Documente Academic
Documente Profesional
Documente Cultură
Distribution Channel
Company
C & F or CA
Super Stockiest
Stockiest
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
4
Questions asked to MR
Primary sales Secondary sales Personal order booking ( POB ) Call average Coverage Report calls
Tool program
MR - TP AM - TP RM - TP ZSM TP
Submitted on 25th of month
Reporting Channel
MR
ASM RSM ZSM VP OF SALES
9
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
12
Finance Department
Finance budget
Factory department
Production budget
Credit Control
Credit period Credit limit Mode of payment Stockiest profile PDC ( Post dated cheque) Cash Discount Special cases No PDC
14
MRP Decision
Competition pricing New marketing / Scientific gimmick Monopolistic MRP Kind of marketing company do % G C (Gross contribution)
16
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 1st deal for stockiest
17
Billing Difference
Billing for C & F Transfer of stock Transfer challen F Form
taken from sales tax department
18
Speciality division
Gastro division Cardio / diabeto division Psycho / neuro division Ortho division Opthal division Dermato division
20
Thank You
21