medical representative are the most important factor in increasing the sales in pharma organizations

1. SALES FORCE EFFECTIVENESS WITH
RESPECT TO PHARMACEUTICAL
ORGANIZATIONS
SUBMITTED BY –
DARAIN ANAMUL HAQUE
B080
MBA-PHARMATECH
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GUIDED BY-
Dr Chandrashekhar Kaushik

2. Contents
RESEARCH OBJECTIVE
INTRODUCTION
RESEARCH METHODOLOGY
DATA FINDINGS
CONCLUSION
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3.  Purchasing the medication thoroughly relies on upon specialist instead
of the patient
 DTC commercial is not approved in pharma industry
 Huge measure of cash is spent on doctor showcasing exercises
INTRODUCTION
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4. RESEARCH OBJECTIVE
To analyse how
company can
develop a robust
effective field
force
To identify
measures to yield
high efficiency of
medical
representative
Recognise the
factors leading to
increased sales
productivity 411/9/2015

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PARAMETER 1 2 3 4 5
BRAND NAME
INDEPTH
KNOWLEDGE OF
PRODUCT
TRAINING
PROGRAMME OF
MR
COST OF
PRODUCT
SOFT SKILL

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PARAMETER 1 2 3 4 5
PROVIDING SAMPLES
LDL’S
CASE STUDIES
MEDICAL LITERATURE
JOURNALS
GIFTS
PRESCRIPTION PADS
INFORMATIVE
BOOKLETS

8. Data
Findings
Frequencies
T-test
Chi square
Test
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9. FREQUENCIES
Do Brand plays an important role in making a call effective
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10. Do soft skill play an important role in making a call effective
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11. Do providing samples plays an important role in making a call effective
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12. Do prescription pads plays a important role in making a call effective
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13. T-test
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14. FACTOR HYPOTHESIS SIGNIF
ICANC
E
VALUE
HYPOTHESIS TEST
RESULT
MEAN
VALUE
STATTISTICALLY
SIGNIFICANT/INSIGNIFICANT
PROVIDING
SAMPLES
H0,u=3,it’s a neutral
factor making a call
effective
0.000. Hypothesis >0.05 .
hence it’s a reject
null hypothesis
1.59 THE FACTOR IS STATISTICALLY
SIGNIFICANT
LDL’S H0,u=3,it’s a neutral
factor making a call
effective
0.000 Hypothesis >0.05 .
hence it’s a reject
null hypothesis
2.28 THE FACTOR IS STATISTICALLY
SIGNIFICANT
CASE
STUDIES
H0,u=3,it’s a neutral
factor making a call
effective
0.000 Hypothesis >0.05 .
hence it’s a reject
null hypothesis
2.25 THE FACTOR IS STATISTICALLY
SIGNIFICANT
MEDICAL
LITERATURE
H0,u=3,it’s a neutral
factor making a call
effective
0.000 Hypothesis >0.05 .
hence it’s a reject
null hypothesis
1.66 THE FACTOR IS STATISTICALLY
SIGNIFICANT
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15. JOURNALS H0,u=3,it’s a neutral
factor making a call
effective
0.000 Hypothesis >0.05 .
hence it’s a reject
null hypothesis
1.88 THE FACTOR IS
STATISTICALLY
SIGNIFICANT
GIFTS H0,u=3,it’s a neutral
factor making a call
effective
0.000 Hypothesis >0.05 .
hence it’s a reject
null hypothesis
1.44 THE FACTOR IS
STATISTICALLY
SIGNIFICANT
PRESCRIPTIO
N PADS
H0,u=3,it’s a neutral
factor making a call
effective
0.000 Hypothesis >0.05 .
hence it’s a reject
null hypothesis
1.59 THE FACTOR IS
STATISTICALLY
SIGNIFICANT
INFORMATIVE
BOOKLETS
H0,u=3,it’s a neutral
factor making a call
effective
0.000 Hypothesis >0.05 .
hence it’s a reject
null hypothesis
1.56 THE FACTOR IS
STATISTICALLY
SIGNIFICANT
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16. Chi Square test
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17. Frequency of data entry done * electronic
form increased SFE Cross tabulation
 Significance level =0.042 (Pearson). This means that
Chi-square test is not showing a significant association
between the two variables. Hence, the null hypothesis is
accepted
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18. Recommendations
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Sales force is
front face of
the company
hence it must
be maintained
over the
market
standard
Effective
training before
entering the
field must be
given
To effectively
manage time by
proper detailing
of the brand
Effective sales
force is very
much important
as dtc is not
applicable for
pharmaceutical
products
RECOMMENDATION

19.  As per study the Companies should also take care of the
quality of the drug, New Research, Drug avaibility, Price,
Samplings, gifts for getting regular prescription flow from
the Doctors.
 Attaining Prescription is a very tough & delicate issue as
all these factors provide a synergistic combination to
achieve the final goal.
 So, for a proper Brand recall value the Doctors/
Physicians have to be handled with utmost attention &
care. This only will provide better & regular Prescription
conclusion
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