1. First-line Sales Managers Role.Ways of Development through SFEprocess. 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 1

2. ? ? ? , ? ? - ? 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 20092 3. ? 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 20093 4. , ! 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 4 4 5. ? (!) 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 5 6. () ? ?2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 200966 7. , , !!! : 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 20097 8. 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 20098 9. - What are the two great sales force lies? When greeting a salesperson on his quarterly visit to thefield, the sales manager says:Im from HQ, and Im here to help you. To which the salesperson replies:Im glad to see you. ! 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 200999 10. ? ? , ? ? 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 10 10 11. How customer BUY How we SELL (!) (!) 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2008 ZS Associates 2008 ZS Associates 1111 12. by ZS Associatesby ZS AssociatesKAM VALUE-based Selling model () (, , ., .) , 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2008 ZS Associates 2008 ZS Associates 12 12 13. 1. ? ? ? ? ? SOV? ? SOV?80- 2. / (message) ? (message) ? ? ? ? ?90- 3. B2B ? B2B ? ? ? ? ?2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2008 ZS Associates 2008 ZS Associates 13 13 14. - Value-Based Selling. Moving to this model has accelerated salesgrowth by 50% for some pharmacos who have tried it creating measurable creating a highly value for payers to drive focusing on creating tangible win-wins beneficial, mutually profitablepreferencerelationship partnering understanding your mostwith theimportant customers goals and entering in a business to customerprioritiesbusiness dialogue 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2008 ZS Associates 14 15. Sales Force Excellence Sales Force TerritoryIncentivePerformance Targeting Design alignmentCompensationManagement Buying Customer BrandMarketing Mix Forecasting Process SegmentationPositioningOptimization Marketing ExcellenceHR ExcellenceTraining Excellence???2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2008 ZS Associates 15 16. In any sales force, you can get along withoutthe vice president of sales, the regional sales director,and the training manager,but you cannot get along withoutthe district (first-line) sales manager Andy Anderson Andy Anderson Former Sales REP, DSM, RSM, VP of Sales and President Former Sales REP, DSM, RSM, VP of Sales and PresidentSearle U.S. Operations Searle U.S. Operations2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 16 17. 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 2nd Sales & Marketing Pharma Summit Russia, 28-29 Sept., 2009 17