PERFORMANCE FACTORS
GRA / Performance Factors Grid
The Performance Factors Grid shown below refers to the Performance Factors datafiles which are found as both Excel spreadsheets and Access database tables.
Whereas the data provided in the datafiles enable the reader to produce factor specific conclusions, as well as both graphic representations and programmatically generated forecasting models, the reader can further use this data to produce checklists and programming matrices based on one’s own evaluation of the factors. To this end the document matrix below, and/or the Performance Factors Grid Excel spreadsheet (‘GRID.xls’ in the ‘../xls’ folder), can be used by the reader. Alternatively, this grid (‘GRID.htm’ in the ‘../HTM’ folder) can be opened in Word, completed, and then copied and pasted into an Excel spreadsheet (preserving all the relevant cells) after completion. For further information on the fields within the Grid and on the manipulation of the data please refer to the Grid Definition.
SECTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15
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FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / PERSONNEL + STAFF PERFORMANCE
::: / 1: Planning Performance
::: / 2: Organizational Ability
::: / 3: Direction & Delegation
::: / 4: Control & Communication
::: / 5: Innovation
H01.xls : Excel File / Total for Sector:
Factor: / STAFF SELECTION + TRAINING EFFICIENCY
::: / 1: Recruitment Methods
::: / 2: Selection Methods
::: / 3: Initial Training
::: / 4: Specialist Training Programmes
::: / 5: Continuous Training Programmes
H02.xls : Excel File / Total for Sector:
Factor: / CUSTOMER HANDLING
::: / 1: Overall Performance
::: / 2: Competitive Rating
::: / 3: Senior Staff Performance
::: / 4: Point-of-Sale Staff Performance
::: / 5: Complaints Handling
H03.xls : Excel File / Total for Sector:
Factor: / OPERATING PROCEDURES + SYSTEMS
::: / 1: Overall Performance
::: / 2: Competitive Rating
::: / 3: Professionalism of Operating Procedures
::: / 4: Investments in Systems
::: / 5: Corporate Responsibility & Development
H04.xls : Excel File / Total for Sector:
Factor: / ORDER HANDLING
::: / 1: Overall Performance
::: / 2: Competitive Rating
::: / 3: Ease of Customer Order & Interface
::: / 4: Input Systems & Performance
::: / 5: In-House Order Handling Performance
H05.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / ORDER PROGRESS
::: / 1: Overall Order Progress Monitoring
::: / 2: Competitive Rating
::: / 3: Systemized Procedures for Order Chasing
::: / 4: Automated Systems
::: / 5: Level of Systems Investment
H06.xls : Excel File / Total for Sector:
Factor: / ORDER DELIVERY
::: / 1: Overall Performance
::: / 2: Competitive Rating
::: / 3: On-Time Delivery Rating
::: / 4: Complete Order Delivery
::: / 5: Delivery System Investment
H07.xls : Excel File / Total for Sector:
Factor: / AFTER-SALES RATING
::: / 1: Overall Performance
::: / 2: Competitive Rating
::: / 3: Availability of After-Sales Services
::: / 4: Cost of After-Sales Services
::: / 5: Efficiency of After-Sales Services
H08.xls : Excel File / Total for Sector:
Factor: / SECURITY + PRODUCT PROTECTION
::: / 1: Corporate Security Rating
::: / 2: Process Security Rating
::: / 3: Product Security Rating
::: / 4: Product Protection
::: / 5: Process Protection
H09.xls : Excel File / Total for Sector:
Factor: / QUALITY CONTROL PROCEDURES
::: / 1: Overall Rating
::: / 2: Competitive Rating
::: / 3: Formalized Quality Control Systems
::: / 4: Quality Control Efficiency
::: / 5: Quality Control Development
H10.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / ACCOUNTING PRACTICES & PROCEDURES
::: / 1: Overall Rating
::: / 2: Competitive Rating
::: / 3: Accounting Efficiency
::: / 4: Cash-Flow Handling
::: / 5: Customer Satisfaction with Accounts Procedures
H11.xls : Excel File / Total for Sector:
Factor: / ORDER TAKING + PROCEDURES
::: / 1: Overall Rating
::: / 2: Competitive Rating
::: / 3: Order Taking Efficiency
::: / 4: Order Taking Systems Investment
::: / 5: Customer Satisfaction with Order Taking
H12.xls : Excel File / Total for Sector:
Factor: / ORDER DELIVERY + CONTRACT PERFORMANCE
::: / 1: Overall Rating
::: / 2: Competitive Rating
::: / 3: Order Delivery Efficiency
::: / 4: Contract Performance Rating
::: / 5: Customer Satisfaction with Contract Performance
H13.xls : Excel File / Total for Sector:
Factor: / AFTER-SALES SERVICES + PROCEDURES
::: / 1: Overall Rating
::: / 2: Competitive Rating
::: / 3: After-Sales Service Efficiency
::: / 4: After-Sales Systems Investment
::: / 5: Customer Satisfaction with After-Sales Procedures
H14.xls : Excel File / Total for Sector:
Factor: / LEGAL CONDITIONS + TERMS OF BUSINESS
::: / 1: Overall Rating
::: / 2: Competitive Rating
::: / 3: Levels of Litigation
::: / 4: Fairness of Terms of Business
::: / 5: Customer Satisfaction with Terms of Business
H15.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / SUPERVISORY / BOARDROOM MANAGEMENT
::: / 1: Direction & Delegation Rating
::: / 2: Management Levels & Degree of Responsibility
::: / 3: Management Planning & Procedures
::: / 4: Manager Control & Monitoring
::: / 5: Manager Performance & Efficiency
H16.xls : Excel File / Total for Sector:
Factor: / EXECUTIVE SUPERVISORY TEAM
::: / 1: Direction & Delegation Rating
::: / 2: Management Levels & Degree of Responsibility
::: / 3: Management Planning & Procedures
::: / 4: Manager Control & Monitoring
::: / 5: Manager Performance & Efficiency
H17.xls : Excel File / Total for Sector:
Factor: / SENIOR MARKETING MANAGEMENT
::: / 1: Direction & Delegation Rating
::: / 2: Management Levels & Degree of Responsibility
::: / 3: Management Planning & Procedures
::: / 4: Manager Control & Monitoring
::: / 5: Manager Performance & Efficiency
H18.xls : Excel File / Total for Sector:
Factor: / SENIOR PRODUCT + PROCESS MANAGEMENT
::: / 1: Direction & Delegation Rating
::: / 2: Management Levels & Degree of Responsibility
::: / 3: Management Planning & Procedures
::: / 4: Manager Control & Monitoring
::: / 5: Manager Performance & Efficiency
H19.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / SENIOR FINANCIAL MANAGEMENT
::: / 1: Direction & Delegation Rating
::: / 2: Management Levels & Degree of Responsibility
::: / 3: Management Planning & Procedures
::: / 4: Manager Control & Monitoring
::: / 5: Manager Performance & Efficiency
H20.xls : Excel File / Total for Sector:
Factor: / SENIOR ADMINISTRATIVE MANAGEMENT
::: / 1: Direction & Delegation Rating
::: / 2: Management Levels & Degree of Responsibility
::: / 3: Management Planning & Procedures
::: / 4: Manager Control & Monitoring
::: / 5: Manager Performance & Efficiency
H21.xls : Excel File / Total for Sector:
Factor: / SALES + MARKETING MIDDLE MANAGERS
::: / 1: Direction & Delegation Effectiveness
::: / 2: Supervisory Levels & Degree of Responsibility
::: / 3: Activity Planning & Procedures
::: / 4: Sub-ordinate Control & Monitoring
::: / 5: Sub-ordinate Performance & Efficiency
H22.xls : Excel File / Total for Sector:
Factor: / SOURCING/ PROCESS/ DISTRIBUTION MIDDLE MANAGERS
::: / 1: Direction & Delegation Effectiveness
::: / 2: Supervisory Levels & Degree of Responsibility
::: / 3: Activity Planning & Procedures
::: / 4: Sub-ordinate Control & Monitoring
::: / 5: Sub-ordinate Performance & Efficiency
H23.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / FINANCIAL + ACCOUNTING MIDDLE MANAGERS
::: / 1: Direction & Delegation Effectiveness
::: / 2: Supervisory Levels & Degree of Responsibility
::: / 3: Activity Planning & Procedures
::: / 4: Sub-ordinate Control & Monitoring
::: / 5: Sub-ordinate Performance & Efficiency
H24.xls : Excel File / Total for Sector:
Factor: / ADMINISTRATION + PERSONNEL MIDDLE MANAGERS
::: / 1: Direction & Delegation Effectiveness
::: / 2: Supervisory Levels & Degree of Responsibility
::: / 3: Activity Planning & Procedures
::: / 4: Sub-ordinate Control & Monitoring
::: / 5: Sub-ordinate Performance & Efficiency
H25.xls : Excel File / Total for Sector:
Factor: / SALES + CUSTOMER SERVICE PERSONNEL
::: / 1: Direction & Supervision Effectiveness
::: / 2: Supervisory Effectiveness
::: / 3: Activity Planning
::: / 4: Activity Control & Monitoring
::: / 5: Activity Performance & Efficiency
H26.xls : Excel File / Total for Sector:
Factor: / BUYING / PROCESS / DISTRIBUTION STAFF
::: / 1: Direction & Supervision Effectiveness
::: / 2: Supervisory Effectiveness
::: / 3: Activity Planning
::: / 4: Activity Control & Monitoring
::: / 5: Activity Performance & Efficiency
H27.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / CREDIT + ACCOUNTING STAFF
::: / 1: Direction & Supervision Effectiveness
::: / 2: Supervisory Effectiveness
::: / 3: Activity Planning
::: / 4: Activity Control & Monitoring
::: / 5: Activity Performance & Efficiency
H28.xls : Excel File / Total for Sector:
Factor: / ADMINISTRATIVE + SECRETARIAL STAFF
::: / 1: Direction & Supervision Effectiveness
::: / 2: Supervisory Effectiveness
::: / 3: Activity Planning
::: / 4: Activity Control & Monitoring
::: / 5: Activity Performance & Efficiency
H29.xls : Excel File / Total for Sector:
Factor: / PRODUCT CONCEPT
::: / 1: Quality
::: / 2: Features
::: / 3: Styling
::: / 4: Branding
::: / 5: Packaging
H30.xls : Excel File / Total for Sector:
Factor: / PRODUCT-MIX QUALITY
::: / 1: Items in Product Line 1
::: / 2: Items in Product Line 2
::: / 3: Items in Product Line 3
::: / 4: Items in Product Line 4
::: / 5: Total of all Items in all Product Lines
H31.xls : Excel File / Total for Sector:
Factor: / PRODUCT-MIX AUDIT
::: / 1: % Profit Contribution in this year
::: / 2: Forecast % Profit Contribution :Year+1
::: / 3: Forecast % Profit Contribution : Year + 2
::: / 4: Forecast % Profit Contribution : Year +3
::: / 5: Forecast %Profit Contribution : Year + 4
H32.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / PRODUCT-MIX AUDIT
::: / 1: % Profit Estimate in this year
::: / 2: Forecast % Profit Estimate :Year+1
::: / 3: Forecast % Profit Estimate : Year + 2
::: / 4: Forecast % Profit Estimate : Year +3
::: / 5: Forecast %Profit Estimate : Year + 4
H33.xls : Excel File / Total for Sector:
Factor: / PRODUCT STRATEGY
::: / 1: High Growth Products
::: / 2: Steady Reinvestment Products
::: / 3: Support Products
::: / 4: Selective Pruning Products
::: / 5: Venture Products
H34.xls : Excel File / Total for Sector:
Factor: / BRAND STRATEGY
::: / 1: Individual Brand names
::: / 2: Blanket Family Brand names
::: / 3: Separate Family Brand names
::: / 4: Company Trade name
::: / 5: No Brand names
H35.xls : Excel File / Total for Sector:
Factor: / EXPORT PRODUCT TARGETING
::: / 1: Subsistence Countries
::: / 2: Raw-Material Exporting Countries
::: / 3: Industrializing Countries
::: / 4: Industrial Countries
::: / 5: High Technology Countries
H36.xls : Excel File / Total for Sector:
Factor: / EXPORT TARGETING
::: / 1: Subsistence Economy
::: / 2: Raw-Material Exporting Economy
::: / 3: Industrializing Economy
::: / 4: Industrial Economy
::: / 5: High Technology Economy
H37.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / OVERSEAS DEVELOPMENT STRATEGY
::: / 1: Export : Indirect
::: / 2: Export : Direct
::: / 3: Joint Ventures : Investment Based
::: / 4: Joint Ventures : Local Investment Based
::: / 5: Direct Investment
H38.xls : Excel File / Total for Sector:
Factor: / MARKET DEVELOPMENT STRATEGY
::: / 1: Import : Indirect
::: / 2: Import : Direct
::: / 3: Joint Ventures : Investment Based
::: / 4: Joint Ventures : Local Investment Based
::: / 5: Direct Investment
H39.xls : Excel File / Total for Sector:
Factor: / OVERSEAS MARKETING-MIX
::: / 1: Straight Extensions
::: / 2: Communication Adaptation
::: / 3: Product Adaptation
::: / 4: Dual Adaptation
::: / 5: Product Innovation
H40.xls : Excel File / Total for Sector:
Factor: / OVERSEAS ORGANIZATION
::: / 1: Export Department : Head Office Based
::: / 2: Export Department : Regionally Based
::: / 3: International Division : Regionally Based
::: / 4: International Division : Locally Based
::: / 5: Multinational Organization
H41.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / MARKET ORGANIZATION
::: / 1: Export Department : Head Office Based
::: / 2: Export Department : Regionally Based
::: / 3: International Division : Regionally Based
::: / 4: International Division : Locally Based
::: / 5: Multinational Organization
H42.xls : Excel File / Total for Sector:
Factor: / PRODUCT CHANNELS
::: / 1: Direct to End User
::: / 2: Via Sales-Force
::: / 3: Via Sales Outlet
::: / 4: Via Wholesaler
::: / 5: Via Jobber
H43.xls : Excel File / Total for Sector:
Factor: / PRODUCT FUNCTION CHECKLIST
::: / 1: Contact
::: / 2: Merchandising
::: / 3: Pricing
::: / 4: Propaganda
::: / 5: Physical Handling
H44.xls : Excel File / Total for Sector:
Factor: / CHANNEL CHARACTERISTICS
::: / 1: Customer Strengths
::: / 2: Product Strengths
::: / 3: Competitive Strengths
::: / 4: In-House Strengths
::: / 5: Environmental Strengths
H45.xls : Excel File / Total for Sector:
Factor: / CHANNEL ALTERNATIVES
::: / 1: Strengths: Type of Intermediaries
::: / 2: Strengths: Numbers of Intermediaries
::: / 3: Strengths: Marketing Effectiveness of Channels
::: / 4: Strengths: Trading Terms of Channel Members
::: / 5: Strengths: Responsibilities of Channel Members
H46.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
FACTOR
Factor: / CHANNEL EVALUATION
::: / 1: Direct to End User
::: / 2: Via Sales-Force
::: / 3: Via Sales Outlet
::: / 4: Via Wholesaler
::: / 5: Via Jobber
H47.xls : Excel File / Total for Sector:
Factor: / PRODUCT CHANNEL EVALUATION
::: / 1: Vertical Relations
::: / 2: Horizontal Relations
::: / 3: Interchannel Conflict
::: / 4: Legal Conflict
::: / 5: Motivation
H48.xls : Excel File / Total for Sector:
Factor: / PRODUCT CHANNEL ADAPTABILITY
::: / 1: Probability of Channel Change
::: / 2: Easy of Exit from existing channels
::: / 3: Penalties in Exit from existing channels
::: / 4: Flexibility of Existing Channels
::: / 5: Potential for developing Existing Channels
H49.xls : Excel File / Total for Sector:
Factor: / PRODUCT CHANNEL MANAGEMENT
::: / 1: Formalized Channel Selection Screening
::: / 2: Formalized Channel Motivation Programmed
::: / 3: Formalized Channel Evaluation & Rating
::: / 4: Formalized Channel Monitoring procedure
::: / 5: Formalized Trouble-shooting procedure
H50.xls : Excel File / Total for Sector:
Factor: / ADVERTISING STRATEGY APPRAISAL
::: / 1: Advertising Budget Setting Procedures
::: / 2: Advertising Goal + Target Formulation
::: / 3: Advertising Competitiveness
::: / 4: Advertising Objectives & Tasks
::: / 5: Dynamic Advertising Planning
H51.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / ADVERTISING COSTS
::: / 1: Mail & Direct Mail Advertising
::: / 2: Media Advertising
::: / 3: Advertising Materials
::: / 4: Merchandising / POS
::: / 5: Publicity : P.R. : Exhibitions
H52.xls : Excel File / Total for Sector:
Factor: / ADVERTISING MESSAGE
::: / 1: Message Generation Efficiency
::: / 2: Message Evaluation
::: / 3: Message Execution: Structure
::: / 4: Message Execution: Development
::: / 5: Message Creativity
H53.xls : Excel File / Total for Sector:
Factor: / ADVERTISING MONITORING
::: / 1: Ad. Agency: Monitoring
::: / 2: Ad. Agency: Research Techniques
::: / 3: In-House: Ad Agency Monitoring
::: / 4: In-House: Advertising Monitoring
::: / 5: In-House: Advertising Research Techniques
H54.xls : Excel File / Total for Sector:
Factor: / ADVERTISING RATING
::: / 1: Attention Strengths
::: / 2: Read-Through Strengths
::: / 3: Cognitive Strengths
::: / 4: Affective Strengths
::: / 5: Behavioral Strengths
H55.xls : Excel File / Total for Sector:
Factor: / AUDIENCE + CHANNEL RATING
::: / 1: Audience Response Rating
::: / 2: Audience Characteristic Recognition Rating
::: / 3: Audience Image Recognition Rating
::: / 4: Channel Personal Influence Rating
::: / 5: Channel Non-Personal Influence Rating
H56.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / ADVERTISING MESSAGE RATING
::: / 1: Message Function Rating
::: / 2: Message Structure Rating
::: / 3: Source Expertness
::: / 4: Source Trustworthiness
::: / 5: Source Likability
H57.xls : Excel File / Total for Sector:
Factor: / ADVERTISING -v- SELLING
::: / 1: Advertising : Public Presentation
::: / 2: Advertising : Pervasiveness
::: / 3: Advertising : Expressiveness
::: / 4: Selling : Sales Technique
::: / 5: Selling : Prospect Cultivation
H58.xls : Excel File / Total for Sector:
Factor: / PUBLICITY + SALES PROMOTION
::: / 1: Publicity Effect : Accepted Veracity
::: / 2: Publicity Effect : Off Guard perceptions
::: / 3: Publicity Effect : Dramatization
::: / 4: Sales Promotion : Insistent
::: / 5: Sales Promotion : Product Demeaning
H59.xls : Excel File / Total for Sector:
Factor: / ADVERTISING RATING
::: / 1: AwarenessBuilding
::: / 2: ComprehensionBuilding
::: / 3: Efficient Reminding
::: / 4: Lead Generation
::: / 5: Legitimation & Reassurance
H60.xls : Excel File / Total for Sector:
Factor: / PERSONNEL SELLING RATING
::: / 1: Selling for Distribution Channel Stock Position Increase
::: / 2: Selling for Company Stock Position Decrease
::: / 3: Selling for Discounted Stocks
::: / 4: Selling for EnthusiasmBuilding
::: / 5: Missionary Selling
H61.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / ORGANIZATION RATING
::: / 1: Formal Corporate Position in Company
::: / 2: Formal Corporate Responsibility for Promotion
::: / 3: Established Working Plan for Promotion
::: / 4: Monitoring of Marketing Mix -v- Promotional Spend
::: / 5: Formal Co-ordination of Promotional -v- Marketing Campaigns
H62.xls : Excel File / Total for Sector:
Factor: / MARKETING COSTS
::: / 1: Advertising Costs
::: / 2: Sales Costs
::: / 3: Distribution Costs
::: / 4: After Sales Costs
::: / 5: Total Marketing Costs
H63.xls : Excel File / Total for Sector:
Factor: / MARKET ATTRIBUTES
::: / 1: Concentrated Markets
::: / 2: Un-concentrated Markets
::: / 3: Market Preference : Homogeneous
::: / 4: Market Preference : Diffused
::: / 5: Market Preference : Clustered
H64.xls : Excel File / Total for Sector:
Factor: / MARKET SEGMENTATION
::: / 1: Market Potential Measurability
::: / 2: Market Accessibility : Existing Products
::: / 3: Market Accessibility : New Products
::: / 4: Market Substantiality : Existing Products
::: / 5: Market Substantiality : New Products
H65.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / MARKET BASES
::: / 1: Geographic Segmentation
::: / 2: Demographic Segmentation
::: / 3: Psychographic Segmentation : Customer Factors
::: / 4: Psychographic Segmentation : Product Usage Factors
::: / 5: Psychographic Segmentation : Market Factors
H66.xls : Excel File / Total for Sector:
Factor: / MARKET SEGMENT AVAILABILITY
::: / 1: Customer-Prospect Mix Segment
::: / 2: Product-Service Mix Segment
::: / 3: Sub-market Segment: Present Sales Potential
::: / 4: Sub-market Segment: Future Sales Potential
::: / 5: Promotional-Distribution Mix Segment
H67.xls : Excel File / Total for Sector:
Factor: / DISTRIBUTION EFFICIENCY
::: / 1: Distribution Planning & Accounting
::: / 2: Process Management & Handling
::: / 3: Physical Distribution Efficiency
::: / 4: Point of Sale & Customer Service Efficiency
::: / 5: Order Handling & Processing
H68.xls : Excel File / Total for Sector:
Factor: / LEVEL + COST OF SERVICE
::: / 1: Level of Service: Responsiveness
::: / 2: Level of Service: Problem Solving
::: / 3: Level of Service: Product / Price / Service Factors
::: / 4: Cost of Service: Functional Costs
::: / 5: Cost of Service: Physical Handling Costs
H69.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
FACTOR
Factor: / DISTRIBUTION COSTS
::: / 1: Distribution & Storage Fixed Costs
::: / 2: Distribution & Storage Variable Costs
::: / 3: Physical Handling & Process Fixed Costs
::: / 4: Physical Handling & Process Variable Costs
::: / 5: Total Distribution Costs
H70.xls : Excel File / Total for Sector:
Factor: / PHYSICAL DISTRIBUTION
::: / 1: Single Location / Single Markets
::: / 2: Single Location / Multiple Markets: Direct Handling
::: / 3: Single Location / Multiple Markets: Bulk Handling
::: / 4: Single Location / Multiple Markets: Split Processing
::: / 5: Multiple Location / Multiple Markets
H71.xls : Excel File / Total for Sector:
Factor: / DISTRIBUTION DECISIONS
::: / 1: Product Availability Timing Efficiency
::: / 2: Product Availability Quantity Efficiency
::: / 3: Locations Efficiency
::: / 4: Organizational Efficiency
::: / 5: Organizational & Decision Flexibility
H72.xls : Excel File / Total for Sector:
Factor: / PRICING OBJECTIVES
::: / 1: Market Penetration Objectives
::: / 2: Market-Skimming Objectives
::: / 3: Early Cash Recovery Objectives
::: / 4: Satisfying Objectives
::: / 5: Product-Line Promotion Objectives
H73.xls : Excel File / Total for Sector:
Factor: / MULTIPLE PARTY PRICING
::: / 1: Intermediate Customer Considerations
::: / 2: Rivals Considerations
::: / 3: Suppliers Consideration
::: / 4: Government Considerations
::: / 5: In-House Considerations
H74.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / PRICING MODELS
::: / 1: Cost Oriented : Mark-up Pricing
::: / 2: Cost Oriented : Target Pricing
::: / 3: Demand Oriented : Price Discrimination
::: / 4: Competition Oriented : Going-Rate Pricing
::: / 5: Competition Oriented : Sealed or Bid Pricing
H75.xls : Excel File / Total for Sector:
Factor: / PRICE CHANGE DECIDERS
::: / 1: Buyers Reaction : Elasticity of Demand
::: / 2: Buyers Reaction : Perceptual Factors
::: / 3: Competitors Reaction : Price Reduction
::: / 4: Competitors Reaction : No Reaction
::: / 5: Competitors Reaction : Product Re-positioning
H76.xls : Excel File / Total for Sector:
Factor: / PRODUCT PRICING
::: / 1: Interrelated Demand Based
::: / 2: Interrelated Cost Based
::: / 3: Competition Based
::: / 4: Product-Line Pricing Based
::: / 5: Model or Price Theory Based
H77.xls : Excel File / Total for Sector:
Factor: / SALESFORCE INTERACTION
::: / 1: Customer Prospecting
::: / 2: Customer Communications
::: / 3: Selling
::: / 4: Customer Servicing
::: / 5: Information Gathering & Usage
H78.xls : Excel File / Total for Sector:
Factor: / SALESFORCE STRUCTURE
::: / 1: Territory Value Structured
::: / 2: Workload Structured
::: / 3: Territory Structured
::: / 4: Product Structured
::: / 5: Customer Structured
H79.xls : Excel File / Total for Sector:
FACTORS / 01 / 02 / 03 / 04 / 05 / 06 / 07 / 08 / 09 / 10 / 11 / 12 / 13 / 14 / 15 / TOTAL
for
FACTOR
Factor: / SALESFORCE EMPLOYMENT
::: / 1: Recruitment Procedures
::: / 2: Applicant Vetting & Selection Procedures