Candym Enterprises Case Study - Falling Sales in Territory No. 61

Key factors of success in this type of industry:

Innovation and design are very important. Predicting trends allows the company to offer retailers just those products that will be required in the coming period. A wide range of quality gift items is an important factor, as well as servicing a large number of retailers. It is important to emphasize quality training, periodic education seminars, and above all the choice of good sales representatives, since they will be the ones who will be representing the product line (and therefore the company) and build long-term relationships with customers. Being the owner of the exclusive distribution rights for product lines of well known brands is a big plus and so is developing one's own brands.

Most important things a sales representative in this industry must do:

Sales Representatives must undergo training in order to gain a better knowledge of the company's products which they will be selling, learn how to use the system for taking orders, how to interpret sales reports, etc. They must be capable of good time management, to be able to devote enough time to existing customers, and have time to find new customers and to spend effort in building relationships with them. The more (potential) customers they visit, the more they are likely to increase sales potential and higher earnings, and must be willing to travel a lot. They must behave confidently and patiently, and be able to identify with customers.

The possibility Brian Matheson should choose:

The third option. Recruitment of an employee of the company as a sales representative in territory no.61 would allow Hanson to completely focus on Territory no. 60, which could lead to a significant increase in sales. Given that the new sales representative will have to invest a lot of time and effort in building relationships with new customers (in the new field), I think he/she would be more motivated if he/she received a permanent monthly salary because it would provide...