This document contains questions from an organizational diagnostic assessment for various areas of a company including human resources, sales, purchasing, finance, and marketing. The questions inquire about processes, policies, goals, roles and responsibilities for recruitment, compensation, training, budgets, sales targets, supplier selection, product positioning, advertising, and other operational aspects of the organization.

1. 3(5*817$648(32'(06(587,/,=$'$63(/22168/7253$5$
(/$%25$580',$*1Ï67,225*$1,=$,21$/
',6,3/,1$(67È*,2683(59,6,21$'2,,±ž71
2/$%25$d­23URIHVVRUD,VDEHO(OPtQLD/XSNL
',$*1Ï67,225*$1,=$,21$/
ÈUHDGH5HFXUVRV+XPDQRV
4XDLVDVFDUDFWHUtVWLFDVUHOHYDQWHVGDIRUoDGHWUDEDOKRXWLOL]DGDSHODHPSUHVD
4XDLVDVUHVSRQVDELOLGDGHVHDXWRQRPLDGRFDUJRHPUHODomRjVSROtWLFDVQRUPDVRX
SURFHGLPHQWRVQRTXHVHUHIHUHD
UHFUXWDPHQWRHVHOHomR
DGPLQLVWUDomRVDODULDO
WUHLQDPHQWRHGHVHQYROYLPHQWR
PRYLPHQWDomRGHSHVVRDOHPJHUDO
DVVLVWrQFLDHVHUYLoRVDIXQFLRQiULRV
([LVWHDOJXPWLSRGHSODQHMDPHQWRGHORQJRSUD]RGHTXHRFDUJRSDUWLFLSH
RPRpIHLWRRUHFUXWDPHQWRHVHOHomRGHSHVVRDO
RPRVmRLQWHJUDGRVRVQRYRVIXQFLRQiULRV
RPRVmRDGPLQLVWUDGRVRVVDOiULRVGHFDGDQtYHOGDRUJDQL]DomR4XHLQIRUPDo}HVGH
PHUFDGRVmRXWLOL]DGDV
([LVWHPVLVWHPDVIRUPDLVSDUDDGPLQLVWUDomRGHFDUJRVHVDOiULRVRPRIXQFLRQDP
([LVWHRXWUDIRUPDGHUHFRPSHQVDUDVSHVVRDV
RPRIXQFLRQDRSURJUDPDGHWUHLQDPHQWRHGHVHQYROYLPHQWRGHUHFXUVRVKXPDQRVe
IHLWRDOJXPSODQHMDPHQWR
([LVWHXPSODQRSURJUDPDGHSURPRo}HVRXVXFHVV}HVRPRIXQFLRQD
([LVWHXPDSROtWLFDGHDXPHQWRVSRUPpULWRRPRIXQFLRQD
([LVWHXPSURJUDPDGHDYDOLDomRGHGHVHPSHQKRRPRIXQFLRQD
RPRIXQFLRQDPRVSURFHGLPHQWRVSDUDGHVOLJDPHQWRGHIXQFLRQiULRV

2. ÈUHDGH9HQGDV
RPRpRUJDQL]DGDDiUHDGHYHQGDVDQtYHOQDFLRQDOUHJLRQDOORFDO
4XDLVVmRDVSULQFLSDLVUHJL}HVDWHQGLGDV
4XDLVRVSURGXWRVYHQGLGRVHVHXVSULQFLSDLVFRQFRUUHQWHV
4XDODVLWXDomRGDHPSUHVDHPWHUPRVGHSDUWLFLSDomRGHPHUFDGR
RPRpIHLWRRSODQRGHYHQGDVRPRVmRHVWDEHOHFLGRVRVREMHWLYRV
RPRHTXDQGRVmRIHLWDVFDPSDQKDVSURPRo}HVGHYHQGDV
([LVWHDOJXPDVLWXDomRGHVD]RQDOLGDGHSDUDYHQGDGHDOJXPSURGXWR4XH
FLUFXQVWkQFLDVGHPHUFDGRSRGHPEHQHILFLDURXSUHMXGLFDUDVYHQGDV
RPRVmRGHWHUPLQDGRVRVSUHoRV4XHPSRGHDOWHUDUOLVWDVGHSUHoRVHGDU
GHVFRQWRV
RPRVmRGHWHUPLQDGDVDVPDUJHQVGHOXFUR
RPRpRUHFUXWDPHQWRGDVHTXLSHVGHYHQGDV
eSURSRUFLRQDGRWUHLQDPHQWRHVSHFtILFRSDUDRSHVVRDOQRYRQDiUHD
RPRVmRGHVHQYROYLGRVRVLQFHQWLYRVSDUDDVHTXLSHVGHYHQGDV
RPRpIHLWRRDFRPSDQKDPHQWRVREUHRSURJUHVVRHUHVXOWDGRGRVWUDEDOKRVGDV
HTXLSHV
4XHWLSRVGHUHODWyULRVDQiOLVHVSUHYLV}HVVmRIHLWRV
ÈUHDGHRPSUDV6XSULPHQWRV
4XDLVDVFDUDFWHUtVWLFDVGRVSURGXWRVFRPSUDGRVRPRVmRFODVVLILFDGRVRVPDWHULDLV
FRPSUDGRVPDWpULDSULPDPDWHULDOGHHPEDODJHPPDWHULDOLPSURGXWLYRHWF

3. 4XDQWRVIRUQHFHGRUHVH[LVWHPHPPpGLDSDUDRVSULQFLSDLVLWHQVFRPSUDGRV
RPRpIHLWRRSODQHMDPHQWRGHFRPSUDV4XDODSDUWLFLSDomRGDVGHPDLViUHDVGD
HPSUHVDQHVVHSURFHVVR
RPRVmRVHOHFLRQDGRVRVIRUQHFHGRUHV
RPRVmRHVSHFLILFDGRVRVSURGXWRVDVHUHPFRPSUDGRV4XDORSDSHOGHRXWUDViUHDV
GDHPSUHVDQHVVHDVSHFWR
RPRVmRGHVHQYROYLGRVQRYRVIRUQHFHGRUHV
4XDLVDVDXWRQRPLDVSDUDQHJRFLDomRGHSUHoRVSUD]RVHWF
RPRVmRFRQWURODGRVRVHVWRTXHV([LVWHXPDSROtWLFDGHILQLGD

4. RPRVmRWUDWDGDVDVVLWXDo}HVGHFRQWLQJrQFLDPXGDQoDVEUXVFDVHPSURJUDPDVGH
SURGXomRSHUVSHFWLYDGHIDOWDGHPHUFDGRULDQRPHUFDGRDXPHQWRVH[WUDRUGLQiULRV
GHSUHoRVHWF

5. ([LVWHPLWHQVLPSRUWDGRVRPRVmRIHLWDVHVVDVFRPSUDVHHPLQWHUDomRFRPTXDLV
iUHDVGDHPSUHVD
ÈUHD)LQDQFHLUD
4XDODSULQFLSDOSUHRFXSDomRGRFDUJRFRPUHODomRjVILQDQoDVGDHPSUHVD
RPRpIHLWRRSODQHMDPHQWRILQDQFHLUR4XDLVRVVHXVREMHWLYRVGHFXUWRPpGLRORQJR
SUD]RV
RPRpIHLWRRFDVKIORZHTXDORVHXREMHWLYR
RPRDHPSUHVDFDSWDDORFDDSOLFDUHFXUVRVILQDQFHLURV$HPSUHVDpWLSLFDPHQWH
JHUDGRUDRXWRPDGRUDGHUHFXUVRVILQDQFHLURV
4XDODSDUWLFLSDomRGRFDUJRQDHODERUDomRGHRUoDPHQWRVDQXDLVHQYROYHQGR
GHVSHVDVUHFHLWDVLQYHVWLPHQWRVHWF
4XDODSROtWLFDGHUHODFLRQDPHQWREDQFiULRHRSDSHOGRFDUJRQDVXDGHILQLomR
H[HFXomR
RPRpIHLWDDSURMHomRGHFHQiULRVHFRQ{PLFRVHQYROYHQGRHVWLPDWLYDVGHLQIODomR
FkPELRMXURVHWF
([LVWHPVLWXDo}HVGHFRQWLQJrQFLDV4XDLVDVGHFLV}HVTXHRFDUJRGHYHWRPDUQHVVDV
VLWXDo}HV
4XHWLSRVGHUHODWyULRVDQiOLVHVDYDOLDo}HVRFDUJRGHYHSUHSDUDU
4XDODLQWHUDomRGRFDUJRFRPRXWUDViUHDVFRUUHODWDVWDLVFRPRRQWDELOLGDGH
RQWURODGRULD$XGLWRULDHWF
RPRIXQFLRQDD7HVRXUDULDQRTXHVHUHIHUHDRQWDVD3DJDURQWDVD5HFHEHU
HWF
4XDODSROtWLFDHFRPRIXQFLRQDDFRQFHVVmRGHFUpGLWRDFOLHQWHV
4XDODLQWHUDomRGRFDUJRFRPRXWUDViUHDVGDHPSUHVD
ÈUHDGH0DUNHWLQJ
3URGXWR0HUFDGR
RPRVHSRVLFLRQDPRVSURGXWRVVHUYLoRVGDHPSUHVDQRPHUFDGR
4XDODSDUWLFLSDomRGDHPSUHVDQRPHUFDGRSRUOLQKDGHSURGXWR
4XHWLSRGHFRQFRUUrQFLDH[LVWH
4XDLVVmRRVSULQFLSDLVFOLHQWHVFRQVXPLGRUHVXVXiULRVGRVSURGXWRVVHUYLoRVGD
HPSUHVD
6mRXWLOL]DGDVSHVTXLVDVGHPHUFDGR
4XDORSDSHOGRVHXFDUJRQRGHVHQYROYLPHQWRRXODQoDPHQWRGHXPQRYRSURGXWR

6. RPRVmRHVWDEHOHFLGRVRVREMHWLYRVGHFUHVFLPHQWRSDUWLFLSDomRGHPHUFDGR
SRVLFLRQDPHQWRGHSURGXWRVHFRPRVmRIHLWRVRVSODQRVHSURJUDPDVSDUDFRQVHFXomR
GHVVHVREMHWLYRV
4XDORSRWHQFLDOGRVPHUFDGRVRQGHDHPSUHVDDWXD
4XHRXWUDVUHVWULo}HVDPHDoDVRXRSRUWXQLGDGHVH[LVWHPQRPHUFDGR
3XEOLFLGDGH3URSDJDQGD
4XDORJUDXGHXWLOL]DomRGHSXEOLFLGDGHHVHXHIHLWRVREUHDVYHQGDV
RPRRVHXFDUJRFRQWULEXLSDUDDGHILQLomRGRVSODQRVHSURJUDPDVGHSXEOLFLGDGH
4XDODVXDSDUWLFLSDomRQRSODQHMDPHQWRHH[HFXomRGHFDPSDQKDVSXEOLFLWiULDV
RPRpGHFLGLGDDXWLOL]DomRGDVPtGLDV
RPRVmRHVWDEHOHFLGRVRVRUoDPHQWRVSDUDSXEOLFLGDGHHFRPRpIHLWDVXD
DGPLQLVWUDomR
ÈUHD-XUtGLFD
4XDODQDWXUH]DGRVDVVXQWRVOHJDLVVREUHVSRQVDELOLGDGHGRVHXFDUJRSRUH[HPSOR
WUDEDOKLVWDWULEXWiULRVRFLHWiULRFRPHUFLDOHWF

7. 4XDQGRDiUHDMXUtGLFDpDFLRQDGDHFRPRVHGiVXDLQWHUYHQomR
4XDORSDSHOGRFDUJRQDIDVHDQWHULRUDXPDDomRMXGLFLDO([LVWHPQHJRFLDo}HVFRP
DVSDUWHVHQYROYLGDV
3RUTXHHFRPRDFRQWHFHXPSURFHVVRMXGLFLDO
4XDQGRHSRUTXHXPDSHQGrQFLDOHJDOHQWUDQDIDVHFRQWHQFLRVD
RPRVmRDQDOLVDGRVRVDVSHFWRVILQDQFHLURVHQYROYLGRVQXPDTXHVWmROHJDO
RPRVmRGHILQLGRVRVDFRUGRVVREUHSURFHVVRV(PTXHIDVHVGRSURFHVVRHVVHV
DFRUGRVSRGHPDFRQWHFHURPRVmRGHILQLGDVDVTXHVW}HVVREUHYDORUHVGH
LQGHQL]Do}HVDSDJDURXDUHFHEHU
4XDORYROXPHGHUHFXUVRVHQYROYLGRVHPDo}HVMXGLFLDLVDQXDOPHQWHSRUH[HPSOR

8. 4XHWLSRGHDVVLVWrQFLDRFDUJRSUHVWDDRXWUDViUHDVGDHPSUHVD
4XHWLSRVGHUHVWULo}HVDPHDoDVRSRUWXQLGDGHVH[LVWHPQRFRQWH[WRGHDWXDomRGD
HPSUHVDTXHSRGHPLQIOXHQFLDURVUHVXOWDGRVGRVHXWUDEDOKR
ÈUHDVGHRQWURODGRULDHRQWDELOLGDGH
RPRVmRGHILQLGRVRVVLVWHPDVQRUPDVHSURFHGLPHQWRVFRQWiEHLVRPRHSRUTXH
PHLRVmRUHJLVWUDGRVRVHYHQWRVFRQWiEHLV
4XDORSDSHOGRFDUJRQDHODERUDomRGHRUoDPHQWRVSUHYLV}HVSODQRVHFRQ{PLFR
ILQDQFHLURV

9. 4XHWLSRGHIHHGEDFNRFDUJRIRUQHFHDRXWUDViUHDVGDHPSUHVDHPUHODomRDDQiOLVHV
VREUHGHVSHVDVUHFHLWDVFXVWRVLQYHVWLPHQWRV
RPRpIHLWRRSODQHMDPHQWRWULEXWiULRHTXDODLQIOXrQFLDTXHRVHXFDUJRH[HUFH
VREUHVXDH[HFXomR
4XHLQIOXrQFLDRVHXFDUJRH[HUFHVREUHTXHVW}HVOHJDLVHQYROYHQGRDVGLYHUVDV
DWLYLGDGHVGDHPSUHVD
4XHWLSRGHDVVLVWrQFLDOHJDORFDUJRUHFHEH4XHPIRUQHFHHVVDDVVLVWrQFLD
4XHWLSRVGHDQiOLVHVHFRQWUROHVYRFrVXSHUYLVLRQDHFRPRYRFrSRGHFRQWULEXLU
SDUDRVUHVXOWDGRV3RUH[HPSORFRQWUROHVGHFRQWDVDSDJDUFRQWDVDUHFHEHUGH
HVWRTXHVHWF

10. ([LVWHXPDDXGLWRULDLQWHUQD6mRXWLOL]DGRVDXGLWRUHVH[WHUQRV4XDORHVFRSRGHVVDV
DXGLWRULDVHFRPRRFDUJRLQWHUDJHFRPRVDXGLWRUHV
4XDODDXWRQRPLDRXUHVSRQVDELOLGDGHGRFDUJRHPUHODomRDDOWHUDo}HVQDVQRUPDVH
SURFHGLPHQWRVFRQWiEHLV$HPSUHVDp0DWUL]
2FDUJRH[HUFHLQIOXrQFLDHPGHFLV}HVJHUHQFLDLVHQYROYHQGRLQYHVWLPHQWRVRX
SURMHWRVGHRXWURVGHSDUWDPHQWRVQRVDVSHFWRVILQDQFHLURV

11. ÈUHDGH(QJHQKDULD
,QVWDODo}HV
9RFrSRGHULDPHGDUXPDYLVmRJHUDOVXFLQWDGDVLQVWDODo}HV
4XDORJUDXGHVRILVWLFDomRWHFQROyJLFDGDVLQVWDODo}HV
RPRVmRIHLWDVDVPRGLILFDo}HVHPLQVWDODo}HVHFRPRRFRUUHPHVVHVSURFHVVRV
4XDLVRVREMHWLYRVGDVPRGLILFDo}HV
4XDODVXDSDUWLFLSDomRQRVSODQRVSDUDH[SDQVmRGDFDSDFLGDGHLQVWDODGD
RPRRVHXFDUJRLQWHUDJHFRPRVGHPDLVGHSDUWDPHQWRVGDiUHDLQGXVWULDO4XDLVRV
REMHWLYRVGHVVDVLQWHUDo}HV
4XDORLPSDFWRTXHRVHXFDUJRH[HUFHVREUHDTXDOLGDGHILQDOGRVSURGXWRV
3URFHVVRV
4XDODLQIOXrQFLDGDHQJHQKDULDQRVSURFHVVRVGHSURGXomR
2VHXFDUJRWHPDXWRQRPLDSDUDPRGLILFDUSURFHVVRVQDiUHDLQGXVWULDO
4XDODFRPSOH[LGDGHWHFQRORJLDHPSUHJDGDQRSURFHVVRSURGXWLYR
4XDODVXDSDUWLFLSDomRQRVSODQRVGHDWXDOL]DomRWHFQROyJLFDDXPHQWRGHFDSDFLGDGH
SURGXWLYDHWF
4XDODUHODomRTXHRFDUJRWHPFRPDPHGLomRHRXDYDOLDomRGRUHVXOWDGRILQDOGR
SURFHVVRSURGXWLYR
4XDORLPSDFWRTXHRVHXFDUJRH[HUFHVREUHDTXDOLGDGHILQDOGRVSURGXWRV

12. ÈUHDGH3URGXomR
3ODQHMDPHQWRHRQWUROHGD3URGXomR
4XDODUHVSRQVDELOLGDGHGRFDUJRQRSURFHVVRGHGHILQLomRGRYROXPHGHSURGXomR
RPRpIHLWDDSUHYLVmRHSODQHMDPHQWRGRYROXPHHWLSRVGHSURGXWRVDVHU
IDEULFDGRV
2WLSRGHPDWHULDOXWLOL]DGRQDSURGXomRH[LJHDOJXPFRQKHFLPHQWRRXKDELOLGDGH
HVSHFLDOSDUDH[HUFHUDVIXQo}HVGRFDUJR
RPRpIHLWRRFRQWUROHGRVHVWRTXHVGHPDWpULDVSULPDVHRXWURVPDWHULDLV(GRV
SURGXWRVDFDEDGRVRXHPSURFHVVR
RPRpDGPLQLVWUDGRRIOX[RGRVSURGXWRVDSyVDIDVHGHSURGXomR
4XDQGRHFRPRRVHXFDUJRSUHFLVDLQWHUDJLUFRPRFRPRJHUHQWHJHUDOGHSURGXomR
/LQKDGH3URGXomR
4XDLVRVSULQFLSDLVQ~PHURVUHODFLRQDGRVFRPDDWLYLGDGHSURGXWLYDTXDQWLGDGHV
FXVWRVGHSURGXomRHWF

13. 4XDLVDVSULQFLSDLVFDUDFWHUtVWLFDVGRVSURGXWRVIDEULFDGRV
4XDLVRVREMHWLYRVHUHVSRQVDELOLGDGHVGRVHXFDUJRHPUHODomRDRSODQHMDPHQWRH
FRQWUROHGDSURGXomR
RPRRVHXFDUJRSRGHFRQWULEXLUSDUDPHOKRUDUDSURGXWLYLGDGHGDVOLQKDVGH
SURGXomR
RPRpIHLWRRSODQHMDPHQWRGDPDQXWHQomRGDVLQVWDODo}HV
4XDODVXDDXWRQRPLDHPUHODomRjVSULQFLSDLVQRUPDVHSURFHGLPHQWRVGDiUHDGH
SURGXomR
4XDLVDVSULQFLSDLVGHFLV}HVTXHYRFrSUHFLVDWRPDUGXUDQWHRSURFHVVRSURGXWLYR
RPRpIHLWRRFRQWUROHGDVKRUDVWUDEDOKDGDVSHORSHVVRDOGHSURGXomR
RPRpIHLWRRFRQWUROHGDSURGXomR
RPRpIHLWRRFRQWUROHGDTXDOLGDGH
4XDLVDVVXDVUHVSRQVDELOLGDGHVHPUHODomRjDGPLQLVWUDomRGHSHVVRDOFRQWUDWDomR
GHSHVVRDOGHILQLomRGHVDOiULRVDXPHQWRVGHPpULWRSURPRo}HVSUrPLRVSURJUDPDV
GHLQFHQWLYRVHWF

14. ÈUHDGH3HVTXLVDH'HVHQYROYLPHQWR
RPRVmRIHLWRVRVSODQRVSDUDGHVHQYROYLPHQWRGHQRYRVSURGXWRV
4XDORSULQFLSDOHQIRTXHGDSHVTXLVDQDHPSUHVD'HVHQYROYHUQRYDVWHFQRORJLDV
'HVHQYROYHUDSOLFDomRGHWHFQRORJLDVDQRYRVSURGXWRV$GDSWDo}HVH
DSHUIHLoRDPHQWRVGRVSURGXWRVH[LVWHQWHV

15. 4XDORFLFORGHGHVHQYROYLPHQWRGHXPQRYRSURGXWR4XDLVVXDVIDVHVHWHPSRGH
GHVHQYROYLPHQWR
4XHLQWHUDo}HVRFDUJRWHPFRPRXWUDViUHDVGDHPSUHVDQRGHVHQYROYLPHQWRGRV
VHXVSURMHWRV
RPRVmRDQDOLVDGRVHWHVWDGRVRVSURGXWRVHPGHVHQYROYLPHQWR
4XDLVDVSROtWLFDVHREMHWLYRVUHODFLRQDQGRFXVWRVDFDUDFWHUtVWLFDVGRSURGXWR
4XHPSRGHVXJHULUDOWHUDo}HVGHSURGXWRVRXQRYRVSURGXWRVSDUDGHVHQYROYLPHQWR
'HRQGHYHPRSULQFLSDOIHHGEDFNSDUDDiUHDGHSHVTXLVDHGHVHQYROYLPHQWR
RPRVmRIHLWRVRVDSHUIHLoRDPHQWRVQRVSURFHVVRVGHSURGXomR4XDODLQWHUDomRGH
3 'FRPDOLQKDGHSURGXomR