Field sales

It is axiomatic that sales analysis depends on detailed records of sales of a specific chemical to a specific company. Paramount to the success of such studies is the existence of data recorded on a systematic and continuous basis. It follows that these studies are done best by an ia-house staff on products already produced by the company. However, on occasion, a product new to the company can be studied by the ia-house group with the assistance of their field sales force. For example, a producer of polypropylene could use its people to secure data on the consumption of other thermoplastics by their customers. Such an exercise might identify opportunities for a new producer, but a more detailed marketing research study would probably be done before entry iato the new product area was made. 

Thermo Fisher Scientific, USA (formerly Fisher Scientific and Thermo Electron). The number one company in this field [sales > 9 billion (2007,E)] supplies biochemicals and bioreagents organic and inorganic chemicals (of which >15,000 fine organic chemicals) sera cell culture media sterile liquid-handling systems microbiology media and related products scientific consumable products, instruments, and equipment. 

The pattern then is fairly predictable. First is the discovery of the need. This is usually accomplished by market research and market development but more often by the company s field sales force, one of whose objectives should be the constant search for the need. 

Also, with the merging of domestic and international market differences today, and the growing interdependence of both mature and developing markets on each other, service companies must be highly effective to survive and prosper. Therefore, in addition, these same frontline field sales/technical people must also be commercially astute and understand competitive market strategies. 

This book was written to fill a need, hopefully, your need. It was designed to help the beginning as well as the experienced chromatographer in using an HPLC system as a tool. Twenty-five years in HPLC, first as a user, then in field sales and application support for HPLC manufacturers, and finally working as a teacher and consultant has shown me that the average user wants an instrument that will solve problems, not create new ones. 

R.A. Jones initiated application studies in 1950, was coinventor of the first major application of molecular sieves [36], led our entire application engineering group prior to going into field sales, and later became Sales Manager. 

Samuel S. Mills is a staff engineer in the Technical Marketing Services, Boiler Group, at BETZ Laboratories, Somerton Rd., Trevose, PA 19047, tel (215)355-3300. His responsibilities include providing technical and marketing backup and simport and training of the field sales forces. He holds a B.S. in chemical engineering from the University of Dayton. 

In addition, any Field Sales instructions, Public Relations, Financial Analysts Statements and Press Releases should be reviewed for appropriateness and approved or modified. Such review will also involve both the Fegal and Regulatory Affair departments. Moreover, materials for medical liaison activities, communications to third party insurers and responses to other inquires should be reviewed prior to release. This is an important role, given the significance for the company and timeline pressures. 

The services of the medical information group are also used by internal customers, that is, other departments within the pharmaceutical company. The group supports internal customers in the same fashion as external ones. The communication with the field sales force is extremely important. It is imperative to impress upon sales representatives the limits of their ability to answer questions. Questions that include information outside the package insert should be referred to the medical information group. 

I continue to receive calls from our field sales representatives in which their customers have run afoul of ISO. In several recent contacts, the insurance rater insisted on 25 flame spread foam in a roof in spite of the fact that the foam we proposed to offer is classified by the Underwriters Laboratories as a component in a Class A built-up roof covering and the 25 flame spread rated foam chosen has not been rated in roofing. 

The activities of these sales representatives require competent field sales supervision. This may be at the district office, regional, or national level, depending upon the size of the operation. 

Why have we taken the time to detail the major responsibilities and duties of the product sales organization Because in the organic chemical field in particular, the coordinating staff handles many of the challenges that cannot be handled by the individual salesman, district manager, or field sales manager. 

Transaction section (comparison with direct competitors) Relative performance with respect to lead-time Relative performance with respect to lead-time reliability Relative performance with respect to price Relative performance with respect to technical support Relative performance with respect to field sales force support Relative performance with respect to product quality Relative performance with respect to inside sales support Relative performance with respect to overall ease of doing business with the company... 

Baldauf, A. and Cravens, D. W. (1999], "Improving the Effectiveness of Field Sales Organizations A European Perspective," Industrial Marketing Management 28 (1], 63-72. 

As a matter of current practice, infant formula manufacturers routinely conduct passive surveillance via toll-free calls, contact with health care professionals, and reports from their field sales force. Since infants are unable to verbally communicate, any adverse effects must be observed and reported through the parents or caregiver, thus special attention must be paid to detect adverse or unusual reactions when feeding infant formulas containing new ingredients. 

Relative performance with respect to field sales force... 

Current approaches to segmentation may drive elements of logistics strategy to a limited extent, or they may have no relevance in logistics terms. Segmentation in the CleanCo case (Case study 2.3 above) was based on national accounts and field sales, that is, by accoimt size. This was in line with the way that sales and... 

And other companies include their inside sales function as part of their core sales team because the pcirtnership between inside sales and field sales cements a solid sales process. How to structure your inside sales team may or may not be up to you, but you should know that there cire options. 

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