You have been asked to observe, advise and act as a Consultant to the Sales Director of a medium - sized company operating in the pharmaceutical sector of the UK economy. The company is about to launch a new product that it hopes will soon become a market leader in its particular niche. As a consequence the sales force, both management and field personnel will face major challenges over the launch period and subsequent sell - in
Write a report where you will;
1. Explain and analyse the main environmental factors that might affect a new product launch and the role of the sales force in ensuring that the launch and its role - out programme is a success.
2. Explain how the sales team can benefit from a full review of training, both in sales technique and new product knowledge.
3. Devise a recruitment and training program for the company based on their desire to expand their sales operations and to maximise revenue from this new product launch.
4. Describe the likely barriers to the successful implementation of such a program that would be encountered and suggest how they might be overcome.
5. Suggest a suitable measurement and reward scheme that would allow the organisation to monitor the success or otherwise of its new sales strategy
NOTE This should be in the format of a professional business report, so we would expect to see an Executive Summary and clear and concise recommendations for future action.