OPTIMIZING THE CONTRIBUTION OF SALES FORCE IN VETERINARY MEDICINES DISTRIBUTION

Within every company, but especially in the pharmaceutical industry, the sales force is both distributor for customers, identifying and generating new customers and maintaining links with them, and the customers’ representative in their relations with the company, acting inside as the "promoters" of customers’ interests, managing the relationship between buyer and seller. All functions and responsibilities of the sales force in the veterinary pharmaceutical industry form a pyramid of sale, divided into seven levels, namely: order launch, product availability, visibility in pharmacies, market information, referral launch, consumption activation.