Peer Review

Territory Routing for Personal Selling

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Content Quality:

Effectiveness:

Ease of Use:

Overview:: This module consists of three brief sales territory routing problems that could
be used in a sales course. Students are presented with a
territory routing problem that must be resolved given certain constraints.
Type of Material:: Case
Recommended Uses:: This material would be useful as a homework assignment or an in-class exercise
to supplement discussions of sales territory routing.
Technical Requirements:: None
Identify Major Learning Goals:: The major learning goal is for students to understand concepts associated with
sales territory routing. Upon completion of the module, students should be able
to apply sales territory routing heuristics and understand the complexities of
territory routing.
Target Student Population:: The target population consists of students enrolled in a personal selling or
sales management course.
Prerequisite Knowledge or Skills:: An understanding of the various methods for routing sales territories would be
helpful (e.g., sales territory heuristics or patterns).

Rating:
Strengths:: This material is presented in a clear and concise manner. It consists of three
brief cases that are straightforward applications of sales territory routing
problems. The solutions and explanations are very helpful along with the
supplemental material linked from the author's web site.
Concerns:: Some students may find the map a bit confusing. The constraints described
within the problem do not seem to be realistic and may seem a bit contrived to
students. For example, being constrained by an electrical car when the
salesperson's car is out of commission would raise the question with some
students as to why a successful salesperson would simply not rent a car.

Rating:
Strengths:: The exercise provides a good opportunity for students to apply territory routing
concepts.
Concerns:: None.

Rating:
Strengths:: The background material on the author's web site is very helpful for
discussion/lecture material. The exercise is concise and straight-forward,
favoring ease of implementation.
Concerns:: Unfortunately, this module is not a stand alone exercise. Use of the author's
web site material by either students or faculty is helpful to make this exercise
as effective as possible. Some students may find the exercise tedious.

Other Issues and Comments:: This module allows instructors to demonstrate and discuss sales territory
routing. Typically, there is not an efficient means of presenting this
material, but this module provides good content for doing so. This is a useful
exercise for introducing students to the issues a salesperson faces when
planning his or her route.
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