Скачать или смотреть Pharma Selling & Sales Management -5

Chapter 5: Structuring the Sales Organization from "Pharma Selling & Sales Management"—designed for pharma management students. Learn how structure follows strategy: geographic, product/brand, customer/market, and hybrid models; methods to size your sales force (Workload & Incremental); territory design principles and realignment; plus the critical roles of Product and Marketing Managers. Practical Indian market insights and real-world heuristics make this ideal for learning sales force effectiveness, territory planning, and P&L-driven brand management. If you found this useful, please like and share to help other students and professionals.

OUTLINE:

00:00:00 Chapter 5 - Structuring the Sales Organization
00:02:01 5.1 Sales Organizational Structures
00:05:30 5.2 Determining Sales Force Size
00:10:18 5.3 Territory Design and Management
00:14:17 5.4 Key Management Roles: The Brand's Architects
00:16:45 Closing