workload problem
DESCRIPTION
workload problemTRANSCRIPT
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