The Salesia journal
Field sales. Orders.And everything in between.
Practical guides for brands selling through shops, pharmacies and specialist retailers.
POS displays in pharmacies: definition, materials and setting them up
Counter display, tester, easel: what a POS display covers in a pharmacy, how to send it out with an order and check that it is installed.
By Anatole Briant
AI for field sales: five practical uses in shops and pharmacies
Prepare visits, practise objections, structure notes and write follow-ups. A four-week pilot with prompts and a worked calculation of time saved.
AI and sales route planning: prioritise visits without missing appointments
Use AI to review visit priorities, then check travel times, appointment windows and buffer time to build a day that actually works.
AI voice notes: turn a store visit into an accurate CRM record
A dictated note, a clear field structure and checks on quantities, agreements and dates. Includes offline sync and duplicate-prevention test cases.
AI sales follow-ups: write a useful message after a store visit
Write from a confirmed visit record, keep promises accurate and choose one next step. Includes a sample email, review checklist and measurement method.
Pharmacy buying groups: from listing agreement to reorders
Direct or central purchasing, the listing pack, the cost of a launch and reorder tracking: preparing an agreement that works for the brand and its pharmacies.
Calculating your trading margin after discounts and free units
Mark-up, gross margin rate, successive discounts and contribution per order: detailed calculations to prepare your commercial terms.
Sales dashboards: eight indicators that support a decision
Formulas, sources, cohorts and mix effects: building a dashboard that helps you act on sales, coverage and late orders.
Sales visit reports: a template that serves the follow-up
Six fields, a complete example and simple checks to separate observations, agreements and next actions without slowing down data entry.
Sales territories: balancing the workload across portfolios
Calculate the hours needed, test the boundaries and organise the handover: a method for splitting portfolios that can actually be visited.
Reactivating an inactive B2B customer: diagnosis, message and measurement
Set inactivity from the buying rhythm, understand the causes, write a relevant message and measure the orders that are genuinely incremental.
Safety stock and reorder point: calculations and edge cases
Demand, lead time, committed stock and expected deliveries: understand the replenishment threshold and the limits of an over-simple formula.
B2B product catalogue: the data that prevents ordering errors
SKU, GTIN, case packs, prices and versions: structure a catalogue that the sales rep, the ERP and the warehouse read the same way.
EDI or API for B2B orders: comparing the flows and the exceptions
Messages, identifiers, duplicates, back orders and recovery after an outage: compare an exchange across the full journey of an order.
Free-shipping threshold and minimum order: setting profitable levels
Shipping cost, basket margin, split deliveries and rounding: calculate a coherent threshold, then test it in the ordering journey.
B2B marketplace or ordering portal: comparing the two channels
Acquisition, reordering, commission and customer data: compare the contribution of each order and the services actually provided.
Pharmacy merchandising: prepare, install and measure
Dimensions, facings, POS displays and training: prepare a shelf placement with the pharmacy, then check that it was installed and what it produced.
Pharmacy glossary: understanding distribution to pharmacies
SIRET, CIP, asilage, facing, DN and sell-out: 32 definitions for matching data without confusing products, places and sales.
Pharmaceutical sales rep: duties, training and pay
The daily work in pharmacies, the routes into the job, the requirements that depend on the range, and the questions to ask about a job offer.
Multi-line VRP or commercial agent: status, duties and real cost in France
Employment, independent mandate, commission and termination: what to check under French law before handing a territory to a sales rep.
E-invoicing in France: preparing B2B orders and invoicing
The 2026–2027 timetable, approved platforms and customer data: the checks to run across sales admin, accounting and logistics.
Planning a sales route: capacity, priorities and schedule
A numbers-based method for spreading visits, building days that hold together and keeping room for the unexpected.
B2B order-taking software: from the right customer to the right parcel
Measure the sales admin workload, check the commercial terms and connect every channel to invoicing and logistics, errors included.
Sales route planning software: planner, organiser and free tools
Planner, organiser, optimiser: tell the functions apart, understand what the free tools do and test a day in the field before choosing.
Numeric distribution in pharmacies: calculating DN and DV
Formulas, worked examples and data sources to tell network coverage, presence on the shelf and recent purchasing activity apart.
Asilage in pharmacies: preparing the display material that ships with the order
From tester to counter display: define the allocations, avoid duplicates, handle shortages and cost an asilage campaign.
Pharma SFA software: assessing a day of field selling
Preparation, order, visit report and sync: the scenarios to test when choosing a tool that helps both the reps and the sales admin team.
Pharmacy sell-out: calculation, data and actions on rotation
Tell deliveries apart from counter sales, reconstruct a stock reconciliation and choose an action that fits the pharmacy’s situation.
Digital purchase orders in pharmacy: preparing the switch and calculating the gain
A worked example with explicit assumptions to test the commercial rules, measure sales admin time and estimate the return on investment.
Pharmaceutical CRM for pharmacies: building a customer record the field can use
Identifiers, history, territories and next actions: the criteria for comparing a pharmaceutical CRM and checking that reps actually use it on visits.
Sales software for an independent brand: selection criteria and budget
Start from the tasks that hold you up, test the feeds and work out the cost over 24 months before choosing sales software.