Pfizer's Sales Strategy and Sales Force

Sales

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK...............................................................................................................................................1
1 Define and analyse Pfizer's sales strategy................................................................................1
2 organisation structure and sales force to meet various needs of the market............................2
3 Evaluate Pfizer sales performance through showing statistical data.......................................3
4 key principle and selling techniques........................................................................................4
5 key account management ........................................................................................................2
6 analyse how sales and finance principle work in collaborations.............................................2
7 evaluate the current sales cycle of pfizer.................................................................................2
8 recommendation on improvement of entire performance. ......................................................3
CONCLUSION................................................................................................................................3
REFERENCES ...............................................................................................................................4

INTRODUCTION
Sales is all about exchange of the commodity for having money. It is an activity which is
related to the selling or sum of the product and services sold in the prescribe time duration.
Basically a sales is a major transaction in between two parties where the consumer will get goods
either it is tangible and intangible, services and assets in the exchange for the finance (Andzulis,
Panagopoulos and Rapp, 2012). It can also depicts to an agreement in between consumer and
sellers on the cost of security. The functions of sales is refers as the contract in between the seller
and buyers of the certain services and goods. The report is based on Pfizer Inc. company which
is an American pharmaceutical firm and their headquarter is located with Groton, Connecticut. It
is the largest organisation and also develop and produce wider range of medicines and vaccines.
The report shows sales strategy and their organisational structure along with sales performance.
It also evaluate selling methods that are utilised by the firm.
TASK
1 Define and analyse Pfizer's sales strategy.
A sales strategy is a plan by a venture or individuals that depicts how they will going to
sell their product and services along with improving profits. All kind of sale strategies are
generally developed by the a firm's administration with the help of it's sales, advertising and
marketing managers. A sales strategy contains a plan which helps in positions a firm's brand or
goods to attain a competitive advantage. Effective strategies provide helps to the sales employees
concentrated on the target market buyers and communicate with all in meaningful manner. Some
of the sale strategies are detailed as-
there are three level of strategy that is corporate level, business unit level and market
level strategy. There are endless numbers of certain sale strategies that firms can design and
utilise to take business forward, some of them are explained as:
Entering new target market- the sited sales strategy is about determining new target
customers and devising methods framed to reach up, engage and transmit those elements. Sales
department is always look after for the new market through which they can launched their
product there and enjoy higher numbers of new customers (Eid and Gohary, 2013).
Introducing new product or services- in this sort of sales strategy, firm are wishing to
boost up sales through improving their goods portfolio that either boot up the sales to the existing
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buyers base with the help of cross selling and up selling or increase sales to a higher customers
base through capturing new and unique offer with different solutions(goods or services that are
not yet offered)
Increasing up sell and cross-sells- in this sales strategies, all the strategy are ties up into
the grounds of new product or services, cross selling and up selling is also be utilise as a stand
along planning with the existing product and services, with the purpose of improving the value of
each buyer through providing higher value in the bundled goods (Feiler and Gluch, 2012).
Increasing conversions and sale among present prospectus- if firm's objective is to
maintain the present concentrated market and company don't plan to launching the new services
and product, hence firm's strategies may be to improve the sales in their existing market. A
different variety of the tactics can be utilise to bring out the strategies of the fruitions, such as
taking customers experience, adding values with the help of information and eduction or
competitive advantage.
boosting repeat business- it is majorly known that there's a higher ROI as retaining
existing customers than having new buyers. Firms with a repeat venture modal can improve sales
and profits according with sales strategies wished at boosting the repeat purchases form the
present buyers base. Such kind of strategies may involves efforts in order to reduce customers
move (Floyd and et. al., 2014).
2 organisation structure and sales force to meet various needs of the market.
A organisation structure is defines how practises such as coordination and supervision
task allocations are directed for the achievement of the firm's aim. Hence firm required to be
efficient, innovative, flexible and caring in respect to attain a effective competitive advantage. It
is also consider as the viewing into the glass with the help individuals can see their firm and its
environment. There are different kind of organisational structure they are enlisted such as-
Flat organisational structure- majorly small firms are using this kind of structure where
they are having few levels of the management different executive for analysts and lower level of
workforce. This type of structure is best suitable for those firm who are having less then 20
employees. In the sited structure, decision can be taken on quick basis (Grönroos, 2011).
Line structure- In the line firm, they have only direct vertical relation in between
various level in an organisation. There in only a line division that directly included in attaining
the primary objective of the firm. These kind of firms are able to simplify and clarify the
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