CDR Analysis To Mitigate Fraud Detection
Prathama Sinha, Bindhia Joji, M. Velayudhan Nair · 2024
This research examines the efficacy of field visits for pharmaceutical sales individuals, particularly in identifying and reducing fraudulent behavior. With a threshold-based approach, the research analyzes 127 sales officers' Call Detail Records (CDRs) over three months, marking less than five-minute visits as possibly fraudulent. It was revealed that such dishonest activities negatively affected important indicators like order placement success rates and the performance of sales representatives. For the detection of underlying trends and the creation of meaningful information, the study employs a comprehensive system of analysis involving fraud detection, staff performance ranking, regional analysis, and success rate analysis. Result of greatest significance demonstrate that excluding the fraudulent visits considerably enhances rates of success, however, regional and employee performance gaps suggest that some specific interventions are required. The report presents real-world solutions to these issues, such as tiered reward scheme, gamified success dashboards to track in real time, and region-based training to enhance sales efficiency and integrity. This research adds to the body of knowledge in sales force optimization through the provision of a scalable model for data-driven decision-making within pharmaceutical sales operations.