lacs Qty units Value Rs lacs Qty units Value Rs lacs Darcold tab 2 lacs 10 lacs

Lacs qty units value rs lacs qty units value rs lacs

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lacs Qty units Value Rs. lacs Qty units Value Rs. lacs Darcold tab 2 lacs 10 lacs 1.5 lacs 7.5 lacs 2.5 lacs 12.5 lacs 1.75 lacs 8.75 lacs Syrup 1 lacs 15 lacs 1 lacs 15 lacs 2 lacs 30 lacs 1.5 lacs 22.5 lacs Darcold tab 4 lacs 80 lacs 5 lacs 100 lacs 6 lacs 120 lacs 3 lacs 60 lacs Syrup 5 lacs 125 lacs 6 lacs 150 lacs 7 lacs 175 lacs 4 lacs 100 lacs Darclox 250 mg 1.25 lacs 37.5 lacs 1.5 lacs 45 lacs 2 lacs 60 lacs 1 lacs 30 lacs 500 mg 1 lacs 55 lacs 2 lacs 110 lacs 1 lacs 55 lacs 0.5 lacs 27.5 lacs Total 322.5 lacs 427.5 lacs 452.5 lacs 248.7 lacs 33
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TERRITORY AND PRODUCT LEVEL PROFITABILITY The individual sales values given above are at net realization levels. The Sales and Marketing team comprises: a Vice President Marketing and Sales whose cost to Company (CTC) is Rs. 45 lacs per annum. a General Manager Marketing whose cost to Company is Rs. 36 lacs per annum. a General Manager Sales whose cost to Company is Rs. 32 lacs per annum. Each Zone is headed by a Regional Sales Manager (RSM), whose cost to Company are Rs. 20 lacs per annum each. The General Manager Marketing has a Product Manager reporting to him whose CTC is Rs. 18 lacs per annum, and a Manager Market Research whose CTC is Rs. 16 lacs per annum. North Zone has 2 Branch Managers, each assisted by 4 sales supervisors, who in turn have 5 sales men each. East Zone comprises 2 Branches each headed by a Branch Manager. While one Branch has 4 sales supervisors, the other manages with 3 sales supervisors. Each sales supervisor has 4 sales men reporting to each of them. West Zone has 3 Branch Managers. Two of the Branches have 4 sales supervisors each while the third has 3 sales supervisors. In this Zone the salesmen to sales supervisor ratio is 5 to 1. South Zone manages with 2 Branch managers, each assisted by 5 sales supervisors. While one Branch manager has 4 sales men the other has 5 sales men reporting to the sales supervisors reporting to him. Each Branch Manager’s CTC is Rs. 10 lacs average per annum. Sales supervisors’ CTC is average Rs. 7.5 lacs per annum. Sales men have a CTC of average Rs. 5 lacs per annum. Dar Cold tab 45 percent, syrup 50 percent, Dar Met tab 35 percent, syrup 42 percent, Dar Clox 250 mg 22 percent, 500 mg 23 percent. 34
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TERRITORY AND PRODUCT LEVEL PROFITABILITY Sales men are paid commission @ 3percent on an average on OTC items and @ 2percent on an average on the ethical products. Traveling expenses: Vice President Rs. 20 lacs per annum, GM Sales Rs. 30 lacs per annum, GM Marketing Rs. 16 lacs per annum, Product Manager Rs. 12 lacs per annum, Manager MR Rs. 8 lacs per annum. The field traveling expenses of RSMs and BMs are reflected in the Zonal Expenses under the head 'travelling'. The Sales Supervisors’ average travelling expenses have been Rs. 4 lacs per Sales Supervisor per annum in N Zone, Rs. 3.75 lacs per annum in E Zone, Rs. 4.5 lacs per annum in W Zone and Rs. 3.5 lacs per annum in S Zone.
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