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Lecture _ 6

Criteria:
Sales performance
Servicing
Financial discipline
Inventory maintenance
Selling capabilities
Support to the organisation
2

type of product
Type of market Technical

consumer durable

non durable

Hi competition

Selling capability Sales& servicing

Sales

Lo competition

Servicing

Inventory

Financial

Lo awareness

Support to Co.

Support to Co.

inventory

The evaluation could fail to recognize


situations where the channel
member would have met the targets
purely by chance but the
performance is not sustainable.
In such situations it is advisable to go
beyond absolute measures of
performance.
4

It is essential to study the


antecedents influencing the
performance or non performance.
In the Pakistani context both business
and social benefits are important to
the channel member.
Factors which influence the business
and social benefits are:
5

Financial status
Partnership issues
Family concerns
Reputation
Company variables
Social status
6

Greatness starts with


replacement of hatred
with polite disdain
THANK YOU ANY????