Sales Organizational Plan Essay Example | Topics and Well Written Essays - 1250 words

Sales Organizational Plan - Essay Example Sales Organizational Plan Bracrekunmitso Pharmaceuticals can use the Internet and local press for advertising purposes. Also, it is possible to use employment agencies to find professional staff in a short period of time. Selection practices will be based on manual resume screening and computerized. This procedure will help to select high professional applicants for the first interview. If the recruitment is competitive, it can create a feeling that those who are selected are truly valued. It can help build a positive self-image if the on-the-job experiences confirm that feeling. For Bracrekunmitso Pharmaceuticals, to recruit high qualified professionals is crucial especially for direct sales and customer support services. Medical degree and experience within pharmaceutical industry will be the main requirement applied to all candidates. The main criteria for selection will be professional skills and practical knowledge, personal characteristics and experience. Interviews will consist of several parts: behavi or based analysis, training and experience evaluations, biographical information and motivational fit (Armstrong 2001). Bracrekunmitso Pharmaceuticals will need expensive training programs for new staff. A special programs will be designed for pharmaceutical representatives and physicians referrals. One approach, which is somewhat broader than an assess ¬ment of training needs, and may be biased to the strategic changes the company is facing, is to design a workshop for senior managers to work through what is needed to implement some of the strategic decisions the company has made. Armstrong (2001) divides training needs assessment into three levels: corporate, group and individual level. The aim of the training is to help employee to cope with new environment and develop effective communication skills. Customer orientation means application of quality control principles to design/specification activities to formalize the mechanism for ensuring that customer requirements are incorporated. One of the most basic dilemmas faced by trainers is the balance between theory and practice; between what may be considered as theoretically desirable and what participants perceive as practically possible to implement. It is also important to achieve an appropriate balance between the assimilation of knowledge information and the development of skills in order to do something. Employees, for their part, should receive positive recognition for good training achievements. Also, special programs could be designed for team leaders to ensure effective group work and communication. Training will help to inspire and motivate employees. (Campbell, 1997). Bracrekunmitso Pharmaceuticals can use learning curve. Following Schuler (1998) it ascends quickly, showing increasing proficiency. There are various levels in the curve, where an employee is consolidating and developing the knowledge. Where a group of persons is trained, the group may set 'norms' which may stop individuals from moving ahead, and therefore it is important to ensure that the group norms are the same as the objectives of the trainer, so that individuals can progress (Schuler, 1998). Policies and Procedures The staff can exercise self-direction and control to achieve objectives to which they are committed, if they are persuaded by the