The document outlines a sales plan with the following key points: 1. The plan involves 160 customers divided into categories A, B, C and D with varying planned visit frequencies. This amounts to 350 total planned visits per month. 2. The overall aims of the plan are to help doctors make the best decisions for patients while respecting ethics, and to increase sales of Biotex through innovative ideas and hard work. 3. Specific strategies proposed include prospecting new hospitals and key opinion leaders, gathering feedback, differentiating products from competitors, and creating short and long-term plans including maintaining loyal customers and gaining new ones.

1. Help Doctors to get the
best decision for the
benefit of the patient with
the respect of the morals
and the ethics of GSK
My Aim

2. 160 customers (16 visits *
10 working days)
A category 80 customers
B category 40 customers
C category 30 customers
D category 10 customers
• For A (3) visits
per 2 weeks
• For B (2) visits
per 2 weeks
• For C (1) visit
per 2 weeks
• For D no visits
A category 240 visits per
month (20 days)
B category 80 visits
C category 30 visits
D category 0 visits
• 240+80+30=
350 visits per
month (20 days)
• To know number
of visits 350/20
= 17.5 approx
18 visits 2 more

3. Two Major Rules
Innovative Rule
Hard Work Rule

4. A)Hard Work
3)Studying well our competitors
Promote advantages of our
product
Differentiation from other
competitors
2)Prospection
New hospitals New customers (KOL’s)
1)Feed-back
Managers Colleagues

5. 5)Set-up Plans
Long term plan Short term plan
4)ReClassification & ReSelection according
to potentiality and loyalty of Doctors in the 2
big hospitals and add the whole 40 category
A customers because its challenging

6. Short Term Plan
Maintain our loyal
customers with
high potentiality
Gain new
customers with
high potentiality

7. Long Term Plan
• Creating a business relationship
• Determine level of relation
• 1)Increased call time more than Ex: 10
minutes
• 2)Discussions include more
engagements
• Results that doctors will
defend our products
• Therefore direct recommending
our products

8. B) Innovative ideas to increase
sales of Biotex
1)Differentiation from
other companies by
promoting
advantages
2)Information of our
customers Ex:
creating database
including Number of
visits, hospitals(AM),
Private Offices(PM),
Emails &Mobile
phones
Examples 1
Supply pharmacies
with dangles and
brochures for new
Market products
Ex: BREO® or
products with
declining in sales Ex:
Biotex
Example 2
Awareness campaign
Ex: (Never substitute
original formula)
Ex: Biotex

9. Thank You
By: Ahmed
Metawee