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Dendrite International
roup B7
Deepak Ranjan Rout 10P135 | Madhur Anand 10P148 | Nikhil Singhal
10P155 | Narsi Reddy 10P178 |Hoan Long Bui 11SBS02
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Background
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Current Scenario
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Product & Pricing Customers
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Current Scenario
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ssues
Restructuring of sales effort with
changing market conditions
Changing role of BMs
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Recommendations
Role of customization for the client team will increase. CS and TS
team should be strengthened with more trained personnel
Need to shift focus to Japan
US Number of sales rep will decrease. Role of sales rep will change from
influencing Doctors to influencing administrators.
Japan - High market share - 83.5%, Sales rep are least automated (6.6%) and
required number of sales rep is expected to increase.
Europe - Develop specialized software, focused on specific products
nvolvement of BMs at an initial stage will help to understand client
requirements better and make negotiations easier
Adding Operations manager will relieve BMs from daily firefighting
tasks and help them focus more on business development