If You were Mr. David, how will you solve this issue?
Let us examine the problem faced by Mr. David, Regional Manager of Alpha Pvt. Ltd. Alpha makes
and distributes products from more than 10 international pharmaceutical and health care
companies. Mr. David is responsible for managing existing clients and also to get new clients. He
manages several sales representatives. Important customers have dedicated sales
representatives, while other sales representatives try to get new clients. One day an important
customer (Good Health Hospital) called Mr. David and complained that Mr. Aaron (the sales
representative) was ineffective and insisted he be removed, or else they would not give any
business. Here are Mr. David's thoughts:
• The track record of Mr. Aaron was good and he was liked within the company.
Dismissing him or even transferring him to a new region will affect the morale of the
workforce.
• Good health hospitals is a major customer and gives good business. Losing the hospital
is not an option. Therefore, the demands of the hospital have to be met.
If You were Mr. David, how will you solve this issue?
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