The workload Method: We collected data from different people in Abu Dawood, to side with that the trip

we took with sales rep of the company gave us tremendous insights as to how much work a particular sales rep has to do. Based on data we employed the Workload method to determine the number of sales reps required by the company. We are looking specifically at the Lahore area, there are 60 sales rep in the city at the moment. Now lets look at some of the pre requisites for using the workload method. After careful examination we come to the conclusion that there are approximately 15000 stores in the Lahore city that Abu Dawood directly feeds. Now there are 3 type of MM stores and just to be in the first category the store must have a minimum of 0.2 Million PKR business with Abu dawood. Then there are mid-Sized stores and small stores. Based on our observation from the field trip and interview with section Manager Mr.Haider, 60% of the stores are small stores, another 30% are midsized and 10% are the large stores. Based on this division, we devised the call frequency to be 1.5/week for the larger stores. That is based on the fact that the frequency may vary sometimes because these large stores have the capacity to keep huge amounts of stocks as well. The call frequency for midsized accounts is kept at 1 call/week and the number of calls for the small stores of are 1call/2weeks. This is because these small accounts provide Abu dawood with small range of business.

The time spent travelling, selling and in the office is all based on observation from the field trip. Total time of the SRs shift is 480 minutes. The non-selling time is 120 minutes which includes 90 minutes in the office at the start of the day plus the 30 minutes spent resting during the day. The time it took for us to get to the route and the time to travel through the route on a total accounted for another 120 minutes. This means that the total selling time was 240 minutes. After the calculation based on the data, we find that according to the workload method, the company needs to have 95 sales reps as oppose to the 60 that they currently employ. We believe that this seems to be just the right number of people required for the Lahore city. So, what we can do is create 2-3 new sales territories and employ sales people to cover those areas. This would allow Abu Dawood to account for increasing sales potential and further increase coverage in the Lahore city area.