Critical Thinking

Questions
By Group - 10
 Qn. 1: Problem Faced In Wrongly
Designed Territories
 Poor market coverage
 Ineffective utilization of the sales force
 Inefficient distribution of workload among
salespeople
 Improper evaluation of the performance of
salespeople
 Duplication of efforts
 Poor understanding of customer needs
 Qn. 2: Difficulties In Coverage &
Redesign of the Sales Territories in
Pharmaceutical Business

 Reasons for redesigning of Sales Territories:

› Growth in market size
› Merger or Takeover
› Change in the stage of PLC
› Reallocation of customers in the market
Pharmaceutical giants:
Astra And Zeneca
 Challenges
 Territory redesign can be challenging in merger
situations
 The sales force is under tremendous time and cost
pressure during a merger
 Speed is of essence to minimize customer and
organizational uncertainty
 Customer relationships are at risk
 An unsuccessful merger can result in a weak
organization
1 ●
● Set a Strategy

2 ●
● Prioritize products and markets

3 ●
● Define the selling process

4 Determine the size and structure of the sales force

●
●

5 Align territories and select staff

●
●
6 ●
● Establish a compensation plan

7 ●
● Define recruitment methods

8 ●
Define training programs

9 Establish performance evaluation systems

●
●

10 Establish sales force support systems

●
●
 Keys to Success

 Extensive communication between management and

sales force
 Involvement of sales force in the decision process
 Routine teleconferences, question-answer sessions
and news letters through out the merger
 Speed of implementation
Thank You !!