Learning Exercise

Using the Allied Standard Brands Routing Simulation to Determine Sales Territory Routing

This tool enables students to attempt their own routing plans for a given sales territory on a map. The student prints the map and then tries to determine what the routing plan would be, using the ray sweep technique. The student can then access the answer and compare his/her answer with the correct one. If the student does not understand the solution, an animated version of the exercise can be accessed.

Course: Sales Management

Material:: Allied Standard Brands
Date last modified:: December 1, 2000
Created by:: Cathy Swift
License:

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Allied Standard Brands

This exercise enables the student to develop a routing schedule for the salesperson's territory. Students are asked to... see more

Material Type:: Simulation
Author:: Robert Owen, Penn State - Berks

Exercise

Students should access the website and read the exercise on Allied Standard Brands. Then:

1. Print the map.

2. Use a pen to draw the wedges in the territory, using the ray sweep technique.

3. Click the button that says Answer.

4. Compare your answer with the one illustrated.

5. Click on Click Here to determine how this exercise can be done.

6. Now draw the daily travel route within each wedge on your printed map, assuming she visits five stores per day and travels the same distance each day.

7. Click Answer to see how your answer compares with the correct one.
8. For a further explanation, click on Click Here.
7.

Disciplines

Business / Marketing / Sales

Technical Notes

For animation, student needs a browser that can display animated gifs.

Requirements

Students should be familiar with territory routing techniques.

Topics

Sales Management; Sales Territory Routing

Learning Objectives

1. To learn how salespeople determine travel schedules through-out a given territory.