Case Name :      Parkin Laboratories: Sales Target Dilemma

Authors :           Sandeep Puri

Source :             Ivey Publishing

Case ID :            W13262

Discipline :        Marketing

Case Length :    07 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

At the end of the year’s third quarter, the sales team at a generic-pharmaceutical company has achieved just 91 per cent of its sales target, and growth is less than what was anticipated. The general manager of sales needs to decide whether he can revise the sales targets for the last quarter of the year without compromising growth. He also needs to address the impact of launching a new product when the sales team is striving to achieve its budgets and devise strategies the sales team can use to achieve their sales targets during a selling downturn.