Selling function of the
business organization is the most important function
as it generates the revenue
for the
business organization. The sales force
can be one of the effective channels engage organization customers.
As per the recent
industry grapevine statistics, there
are ”2.5 laces medical sales representatives work no across India sales Representative
varies from company to company, as this “overall state” depends many “factors”
which a retinal responsible for the effectiveness Of the sales productivity.
Field personnel working
alone and unsupervised
in the field, escalating cost of
selling and promotion followed by lack on
new /different products has lead to a problem of
decreased availability of “resources” for
a field pharmaceutical professional, hence in
current business scenario selling productivity is critically affected
and needs realignment the selling process.
This Management Development program is designed keeping in view the above pressing needs and focuses on
each and every selling functions
and through this program the
sales and managers manager’s will get new dimensions and horizons to enhance
the sales productivity, hence market share and hence profits for their
respective organization.
Because personal selling
constitutes an important driver of performance for many organizations, hence
sales force effectiveness and productivity has significant theoretical and
practical value.
OBJECTIVES
SFE practice understands that
sales people are expensive resources that often operate remotely from
headquarters, interact directly with customers and have significant impact on
business result, Given these factors, we believe that proper customer
targeting, organization deployment, sales talent management and motivation of
sales people are critical to our participants success. The prime objectives of
the program are
1.
Targeting
specific markets and customers is one of the primary growth,retention and
profit levers for sales. This MDP helps clients in strategically targeting
customers:
·
Sales Potential Estimation
·
Customer Segmentation
2. Sales
Organization Deployment is a critical factor in improving revenue and
decreasing cost of sales hence, intelligen sales territory plan with right
skills in the right place will help to achieve strategic objectives thru
·
Sales Force Sizing.
·
Coverage Modelling
3. Talent
Selection and Management are common hurdles that prevent a sales force from
being successful. Attracting and retaining top talent provides an important advantage
over competitors. This MDP forcuses on
·
Selection Criteria
·
Engagement
4. Sales
Force Rewards are the primary means of motivation sales people. Incentive plans
influence the ac tivites and hehaviours of sales people and push them to higher
levels of performance. This program helps participants develop plans that
direct sales behavior to drive strategy and revenue goals by sharply focusing on
·
Goals & Quotas
·
Sales Compensation
CONTENT:-
·
Sales force structure
·
Performance Management
·
Incentive compensation
·
Segmentation and Targeting of Customers.
·
Tarining Learning and Development
·
Key Account Management
·
Analytics
·
Data Analytics and Visualization
TARGET PARTICIPANTS (Who should
Attend)
All pharmaceutical/healthcare
field managers working as
·
Sales/Marketing heads
·
Regional/Zonal business Managers
·
Sales Force Effectiveness Managers
·
Marketing Managers
·
Product/Marketing- Executives/Managers
·
Group Product Managers
·
Academicians
·
Research Scholars
·
Business Analyst
TRAINING APPROACH
Using case studies, field work,
classroom practice sessions, and interaction. In-class discussions and hand on
practice session will provide the opportunity for participants to apply newly
learned tools and techniques which would help in gaining confidence and to
apply in your own business units or organizations.
RESOURCE PERSONS
·
Dr. Sandeep Narula- Program Coordinator,
Associate Professor, IIHMR- Jaipur
·
Mr. K. Satya Mahesh, Associate Director- SFE,
Merco Serono, Mumbai
DURATION AND VENUE
The MDP is of 3 day duration. The
programme will start on Monday 22nd june and will condlude on Wednesday,
24th june 2015. The programme is cheduled tob e held at institute of
Health Management Research, Jaipur.
CERTIFICATION
A certificate of participation on
completion of the programme will be issued by institute of Health Management
Research, Jaipur.
PROGRAMME FEE
Rs.15,000 per participant for Indian
participants and USD 300 for foreign participants. The fee dovers tuition fee,
training material, stay in air- condition room, breakfast, lunch, dinner and
tea during the programme.
NOMINATIONS
Nomination form duly filled in
alon with the Demand Draft made out in favour
of "Institute of Health
Management Research, Jaipur" payable at Jaipur should reach to the Program
Coordinator latest byJune 19, 2015 at:
Dr. Sandeep Narula -Program
Coordinator The IIHMR University,
Institute of Health Management
Research
1, Prabhu Dayal Marg, Sanganer
Airport, Jaipur - 302 029, India
Phone: +91-141-3924700 (30 Lines)
Fax: +91-141-3924738
Email: sandeep@iihmr.edu.in
ABOUT THE INSTITUTE
The Institute of Health
Management Research, Jaipur is an institution dedicated to improvement in
standards of health through better management of health care and related
programmes. It seeks to accomplish this through management education, training,
research, consultation and institutional networking in a national and global
perspective. The institute has been designated as WHO collaborating Centre for
District Health Systems based on Primary Health Care. The Ministry of Health
and Family Welfare, Government of India has identified the institute as an
Institute of Excellence for training and capacity building. For more
information please visit our website www.iihmr.org.
