Evaluation and Selection of Distributors Based on Artificial Neural Network

Evaluation and selection of distributors is one of the most important choices that a manufacturer will make new market development. Sales performance and marketing strategy implementation will be directly affected by the result of decision. This paper introduces a computer-aided decision support tool for qualifying potential distributors. Based on fast moving consumer goods, this tool, developed as an expert system, provides the user with seven dimensions and specific criteria for arriving at reasonable conclusions by Analytic Hierarchy Process (AHP), assesses the accuracy class of those evaluators of by artificial neural network, and demonstrates the comprehensive evaluation methodology for qualifying potential distributors.