ANLY482 AY2016-17 T2 Group10 Project Overview
Sponsor Background
Our sponsor, a global pharmaceutical company, relies heavily on its sales representatives to generate sales for new drugs and maintaining sales relationships with existing customers. Customers include that of government hospitals, private hospitals, polyclinics, to name a few. On a quarterly basis, our sponsor allocates their therapy teams a target number of sales interactions to be made with personnel of these institutions. As our sponsor believes there is a need for full understanding of products before one can make any meaningful headway in sales, it structures its sales teams into different therapy groups, whereby each therapy group focuses on a group of drugs that treat a genre of illnesses (e.g. respiratory diseases, allergies) and people in sales teams are only able to engage in sales related to their allocated therapy group.
Project Objectives
The sponsor has long wished to understand the impact of sales interactions on the ability to drive sales. Yet for us to give an accurate picture, there is a need to analyze the different factor groups separately. This paper will focus on identifying these potential factor groups and using Analysis of Variance(ANOVA) individually on these potential factor groups to understand if sales interactions do have an impact on sales revenue for those groups, essentially identifying sections in which the company should place emphasis on manpower interactions and areas where slack could exist for an efficient allocation of resources.
Stakeholders
The primary stakeholders of this project are:
- Sponsor: Ms Elaine Tan, Pharmaceutical Company L
- Project Supervisor: Prof Kam Tin Seong, Associate Professor of Information Systems (Practice)
