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THE PHARMA REVIEW (MAY 2010)

Sales Closings–From Pressure to Pleasure

V. Srinivasan

Introduction
Sales closing is done on monthly basis in most of the Companies. It therefore brings in its own turbulence during sales closing on the last working day of every month. The fever starts from the last week onwards and ends up only after the sales for the month is finally closed. If we have created more demand, and thus generated more orders, than our target/budget, then the whole team will be happy, and such sales closing ends with celebrations. However, if the demand is not generated in accordance with the target/budget, then we are required to be at the mercy of the Stockists/Distributors, and also have to bear the brunt of our superiors. Such sales closings are normally tense, and some times under those circumstances, we even feel why we have chosen this line of profession. Poor sales closings also create a feeling of job insecurity as the performance in this line is clearly measurable, and escape routes are too little. Since the crowd is quite large during the last week, some stockists are issuing tokens to Medical Representatives, and they have to wait for their numbers to come, to talk to the Stockist for orders!. If somebody has annoyed the Stockist during the day, then he may try to off load the same on the Medical Representatives waiting for his orders.

 

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