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

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DUE DILIGENCE HANDBOOK 10-00
SECTION 10
MARKETING OPERATIONS
CONTENTS
SUBJECT TEXT FORMS
Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 197
Marketing Organization. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 197 Form 10-01
Marketing Organization - Resumes Of Key Marketing Personnel. . . . . . . . . . . . . . . . . . . . . . . . . 197 Form 10-02
Compensation Of Key Marketing Staff Personnel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 197 Form 10-03
Qualification, Recruiting And Training Of Direct Sales Personnel . . . . . . . . . . . . . . . . . . . . . . . . 198 Form 10-04
Compensation Of Direct Sales Personnel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 198 Form 10-05
Marketing Organization - Expense Accounts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 198 Form 10-06
Marketing Locations And Facilities - Domestic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 199 Form 10-07
Marketing Locations And Facilities - Foreign . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 199 Form 10-08
Marketing Channels . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 199 Form 10-09
Distribution Channels - Characteristics of Present System . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 199 Form 10-10
Distribution Channels - Miscellaneous Questions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 199 Form 10-11
Market Planning And Research - Organization And Activities . . . . . . . . . . . . . . . . . . . . . . . . . . . 199 Form 10-12
Market Planning And Research - Methodology and Expenditures. . . . . . . . . . . . . . . . . . . . . . . . . 199 Form 10-13
Advertising Organization And Activities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 199 Form 10-14
Advertising Media; Advertising Expenditures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 200 Form 10-15
Comparison Of Advertising Expenditures With Competitors. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 200 Form 10-16
Sales Promotion Organization And Activities. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 201 Form 10-17
Trade Show Participation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 201 Form 10-18
Sales Promotion Expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 201 Form 10-19
Comparison of Sales Promotion Programs With Major Competitors. . . . . . . . . . . . . . . . . . . . . . . 201 Form 10-20
Foreign Marketing Considerations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 202 Form 10-21
Franchise Operations - Franchiser. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 203 Form 10-22
Franchise Operations - Franchisee . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 203 Form 10-23
Factors Impacting Marketing Activities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 203 Form 10-24
Pricing - Organization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 204 Form 10-25
Internal Pricing Policies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 204 Form 10-26
Special Pricing Situations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 204 Form 10-27
Price Trends . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 204 Form 10-28
Current Pricing Environment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 204 Form 10-29
195

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