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.
Economic Development Australia (EDA) National Conference - presentation and f...
Natco
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
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