SALES MANAGEMENT GAME
Routing Exercise
Industry ____
Company ____
Your Selling Day: A Time and Territory Game
Your sales manager is working with you tomorrow only, and you want to call on your customers
with the greatest sales potential. Because you are on a straight commission, you will have the
opportunity to maximize your income for that day. The area of your territory that you feel
should be covered tomorrow contains sixteen (16) customers. To determine travel time, allow
fifteen (15) minutes for each side of each small square. Each sales call takes thirty (30) minutes.
You can leave your house at 8:00 a.m. or later. Time for lunch, which your sales manager’s
diabetic condition requires, is forty-five (45) minutes. Your last customer cannot be contacted
after 4:30 p.m., in order to allow enough sales time and your customers do not see salespeople
after 5:00 p.m. Travel home can be done after 5:00 p.m.
Futrell, Charles M., Sales Management, 6th ed. (Fort Worth, TX: The Dryden Press, 1998), pp. 223&4.
SALES MANAGEMENT GAME
Routing Exercise
Industry ____
Company ____
Filed:
1. Develop the route that gives the highest sales potential for the day your boss works with you.
2. Develop the route allowing you to contact the remaining customers in this part of your territory.
Time
8:15am
8:30am
8:45am
9:00am
9:15am
9:30am
9:45am
10:00am
10:15am
10:30am
10:45am
11:00am
11:15am
11:30am
11:45am
Noon
12:15pm
12:30pm
12:45pm
1:00pm
1:15pm
1:30pm
1:45pm
2:00pm
2:15pm
2:30pm
2:45pm
3:00pm
3:15pm
3:30pm
3:45pm
4:00pm
4:15pm
4:30pm
4:45pm
5:00pm
Total $’s
Day One
Action
Value
$
Day Two
Action
Value
$