Sales & Marketing 培训资料PPT

《Sales & Marketing 培训资料PPT》由会员上传分享，免费在线阅读，更多相关内容在行业资料-天天文库。

1、Sales&MarketingCourseIntroduction1Sales&Marketing2Sales&MarketingMC’sLouiseMehrotra–PharmaceuticalsJoeBoyle–ConsumerRichSample–ProfessionalSteveBariahtaris–Pharmaceuticals3Sales&MarketingunderstandingValueAddingtools&analysisKeydrivers/stumblingblocks“GoodFinancePerson”QuestionsDesiredTakeaw

2、ays4RoadmapfortheDaySalesDailySales/Pipeline-ReportingSalesWaterfall–DriversPricePressureCase–Drivers/DecisionMakingShare/SalesForecasting–ChallengingAssumptionsPricing–ChallengingAssumptionsContracting5RoadmapfortheDaySales&MarketingExpensesSellingExpensesBrand/ProductMarketingExpense6Sales

3、&MarketingExpensesTOTALMARKETINGEXPMARKETINGEXPAS%OFSALESA.$912,970E.7.8%B.$2,335,655F.25.4%C.$3,392,072G.3.6%D.$8,973,013H.41.6%Consumer/PersonalCareMedicalDevice&DiagnosticsPharmaceuticalsConsumerPharmaceuticals&Nutrition1)___2)___3)___4)___5)___6)___7)___8)___7Sales&MarketingOrganizations

4、VicePresidentSales&MarketingVicePresidentCNSVicePresidentGIVicePresidentPain/MycologyVicePresidentStrategicAcct.Mgmt.ExecutiveDirectorBusinessDevelopmentExecutiveDirectorBusinessInformationGroupDirectorSales&Mktg.ServicesSeniorDirectorHealthCareComplianceGroupDirectorS&MTraining&Dev.JANSSENU

5、.S.Sales&Marketing8Sales&MarketingOrganizationsJANSSENU.S.Sales,Marketing&Med.AffairsFinance9SalesReportingDailySalesPipeline10DailySalesReportKeyafternewproductlaunch&endofQtr/YrDepictsabilitytomeetforecastComparesActualsvs.ForecastforDaily,weeklyandmonthlyorderingOpenordersBackordersCredit

6、holdReturnedgoodsTrackbuyingpatternsbeforeandafterpriceincreases11DailySalesReports12DailySalesDoesDailySalestellthewholestory?ShouldwelookbeyondDailySales?e.g.Consumption?ConsumerlooksatconsumptionConsumptionwillimmediately/ultimatelydriveshareLookatconsumption&categoryinfotounderstanddelta

7、sTimeframe-Longerterm/trends–notjustdailyManythingsswingDailySalesMonthlyreviewsalesgapsbybrand/byaccountWorkwiththebrands&consumersalesforcetoIDtrends13DailySalesReport-Analysis14DailySalesReport-Analysis15PipelineReport16Mustbetimely/accurateAnti