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Octapace Situations in Sales / Marketing Function

Openness:
  1. Informing in advance the superiors about shortfall in targets to be achieved due to difficult market
  2. Representatives to the Product Management Team feedback on effectiveness of the market strategies deployed
  3. Informing Distribution function on out standings/expiry of products
Confront - The Problem:
  1. Discussing with the Distribution function the non-availability of physical stocks at various Distributors or delay in supplies from Head office to Distributors
  2. Defending the product wise target based on the potential of the market
  3. Appealing the R &D for cost reduction of the products in comparison to competitors products
Trust:
  1. Restricting improper utilization of information and data available on our products and marketing strategies
  2. Appreciating the suggestions made by the Representatives/any other relevant person about product improvement, strategic change etc.
  3. Expecting the delivery by PTD the products as per the schedule agreed
  4. Sales Managers following up on actions/problems reported by the field force
Authenticity:
  1. Sales Managers establishing Procedures/SOP's for Doctors investment on an annual basis
  2. Avoiding false or exaggerated sales forecast or production planning for new product launches
  3. Consistent application of criteria for selecting High Fliers/Doctors for investment
  4. Implementing in-clinic performance as per the guidance of the Superiors
Proaction:
  1. Preparing a focused Doctors' list for a new product to be launched
  2. Preparing contingency plans to maintain sales targets to be achieved, countering seasonal variation
  3. Initiating action to reduce expiry/breakage costs
  4. Recommending strategies to aggressively increase the market share
Autonomy:
  1. Allowing line managers to takes decisions on Investment on Doctors within the framework of policy
  2. Respecting the rejection of new combination of molecules by Medical Department
  3. Making Realistic targets based on last year Performance supported by Market Planning Team
  4. Improving quality of inputs/ resources to the field by Market Planning Team
Collaboration:
  1. Departmental Heads identifying Developmental Needs of the field force with HR/ Sales/ Training
  2. Providing necessary inputs to the sales administration for quicker settlement of expenses of the field employees
  3. Following a Joint Accountability with the employees of the concerned department, without the fear of losing points in the final appraisal
  4. Joint field working with Representatives
Experimentation:
  1. Encourage newer marketing strategies for new product
  2. Identify suitable training / developmental programme for Sales / Market Planning Team and administer it to them
  3. Deploying newer methods for capturing the field wide effectiveness of MSRs
  4. Sample Internet sales reporting through "REP - Connect" programme
  5. Developing/sharpening the system of selection/recruitment process to minimize attritions
  6. Reducing the turnover of Representatives by evolving newer methods
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