Case study 1

ASSIGNMENT

SellMed Online Pvt. Ltd was a technology company whose stated purpose was to provide every Indian access to the best possible health care. It aimed to be the pioneer health care hub in India that would bring all stakeholders on to a single platform to ensure a seamless health care experience for the customers. The company offered two services lab testing and diagnostic services in collaboration with healthcare partners and the home delivery of online Pharma orders via its app. Silvia John (Silvia), Head of Sales of SellMed, was charged with developing corporate accounts and entering into a tie up with pharmaceutical companies. She had put in place a standardized Corporate Outreach Program with clearly outlined procedures and an action plan to be followed by the sales team. The challenges before Silvia as she sought to expand to newer areas, especially Tier 2 and 3 towns. She also wanted her sales team to be more productive and to improve the success rate of sales closure.

Questions

1. How can Sales & Distribution need to be adopted for achieving the expansion?

2. What can be done by Silvia to increase productivity of sales team?