Territory Management Kudler Fine Foods Term Paper

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Time management is extremely important for Kudler Foods because it is introducing a new product line which is a perishable good. This means it must sell within a certain time period and for this reason sales staff must be given a clear time frame in which to achieve various sales targets. Time management is important also because it tells the sales staff where they need to spend more time and energy. For example Kudler is an up-market brand name which means that people living in certain affluent areas are more likely to purchase its salads than those living in low income areas. For this reason, while it might not hurt to try to gain a market in other areas, it would be utterly useless to spend as much time in these places as they are spending in target customers' areas. Therefore time management plays a very significant role as Rick Phillips, president of Phillips Sales and Staff Development (PSSD) explains:

If you want to maintain and grow existing accounts while obtaining new accounts, you must budget your time. Your territory action plan must include a time management plan. You will need to decide how to parcel your time and make some hard decisions based on account size and potential, spending more time with the most valuable accounts and less time with others.

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(Phillips)

Compensation, when used properly, can help in motivating the sales force. But as mentioned above, carelessly developed compensation plan will only complicate matters for the managers. It is thus very important to talk to your sales force and find out what they truly value. Are they looking for monetary rewards or non-monetary ones? What are they willing to do to achieve company's goals and targets? Last but not the least, Kudler must not set impossible or unreasonable goals. It needs to understand that with a new product, there are many factors at play. If a product doesn't as well as it was expected to then there are more causes of that then poor sales force performance......

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