Bosch Pharma is one of the top pharmaceutical companies in Pakistan that was founded in 1971. It has grown significantly and is now worth approximately 7 billion with state-of-the-art technology. Management is highly involved in sales and sees it as the most important department. Bosch Pharma evaluates sales representatives frequently and provides various rewards and benefits based on performance including commissions, promotions, and incentives. While Bosch Pharma excels in many areas of sales management, opportunities for improvement include enhancing hiring practices to select the best candidates and implementing more formal training programs.

1. SALES MANAGEMENT
GROUP MEMBERS:
RAMEEZ AKRAM
MUHAMMAD NOMAN
MUHAMMAD BILAL
SAAD MUNAMI
KHUWAJA SUBHAN
MUHAMMAD FAROOQ
AMNA ASAD
SYEDA WAJEHA
KHUWAJA WAHAJ
Course facilitator :
SIR: ASGHER REZA
BOSCH
PHAMACEUTICALS

2. Introduction:
• Founded in 1971 under the name of MIMI CURE ASSOCIATES
• Initial business is Supply of Raw material (chemicals)
• In 1994 it become “BOSCH PHARMA”
• Bosch is one of the fastest growing national pharmaceuticals
company
• Bosch Pharma’s worth is approx.7 billion’s company
• Bosch Pharma ranked in top 10 pharmaceutical companies
• It is the only National Company who provides quality medicine
as Multinationals offers
• All products of Bosch Pharma are manufactured in Pakistan
• Bosch Pharma having State of the art technology equipment
even multinational doesn't have
• Their competitive advantage is affordable price of Bosch
Pharma’s product.

3. Sales
Management
parameters …..

4. Leadership Vision

5. Management’s involvement:
Salesintheeyeofmanagement:
• Management are highly involved in every department of
the firm
• Specially consider to sales department
“If there are no sales there is nothing. Department of sales is
very important department of the organization.”

6. Organizational Communication:
• Communication is a two way process in Bosch Pharma
Style Of Leadership:
• DEMOCRATIC STYLE of leadership
• Customize treatment with subordinates of Bosch Pharma
Marketing vs. Sales Conflicts:
• sales and marketing is the same department

7. 4
4
44
4
0
0.5
1
1.5
2
2.5
3
3.5
4
Management's involvement
sales in the eye of
management
Organizational CommunicationStyle of leaderships
Marketing Vs sales conflicts
Leadership Vision
Leadership Vision

8. Sales culture

9. Ceremonies:
• Annual meetings and conferences
• Annual sale conference
Stories:
• Bosch Pharma doesn't believe on stories
• Look for the future
Symbol:

10. Selling Methodology:
• Methodology for B2C: Products are sold through a proper distribution system
collect orders and forwarded to the company
• Methodology is for B2B: Individuals and groups are hired
Language:
• Semi-formal language
• Formal Dressing specially sales representative

11. 3.5
0
3
3.5
3
0
0.5
1
1.5
2
2.5
3
3.5
4
Ceremonies
Stories
SymbolsSelling Methodoloy
Language
Sales culture
Sales culture

13. Quota Setting:
• Quota given according to the potential in the market and conditions in
market.
• well-established areas are given high target
• Critical areas like liyari and old city areas are given relaxation
Fixed Salary:
• Salaries are fixed
• Slightly higher then the industry trend
• Profit sharing
Commission:
• Different benefits are offered
• Daily allowance and petrol charges
• Increments
• Product selling commission

14. Trips:
• Formal trips are offered to doctors and customers
• No Holiday trips are offered to company’s employee
• Its not possible for the company to send all the staff
Fringe Benefits:
• Insurance to all the employees from Qatar Takaful
• Deal on Case to case basis, not specifically identified benefits are offered

15. 3
4
4
0
4
0
0.5
1
1.5
2
2.5
3
3.5
4
Quota Settings
Fixed Salary
ComissionTrips
Fringe Benefits
Compensation
Compensation

16. Training & development

17. Hiring Criteria:
• Based on qualification and experience
• They prefer to offer job to a employee who needs a job(on humanity
grounds)
Orientation to the Company:
• company conducts orientation session for new comers
• Its almost a 2 months session
On Job Training (OJT):
• Training and development is always on progress in the Bosch Pharma
• company did not have formal training department
• Managers personally train the new employees

18. Job Enrichment:
• Bosch Pharma keeps its employees updated and conducts meetings on
regular basis
• Employees have authority to make decisions for smooth day to day
operations
Support for education:
• Bosch Pharma supports for the education
• Several managers continue there MBA with job
• Company provide flexible timings and exams leaves

19. 3
3
4
3.5
4
0
0.5
1
1.5
2
2.5
3
3.5
4
Hiring criteria
Orientation to company
Ongoing trainingJob enrichment
Support for education
Training & Development
T & D

20. Performance
evaluation

21. Frequency of evaluation:
• Bosch Pharma evaluates sales person on daily basis
• Daily sales reports are summed up monthly
• Commissions are given on quarterly basis
• Promotions and increments are given on yearly basis in annual meetings
Criteria Of Evaluation:
• company give 6 months to achieve the target of sales
• because of external issues employees did not achieve the target company
supports the employees
Methodology:
• The company use different parameters qualitative and quantitative
• The company does in-depth analysis of the organization

22. Feedback on evaluation results:
• After evaluating results of sales team they are given rewards and benefits
according to their performance and targets.
Rewards:
• Rewards are given in the shape of increments
• promotions cash benefits
• other benefit which employ want according to their needs.

23. 4
3.5
3.53.5
3.5
0
0.5
1
1.5
2
2.5
3
3.5
4
Frequency Of Evaluation
Criteria Of Evaluation
MethodologyFeedback
Rewards
Perfromance Evaluation
Perfromance Evaluation

24. Over all
Analysis

25. Sales Management
Parameters
Sub Parameters Score
Leadership Vision
Management’s involvement 4 16
Sales in the eye of management 4
Organizational Communication 4
Style of leadership 4
Marketing vs. Sales Conflicts 0
Sales Culture
Ceremonies 3.5 13
Stories 0
Symbols 3
Selling methodology 3.5
Language 3
Compensation
Quota Setting 3 15
Fixed Salary 4
Commissions and its delivery to employee 4
Trips 0
Fringe benefits 4
Training and
Development
Hiring criteria 3 17.5
Orientation to company 3
Ongoing training (Functional and Soft skills) 4
Job enrichment 3.5
Support for education 4
Performance Evaluation
Frequency of evaluation 4 18
Criteria of evaluation 3.5
Methodology 3.5
Feedback on evaluation results 3.5
Rewards 3.5

26. 16
13
15
17.5
18
0
2
4
6
8
10
12
14
16
18
20
Leadership Vision
Sales Culture
CompensationT&D
Performance Evaluation
Sales Management Parameters
Sales Management Parameters

27. Conclusion:
• Top of the pharmaceuticals in Pakistan
• Advance technology is an advantage for bosch
• As national company they have excellence in quality products
• Bosch Pharma needs to improve its hiring criteria so that it can appoint
right person for the job
• Bosch Pharma should work on its proper training for its new and existing
employees so that they should be aware of what is happening and what yet
to come