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A computer based simulation in which the participants
plan the itinerary of a salesman. The participants,
as the head office planning team, map out the calls that they wish the salesman
to make and then test the routes to find the most successful. Through a series
of experiments they learn about identifying customers with the most profit potential
and about the economic use of a persons time. The exercise is designed for groups
of 1-5 members. One tutor can manage approximately four groups. The exercise takes
between one and two hours.
OBJECTIVE
To encourage the analysis of customers to see how promising they are and to prioritise
them as targets. To encourage participants to analyse and learn from their experiences.
The exercise will emphasise:
- the significance of order value as opposed to
‘getting an order’;
- the need for careful planning to ensure efficient
use of resources (time);
- the need to analyse data and learn from experiences.
HOW IT WORKS
The tutor introduces the exercise and provides the teams with written data about
the territory (locations of customers and travelling times) and the order potential
of each customer. The teams consider the data and decide on which customers they
wish their salesman to call on and in what sequence within the forty working hours
available. They then input their decision into the computer to see how Patrick
Osborn fares. The result of each experiment is used to gather more
data so that they can submit a final proposed itinerary to the tutor at the end
of the session. The tutor then compares the submissions of all the teams by running
the program himself.
WHAT PARTICIPANTS WILL BE DOING
Considering a sales territory and customer information to plan an itinerary.
Entering the proposed itinerary into the computer and making repetitive experiments in
search of the best strategy.
FOR WHAT LEVELS IS IT APPROPRIATE?
All those who have to plan the activities of others. Especially relevant to students
and practitioners of sales and marketing.
INCLUDED
Tutor manual; Player’s instructions; Program disc and all supporting documentation.
COST
90 day license £230 plus Vat and delivery
Full license £630 plus Vat and delivery
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