OPTIMIZING THE CONTRIBUTION OF SALES FORCE IN VETERINARY MEDICINES DISTRIBUTION

DANIELA MIHAI

Abstract


Within every company, but especially in the pharmaceutical industry, the sales force is both distributor for customers, identifying and generating new customers and maintaining links with them, and the customers’ representative in their relations with the company, acting inside as the "promoters" of customers’ interests, managing the relationship between buyer and seller. All functions and responsibilities of the sales force in the veterinary pharmaceutical industry form a pyramid of sale, divided into seven levels, namely: order launch, product availability, visibility in pharmacies, market information, referral launch, consumption activation.

Keywords


sales force; distribution; customers; pharmaceutical industry

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References


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LUCRĂRI ȘTIINȚIFICE MANAGEMENT AGRICOL

ISSN print 1453-1410
ISSN online 2069-2307
(former ISSN 1453-1410, E-ISSN 2069-2307)

PUBLISHER: AGROPRINT Timisoara, Romania
PAPER ACCESS: Full text articles available for free
FREQUENCY: Annual
PUBLICATION LANGUAGE: English

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Banat`s University of Agricultural Sciences and Veterinary Medicine “King Michael I of Romania” from Timisoara
Faculty of Management and Rural Tourism
300645, Timisoara, Calea Aradului 119, Romania

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