Arapahoe Case Study

According to the Sales and Marketing Management Journal, when sales managers are unclear about a job’s description, they have no way to measure their sales representatives’ accurate performance or create a benchmark to keep them motivated.

It seems clear from the preceding discussion that, although definitely a factor, personality and physical appearance and abilities alone did not adequately account for Mr. Spencer’s success in his role as a salesperson. It seems his dedication and apparent drive to excel, as witnessed by his willingness to sacrifice family relationships, was perhaps a greater factor. There is also some evidence of a motivational and training element within the Tri-American Corporation, as evidenced by the annual company sales conferences, feeding into the findings by Churchill et al. (1985) that influenceable factors had a greater effect on salesperson performance. Finally, one cannot discount the presence of sheer luck in contributing to Mr. Spencer’s success, especially early on in his first year.

After the meeting between the two, John felt that there should be a group meeting and have a open discussion about the whole situation. John knew that Jimmy was being unfair and extremely rude. He planned to let Jimmy know how the group was feeling at the meeting. John decided to call a meeting, the members were curious as to why there had been a meeting called. They were also very frustrated with the whole situation and growing tired of Jimmy's behavior.

Although physicians believe that they cannot be directly influenced by marketing techniques, studies demonstrate that visits from pharmaceutical representatives are highly effective in changing prescribing behaviours. Numerous studies have shown that drug sales increase the most when pharmaceutical sales representatives directly visit physicians in comparison with direct-to-consumer advertising and advertisements in scientific journals. Pharmaceutical detailing is effective because drug representative only present biased information on the benefits of drugs to physicians and do not reveal the negative side effects. The Australia and New Zealand Journal of Medicine published a study conducted in 1998 which demonstrated how and why physicians are influenced by pharmaceutical detailing. In this study, researchers recorded 16 visits between drug representatives and physicians during which 64 drugs were marketed. During each visit, physicians were presented with gifts, free drug samples and promotional materials. Receiving the gifts made the physicians feel the need to reciprocate by prescribing the marketed drug to their patients. Additionally, drug representatives utilized a “social validation” technique in 41% of their visits, in which they forced the physician to prescribe a certain drug by

Being a effective manager not only include non-productive work such as sales meeting, quotas, ride-along and sales report must be able to train individual and group which doesn’t required as creativity as regular work of sales manger. Sale manager must be able to hire and fire to direct input on sales production. Sales production should be benefited through effective sales training. The basic motivation of the sales employee is to continue the sales of the company. While introducing a new product being an effective manager must state the goal, ideas, suggestions and add-on to turn new product of the company into sales opportunity. (greenberg

According to the World Health Organization “The global pharmaceuticals market is worth US$300 billion a year”(WHO2014). It is coming more common in this industry for pharmaceutical companies to invest billions into advertisements that make their products household name, allowing them to increase the demand and the prices of their products. Over the last 40 years the marketing practices of the pharmaceutical companies have changed the direction of marketing towards physicians to marketing directly to the consumer. This has transformed the pharmaceutical market and has brought out on foreseen profits to the companies. This form of marketing has also brought forth ethical debates that question a pharmaceutical company’s responsibility to communicate risk of their products to consumers and the Learned Intermediary Rule.

In my year and a half spent at Walgreens, I have learned the ins and outs of a retail and pharmaceutical business. I quickly mastered the art of stocking shelves, keeping inventory, and checking out date; however, customer service came with a learning curve. I learned first that customers love to complain. Although the complaints were often easy fixes, I often would hear issues about the expensive nature of medications. Individuals felt that their insurance companies were not assisting them efficiently as the prices of modern medications rose but their policies did not evolve with them.

The role of pharmacist and other staffs is to ensure that medicines are sold within

Stan and John are collaborating on a marketing project to increase the company’s sales. Stan is a harding working employee and struggles busy life at home, he’s now is paired up with John who onthe other hand is at risk of losing his job over the lack of effort on assignments and failure to cooperate with others. The boss believed that pairing the both of them together might provide a chance for John to receive some advice and pick up his act. Unfortunately, this doesn't not appear to be the case, as John continues to do the least work possible over the longest time since the project was assigned. In this situation, Stan will require his relationship management skills to approach the situation properly. In this circumstance, a failed approach would involve a threatening attitude towards John, this would only cause John to shut down in a sense and careless for

This question is important in understanding the sales representative priorities. In this job, it is important to build relationship first, then they will see improvement in doctor’s prescriptions. Thus, I can learn whether the sales representative needs improvement in collaboration and/or harmonization with people.

There are, however, legitimate concerns if Huang’s personality and management style will fit the Sealed Air mold of what a sales manager needs to accomplish. Huang seems very data and numbers driven, while Sealed Air was really looking for someone who could spend their time in the field managing the representatives rather than analyzing data. Although some of Steinke’s issues with Huang seem to be mere cross-cultural misunderstandings there does seem to be disconnected between Huang’s personal strengths and the desired expectations as a sales manager.

Sales Managers – sales managers guide organizations’ sales teams. This includes developing training programs, analyzing data, and setting goals for organizations’ sales representatives

The managers of the sales department oversee all the crucial activities of the organisations. Sales managers and directors are responsible to manage the work force that is facilitating transactions on the front line with the customers. Therefore, a leadership skill in the sales managers and directors is a crucial aspect and helps the sales managers in motivating the team to with the ability enhances the skills of the teams and to inspire high performance and commitment from

As a sales person I have been working for over 20 years in various industries from telecommunication, security systems and now pest control. One of the hardest objectives for the sales force is where the marketing targets, helping us achieve visibility to the customers in our territories. Today’s companies use various marketing strategies, to grow and reach customers in the growing internet age. The role and goals of salespeople have changed dramatically over the last few years. Why has it changed?

Sales management refers to the systematic process involving formulation of sales strategy through development of account management policies, sales force, compensation policies, sales revenue forecasts and sales plan. Sales manager is responsible for determination of sales force objectives and goals, reporting to the sales director as well as for the management development and maintenance of advertising sales of the products for the customers in need.