Abbott Nutrition Sales

Topics: Sales, Marketing, Abbott Laboratories Pages: 7 (2440 words) Published: September 23, 2009
Part 1 Company Report
Part 2 Strengthens & Weaknesses
Part 3 Self Analysis
Thank You Letter Contacts
Thank You letter
Organizational Chart
Works Cited
Part 1. Company Report
Abbott Nutrition headquarters (AN) is located in Columbus, Ohio. Other divisions include Abbott Nutrition Products Division (ANPD) AND Abbott Nutrition International (ANI). ANPD refers to the domestic business (US) while ANI refers to the international business. When working within the domestic business, ANPD is referred to as Abbott Nutrition (AN). The AN Inside Sales Interns for Summer 2009 work in the Abbott Nutrition Products Division (ANPD). Abbott Nutrition, formerly known as Ross Products, has a history that began over 100 years ago. The company was originally known as Moores and Ross Milk Company Products; along with its dairy products, it manufactured Similac Infant Formula. The Moores and Ross Milk Company was acquired by Abbott in 1964. It is a leading partner in nutrition that helps improve the health and wellbeing of infants, children and adults. Abbott Nutrition’s mission statement is: “Our vision is to be the trusted worldwide leader in providing innovative and superior nutrition that advances the quality of life for people of all ages.” Our common purpose in the Nutrition division is to drive sales by promoting superior nutritional products through long-lasting partnerships with health care professionals, while providing the highest level of service excellence. We achieve this through effective goal setting and ongoing developmental training, with the purpose of transitioning to the field sales force. (*2) (Philosophy of selling) Abbott Nutrition has a very focused and unwavering philosophy when it comes to selling. Through a method known as SPIN selling, Abbott aggressively trains their employees to not only hear their customer but to really listen. When listening to the customer an Abbott employee is focusing on what problems their potential/current customer are having and is try’s to understand the full scope of the situation. At this point, the relationship has a foundation and the customer has expressed their concerns. An Abbott employee will step in and sell our superior benefits to the customer while making sure they meet all customer concerns. (Organization of sales function)

The DVP (Divisional Vice President) is the top of the hierarchy and every person reports to him. DVP makes most finical and business model change decisions. Mangers and Directors communicate directly to him or to his assistant who then handlesadministrative duties. There are three positions below this. {text:list-item} {text:list-item} {text:list-item} {text:list-item} 7. (Training and Development)

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Customers will use products much longer outside of acute care facilities because of the medical costs associated with hospital stays are so high. There is no information about actual pricing points, mark ups and markdowns, allowances and other sensitive information that would jeopardize the competitive advantage this company has.(*3) Sensitive information falling into the wrong hands could be disastrous. According to the Abbott website under corporate citizenship, Patient Assistance Program; “The mission of the Abbott Patient Assistance Foundation is to enhance patient lives by providing Abbott products to individuals facing financial difficulties who cannot access needed treatment through meaningful coverage. The Abbott Patient Assistance Foundation, programs offered and supported by Abbott, provide access to Abbott medications, at no cost to patients in financial need. In 2008, more than 155,000 patients were assisted with free Abbott medicines, valued at over $255 million. (Value is estimated based on the Wholesale Acquisition Cost (WAC) of products distributed through these programs in 2008. WAC $...
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