Assignment

ABC Pharmaceutical Company

Appraisal System for Sales Representatives

Aun Ali Shamsi

Human Capital Management

Introduction
This assignment is submitted to Course Director (Mr. Zarrar R. Zuberi) to fulfill the course requirement of Human Capital Management. The assignment defines the Performance Evaluation Standards for an Appraisal Process of Sales Representative along the Career Path based on MBO (Performance Standard Grid)

Job Profile
Sale Representative Clear understanding and adherence to companys policies and procedures Demonstrative understanding of product and disease area Responsible for Customer Development in given area of working Delivery of clear sales discussion for the product with customers Responsible to achieve agreed sales targets Building strong rapport with Customer (doctors and retail outlets) Documentation of Pre- Sale Call Plans and Post-Sale Call analysis Reporting to Regional Sales Manager

Career Path
Sale Representative Career Path
Exec Rep

Sr. Sales Rep

Sales Rep

Time and Skills

Assessment for Appraisal

The appraisal is based on Personal Performance Grid, the purpose of PPG is to provide the clarity and high degree of alignment between the employee and the manager on the Objectives and Delivery during the performance year.

Assessment Cycle
The assessment interview/review must be conducted at the end of every quarter, while the final assessment for the Performance Year shall be made in the month of February of every year.

Performance Objectives
The final assessment of the Employee will be conducted on agreed objectives according to their weight as listed below:

SNo. 1 2 3 4 5 Sale Performance

Objective Title Product & Disease Knowledge Territory Management Product Discussion with Customer During Calls Special Event Management (Seminars & Presentations) Total Weight

Weight 40 25 15 10 10 100

This is the summary of all objectives on which assessment of the Employee will be conducted by his/her manager. The detail of every objective is provided in following section. The signed copy of the document must be kept with both the Employee and the Manager while the original signed document shall be submitted at Human Capital Management Department.

Performance Objectives

1. Sales Achievement
Weight 40 Points Targets Quarter Wise Targets Units/Value Qtr-1 Qtr-2 Qtr-3 Qtr-4 Annual Performance Dimensions Performance shall be measured on following standards o o o o Ensuring sales on consistent basis (100% achievement) Monitor sales on daily/weekly basis on specified form Monitor retail wise sales every week on specified form Monitor competitors sales every week on specified form 25 points 05 points 05 points 05 points

Remarks/Notes or Special Dimension/Tasks

Statement of Objective I will ensure at least 100% achievement of above agreed targets in my assigned territory on quarterly basis.

Signature: _____________________________ Manager

Signature _________________________________ Employee

Performance Objectives

2. Product & Disease Knowledge

Weight 25 Points Performance Dimensions Performance shall be measured on following standards o At least 90% aggregate marks in Quiz about Disease Conducted during monthly meetings o At least 95% aggregate marks in Quiz about Product Conducted during monthly meetings o 100% accuracy in delivering Product statement & Disease entity o Skills demonstration during double field visits o Documentation of customer queries and objections Remarks/Notes or Special Dimension/Tasks 05 points 05 points 07 points 05 points 03 points

Statement of Objective I will ensure at least 100% achievement of above agreed targets in my assigned territory on quarterly basis.

Signature: _____________________________ Manager

Signature _________________________________ Employee

Performance Objectives

3. Territory Management
Weight 15 Points Performance Dimensions Performance shall be measured on following standards o Achieve 100% calls on target as per plan o Ensure the achievement of total field days 230 per year o Timely submission of Monthly visit plans before 25th o Ensure the punctuality in daily field visit contact time 9:30am Remarks/Notes or Special Dimension/Tasks 05 points 04 points 03 points 03 points

Statement of Objective I will ensure at least 100% achievement of above agreed targets in my assigned territory on quarterly basis.

Signature: _____________________________ Manager

Signature _________________________________ Employee

Performance Objectives

4. Product Discussion with Customers

Weight 10 Points Performance Dimensions Performance shall be measured on following standards o Prepare Call/Visit objective before every call as per specified format 03 points o Handle queries about Product as per Product module o Prepare post visit analysis of every call 04 points 03 points

Remarks/Notes or Special Dimension/Tasks

Statement of Objective I will ensure the Competency level in implementing the training module and standards provided by the company.

Signature: _____________________________ Manager

Signature _________________________________ Employee

Performance Objectives

5. Special Event Management

Weight 10 Points Performance Dimensions Performance shall be measured on following standards o Conduct 2 Round Table Discussion every quarter o Ensure at least 80% of target customers in RTDs o Submission of follow-up feedback within 2 weeks of every event 04 points 03 points 03 points

Remarks/Notes or Special Dimension/Tasks

Statement of Objective I will ensure the Competency level in implementing the training module and standards provided by the company.

Signature: _____________________________ Manager

Signature _________________________________ Employee