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1、Interview Guide Sub-company1. Organization Structurel Positions; job description of every positionl Horizontal report line; key adoptions and frequencyl Vertical report line; key adoptions and frequencyl HQ information availability (sales/marketing strategy and plan); how to communicate and its effe
2、ctivenessl Internal information communication; market information feedback and HQ response speed l What kind of HQ supports do they receive and expect to receive? GAP? - Training needs/programl Staff performance measurements (KPI); how to measure; any related documentsl Any issue or suggestion in th
3、is regard2. General Sales Performancel Historical sales records: by channel; by territoryl Profit/detailed expense breakdownl Local reserve fund; how to apply 3. Channel l Local channel structure/volume split/margin splitl Key players in every layer and their marginsl Retail universe: key players; r
4、etail formats; l Channel terms and company existing policyl Channel service requirements (delivery lead time/invoice/inventory management/other supports)l What kind of channel service does Fotile provide to distributors or retailers? l What kind of retail service does distributors provide to retaile
5、rs? Merchandising team structure, management and any related polityl Any existing channel conflict; cause; solution4. Promotion/media supportl How to develop the annual/month promotion plan? Execution? How to evaluate the promotion effectiveness?l How to develop the local medial annual/month medial
6、plan? Execution? How to evaluate the promotion effectiveness? l Historical promotion/media data.5. End user servicel Who actually delivers the end user service? What kind of services do they deliver?l How to evaluate the service level (consumer satisfaction, lead time)6. Logisticsl Local warehouse a
7、rea/equipment/utilization rate/coverage areal Logistics staffingl KPI (delivery lead time, inventory level, delivery loss)7. Competitor informationl Key competitors; sales performance; marginl Channel penetration/servicel Channel promotion/media/merchandisingl Any key learning from competitor perfor
8、mance8. Key processl Sales call processl Order process l Collection process (invoice)l Reimbursement processl Distributor management processl Other application process ( expense/reserved fund/promotion)l Merchandiser management process9. Issue/suggestionInterview Guide Sales-clerk1. Organization Str
9、ucturel General introduction of the sales clerk system and its evolutionl Positions; job descriptionl Horizontal report line; key adoptions and frequencyl Vertical report line; key adoptions and frequencyl HQ information availability (sales/marketing strategy and plan); how to communicate and its ef
10、fectivenessl Internal information communication; market information feedback and HQ response speed l What kind of HQ supports do they receive and expect to receive? GAP? - Training needs/programl Staff performance measurements (KPI); how to measure; any related documentsl Any issue or suggestion in
11、this regard2. General Sales Performancel Historical sales records: by channel; by territoryl Profit/detailed expense breakdownl Local reserve fund; how to apply 3. Channel l Local channel structure/volume split/margin splitl Key players in every layer and their marginsl Retail universe: key players;
12、 retail formats; l Channel terms and company existing policyl Channel service requirements (delivery lead time/invoice/inventory management/other supports)l What kind of channel service does Fotile provide to distributors or retailers? l What kind of retail service does distributors provide to retai
13、lers? Merchandising team structure, management and any related polityl Any existing channel conflict; cause; solution4. Promotion/media supportl How to develop the annual/month promotion plan? Execution? How to evaluate the promotion effectiveness?l How to develop the local medial annual/month media
14、l plan? Execution? How to evaluate the promotion effectiveness? l Historical promotion/media data.5. End user servicel Who actually delivers the end user service? What kind of services do they deliver?l How to evaluate the service level (consumer satisfaction, lead time)6. Logisticsl Local warehouse
15、 area/equipment/utilization rate/coverage areal Logistics staffingl KPI (delivery lead time, inventory level, delivery loss)7. Competitor informationl Key competitors; sales performance; marginl Channel penetration/servicel Channel promotion/merchandising/medial Any key learning from competitor performance8. Key processl Sales call processl Order process l Collection process (invoice)l Reimbursement processl Distributor management processl Other planning and application process (expense/reserved fund/promotion)l Merchandiser management process9. Issu
