Deck 10: Adding Value: Self-Leadership and Teamwork

Question 1

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 following page) 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.
Develop a portfolio classification of accounts and assess the allocation of sales calls your predecessor made over the past year.

Answer 1

Question 2

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 following page) 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.
What problems do you find with the previous allocation of calls on these accounts?

Answer 2

The sales calls previously made by sales executives were not effective. They did not analyze the given factors appropriately before allocating the number of calls to particular account.
On the basis of portfolio analyses, it is suggested that a sales person should allocate highest sales efforts for clients/ accounts having high competitive position and high account opportunity. However, from the given data it is evident that, sales people directed most of their efforts to drive sales from clients/accounts lying in the segment of high account opportunity and low competitive position.
Hence, it is advised that before making sales efforts, a sales person should analyze the accounts appropriately in terms of competitive position and account opportunity. This would increase the chances of success.

Question 3

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 following page) 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.
Based on your account classification analysis, suggest a new sales call allocation strategy that would make better use of your time in the territory.

Answer 3

The classification of given accounts is done on the basis of portfolio analysis. Hence sales person should adopt below mentioned sales call allocation strategies:
• Maximum selling efforts should be concentrated on account having high competitive position and having equally high account opportunity. This will help the business to increase its market share and grow. In addition, they also have potential to buy company's product offerings. Hence, they are very important from business point of view.
• The clients which have high account opportunity but low competitive position should be the next target for sales person. He should concentrate on identifying ways to enhance the competitive position of these accounts.
• Clients lying in high competitive position and low account opportunity are the regular customers of the company. These clients do not make frequent orders but have regular requirements for the company's products and hence are important.
• The accounts lying in 4th quadrant are least attractive for the company and hence sales person should make least selling efforts for these.