Budget

Case Solution for Pharma Talent: Paying Sales Force Bonuses Within a Fixed Budget

Complete Case details are given below :

Case Name :      Pharma Talent: Paying Sales Force Bonuses Within a Fixed Budget
Authors :           Michael Taylor, Rocky Campana
Source :             Ivey Publishing
Case ID :            W12268
Discipline :        Sales
Case Length :    09 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
This case concerns the bonus structure for a representative sales team. Pharma Talent, a contract sales company for pharmaceutical companies across Canada, promised its clients that its representatives would drive sales at a lower cost than what the client would incur if it had its own sales force. Historically, it had contracts with products that targeted physicians (e.g., prescription drugs or medical devices); however, a new contract in Ontario involved an over-the-counter (OTC) product. Pharma Talent currently had a pay-for-performance bonus structure that had already been revised three times. Nevertheless, due to the structure of the different territories in Ontario, many sales team members thought the bonus was unfair and very discouraging, while its pay-for-performance structure did not meet the clients’ needs.
 
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Case Solution for The Ascendance of AirAsia: Building a Successful Budget Airline in Asia

Complete Case details are given below :
Case Name :      The Ascendance of AirAsia: Building a Successful Budget Airline in Asia
Authors :           Thomas Lawton, Jonathan P. Doh
Source :             Ivey Publishing
Case ID :            908M54
Discipline :        Organizational Behavior
Case Length :    16 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
In September 2001, Tony Fernandes left his job as vice president and head of Warner Music’s Southeast Asian operations. He reportedly cashed in his stock options, took out a mortgage on his house, and lined up investors to take control of AirAsia, a struggling Malaysian airline. Three days later, terrorists destroyed the World Trade Center. Despite the negative aftermath of the 9-11 attacks, by 2003, AirAsia had demonstrated that the low-fare model epitomized by Southwest and JetBlue in the United States, and by Ryanair and easyJet in Europe, had great potential in the Asian marketplace. Now, Fernandes had to make plans to ensure that AirAsia maintained its momentum while considering the influx of new entrants into the low-fare segment of the airline industry in Asia.
 
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