%0 Journal Article
%T Performing Detailed Diagnostics Using a Hypothesis Driven Approach
%A Ioana OLARIU
%A Gheorghe EPURAN
%J Risk in Contemporary Economy
%D 2012
%I Dunarea de Jos University of Galati
%X This paper is about understanding through deep market analysis what are the issues and opportunities in distribution. It highlights the detailed hypotheses driven ¡®diagnostic¡¯ framework to perform this analysis and shows the selling force role in successfully managing distribution excellence as a change intervention. For each issue we built the most common hypotheses which can conduct to a certain situation and we have highlighted different type of key questions which can describe each hypothesis.
%K access
%K presence
%K delivery
%K diagnosis
%K distribution system
%U http://www.rce.feaa.ugal.ro/sites/default/files/OlaruEpuran.pdf