16

CHAPTER

AUDITING RESULTS AFTER THE LAUNCH

Executive Summary

Image   The post-launch audit, conducted by an impartial auditor, examines the effectiveness of launch activities and Launch Plans.

Image   The win–loss audit examines the reasons for winning or losing individual sales, in an effort to isolate and correct systemic problems.

Image   Both types of audits are only as good as the team’s willingness to implement changes that mitigate the problems found during ...

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