Professional Documents
Culture Documents
Case Slutions
Case Slutions
EMPLOYERS CHAIN-
The network of employees consists of eight carrying-and-forwarding agents and around 150
stockists distributed its products to pharmacy retailers.
There is a sales force under the control of Manoj Chaudhary. these sales compromises 70
marketing representatives headed by 9 Area sales managers, who were under the control of 2
zonal sales managers.
As of September 2017, the customer base increase to 15,000 physicians, pharmacy retailers,
and stockists.
MRs required sound product knowledge and missionary selling skills for monitoring
their competitors’ activities which differed from regular selling
MRs were also referred to as “detailing salespersons.” acting as intermediaries for
discussing the features and benefits of product’s indications, dosages, side effects, and
prices
MRs were responsible for increasing the number of prescriptions & sale’s revenue
and profits.
MRs were also analyzed sales statistics and reports such as the daily call reports,
stock and sales reports, expense reports, travel plans, and monthly reports
THE INDIAN PHARMACEUTICAL INDUSTRY-
Branded generics constituted nearly 80 per cent of the Indian pharmaceutical market share in
terms of revenues. Unlike multinational pharmaceutical companies, Indian pharmaceutical
companies capitalized on the low price & popularity of their products.
it features to enter all customer-related it gives sales managers insights into the
information in a single location on the sales pipeline and helped to eliminate
SFA contact database which is inventory issues.
available to the company’s marketing
and sales teams.
Direct
INCREASE SALES, REVENUE AND PROFITABILITY
COST CUTTER FOR DIRECT EXPENSES
INCREASE IN CUSTOMER BASE
IMPROVE CUSTOMER SERVICES
AUTOMATION OF BUSINESS ACTIVITIES
BETTER CUSTOMER RELATIONSHIP
Indirect
IMPROVED ANALYTICS AND REPORTINGS.
CUSTOMER RETENTION.
WORD OF MOUTH.
finding an appropriate CRM solution – the company end up with loss opting the
CRM solution if it didn’t match the companies objectives to fulfill it needs.
Lack of knowledge on CRM software-the users of the CRM solutions should be
trained effectively toward using CRM software tools
Lack of proper managing & updation - The CRM service provider need to
update the software according to the requirement of the company.