Complete Case details are given below :
Case Name : Parkin Laboratories: Sales Force Effectiveness
Authors : Sandeep Puri
Source : Ivey Publishing
Case ID : W1417
Discipline : Entrepreneurship
Case Length : 10 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
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.
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