Which evidence should support a dealer qualification decision?

A four-step working method

1. Define territory, customer type and desired service responsibilities first.
2. Ask for independently checkable business and channel information.
3. Use the same questions for each candidate; leave unknown answers blank.
4. Agree a small pilot with measurable responsibilities before extrapolating scale.

Common errors to avoid

• Equating an attractive sales promise with independently verified channel reach.
• Treating an empty worksheet field as a confirmed zero or a verified fact. Mark missing information explicitly.
• Sharing a working brief as a professional conclusion. Keep assumptions and unanswered questions attached.