Field Sales — Territory & Route Planning JudgementSixty per cent of your revenue sits three hours away and gets a monthly visit. The near cluster gets weekly.
Twenty situational-judgement scenarios for field salespeople who own a geography: the economics of a route, how coverage is decided when there are more accounts than days, and the opportunity cost of a day on the wrong customer. Weighted partial credit, three competencies, banded report.
Drive time, revenue and the account you never visited, in one decision
Your territory has four clusters; the one holding sixty per cent of revenue is three hours away and visited monthly, while the small near cluster is visited weekly. Head office wants a rural region of small, distant accounts 'properly covered'. Two accounts are equal in size: one buys the same three products steadily, the other buys less but has three sites you have never been introduced to. Reviewing the year you find eight accounts never visited, two of them mid-size and buying a category you also sell from a competitor. Twenty scenarios, each with four ways to spend the week.
Options are scored on a 0–3 gradient with a full rationale for every option, and distractors are the comfortable habits of field selling: keeping the pattern because the near accounts are loyal and the drive is real, alternating weeks for fairness, accepting the travel as the cost of coverage. Batching two consecutive days in the far cluster every fortnight scores full credit for a reason the rationale spells out. The bank is original and length-parity controlled; scenarios are country- and product-neutral, names are fictional, and no branded territory or route-planning method is used or implied.
Three competencies are banded separately — Route and Territory Economics, Coverage and Account Prioritisation, and Opportunity Cost Judgement — because a seller can plan an efficient route through the wrong accounts. The AI-personalised narrative names the pattern across your 20 answers, the growth plan starts from the weakest competency, and the scenario review explains why the steady account that buys the same three products should not get the extra visit, and where the day should have gone instead.
What you walk away with
Route and Territory Economics, Coverage and Account Prioritisation, and Opportunity Cost Judgement plotted together, so the efficient-route-wrong-accounts pattern is visible at a glance before the narrative is read.
Each returns Emerging, Developing, Strong or Exceptional with a coaching note describing what that band looks like on a Monday route plan and the single change most likely to move it.
The strengths and development panel, generated from your own answers, says whether you protect the comfortable near cluster, spread visits evenly to be fair, or spend the extra day on the account that already buys everything it will ever buy.
A 0–100 score with a band and a 70 per cent pass mark for hiring field sellers, then all 20 scenarios reviewed with the reasoning behind each option, so the report doubles as a territory-planning primer for a new territory owner.
Inside your report
Illustrative sample — your report is generated from your own responses.
Every competency this test declares, scored from the items tagged to it — so the shape is yours, not a template.
One number, one band, and a two-sentence summary of what the band means for you — then the breakdown that explains it.
Built for
- Field salespeople who own a geography and plan their own week
- Medical, pharmaceutical, FMCG and industrial representatives with fixed call cycles
- Sales managers hiring or reallocating territory owners
- Sellers whose territory revenue is concentrated in accounts they see least
A field seller's most expensive decision is where the car goes on Monday.
Twenty scenarios in 30 minutes, three competencies banded, growth plan and full scenario review on completion.
₹349 (incl. GST) · assessment and full report, nothing further to pay
Frequently asked questions
How a field salesperson who owns a geography decides where the time goes: the economics of a route and a cluster, how coverage is allocated when there are more accounts than days, and the opportunity cost of a day spent on a customer who will buy the same amount whether or not you visit. Three competencies across 20 scenarios. It is for field representatives in any sector with a call cycle, and for the managers who hire them or reallocate their territories.
No. Several scenarios reward accepting more travel because the revenue or the unvisited sites justify it, and several penalise a tidy route through accounts that need no visit. Each option is scored on a 0–3 gradient with a full rationale; options are length-matched and the best answer moves position. Alternating weeks for fairness and keeping the pattern because the near accounts are loyal both score below the fortnightly batch, and the rationale says why.
Thirty minutes for 20 scenarios in one sitting. The report arrives immediately: an overall score with band against a 70 per cent pass mark, a radar and banded bars across the three competencies with coaching interpretations, an AI-personalised narrative of strengths and development areas, a growth plan built from your weakest competency, and a review of every scenario with the reasoning behind each option. There is nothing further to unlock.
At interview, give the candidate a sketch of a territory with one distant heavy cluster and ask them to plan a fortnight; compare their plan with their Route and Territory Economics band. In a territory review, put the seller's actual visit log beside the scenario about the eight unvisited accounts and ask which of theirs are which. The growth plan is the next quarter's planning agenda; a retake shows movement.
Yes. The scenarios use hours of travel, clusters and account counts rather than any real map, and the judgements — drive time against revenue, coverage against opportunity, the unvisited competitor account — are the same in any country with roads. Names are fictional and products are generic. The assessment is priced in INR and USD, with the live price in both currencies shown on this page.
Foundation, core selling, specialist and sales-leadership bands — every one an original situational-judgement bank with weighted partial credit, a stated reason for every option, and ethics scored to zero on a mis-sell. Hire with the band that matches the role, or develop with the one that matches the gap.
See every sales assessment →Methodology: Original AssessAll situational-judgement item bank for field and territory sales roles, authored to the AssessAll Scientific Item-Authoring Standard: behaviour-anchored scenarios, misconception-anchored distractors, weighted partial-credit keys with a full rationale for every option, and option-length parity control. Scenarios are country-neutral and product-neutral; company and person names are fictional. Not derived from or affiliated with any published instrument or branded selling methodology.