The position that management occupies in the company. The decision level that it has in the purchase process. The knowledge that it owns on the sector. The people who exert it in his company influences envelope. Its preoccupations and motivations. The level of studies and formation that it has.

Its likings. The behaviors that it had in previous interviews. The style of purchase and negotiation. The promotions that it appreciates more. The attitude that has towards our company and our marks. The relations with other suppliers. Later we will analyze the information available on the company client.

The economic and financial situation. The number of employees. The future perspective. Its global invoicing. The invoicing by suppliers. The number of suppliers and the criteria of selection of these. The relations with other competing suppliers ours. The characteristics of its clients. The habits of purchase and consumption of its clients. The mean consumption of these. The cycles of sale and possible seasonalities of our client. Next we will study the previous relations of the client with us. The evolution of our marks and products or services. The conditions previously agreed. The quota of market in our client by reference and its evolution. The present assortment and the possibility of increasing it. The reached commercial agreements, as well as the level of fulfillment of the same. The realised promotions and the result of the same. Quarter, we will compile and analyze all the possible information of our competitors in the client. The product assortment. The evolution of the sales. The quota of market that it owns in the client. The agreed conditions. The commercial promotions and agreements that reach. The level service. Finally, we will review the evolution of the market in the zone of action of the client.