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  • CM 6

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    anum sethy
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    The evaluation could fail to recognize situations where the channel member would have met the targets purely by chance but the performance is not sustainable. In the Pakistani context both business and social benefits are important to the channel member.

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    CM_6

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    The evaluation could fail to recognize situations where the channel member would have met the targets purely by chance but the performance is not sustainable. In the Pakistani context both business and social benefits are important to the channel member.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
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    Download as pptx, pdf, or txt
    2 views7 pages

    CM 6

    Uploaded by

    anum sethy
    The evaluation could fail to recognize situations where the channel member would have met the targets purely by chance but the performance is not sustainable. In the Pakistani context both business and social benefits are important to the channel member.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pptx, pdf, or txt
    of 7

    Lecture _ 6

    Appraisal of channel member


    Criteria: Sales performance Servicing Financial discipline Inventory maintenance Selling capabilities Support to the organisation
    22

    Appraisal criteria
    type of product
    Technical durable Selling capability Servicing Support to Co. consumer durable Sales& servicing Inventory Support to Co. non Sales Financia l inventor y

    Type of market

    Hi competition

    Lo competition

    Lo awareness

    33

    Evaluating the channel member


    The evaluation could fail to recognize situations where the channel member would have met the targets purely by chance but the performance is not sustainable. In such situations it is advisable to go beyond absolute measures of performance.
    44

    Evaluation
    It is essential to study the antecedents influencing the performance or non performance. In the Pakistani context both business and social benefits are important to the channel member. Factors which influence the business and social benefits are:
    55

    Antecedents of performance
    Financial status Partnership issues Family concerns Reputation Company variables Social status

    66

    Greatness starts with replacement of hatred with polite disdain THANK YOU ANY????

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