Q$1.5$ mark $(3$ mark for thinking skills, $2$ mark for presentation$)$ Q$2.5$ mark $(3$ mark for thinking skills, $2$ mark for presentation$)$

YOUR SELLING DAY: A TIME AND TERRITORY GAME$*$

Your sales manager is working with you

tomorrow only. and you want to call on customers with the greatest sales potential $($see Exhibit A$)$ because you are on a straight commission. The area of vour territory that you want to cover contains $16$ customers $($see Exhibit B$).$ To deter mine 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 contacted 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$.$

EXHIBIT B

A partial map of your sales territory.

EXHIBIT A

customers seros coconchn

CUSTOMER

POTENTIAL

$54\mathrm{.}000$

SALES

CUSTOMER POTENTIAL

$1\mathrm{.}000$

G

$6\mathrm{.}000$

$2\mathrm{.}000$

$2\mathrm{.}000$

$8\mathrm{.}000$

$4\mathrm{.}000$

$6,000$

N

$*$Case copyrigha O $1997$ by Charles M$.$ Farell,

$10\mathrm{.}000$

$12\mathrm{.}000$

$8\mathrm{.}000$

$9\mathrm{.}000$

$8000$

$10\mathrm{.}000$

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.

make ppt of $3$ slides