salesquestionnaire020723

2Sales management question list Channel strategy, What is the existing channel strategy, why? How to develop a channel strategy? How do we understand the channel status and the development trend? Differentiation between channels? Why? Any data support this? Territory management, why we structure the territory as the existing one? Differentiation between territories, why? The possible territory structure in the future? Any data support this? Sales Clerk system, operation details of the system, the advantage and the negative impact of the system? The possible change models and the associated difficulties and risks? Any data support this? Organization structure, what is the function roles and measurements for the sales department? Why we structure the department like this? Any possible sales organization restructuring model? What is the interaction between sales and marketing? Any existing communication barriers and possible solutions? How do you assess the existing organization capability? Channel conflicts, Territory conflicts, the reasons to cause the conflicts? how to address the conflicts? Power delegation, the roles and the layers with the corresponding power? Organization communication process, the tools, the frequency, the standard procedure? Sales staff management, in GO? In field? Incentives? Criteria? Sales planning process, the measurements for the sales department? The current KPI figures? Coverage execution process? How many store outlets in coverage today? Retail performance standard? Call frequency? Call procedure? Branch office management process? The reporting process/regulations of branch office to headquarter sales? The role of branch office manager? Day-to-day branch office operation? Sales operation process? Replenishment process? Order processing? Delivery service? Post-sales service? Distributor management process? The criteria of a Fotile distributor? The process of establish a distributorship? Distributor contract? Distributor policy? Distributor replenishment process? Distributor selling process? Key account management process? Key account information? The criteria of a key account? Key account business policy? Trade terms? Key account replenishment process? New initiative sell-in process? Sales controlling process? Promotion planning and deployment? Sales POP (from production to logistics)? The risk of incorporate the kitchenware system into the existing sales platform? The opportunities? The existing issues? If you are the general manager, you have freedom to do the redesign, how will you redesign sales strategy, organization, business process?