SALES MANAGEMENT

GROUP MEMBERS:RAMEEZ AKRAMMUHAMMAD NOMANMUHAMMAD BILALSAAD MUNAMIKHUWAJA SUBHANMUHAMMAD FAROOQAMNA ASADSYEDA WAJEHAKHUWAJA WAHAJ

Course facilitator : SIR: ASGHER REZA

BOSCH PHAMACEUTICALS

Introduction:• Founded in 1971 under the name of MIMI CURE ASSOCIATES• Initial business is Supply of Raw material (chemicals)• In 1994 it become “BOSCH PHARMA”• Bosch is one of the fastest growing national pharmaceuticals

company• Bosch Pharma’s worth is approx.7 billion’s company• Bosch Pharma ranked in top 10 pharmaceutical companies • It is the only National Company who provides quality medicine as

Multinationals offers• All products of Bosch Pharma are manufactured in Pakistan• Bosch Pharma having State of the art technology equipment even

multinational doesn't have• Their competitive advantage is affordable price of Bosch Pharma’s

product.

Sales Management parameters …..

Leadership Vision

Management’s involvement:

Sales in the eye of management:

• Management are highly involved in every department of the firm

• Specially consider to sales department

“If there are no sales there is nothing. Department of sales is very important department of the organization.”

Organizational Communication:

• Communication is a two way process in Bosch Pharma

Style Of Leadership:• DEMOCRATIC STYLE of leadership• Customize treatment with subordinates of Bosch Pharma

Marketing vs. Sales Conflicts:• sales and marketing is the same department

Management's involvement

sales in the eye of management

Organizational CommunicationStyle of leaderships

Marketing Vs sales conflicts

0

2

4 4

4

44

4

Leadership Vision

Leadership Vision

Sales culture

Ceremonies:• Annual meetings and conferences• Annual sale conference

Stories:• Bosch Pharma doesn't believe on stories • Look for the future

Symbol:

Selling Methodology:

• Methodology for B2C: Products are sold through a proper distribution system collect orders and forwarded to the company

• Methodology is for B2B: Individuals and groups are hired

Language:• Semi-formal language• Formal Dressing specially sales representative

Ceremonies

Stories

SymbolsSelling Methodoloy

Language

0

2

43.5

0

3

3.5

3

Sales culture

Sales culture

Quota Setting:• Quota given according to the potential in the market and conditions in

market.• well-established areas are given high target • Critical areas like liyari and old city areas are given relaxation

Fixed Salary:• Salaries are fixed• Slightly higher then the industry trend• Profit sharing

Commission:• Different benefits are offered• Daily allowance and petrol charges• Increments• Product selling commission

Trips:• Formal trips are offered to doctors and customers• No Holiday trips are offered to company’s employee• Its not possible for the company to send all the staff

Fringe Benefits:• Insurance to all the employees from Qatar Takaful• Deal on Case to case basis, not specifically identified benefits are offered

Quota Settings

Fixed Salary

ComissionTrips

Fringe Benefits

0

2

4

3

4

4

0

4

Compensation

Compensation

Training & development

Hiring Criteria:• Based on qualification and experience • They prefer to offer job to a employee who needs a job(on humanity

grounds)

Orientation to the Company:• company conducts orientation session for new comers• Its almost a 2 months session

On Job Training (OJT):• Training and development is always on progress in the Bosch Pharma • company did not have formal training department• Managers personally train the new employees

Job Enrichment:• Bosch Pharma keeps its employees updated and conducts meetings on

regular basis • Employees have authority to make decisions for smooth day to day

operations

Support for education:• Bosch Pharma supports for the education• Several managers continue there MBA with job• Company provide flexible timings and exams leaves

Hiring criteria

Orientation to company

Ongoing trainingJob enrichment

Support for education

0

2

4

3

3

4

3.5

4

Training & Development

T & D

Performance evaluation

Frequency of evaluation:• Bosch Pharma evaluates sales person on daily basis • Daily sales reports are summed up monthly • Commissions are given on quarterly basis • Promotions and increments are given on yearly basis in annual meetings

Criteria Of Evaluation:• company give 6 months to achieve the target of sales• because of external issues employees did not achieve the target company

supports the employees

Methodology:• The company use different parameters qualitative and quantitative• The company does in-depth analysis of the organization

Feedback on evaluation results:

• After evaluating results of sales team they are given rewards and benefits according to their performance and targets.

Rewards:

• Rewards are given in the shape of increments• promotions cash benefits • other benefit which employ want according to their needs.

Frequency Of Evaluation

Criteria Of Evaluation

MethodologyFeedback

Rewards

0

2

4

4

3.5

3.53.5

3.5

Perfromance Evaluation

Perfromance Evaluation

Over all Analysis

Sales Management

Parameters Sub Parameters Score

Leadership Vision

Management’s involvement 4 16

Sales in the eye of management 4

Organizational Communication 4

Style of leadership 4

Marketing vs. Sales Conflicts 0

Sales Culture

Ceremonies 3.5 13

Stories 0

Symbols 3

Selling methodology 3.5

Language 3

Compensation

Quota Setting 3 15

Fixed Salary 4

Commissions and its delivery to employee 4

Trips 0

Fringe benefits 4

Training and

Development

Hiring criteria 3 17.5

Orientation to company 3

Ongoing training (Functional and Soft skills) 4

J ob enrichment 3.5

Support for education 4

Performance Evaluation

Frequency of evaluation 4 18

Criteria of evaluation 3.5

Methodology 3.5

Feedback on evaluation results 3.5

Rewards 3.5

Leadership Vision

Sales Culture

CompensationT&D

Performance Evaluation

0

10

20

16

13

15

17.5

18

Sales Management Parameters

Sales Management Parameters

Conclusion:• Top of the pharmaceuticals in Pakistan

• Advance technology is an advantage for bosch

• As national company they have excellence in quality products

• Bosch Pharma needs to improve its hiring criteria so that it can appoint right person for the job

• Bosch Pharma should work on its proper training for its new and existing employees so that they should be aware of what is happening and what yet to come