This section focuses on how to use decision forms to make sales force & commercial decisions. Visit section Sales Force & Commercial to learn more on how your commercial team is organized and what decisions you have to make. Visit section Distribution Channels II.6 to learn more on distribution channels.
The Sales Force & Commercial decision form is displayed in Figure 44. The form includes one column per distribution channel and one row per marketed product. Enter the number of full-time equivalent commercial people that you want to allocate to each product in each traditional channel and budget allocation dedicated to digital channels. You can modify the allocation across distribution channels and the products at no cost.
The button takes you to a form showing the cost of your sales force & commercial, broken down by channel, and a comparison with the previous period. The button shows how your sales force & commercial allocation across markets (this may not be relevant if you have not yet launched a Vodite product), across channels and across products. You may thus check that the numbers you have entered are in line with your overall market, channel and product strategies.
Figure 44 – Commercial Team decision screen