Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 11

Your 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 instructor will guide you on using the computer version of this game. However, you can go to the author's website (http://futerll-www.tamu.edu) and click on "Your Selling Day" shown in the bottom left column for instructions on how to down load the game.
EXHIBIT A
Distribution of sales.
EXHIBIT B
A partial map of your sales territory.