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OTC Sales Force Effectiveness Project
To produce a training curriculum for the first line sales managers of a Pharmaceutical company in China to manage OTC sales team
Cloudscape created by:
Alice （Xin） Huang
11 January 2013
Following the instructions at http://www.olds.ac.uk/the-course/week-1/team-up
I have created this cloudscape - OTC Sales Force Effectiveness Project - now I'm advised to create 'an overview cloud in that cloudscape, which presents the team members, the core motivations for the project, the context in which it is situated, and the challenge within that context it aims to address.'
With the ever increasing pressure to ensure maximum return on investment, sales force effectiveness(SFE) is becoming a high priority area in the global pharmaceutical industry. How to improve the effectiveness is now a dual responsibility between sales force management team and sales training team. Training sales representatives alone is not going to work, the learning has to extend to outside training room and involve first line sales managers to carry on after-training coaching to make sure transfer of learning happens.
China, a thickly populated large country, to cover most OTC pharma channel, including retail stores, pharmacies, supermarkets, neighborhood convenient stores will require a large size of the OTC sales force and widely dispersed throughout the country. It can be extremely costly and difficult to bring sales team together in one place for training. Also due to the nature of the sales work, sale Rep would need training and support that areaccessible whenever they need it. This will also contribute to thesales force stability. Therefore, the first line sales manager is becoming a pivotal role in terms of training their own team and providing ongoing support.
A blended training approach that will incorporate training outcome with business performance, will merge learning process into everyday sales activities so that learning will happen naturally any time, any where.
- "hi Alice - yes it does - thanks for adding that clarity. Those are good potential scenarios. Best...
added to Chris and Alic's presentation by Steven Warburton on 5 February 2013
- "Thanks for your comment and feedback.
It is a good idea to learn from mistake. Thanks Ann,...
added to Chris and Alic's presentation by Alice （Xin） Huang on 5 February 2013
- "Having read through the motivation section of your post I was unclear about the movements from...
added to Chris and Alic's presentation by Steven Warburton on 4 February 2013
- "You may want to consider having the students choose the behavior that were least effective as well,...
added to Chris and Alic's presentation by Ann Davis on 3 February 2013
- Chris and Alic's presentation
cloud added to the cloudscape OTC Sales Force Effectiveness Project by Chris Basson on 3 February 2013
- "The learner will be able to ask open ended questions to make a client realize there is a need for a...
added to Week 4 by Chris Basson on 2 February 2013
- Week 4
cloud added to the cloudscape OTC Sales Force Effectiveness Project by Chris Basson on 2 February 2013
- "Hi Chris,
Nice work! The spreadsheet looks good. We can have a skype session tomorrow,...
added to Week 3 -Balanced curriculum by Alice （Xin） Huang on 27 January 2013
It seems to me that we have to decide on a pedagogical approach. (Transmission or...
added to Week 3 -Balanced curriculum by Chris Basson on 26 January 2013
- This asks some interesting questions
new embedded content added to the cloud Week 3 -Balanced curriculum by Chris Basson on 25 January 2013