O'Reilly logo

The AMA Handbook of Due Diligence by Andrew J. Sherman, William M. Crilly

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

ENTITY Form 10-36
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
252
MARKETING FINANCIAL PERFORMANCE VERSUS BUDGET
BUDGET VERSUS ACTUAL RESULTS
ITEM 20 20 20 20 YTD
(Expenses And Revenues In Thousands Of Dollars)
Marketing Expense
Budgeted
$ $ $ $
Actual
Actual/Budget % % % %
Net Revenues
Budgeted $ $ $ $
Actual
Actual/Budget % % % %
Expenses/Net Revenues
Budgeted % % % %
Actual % % % %
YEAR FACTORS THAT CONTRIBUTED TO VARIATIONS FROM BUDGET
20
20
20
YTD 20
ENTITY Form 10-37
253
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
MARKETING INFORMATION REQUEST
ITEM PERIOD REQUESTED DATE DELIVERED
Marketing/Sales Manual Current
Organization Chart Current
Job Descriptions Of Key Personnel Current
Resumes Of Key Personnel Current
Employment Agreements Current
Policy Statements (1) Current
Terms Of Sale
Credit Terms
Warranty/Guarantee Policies
Return Policy
Price Lists Current
Retail
Wholesale
Volume Discounts
Sales Agreements Current
Independent Distributors
Independent Sales Representives
Consignment Sales Agreements
Barter Agreements
Marketing Plans Last Three Years + Current
Sales (Variance) Reports Last Three Years + Current
Expense (Variance) Reports Last Three Years + Current
Advertising Schedule Current Year + Next Year
Sales Promotion Schedule Current Year + Next Year
Training Program Current Year + Next Year
Program Schedules
Training Materials
Market Research Studies Most Recent Three Years
Industry Marketing Surveys Most Recent Three Years
Note: (1) If not included in Marketing/Sales Manual.
(2) Provide copies of competitor’s documents covering the same information, if available.
ENTITY Form 10-38
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
254
SUMMARY OF OBSERVATIONS REGARDING MARKETING ACTIVITIES
ITEM EXCELLENT GOOD FAIR POOR NOTES
Organization
Management
Quality
Effectiveness
Staffing Levels
Base Salary Levels
Incentive Programs
Direct Sales Personnel
Quality
Effectiveness
Staffing Levels
Compensation Program
Independent Distributors
Independent Sales Representatives
Commission/Discount Structure
Market Planning And Forecasting
Market Research Program
Advertising Program
Sales Promotion Program
Pricing Policies
Terms Of Sale And Credit Policies
Warranty/Guarantee Policies
Return/Consignment Policies
Budgeting
Expense Control
ENTITY Form 10-38
255
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
SUMMARY OF OBSERVATIONS REGARDING MARKETING ACTIVITIES (Continued)
NOTE COMMENTS
(1)
ENTITY Form 10-39
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
256
THIRD PARTY COMMENTS REGARDING MARKETING ACTIVITIES
COMMENT BY INDEPENDENT DISTRIBUTORS
COMPANY / CONTACT COMMENTS
COMMENTS BY INDEPENDENT SALES REPRESENTATIVES
COMPANY / CONTACT COMMENTS

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required