Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 9

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.
For the next day, develop the route allowing you to contact the remaining customers in this part of the territory.
EXHIBIT A
Distribution of sales.
EXHIBIT B
A partial map of your sales territory.