Read Case Study #5:  "Universal Control Corp.," Ch. 10, p. 239. (attached below on JPG format)

Please read the case and write substantial answers to the questions at the end of the case.  You may also use the attached Excel spreadsheet to re-sort and analyze your portfolio of customers in this case.  It is the same chart on page 239 of th SELL 6th edition textbook.  In order to fully analyze this case and answer the questions, you will need to look at the chart on page 239 (or the linked spreadsheet below) carefully.

For Question 1, add a column to the chart showing your classification name for each account (you will group accounts into three or four classifications).
For Question 3, assume you will make about the same total number of annual sales calls as your predecessor.  How would you re-allocate your sales calls among these accounts?  Show your reallocation of the number of sales calls in your chart (excel spreadsheet).
Submit a revised chart (excel spreadsheet) as part of your answers ( in word document) to this case study.

(Ignore the "Role Play" part of the case.)