Download - Nutricia Middle East Group 3
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NUTRICIA MIDDLE EAST :
Measuring Sales Force EffectivenessGroup - 3
Chitwan Singh : 13P018
Divya Yadav :13P020
Tejaswi Kalispudi : 13P052Vidushi Garg : 13P055
Vikas Guleria :13P056
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Context
Nutricia developed and sold Infant milk formula, baby foodsand nutritional products
In the Middle East, Nutricia was ranked 4thin market share
Huge market growth potential : 3.7mn births (9kg vsEuropean average of 30kg) , but not realized because of
economic difficulties Their middle east and African subsidiary was transforming
from a trading organization to a customer centric one
Involvement of state in provision of health services :coexistence of private and public health centers
For Turkey Convention, Vandebussche and Hussaini wantedto measure the efficiency and effectives of the med repsnetwork
Target segment :
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GOALS & OBJECTIVES
Optimization of investment in medical
representatives
Transformation from a trading organization to
a customer & consumer focused one
Measure the efficiency & effectiveness of
Medical reps
Size of the sales force has to be estimated for
budgetary exercise
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Set theStrategy
Size the HCPtask
Determinethe optimum
field force
DetermineOverall
resource
EstablishKPIs, Review
and Learn
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Measuring Efficiency & Effectiveness
KPI :
Sales Areas
Sales Potential Territory changes