Page 108 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Sales and Promotions Management

Notes 5.3.1 Straight Line Pattern

First Call
Base

C
C
C

This pattern of travel starts from the outer perimeter and then works backwards to call on other
accounts.

5.3.2 Clover Leaf Pattern

C
C
Base

C
C C
C

C
C

When accounts are randomly distributed through territory the clover leaf pattern is adopted.
Careful planning of call schemes results in each clover leaf being a week’s work. This is to
facilitate the sales person in having free weekends.
This shape is more common in industrial markets and among companies which cultivate the
market extensively rather than intensively.

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