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Scenario for Creating Routes That Change Frequently

A brand manager at the beverage manufacturer establishes a corporate promotion that will run for the next two weeks. The retail sales manager for the beverage manufacturer reviews the corporate promotion criteria to understand the target group of accounts, and concentrates on managing the retail execution with retail sales representatives. He sends an email message to his sales team detailing the criteria they must use when generating their account lists and telling them to schedule a new call cycle for the corporate promotion.

One of the retail sales representatives who reports to the retail manager is planning for the next week. She receives the email message and decides to plan her route immediately. In her local database, she generates a target list. After she generates an optimal list of target accounts, she creates a new route and applies the target list to it. Finally, she schedules visits over the next two weeks for all of the accounts in the target list.