NOVARTISMANAGING THE SALES FORCE

Introduction
Novartis was formed in 1996. Merger of 2 Swiss companies Ciba Geigy Ltd. and Sandoz Ltd. Headquarters in Switzerland. One of the biggest pharmaceutical co. in the world.

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By 2004,emloyed around 73000 people in 140 countries. Provided intensive training , compensation packages and performance appraisal to retain employs.

Product Line
Branded Pharmaceuticals Generics Animal Health Products Consumer Health Products Eye-Care Baby Care

Simulation techniques Training Program

Meaning

Simulation-based training is just one training approach that particularly focuses on providing trainees with the opportunities to develop and practice the required competencies and receive feedback.

Need of the training program

Provide training to its sales manager at all level. Because sales manager take decision regarding targeting doctor, managing time and allocation of resources. Aim of the program: Improve sales and marketing skills. Aim of the program: Improve sales and marketing skills.

Benefits of the Program

For Organization:-

Improve their Sales Performance Create good Impression in the Minds of Customer Helps the Organization to Retain its Staff
For Employees:-

Helps the sales Manager to take Important Decisions Developing the Selling skills of Sales Representative Time Management

COMPENSION PLAN

Performance Appraisal System

Under this system performance review of salespersons was conducted throughout the year on both formal and informal basis. Provide performance feedback to the employee. Formal review was conducted on yearly basis and informal review was conducted periodically. The sales reports , requisition orders and customer information were the tools that aided by the sales manager in measuring the performance of the sales representatives.

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Employee know about their strength and weakness. This review helped the sales managers to monitor the sales representatives performances. Improve the Performance of Representatives Gives motivation to employees. In 2004:- BEST COMPANIES TO WORK

Hurdles
They used to Record all the Reports on Paper. They were manually entered data into spreadsheet. Possibility of wrong information being recorded. Affect the performance appraisal process.

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