Project Report for Chapter 9: Managing Sales Territories

Project Report for Chapter 9: Managing Sales Territories

(Insert your answers into the appropriate sections of this template to produce your report.)

Exercise 9.1

Explore Portland’s wine buying patterns and sales outlets

What do you observe about the geographic distribution of households and their restaurant, liquor store, and wine purchases in the Portland area? What do you observe about the distribution of liquor stores and restaurants relative to these purchasing patterns?

Exercise 9.2

Assign prospective customers to sales territories

How many total prospects are in the Portland metropolitan area? What is their total sales potential? What are the target levels and acceptable ranges for the number of prospects in each of the three territories and the sales potential of the territories? Complete the table below with the actual values for these measures among the territories you defined.

Territory | Number of Prospects | Total Sales Potential |

West | | |

Northeast | | |

Southeast | | |

Exercise 9.3

Display and assess two territory systems

Which territory system offers the better balance of prospects and sales potential among territories? Explain your answer. Which territory system offers the better driving efficiency? Explain your answer.

Exercise 9.4

Recommend a territory system and design a supporting map

Which territory system do you recommend to Northwest’s Best? How do the map and charts in exhibit 1 explain the benefits of this system relative to NWB’s territory management objectives and guidelines?

Exercise 9.5

Determine optimal route for sales calls

How do the lengths of the default and optimal routes compare? How can shortening sales routes improve the efficiency and effectiveness of this sales representative? Of the overall sales force?

Recommended sales territory system

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