by Faisal Saeed
- Top seller becoming the King of Industry
- Unnecessary launching of Business Units & Products
- Ineffective Sales Team
- Obligation becoming the last way out
Top seller becoming the King of Industry:
It is the rising dilemma In PLPC (Pakistan’s Local Pharmaceutical Companies) that they continuously giving promotions to "Top Sales Persons" and neglecting Top "Skilled Persons", though this technique works and increasing their sales graph. It might useful in short term success but in log run it can create uncertainty among the sales team in Pharmaceutical Sales industries. PLPC are still living in stone age and whenever drafting so called Marketing Plan it mixed with Sales Oriented thoughts.
Unnecessary launching of Business Units & Products:
that days had gone when pharmaceutical companies launches new division or products to increase their profitably, but now these activates being using to save their profitability graph. Beside National companies now Multi-National firms also following the same method in Pakistan
"Unnecessary launching of Business Units & Products is the fatal consequence of large number of promotions in respect of highest Sales achievement, though its look progressive but that decision been made under compulsion to avoiding turn over in Sales Team"
In current scenario, Brand Managers in PLPC (Pakistan’s Local Pharmaceutical Companies) are spending 60% of their productive time in three major works, some how its look productive but truly speaking it is not their basic assignments
- Dispatching the promotional material to the sales team.
- Selecting & Purchasing Promotional material for Sales Team.
- Follow the Sales Order rather assigned it to sales team.
Ineffective Sales Team:
Pakistan suffering unemployment, but it is the only industry where you shall find vacancy specifically in Marketing & Sales Department round the year. It is the known fact
" When Your Sales team is ineffective, your given Target (Value or Units) turn into unrealistic and unachievable"
There are several reason of ineffective Sales Team structure but few are most important...
Obligation becoming the last way out:
Obligation becoming the last way out:
Unfortunately most of Pakistan Local Pharmaceutical, having Doctor’s personal obligation as a Marketing strategy in their Marketing Plan to get the highest rank in IMS Book.
Its good trend In PLPC (Pakistan Local Pharmaceutical Companies) that some companies strictly discouraging unethical activities or we can say bribery with Physician but they truly investing money in educational activities and sponsoring CME program, for example Macter International launched "Shariah Compliance" and monitor all activities, some other companies also fully or partially following this culture.
Fortunately here in Pakistan there are lots of Physician & Surgeons who strongly oppose this bribery culture and enforce pharmaceutical Giants to invest in Academic activities and poor patient relief fund.
Its good trend In PLPC (Pakistan Local Pharmaceutical Companies) that some companies strictly discouraging unethical activities or we can say bribery with Physician but they truly investing money in educational activities and sponsoring CME program, for example Macter International launched "Shariah Compliance" and monitor all activities, some other companies also fully or partially following this culture.
Fortunately here in Pakistan there are lots of Physician & Surgeons who strongly oppose this bribery culture and enforce pharmaceutical Giants to invest in Academic activities and poor patient relief fund.
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