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