2. INTRODUCTION
Problem Definition
The objective is to determine the feedback of the attendees
and ascertain the probable areas for improvement
Research Design
Questionnaire-Personal Interviews
Data Analysis
Given in subsequent slides
4. Survey Questions
99, 83%
8, 7%
12, 10%
Preferred Event
Lecture Award Function Nothing Specific
INFERENCE: Most of the respondents have appreciated guest lectures and have
asked for additional related events such as case discussions and research papers.
The slot for the same can hence be increased !
6. Survey Questions
30%
24%
22%
29, 24%
Years of Association with Sandu
less than 5 5-10 yrs 10-20 yrs more than 20 yrs
INFERENCE: As per discussion, the criteria of invitation was the amount of
customer base developed with the support of the concerned doctor. Hence, we can
see that the doctors who have an average association of 10 years are the potential
area where we work can be done
7. Survey Questions
20, 17%
70, 59%
16, 13%
10, 8% 4, 3%
Salesperson visit Frequency (per month)
Less than 1 1 2 more than 2 Need based
INFERENCE: Average frequency of the visit is one per month. The critical details
derived out of this have been defined later in the presentation
9. Sales and Marketing Inference
8 out of the 20 customers who have frequency of <1 per
month identified themselves as NOT Satisfied with the
services
Inference:
40% respondents consider sales person visits to be critical.
Hence the focus should be on improving the visit frequency.
An alternative can be maintaining contact with these people
through e-mail or phone
The list of these respondents has been given as a printout
10. Sales and Marketing Inference
13 out of 20 customers who have frequency of <1 per month
have association of less than 5 years with Sandu Pharma
Inference:
Regular updation of the new customer base added needs to be done
and the same should be communicated to them.
A possible way of doing is to prepare an excel file of all the
customers that the firm presently has. All updates should be made to
this file
The file should also include the areas these customers are based in
This way individual sales person will have the idea about clients in
his/her area
11. Suggestion for the Function
26% of the respondents had attended the 115th anniversary
function.
100% of them were happy with the arrangements this year
citing the reasons as:
Easy and less time consuming registration
Overall organization of the function
12. Suggestion for the Function
Some suggestions given are as under:
More lectures by Experts should be included
Research paper presentation and case discussion should be
included
Awards should also be given to females who have excelled
in the field
Some of the participants could not understand the
proceeding as they were predominantly in Marathi. (Special
request by Dr. Ravindra Vatsyayan)
13. Future course of Action
In order to obtain a more detailed feedback, the following
strategy can be implemented
E-mails of the customers can be obtained by the Sales Force
at the time of visit
Alternative to this can be to obtain the e-mails at the time of
registration
These e-mails can be used to contact the doctors/distributors
after the event so that constant communication can be
maintained without employing extra man-power
Also, it was observed that many respondents preferred to
have the feedback form mailed to them so that they may
take time and respond later
14. The report has been prepared based on the feedback obtained
from 120 respondents.
10 responses have been discarded owing to incomplete
information
The time provided for carrying out the process was less.
The same could have been extended by collecting e-mail ids of
all present and asking for a feedback later. This would have
increased the accuracy of the analysis due to increased sample
size
Limitations
