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

05/03/2023

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


0.000 Hypothesis >0.05 . hence it’s a reject null hypothesis


CASE STUDIES




MEDICAL LITERATURE




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JOURNALS H0,u=3,it’s a neutral factor making a call effective



GIFTS H0,u=3,it’s a neutral factor making a call effective



PRESCRIPTION PADS




INFORMATIVE BOOKLETS




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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