The vital role of Sales at Kraft Foods UK
A Kraft Foods UK case study

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Page 4: Key aspects of Sales work

Kraft imageIn order to achieve Sales objectives, the Sales team at Kraft needs to ensure:

  • high product distribution
  • agreement of correct range for each customer
  • organisation of promotions
  • maximum space on the shelf
  • successful launches of new products.

To have an effective Sales force, Kraft needs to ensure its employees have certain important skills. These include:

  • a good level of numeracy to analyse sales figures and ensure profitability
  • good communication skills to a rapport with customers and identify their needs
  • negotiation skills in order to achieve the best deal for both the customer and Kraft.

Kraft provides training to enhance each employee's level of ability.

Kraft Foods UK | The vital role of Sales at Kraft Foods UK