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Maha Research Labs: Sales Force Effectiveness - Teaching Note
Sandeep Puri; Rakesh Singh; Bindu Gupta; Shraddha PuriNota del Instructor IVEY-W27722-EConocimiento y comunicación, MarketingTeaching note for product W27721.Desde 0,00 €
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Maha Research Labs: Sales Force Effectiveness
Sandeep Puri; Rakesh Singh; Bindu Gupta; Shraddha PuriCaso IVEY-W27721-EConocimiento y comunicación, MarketingIn January 2022, Maha Research Labs Private Limited (MRL) needed to boost its sales force effectiveness (SFE). Due to the COVID-19 pandemic, MRL experienced losses in sales revenue and saw dwindling profits through 2020 and 2021. The pandemic had changed the sales ecosystem of the pharmaceutical industry, with many physicians and retailers now preferring online sales presentations. MRL’s managing director was concerned about the increased marketi...Desde 8,20 €