Traces the 12-year profession of a pharmaceutical sales representative, Bob Marsh, from recruitment to termination. Marsh has had an unequal profession with Cabot Pharmaceuticals and becomes asked to resign. Following his termination, a variety of Marsh's previous clients grumble strongly, and Cabot's vice president of sales is asked to examine the matter and to choose exactly what, if anything, to do about it.
The case raises problems in lining up technique and sales systems, efficiency assessment requirements, and on-going efficiency management procedures in field offering scenarios.
PUBLICATION DATE: August 12, 2009 PRODUCT #: 511S04-HCB-SPA
This is just an excerpt. This case is about SALES & MARKETING
Related Case Solutions & Analyses:
Marketing in a Silo World: The New CMO Challenge
Fast Ion Battery
Moving the World Forward: The Quest for a New Equilibrium
Value Creation and Capture
Porsche: The Cayenne Launch
The Cheezburger Network
Can Brand Image Move Upwards After Sideways? A Strategic Approach to Brand Placements
VOSS Artesian Water from Norway
A Brand is Forever! A Framework for Revitalizing Declining and Dead Brands
Genzyme: The Renvela Launch Decision
