General Information What's included Description Learning Objective Modules Videos Related Recommended Reviews

Case

Parkin Laboratories: Sales Force Effectiveness

By Sandeep Puri

The profits of a generic-pharmaceutical company, Parkin Laboratories, are dwindling as a result of recent legislation implemented by the Indian government. To compensate for the loss in value, the company needs to increase its sales volumes. The general manager of sales is exploring the idea of investing in a program of sales force effectiveness to increase the efficacy of the sales team.

Collection: Ivey Business School (Canada)

Ref: IVEY-9B14A015-E

Format: PDF

Number of pages: 10

Publication Date: May 23, 2014

Language: English

Review date: May 21, 2014

What material is included in this case:

Other supplements

Description

Year: 2013

Geographic Setting: India

Industry Setting: Manufacturing;

Learning Objective

This case is designed for use in a marketing course in a segment on sales management or in a sales management course in a class on analyzing sales force effectiveness. The case can also be used to introduce the basic concepts of pharmaceutical selling. This case is intended as an opportunity for students to deliberate the importance of sales force effectiveness in the changing market dynamics.The case has the following key teaching objectives:To increase understanding of the various factors affecting sales management. ·To discuss the evolution of pharmaceutical selling.To discuss the job of a pharmaceutical medical representative. ·To understand the advantages of programs in sales force effectiveness.

Parkin Laboratories: Sales Force Effectiveness

Options of use

Number of copies

- +

As low as €8.53

Are you interested in this product?

Add it to your favourites so that your institution can purchase it.

You'll be able to order once your profile has been validated.

Add to wishlist

Preview

Leave your rating
"Parkin Laboratories: Sales Force Effectiveness"

To leave a comment you must Sign in or register

Register for free with IESE Publishing and enjoy all the advantages

What type of account do you want to create?

Choose account type

Professors

You will find the material that best suits you to design your courses, in different formats and up to 7 languages, so that it adapts to the teaching methodology of your preference at all times.

Preview the full content before purchasing. You will also have free access to the teaching notes.

Create whishlists and share them easily with your academic institution and/or colleagues.

Academic Institutions

Take advantage of the discount for registered institutions and save money with a platform that offers the best collections, agile purchase process and personalized customer service.

In addition, we have various types of agreements to adapt to the specific needs of each institution.

Visit our licenses page and contact us for further information.

Companies

Scalability and Savings: Get automatic discounts and special pricing on purchases of 10 or more units per product.

Customised agreements: Need specific product bundles? We design tailored pricing agreements adapted to your company’s volume and training objectives.

Centralized Management: Control all your department's acquisitions from a single, professional dashboard.

Individuals

Have the content you need to stay updated as a manager with the support of one of the most prestigious business schools in the world.

We select the online courses and articles so that you can continue to be a better leader who generates a positive impact on your company.

We also offer agreements for companies, contact us to know more.

Parkin Laboratories: Sales Force Effectiveness

What material is included in this case:

Description

Learning Objective

Parkin Laboratories: Sales Force Effectiveness

Are you interested in this product?

Do you find it interesting?

Leave your rating "Parkin Laboratories: Sales Force Effectiveness"

Register for free with IESE Publishing and enjoy all the advantages

What type of account do you want to create?

Leave your rating
"Parkin Laboratories: Sales Force Effectiveness"