Work Load Method Solution

Types of customers Percent of prospective cust Number of each class Prospective Customers 365Class A, large 37% 135

46% 168Class C, small 17% 62

Types of customers Desired frequency of call call freq acdClass A, large 72 hours/year 72 calls/year 60 mins/call

12 hours/year 24 calls/year 30 mins/callClass C, small 3 hours/year 12 calls/year 15 mins/call

Types of customers Workload involvedClass A, large 9724 hours

2015 hoursClass C, small 186 hours

Total 11925 hours

Worktime available40hours/week*47weeks 1880 hours/year

Worktime available per taskTravelling 30% 564Selling 35% 658

Class B, medium

Class B, medium

Class B, medium

Non-Selling 35% 658

Total number of salespeople needed 18

Cumulative frequencIndv. FrequencyRejection % contributio

Step1 23 23 10%

Step2 55 32 14%

Step3 68 13 6%

Step4 131 63 27%

Step5 151 20 9%

Step6 179 28 12%

Step7 230 51 22%

230

Converational Approach

Opener

Probing

Discussion

Cross Selling and Up Selling

Focusing

Commitment

Recommitment

20132014