Sales force effectiveness with respect to pharmaceutical organizations
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Transcript of Sales force effectiveness with respect to pharmaceutical organizations
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SALES FORCE EFFECTIVENESS WITH RESPECT TO
PHARMACEUTICAL ORGANIZATIONS
SUBMITTED BY –DARAIN ANAMUL HAQUE
B080MBA-PHARMATECH
GUIDED BY-Dr Chandrashekhar Kaushik
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Contents
RESEARCH OBJECTIVE
INTRODUCTION
RESEARCH METHODOLOGY
DATA FINDINGS
CONCLUSION
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Purchasing the medication thoroughly relies on upon specialist instead of the patient
DTC commercial is not approved in pharma industry
Huge measure of cash is spent on doctor showcasing exercises
INTRODUCTION
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RESEARCH OBJECTIVE
To analyse how company can develop a
robust effective field
force
To identify measures to
yield high efficiency of
medical representative
Recognise the factors leading
to increased sales
productivity
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Research Methodology
Secondary Data
Journals Articles
Primary Data
Survey
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PARAMETER 1 2 3 4 5
BRAND NAME
INDEPTH KNOWLEDGE OF PRODUCT
TRAINING PROGRAMME OF MR
COST OF PRODUCT
SOFT SKILL
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PARAMETER 1 2 3 4 5
PROVIDING SAMPLES
LDL’S
CASE STUDIES
MEDICAL LITERATURE
JOURNALS
GIFTS
PRESCRIPTION PADS
INFORMATIVE BOOKLETS
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Data Findin
gs
Frequencies
T-test Chi
squareTest
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FREQUENCIES Do Brand plays an important role in making a call effective
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Do soft skill play an important role in making a call effective
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Do providing samples plays an important role in making a call effective
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Do prescription pads plays a important role in making a call effective
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T-test
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FACTOR HYPOTHESIS SIGNIFICANCE VALUE
HYPOTHESIS TEST RESULT
MEAN VALUE
STATTISTICALLY SIGNIFICANT/INSIGNIFICANT
PROVIDING SAMPLES
H0,u=3,it’s a neutral factor making a call effective
0.000.
Hypothesis >0.05 . hence it’s a reject null hypothesis
1.59 THE FACTOR IS STATISTICALLY SIGNIFICANT
LDL’S
H0,u=3,it’s a neutral factor making a call effective
0.000 Hypothesis >0.05 . hence it’s a reject null hypothesis
2.28 THE FACTOR IS STATISTICALLY SIGNIFICANT
CASE STUDIES
H0,u=3,it’s a neutral factor making a call effective
0.000 Hypothesis >0.05 . hence it’s a reject null hypothesis
2.25 THE FACTOR IS STATISTICALLY SIGNIFICANT
MEDICAL LITERATURE
H0,u=3,it’s a neutral factor making a call effective
0.000 Hypothesis >0.05 . hence it’s a reject null hypothesis
1.66 THE FACTOR IS STATISTICALLY SIGNIFICANT
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JOURNALS H0,u=3,it’s a neutral factor making a call effective
0.000 Hypothesis >0.05 . hence it’s a reject null hypothesis
1.88 THE FACTOR IS STATISTICALLY SIGNIFICANT
GIFTS H0,u=3,it’s a neutral factor making a call effective
0.000 Hypothesis >0.05 . hence it’s a reject null hypothesis
1.44 THE FACTOR IS STATISTICALLY SIGNIFICANT
PRESCRIPTION PADS
H0,u=3,it’s a neutral factor making a call effective
0.000 Hypothesis >0.05 . hence it’s a reject null hypothesis
1.59 THE FACTOR IS STATISTICALLY SIGNIFICANT
INFORMATIVE BOOKLETS
H0,u=3,it’s a neutral factor making a call effective
0.000 Hypothesis >0.05 . hence it’s a reject null hypothesis
1.56 THE FACTOR IS STATISTICALLY SIGNIFICANT
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Chi Square test
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Frequency of data entry done * electronic form increased SFE Cross tabulation
Significance level =0.042 (Pearson). This means that Chi-square test is not showing a significant association between the two variables. Hence, the null hypothesis is accepted
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Recommendations
Sales force is front face of the company hence
it must be maintained
over the market standard
Effective training before entering the field must be
given
To effectively manage time by proper detailing
of the brand
Effective sales force is very
much important as dtc is not
applicable for pharmaceutical
products
RECOMMENDATION
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As per study the Companies should also take care of the quality of the drug, New Research, Drug avaibility, Price, Samplings, gifts for getting regular prescription flow from the Doctors.
Attaining Prescription is a very tough & delicate issue as all these factors provide a synergistic combination to achieve the final goal.
So, for a proper Brand recall value the Doctors/ Physicians have to be handled with utmost attention & care. This only will provide better & regular Prescription
conclusion
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Thank You