Consumption data for different forest products were calculated for nine years (1962 to 1970). Then, taking consumption as a function of per capita disposable income and population, mathematical models were developed. By regressing per capita consumption of each product on per capita disposable income and determining the corresponding coefficients, the per capita demand for the products in the target years was calculated. The total projected demand was then computed by the products of per capita consumption and population in the target years. Through regression analysis the future import of forest products was projected, and import substitution possibilities were discussed. Finally, on the basis of the questionnaire and fi eld experience, the necessary changes in sale policies and other factors leading to the development of the marketing of forest products were introduced.

This thesis deals with marketing policies, which companies in Mali commonly implement and what should they properly execute to achieve their business goals. It is characterized by access to the use of marketing tools of local and foreign companies, accompanied by his criticism. The thesis has three basic parts. The first part deals with the marketing environment, in which ongoing implementation of marketing activities in Mali is described. This section should help potential companies to understand Malian culture, its demographic structure, economic situation, political system and business environment. The second part deals with the marketing policies, namely production, distribution, pricing and communication, used by local and foreign companies operating in Mali. The third part is devoted to the marketing policies of a particular company, namely Nestlé France, operating in Mali and in France. The company Mali Lait SA was used for comparison. This company also operates in Mali and in the same market sector as Nestlé France.