We cite Polaroid's Polarvision as only one example. Describe the sales organization of these companies. Few organizations have such a competitive edge that the world beats a path to its door without the intervention of an effective sales team. Information about the sales operation is seldom discussed in financial reports of public companies. Of all phases of a company's activity, none is so well known to sources outside the company than its sales organization.
Sales are only of value when they lead to profits.
You want to find out if the target company is doing to maintain or to improve profit margins for the future. Senior management is often blind to its own reputation. A small company can do extremely well under an able autocrat. It is not difficult to churn out reams of information. Without breaking laws, there are ways in which senior managers can benefit themselves at the expense of customers, employees, and stockholders.