1- Develop the route that gives the highest sales potential for the day your boss works with you.

2- For the next day, develop the route allowing you to contact the remaining customers in this part of the territory.

Here the summary.

our sales manager is working with you tomorrow only, and you want to call on customers with the greatest sales potential (see Exhibit A). Because you are on a straight commission, you will also have the opportunity to maximize your income for that day. The area of your territory that you want to cover contains 16 customers (see Exhibit B). To determine travel time, allow 15 minutes for each side of the square. Each sales call takes 30 minutes. You can leave your house at 8:00 A.M. or later. If you take time for lunch, it must be in 15-minute time blocks (15, 30, 45, or 60 minutes). Your last customer must be contacted by 4:30 P.M. to allow you enough sales time. Your customers do not see salespeople after 5:00 P.M. You travel home after 5:00 P.M.
 

Your sales manager is working with you tomorrow only, and you want to call on customers with the great- est sales potential (see Exhibit A) because you are on a straight commission. The area of your territory that you want to cover contains 16 customers (see Exhibit B). To determine travel time, allow 15 minutes for each side of a square. Each sales call takes 30 minutes. You can leave your house at 8:00 a.m. or later. If you take time for lunch, it must be in 15-minute time blocks (15, 30, 45, or 60 minutes). Your last customer must be con- tacted by 4:30 p.m. to allow you enough sales time. Your customers do not see salespeople after 5:00 p.m. You travel home after 5:00 p.m. EXHIBIT A Customers sales potential. SALES SALES CUSTOMER POTENTIAL CUSTOMER POTENTIAL $ 1000 1000 10 000 B C D E F G H $4000 3000 6000 2000 2000 8000 4000 6000 J L M N 12 000 8000 9000 8000 10 000 EXHIBIT B A partial map of your sales territory. E B G F K R O Start H Your favourite restaurant *Case copyright 1997 by Charles M. Futrell. N M A Questions 1. Develop the route that gives the highest sales potential for the day your boss works with you. 2. For the next day, develop the route allowing you to contact the remaining customers in this part of the territory.