Q4. The main responsibilities of the sales representative include calling the assigned distributors, that is, the distributors within his territory. Other responsibilities are to maintain the planned quota of cases for each distributor, merchandising and all other required service to the distributor.
One of the major problems of turnover is the untrained and non-experienced staff. After hiring the pass-outs, they should complete a training session of at least three months. As long term relationship with the client is effective, the sales reps should be higher in terms of a contract of at least two years. The hired sales rep must possess adaptive skills, verbal communication and marketing skills, ethics and sociability. He should have basic knowledge about the products which will be enhanced during training session.
Q5. The buying process of customers of Valley Winery in relevance to Organizational Buying Design Stages can be depicted in seven consecutive steps. First they buyers feel the need of purchasing wines or distilled spirits. Secondly, these buyers have particular standard for the quality of wine or distilled spirit. In this case, Valley Winery is already known for producing standard quality products. So, when customer searches the wines available in the town or tends to find user reviews, he or she could not negate the standard of Valley Winery products, here the company passed the third step. Fourth step is checking the prices of wines in the market. This also gives Valley Winery a positive point among the competitors due to minimum prices. Valley Winery has got enough supporting points to be selected, that is the fifth step. Sixth is ordering or purchasing. Customer can get the product from various locations in the city, like bars, chain stores, restaurants etc. Seventh is using, evaluating and giving feedback. Valley Winery gets a positive feedback which is evident from the fact that it shares 40% of the market share in wines and distilled spirit.