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 territory's sales performance. You have summarized the account information into the summary set of account profiles, which follows.

1. How might Hanna's sales allocation plan be different if he had used single-factor analysis (ABC analysis) instead of portfolio analysis?

2. Develop a sales call allocation plan using single-factor analysis. Compare the results of Hanna's portfolio analysis with the results of your single-factor analysis.

Where and how are they different?

3. How might those differences translate into increased selling effectiveness and efficiency?

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

2. What problems do you find with the previous allocation of calls on these accounts!

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