Cooper Pharmaceuticals, Inc. |
SLMT – 1 |
Group – 7 |
13109 | Ankita Murali |
13141 | Raja Yakkala |
13508 | Arka Sinha |
13605 | Ankit Khurana |
The decision of Cooper Pharmaceuticals, Inc. (CPI) on terminating the services of Bob Marsh, a detailer who had twelve years of experience with their company and also had an unmatched rapport with many physicians and hospitals in the geographical territory assigned to him.
The Pharmaceutical industry witnesses a cut-throat competition with major brands having a hold over the industry. This industry utilized a sales force of detailers who played a major role in their sales. Their job was to ...view middle of the document...
If, any one employee is not reliable then it costs the company. In the case, it is written that during the tenure of Rathbun, Marsh has given a false report on one of his visit.
3. Difference in perspectives
Company targets towards a sales person may not know to the clients. Clients consider any employee who maintains good relations with them as a good salesman. Here it clearly shows the difference in the perspectives of company and client.
The different decisions that CPI could have in this context are:
1. Terminating Service Of Bob Marsh
Owing to the long history of dismal performance reviews and a pathetic performance in the probation period offered to Marsh, CPI can take the decision of terminating his services. The company might feel that despite giving ample opportunities to succeed, there was no other option for him but to resign.
2. Extend the Probation period of Bob Marsh
Bob Marsh has been loyal to the company and has been capable enough to keep the sales growing, despite the various negative feedbacks he got from different district managers. Bob could have been given an extended probation period to give him the one last chance to improve. This could have been brought to the notice of clients to make sure they know the current situation of Bob Marsh in CPI.
3. Transfer Bob Marsh to a different geographic territory
Bob Marsh could be transferred to another geographical location to put to test his right sales acumen. If Marsh would be successful in maintaining the sales in lines with the sales...