(I) History of company.

(II) Management of company.

(III)Distributor margin in %age.

(IV)Margin of retailers in terms of %age.

(V)Minimum Number of days stock that he needs to maintain in his godown. Here most of sales staff
lie. And this incorrect briefing to distributor in the beginning result into long term problems in the
times to come.

(VI)Minimum investment from him in company's business. Here correct estimate of investment
should be given to distributor so that he can plan his funds and infrastructure accordingly. With
objective of getting Yes from shortlisted distributor most of sales staff lie here.

(VII)Requirement of godown space for keeping stocks of company.

(VIII) Minimum sales he will get from company in a month or in a year as the case may be. Here
genuine sales figure should be given to earn distributor's faith in the long run. If sales staff give
higher sales figure and actual sales is less than the committed or promised sales figure then
distributor's faith in company sales staff will be reduced.And this is one area where most of sales
staff give wrong information deliberately just to trap unsuspecting distributors.

Sales support provided by company (in terms of company's sales staff working in his town or
market).

Sales promotion support being provided by company ( schemes, BTL,/ATL support which leads to
sales growth in his market).

Damage policy of company i.e. how the company settles claims related to unsold , expired or
unsaleable products of company lying in market and at godown of distributor.

Minimum order in quantity or value that distributor needs to place to company or its SS or its CFA.