Question: 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

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 (shown below) 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 NameUniversal 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 (shown below) 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
Questions
Develop a portfolio classification of accounts and assess the allocation of sales calls your predecessor made over the past year.
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.
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
Questions
Develop a portfolio classification of accounts and assess the allocation of sales calls your predecessor made over the past year.
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.

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