develop a portfolio classification of accounts and assess the allocation of sales calls your predecessor made over the past year.

The response to question #$1$ should be a $2$X$2$ chart. The chart should group each of your customers into one of $4$ quadrants. Each quadrant should represent an assigned range of the number of sales calls for customers in that quadrant. The vertical and horizontal axis of the chart should represent account opportunity and competitive position. Reference page $224$ of the textbook for an example.

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

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