Research On Sales Quotas Of Mundipharma (China) Pharmaceutical Co. Ltd

This study use the method of case research, to the current situation and questions on sales quotas of Mundipharma (China) Pharmaceutical Co. Ltd., bring a new concept and method of Sales Quotas that validated with actual sales data, and draw these conclusions as below:Sales Quotas reflects the gambling balance between the investors and market, and the entire chain may include:investors-directorate-chairman-president-sales director-sales growth-marketing growth-marketing potential-market. Sales Quotas is newly defined as management of setting and assigning Sales Goals in clear district and deadline and the commission policy to salespeople or teams.By reference of marketing segmentation and marginal analysis, the new method is designed on Sales Quotas setting for Mundipharma. Sales Goals setting consisted of deciding total sales goal, decomposing total sales goals, decomposing regional sales goal, and setting of representative sales goals. Commission policy is set by the method of data analysis to promise Marginal Revenue for every interval of policy.By the example validation of Mundipharma, the new method to set goals of Sales Representative, could improve the efficiency and bring credible benefits for several aspects, saving commission cost for the company, building sales team for district managers without any bad influence to accomplish sales goals decomposition and sales achievement rate.By the example validation of Mundipharma, the method to design commission policy with guarantee of visible Marginal Revenue for the salespeople, between every interval such as Sales Goals, Sales Achievement Rate and Commission Rate, could have much positive encouragement.