Methodical approach on the evaluation of distributors at commercialization of industrial goods

Abstract

In the work on the basis of comparative analysis of expert, analytical and combined methods of distributor’s estimation, a methodical approach of their estimation in the market of industrial goods is offered. In particular, as the criteria for evaluation proposed to apply: the correspondence of the actual and planned volumes of selling; attracting new customers; the proportion of the intermediary in the total volume of sales of the industrial enterprise, in comparison with the expenses for work with this distributor; performance of contractual terms.