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companies use many tools and standards to evaluate the peformance of distributors i am mentioning some of them here.
Classify them: You can use surveys ,evaluation forms,software applications to give them primary and secondary ranking.For example those distributers gives priority to your product are primary and other are secondary.so you can go ahead with primary distributors and save lot of time
Set Perfomance Measure: Set targets like sales target,profitablity, after sale services,compalint history,financial and credit control, documents procedure,quality and price controll etc check all these elements on monthly,quaterly and annual basis.
Evaluation: You can also use survay from your employees and even from customers to evaluate the reliabiliyy and perfomance of your distributor.You can also audit perodically to check the internal and external control of cycle from purchase till distribution.
standard of evaluation is sales over a specified time period. Generally distributors and agents are classified on teh basis of territory or product.
