This document summarizes a sales management and promotion project for Natco Pharma Ltd. It outlines the company profile, sales force structure with regional, zonal, and area managers, sales territories, division criteria, targets and incentives, sales quotas, and motivation and training programs. The sales force has targets assigned by product with incentives paid per person for achieving quotas. Area managers oversee 5 executives each and are responsible for sales quota achievements in their territories.

1. A PROJECT ON SALES
MANAGEMENT AND SALES
PROMOTION
NATCO PHARMA LTD.
COURSE: MMS II (SEM-III)
SUBMITTED BY: PRATHMESH MULUK (C-23)
PRAVIN JAISWAR (C-24)

2. COMPANY PROFILE
• Established in 1981 by V C Nannapaneni
• Employs 2500 people through 4
manufacturing facilities
• Supplies drugs in cardiovascular, anti-cold,
anti-asthmatic and antibiotic segments

3. SALES FORCE
• Business development executives: 10
• Area business managers: 2
• Regional sales manager: 1
• Zonal sales manager: 1
• Each area manager is responsible for 5
executives.

4. TERRITORIES
• DADAR-GHATKOPAR
• GHATKOPAR -MULUND
CENTRAL • THANE
• DOMBIVALI-KALYAN
• WORLI-MAHIM
• BANDRA-ANDHERI
WESTERN • ANDHERI-VIRAR

5. DIVISION CRITERIA
• According to the doctors available in the area
• Minimum number of S.V.L. required

6. TARGETS AND INCENTIVES
PRODUCT TARGET TARGET/PERSON INCENTIVE/PERSON
Aminat 7200 60 300
Bandrone 12000 100 500
Ostionat-kit 4320 36 108
Glatimer 65 800
Letronat 10000 84 420
Natclovir 1546 15 450
Tigi 4320 36 1800
Tarana 7200 60 1200
Natzold 1152 10 1000
Vorizol 864 8 400

7. SALES QUOTA
• Product wise targets and yearly incentives
• ABM and RM responsible for sales quota
achievements
• Quarterly gifts given if 95% target achieved
• Responsibility based on experience

8. MOTIVATION AND TRAINING
• Prior training to Sales Force
• Gift to top 3 performer every quarter
• Employee recognition