Presented BY:Amandeep Bansal Anuj Goyal Gourav Gogia Jasjeet Kaur Nidhi Saini Rajat Sharma Saryu Garg

Name and Adress of the distributor: Mr.Umesh Gupta,Krishna Medicose Pharmaceutical & Vaccines Distributors,Panchkula

GSK Limited,Bharat Yuvak Bhawan,1Jai Singh Road,New Delhi-110001 Contact No.985560870

Address:Emm Kay Medicos S.C.O 52-54,CMC,Sector 17-C,Chandigarh

Manufacturer CFA (Carrying and Forwarding Agency) Distributer Retailer

Customer

1) First, the company fix the sales target . 2)Company provides sales target to sales persons. 3) Company compare the actual sales with the desired ,after a period of particular time. 4) Suppose the company has achieved the target with in the time frame, then company increases the target for the next financial year.

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OUT STATION EX- STATION

PKL

CHD
MANI MAJRA

KHARAR

ABM RBM DISTRIBUTOR

Conducted on a regular basis in order to achieve the most production out of sales team. Its about motivating sales team to use new and innovative ways to help in increase the overall sales of the company. To maximize sales force training, right techniques and forms of motivation must be used.

Training for 30-45 days is provided in the beginning on the basis of every product. Two online tests are conducted for Sales Executive every month and he/she must score 90% in each test. If the sales Executive is unable to answer the queries of the customers, proper training is provided. Training modules are often conducted.

By providing diverse work place. Robust programmes for employee development such as change management, employee communication, reward and recognition and health and safety. Focuses on individual empowerment and employees performance on personal development plans. By using Maslows hierarchy of needs model. By revising payscales.

Strong sales and marketing infrastructure, positions GSK as a marketing partner of choice. Robust sales growth forecast for launch portfolio. Industry leading player with regard to implementation of life cycle management strategies. Strong business fundamentals and robust balance sheet. Global presence is in over 100 countries. Excellent brand and excellent turnover. Worlds largest investor in R&D.

Highly dependent on low growth/highly competitive respiratory markets. Patent expiry for a number of bulk-buster products. Controversies regarding issue of safety of drugs affects companys image. Loss in revenue. Need of new drugs and new markets.

Movement into high growth oncology market. Continued cost elimination. Potential to increase sales growth in emerging markets. Global penetration through mergers and acquisitions. Increasing awareness about healthcare needs.

Risk of unsuccessful new products. Economic slowdown in European market. Competition from Competitors.

Career Opportunities 3/5 Compensation and benefits- 4/5 Work/life balance-4/5 Culture and values-3.5/5 Good work environment Good exposure and development opportunities. Good benefits.

New customers in emerging market. Growth of patient power. Changing relationships with doctors. Making sense of the digital world. Switch to more specialized medicines. Company is not very prompt when it comes to provide vertical growth. Some of the managers are very partial and misuse the policies.

Retailers are highly satisfied because Employee friendly organisation. GSK is a big banner to work with. Good presence in the minds of customers because of its innovative techniques. It has good HR policies and values Products are good and has a great demand in the market

Shortage of the products Delivery is very poor Advance payment has to be done by the retailers to the distributors The payment to the distributor is through demand draft and not by cash so when the products are not available i.e shortage then the retailers face a problem in refunding their drafts Few products are not in the demand although they are good in quality .One of them is zintec 150 mg tablet,it gets melted due to moisture so it cannot be sold to the customers Another product is eltroxin although it is very effective but it is not available in 125mg whereas another companies manufacture it.In order to have this medicine the consumers have to buy 100 and 25 mg both which costs them a lot.

Need to take better market research policy. The price of products should minimized. Try to develop strategy more public oriented. Delivery system should be faster. Need more TV advertisements. Arrange seminars for the promotion of the products. Build up good relation with doctors. Finding more energetic sales personnel.