{"text_format":"3","workbook":"xlsx","n_sheets":10,"sheets":["Synthèse","Stratégie commerciale","Connaissance de la concurrence","Offre produits-services","La demande","Les prix","Communication et promotion","Organisation commerciale","Action commerciale","Force de vente"],"not_rendered":{"charts":10,"defined_names":10},"read":"whole","date_system":"1900"}

{"sheet":"Synthèse","index":0,"n_rows":18,"n_cols":11,"rows_kept":18,"merged":[[1,1,1,4],[3,3,3,4],[15,1,15,2],[17,1,17,2],[18,1,18,11],[19,1,19,11],[20,1,20,11],[21,1,21,11],[22,1,22,11],[23,1,23,11],[24,1,24,11],[25,1,25,11],[26,1,26,11],[27,1,27,11],[28,1,28,11],[29,1,29,11],[30,1,30,11]]}
[]
[null,"Diagnostic commercial"]
[]
[null,"Synthèse","N/A","Evaluation"]
[]
[null,"1 - Stratégie commerciale",null,{"$f":"IF(C6=\"N/A\",\" \",IF('Stratégie commerciale'!#REF!<0,\" \",'Stratégie commerciale'!K16))","v":{"$error":"#REF!"}},{"$f":"'Stratégie commerciale'!K17","v":" "},null,{"$f":"IF(C6=\"N/A\",\" \",IF(E6=\" \",\" \",IF(E6=\"Fort\",\"J\",IF(OR(E6=\"faible\",E6=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C6=\"N/A\",0,3)","v":3}]
[null,"2 - Connaissance de la concurrence","N/A",{"$f":"IF(C7=\"N/A\",\" \",IF('Connaissance de la concurrence'!#REF!<0,\" \",'Connaissance de la concurrence'!K12))","v":" "},{"$f":"'Connaissance de la concurrence'!K13","v":" "},null,{"$f":"IF(C7=\"N/A\",\" \",IF(E7=\" \",\" \",IF(E7=\"Fort\",\"J\",IF(OR(E7=\"faible\",E7=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C7=\"N/A\",0,3)","v":0}]
[null,"3 - L'offre","N/A",{"$f":"IF(C8=\"N/A\",\" \",IF('Offre produits-services'!#REF!<0,\" \",'Offre produits-services'!K12))","v":" "},{"$f":"'Offre produits-services'!K13","v":" "},null,{"$f":"IF(C8=\"N/A\",\" \",IF(E8=\" \",\" \",IF(E8=\"Fort\",\"J\",IF(OR(E8=\"faible\",E8=\"nul\"),\"L\",\"K\"))))","v":" "},0]
[null,"4 - La demande","N/A",{"$f":"IF(C9=\"N/A\",\" \",IF('La demande'!#REF!<0,\" \",'La demande'!I12))","v":" "},{"$f":"'La demande'!K12","v":-1},null,{"$f":"IF(C9=\"N/A\",\" \",IF(E9=\" \",\" \",IF(E9=\"Fort\",\"J\",IF(OR(E9=\"faible\",E9=\"nul\"),\"L\",\"K\"))))","v":" "},0]
[null,"5 - Les prix","N/A",{"$f":"IF(C10=\"N/A\",\" \",IF('Les prix'!P12<0,\" \",'Les prix'!K12))","v":" "},{"$f":"'Les prix'!K13","v":" "},null,{"$f":"IF(C10=\"N/A\",\" \",IF(E10=\" \",\" \",IF(E10=\"Fort\",\"J\",IF(OR(E10=\"faible\",E10=\"nul\"),\"L\",\"K\"))))","v":" "},0]
[null,"6 - Communication commerciale","N/A",{"$f":"IF(C11=\"N/A\",\" \",IF('Communication et promotion'!P12<0,\" \",'Communication et promotion'!K12))","v":" "},{"$f":"'Communication et promotion'!K13","v":" "},null," ",0]
[null,"7 - Organisation commerciale","N/A",{"$f":"IF('Organisation commerciale'!P15<0,\" \",'Organisation commerciale'!K15)","v":" "},{"$f":"'Organisation commerciale'!K16","v":" "},null," ",0]
[null,"8 - L'action commerciale","N/A",{"$f":"IF(C13=\"N/A\",\" \",IF('Action commerciale'!P13<0,\" \",'Action commerciale'!K13))","v":" "},{"$f":"'Action commerciale'!K14","v":" "},null," ",0]
[null,"9 - La force de vente",null,{"$f":"IF(C14=\"N/A\",\" \",IF('Force de vente'!P13<0,\" \",'Force de vente'!K13))","v":" "},{"$f":"'Force de vente'!K14","v":" "},null," ",3]
[]
[null,"Moyenne :",null,{"$f":"SUM(D6:D14)/(SUM(H6:H14)/3)","v":{"$error":"#REF!"}},{"$f":"IF(D16=0,\" \",IF(D16<0,\" \",IF(D16=0,\"Nul\",IF(D16<1.5,\"Faible\",IF(D16<2.5,\"Moyen\",IF(D16>=2.5,\"Fort\"))))))","v":{"$error":"#REF!"}},null,{"$f":"IF(B16=\"N/A\",\" \",IF(E16=\" \",\" \",IF(E16=\"Fort\",\"J\",IF(OR(E16=\"faible\",E16=\"nul\"),\"L\",\"K\"))))","v":{"$error":"#REF!"}},{"$f":"SUM(H6:H15)","v":6},{"$f":"ROUND(SUM(D6:D14),0)","v":{"$error":"#REF!"}},{"$f":"IF(SUM(D6:D14)<0,0%,SUM(D6:D14)/SUM(H6:H14))","v":{"$error":"#REF!"}},{"$f":"100%-J16","v":{"$error":"#REF!"}}]
[]
[null,"Points significatifs/commentaires"]

{"sheet":"Stratégie commerciale","index":1,"n_rows":19,"n_cols":17,"rows_kept":19,"merged":[[0,2,0,6],[1,10,1,11],[15,1,16,1],[15,2,16,2],[15,3,16,3],[15,4,16,4],[15,5,16,5],[15,6,16,6],[15,11,16,11],[19,1,19,13],[20,1,20,13],[21,1,21,13],[22,1,22,13],[23,1,23,13],[24,1,24,13],[25,1,25,13],[26,1,26,13],[27,1,27,13]]}
[null,null,"NB : Entrer le chiffre 1 dans les cases concernées "]
[null,"Diagnostic commercial\nGrille d'évaluation \n1 - Stratégie commerciale","Sans \nobjet \nN/A","Pas \ndu tout \nJamais","Dans une  \nfaible mesure Parfois ","Dans une grande \nmesure \nSouvent","Totalement Toujours",{"$nulls":3},"Evaluation",null,null,"Action \nprioritaire"]
[]
[null," L'entreprise a-t-elle identifié qui sont sos clients types ?",{"$nulls":5},{"$f":"SUM(D4:G4)","v":0},{"$f":"IF(C4=\"N/A\",\" \",IF(H4>1,\"Faux\",IF(AND(ISBLANK(D4),ISBLANK(E4),ISBLANK(F4),ISBLANK(G4)),-1,IF(D4=1,0,IF(E4=1,1,IF(F4=1,2,IF(G4=1,3,\" \")))))))","v":-1},{"$f":"IF(H4>1,1,0)","v":0},{"$f":"IF(H4>1,\" Faux\",IF(I4=-1,\" \",IF(I4=0,\" Nul\",IF(I4=1,\" Faible\",IF(I4=2,\" Moyen\",IF(I4=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C4=\"N/A\",H4>1),\" \",IF(K4=\" \",\" \",IF(K4=\" Fort\",\"J\",IF(OR(K4=\" faible\",K4=\" nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C4=\"N/A\",0,3)","v":3},"Oui"]
[null," Les types de clients les plus ou moins rentables sont-il identifiés ?",{"$nulls":5},{"$f":"SUM(D5:G5)","v":0},{"$f":"IF(C5=\"N/A\",\" \",IF(H5>1,\"Faux\",IF(AND(ISBLANK(D5),ISBLANK(E5),ISBLANK(F5),ISBLANK(G5)),-1,IF(D5=1,0,IF(E5=1,1,IF(F5=1,2,IF(G5=1,3,\" \")))))))","v":-1},0,{"$f":"IF(H5>1,\" Faux\",IF(I5=-1,\" \",IF(I5=0,\" Nul\",IF(I5=1,\" Faible\",IF(I5=2,\" Moyen\",IF(I5=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C5=\"N/A\",H5>1),\" \",IF(K5=\" \",\" \",IF(K5=\" Fort\",\"J\",IF(OR(K5=\" faible\",K5=\" nul\"),\"L\",\"K\"))))","v":" "},3,"Oui"]
[null," L'entreprise connaît-elle l'évolution de son marché ?",{"$nulls":5},0,-1,0," "," ",3]
[null," L'entreprise connaît-elle le nombre de ses clients ?",{"$nulls":5},0,-1,0," "," ",3]
[null," Dispose-t-elle de la liste de tous les clients potentiels (prospects) ?",{"$nulls":5},0,-1,0," "," ",3]
[null," Cette liste de prospects est-elle classée par type ?\n (+/- rentables, +/- faciles à conquérir)",{"$nulls":5},0,-1,0," "," ",3]
[null," L'entreprise dispose-t-elle d'un plan d'actions commerciales écrit,\n régulièrement mis à jour, comportant les tâches à mener, les objectifs \n fixés, les moyens à engager, la planification précise de ces actions ?",{"$nulls":5},0,-1,0," "," ",3]
[null," L'entreprise respecte-elle les grandes lignes \n de ce plan d'actions commerciales ?",{"$nulls":5},0,-1,0," ",{"$f":"IF(OR(C11=\"N/A\",H11>1),\" \",IF(K11=\" \",\" \",IF(K11=\" Fort\",\"J\",IF(OR(K11=\" faible\",K11=\" nul\"),\"L\",\"K\"))))","v":" "},3]
[null," Le savoir-faire commercial du dirigeant \n (ou équipe dirigeante) semble-t-il suffisant pour l'avenir ?",{"$nulls":5},0,-1,0," "," ",{"$f":"IF(C12=\"N/A\",0,3)","v":3}]
[null," Le dirigeant dispose-t-il de suffisamment de temps \n et de recul pour prendre ses décisions stratégiques ?",{"$nulls":5},0,-1,0," "," ",{"$f":"IF(C13=\"N/A\",0,3)","v":3}]
[null," Le dirigeant a-t-il défini un projet global \n d'évolution ou de développement pour l'entreprise ?",{"$nulls":5},0,-1,0," "," ",3]
[]
[null," Evaluation de la stratégie commerciale","Total",{"$f":"SUM(D4:D14)","v":0},{"$f":"SUM(E4:E14)","v":0},{"$f":"SUM(F4:F14)","v":0},{"$f":"SUM(G4:G14)","v":0},null,null,{"$f":"SUM(J4:J15)","v":0},{"$f":"IF(J16>0,\"Faux\",SUM(I4:I14)/(SUM(M4:M14)/3))","v":{"v":-1,"d":"-1.0/3"}},{"$f":"IF(OR(C16=\"N/A\",K17=\"Faux\"),\" \",IF(K17=\" \",\" \",IF(K17=\"Fort\",\"J\",IF(OR(K17=\"faible\",K17=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"SUM(M4:M14)","v":33},null,null,{"$f":"IF(SUM(I4:I14)<0,0%,SUM(I4:I14)/SUM(M4:M14))","v":{"v":0,"d":"0.0%"}},{"$f":"100%-P16","v":{"v":1,"d":"100.0%"}}]
[{"$nulls":10},{"$f":"IF(K16=0,\" \",IF(J16>0,\"Faux\",IF(K16<0,\" \",IF(K16=0,\"Nul\",IF(K16<1.5,\"Faible\",IF(K16<2.5,\"Moyen\",IF(K16>=2.5,\"Fort\")))))))","v":" "}]
[]
[null,"Actions prioritaires"]

{"sheet":"Connaissance de la concurrence","index":2,"n_rows":15,"n_cols":17,"rows_kept":15,"merged":[[0,2,0,6],[1,10,1,11],[11,1,12,1],[11,2,12,2],[11,3,12,3],[11,4,12,4],[11,5,12,5],[11,6,12,6],[11,11,12,11],[15,1,15,13],[16,1,16,13],[17,1,17,13],[18,1,18,13],[19,1,19,13],[20,1,20,13],[21,1,21,13],[22,1,22,13],[23,1,23,13]]}
[null,null,"NB : Entrer le chiffre 1 dans les cases concernées "]
[null,"Diagnostic commercial\nGrille d'évaluation \n2 - Connaissance de la concurrence","Sans \nobjet \nN/A","Pas \ndu tout \nJamais","Dans une  \nfaible mesure Parfois ","Dans une grande \nmesure \nSouvent","Totalement Toujours",{"$nulls":3},"Evaluation",null,null,"Action \nprioritaire"]
[]
[null," L'entreprise connaît-elle bien ses 3 principaux concurrents ?",{"$nulls":5},{"$f":"SUM(D4:G4)","v":0},{"$f":"IF(C4=\"N/A\",\" \",IF(H4>1,\"Faux\",IF(AND(ISBLANK(D4),ISBLANK(E4),ISBLANK(F4),ISBLANK(G4)),-1,IF(D4=1,0,IF(E4=1,1,IF(F4=1,2,IF(G4=1,3,\" \")))))))","v":-1},{"$f":"IF(H4>1,1,0)","v":0},{"$f":"IF(H4>1,\" Faux\",IF(I4=-1,\" \",IF(I4=0,\" Nul\",IF(I4=1,\" Faible\",IF(I4=2,\" Moyen\",IF(I4=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C4=\"N/A\",H4>1),\" \",IF(K4=\" \",\" \",IF(K4=\" Fort\",\"J\",IF(OR(K4=\" faible\",K4=\" nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C4=\"N/A\",0,3)","v":3}]
[null," L'entreprise connaît-elle les produits et solutions \n commercialisées par ses concurrents directs ?",{"$nulls":5},{"$f":"SUM(D5:G5)","v":0},-1,{"$f":"IF(H5>1,1,0)","v":0}," "," ",3,"Oui"]
[null," L'entreprise connaît-elle les 5 premiers clients de ses \n concurrents directs et peut-elle les atteindre si nécessaire ?",{"$nulls":5},0,-1,0," "," ",3]
[null," L'entreprise a-t-elle identifié les avantages et \n inconvénients dans l'offre de ses concurrents directs ?",{"$nulls":5},0,-1,0," "," ",3]
[null," L'entreprise connaît-elle le nombre total \n de concurrents dans sa zone d'action ? ",{"$nulls":5},0,-1,0," "," ",3]
[null," L'entreprise a-t-elle mis en place \n un système de veille de la concurrence ?",{"$nulls":5},0,-1,0," "," ",3]
[null," L'entreprise dispose-t-elle d'un avantage concurrentiel ? \n (savoir-faire, technologie, produits,marque, emplacement,etc.)",{"$nulls":5},0,-1,0," "," ",3]
[]
[null," Evaluation de la connaussance de la concurrence","Total",{"$f":"SUM(D4:D10)","v":0},{"$f":"SUM(E4:E10)","v":0},0,{"$f":"SUM(G4:G10)","v":0},null,null,{"$f":"SUM(J4:J10)","v":0},{"$f":"IF(J12>0,\"Faux\",SUM(I4:I10)/(SUM(M4:M10)/3))","v":{"v":-1,"d":"-1.0/3"}},{"$f":"IF(OR(C12=\"N/A\",K13=\"Faux\"),\" \",IF(K13=\" \",\" \",IF(K13=\"Fort\",\"J\",IF(OR(K13=\"faible\",K13=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"SUM(M4:M10)","v":21},null,null,{"$f":"IF(SUM(I4:I10)<0,0%,SUM(I4:I10)/SUM(M4:M10))","v":{"v":0,"d":"0.0%"}},{"$f":"100%-P12","v":{"v":1,"d":"100.0%"}}]
[{"$nulls":10},{"$f":"IF(J12>0,\"Faux\",IF(K12<0,\" \",IF(K12=0,\"Nul\",IF(K12<1.5,\"Faible\",IF(K12<2.5,\"Moyen\",IF(K12>=2.5,\"Fort\"))))))","v":" "}]
[]
[null,"Actions prioritaires"]

{"sheet":"Offre produits-services","index":3,"n_rows":15,"n_cols":17,"rows_kept":15,"merged":[[0,2,0,6],[1,10,1,11],[11,1,12,1],[11,2,12,2],[11,3,12,3],[11,4,12,4],[11,5,12,5],[11,6,12,6],[11,11,12,11],[15,1,15,13],[16,1,16,13],[17,1,17,13],[18,1,18,13],[19,1,19,13],[20,1,20,13],[21,1,21,13],[22,1,22,13],[23,1,23,13]]}
[null,null,"NB : Entrer le chiffre 1 dans les cases concernées "]
[null,"Diagnostic commercial\nGrille d'évaluation \n3 - L'offre produits/services","Sans \nobjet \nN/A","Pas \ndu tout \nJamais","Dans une  \nfaible mesure Parfois ","Dans une grande \nmesure \nSouvent","Totalement Toujours",{"$nulls":3},"Evaluation",null,null,"Action \nprioritaire"]
[]
[null," Les produits et/ou services de l'entreprise sont-ils bien \n positionnées par rapport aux demandes des clients ?",{"$nulls":5},{"$f":"SUM(D4:G4)","v":0},{"$f":"IF(C4=\"N/A\",\" \",IF(H4>1,\"Faux\",IF(AND(ISBLANK(D4),ISBLANK(E4),ISBLANK(F4),ISBLANK(G4)),-1,IF(D4=1,0,IF(E4=1,1,IF(F4=1,2,IF(G4=1,3,\" \")))))))","v":-1},{"$f":"IF(H4>1,1,0)","v":0},{"$f":"IF(H4>1,\" Faux\",IF(I4=-1,\" \",IF(I4=0,\" Nul\",IF(I4=1,\" Faible\",IF(I4=2,\" Moyen\",IF(I4=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C4=\"N/A\",H4>1),\" \",IF(K4=\" \",\" \",IF(K4=\" Fort\",\"J\",IF(OR(K4=\" faible\",K4=\" nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C4=\"N/A\",0,3)","v":3}]
[null," Les gammes de produits ou de savoir-faire sont-elles \n suffisantes pour répondre aux exigences actuelles du marché ?",{"$nulls":5},{"$f":"SUM(D5:G5)","v":0},-1,0," "," ",3]
[null," L'entreprise connaît-elle les tendances de son marché ?",{"$nulls":5},0,-1,0," "," ",3]
[null," Les principaux produits ou services sont-ils \n disponibles en tout temps ou rapidement ?",{"$nulls":5},0,-1,0," "," ",3,"Oui"]
[null," L'entreprise est-elle reconnue pour la qualité \n et la fiabilité de ses produits ou de ses prestations? \n Est-ce une priorité pour elle ?",{"$nulls":5},0,-1,0," "," ",3]
[null," L'entreprise dispose-elle de statistiques précises sur la qualité \n de ses produits ou services et sur le coût de la non-qualité ?",{"$nulls":5},0,-1,0," "," ",3]
[null," L'entreprise a-elle mis en place un service après vente efficace ?",{"$nulls":5},0,-1,0," "," ",3]
[]
[null," Evaluation de l'offre produits/services","Total",{"$f":"SUM(D4:D10)","v":0},{"$f":"SUM(E4:E10)","v":0},0,{"$f":"SUM(G4:G10)","v":0},null,null,{"$f":"SUM(J4:J10)","v":0},{"$f":"IF(J12>0,\"Faux\",SUM(I4:I10)/(SUM(M4:M10)/3))","v":{"v":-1,"d":"-1.0/3"}},{"$f":"IF(OR(C12=\"N/A\",K13=\"Faux\"),\" \",IF(K13=\" \",\" \",IF(K13=\"Fort\",\"J\",IF(OR(K13=\"faible\",K13=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"SUM(M4:M10)","v":21},null,null,{"$f":"IF(SUM(I4:I10)<0,0%,SUM(I4:I10)/SUM(M4:M10))","v":{"v":0,"d":"0.0%"}},{"$f":"100%-P12","v":{"v":1,"d":"100.0%"}}]
[{"$nulls":10},{"$f":"IF(J12>0,\"Faux\",IF(K12<0,\" \",IF(K12=0,\"Nul\",IF(K12<1.5,\"Faible\",IF(K12<2.5,\"Moyen\",IF(K12>=2.5,\"Fort\"))))))","v":" "}]
[]
[null,"Actions prioritaires"]

{"sheet":"La demande","index":4,"n_rows":15,"n_cols":17,"rows_kept":15,"merged":[[0,2,0,6],[1,10,1,11],[11,1,12,1],[11,2,12,2],[11,3,12,3],[11,4,12,4],[11,5,12,5],[11,6,12,6],[11,11,12,11],[15,1,15,13],[16,1,16,13],[17,1,17,13],[18,1,18,13],[19,1,19,13],[20,1,20,13],[21,1,21,13],[22,1,22,13],[23,1,23,13]]}
[null,null,"NB : Entrer le chiffre 1 dans les cases concernées "]
[null,"Diagnostic commercial\nGrille d'évaluation \n4 - La demande","Sans \nobjet \nN/A","Pas \ndu tout \nJamais","Dans une  \nfaible mesure Parfois ","Dans une grande \nmesure \nSouvent","Totalement Toujours",{"$nulls":3},"Evaluation",null,null,"Action \nprioritaire"]
[]
[null," L'entreprise évolue-t-elle sur un marché porteur ?",{"$nulls":5},{"$f":"SUM(D4:G4)","v":0},{"$f":"IF(C4=\"N/A\",\" \",IF(H4>1,\"Faux\",IF(AND(ISBLANK(D4),ISBLANK(E4),ISBLANK(F4),ISBLANK(G4)),-1,IF(D4=1,0,IF(E4=1,1,IF(F4=1,2,IF(G4=1,3,\" \")))))))","v":-1},{"$f":"IF(H4>1,1,0)","v":0},{"$f":"IF(H4>1,\" Faux\",IF(I4=-1,\" \",IF(I4=0,\" Nul\",IF(I4=1,\" Faible\",IF(I4=2,\" Moyen\",IF(I4=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C4=\"N/A\",H4>1),\" \",IF(K4=\" \",\" \",IF(K4=\" Fort\",\"J\",IF(OR(K4=\" faible\",K4=\" nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C4=\"N/A\",0,3)","v":3}]
[null," L'entreprise connaît-elle les critères \n de choix des consommateurs ?",{"$nulls":5},{"$f":"SUM(D5:G5)","v":0},{"$f":"IF(C5=\"N/A\",\" \",IF(H5>1,\"Faux\",IF(AND(ISBLANK(D5),ISBLANK(E5),ISBLANK(F5),ISBLANK(G5)),-1,IF(D5=1,0,IF(E5=1,1,IF(F5=1,2,IF(G5=1,3,\" \")))))))","v":-1},{"$f":"IF(H5>1,1,0)","v":0}," "," ",3]
[null," L'entreprise sait-elle quels sont les points \n importants qui déclenchent un achat ?",{"$nulls":5},0,-1,{"$f":"IF(H6>1,1,0)","v":0}," "," ",3,"Oui"]
[null," L'entreprise connaît-elle toutes les attentes \n et besoins de ses clients et prospects ?",{"$nulls":5},0,-1,{"$f":"IF(H7>1,1,0)","v":0}," "," ",3]
[null," Toutes les habitudes de consommation des produits \n ou services de l'entreprise sont-elles connues ?",{"$nulls":5},0,-1,{"$f":"IF(H8>1,1,0)","v":0}," "," ",3]
[null," L'entreprise connaît-elle les critères prioritaires \n d'achat de ses clients pour ses produits ou services ?",{"$nulls":5},0,-1,{"$f":"IF(H9>1,1,0)","v":0}," "," ",{"$f":"IF(C9=\"N/A\",0,3)","v":3}]
[null," Toutes les demandes des clients sont-elles \n traitées rapidement (<5 jours) ?",{"$nulls":5},0,-1,{"$f":"IF(H10>1,1,0)","v":0}," "," ",3]
[]
[null," Evaluation de la connaissance de la demande","Total",{"$f":"SUM(D4:D10)","v":0},{"$f":"SUM(E4:E10)","v":0},0,{"$f":"SUM(G4:G10)","v":0},null,null,{"$f":"SUM(J4:J10)","v":0},{"$f":"IF(J12>0,\"Faux\",SUM(I4:I10)/(SUM(M4:M10)/3))","v":{"v":-1,"d":"-1.0/3"}},{"$f":"IF(OR(C12=\"N/A\",K13=\"Faux\"),\" \",IF(K13=\" \",\" \",IF(K13=\"Fort\",\"J\",IF(OR(K13=\"faible\",K13=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"SUM(M4:M10)","v":21},null,null,{"$f":"IF(SUM(I4:I10)<0,0%,SUM(I4:I10)/SUM(M4:M10))","v":{"v":0,"d":"0.0%"}},{"$f":"100%-P12","v":{"v":1,"d":"100.0%"}}]
[{"$nulls":10},{"$f":"IF(J12>0,\"Faux\",IF(K12<0,\" \",IF(K12=0,\"Nul\",IF(K12<1.5,\"Faible\",IF(K12<2.5,\"Moyen\",IF(K12>=2.5,\"Fort\"))))))","v":" "}]
[]
[null,"Actions prioritaires"]

{"sheet":"Les prix","index":5,"n_rows":15,"n_cols":18,"rows_kept":15,"merged":[[0,2,0,6],[1,10,1,11],[11,1,12,1],[11,2,12,2],[11,3,12,3],[11,4,12,4],[11,5,12,5],[11,6,12,6],[11,11,12,11],[15,1,15,13],[16,1,16,13],[17,1,17,13],[18,1,18,13],[19,1,19,13],[20,1,20,13],[21,1,21,13],[22,1,22,13],[23,1,23,13]]}
[null,null,"NB : Entrer le chiffre 1 dans les cases concernées "]
[null,"Diagnostic commercial\nGrille d'évaluation \n5 - Les prix","Sans \nobjet \nN/A","Pas \ndu tout \nJamais","Dans une  \nfaible mesure Parfois ","Dans une grande \nmesure \nSouvent","Totalement Toujours",{"$nulls":3},"Evaluation",null,null,"Action \nprioritaire"]
[]
[null," Le rapport qualité/prix des produits ou services \n de l'entreprise est-il cohérent ?",{"$nulls":5},{"$f":"SUM(D4:G4)","v":0},{"$f":"IF(C4=\"N/A\",\" \",IF(H4>1,\"Faux\",IF(AND(ISBLANK(D4),ISBLANK(E4),ISBLANK(F4),ISBLANK(G4)),-1,IF(D4=1,0,IF(E4=1,1,IF(F4=1,2,IF(G4=1,3,\" \")))))))","v":-1},{"$f":"IF(H4>1,1,0)","v":0},{"$f":"IF(H4>1,\" Faux\",IF(I4=-1,\" \",IF(I4=0,\" Nul\",IF(I4=1,\" Faible\",IF(I4=2,\" Moyen\",IF(I4=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C4=\"N/A\",H4>1),\" \",IF(K4=\" \",\" \",IF(K4=\" Fort\",\"J\",IF(OR(K4=\" faible\",K4=\" nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C4=\"N/A\",0,3)","v":3},"Oui"]
[null," A solution/services équivalents, les prix \n sont-ils placés par rapport à la concurrence ?",{"$nulls":5},{"$f":"SUM(D5:G5)","v":0},{"$f":"IF(C5=\"N/A\",\" \",IF(H5>1,\"Faux\",IF(AND(ISBLANK(D5),ISBLANK(E5),ISBLANK(F5),ISBLANK(G5)),-1,IF(D5=1,0,IF(E5=1,1,IF(F5=1,2,IF(G5=1,3,\" \")))))))","v":-1},{"$f":"IF(H5>1,1,0)","v":0}," "," ",3,"Oui"]
[null," Les prix sont-ils plutôt bien acceptés par la clientèle ?",{"$nulls":5},0,-1,{"$f":"IF(H6>1,1,0)","v":0}," "," ",3]
[null," L'entreprise connaît-elle ses prix de revient par produit ? \n (ou par client, ou par chantier)",{"$nulls":5},0,-1,{"$f":"IF(H7>1,1,0)","v":0}," "," ",3]
[null," L'entreprise connaît-elle ses marges commerciales \n par produit (ou par client, ou par chantier) ?",{"$nulls":5},0,-1,{"$f":"IF(H8>1,1,0)","v":0}," "," ",3]
[null," Les prix pratiqués par l'entreprise permettent-ils \n de préserver des marges suffisantes ?",{"$nulls":5},0,-1,{"$f":"IF(H9>1,1,0)","v":0}," "," ",3]
[null," L'entreprise dispose-t-elle d'une marge de manœuvre \n suffisante pour faire évoluer ses prix ?",{"$nulls":5},0,-1,{"$f":"IF(H10>1,1,0)","v":0}," "," ",3]
[]
[null," Evaluation de la politique de prix","Total",{"$f":"SUM(D4:D10)","v":0},{"$f":"SUM(E4:E10)","v":0},0,0,null,null,{"$f":"SUM(J4:J10)","v":0},{"$f":"IF(J12>0,\"Faux\",SUM(I4:I10)/(SUM(M4:M10)/3))","v":{"v":-1,"d":"-1.0/3"}},{"$f":"IF(OR(C12=\"N/A\",K13=\"Faux\"),\" \",IF(K13=\" \",\" \",IF(K13=\"Fort\",\"J\",IF(OR(K13=\"faible\",K13=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"SUM(M4:M10)","v":21},null,null,{"$f":"SUM(I4:I10)","v":-7},{"$f":"IF(SUM(I4:I10)<0,0%,SUM(I4:I10)/SUM(M4:M10))","v":{"v":0,"d":"0.0%"}},{"$f":"100%-Q12","v":{"v":1,"d":"100.0%"}}]
[{"$nulls":10},{"$f":"IF(J12>0,\"Faux\",IF(K12<0,\" \",IF(K12=0,\"Nul\",IF(K12<1.5,\"Faible\",IF(K12<2.5,\"Moyen\",IF(K12>=2.5,\"Fort\"))))))","v":" "}]
[]
[null,"Actions prioritaires"]

{"sheet":"Communication et promotion","index":6,"n_rows":15,"n_cols":18,"rows_kept":15,"merged":[[0,2,0,6],[1,10,1,11],[11,1,12,1],[11,2,12,2],[11,3,12,3],[11,4,12,4],[11,5,12,5],[11,6,12,6],[11,11,12,11],[15,1,15,13],[16,1,16,13],[17,1,17,13],[18,1,18,13],[19,1,19,13],[20,1,20,13],[21,1,21,13],[22,1,22,13],[23,1,23,13]]}
[null,null,"NB : Entrer le chiffre 1 dans les cases concernées "]
[null,"Diagnostic commercial\nGrille d'évaluation \n6 - La communication et la promotion commerciale","Sans \nobjet \nN/A","Pas \ndu tout \nJamais","Dans une  \nfaible mesure Parfois ","Dans une grande \nmesure \nSouvent","Totalement Toujours",{"$nulls":3},"Evaluation",null,null,"Action \nprioritaire"]
[]
[null," L'entreprise dispose-t-elle de supports de communication bien \n adaptés à son environnement (plaquette, dépliants, site internet …) ?",{"$nulls":5},{"$f":"SUM(D4:G4)","v":0},{"$f":"IF(C4=\"N/A\",\" \",IF(H4>1,\"Faux\",IF(AND(ISBLANK(D4),ISBLANK(E4),ISBLANK(F4),ISBLANK(G4)),-1,IF(D4=1,0,IF(E4=1,1,IF(F4=1,2,IF(G4=1,3,\" \")))))))","v":-1},{"$f":"IF(H4>1,1,0)","v":0},{"$f":"IF(H4>1,\" Faux\",IF(I4=-1,\" \",IF(I4=0,\" Nul\",IF(I4=1,\" Faible\",IF(I4=2,\" Moyen\",IF(I4=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C4=\"N/A\",H4>1),\" \",IF(K4=\" \",\" \",IF(K4=\" Fort\",\"J\",IF(OR(K4=\" faible\",K4=\" nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C4=\"N/A\",0,3)","v":3}]
[null," L'entreprise a-t-elle identifié les sources \n de communication les plus efficaces ?",{"$nulls":5},{"$f":"SUM(D5:G5)","v":0},{"$f":"IF(C5=\"N/A\",\" \",IF(H5>1,\"Faux\",IF(AND(ISBLANK(D5),ISBLANK(E5),ISBLANK(F5),ISBLANK(G5)),-1,IF(D5=1,0,IF(E5=1,1,IF(F5=1,2,IF(G5=1,3,\" \")))))))","v":-1},{"$f":"IF(H5>1,1,0)","v":0}," "," ",3]
[null," Les actions de communication (mailings, publicité, événementiel …)\n sont-elles lancées de manière satisfaisante ? ",{"$nulls":5},0,-1,{"$f":"IF(H6>1,1,0)","v":0}," "," ",3]
[null," Les clients et prospects peuvent-ils facilement trouver \n les coordonnées de l'entreprise pour la joindre ?",{"$nulls":5},0,-1,{"$f":"IF(H7>1,1,0)","v":0}," "," ",3]
[null," Les conditions d'accueil des clients/prospects sont-elles satisfaisantes ?\n (horaires d'ouverture, téléphone, e-mails, réception, délais de réponse)",{"$nulls":5},0,-1,{"$f":"IF(H8>1,1,0)","v":0}," "," ",3]
[null," L'entreprise réalise-t-elle périodiquement \n des enquêtes de satisfaction auprès de ses clients ?",{"$nulls":5},0,-1,{"$f":"IF(H9>1,1,0)","v":0}," "," ",3]
[null," L'entreprise connaît-elle et mesure-t-elle précisément \n et régulièrement le niveau de satisfaction de ses clients ?",{"$nulls":5},0,-1,{"$f":"IF(H10>1,1,0)","v":0}," "," ",3]
[]
[null," Evaluation de la communication commerciale","Total",{"$f":"SUM(D4:D10)","v":0},{"$f":"SUM(E4:E10)","v":0},0,0,null,null,{"$f":"SUM(J4:J10)","v":0},{"$f":"IF(J12>0,\"Faux\",SUM(I4:I10)/(SUM(M4:M10)/3))","v":{"v":-1,"d":"-1.0/3"}},{"$f":"IF(OR(C12=\"N/A\",K13=\"Faux\"),\" \",IF(K13=\" \",\" \",IF(K13=\"Fort\",\"J\",IF(OR(K13=\"faible\",K13=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"SUM(M4:M10)","v":21},null,null,{"$f":"SUM(I4:I10)","v":-7},{"$f":"IF(SUM(I4:I10)<0,0%,SUM(I4:I10)/SUM(M4:M10))","v":{"v":0,"d":"0.0%"}},{"$f":"100%-Q12","v":{"v":1,"d":"100.0%"}}]
[{"$nulls":10},{"$f":"IF(J12>0,\"Faux\",IF(K12<0,\" \",IF(K12=0,\"Nul\",IF(K12<1.5,\"Faible\",IF(K12<2.5,\"Moyen\",IF(K12>=2.5,\"Fort\"))))))","v":" "}]
[]
[null,"Actions prioritaires"]

{"sheet":"Organisation commerciale","index":7,"n_rows":18,"n_cols":18,"rows_kept":18,"merged":[[0,2,0,6],[1,10,1,11],[14,1,15,1],[14,2,15,2],[14,3,15,3],[14,4,15,4],[14,5,15,5],[14,6,15,6],[14,11,15,11],[18,1,18,13],[19,1,19,13],[20,1,20,13],[21,1,21,13],[22,1,22,13],[23,1,23,13],[24,1,24,13],[25,1,25,13],[26,1,26,13]]}
[null,null,"NB : Entrer le chiffre 1 dans les cases concernées "]
[null,"Diagnostic commercial\nGrille d'évaluation \n7 - L'organisation commerciale","Sans \nobjet \nN/A","Pas \ndu tout \nJamais","Dans une  \nfaible mesure Parfois ","Dans une grande \nmesure \nSouvent","Totalement Toujours",{"$nulls":3},"Evaluation",null,null,"Action \nprioritaire"]
[]
[null," L'entreprise est-elle capable de traiter rapidement (< 5 jours)\n les demandes entrantes (demande de rendez-vous, devis, etc.) ?",{"$nulls":5},{"$f":"SUM(D4:G4)","v":0},{"$f":"IF(C4=\"N/A\",\" \",IF(H4>1,\"Faux\",IF(AND(ISBLANK(D4),ISBLANK(E4),ISBLANK(F4),ISBLANK(G4)),-1,IF(D4=1,0,IF(E4=1,1,IF(F4=1,2,IF(G4=1,3,\" \")))))))","v":-1},{"$f":"IF(H4>1,1,0)","v":0},{"$f":"IF(H4>1,\" Faux\",IF(I4=-1,\" \",IF(I4=0,\" Nul\",IF(I4=1,\" Faible\",IF(I4=2,\" Moyen\",IF(I4=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C4=\"N/A\",H4>1),\" \",IF(K4=\" \",\" \",IF(K4=\"Fort\",\"J\",IF(OR(K4=\"faible\",K4=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C4=\"N/A\",0,3)","v":3}]
[null," L'entreprise est-elle suffisamment organisée pour ne jamais laisser \n un client ou futur client sans réponse, cela dans un délai raisonnable ?",{"$nulls":5},0,{"$f":"IF(C5=\"N/A\",\" \",IF(H5>1,\"Faux\",IF(AND(ISBLANK(D5),ISBLANK(E5),ISBLANK(F5),ISBLANK(G5)),-1,IF(D5=1,0,IF(E5=1,1,IF(F5=1,2,IF(G5=1,3,\" \")))))))","v":-1},{"$f":"IF(H5>1,1,0)","v":0}," ",{"$f":"IF(OR(C5=\"N/A\",H5>1),\" \",IF(K5=\" \",\" \",IF(K5=\"Fort\",\"J\",IF(OR(K5=\"faible\",K5=\"nul\"),\"L\",\"K\"))))","v":" "},3]
[null," L'entreprise dispose-t-elle d'un fichier clients et prospects \n bien adapté pour mener des actions commerciales efficaces ?",{"$nulls":5},0,-1,{"$f":"IF(H6>1,1,0)","v":0}," "," ",3]
[null," L'entreprise connaît-elle le nombre de ses clients actifs et inactifs ?",{"$nulls":5},0,-1,{"$f":"IF(H7>1,1,0)","v":0}," ",{"$f":"IF(OR(C7=\"N/A\",H7>1),\" \",IF(K7=\" \",\" \",IF(K7=\" Fort\",\"J\",IF(OR(K7=\" faible\",K7=\" nul\"),\"L\",\"K\"))))","v":" "},3]
[null," L'entreprise maîtrise-t-elle les risques \n de paiement et les impayés de ses clients ?",{"$nulls":5},0,-1,{"$f":"IF(H8>1,1,0)","v":0}," "," ",3]
[null," Le réseau de distribution  est-il bien adapté ?\n (stockage, points de vente)",{"$nulls":5},0,-1,{"$f":"IF(H9>1,1,0)","v":0}," "," ",3]
[null," Les délais de livraison sont-ils bien acceptés par les clients ? \n Les délais de livraison annoncés sont-ils  respectés ?",{"$nulls":5},0,-1,{"$f":"IF(H10>1,1,0)","v":0}," "," ",3]
[null," Les tournées (commerciales et autres) \n sont-elle planifiées et optimisées ?",{"$nulls":5},0,-1,{"$f":"IF(H11>1,1,0)","v":0}," "," ",3]
[null," L'entreprise édite-t-elle une liste de \n relances commerciales mensuelles ?",{"$nulls":5},0,-1,{"$f":"IF(H12>1,1,0)","v":0}," "," ",3]
[null," Les écarts entre les objectifs et les réalisations \n sont-ils mesurés et analysés systématiquement ?",{"$nulls":5},0,-1,{"$f":"IF(H13>1,1,0)","v":0},{"$f":"IF(H13>1,\" Faux\",IF(I13=-1,\" \",IF(I13=0,\" Nul\",IF(I13=1,\" Faible\",IF(I13=2,\" Moyen\",IF(I13=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C13=\"N/A\",H13>1),\" \",IF(K13=\" \",\" \",IF(K13=\" Fort\",\"J\",IF(OR(K13=\" faible\",K13=\" nul\"),\"L\",\"K\"))))","v":" "},3]
[]
[null," Evaluation de l'organisation commerciale","Total",{"$f":"SUM(D4:D13)","v":0},{"$f":"SUM(E4:E13)","v":0},{"$f":"SUM(F4:F13)","v":0},{"$f":"SUM(G4:G13)","v":0},null,null,{"$f":"SUM(J4:J13)","v":0},{"$f":"IF(J15>0,\"Faux\",SUM(I4:I13)/(SUM(M4:M13)/3))","v":{"v":-1,"d":"-1.0/3"}},{"$f":"IF(OR(C15=\"N/A\",K16=\"Faux\"),\" \",IF(K16=\" \",\" \",IF(K16=\"Fort\",\"J\",IF(OR(K16=\"faible\",K16=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"SUM(M4:M13)","v":30},null,null,{"$f":"SUM(I4:I13)","v":-10},{"$f":"IF(SUM(I4:I13)<0,0%,SUM(I4:I13)/SUM(M4:M13))","v":{"v":0,"d":"0.0%"}},{"$f":"100%-Q15","v":{"v":1,"d":"100.0%"}}]
[{"$nulls":10},{"$f":"IF(K15=0,\" \",IF(J15>0,\"Faux\",IF(K15<0,\" \",IF(K15=0,\"Nul\",IF(K15<1.5,\"Faible\",IF(K15<2.5,\"Moyen\",IF(K15>=2.5,\"Fort\")))))))","v":" "}]
[]
[null,"Actions prioritaires"]

{"sheet":"Action commerciale","index":8,"n_rows":16,"n_cols":18,"rows_kept":16,"merged":[[0,2,0,6],[1,10,1,11],[12,1,13,1],[12,2,13,2],[12,3,13,3],[12,4,13,4],[12,5,13,5],[12,6,13,6],[12,11,13,11],[16,1,16,13],[17,1,17,13],[18,1,18,13],[19,1,19,13],[20,1,20,13],[21,1,21,13],[22,1,22,13],[23,1,23,13],[24,1,24,13]]}
[null,null,"NB : Entrer le chiffre 1 dans les cases concernées "]
[null,"Diagnostic commercial\nGrille d'évaluation \n8 - L'action commerciale","Sans \nobjet \nN/A","Pas \ndu tout \nJamais","Dans une  \nfaible mesure Parfois ","Dans une grande \nmesure \nSouvent","Totalement Toujours",{"$nulls":3},"Evaluation",null,null,"Action \nprioritaire"]
[]
[null," L'entreprise réalise-t-elle régulièrement des actions \n de prospection (visites, téléphone, e-mailing, autres) ?",{"$nulls":5},{"$f":"SUM(D4:G4)","v":0},{"$f":"IF(C4=\"N/A\",\" \",IF(H4>1,\"Faux\",IF(AND(ISBLANK(D4),ISBLANK(E4),ISBLANK(F4),ISBLANK(G4)),-1,IF(D4=1,0,IF(E4=1,1,IF(F4=1,2,IF(G4=1,3,\" \")))))))","v":-1},{"$f":"IF(H4>1,1,0)","v":0},{"$f":"IF(H4>1,\" Faux\",IF(I4=-1,\" \",IF(I4=0,\" Nul\",IF(I4=1,\" Faible\",IF(I4=2,\" Moyen\",IF(I4=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C4=\"N/A\",H4>1),\" \",IF(K4=\" \",\" \",IF(K4=\"Fort\",\"J\",IF(OR(K4=\"faible\",K4=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C4=\"N/A\",0,3)","v":3}]
[null," Réalise-t-elle régulièrement des actions de suivi chez ses clients ?",{"$nulls":5},0,{"$f":"IF(C5=\"N/A\",\" \",IF(H5>1,\"Faux\",IF(AND(ISBLANK(D5),ISBLANK(E5),ISBLANK(F5),ISBLANK(G5)),-1,IF(D5=1,0,IF(E5=1,1,IF(F5=1,2,IF(G5=1,3,\" \")))))))","v":-1},{"$f":"IF(H5>1,1,0)","v":0}," ",{"$f":"IF(OR(C5=\"N/A\",H5>1),\" \",IF(K5=\" \",\" \",IF(K5=\"Fort\",\"J\",IF(OR(K5=\"faible\",K5=\"nul\"),\"L\",\"K\"))))","v":" "},3]
[null," La clientèle est-elle suffisamment diversifiée ?  \n (pas de dépendance vis-à-vis d'1 ou 2 gros clients)",{"$nulls":5},0,-1,{"$f":"IF(H6>1,1,0)","v":0}," "," ",3]
[null," Les prospects et devis en cours  font-ils l'objet\n de relances dans le temps imparti (8 jours maxi) ?",{"$nulls":5},0,-1,{"$f":"IF(H7>1,1,0)","v":0}," ",{"$f":"IF(OR(C7=\"N/A\",H7>1),\" \",IF(K7=\" \",\" \",IF(K7=\" Fort\",\"J\",IF(OR(K7=\" faible\",K7=\" nul\"),\"L\",\"K\"))))","v":" "},3]
[null," Le taux de transformation des contacts ou devis est-il satisfaisant ?",{"$nulls":5},0,-1,{"$f":"IF(H8>1,1,0)","v":0}," "," ",3]
[null," L'entreprise sait-elle généralement pourquoi elle n'a pas été retenue\n par le destinataire du devis ou de la proposition commerciale ? ",{"$nulls":5},0,-1,{"$f":"IF(H9>1,1,0)","v":0}," "," ",3]
[null," L'entreprise évalue-telle périodiquement la performance globale \n de ses actions commerciales à partir de ses statistiques ?",{"$nulls":5},0,-1,{"$f":"IF(H10>1,1,0)","v":0}," "," ",3]
[null," Le chef d'entreprise (ou dirigeant commercial) a-t-il rencontré \n les 3 principaux clients de l'entreprise ces 12 derniers mois ?",{"$nulls":5},0,-1,{"$f":"IF(H11>1,1,0)","v":0}," "," ",3]
[]
[null," Evaluation de l'action commerciale","Total",{"$f":"SUM(D4:D11)","v":0},{"$f":"SUM(E4:E11)","v":0},0,0,null,null,{"$f":"SUM(J4:J11)","v":0},{"$f":"IF(J13>0,\"Faux\",SUM(I4:I11)/(SUM(M4:M11)/3))","v":{"v":-1,"d":"-1.0/3"}},{"$f":"IF(OR(C13=\"N/A\",K14=\"Faux\"),\" \",IF(K14=\" \",\" \",IF(K14=\"Fort\",\"J\",IF(OR(K14=\"faible\",K14=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"SUM(M4:M11)","v":24},null,null,{"$f":"SUM(I4:I11)","v":-8},{"$f":"IF(SUM(I4:I11)<0,0%,SUM(I4:I11)/SUM(M4:M11))","v":{"v":0,"d":"0.0%"}},{"$f":"100%-Q13","v":{"v":1,"d":"100.0%"}}]
[{"$nulls":10},{"$f":"IF(K13=0,\" \",IF(J13>0,\"Faux\",IF(K13<0,\" \",IF(K13=0,\"Nul\",IF(K13<1.5,\"Faible\",IF(K13<2.5,\"Moyen\",IF(K13>=2.5,\"Fort\")))))))","v":" "}]
[]
[null,"Actions prioritaires"]

{"sheet":"Force de vente","index":9,"n_rows":16,"n_cols":18,"rows_kept":16,"merged":[[0,2,0,6],[1,10,1,11],[12,1,13,1],[12,2,13,2],[12,3,13,3],[12,4,13,4],[12,5,13,5],[12,6,13,6],[12,11,13,11],[16,1,16,13],[17,1,17,13],[18,1,18,13],[19,1,19,13],[20,1,20,13],[21,1,21,13],[22,1,22,13],[23,1,23,13],[24,1,24,13]]}
[null,null,"NB : Entrer le chiffre 1 dans les cases concernées "]
[null,"Diagnostic commercial\nGrille d'évaluation \n9 - La force de vente","Sans \nobjet \nN/A","Pas \ndu tout \nJamais","Dans une  \nfaible mesure Parfois ","Dans une grande \nmesure \nSouvent","Totalement Toujours",{"$nulls":3},"Evaluation",null,null,"Action \nprioritaire"]
[]
[null," Les commerciaux ou les vendeurs \n sont-ils suffisamment nombreux ?",{"$nulls":5},{"$f":"SUM(D4:G4)","v":0},{"$f":"IF(C4=\"N/A\",\" \",IF(H4>1,\"Faux\",IF(AND(ISBLANK(D4),ISBLANK(E4),ISBLANK(F4),ISBLANK(G4)),-1,IF(D4=1,0,IF(E4=1,1,IF(F4=1,2,IF(G4=1,3,\" \")))))))","v":-1},{"$f":"IF(H4>1,1,0)","v":0},{"$f":"IF(H4>1,\" Faux\",IF(I4=-1,\" \",IF(I4=0,\" Nul\",IF(I4=1,\" Faible\",IF(I4=2,\" Moyen\",IF(I4=3,\" Fort\"))))))","v":" "},{"$f":"IF(OR(C4=\"N/A\",H4>1),\" \",IF(K4=\" \",\" \",IF(K4=\"Fort\",\"J\",IF(OR(K4=\"faible\",K4=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"IF(C4=\"N/A\",0,3)","v":3}]
[null," Les commerciaux ou les vendeurs \n sont-ils jugés efficaces par l'entreprise ?",{"$nulls":5},0,{"$f":"IF(C5=\"N/A\",\" \",IF(H5>1,\"Faux\",IF(AND(ISBLANK(D5),ISBLANK(E5),ISBLANK(F5),ISBLANK(G5)),-1,IF(D5=1,0,IF(E5=1,1,IF(F5=1,2,IF(G5=1,3,\" \")))))))","v":-1},{"$f":"IF(H5>1,1,0)","v":0}," ",{"$f":"IF(OR(C5=\"N/A\",H5>1),\" \",IF(K5=\" \",\" \",IF(K5=\"Fort\",\"J\",IF(OR(K5=\"faible\",K5=\"nul\"),\"L\",\"K\"))))","v":" "},3]
[null," Disposent-ils d'objectifs clairs et atteignables ?",{"$nulls":5},0,-1,{"$f":"IF(H6>1,1,0)","v":0}," "," ",3]
[null," Les commerciaux ou les vendeurs \n sont-ils suffisamment encadrés ?",{"$nulls":5},0,-1,{"$f":"IF(H7>1,1,0)","v":0}," ",{"$f":"IF(OR(C7=\"N/A\",H7>1),\" \",IF(K7=\" \",\" \",IF(K7=\" Fort\",\"J\",IF(OR(K7=\" faible\",K7=\" nul\"),\"L\",\"K\"))))","v":" "},3]
[null," Les outils et supports dont ils \n disposent sont-ils bien adaptés ?",{"$nulls":5},0,-1,{"$f":"IF(H8>1,1,0)","v":0}," "," ",3]
[null," Le système de rémunération  des commerciaux\n ou des vendeurs est-il suffisamment motivant ?",{"$nulls":5},0,-1,{"$f":"IF(H9>1,1,0)","v":0}," "," ",3]
[null," Les commerciaux sont-ils suffisamment organisés ?\n (préparation des visites, suivi des contacts, etc.)",{"$nulls":5},0,-1,{"$f":"IF(H10>1,1,0)","v":0}," "," ",3]
[null," Sont-ils correctement formés et connaissent-ils \n suffisamment leurs produits ?",{"$nulls":5},0,-1,{"$f":"IF(H11>1,1,0)","v":0}," "," ",3]
[]
[null," Evaluation de la force de vente","Total",{"$f":"SUM(D4:D11)","v":0},{"$f":"SUM(E4:E11)","v":0},0,0,null,null,{"$f":"SUM(J4:J11)","v":0},{"$f":"IF(J13>0,\"Faux\",SUM(I4:I11)/(SUM(M4:M11)/3))","v":{"v":-1,"d":"-1.0/3"}},{"$f":"IF(OR(C13=\"N/A\",K14=\"Faux\"),\" \",IF(K14=\" \",\" \",IF(K14=\"Fort\",\"J\",IF(OR(K14=\"faible\",K14=\"nul\"),\"L\",\"K\"))))","v":" "},{"$f":"SUM(M4:M11)","v":24},null,null,{"$f":"SUM(I4:I11)","v":-8},{"$f":"IF(SUM(I4:I11)<0,0%,SUM(I4:I11)/SUM(M4:M11))","v":{"v":0,"d":"0.0%"}},{"$f":"100%-Q13","v":{"v":1,"d":"100.0%"}}]
[{"$nulls":10},{"$f":"IF(K13=0,\" \",IF(J13>0,\"Faux\",IF(K13<0,\" \",IF(K13=0,\"Nul\",IF(K13<1.5,\"Faible\",IF(K13<2.5,\"Moyen\",IF(K13>=2.5,\"Fort\")))))))","v":" "}]
[]
[null,"Actions prioritaires"]