Abstract

The case of CYRUS Pharmaceuticals is about a start-up in the Pharmaceuticals sector in India. The company in the case intends to sell formulations in South India and is working out its Sales & Distribution strategy. The promoter has some inputs from another existing pharmaceuticals company and is working to see if he can use some of these pieces of information.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• The concerns of a Sales & Distribution manager
• How to plan the size and structure of the sales force
• The importance of selecting a suitable distribution system and various issues related to it
• The process of developing an agreement with distribution channel partners

Keywords

Sales, Distribution, sales force strategy, sales force structure, sales organization, channel strategy, pharmaceuticals