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Ipram Pharma International: MBAE (36) Semester: 1 Assignment No: 01

The document summarizes a case study project for IPRAM Pharma International. The team met with the GM of Sales and Marketing, Mr. Sajjad Raza, who explained that the sales department was facing issues with low productivity of salespeople. This was leading to high turnover as salespeople could not meet targets, increasing training costs. It was also resulting in more customer complaints and switching. The team decided to focus on the root cause of low salesperson productivity as the key issue to address, which would then help resolve the other problems. The goal is to analyze literature to understand the causes and find solutions to present back to IPRAM Pharma.

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48 views

Ipram Pharma International: MBAE (36) Semester: 1 Assignment No: 01

The document summarizes a case study project for IPRAM Pharma International. The team met with the GM of Sales and Marketing, Mr. Sajjad Raza, who explained that the sales department was facing issues with low productivity of salespeople. This was leading to high turnover as salespeople could not meet targets, increasing training costs. It was also resulting in more customer complaints and switching. The team decided to focus on the root cause of low salesperson productivity as the key issue to address, which would then help resolve the other problems. The goal is to analyze literature to understand the causes and find solutions to present back to IPRAM Pharma.

Uploaded by

khumi
Copyright
© © All Rights Reserved
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Download as DOCX, PDF, TXT or read online on Scribd
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IPRAM PHARMA INTERNATIONAL

MBAE (36) Semester: 1

Assignment No: 01

Group Members:

Khurram Altaf

M. Umair Nawaz

Hassan Sajjad

Saad Salman Khan

Imran Ayaz

M. Saad Azam

Submitted to:

Dr. Amir

Submission Date:

March 06, 2019


We visited the IPRAM INTERNATIONAL head office, Islamabad. After interviewing GM
Sales and Marketing (Mr. Sajjad Rraza) we came to know that they are facing some problems in
their sales department. We picked one from many problems, which we thought that hurt the
company more than any other problem. They are facing a lack of sales people productivity. The
productivity of salespeople continuously decreases and salespeople department do not
understand why their sales decreasing rapidly. We visited IPRAM PHARMA office on 20th
February 2019. We met Mr. Sajjad Raza there who works as a GM Sales and Marketing. We
asked him some questions to find out some problems. He told us that they are facing some issues
in the sales department. Those issues are as follows:

• Low productivity of sales people

• High Turnover

• A high number of complaints

• Customer Switching

• Salespeople Behavior

We asked him more about the low productivity of sales people issue. He told us that their sales
people productivity decreases rapidly. They tried their best to find the solution to this problem
but they were not able to find that. Because of low productivity, the turnover is very high in their
salespeople. Their sales people resign after a few months because they are not able to achieve
their targets. He said we spend a high amount of money on training. We train our sales people
with different strategies.

But their all hard work goes vain. There sales team resign after one another. Because of high
turnover, their cost increases as they have too high new salespeople when old resign. Their
training cost hurt them so much. They are not able to control sales people turnover. Their
customer complaints are also very high. Some customers/clients complain that the salesperson
did not provide complete information about medicine or drug. Some clients complain about
salesperson attitude. Their attitude also creates a problem for the company. They organize many
training sessions to improve their communication and patience level. But it did not give them
success. GM also told us that because of sales people attitude our many customers switch to the
other companies. These problems hurt their company severely and they try their best to
overcome these issues but they are not getting success. So, we asked him that we will find the
solution to this problem through literature and show them our conclusion that why they are
facing this issue and how they can overcome this?

In all these problems we choose low productivity of salespeople as our case study project.
Because in our initial overview we found that lack of productivity of salespeople are the base
problem and all other problems arise after this problem. At the end of the project, we will show
our result or conclusion to the GM of sales & marketing of IPRAM PHARMA. We hope, we
will find out the solution to this problem.

__________________________________________________________________

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