al 10 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 Develop a portfolio classification of accounts and assess the allocation of sales calls your predecessor made over the past year. 1. 2. CHAPTER CASE 3. 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. ROLE PLAY Situation: Read the provided Universal Control Corp. case material Characters: Zack Hanna, salesperson for Universal Control Corp. Gage Waits, district sales manager and Hanna's immediate supervisor Scene: Location-Gage Waits' office at Universal Control Corp. Action-Zack has just been assigned this territory and has completed an analysis of sales and customer files to profile the individual accounts and sales call allocation strategies utilized by the previous salesperson in the territory. Based on this information, Hanna has developed information responding to each of the three questions following the Universal Control Corp. case materials. Account Name Mueller Distribution Tri-State Specialties Birkey Paper Co. Normal Supply Darnell Aggregate Products Reinhart Chemicals ACCO Manufacturing Tri-State Manufacturing Ideal Engineering Terracon Lowry Foods SCS Industrial Lowell Services Bowles and Sons American Foundry Hewitt & Associates Account Competitive Position Opportunity High Low Bright Metals Inc. Decatur Extrusions King Chemicals Bear's Steel Corp. Hoffman Pharmaceuticals Barlow & Clark Systems Low Low Low Low High Low High Low High High High Low Low High Low High Low Low Low High Low High High Low High High High Low Low Annual Number of Sales Calls Last Year 30 High Low High High High Low Low High Low High High Low High 20 26 12 21 26 23 28 11 25 26 27 18 21 22 16 22 14 22 20 20 18 CHAPTER 10: Adding Value: Self-leadership and Teamwork 239