Site map

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Landscape

The value chain

Market segmentation

Market research

• Product scan
• Consumer surveys
• Channel analysis

Enabling environment

Case study: water kiosks in Kenya

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Product and service

Product and service mix

Product development process

Case study: expanding the CWP product mix in Cambodia

Case study: field evaluation of the Smart Electrochlorinator

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Operations

Processes

• Capacity
• Quality control
• Records and inventory management

Distribution and logisitics

Partnering

Post-sale considerations

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Key opinion leaders

About key opinion leaders

Case study: engaging key opinion leaders in India

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Sales

Sales model

Sales recruiting

• Preparation
• Collecting and presenting information
• Evaluation and selection

Sales training

• RACE^TM framework
• Using the CLEAR^TM framework

Sales tools

• FAQs

Sales management

• Creating the sales culture
• Aligning incentives and salesperson compensation
• Launching and managing the sales team

Case study: effective use of referrals and salesperson management in Cambodia

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Marketing

Marketing mix

Medium and message

Working with media partners

Marketing metrics

Marketing tools and assets

• Mass media
• Printed materials
• Coupons
• Product demonstration

Case study: return on investment for marketing initiatives in India

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Reporting

The value of metrics

Sales reports

• Field sales report
• Master sales report
• Case study: sales reports in Vietnam

Profit and loss reporting

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Financing

Commercial financing

• Types of funding organizations
• Seeking funding
• Working with investors

Consumer financing

• Considerations
• Primary forms of consumer credit

Case study: financing water filters in Asia

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Case studies

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Glossary

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Site map

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Contact us

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Tools