Page 5 - Gulf Coast Division - Training Manual 5 -18

Phase II (Ben E Keith District Sales Representative Training):
- Weeks 1-4:
o Assign to a DSR and start working with them.
 Ride with them on their routes.
 Help and participate in their job functions:
• Order taking
• Prospecting
• Collections
• Issuing credits
• Cross department communications
• Etc.
 Objective:
• To get fully exposed to all of the functions, objectives, procedures, processes, and obstacles that a
DSR needs to know.
o Cover vacations from the office.
 Objective:
• To get used to keying real orders on their own.
• To get used to solving daily problems that arise.
• Use office personnel to quickly assist with questions that arise.
- Weeks 4-8:
o Switch to a new DSR and begin working with them in the same capacity.
 Objective:
• To get another perspective and exposure to a different style.
• To get exposure to a different customer base.
o Cover vacations in person.
 Objective:
• The same as from the office, plus the added in person experience and to expose the need for good
time management.
- Computer Training:
o Receive advanced KPS training – Randy Richardson
o Receive Entrée training – David Smith
o Receive introductory DSR Kbit training – Kevin Smith
o Receive KSOS training – Keith Swan
o Work on assigned exercise for each.
- Test and Evaluation
o Take test to determine retention of topics from this phase.
o Meet with Trainer and AGM to go over test results and determine readiness for the next phase.

Phase IV (Completion of Training Program and Transition Period):
- Evaluate progress and BEK DSR readiness.
- Identify a potential geographic territory.
- Start market research to identify specific potential prospects and who they are currently supplied by.
- Continue in person vacation coverage.
- Computer Skills:
o Receive eMenu Manage training.
 Work on assigned exercises.
o Must be proficient in utilizing:
 KPS
 KSOS
 Entrée
 DSR Kbit
- Test and Evaluation
o Take test to determine retention of topics from this phase.
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