• Dr.Aniruddha Bodhankar

Mr.Suvikas Banerjee aged, about 45 years, a down to earth Sales Person, has recently taken up the charge of National Sales Manager with a Mumbai (India) based Selestar Pharmaceuticals Ltd*. Which is recently being launched in Indian market. Mr.Banerjee arose from various levels in Pharmaceuticals Industry to be a National Sales Manager by the age of his 45.Through out his career of 25 years in Sales, Mr.Suvikas Banerjee always was under the thought that the sales targets designed for the Sales Staff of Indian Pharmaceuticals Industry were irrational and were purely designed out of hunches. During his official journey from Mumbai to Nagpur, Suvikas met with Dr.Aniruddha Bodhankar, who also was from FMCG & Marketing Research Sector. En-route the discussions went on the attrition happening in Sales Industry due to non-achievement of targets. Dr.Aniruddha was also aware of these happenings due to irrational target setting by the line managers in the industry. Mr.Suvikas requested Dr.Aniruddha to develop a mechanism through which a rational and achievable sales targets can be designed for the field staff for a newly launching company. Dr.Aniruddha, although knowing fully the difficulty and challenges involved in the task, primarily while collecting of data from the retailers & distributors, agreed for the task. After reaching Nagpur, Dr.Aniruddha conducted a pilot survey to finalize the research variables. Basis the class of variables, he decided to develop a multiple linear regression model first for the sales prediction followed by the process of target setting.

Case Study On Multiple Linear Regression, Right Sales Target, Sales Target Setting, Sales Manager.

"", International Journal of Emerging Technologies and Innovative Research (www.jetir.org), ISSN:2349-5162, Vol.5, Issue 11, page no.334-339, November-2018, Available :http://www.jetir.org/papers/JETIR1811447.pdf

"", International Journal of Emerging Technologies and Innovative Research (www.jetir.org | UGC and issn Approved), ISSN:2349-5162, Vol.5, Issue 11, page no. pp334-339, November-2018, Available at : http://www.jetir.org/papers/JETIR1811447.pdf