Premium Sales Manager Sim
l |
PSM = Premium Sales Manager |
l |
Regional managers need to develop a strategy for their regions and keep their sales teams focused on important customers. They must collect regional market information, analyze it, and use it to develop an effective regional strategy. |
l |
Why create this simulation?
- |
The pharmaceutical market has become increasingly competitive: |
|
Release of new products |
|
Increase in sales representatives |
|
More regional competition |
|
Compliance management issues |
|
…… |
- |
The accumulated profit of "effective managers" is equivalent to that of all 87% of "other" managers . Currently, only 13% of pharmaceutical sales managers can be considered "effective" |
|
l |
A recent research defines "who is effective pharmaceutical managers"?
![](http://sabresim.com.cn/editor/attached/image/20150108/20150108132804_77653.png)
|
l |
Effective pharmaceutical managers contributes more to company.
![](/editor/attached/image/20150108/20150108133357_49421.png)
|
l |
Objectives and Summary:
This simulation will convey to regional Pharma managers the importance of the strategic allocation of resources (including sales team) to enhance the flexibility of a traditional sales model and increase sales.We will cover:
- |
Regional strategic planning process |
- |
3E resource allocation model |
- |
Sales force configurations (new/old products, customer relations) |
- |
New product launches |
|
l |
3E resource allocation model
![](http://file.sabresim.com.cn/editor/attached/image/20150108/20150108154816_53214.png)
|
l |
Sales force configurations——(new/old products)
![](http://file.sabresim.com.cn/editor/attached/image/20150108/20150108165152_78826.png)
![](http://file.sabresim.com.cn/editor/attached/image/20150108/20150108165212_15537.png)
![](http://file.sabresim.com.cn/editor/attached/image/20150108/20150108165227_62451.png)
|
l |
Sales force configurations—— customer relations
![](http://file.sabresim.com.cn/editor/attached/image/20150108/20150108165243_45304.png)
![](http://file.sabresim.com.cn/editor/attached/image/20150108/20150108165310_13666.png)
![](http://file.sabresim.com.cn/editor/attached/image/20150108/20150108165514_50251.png)
|
l |
Simulation Story
![](/editor/attached/image/20150330/20150330164544_25419.png)
|
l |
Simulation district
![](http://file.sabresim.com.cn/editor/attached/image/20150108/20150108172841_39981.png)
|
l |
Simulation product
![](http://file.sabresim.com.cn/editor/attached/image/20150108/20150108173043_17583.png)
|
l |
Simulation sales team
- |
You have 9 sales representatives under your management, all with different backgrounds and qualifications. |
- |
The district for which you are responsible is separated into 3 territories and at present each territory has 3 representatives assigned to it. |
- |
You need to rearrange your sales team to achieve the highest amount of sales. |
![](http://file.sabresim.com.cn/editor/attached/image/20150108/20150108173229_66285.png)
|