Primary Sales
Sales from manufacturer to distributor.
Key terminology used throughout this diagnostic framework.
Technical mechanism allowing software systems to exchange data.
Outstanding payments owed by customers for delivered goods.
Set of SKUs offered or stocked within a specific retail outlet.
Structured schedule for retail visits assigned to field sales representatives.
Distinct identity under which a group of products are marketed.
Average number of retail visits completed by a sales representative within a period.
Process for validating and reimbursing distributor or retailer promotional claims.
Centralized dashboard providing real time operational visibility across distribution.
Small retail outlet selling everyday goods with extended hours.
Operational cost associated with serving a specific territory or customer.
Processes used to monitor and manage outstanding credit balances.
Maximum credit allowed for a distributor or retailer before payment is required.
Policies ensuring enterprise data quality, ownership, and security.
Storage system designed for large volumes of raw data used for analytics.
Central repository storing structured historical business data.
Prediction of future product demand based on historical data.
Software used to manage distributor operations including billing, inventory, trade schemes, and reporting.
Profitability generated by distributors relative to investment.
Measurement of sales rep efficiency across visits, orders, and conversions.
Matching financial transactions across systems to ensure accuracy.
Location tracking used to verify field sales activities.
Traditional retail consisting of small independent stores.
Distribution channel consisting of hotels, restaurants, and catering businesses.
Large retail store combining supermarket and department store formats.
Stock of goods held within warehouses, distributors, or retail outlets.
Average number of SKUs sold during a store visit.
Activities performed in retail stores to improve product display and visibility.
Mobile application used by field sales teams to capture orders and store data.
Organized retail channels such as supermarkets and hypermarkets.
Percentage of retail outlets stocking a product.
Capability allowing mobile apps to function without internet connectivity.
Analysis of operational metrics used to improve efficiency.
Framework defining ideal retail execution standards including assortment, visibility, and pricing.
Mobile capability allowing field reps to capture images of shelves or displays.
Diagram defining how products should be arranged on retail shelves.
Marketing materials displayed in stores to promote products.
Use of statistical models to forecast future business outcomes.
Analytics that recommend actions based on predictive insights.
Sales from manufacturer to distributor.
Grouping of related products serving a similar consumer need.
Structured classification of products across brand, category, subcategory, and SKU levels.
Return generated from promotional investment.
Incremental sales generated by a promotion compared to baseline.
Enterprise initiative to modernize route to market operations using digital systems and analytics.
Inspection of retail stores to verify compliance with merchandising standards.
Processes ensuring product availability, pricing compliance, and merchandising in retail outlets.
Classification of retail outlets based on size, format, and product assortment.
Strategy and operational framework used by consumer goods companies to distribute products through distributors and retailers to consumers.
Unique identifier representing a specific product variant including size, packaging, and brand.
Analysis of sales performance data to identify trends and opportunities.
Visual interface displaying key sales performance metrics.
Software tools used by field sales teams to manage visits, capture orders, and report activities.
Financial loss due to fraudulent or incorrect promotional claims.
Sales from distributors to retailers representing downstream demand.
Process of restocking inventory to maintain required levels.
Real time view of inventory across supply chain nodes.
Percentage of visits that result in an order.
Retail store selling groceries and consumer goods in self service format.
Geographic region assigned to a salesperson or distributor.
Process of assigning territories to maximize coverage and efficiency.
Sales from retailers to final consumers.
Incentives offered to distributors or retailers to drive product sales.
Software and processes used to manage trade promotions and measure their impact.
Total investment in promotions, discounts, and incentives for retail channels.
Software used to manage transportation logistics and route planning.
Facility used to store products before distribution.
Software used to manage warehouse inventory and operations.
Distribution measure weighted by store sales volume.