Pfizers sales analysis method.doc

 PAGE \* MERGEFORMAT 9 Pfizer’s sales analysis method Often hear a lot of corporate executives Zheme Xie asked question: ‘How to develop targeted regional sales programs, how to determine key markets and non-key markets, and how the rational allocation of my sales force and resources? ‘The phenomenon is not uncommon in domestic enterprises, it is important because these companies do not make a corresponding analysis of sales forecasts or sales caused by improper forecasting methods, but to solve these problems, we should look for a sales forecast for its own analysis, to marketing strategy to improve the accuracy of, in this, to brief you on Pfizer’s sales forecast analysis. Pfizer’s international business in many countries called for sales and marketing activities are managed, and every country and region has its unique needs and limitations. Pfizer’s sales of the RAND Corporation’s Delphi forecasting method slightly modified, creating suited to their company’s sales forecasting method, used to predict the allocation of resources under various different sales. This approach in the sales staff size, structure and resource allocation decision-making in the integration of the manager’s judgments, combined with managers to determine that the method can provide for the needs of each market, the decision-making guidelines. To compete in international markets for U.S. companies, this is particularly important because in the United States the most appropriate decision-making in other companies tend to not think so. Pfizer’s use of the method developed for the local sales manager for personal computer-based decision support system. This method can be used for the international market, but also can be used for the domestic market, but also a case-by-strategic business units or subsidiaries in the application in order to develop sales plans for the entire company. We will always ask: ‘In each of our market segments for each product, we should put the number of sales