文档介绍：Sales & Marketing
Sales & Marketing
Course Introduction
Sales & Marketing
Sales & Marketing MC’s
Louise Mehrotra – Pharmaceuticals
Joe Boyle – Consumer
Rich Sample – Professional
Steve Bariahtaris – Pharmaceuticals
Desired Takeaways
Sales & Marketing understanding
Value Adding tools & analysis
Key drivers / stumbling blocks
“Good Finance Person” Questions
Roadmap for the Day
Sales
Daily Sales / Pipeline - Reporting
Sales Waterfall – Drivers
Price Pressure Case – Drivers / Decision Making
Share / Sales Forecasting – Challenging Assumptions
Pricing – Challenging Assumptions
Contracting
Roadmap for the Day
Sales & Marketing Expenses
Selling Expenses
Brand / Product Marketing Expense
Sales & Marketing Expenses
TOTAL
MARKETING EXP
MARKETING EXP
AS % OF SALES
A1>. $912,970 E. %
B. $2,335,655 F. %
C. $3,392,072 G. %
D. $8,973,013 H. %
Consumer/Personal Care
Medical Device & Diagnostics
Pharmaceuticals
Consumer Pharmaceuticals
& Nutrition
1)___ 2)___
3)___ 4)___
5)___ 6)___
7)___ 8)___
Sales & anizations
Vice President
Sales & Marketing
Vice President
CNS
Vice President
GI
Vice President
Pain/Mycology
Vice President
Strategic Acct. Mgmt.
Executive Director
Business Development
Executive Director
Business Information
Group Director
Sales & Mktg. Services
Senior Director
Health pliance
Group Director
S&M Training & Dev.
JANSSEN .
Sales & Marketing
Sales & anizations
JANSSEN .
Sales, Marketing & Med. Affairs Finance
Sales Reporting
Daily Sales
Pipeline
Daily Sales Report
Key after new product launch & end of Qtr/Yr
Depicts ability to meet forecast
Compares Actuals vs. Forecast for
Daily, weekly and monthly ordering
Open orders
Backorders
Credit hold
Returned goods
Track buying patterns before and after price increases
Daily Sales Reports
Daily Sales
Does Daily Sales tell the w