TRADE CELL ISSUES

Description

RELATIVE STATURE

~ PREVALENT AWARENESS BY CUSTOMERS

common buyer recognition of the business and its products

~ PREVAILING REPUTATION

overall position

~ PERCEPTION OF PRODUCTS

stature of products

~ RECOGNITION OF PRODUCT QUALITY

appraisal of product excellence

~ PERCEPTION OF SERVICE SUPPORT

level of service proffered

~ PERCEPTION OF CLIENT TREATMENT

level of client management and relationship

COMPETITIVE PROMOTIONAL PRACTICE

~ EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY

evaluation of overall sales promotion undertakings

~ MERIT OF ADVERTISING

understanding of advertising stance and the advertising intent

~ VALUE OF SALES PERSONNEL

potency of sales and marketing staff

~ CALIBER OF SALES PRINT

clarity of sales literature and print

COMPETITIVE PRODUCT AVAILABILITY

~ GRADING OF PRODUCT AVAILABILITY

grading of routine product availability

~ MERIT OF PRODUCT DEFINITION

proficiency of product specifications

~ GRADING OF ON-TIME DELIVERY

accomplishment of on-time delivery track record

~ RATING OF UNIMPAIRED ORDER DELIVERY

confidence in overall order delivery performance

~ RATING OF ORDER HANDLING

proficiency of order supervision and order taking

~ RATING OF CAPACITY TO PROVIDE

capacity to furnish products as contracted

COMPETITIVE MARKETING APTITUDE

~ CALIBER OF MARKETING EXPERTISE

caliber of prevalent marketing expertise

~ EVALUATION OF MARKETING RESPONSE

marketing experience and proficiency amid personnel

~ EVALUATION OF MARKETING TECHNIQUE

utilization of marketing techniques

~ EVALUATION OF PROMOTIONAL DOCUMENTATION

lucidity of promotional documentation and print

~ EVALUATION OF PROMOTIONAL + SALES DECAY

degree of promotional rejection and sales decay

~ EVALUATION OF ADVERTISING DEXTERITY

recognition of prevalent advertising adroitness and execution

MARKET COMPONENTS

~ CONSCIOUSNESS OF PRODUCT PRICING

consciousness of product pricing

~ PRODUCT EXCELLENCE

recognition of product excellence

~ CLIENT SERVICE

completion of client instructions and the character of service delivered

~ RELIABLE DELIVERY

confidence in punctual delivery

~ SERVICE RELIABILITY

score of service reliability

~ SERVICE STANDARDS

attainment of service standards

~ SERVICE CONDUCT

routine smoothness of the service function and procedures used

~ SERVICE CONVENIENCE

satisfaction with service convenience

~ PRODUCT DELIVERY SYSTEM

reputation of the distribution system and its efficacy

~ RESPONSIVENESS OF CLIENT TREATMENT

client treatment, versatile and propensity to assist

~ OBSERVANCE OF FAIR TERMS OF BUSINESS

fairness and observance of commercial & contractual terms of business

SALES STAFF ACHIEVEMENT

~ PRIMARY CONTACT

original contact and comprehension

~ ORDER HANDLING STAFF

relationship with order handling staff

~ SALES STAFF

negotiations with sales and marketing personnel

~ ADMINISTRATION STAFF

performance of administration and account staff

~ SALES MANAGEMENT

dealings with sales managers and staff

~ SALES PERSONNEL

deportment of sales personnel

CORPORATE SALES ELEMENTS

~ UPSTREAM SALES CONSOLIDATION

comparative upstream sales coordination

~ DOWNSTREAM PROMOTIONAL HARMONIZATION

observance of downstream promotional harmonization

~ CAPTIVE SALES CONDUITS

conduct of captive sales mechanisms

~ DEPENDENCE ON SELLING OUTLETS

dependence on selling outlets

~ OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING

application of segmented promotional Endeavour

~ BENEFITS OF SEGMENTED MARKETING

support of segmented marketing activity

~ CAPTIVE CUSTOMER BASES

acquisition and influence of specific customer bases

COMPETITIVE SALES CHANNEL AWARENESS

~ WAREHOUSING & HANDLING

proficiency of warehousing and handling

~ PACKING & PACKAGING

character and refinement of packing and packaging

~ SALES ACTIVITY

conduct of regular sales undertakings

~ STOCK AVAILABILITY

normal stock availability

~ CUSTOMER SATISFACTION

prevailing customer fulfillment

COMPETITIVE CLIENT AWARENESS

~ LOCATION OF CUSTOMERS

geographic location and distribution of the customer base

~ CAPTIVENESS OF THE CUSTOMER BASE

captiveness of prevailing customer bases

~ CUSTOMER BASE LOYALTY

fidelity of the current customer base

~ CONCENTRATION OF PURCHASES

comparative focus of customer purchases

~ PURCHASE FREQUENCY

frequency of typical buyer purchases

~ ORDER SIZE

average order size and content of customer purchase

~ CUSTOMER SERVICING

prevalent level of customer maintenance

~ SEASONALITY

seasonality of consumer use of products

COMPETITIVE PROMOTIONAL CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

prevailing advertising and sales promotion message

~ MARKETING

marketing overhead & application and sales decay

~ SALES PROMOTION

explicit sales promotions and activity

~ SALESFORCE

salesforce potency and accomplishment

~ ADVERTISING

advertising effectiveness

COMPETITOR CONSEQUENCES

~ PRICING CONDUCT

regular pricing guidelines and its execution

~ ECONOMIC ENVIRONMENT

conjectural reverberation of the economic climate and environment

~ COMPARATIVE MARKETING ACTIVITY

prevailing competitive marketing activity

~ RESPONSE TO OPPONENTS

response to opponents' behavior and methods

~ NEW COMPETITORS

invariable reflex to the market entry of challengers

~ PRICES AT MSP

acceptability of base prices

~ PRICE INCREASES

capacity to contend with and respond to price increases

~ PRICES AT RSP

overall competitiveness of End Users sales prices

~ MARKET SHARE

average comparative market share

TRADE CELL CONSIDERATIONS

Description

COMPANY PHYSICAL MARKETING CONCERNS

~ PHYSICAL MARKETING OBSTACLES

physical marketing obstacles and difficulties

~ PHYSICAL MARKETING RESOURCES

physical marketing resources

~ PHYSICAL ADVERTISING POTENTIAL

physical advertising potential

~ RESPONSIVENESS OF ADVERTISING REACTION

responsiveness of advertising reaction

~ ADROITNESS TO MODIFY MARKETING EFFORT

expertise to improve the marketing tasks

~ CLIENT HANDLING SYSTEMS & EQUIPMENT

customer administration infrastructure and equipment

ADVERTISING & MARKETING MATERIALS ELEMENT

~ ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES

marketing materials and supplies procurement

~ ADVERTISING & MARKETING MATERIALS STOCK LEVELS

stock levels & inventories of marketing materials & supplies

~ DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS

dependence on outside marketing suppliers

~ ADVERTISING BUYING INFLUENCE

advertising buying influence and purchasing power

SALES PERSONNEL PERCEPTIONS

~ SALES PERSONNEL ACCESSIBILITY

sales & marketing personnel accessibility

~ SALES EMPLOYEES RELATIONS

sales employees rapport

~ PRESSURE OF SALESFORCE WAGE RISES

salesforce salary rises and demands

~ RELATIVE SALES PAYROLL LEVELS

salesforce payroll levels in comparison to competitors

~ RELATIVE SALES INCENTIVE LEVELS

salesforce reward levels relative to competitors

~ SALESFORCE SPECIALIZED EXPERTISE

specialized expertise of sales personnel

MARKETING COSTS & MARGIN CONCERNS

~ MARKETING SUPPLIES INVENTORY LEVELS

marketing supplies reserves and inventory levels

~ VARIABLE MARKETING COSTS

flexibility of variable sales & marketing costs

~ FIXED MARKETING COSTS

flexibility of fixed marketing costs

~ MARKETING PAYROLL COSTS

responsiveness of marketing manpower and staff costs

~ DIRECT MARKETING COSTS RELATIVE TO COMPETITORS

direct marketing costs relative to major competitors

~ PRODUCT DEVELOPMENT COSTS

product launch / innovation & product development costs

PRODUCT ADVERTISING + MARKETING

~ QUALITY

product quality

~ PRODUCT SPECIFICATIONS

product specifications

~ DESIGN

product design and utility

~ OPERATING CRITERIA

product operating requirements and operating suitability

~ PRODUCT EFFICIENCY

product efficiency and performance

~ PRODUCT RELIABILITY

product dependability and integrity

~ PRODUCT LONGEVITY

product longevity and shelf life

~ PRODUCT LIFE CYCLE

product life cycle and obsolescence

~ PRODUCT CUSTOMIZATION

degree of product customization and flexibility

~ PRODUCT TECHNOLOGY

product technology and technological advantage

~ PRODUCT USAGE

product interchangeability and usage

MARKETING MANAGEMENT STRENGTHS

~ MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL

strengths of senior marketing personnel

~ MANAGEMENT STRENGTHS: SALESFORCE MANAGERS

effectiveness of salesforce managers

~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

performance of sales and marketing managers

~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS

efficiency of customer handling managers

~ MANAGEMENT STRENGTHS: TECHNICAL APTITUDE

aptitude and technical capability of sales managers

~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY

reliability of customer handling managers

CORPORATE MARKETING CONSIDERATIONS

~ UPSTREAM MARKETING STRATEGIES

upstream consolidation of marketing strategies

~ DOWNSTREAM MARKETING TACTICS

downstream co-ordination of marketing tactics

~ CAPTIVE MARKETING CHANNELS

captive marketing channels

~ RELIANCE ON EXTERNAL MARKETING

reliance on third party marketing & sales effort

~ RELIANCE ON EXTERNAL PROMOTION

reliance on outside promotional effort en-route to the market

~ RELIANCE ON EXTERNAL MARKETING SUPPORT

reliance on third party marketing activity for sales support

~ RELIANCE ON CUSTOMERS ATTITUDES

reliance on customers attitudes to corporate factors

DISTRIBUTION MARKETING CONSIDERATIONS

~ WAREHOUSING & HANDLING

warehousing and handling

~ PACKING & PACKAGING

packing and packaging

~ DISTRIBUTION

distribution activities

~ STOCK AVAILABILITY

stock availability

~ ORDER PROCESSING

order processing

CUSTOMER TOPICS

~ LOCATION OF CUSTOMERS

geographic location of the customer base

~ RELIANCE ON CUSTOMER BASE

reliance on distinct customer bases

~ CAPTIVE CUSTOMER BASE

captive and assured customer base

~ CONCENTRATION OF CUSTOMERS

concentration of customers

~ PRODUCT USAGE FREQUENCY

frequency of product usage

~ ORDER VALUE

order value and volume of average turnover

~ RELATIVE CUSTOMER SERVICING

customer servicing relative to competitors

~ SEASONALITY OF DEMAND

seasonality of demand and customer purchases

COMPETITIVE MARKETING CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

advertising and sales promotion posture and activity

~ MARKETING COSTS

total marketing costs

~ SALES PROMOTION COSTS

sales promotion costs

~ SELLING COSTS

salesforce and selling costs and expenses

~ ADVERTISING COSTS

advertising costs

COMPETITOR CONSIDERATIONS

~ COMPETITORS' PRICING GUIDELINES

competitors' pricing procedures and stance

~ SENSITIVITY TO ECONOMIC CONDITIONS

sensitivity to economic conditions

~ RELATIVE MARKETING SPEND

marketing spend relative to competitors

~ COMPETITORS' COMBATIVENESS

combativeness of competitors' conduct and attitude

~ ACCESS OF NEW COMPETITORS

access of new competitors into the market

~ PRICES AT MSP

prices at manufacturers sales price

~ PRICE INCREASES AT MSP

previous price increases at manufacturing level

~ PRICES AT RSP

prices at retail or End Users sales price

~ MARKET SHARE

market share