Pharma Sales Management

8/13/2019 Pharma Sales Management

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Pharma selling and sales marketing


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Distribution Channel

Company

C & F or CA

Super Stockiest

Stockiest

Doctors, Nursing,

Dispensary, Substokiest 2


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Types of Pharma Selling

Ethical selling

Generic selling

PCD : Propaganda cum dispensing Surgical selling

Tender Selling

Over the Counter (OTC)

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Issues of Pharma sales

Ethical selling Promotion overload

Too many companies

Doctors issues Fixed day and time of meeting to MR

Fixed No. of MR

Visit regulated 1/3 months

Time of giving cards & time of actual calls

Fixed No. of company MR to meet

Waiting to MR

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Role of Various field Staff

Medical representative

Implementation of promotional strategy

Contact doctors , N/h , Co hospital

To give info about product

Convince doctors to give Rx

Make a network with retailers & chemist

Make a network with stockiest

Reporting

Generation of order ( Retailer POB Stockiest )

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Role of other field staff

Role of Area manager

Role of state manager

Role of Regional manager Role of zone manager

Role of national manager

Role of VP of Sales

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Tool program

Submitted on 25thof monthMR - TP

AM Approved MR TP

AM

TP Submitted on 26th

of monthAM - TP RM approved AM -TP

RM TP submitted on 27thof monthRM - TP

ZSM approved RM TP

ZSM TP submitted on 31stof monthZSM TP

BASIC TOOL PROGRAM MADE ONLY ONCE IN YEAR8


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Reporting Channel

VP OF SALES

ZSM

RSM

ASM

MR

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Kind of Reports for sales force

DCR : Daily call report Expenses Detail report

TP : Tool program

Weekly reporting

Monthly reporting

Basic tool program ( BTP )

DWP : Daily work plan

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Sale Administration Department

Do compilation of all reports of sales

Normally one person for each state

Prepare summary report of

All India state wise unit wise value wise

sales report for product manager for his product

All India last three months sales of same brand

All average / coverage Utilization of inputs

Use of gifts, samples, skims, Bonanza

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Sales Budgeting

Marketing Department Give guideline to sales department

Marketing Budget Gifts

Samples Sponsorship

Bonanza

CME (Continuing medical education)

Advertisement

Printing expenses

Meeting Expenses

Incentives

Transportation

Expiry and goods return

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Credit Control

Credit period

Credit limit

Mode of payment

Stockiest profile

PDC ( Post dated cheque)

Cash Discount

Special cases

No PDC

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Costing & Finance

Different types of cost R & D ( F & D )

Production cost

Inventory cost

Transportation cost

Marketing cost

Regulatory cost

T & D cost PM cost

Overhead Cost

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MRP Decision

Competition pricing

New marketing / Scientific gimmick

Monopolistic MRP Kind of marketing company do

% G C (Gross contribution)

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Billing

Billing cycle

From the time bill is raise to the payment

received

Normally billing cycle is of 21 day

Payment cycle is 60 days for 1stdeal for

stockiest

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Billing for C & F

Transfer of stock

Transfer challen F Form

taken from sales tax

department

0.5% sales tax has to pay

Billing for C & A

Billing

Bill is Made

C Form Outside state 2% central

sales tax (CST) + add 5 %

VAT

Within state only 5% VAT

18STEVENS BUSINESS SCHOOLBATCH 2009 - 2011

Billing Difference


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Sales Team Division

Pharma division Old / big brand

Less promotion

Less expenses (CASH COW)

Speciality division Gastro division

Cardio / diabeto division

Psycho / neuro division

Ortho division

Opthal division

Dermato division

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Thank You

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Documents

Pharma Sales Management