Premium Sales Manager Sim
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PSM = Premium Sales Manager |
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Regional managers need to develop a strategy for their regions and keep their sales teams focused on important customers. They must collect regional market information, analyze it, and use it to develop an effective regional strategy. |
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Why create this simulation?
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The pharmaceutical market has become increasingly competitive: |
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Release of new products |
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Increase in sales representatives |
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More regional competition |
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Compliance management issues |
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The accumulated profit of "effective managers" is equivalent to that of all 87% of "other" managers . Currently, only 13% of pharmaceutical sales managers can be considered "effective" |
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A recent research defines "who is effective pharmaceutical managers"?
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Effective pharmaceutical managers contributes more to company.
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Objectives and Summary:
This simulation will convey to regional Pharma managers the importance of the strategic allocation of resources (including sales team) to enhance the flexibility of a traditional sales model and increase sales.We will cover:
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Regional strategic planning process |
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3E resource allocation model |
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Sales force configurations (new/old products, customer relations) |
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New product launches |
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3E resource allocation model
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Sales force configurations——（new/old products）
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Sales force configurations—— customer relations
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Simulation Story
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Simulation district
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Simulation product
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Simulation sales team
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You have 9 sales representatives under your management, all with different backgrounds and qualifications. |
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The district for which you are responsible is separated into 3 territories and at present each territory has 3 representatives assigned to it. |
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You need to rearrange your sales team to achieve the highest amount of sales. |
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