{"id":75303,"date":"2024-07-15T17:27:27","date_gmt":"2024-07-15T15:27:27","guid":{"rendered":"https:\/\/aton.com\/gestione-ordini-con-l-ai-canale-farmacia\/"},"modified":"2025-11-10T11:00:04","modified_gmt":"2025-11-10T10:00:04","slug":"sales-agents-in-the-pharmacy-channel-with-ai","status":"publish","type":"post","link":"https:\/\/aton.com\/en\/sales-agents-in-the-pharmacy-channel-with-ai\/","title":{"rendered":"Pharmacy sales agents: how AI can simplify order management"},"content":{"rendered":"<h2><strong>Making order management easier in the pharmacy channel with AI<\/strong><\/h2>\n<p>Let\u2019s be honest: the life of a sales agent is anything but easy, caught between business needs, personal targets and tight deadlines.<br \/>\nOptimising the organisation of the day and field activities \u2014 ideally while minimising errors (and without going crazy!) \u2014 is every salesperson\u2019s secret to success.<\/p>\n<p>In a world moving at unprecedented speed, where process optimisation is the foundation of improved company performance, <strong>mistakes are increasingly less tolerated<\/strong>, and manual intervention is becoming more and more complex.<\/p>\n<p>These challenges are even more pronounced for <strong>sales agents<\/strong> working <strong>on the move<\/strong> or in conditions where it is not always possible to have a computer or workstation available to enter orders.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-72659 aligncenter\" src=\"https:\/\/aton.com\/wp-content\/uploads\/2024\/07\/Competition.png\" alt=\"La gestione degli ordini in mobilit\u00e0 - Aton\" width=\"308\" height=\"258\" \/><\/p>\n<p>As we\u2019ve seen in <a href=\"https:\/\/aton.com\/en\/a-sales-force-automation-tool-that-works-where-needed-in-front-of-the-customer\/\" target=\"_blank\" rel=\"noopener\">this article<\/a>, it\u2019s essential to have a tool designed specifically for salespeople \u2014 complete with all the necessary functions, yet simple and always within reach.<\/p>\n<p><strong><div class=\"custom_button\"><a href=\"https:\/\/aton.com\/en\/onecrm\/\" class=\"dropbtn mx-auto _slim\" title=\"Explore .one CRM\" target=\"\" ><div class=\"dropbtn_content\">Explore .one CRM<\/div><div class=\"dropbtn_drop\"><i class=\"sn_sprite _button_drop \"><svg viewBox=\"0 0 147 64\"><use xlink:href=\"\/wp-content\/themes\/aton\/assets\/images\/icons.svg#button-drop\" \/><\/svg><\/i><\/div><div class=\"dropbtn_spacer\"><\/div><\/a><\/div><\/strong><\/p>\n<p>Sales in the pharmacy channel are no exception to these dynamics. Let\u2019s see how they unfold.<\/p>\n<h2><strong>What it\u2019s like to be a sales agent in the pharmacy channel<\/strong><\/h2>\n<p><strong>The typical day of a sales agent<\/strong> in the pharmacy channel is much like that of colleagues in other sectors \u2014 always on the move, with many clients to visit and never enough time.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-72662 aligncenter\" src=\"https:\/\/aton.com\/wp-content\/uploads\/2024\/07\/Meet.png\" alt=\"\" width=\"370\" height=\"248\" \/><\/p>\n<p>What sometimes makes the job more complex is that, depending on time availability and the person they\u2019re dealing with, the agent usually faces two very different scenarios:<\/p>\n<ul>\n<li>The <strong>pharmacist<\/strong> (or the person managing store stock) takes control, <a href=\"https:\/\/aton.com\/en\/sell-out-service\/\" target=\"_blank\" rel=\"noopener\">checking inventory<\/a> and focusing mainly on quickly reordering out-of-stock products. In this case, the salesperson\u2019s activity is limited to a simple <strong><a href=\"https:\/\/aton.com\/en\/oneb2bportal-ecommerce-platform\/\" target=\"_blank\" rel=\"noopener\">reorder<\/a>,<\/strong> collecting orders without proposing new products or promotions.<\/li>\n<li>The <strong>salesperson<\/strong> has time to manage the sale proactively, presenting <strong>a<\/strong> <strong>tailored commercial offer for the client<\/strong>. This approach requires <strong>in-depth knowledge<\/strong> of the client\u2019s preferences and needs, allowing the agent to anticipate demands and propose personalised products and promotions, while also handling unexpected requests in real time.<\/li>\n<\/ul>\n<p>Each scenario has pros and cons \u2014 faster delivery in the first case or personalised offers in the second \u2014 but also clear challenges. Let\u2019s explore them.<\/p>\n<h2><strong>The challenges of managing orders and offers on the go<\/strong><\/h2>\n<p>Let\u2019s step into the shoes of our sales agent when they are dealing with a client who leads the conversation, simply scrolling through their system to check stock and request reorders for missing items.<\/p>\n<p>What potential pitfalls could arise in this situation?<br \/>\nFirstly, there\u2019s no time to sit at a computer, log into the system and enter an order. <strong>The \u201cshopping list\u201d is often scribbled quickly<\/strong> on a notepad or, more commonly, received from the client on <strong>paper<\/strong> or by <strong>email.<\/strong><\/p>\n<p>Possible <strong>issues<\/strong> with such orders include:<\/p>\n<ul>\n<li>different submission formats (e.g. email, handwritten)<\/li>\n<li>no consistent structure<\/li>\n<li>written in natural language<\/li>\n<li>errors in the order<\/li>\n<li>varying information each time<\/li>\n<\/ul>\n<p>But when the agent is the one leading the conversation, is it all smooth sailing?<br data-start=\"2840\" data-end=\"2843\" \/>Spoiler: no.<\/p>\n<p>Even with thorough preparation \u2014 supported by back-office teams providing data and pre-set offers \u2014 unexpected situations can arise. The client might have different needs, want to try new products or combinations, or request a review of proposed prices.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-72665 aligncenter\" src=\"https:\/\/aton.com\/wp-content\/uploads\/2024\/07\/process.png\" alt=\"La gestione degli ordini - processo Aton\" width=\"321\" height=\"281\" \/><\/p>\n<p>Clearly, this is not easy to manage. Accessing the entire product catalogue, building new offer sets and creating an appropriate pricing package \u2014 all in real time \u2014 is a tall order. So, <strong data-start=\"3310\" data-end=\"3392\">how can we support salespeople in managing such complex, high-risk activities<\/strong>?<\/p>\n<h2><strong>Managing orders with AI<\/strong><\/h2>\n<p>We know that AI is evolving at an incredible pace \u2014 so fast that it can be hard to keep up with constant innovations. That\u2019s why, at Aton, we support our clients through this transition, truly believing it\u2019s an opportunity for them to improve and optimise their processes. Let\u2019s take a closer look at order management with AI for pharmacy channel sales agents.<\/p>\n<h3>No more mistakes with AI<\/h3>\n<p>AI can make a real difference in various contexts \u2014 for instance, in the supermarket sector, as Andrea described in <a href=\"https:\/\/aton.com\/en\/ai-powered-order-entry\/\" target=\"_blank\" rel=\"noopener\">his article<\/a> \u2014 a scenario very similar to that of a sales agent handling reorder requests in pharmacies.<\/p>\n<p><strong>With AI integrated into our solutions<\/strong>, collecting and entering <strong>orders<\/strong> that arrive <strong>in different formats<\/strong> (on paper, by email or even via voice message), often <strong>incomplete and unstructured<\/strong>, is no longer a problem. AI uses technologies such as <strong>optical character recognition<\/strong> (<strong>OCR<\/strong>) and <strong>text analysis<\/strong> to scan a photo of a handwritten order or analyse the content of an email. This enables it to <strong>extract relevant data<\/strong>, <strong>structure it<\/strong>, and <strong>enter it directly into the order management software<\/strong>, saving time and reducing transcription errors.<\/p>\n<p>AI can also use <strong>order history<\/strong> and <strong>CRM data<\/strong> <strong>to cross-check information<\/strong>, identify customers, recall previous orders and frequently requested products, allowing it to fill in missing data or highlight potential errors.<\/p>\n<h3>Real-time data analysis and creativity: no more missed opportunities<\/h3>\n<p>But what are the <strong>advantages<\/strong> of AI when it\u2019s the sales agent making commercial proposals?<\/p>\n<p>In this case, AI becomes a true assistant that combines data analysis and creative capabilities, ready to help directly in front of the client.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-72668 aligncenter\" src=\"https:\/\/aton.com\/wp-content\/uploads\/2024\/07\/Group-16-1.png\" alt=\"Gestione degli ordini nel canale farmacie con l'AI - Aton\" width=\"507\" height=\"300\" \/><\/p>\n<p>Analysing order history and profiling data for each individual pharmacy, AI can create <strong>\u201cdynamic\u201d commercial offers<\/strong> tailored to every customer and situation. This makes it possible to anticipate pharmacists\u2019 needs, offering valuable products and promotions and significantly improving sales opportunities.<\/p>\n<p>At the same time, AI can also <strong>create and suggest combinations of related products<\/strong> that may not be immediately obvious, even to an expert eye. This means providing more complete, personalised solutions that respond immediately to customers\u2019 needs.<\/p>\n<p>Another key advantage is the <strong>reduced workload for the sales back office<\/strong>, which can be partially or entirely freed from having to prepare offers in advance. This allows staff to focus on higher-value activities, improving the organisation\u2019s overall efficiency.<\/p>\n<p>In this way, AI-enabled order management becomes faster and more accurate, increasing customer satisfaction.<\/p>\n<h3>Order management with AI: risk or opportunity?<\/h3>\n<p>Innovation means change, and change brings risks. In our case, what are the risks of using Artificial Intelligence to support sales and order management?<\/p>\n<p>In a reorder scenario, a potential challenge might be AI misreading a piece of data when analysing a photo of a handwritten note or an email.<\/p>\n<p>In a \u201cproactive sale\u201d scenario, the concern could be the occasional overly \u201ccreative\u201d commercial offer from our virtual assistant.<\/p>\n<p>But should we really view these as risks \u2014 or focus on the opportunities instead?<br \/>\nOn closer inspection, <strong>sticking to a traditional, manual and often asynchronous workflow<\/strong> would not reduce the risk of error \u2014 if anything, it might increase it.<\/p>\n<p>With AI, it\u2019s possible to both speed up mechanical operations, such as entering orders into the system, and uncover opportunities that would be hard to spot in the moment. Then, thanks to the <strong>salesperson\u2019s critical and expert eye<\/strong>, a quick <strong>final check<\/strong> can definitively neutralise these risks, ensure customer satisfaction and\u2026 enjoy a more relaxed life while making client visits!<\/p>\n<p><strong><div class=\"custom_button\"><a href=\"https:\/\/aton.com\/en\/onesfa-sales-force-automation\/\" class=\"dropbtn mx-auto _slim\" title=\"Explore .one SFA for smarter order management\" target=\"\" ><div class=\"dropbtn_content\">Explore .one SFA for smarter order management<\/div><div class=\"dropbtn_drop\"><i class=\"sn_sprite _button_drop \"><svg viewBox=\"0 0 147 64\"><use xlink:href=\"\/wp-content\/themes\/aton\/assets\/images\/icons.svg#button-drop\" \/><\/svg><\/i><\/div><div class=\"dropbtn_spacer\"><\/div><\/a><\/div><\/strong><\/p>\n<h2>AI for order management<\/h2>\n<p>Applying new technologies in the right context and using them correctly is crucial: citing Artificial Intelligence just to ride a trend or make headlines risks trivialising its potential applications.<\/p>\n<p><strong>AI is a powerful tool for salespeople<\/strong> \u2014 a support that helps them be more effective, deliver high-quality service, improve sales processes and increase customer satisfaction.<\/p>\n<p>But just because a technology is accessible doesn\u2019t mean it\u2019s easy to adopt. That\u2019s why Aton believes in training people, enabling them to experiment and take solutions to the next level.<\/p>\n<p><strong><div class=\"custom_button\"><a href=\"https:\/\/aton.com\/en\/contact\/\" class=\"dropbtn mx-auto _slim\" title=\"Interested in exploring Artificial Intelligence in sales?\" target=\"\" ><div class=\"dropbtn_content\">Interested in exploring Artificial Intelligence in sales?<\/div><div class=\"dropbtn_drop\"><i class=\"sn_sprite _button_drop \"><svg viewBox=\"0 0 147 64\"><use xlink:href=\"\/wp-content\/themes\/aton\/assets\/images\/icons.svg#button-drop\" \/><\/svg><\/i><\/div><div class=\"dropbtn_spacer\"><\/div><\/a><\/div><\/strong><\/p>\n<p>&nbsp;<\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/company\/aton-s.p.a.\/\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-49188\" src=\"https:\/\/aton.com\/wp-content\/uploads\/2023\/05\/linkedin-1-1.png\" alt=\"linkedin-icon-img\" width=\"30\" height=\"30\" \/><\/a> <a href=\"https:\/\/www.instagram.com\/atonspasocietabenefit\/\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-49191\" src=\"https:\/\/aton.com\/wp-content\/uploads\/2023\/05\/instagram-2-1.png\" alt=\"instagram-icon-img\" width=\"30\" height=\"30\" \/><\/a> <a href=\"https:\/\/www.facebook.com\/aton.spa\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-49194\" src=\"https:\/\/aton.com\/wp-content\/uploads\/2023\/05\/facebook-1-1.png\" alt=\"facebook-icon-img\" width=\"30\" height=\"30\" \/><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Making order management easier in the pharmacy channel with AI Let\u2019s be honest: the life of a sales agent is anything but easy, caught between business needs, personal targets and tight deadlines. Optimising the organisation of the day and field activities \u2014 ideally while minimising errors (and without going crazy!) \u2014 is every salesperson\u2019s secret [&hellip;]<\/p>\n","protected":false},"author":15,"featured_media":72657,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false},"class_list":["post-75303","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","keyword-sales-en","keyword-tech-en"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Pharmacy sales agents: how AI can simplify order management - Aton<\/title>\n<meta name=\"description\" content=\"Managing orders with AI in the pharmacy channel \u2013 find out all the benefits for sales agents in this article!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/aton.com\/en\/sales-agents-in-the-pharmacy-channel-with-ai\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Pharmacy sales agents: how AI can simplify order management - 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