Kenneth L.

Sanido MBMHRM

Background of the Study

You are the head of the research division of Pharma-payat, a giant pharmaceutical company
operating in Gensan. Lately, sales reports showed that the company's sales is down by 30%. You
suspect that this could be caused by the generics acts, the opening of cheap drugstores, and
the changing values of customers/patients. You also believe that your sales agents are no
longer effective in customer relations because they are facebook and instagram addicts,
spending their time in coffee shops rather than in the heat of the sun wooing doctors in the
clinics. You decided it is time to do a management research.

1. Write three research problems.

a. The increase awareness of the Consumers in regards of the Generic products which is
cheapest side of the branded medicines at the increase of the Government health
program thru free medical visitation and free generic medicines
b. The growth of the competitors in the market, the easy entry of the drugstores in the
market by tying up with the suppliers and the increase of the lifestyle of the consumers
nowadays which lead pharmaceutical business expand their operations
c. The weak HR Disciplinary actions and monitoring to the employees work attitude

2. Write hypothesis to measure a) whether there is in fact a drop of sales

and b) whether sales is affected by generics pharmacies and c) whether
your sales agents are cheating on you.
Hypothesis:
Is there a significant difference on the sales of the Pharma-Payat on the growth of the generic
pharmacies?
Is there a significant difference on the sales of the Pharma-Payat on the work attitude of the
employees?

3. Identify variables to be studied in this study. Define these variables

operationally.
A. Nominal variable
Majority of the age of population in the city
Majority of the Civil Status of population in the city
B. Ordinal Variable
The Income level of the consumers present in the society
The educational level of the consumers in the society
C. Continuous/Interval Variable
The level of the weight of people present in the market.
The number of children in a family

D. Ratio Variable
The distance of the drugstore location for visibility of the consumers
The age of the attendant/employees

4. Develop a two page questionnaire to investigate this problem.

A. For the Pharmaceutical employees performance evaluation
Employee performance should be evaluated periodically, regularly, and objectively.
RATING METHODS
Performance evaluations may be scored in a number of ways. Two of the most common are
numerical ratings and a graphic scale. The attached sample evaluation forms use the numerical
rating system.
The scores of a numerical rating system typically have the following values:
1 Unsatisfactory
2 Needs improvement
3 Meets job requirements
4 Exceeds job requirements
5 Outstanding

SAMPLE PERFORMANCE EVALUATION FORM

ADMINISTRATIVE PERSONNEL
PERFORMANCE COMPETENCIES
COMMUNICATIONS .............................................................................. 1 2 3 4 5
Expresses ideas and thoughts verbally.......................................................................... 1 2 3 4 5
Expresses ideas and thoughts in written form ............................................................... 1 2 3 4 5
Exhibits good listening and comprehension ................................................................... 1 2 3 4 5
Keeps others adequately informed ................................................................................ 1 2 3 4 5
Uses appropriate communication methods .................................................................... 1 2 3 4 5
COOPERATION .................................................................................... 1 2 3 4 5
Establishes and maintains effective relations ................................................................ 1 2 3 4 5
Exhibits tact and consideration ...................................................................................... 1 2 3 4 5
Displays positive outlook and pleasant manner ............................................................. 1 2 3 4 5
Offers assistance and support to coworkers .................................................................. 1 2 3 4 5
Works cooperatively in group situations......................................................................... 1 2 3 4 5
Works actively to resolve conflicts ................................................................................. 1 2 3 4
DEPENDABILITY .................................................................................. 1 2 3 4 5
Responds to requests for service and assistance .......................................................... 1 2 3 4 5
Follows instructions, responds to management direction............................................... 1 2 3 4 5
Takes responsibility for own actions .............................................................................. 1 2 3 4 5
Commits to doing best job possible ............................................................................... 1 2 3 4 5
Keeps commitments ...................................................................................................... 1 2 3 4 5
Meets attendance and punctuality guidelines ................................................................ 1 2 3 4 5
INITIATIVE .......................................................................................... 1 2 3 4 5
Volunteers readily .......................................................................................................... 1 2 3 4 5
Undertakes self-development activities .......................................................................... 1 2 3 4 5
Seeks increased responsibilities .................................................................................... 1 2 3 4 5
Takes independent actions and calculated risks ............................................................ 1 2 3 4 5
Looks for and takes advantage of opportunities ............................................................ 1 2 3 4 5
Asks for help when needed ............................................................................................ 1 2 3 4 5

JOB KNOWLEDGE ............................................................................... 1 2 3 4 5

Competent in required job skills and knowledge ............................................................ 1 2 3 4 5
Exhibits ability to learn and apply new skills .................................................................. 1 2 3 4 5
Keeps abreast of current developments ........................................................................ 1 2 3 4 5
Requires minimal supervision ........................................................................................ 1 2 3 4 5
Displays understanding of how job relates to others ...................................................... 1 2 3 4 5
Uses resources effectively ............................................................................................. 1 2 3 4 5
JUDGMENT ......................................................................................... 1 2 3 4 5
Displays willingness to make decisions ......................................................................... 1 2 3 4 5
Exhibits sound and accurate judgment .......................................................................... 1 2 3 4 5
Supports and explains reasoning for decisions .............................................................. 1 2 3 4 5
Includes appropriate people in decision-making process............................................... 1 2 3 4 5
Makes timely decisions .................................................................................................. 1 2 3 4 5
EMPLOYEE ACKNOWLEDGMENT
I have reviewed this document and discussed the contents with my supervisor. I acknowledge that I have been
advised of my performance status, which does not necessarily imply that I agree with the evaluation.
_______________________________________
Employee signature/Date
REVIEWER COMMENTS
_______________________________________
Reviewer signature/Date

B. Survey about the DRUG STORE competition and its products

Sample questionnaire about market size and value
Questions

Answers

About the market size:

1. How often do you buy this product?

Daily/weekly/monthly

2. Do you buy different amounts at different times of the

(Circle answer)

year?

Yes/No (Circle answer)

3. When are the times that you buy the most?

Write answer

4. How much do you buy each time?

5. When are the times you buy the least?

Write answer

6. How much do you buy each time?

Write amount in kg or No.

Packs

About the market value:

8. How much do you pay for a medicine?

Write the amount in currency

9. Does the price change at different times of the year?

Yes/No (Circle answer)

11. When is the price highest?

Write answer

12. When is the price lowest?

Write answer

About the customer:

13. Would you say that you have a low, medium or high

Low/medium/high (Circle

income in your household?

answer)

14. In which age group do you belong?

Tick answer

1-20
21-40
41-60
Male/Female

M/F (Circle answer)

About sales outlets:

15. Where do you usually buy medicine:

Tick answer

Public Market
Malls
Street hawker
Directly from producer
Other

Write answer

5. Make a sampling plan. Note that the location is general santos city.
Explain your decision in adapting the sampling plan.