1. You are a new field sales representative for ABC School Publishing. 2. You sell a product that is designed to help students who are struggling readers and is used in remedial reading classes in elementary schools only. 3. The primary sales call is the Elementary School Principal and/or the schools Reading Specialist (if the school has one). 4. Your sales territory is all of Arizona and includes all elementary schools. SCHOOL FACTS 1. AZ has 1684 public elementary schools. 2. There are 295 private elementary schools in AZ. 3. AZ also has 521 charter schools. 4. Most school principals work a 48 week contract and most reading specialists work a 42 week contract. TERRITORY INFORMATION 1. Last year's sales for this territory was $520,000 and only had a sales representative for seven months. 2. You have been told that the territory's average order size is $1,300, which parallels what the company does as a whole. 3. Your annual quota has been set at $1,200,000. YOUR MANAGER HAS GIVEN YOU THE FOLLOWING TASK: 1. With 2500 potential accounts to call on what criteria, would you use to determine where you would go first? I would first target the elementary schools because they have the most schools compared to the other one and see where most of my sales came from. 2. How would you organize your territory geographically(see AZ map)? What kind of a routing system would you use (circular, leapfrog, straight-line, cloverleaf, zoning)? Why? 3. Your manager said that every school in your territory is a lead and a potential prospect. What criteria would you use to move the lead to a prospect? 4. Based upon the territory information you have you can calculate the number of customers. How many customers do you have? 5. Based upon your answer to the previous question what percent of your territory did the previous rep penetrate? 6. Again and based upon the information you know how many customers would you need to sell to to meet your annual $1,200,000 quota? You would need to sell to 480 customers 7. Based upon your answer to item 6 what will be your territory penetration?