MDP on DEVELOPING SALES FORCE EFFECTIVENESS

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 22^nd june and will condlude on Wednesday, 24^th 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.