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The Sales and Distribution

management Study of
VERITAZ Healthcare Ltd
A PROJECT ON STRATEGIC MANAGEMENT
GGRRO
OUUPP NNUUM
MBBEERR –– 3399
PPGGCCBBM
M -- 1144

GROUP MEMBERS
2212012 Gunjan Gupta
2212011 Saiprasad Potaraju
2212007 Maguluri Venkata Bhaskara Satya Sai
2212009 Indira Velamuri

GUIDE: Prof Sanjeev Varshney (Sales and Distribution
Management)

CENTRE: BEGUMPET

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Background
Why Group 39 comprising of Venkata Satya Sai, Saiprasad Potaraju, Gunjan Gupta,
indira Velamuri and Rajkiran D have chosen M/S VERITAZ Health care Ltd as the sales
organization to study and learn various functions, which include Sales force recruitment,
Induction, Channel partners, Distribution, Marketing philosophy etc. One of our group
members is heading these sales and marketing organization. Therefore we claim that the
description, exhibits and any other supporting data provided in this case as authentic
under Performer’s Rights Act.

M/S “VERITAZ HEALTH CARE LTD “, Hyderabad is a company incorporated as per
companies Act [1] 1956 and is situated at it’s Registered office, Mirra Trade Center, @
Panjagutta X Roads, Hyderabad.

M/S: VERITAZ has acquired all the formulation brands of erstwhile 100 Crores company
M/S Citadel Aurobindo Ltd, Chennai and has acquired all the brands through an auction
from AXIS BANK as per Securitization Act 2002.

M/S: VERITAZ is an associate company of M/S Aurobindo Pharma ltd, Hyderabad that
has a turnover of Rs 2,500 crores. Effective 2007 M/S VERITAZ Health care ltd has
started manufacturing and marketing of all branded formulations by getting the products
in GMP certified, US FDA/ Europe FDA/ JAPAN FDA/ Canada FDA approved plants
and the WHO–GMP certified plants located in and around Hyderabad city in Andhra
Pradesh.

M/S VERITAZ has begun its domestic operations by employing 240 Sales Officers, 48
Area Sales Managers, 2 sales managers as the field force. The company has also
appointed 10 C&FAs as channel partners across all the major state capitals of AP, TN,
Kerala, Karnataka, Goa, Mumbai, Pune, (Rest of Maharashtra), Nagpur (For the other
parts of Maharashtra), Gujarat, MP, Chhattisgarh, Orissa and Rajasthan. The Idea is to
stabilize in these markets initially and then progressively launch in other states of India.
By the turn of the year 2010 M/S VERITAZ intends to have complete national presence.
The sales Organization of M/S VERITAZ has all departments like HRD, PMT,
Marketing services, MIS Dept, EDP, Distribution, PPIC, Accounts, Finance that support
the sales team.

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M/S VERITAZ is in healthcare industry of IPM (Indian Pharma Market) and is engaged
in manufacturing and marketing its healthcare products, which can appeal to a large
section of society. It engages in “ETHICAL MARKETING” and believes that it can
achieve its goal through people only like Strong Field sales force, Channel Partners,
Internal & External customers. Coupled with good corporate governance they can
achieve the Corporate Objectives by employing the Right Distribution Objective,
Marketing Objective and Brand objectives.

We are analyzing this company on all the parameters suggested by Prof. Sanjeev
Varshney of XLRI, Jamshedpur and are framing our project accordingly. We are also
happy to mention that we have all the supporting data and live exhibits for all that we
have studied and are submitting those as part of this project.

We understand that M/S VERITAZ would achieve a sale of Rs 28 crores in the first year
of its operations and is planning for an ambitious sales turn over of Rs 40 crores, which is
clearly on track of achieving Rs 100 crores sales turnover goal by the turn of the year
2010-11.

The total estimate of Indian Pharma domestic market is @ Rs34000 crores with equal
amount of Exports. This is growing presently @ 11-12% for all the therapeutic categories
put together.

The Topics being covered in this project report are as follows:

1. Sales management:
a. Sales Organization
b. Recruitment & Induction Process
c. Territory allocation Process & Strategy
d. Reporting structure and systems
e. Compensation structure
f. System of Evaluation
g. Training & Development
2. Channel Management
a. Channel environment
b. Channel strategy
c. Channel Design & structure
d. Managing the channel members and conflict
e. Appraisal and evaluation of channel members

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1.Sales Management
(a)Sales Organization:

In the first phase VERITAZ is aiming to aggressively rebuild its top brands and market
share in Southern and Western India. The company is aligning itself to catering the
health care needs of Indian market (covering most of the specialty therapeutic
segments) with a wide array of life saving products that add value to patients and the
Doctors’ prescriptions.

Today’s health care needs are a challenging task. The battle between man and micro is
an ongoing process. This global challenge calls for effective global response. The best
way to respond to this challenge is “to act locally and to collaborate globally”. The
venture brings to the forefront the core competencies of its human resources that offer
excellent services to the medical profession and brands that have stood the test of time
over decades.

Manufacturing:
VERITAZ will be outsourcing production. The products will be manufactured in about
four locations in and around Hyderabad and Chennai. The state of art USFDA approved
plants of Aurobindo Pharma Ltd, will be used to manufacture high-end molecules / inject
able antibiotics. They also use the facilities of liquid manufacturing experts, ESPI
Industries & Chemicals, Arti Drugs, Deepti Formulations (P) Ltd, Sai Parenterals Pvt.
Ltd, Indu Drugs and Madras Pharmaceuticals Limited.

The range of Antiretroviral will be manufactured in the state of the art plants of Aurobindo Pharma Limited that has
accreditation at the Global level with most of the products conforming to world’s best standards.

Marketing:
VERITAZ believes and puts to practice sound marketing strategies tested over time. The
belief is that a customer does not buy a product alone, but also buys an experience that
makes him happy. The company believes that Doctors are discerning customers and
ethics is an area that it does not compromise. The brand building route will be given
emphasis as a result of which quite a few brands should be made to climb the topper
charts both in CMARC and ORG rankings.

Product Management:
VERITAZ has its independent product department to strategize communication and
support the field with strategy to gain a share of the Doctors mind. New and recent
trends with latest references will be made available to their customers to make a rational
and logical choice in the treatment of diseases. Solutions to problems will be also given
to add value and in brand building exercise.

Field Force & Training:
The field force of the company is carefully selected and put through intensive product
and marketing training before being posted in the field. They are continuously monitored
for implementation and progress in the field. The field activities will be monitored
periodically and review & sales meetings will take place regularly to upgrade talent and

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hone new skills. The field staff will be constantly encouraged to get over the new barriers
and to set high standards.

Human Resource Development:
VERITAZ strongly believes in developing its human resources. The HRD is headed by
HRD manager who has put in years of experience to offer suggestions and guidance to
enhance the quality of our Human Resources. They also have an eminent HRD
consultant on their panel that will periodically evaluate the HRD needs and offer
solutions and training to enhance performance. VERITAZ will endeavor to upgrade its
human resources with training to make its assets (people) rise to face challenges and
provide opportunities for dynamic career advancement. The methods employed will be
unique to make human resources feel empowered so that they lead a better quality of
life not just in the professional sphere but at the personal level too, to be good humans
to their families and to the society at large.

Distribution, Logistics & Software:
VERITAZ recognizes that Logistics and distribution is a key area that makes a company
grow. In this context the company has appointed C & F Agents across the length and
breadth of the country. The distribution is monitored closely to meet the ever-increasing
needs of the distributors spread in multi locations in every state. A new state of Art
software is being created to account every sale transaction, track payments, manage
inventory, generate sales statements, etc, etc.

Credit Control department:
Finance being the bloodline of any organization VERITAZ believes that if demand is
created, the payments will always be on time. Realizing a cheque with every order will
make all the transactions. The company also strongly believes that any sale is complete
only when it realizes the money.
A detailed Vision, Mission and Goal statement of VERITAZ is provided in the exhibit [2]

Below is the representation of the Organization stricture and the marketing Structure.

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CORPORATE FUNCTIONS

Finance & Accounts:
The Corporate Finance Department plays a key role in maintaining an excellent financial
health of the company. It is responsible for framing and implementing the financial
policies of the company. The activities include banking operations, management of

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funds, budgeting, pricing, payroll, insurance, taxation (both corporate and personnel),
fixed assets and financial analysis.
The Corporate Accounts Department is responsible for all activities leading to
preparation of monthly accounts, P & L statement and Final Accounts.
Sales:
Sales Department has a pivotal role to play in setting the targets and achieving the sales
of the company. It provides direction to the sales activities as well as crucial, tactical and
strategic support in terms of expanding sales.

Regions:
VERITAZ is a professionally managed company with wide network. They are at present
spread across the Southern and Western parts of India, with 8 Regions and 41 Area
Head Quarters. They will be expanding their operations to the Northern and Eastern
parts of the country shortly.

Supply Chain Management:
Corporate SCM Team controls the product procurement from manufactures and
movement of products among the C&F agents, stockists and ultimately the Retailers /
Hospitals. The SCM team constantly tries in innovating new processes to ensure
adequacy of availability and supply at all retailer points to improve customer satisfaction.

Information Technology:
The IT department provides on line support for designing, implementing and maintaining
all computerized data of the organization.
Product Management and Training Team:
The PMT team will be responsible for the development of promotional strategies,
preparation of product portfolios for new introductions, recommendation for product
changes, enhancement and expansions that results in improvement of both top and
bottom lines. It imparts periodical product training for new recruits and refresher courses
for Sales Officers. It also coordinates with HRD in conducting Development programs for
the managerial employees.

Human Resources Development:
HRD is responsible for formulating and implementing the company’s H R Policies. HRD
constantly endeavors to employ appropriate techniques and methods to attract & retain
the best talents. HRD acts as a custodian in upholding the ‘Values’ and ‘Culture’ of the
Organization. It employs necessary tools for performance planning and assessment of
the employees, training & development and progression.

Marketing Services & Administration:
Marketing Services Department plays a vital role in providing uninterrupted support
services to the Marketing Personnel in effectively discharging their functions and
achieving targets. Besides prompt dispatch of Promotional Materials, stationery to the
field, it also ensures timely release of employee payments and reimbursements. It is

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responsible for sales data analysis and reporting. It also provides administrative support
to the entire marketing team.

(b) Recruitment and Induction process
Sales officer is recruited through interview process preceded by an ad in the
newspapers Candidates below the age of 25 yrs with science/Pharmacy background are
recruited following a selection process that involves the below steps.
Step 1: Eligible candidates are called for written test followed by an interview.
Step 2: The evaluating officer (ASM/RSM) evaluates the candidates using a screening
format [3]
Step 3: The Sales manager will conduct a final interview and confirms provisional
selection
Step 4: Then the candidate Submits all related papers to the HR dept who verifies and
issues OFFER LETTER [4] with CTC [5] offered as per the eligibility
Step 5: The offered candidate fills up the Bio data form [6] with all details and enclosures
and submits the acceptance letter to the offer.
Step 6) The ASM/RSM is informed about the candidate’s selection and the three-week
classroom training will be initiated. The field induction process will be the next step.

The process flow of the detailed field induction process is as shown below:

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(c ) Territory allocation process and Strategy

Territories in VERITAZ are allocated primarily on Geographic methods. As the health
care industry is quite old and has a past history (available to ASM), the ASM decides to
allocate the territory keeping in view the following:
1. Number of customers in a area/town
2. No of retailers available in area/town
3. Territory potential-Key factor
4. Need for servicing—monthly once /twice
5. Scope & Need for NOW PRODCTS and FUTURE PRODUCTS

A territory is not just made geographically but by understanding the dynamic business
needs. ASM with the help of PMT uses market intelligence like ORG-IMS, Marc to
identify and assess the territory potential.

Here the travel logistics must be kept in mind as a tour program is drafted that is not just
a travel plan but an objective based one [7].

In case of Metros where more than 10 to 15 Sales Officers are involved, the ASM plays
a vital role in territory design as he needs to keep in mind the “Key Accounts
management” and “ KOLs” (Key opinion leaders of the territory) as it matters a lot to the
business.

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(d) Reporting Structure and Systems:

Being a health care industry sales organization, VERITAZ has the following reporting
system when it comes to sales force.
Step1: The sales officer after due completion of the sales calls done for each day,
reports back to his immediate superior (in this case Area Sales manager) through a
structured report indicating the sales calls made, both on qualitative and quantitative and
is supposed to post the following day [8].
Step2: The ASM follows a similar procedure and hierarchically reports to a regional
Sales manager [9].
Step3: Regional Sales manager is expected to report back more on the person’s
involvement and ability in the sales call and his suggestions for the improvement. This is
coined as OJT (On job training) [10].
A detailed procedure of periodic submission of a sales officer and Managers is depicted
below.
Periodical Submission of a sales officer - process:
Regular attendance and punctuality are vital to successful work operation and are an
important part of overall job performance. To evaluate the job performance and give
suggestions for improvement from time to time, the company has designed certain
periodicals to be submitted by field staff:
To be submitted by Sales Officers (as on date and it can be modified from
time to time):
S.No Periodical Whom to submit Periodicit To reach
y before
1 Daily Work To Marketing Office Daily 06 days of the
Report under copy to ASM report date
2 Expense To Marketing Office Monthly 5th of the
Statement following
month
3 Stock & Sales To Marketing Office Monthly 5th of the
Statement under copy to ASM following
& RSM month.

More detailed description of the following is available in the exhibit [11]
1. Monthly Tour Program of the Sales officers
2. Daily Work Report
3. Expense Statement
4. Policy of Expense reimbursement
5. Stock & Sales Statement
6. Order books & Bookings
7. Stationery
8. Collection of bills outstanding
9. Absenteeism & misconduct
10. Jurisdiction

Periodical Submission of Managers - Process:

Reports to be submitted by Managers (as on date and it can be modified from time to
time):

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Sl. Periodical Whom to submit Perio- To reach before
No dicity
1 Monthly Tour To immediate Monthly 20th of the
Programme superior preceding month
2 Monthly Tour Original to Team Monthly 20th of the
Programme of Member and copies preceding month
team to Marketing Office
Members and superior.
3 Daily Work To Marketing Office Daily 6 days of the
Report under copy to RSM report date
4 Expense To Marketing Office Monthly 5th of the
Statement following month
5 Monthly To marketing office Monthly 5th of the
Report under copy to RSM following month.
6 Consolidated To marketing office Monthly 6th of the
RD and Stock under copy to RSM following month.
Statement

More detailed description of the following is available in the exhibit [12]
1. Guidelines to prepare monthly tour Programme of sales officer
2. Monthly Tour Program of the Managers
3. Daily Work Report
4. Monitoring the Daily Work Report of Sales Officer:
5. Expense Statement
6. Traveling Charges
7. Policy of Expense reimbursement
8. Stock & Sales Statement
9. Shortage & Breakages reported by Stockists / Retailer
10. Order books & Bookings
11. Stationery
12. Collection of bills outstanding
13. Absenteeism & misconduct
14. Jurisdiction

(e) Compensation structure:

Compensation for a SO/ASM/RSM depends on Educational qualifications, Work
experience, Knowledge on territory/Products etc
Primarily the work experience with proven track record attracts a better compensation.
For a new entrant it is fixed. For an experienced candidate a scale is pre designed by
HRD. However, the sales manager can offer any deviation he feels fit for the candidate
based on certain parameters.
In Metros compensation is higher as skills required are different and emphasis is on
communication skills. Primarily a large portion of compensation is fixed (about 60%) and
the remaining (about 40%) is offered as productivity linked incentives. An incentive plan
is designed before the start of a quarter/ Year/ Campaign and is well explained to the
SO. The SO has to achieve the assigned targets for a particular product / SKU and the
Value targets. Rupee wise achievements are different from Product achievement
incentives.

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A detailed incentive plan for 2008-09 is explained in the following sections.

The quarterly incentive plan is as shown below:

The annual incentive plan is as shown below:

Apart from these, there are other incentives that will motivate the sales force.

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The Daily working allowances and Travel allowances are on top of this compensation
plan.

(e) System of Evaluation:
The SO/ASM/RSM is subject to monthly as well as cumulative appraisal systems that
are internally designed.
The evaluation process include
1) Sales achievements
2) Sales calls made (Call average)
3) Coverage (Reach to customers as per plan)
4) Product achievements

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5) Weight age for Primary sales as well as Secondary sales (Redistributed)
6) Key products achievements etc

The ASM evaluates SO and RSM apprises ASM and accordingly SM appraises RSM.
Evaluation process is data driven to minimize “subjectivity” Entire evaluation process is
done objectively. Both Appraiser and the appraise sign and send the same to HRD for
their perspective. In VERITAZ case HRD will give their perspective on the appraisal and
the feed back goes back for necessary correction / New direction etc.
The annual increments depend on the score a person gets in appraisal system.
Accordingly company decides to offer 15%, 10% and 8% increments then as per the
weight age and score, the slab is decided by HRD in consultation with SM.

Some samples are attached below:

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Performance Plan & Review

Company’s policy is to nurture, train, develop and promote the employees from within
through an exhaustive career planning process.
The performance of employees is continuously monitored through a well-defined
performance management appraisal system. Increments are strictly on merit i.e.,
performance against objectives, goals, targets set for the employee.
Appraisal is based on objective assessment of employee’s performance.
It is done to brief the employee about his weakness and to suggest the methods of
overcoming it. It also gives an employee a brief idea as to what is expected of him.

1. At the end of every quarter and financial year a performance his immediate
superior carries out appraisal.
2. No appraisal will be conducted for employees who have been in service for less
than three months.
3. An employee being transferred, performance appraisal will originate from the
earlier reporting authority and will be passed on to his new work group.
All recommendations for promotion and increments will be subject to final approval of the
management whose decision will be final and binding.
(f) Training and Development:

As discussed in the previous sections, a new incumbent undergoes a three week class
room training at the induction followed by the OJT follows at the market place, which is a
real life situation in the sales organization. The training needs are constantly addressed
in VERITAZ during the review meetings, during which the product management spends
enough time to conduct refresher programs. The PMT also takes up responsibility to
train the sales force as and when a new product gets introduced or if any R&D takes
place.
Monthly a question paper is also sent to the SO called “FUNDA-MENTAL” so that the
SO can study the training manual and answer the questions. The idea is to keep the
SO/ASM/RSM in touch with subject.
After three years of fieldwork then the SO comes back for a refresher class organized
centrally. Based on the training needs of a trainee and experienced sales force the
trainings are tailored accordingly.
Company constantly believes in training & development of its human assets.
Train the trainer programs are conducted for Area Managers and Regional MANAGERS
called as MDP. The MDP involves in training the managers in technical as well as selling
skills. Prime focus is on “ MAN MANAGEMENT SKILLS”

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2.Channel management
A NOTE ON CHANNEL MANAGEMENT

In our case the channel partners are

1) C&FA / CA
2) Area stockist
3) Retailer /Pharmacy
4) A large account like BHEL, Railways etc

While entire hierarchy focuses to keep the channel partners motivated, The
SO/ASM/RSM are directly and regularly in touch with the channel partners. Sales
mangers and institutional mangers focus on key accounts and also keep a vigil on C&FA
operations.

Adequate care is taken in appointment of C&FA/Area Stockist. Stock replenishment is
done through a mutually agreed process ((sales X 2) – rack stock). This system works
well as it is mutually agreed process between the channel partner and the company.

As far as inventory is concerned the Distribution department has SOP in place that
covers comprehensively for all the channel partners like C&FA, Distributor, Area Stockist
and that goes up to the retail chain.

The distribution SOP is provided in the exhibit [12]

To keep channel partners motivated, periodical meetings are conducted for Sales
promoter, salesmen of stockists, and the managing partner, that includes various
support staff. There is a system to give incentives to them as well.

For trade channel partners there are promotional schemes announced from time to time.

(a) Channel environment

The channel environment is quite conducive for business processes. As per the SOP it
works at C&F level as well as Area stockists/Area distributor. But when it comes to the
retailer (Medical shop) there is a tendency to change the Brand by their influence.

This generally happens for OTC (Over the counter) products and not for specialty
products. Therefore to keep the Retail channel environment friendly some times

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seasonal and in some cases deep discounts are also offered. It could be unit discounts
or revenue discount as the case may be.

As C&FA is an extension of company and carries out business on behalf of company by
ensuring proper documentation, a conducive business environment is ensured.

In VERITAZ case they have an in-house distribution soft ware called “VERISOFT” used
by C&FA so that any conflicts are avoided.

(b) Channel strategy:

As explained in the previous sections, in the healthcare industry the goods flow from the
manufacturer to the C&FA to the distributor/Stockist to the retailer/chemists and finally
goes to the end consumer who is the patient.

Therefore this company also has a retail base of about 130 per territory of a sales officer
(regular service) and would also service some unlisted outlets. The company also has
about 5 to 6 area stockists who cater to the requirements of these retailers through a
distribution network of salesmen/distribution vehicles. This stockists/ distributor gets the
goods from the C&FA on order basis. As we discussed, the first controlling point for the
company is C&FA.

Distribution Flow chart is as channel strategy is as shown below:

© Channel Design and structure

In healthcare industry the channel partners are C&FA/CA, Area distributor, Area
Stockist, Retailer, Medical shop, Hospital Pharmacy.

A particular sale happens only when the customer (Doctor) influences by prescribing the
brand of a company. In most of the cases it is only the doctor who decides the purchase
of a brand by the consumer. However, in some cases like in hospitals, Doctor +
Administrative officer + Pharmacy in charge + Rates offered by the company+ Trade
discounts + other factors decide the sale/purchase of a brand. This is true in the case of
a bulk purchase by an institution.

In large accounts like Railways, Armed forces canteen stores, BHEL, Govt organizations
etc tender system is operative. Both Technical & Price offers are taken in to
consideration. The offering company must have technology to produce well as per
specifications. Which is why, these institutions insist on GMP certified plants, US FDA
approved plants, Europe FDA approved plants, Japan/ Canada FDA approved plants
etc.

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All VERITAZ plants are Complying to stringent global standards. Therefore, if all
parameters of standards are the same, for various companies quoting for the same
institute, then emphasis is given for RELIABILITY for supply. That is why L1, L2, L3 are
awarded after evaluation.

(d) Managing the Channel member & Conflict

In VERITAZ case too some times there will be conflicts. This happens only when some
one insists for over inventory by a channel partner like area Stockist. Generally it does
not happen. But during the Quarter end or year end the SO/ASM/RSM in order to
complete the targets, try to dump the stocks. In some cases the redistribution does not
happen as promised leading to excess inventory that leads to a conflict. But in VERITAZ
case the dumping is avoided as they insist on a 7 days PDC in the case of a city where
C&FA is located and 21 days PDC in case of non C&FA location.

As they need to honor the cheque, the SYSTEM does not allow dumping to avoid
excess inventory this way, the conflict is avoided. We understand that there should be
financial discipline in doing business

Another way a conflict can come is when SO/ASM/RSM are caring to address the
expiry/spoiled/ broken/Leaked goods lying at channel partner’s premises. VERITAZ has
an in house system wherein this point is addressed monthly to keep channel partner
happy and thus avoiding CONFLICT.

Another way a conflict can come is when SO/ASM do not communicate the Change in
prices upwards/Down wards or by not informing the trade schemes. This conflict can be
avoided by having data regarding channel partners and directly sending mails etc

(e) Note on Appraisal & Evaluating of Channel members

As it is VERITAZ does not have a separate appraisal system or evaluating system for
channel partners separately.
However through weekly, monthly reports we keep evaluating the channel partners on
the quantity of sales and accordingly are awarded and rewarded.

VERITAZ has software “VERISOFT” in place that generates enough MIS reports that
can assist evaluate the performance of their Channel partners.

However, all exemplary performances are recorded and rewarded suitably.

VERITAZ being in health care industry (unlike FMCG), there is no specifically designed
appraisal /evaluation systems for direct channel partners or their employees

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EXHIBITS

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[1] COMPANY’S ACT REGISTRATION

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[2] VERITAZ VISION, MISSION AND VALUES
Vision:
The company has a contemporary product basket to cater to different specialties. The company
will be leveraging global cutting edge technology and R & D to offer state of the art products and
innovative drug delivery systems in the near future.
The Management Team is highly experienced and will offer ample scope for talented and result
delivering individuals, opportunities for development, growth and an exciting future.
We aspire to enrich our people-our driving force, to become highly professional and technology
based.
Mission:
We strive for happier, healthier tomorrow. We shall provide total customer satisfaction and
achieve leadership in chosen markets, products and services, across the country through
technological excellence, based on world-class research and development. Our human resources
will continue to be the most valuable asset in this pursuit of leadership and prime driving force of
our growth.
We are responsible to the society. We shall be a good corporate citizen and will be driven by high
ethical standards in our business practices.
Values:
Integrity and Ethical Business Practices:
Our business is built on the foundation of integrity and ethics. We follow utmost integrity in all our
interactions with our manufacturers, C&F Agents, Customers, Vendors, employees & others. We
firmly believe high standards of ethical behavior in every decision we take across the organization
is fundamental in creating trust between company and its stake holders.
We are driven by high ethical standards in our business practices and believe that it holds the key
to long-term success of our company.

Equal Opportunity Employer:
VERITAZ is an equal opportunity employer. It means that it is the policy of the company that there
should be no discrimination, harassment or less favorable treatment or victimization of any
employee, job applicant, customer, doctor, chemist or provider of any service, or any member of
the public either directly or indirectly on grounds of race, caste, ethnic origin, gender, religion or
disability.

Win – Win Relationship:
We believe in partnership approach and work towards creating a long term Win – Win partnership
between the company and all its stakeholders.

Open door policy:
We believe in freedom of thought and ideas. We work towards creating an open and transparent
organization. No one will be retaliated against for rising what he or she believes to be an honest
issue or concern.

Mutual Respect:
We believe that every human being is unique and has something to offer to the Society and
should be respected. This philosophy is reflected in all our dealings

Pursuit of Excellence:
We focus on maintaining highest level of quality in all our products. We work hard towards
creating a Team having high level of character honesty and discipline with passion for excellence
in their respective areas.

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[3] EVALUATION SHEET

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[4], [5] OFFER LETTER WITH CTC

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[6] BIO DATA

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[7] TOUR PROGRAMME

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[8] REPORTING FOR SALES OFFICERS

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[9] REPORTING FOR ASM

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[10] ON JOB TRAINING

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[11] REPORTING FOR SALES OFFICERS
Monthly Tour Programme - Sales Officers
1. Monthly Tour Programme of the Sales Officer will be prepared by the Area
Sales Manager as per the tour Standard Tour Programme cum fare chart and
send to the Sales Officer under copy to Marketing Office to reach on or before
27th of the preceding month.
2. You shall be working in the field as per the Monthly Tour Programme
given to you for a specific period of time, by the company or its
executive and you shall strictly follow the route contained therein,
date wise. In the event of you availing leave on some days, you shall
resume duty at the town/place specified on the particular date of your
resumption of duty.
3. The Tour Programme given should not be altered without any valid
reason and every alteration is subject to the ratification by your
superior. In the event of any alteration of your MTP without a valid
reason, and without prior information to your superior, the company
reserves the right to disallow your allowance and, other expenses
incurred by you on those days of non-adherence.
4. Availing leave without informing your superiors and Marketing Office
will be construed as deviation of MTP and the company reserves the
right to initiate disciplinary proceedings against you.
5. Area Sales Manager will mark the joint working days while preparing the Tour
Programme of the sales officer and sales officer should undertake the joint
working as per the dates mentioned.
6. Any deviation in the Tour Programme once approved, should be with the prior
written permission from the superior and the copy of approval should be
enclosed to the field expense claim.

Daily Work Report
1. Daily work report is the attendance of work in the field and used for all
purposes i.e., reimbursement of expenses, payment of salaries etc.
2. Sales Officer should record his daily activity in the format prescribed by the
organization as soon as he completes day's work.
3. The copies of orders booked during the day’s work should accompany the Daily
work report copy of your Area Sales Manager. Without this, the daily report will
be deemed to be incomplete.
4. As processing of expense statements is based on the daily work report, non-
receipt of daily reports makes expense statement incomplete and will entail
consequent non-reimbursement of expenses.
5. Continuous non-receipt of daily report will be considered as if you are absent
from work and the company reserves the right to deprive you of wages for
those days on which daily reports have not been received, and initiate
disciplinary action as deemed fit.
6. All the required information in the DWR like samples and other promotional
material distribution & balances etc., should be filled without fail. Any

30
incomplete report will be treated as non-receipt and that day will be treated as
leave without pay.
7. Each DWR is to be prepared on daily basis. Sales Officer has to prepare the
daily work report in triplicate and send original to Marketing Office,
one copy to Area Sales Manager and one copy for the file.
8. When a Daily report is not available with Marketing Office within 5 days , that
day will be treated as Leave without Pay and no payments are made for that
day.
9. Any wrong information provided in the DWR will be treated as false report and
Marketing Office has every right to initiate any appropriate disciplinary action.

Expense Statement
1. Expense statement is to be prepared in Quadruplicate and submitted to
Marketing Office in Triplicate with all necessary bills retaining one copy to
reach on or before 5th of the following month to include the amount in the
current month's salary. Any expense statement received after the prescribed
date will be reimbursed with subsequent month's salary only.
2. If the expense statement is not received for a period of one month, it will be
assumed that you are not working in the field and all payments due to you,
including, salary shall be withheld till you are regularized.
3. All the claims made in the statement should be strictly in accordance with the
policies circulated by the management from time to time and no deviation is
acceptable in any case.
4. Any wrong claims made will be construed as act of dishonesty and breach of
trust. Such claims will be disallowed and lead to disciplinary action.
5. The claims connected to your fieldwork only are to be claimed in the monthly
expense statements. Any other special expenditure should be claimed
separately with the approval of Sales Manager and should not be claimed in
the monthly expenses.
6. In the event should you be below the Call Average norms for the month, the
Company reserves the right to effect a cut on the Daily Allowance. This will be
reviewed periodically along with Sales, etc.
7. Places claimed in the expense statement should be tallied with the places
mentioned in the DWR.
8. All the bills are to be tagged to the expense statement (not pin) to avoid
missing of supporting bills.
9. All the local language bills are to be translated into English while claiming. If
not the bills will not be taken into consideration for passing of claims.
10. While claiming the bus tickets, the details of journey should be mentioned on
the backside of the ticket and is to be translated in English.
11. Authentic bills should support the claims of stationery; Photostat etc and the
details are to be written on the backside of the bills.
12. All the telephone/telegram bills should have the details of call (person called
and subject matter) on backside of the bill.

31
13. Postage claims are to be made as per the days of report posting only and not
for all the days in the month. While passing the postage claim, the report
receipt status will be taken into consideration.
14. Last day work report, stock & sales statement for the month, Monthly Report,
are to be enclosed to the expense statement.
15. All DWRs of the month should reach the required places before the expense
statement. If the reports of respective month are not received, expense
reimbursement will not be made.
16. No Bank charges if any, levied on payments made by the Company shall be
claimed and allowed.
17. Traveling charges:
a) The stations that are covered, as well as the mode of transport, should
be as per the Master Fare Chart
b) Travel by bus or train shall be substantiated with original tickets.
c) Class of train travel shall be as per the Policy circulated. Any deviation
should have the approval of Sales Manager
d) No charges towards payment(s) to Travel agents will be allowed.
e) In the event you qualify to use a two-wheeler, as per the norms of the
Company, the same shall be as per the Master Fare Chart, only. All
claims under this head shall be on actual usage and following the
master fare. Also, whenever there is joint work with Superiors, the
claim shall be affected by Sales Officer, if the station falls under the
“motor Vehicle fare.

Policy of Expense Reimbursement

Expense reimbursement:
1. For the days of fieldwork as per the company’s guidelines. At present a
minimum of 11 doctors and 7 chemists are to be visited in a day's work and
both sessions of the day should be worked.
2. For each day a written daily report should be received within 10 days at any
level of hierarchy.
3. No claim will be entertained for any daily report submitted after 10 days. Such
claims are void and non-reimbursable and such days will be marked leave
without pay.
4. Outstation work should not be intervened by holidays & Sundays.
5. Marketing Head in SFC should sanction approvable transit days.
6. HQ / Ex HQ/Outstation expenses include local conveyance, incidental expenses
incurred in both sessions of field working day.
7. Outstation Expense Reimbursement includes local conveyance, incidental
expenses, lodging, boarding incurred in both sessions of a field working day.

Communication / Miscellaneous Expenses:
Expenses incurred for all communication like postage, courier (in urgent cases
only and economical courier is to be used), telegrams and telephones (details are
to be mentioned on the backside of the bills), Fax (a copy of the fax sent is to be

32
enclosed), email & internet charges, stationery, Xerox (details of Xerox is to be
mentioned on the bill), samples and promotional inputs pick-up expenses from
depot / C&F / other towns, mobile rentals/bills, telephone rentals/bills, printer
cartridge expenses and is to be supported by bills. The maximum limit of
expense under this head will be communicated to you from time to time.

Transit Expense Reimbursement:
If the employee is required to spend more than 8 hours in transit during the day
while traveling upcountry, he is eligible for Transit Expense Reimbursement. The
employee should submit a daily report for the day. This needs prior approval from
your Sales Manager

Stock & Sales Statement
Stock & Sales Statement is the key document for calculation of the secondary
sales of the territory and the movement of company’s products in the territory.
The statement is to be prepared and sent in original to Marketing Office (to reach
by 5th of every month) under copy to your superiors i.e., Area Sales Manager and
Regional Sales Manager retaining one copy with you. Individual statements are to
be prepared for each stockist and they should be enclosed to a consolidated
statement.
Also you shall inform the Sales Manager / Marketing Office through SMS, the total
Redistribution Sales (Secondary Sales) figure (Rupee Value) of your area on the
first of every month for the preceding month.
Stockist seal and signature is must on the statement. Without the seal & signature
of the stockist, the Stock & Sales statement is not valid.
The figures provided in the Stock & Sales Statement shall be carefully scrutinized
by you, and be factual. You shall not tamper with them. In such event, the
company shall be constrained to take punitive measures.
All party wise Stock and Sale Statement should be accompanied by the party’s
computerized statement.
Individual statement is to be prepared for each stockist. Stockist seal and
signature is must on the statement (In the absence of computerized statement
from the stockist). You should attach the computerized statement obtained from
the stockist to the stock & sales statement.

Order Books & Bookings
It is the responsibility of the Sales Officer to make available with retailers all our
products that are promoted in their territory. Company will provide the order
books to you for booking orders for the products marketed by the company, and,
they shall not be misused.
Orders shall be booked from the retail chemists, and, you shall take all steps
required to book orders from them. These orders shall be forwarded to the
stockiest on daily basis for execution. The orders booked from the stockist will be
forwarded to C&F Agent for execution of the same.
The important factor with respect to orders booked is your follow-up with the
concerned authorized stockiest to ensure that the orders are executed promptly.

33
You shall not make any entries on the order forms without the knowledge of the
retailer or authorized Stockist, or alter the quantities ordered, and any specific
complaint on these types of offences shall be viewed very seriously.
While booking orders offers/gifts not authorized by the company should not be
committed.
Authorized Stockist’ orders should be complete in all respects. They should furnish
full details of Drug License Number, Sales Tax Number, and Transporters
Branches etc.
The order should also bear the rubber stamp and should be only signed by the
dealer. Incomplete orders will not be entertained for dispatch.

Stationery:
One complete set of Stationery is provided at the end of training.
One set of stationery will be made available before the beginning of each new
sales promotion cycle.
If the stationery is exhausted, it should be informed to Marketing Services
Department to provide the same.
Field Staff should send the requisition for stationery or visiting cards giving a
minimum time of 20 days to receive the same.

Date Expired Goods:
The products marketed by the company have individual date of expiry, and, they
cannot be sold in the market after the ‘month’ of expiry specified on the individual
packs.
As a company’s representative, you shall endeavor to liquidate stocks of all our
products before the date of expiry, and, the expiry of any product will be deemed
as reflection on your efficiency.
To prevent date-expiry of our products, you are required to frequently examine the
products’ packs at the Retailer shops, with the retailers’ consent, and identify any
product nearing expiry date.
In the event you do identify any product nearing the expiry date at a particular
retail chemist, you shall request the nearby doctors for adequate prescriptions to
relinquish the “nearing date-expiry” products.
The information on near expiry goods lying with the Retailer should immediately be
informed to the concerned stockiest and your immediate superior under copy to
Head Office.

Shortage & Breakages reported by Stockiest/Retailer:
Breakages/Shortages incurred by the authorized stockiest/retailers, in
consignments sent will be collected by you and returned to the C&F
Agent/stockiest or they may book the same directly with a detailed list of the
invoice details, breakages, batch number etc (as per the enclosed format).
This shall be done within a week from the date of receipt of the consignment.
Any breakage certificate has to be substantiated with the necks of the bottles
found broken, and, for other products like tablets and the actual strips shall be
sent to the Distributor.

34
If the distributors report any shortage or damage, they should be advised to obtain
the shortage/damage certificate and to be informed to the concerned field force for
further investigation and assistance.
You are not authorized to issue the breakage/shortage certificate to the stockiest.
The person authorised by the company will issue the breakage/shortage certificate.

Collection of Bills Outstanding:
It is your primary responsibility to see that there shall not be any outstanding
payment beyond prescribed time limit as per company rules and regulations.
They shall clear all invoices raised on the stockiest of your area within the
deadline, prescribed from time to time. Collection of outstanding is your
responsibility.
The company reserves the right to take appropriate action as deemed necessary
to recover the dues of the distributor from the stockiest.
Similarly, the payments due from institutions shall be followed-up by you and
collected within the time limit prescribed from time to time.
The company shall retain discretion of refusing to execute orders from
any party without stipulating any reason

Absenteeism and Misconduct:
As the company is engaged in the ethical marketing of Pharmaceutical products,
many of which are life saving, you will ensure to remain in the headquarters
allotted for providing services to the company’s customers such as doctors, dealers
and chemists or patients.
It is explicitly understood that you will not leave the headquarters without prior
intimation and authorization or sanction of your immediate superior.
In case you leave the headquarter without prior intimation and
authorization/sanction of the manager, your services are liable to be terminated
without any notice or you may be discharged from the employment in the
company without any stigma by giving one month’s notice pay in lieu of notice.
In the event of your not reporting for duty for a period of more than eight days
consecutively, it will be presumed that you have abandoned the employment and
your services will be terminated by the company and no notice or notice pay will
be payable.
As fixed by the management and communicated individually from time to time,
you will strictly adhere to the work norms. Any deviation or failure to conform the
same will be an act of misconduct.

Jurisdiction:
All actions arising out of this appointment or any dispute relating thereto will be
subject to the exclusive jurisdiction of Courts or any quasi-judicial authority or
body in the city of Hyderabad; Andhra Pradesh State.

35
[12] REPORTING FOR MANAGERS
Guidelines to prepare Monthly Tour Programme of Sales Officer:
Tour is to be planned as per the Standard Tour Plan and other norms fixed for
Head Quarter, Ex-Station and Outstation working days.
The stations, which are not approved in Standard Tour Plan, should not be
planned unless they are approved as per the standard guidelines and policy.
At the end of the month, concerned manager has to prepare a deviation report
and ask for clarification from his team member for the deviation. The copy of
deviation report should be sent to Marketing Office.
Area Sales Manager should mark the joint working days and meeting point in the
tour Programme of Sales Officer while preparing.

Monthly Tour Programme - Managers
While preparing the Tour Programme, Manager should keep tour programs of his
team members in view and ensure no deviation in the tour planned for his team
members unless it is unavoidable.
While preparing the Tour Programme, do not plan work of two managers on the
same dates with the Sales Officer.
While preparing the Tour Programme, manager should give preference to the
problematic territories and vacant territories to maintain frequency of visits to
doctors and stockists/chemists.
Monthly Tour Programme should be sent to the immediate superior within the
time limits to enable him to approve the Tour Programme and send back the
approved copy to you before the month starts.
Any deviation in the Tour Programme once approved should be with the prior
written permission from the superior and the copy of approval should be enclosed
to the field expense claim.

Daily Work Report
Daily work report is the proof of work in the field and used for all purposes i.e.,
reimbursement of expenses, payment of salaries etc.
Daily activity should be recorded in the format prescribed by the organization as
soon as you complete the day's work.
As processing of expense statements is based on the daily work report, non-
receipt of daily reports makes expense statement incomplete and will entail
consequent non-reimbursement of expenses.
Continuous non-receipt of daily report will be considered as if you are absent from
work and the company reserves the right to deprive you of wages for those days
on which daily reports have not been received, and initiate disciplinary action as
deemed fit.
Any wrong information provided in the DWR will be treated as false report and
management has every right to initiate any appropriate disciplinary action.
All the required information in the DWR like samples and other promotional
material distribution & balances etc., should be filled without fail. Any incomplete

36
report will be treated as non-receipt and that day will be treated as leave without
pay.
Each DWR is to be prepared on daily basis. Area Sales Manager has to prepare the
daily work report in triplicate and send original to Marketing Office, one copy
to Regional Sales Manager and one copy for the file.
When a Daily report is not available within 5 days at least at one point of higher
hierarchy that day will be treated as Leave without Pay and no payments are
made for that day.
Any wrong information provided in the DWR will be treated as false report and
management has every right to initiate any appropriate disciplinary action.

Monitoring the Daily Work Report of Sales Officer:
This is to check whether all the required columns are filled in.
To check the work place is as per the Monthly Tour Programme or any deviation.
If any deviation is observed, it should be informed to the sales officer and ask for
the reasons for deviation if any.
The check the doctors whether the coverage of Doctors visited are listed in the
Must see list and sampled as per sampling plan.
The check the visit frequency of the doctors is as per the plan.
To update the doctors' list with the visits and prepare missed calls report.
Reminders are to be sent to the sales officers whose reports are not received as
per standard policy.

Expense Statement
Expense statement is to be prepared in Quadruplicate and submitted to Marketing
Office in Triplicate with all necessary bills retaining one copy to reach on or before
5th of the following month to include the amount in the current month's salary.
Any expense statement received after the prescribed date will be reimbursed with
subsequent month's salary only.
If the expense statement is not received for a period of one month, it will be
assumed that you are not working in the field and all payments due to you,
including, salary shall be withheld till you are regularized.
All the claims made in the statement should be strictly in accordance with the
policies circulated by the management from time to time and no deviation is
acceptable in any case.
Any dubious claims made will be construed as act of dishonesty and breach of
trust; not only such claims will be disallowed but also shall lead to initiation of
resulting in a drastic punishment.
The claims connected to your fieldwork only are to be claimed in the monthly
expense statements. Any other special expenditure should be claimed separately
with the approval of Sales Manager and should not be claimed in the monthly
expenses.
In the event should you be below the Call Average norms for the month, the
Company reserves the right to effect a cut on the Daily Allowance. This will be
reviewed periodically along with Sales, etc.

37
Places claimed in the expense statement should be tallied with the places
mentioned in the Report and any deviation in the same will lead to false reporting.
All the bills are to be tagged to the expense statement (not pin) to avoid missing
of supporting bills.
All the local language bills are to be translated into English while claiming. If not
the bills will not be taken into consideration.
While claiming the bus tickets, the details of journey should be mentioned on the
backside of the ticket and to be translated in English.
Authentic bills should support the claims of stationery; Photostat etc and the
details are to be written on the backside of the bills.
All the telephone/telegram bills should have the details of call (person called and
subject matter) on backside of the bill.
Postage claims are to be made as per the days of report posting only and not for
all the days in the month. While passing the postage claim, the report receipt
status will be taken into consideration.
Last day work report, Monthly Report is to be enclosed to the expense statement,
without any of the above the expense cannot be processed.
All DWRs of the month should reach the required places before the expense
statement. If the reports of respective month are not received, expense
reimbursement will not be made.
No Bank charges if any, levied on payments made by the Company shall be
claimed and allowed.
Traveling charges:
a) The stations that are covered, as well as the mode of transport, should be as
per the Master Fare Chart
b) Travel by bus or train shall be substantiated with original tickets.
c) Class of train travel shall be as per the Policy circulated. Any deviation should
have the approval of Sales Manager
d) No charges towards payment(s) to Travel agents will be allowed.
e) In the event you qualify to use a two-wheeler, as per the norms of the
Company, the same shall be as per the Master Fare Chart, only. Stations for
which this is applicable shall be productive and profitable to the organization.
All claims under this head shall be on actual usage, only. ANY CLAIM ON THIS
SHALL BE FOR STATIONS THAT ARE 100 Kms. Away from the H.Q., or Ex-
H.Q.
f) Also, whenever there is joint work with Superiors, the claim shall be affected
by Sales Officer, if the station falls under the “motor Vehicle fare.

Policy of Expense Reimbursement

The expense is reimbursed:

a) For the days of fieldwork as per the company’s guidelines. At present a
minimum of 11 doctors and 7 chemists are to be visited in a day's work and
both sessions of the day should be worked.

38
b) For work on Sunday or paid holiday if a full day’s fieldwork has happened. (To
be supported by report).
c) Where the call average is less than the norms, the company could sanction
only one session reimbursement i.e. half of the limit. Where the call average
is less than half the norms, the company could disallow all reimbursement.
d) For each day a written daily report should be received within 10 days at any
level of hierarchy.
e) No claim will be entertained for any daily report submitted after 10 days.
Such claims are void and non-reimbursable and such days will be marked
leave without pay.
f) Outstation work should not be intervened by holidays & Sundays.
g) For One day work at outstation (by nature) ex-allowance only to be claimed.
h) Marketing Head in SFC should sanction approvable transit days.
i) HQ / Ex HQ/Outstation expenses include local conveyance, incidental
expenses incurred in both sessions of field working day.
j) Outstation Expense Reimbursement includes local conveyance, incidental
expenses, lodging, boarding incurred in both sessions of a field working day.

Communication / Miscellaneous Expenses:
Expenses incurred for all communication methods like postage, courier (in urgent
cases only and economical courier is to be used), telegrams and telephones
(details are to be mentioned on the backside of the bills), Fax (a copy of the fax
sent is to be enclosed), email & internet charges, stationery, Xerox (details of
Xerox is to be mentioned on the bill), samples and promotional inputs pick-up
expenses from depot / C&F / other towns, mobile, rentals/bills, telephone
rentals/bills, printer cartridge expenses and is to be supported by bills.
The maximum limit of expense under this head will be communicated to
you from time to time.

Transit Expense Reimbursement:
If the employee is required to spend more than 10 hours in transit during the day
while traveling upcountry, he is eligible for Transit Expense Reimbursement. The
employee should submit supporting for day journey.

Administrative Day:
The day the employee spends for paper work at HQ is classified as Desk Work /
Administrative Day and he is not eligible for any expense for this day.
No administrative day is allowed for Sales Officer.
Deskwork day will be allotted and sanctioned by your Sales Manager.
If the administrative days are more than the prescribed days, they will be treated
as leave without pay.
Administrative days cannot be combined with leaves / holidays. No administrative
day can be availed at outstation.
A full report of activities undertaken should be sent for days availed as deskwork.

39
Monthly Report
Monthly Report is the abstract of the employee's entire month's activity. It
describes the field activity as well as sales performance of the territory.
Monthly Report should reach all the required places on or before 6th of subsequent
month.
This report is to be prepared in 1 + 3 and to be sent (original) to Marketing Office
under copy to your superiors.
If the Marketing Office does not receive the Monthly Report, the expense for the
month will not be reimbursed.

Consolidated Redistribution Sales and Stock Statement:
This statement is to be submitted by all the managers to Marketing Office to reach
before 6th of every month under copy to the superiors.
This statement is to be prepared by the manager based on the Stock & Sales
Statements submitted by his team members. Hence The ASM/RSM should ensure
that Sales Officers submit the Stock & Sales Statements of all the stockists
covered within the time limits.
All the required details are to be provided in the statement.
Besides dispatching this report the value of RD sales of each headquarter is to be
informed to the immediate superior through SMS.

Stationery
One complete set of Stationery is provided at the end of training.
If the stationery or visiting cards are exhausted, it should be informed to
Marketing Services Department immediately to provide the same.
Field Staff should send the requisition for stationery or visiting cards giving a
minimum time of 20 days to receive the same.

Date Expired Goods:
The products marketed by the company have individual date of expiry, and, they
cannot be sold in the market after the ‘month’ of expiry specified on the individual
packs.
As a company’s representative, you shall endeavor to liquidate stocks of all our
products before the date of expiry, and, the expiry of any product will be deemed
as reflection on your efficiency.
To prevent date-expiry of our products, you are required to frequently examine
the products’ packs at the Retailer shops, with the retailers’ consent, and identify
any product nearing expiry date.
In the event you do identify any product nearing the expiry date at a particular
retail chemist, you shall request the nearby doctors for adequate prescriptions to
relinquish the “nearing date-expiry” products.
The information on near expiry goods lying with the Retailer should immediately
be informed to the concerned stockiest and your immediate superior under copy
to Head Office.

40
Shortage & Breakages reported by Stockist / Retailer:
Breakages / Shortages incurred by the authorized Stockist / retailers, in
consignments sent shall be collected by you and returned to the C&F Agent /
stockiest or they may book the same directly with a detailed list of the invoice
details, breakages, batch number etc.
This shall be done within a week from the date of receipt of the consignment.
Any breakage certificate has to be substantiated with the necks of the bottles
found broken, and, for other products like tablets and the actual strips shall be
sent to the Distributor.
If any shortage or damage is reported by the distributors, they should be advised
to obtain the shortage / damage certificate and to be informed to the concerned
field force for further investigation and assistance.
You are not authorized to issue the breakage / shortage certificate to the stockiest.
The breakage / shortage certificate will be issued by the person authorized by the
company.

Collection of Bills Outstanding:
It is your primary responsibility to see that there shall not be any outstanding
payment beyond prescribed time limit as per company rules and regulations.
They shall clear all invoices raised on the stockiest of your area within the
deadline, prescribed from time to time. Collection of outstanding is your
responsibility.
The company reserves the right to take appropriate action as deemed necessary
to recover the dues of the distributor from the stockiest.
Similarly, the payments due from institutions shall be followed-up by you and
collected within the time limit prescribed from time to time.
The company shall retain discretion of refusing to execute orders from
any party without stipulating any reason

Absenteeism and Misconduct:
As the company is engaged in the ethical marketing of Pharmaceutical products,
many of which are life saving, you will ensure to remain in the headquarters
allotted for providing services to the company’s customers such as doctors, dealers
and chemists or patients.
It is explicitly understood that you will not leave the headquarters without prior
intimation and authorization or sanction of your immediate superior. In case you
leave the headquarter without prior intimation and authorization/sanction of the
manager, your services are liable to be terminated without any notice or you may
be discharged from the employment in the company without any stigma by giving
one month’s notice pay in lieu of notice.
In the event of your not reporting for duty for a period of more than eight days
consecutively, it will be presumed that you have abandoned the employment and
your services will be terminated by the company and no notice or notice pay will
be payable.
As fixed by the management and communicated individually from time to time,
you will strictly adhere to the work norms. Any deviation or failure to conform the

41
same will be an act of misconduct.

Jurisdiction:
All actions arising out of this appointment or any dispute relating thereto will be
subject to the exclusive jurisdiction of Courts or any quasi-judicial authority or body
in the city of Hyderabad; Andhra Pradesh State only.

Thanks!!

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