Académique Documents
Professionnel Documents
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PROCESSING
STORAGE
USE
Competition Tracking
Purpose Plan day to day corrective action to protect market
shares and shelf space
Source Trade, channel partners and sales people
A 7.39 1
B 7.20 2
C 7.15 3
D 6.89 4
E 6.56 5
F 5.60 6
SDM – Ch 14 Tata McGraw Hill 19
Overall Rankings - Action
• Bottom 20% to be warned to improve
performance
• Top scorers have potential to give more
business to the company – to be
encouraged
• Consistent poor performance will entail
dismissal