Sales Force: Policies and Remuneration



In order to support companies in structuring their practices in the administration of variable compensation for positions associated with the sales process, Mercer launches Sales Force: Policies and Compensation Survey.

This survey gathers information on remuneration policies for the sales force in the main aspects of its design and application.

The information includes four main aspects of these practices:
  • Structure of the Sales area
  • Wage Management Parameters
  • Performance compensation model
  • Complementary practices
  • Overview

Overview

What do you receive?

As a participant: You will receive an executive PDF report with a brief summary of the main findings of the study according to the industry and country in which you participated.

As a buyer: Companies that acquire the study will have access to 100% of the results in a PDF report by country and by industry according to their participation.

Comparative report: You can also acquire a comparative report against the general market or a specific sample of at least 10 participating companies.

Coverage

Argentina, Brazil, Chile, Colombia, Mexico and Peru

Job Catalogue

Functions
Promotion & Merchandising: Positions responsible for visiting points of sale to market the company's products and ensure that shelves or gondolas are always well prepared.
Customer Service: Positions responsible for direct customer service activities, providing support and solutions.
Market Access: Positions responsible for ensuring access to healthcare system drugs.
Key Accounts: Positions responsible for managing the principal accounts of the company. Usually focused on increasing sales volume and expanding the product portfolio.
Channels: Refers to how the company gets its products to end customers
Sales: Sales Representatives responsible for meeting the company's product sales goals.
Medical Sales: Also known as Medical Representatives, they are responsible for meeting the sales goals of the company's pharmaceutical products.

Channels
Modern: Also known as the Retail channel. Use of chain stores or supermarkets as a platform to bring their products to the end customer.
Retail: Also known as channel, A Store, TAT Store, or Retail Store. Use of small stores as a platform to bring their products to the end customer.
Wholesale:Use of large distributors as a platform to bring their products to the end customer.

Therapeutic Areas
OTC: Pharmaceutical products freely sold on the market without a prescription.
Ethical/Primary Care: Pharmaceutical products sold with prescription but not associated with expensive drugs.
Medical Equipment: Might include medical devices of all kinds, from devices to implantation in the body, meters, etc.
Onco: Pharmaceutical products specialized in Oncology.
Other Specialties: Other expensive pharmaceuticals due to the specialty of the disease to be treated (non-Oncological).

Schedule

Report Available: November

Contacts

Juan Bastidas
juan.bastidas@mercer.com

Ivana Thornton
ivana.thornton@mercer.com
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  • Short DescriptionThis survey gathers information on remuneration policies for the sales force in the main aspects of its design and application.
  • RegionUS