PERFORMANCE EVALUATION - PowerPoint PPT Presentation

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PERFORMANCE EVALUATION

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  1. PERFORMANCE EVALUATION • Introduction • Audit Phases • Sales Performance Criteria • Other Criteria • Applying Performance Measures • Corrective Actions • Summary

  2. Introduction • Factors Affecting Scope and Frequency • Degree of Control of Channel Captain • Relative Importance of Channel Members • Nature of Product (Complexity, Unit value, etc.) • Day to Day Monitoring Vs. Performance Evaluation • Day to Day Monitoring: • Operational, Routine, Sales Criteria Based • Performance Evaluation • Fundamental, Long Term Based

  3. Phases of Audit • Developing Criteria • Periodic Evaluation Against Criteria • Recommended Corrective Actions

  4. Sales Performance and Other Criteria • Performance Measures (List) • Sales Performance • Of Manufacturer to the Channel Member • Of Channel Member to its Customers • Comparisons of Sales Performance: • As a Historical Time Series • Cross Comparisons with Other Channel Members • Comparison with Predetermined Quota

  5. Other Criteria • Inventory Maintenance • Key Questions • Field Measurement :By Sales Force, By Specialized Firm • Selling Capabilities • Difficulty in Obtaining Sales Records, • Indicators: Number of Salespersons Allocated to the Manufacturer’s Product Line, Technical Knowledge, Interest Attitudes (Should be Measured Proactively, Independently of Sales Data)


  6. Other Criteria Cont’d • Competition • Channel Growth Prospects • Member’s Financial Strength • Member’s Character and Reputation • Quality of Service

  7. Applying Performance Criteria • Separate Performance Evaluations on One or More Criteria • Limited to a Few Criteria, Not Including Overall Performance, Simple and Fast • Multiple Criteria Combined Informally for Overall Performance • Judge Overall Performance, Simple and Flexible • Multiple Criteria Combined Formally for Overall Performance • Creates scale and Index of Overall Performance, Comprehensive

  8. Corrective Actions and Summary • Management Inadequacy, Insufficient Support • Principles in Instituting Corrective Actions: • Institute Information Sharing on Members Needs and Problems • Congruency of Support Programs with Members Needs and Problems • Leadership through Skillful Use of Power • Understanding Constraints of the Interorganizational Setting of the Channel • SUMMARY