Organisational development

Creating job descriptions and performance standards
Accountability matrix
People assessment, assessment centers
Development plans
Assessment & development centres
The performance management process


Organization size, structure and model vs. market size
Strategies by trade channels
Field force call mission
On-the-job training

Trade marketing

Trade segmentation
Trade programs and incentive tools
Cycle planning
Trade communication tools
Key Account Management

Sales & distribution systems in FMCG

Distribution model
Organization size and structure
Cost/efficiency structure
Commercial policies
On-the-job training