1. NEW WAVE MARKETING 2010 : Optimizing Sales Force Activities

3. 2009 – 2010: Tough Times

6. The pharmaceutical industry continues to march toward the patent cliff in 2010-2012, when a record amount of drug sales will lose patent protection in the U.S. This means some of the best-selling drugs, including Pfizer 's ( PFE ) Lipitor, Bristol-Myers Squibb's ( BMY ) Plavix and Avapro, Eli Lilly 's ( LLY ) Zyprexa, Wyeth's ( WYE ) Effexor, and Merck 's ( MRK ) Cozaar/Hyzaar and Singulair will be exposed to generic competition. Our selection criteria for the top 10 prospects is pretty straightforward—promising late-stage drugs due out over the next two years…………………….. JAKARTA. Meski tetap bergairah, pertumbuhan pasar farmasi di 2010 tak akan terlalu tinggi. Gabungan Pengusaha Farmasi Indonesia (GP Farmasi) memperkirakan nilai pasar bisnis farmasi di Indonesia hanya tumbuh 10%, atau naik sekitar Rp 3 triliun dari realisasi 2009 sebesar Rp 30 triliun. Pertumbuhan pasar farmasi ini lebih rendah dibandingkan negara tetangga seperti Thailand dan Malaysia. "Pertumbuhannya nggak akan lebih dari 10%," tegas Ketua Umum GP Farmasi Anthony Ch Sunarjo, Selasa (24/11). Belum optimalnya pasar farmasi di Indonesia antara lain terhambat beberapa aturan yang mempersempit ruang gerak pelaku bisnis farmasi. Semisal, Peraturan Menteri Keuangan Nomor 104 Tahun 2009 yang membatasi biaya promosi produk obat-obatan menjadi 2% dari setoran pajak penghasilan (Pph) atau sebanyak-banyaknya Rp 25 miliar. Padahal, potensi pasar farmasi di dalam negeri seharusnya lebih besar mengingat jumlah penduduk Indonesia mencapai 230 juta orang. Hingga kini, konsumsi obat-obatan per kapita di Indonesia hanya US$ 6-US$ 7 per tahun. Berbeda dengan Filipina (US$ 14), Malaysia (US$ 20), dan Singapura (US$ 27).

12. Sales Management Trends From To Transactions Relationships Local Global Management Leadership Individuals Teams Sales Volume Sales Productivity

13. Sales Teamwork Approaches Relatively permanent, customer-focused group Relatively temporary, transaction-focused group Membership determined by job assignment to a specific buying organization Membership determined by involvement in sales transaction One team per buying unit One selling center per sales opportunity Core Selling Team Selling Center

14. Sales Teamwork Approaches Core Selling Team Selling Center Membership relatively stable Membership very fluid Characteristics of team depend on characteristics of buying organization Characteristics of team depend on characteristics of sales opportunity Mission is strategic with respect to the buying organization Mission is tactical with respect to the sales opportunity

15. Marketing Sales Force Goals Strategy Increase share of customer business Marketing Strategy-Sales Force Goals, Strategy and Tactics share 10% Goals Increase share of customer business Strategy Build long-term customer relations Tactics Develop sales teams Provide bonuses for greater customer share Increase market

18. Sales Rep Time Allocation Almost 2/3 of sales time is spent NOT selling! Source: CSO Insights 2009 Sales Performance Optimization Study

19. Comparing order takers and order getters

21. More Selling Time = More Revenue Source: CSO Insights 2009 Sales Performance Optimization Study Selling Time % of Reps Meeting Quota >40% 64% 30-40% 59% <30% 54%

23. Map the Sales Process Suspect Prospect Qualified Scored ABC’s 7 Steps, the Baseline Selling Steps and the Criteria for Reaching Them. 1. Target an Account 2. Meet with Decision Maker 7. Convert Account 6. Closing 5. Successful Evaluation 4. Evaluate Products 3. Qualify Account They Need It Differentiated ABC’s Quantified Problem Compelling Reasons to Buy They’ll Spend More Have Timeline for Decision Know Process for Decision Needs and Cost Appropriate Presentation

25. Transaction oriented Relationship oriented Partnership Low High Low High Multiple relationship strategies Cost of serving the customer Commitment to the customer

35. Match Content to Buying Cycle

37. “ Thinking back to your initial meeting, what percent of reps were….” Buyer-Seller Alignment Source: IDC Customer Experience Panel, January 2009 Number of respondents = 296

44. How salespeople create value for customers

50. Still need more? Please sent email : mochkurniawan99@gmail.com