SD02 Sales & Distribution Management

Assignment No.II
Assignment Code: 2012SD2 Last Date of Submission: 15th November 2012 Maximum Marks:100

Attempt all the questions. All the questions are compulsory and carry equal marks.

Section-A Ques. 1 Ques. 2 Ques. 3 How does the distribution channel of a pharmaceutical company engaged only in Institutional sales differ from the one exclusively into retail sales. Comment on target based incentives in FMCG selling. How does sales manager handle the following issues while appraising his staff(a) Individual versus team appraisal (b) Biases (c ) Actual performance Increasing focus of Electronic companies on Festival /Seasonal selling is expected to trigger growth in overall sales. Comment with relevance to its effect on distribution intermediaries Section-B Case Study : Nino Pharmaceuticals is a company, which was engaged in manufacturing and selling of over the counter drugs. It was fairly successful and had a good distribution set up covering most of the residential colonies where maximum sales take place.

Ques. 4

In order to expand into prescription Pharmaceutical business it decided to venture into Oncology and anesthesiology segment: The Company started outsourcing these products and put them in its distribution channel without wasting any time.

A couple of months later the distribution channel and physicians started complaining. Stockists and retailers complained about non movement of good and physicians complained that most of their patients are return without prescription being dispensed. Questions 1. In your opinion what was the root cause of complaint. a) b) From physicians From Distribution channel

Your answer should include suggestions for the company.

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