1. You are newly hired as the national sales manager of a pharmaceutical company. Your predecessor was not a very efficient manager. Hence, anomalous transactions and practices were rampant during his time. This was the reason why he was removed from the post despite the good performance of the sales force as far as hitting sales quotas are concerned. As you take over, you assume command responsibility over the entire sales force. However, since there was no proper turnover, you face the danger of being questioned for anomalies that happened before your time. If you call for a sales force audit, you might lose more than half of your sales force due to possible termination as a result of the audit. But you need to immediately show satisfactory sales performance. What will you do? Please respond to the case using the following components: view point Statement of the problem 4. Objectives 5. Areas of Consideration (SWOT) 6. Alternative Course of Action 7. 8. Plan of Action Recommendation
1. You are newly hired as the national sales manager of a pharmaceutical company. Your predecessor was not a very efficient manager. Hence, anomalous transactions and practices were rampant during his time. This was the reason why he was removed from the post despite the good performance of the sales force as far as hitting sales quotas are concerned. As you take over, you assume command responsibility over the entire sales force. However, since there was no proper turnover, you face the danger of being questioned for anomalies that happened before your time. If you call for a sales force audit, you might lose more than half of your sales force due to possible termination as a result of the audit. But you need to immediately show satisfactory sales performance. What will you do? Please respond to the case using the following components: view point Statement of the problem 4. Objectives 5. Areas of Consideration (SWOT) 6. Alternative Course of Action 7. 8. Plan of Action Recommendation
Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment
Section: Chapter Questions
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Transcribed Image Text:1. You are newly hired as the national sales manager of a pharmaceutical company. Your
predecessor was not a very efficient manager. Hence, anomalous transactions and
practices were rampant during his time. This was the reason why he was removed from
the post despite the good performance of the sales force as far as hitting sales quotas
are concerned. As you take over, you assume command responsibility over the entire
sales force. However, since there was no proper turnover, you face the danger of being
questioned for anomalies that happened before your time. If you call for a sales force
audit, you might lose more than half of your sales force due to possible termination as a
result of the audit. But you need to immediately show satisfactory sales performance.
What will you do?
Please respond to the case using the following components:
view point
Statement of the problem
4. Objectives
5. Areas of Consideration (SWOT)
6. Alternative Course of Action
7. Recommendation
8. Plan of Action
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