Case Analysis: Arapahoe Pharmaceutical Company
A PAPER SUBMITTED TO MSBMW
IN PARTIAL FULFILLMENT OF THE COURSE REQUIREMENT IN
PROFESSIONAL SALESMANSHIP
Submitted to:
Professor Ricardo Cruz
Submitted by: Sales, Ma. Shiela N.
Nolasco, Princess Ann R. March 7, 2013 I. Scenario:
The case describes the condition at the Arapahoe Pharmaceutical Company and its sales management structure. In the case, the Arapahoe Pharmaceutical Company has encountered important changes in the management structure of the sales division which has concerned the operations of the company. The change was started in order to beat the sales challenges that the company had been facing in
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John Ziegler will be able to differentiate between the right amount of coaching time and when that person is not going to get better no matter how much coaching time he will put in so if his sales representative does not improve then he would know if it is time to let that person go. He will be able to tackle his problems with Marty Nakai up front as being a good leader; he will be able to give Marty Nakai a strong positive verbal feedback for his excellent performance.
Disadvantage of #2:
Planning can be time consuming especially during emergency or crisis when quick decisions are required.
Advantage of #3:
In the case of Larry Palmer, he was the most promising applicant, he had a great personality but had difficulty obtaining the required product knowledge and his scientific communication skills were not very good and these were all the things that were not easy to tell from his interview so it is possible that it was not completely John Ziegler’s fault for hiring Larry Palmer. Fortunately, John Ziegler made up for his mistake by hiring Peggy Doyle who seems to be very productive and she is doing very well in her region. John needs to find out on how to allocate his time in an even way because he spent too much time in the recruitment process for both Larry Palmer and Peggy Doyle when he should have been spending more of his time with his sales representative so John Ziegler will be able to reduce risks and
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Kathy and Sam seemed not to have the required expertise to make a sound decision on hiring a suitable applicant. Sam’s role was to assist in the hiring process however he was the sole decision maker on who they were going to hire. After the interview, the person that was selected wasn’t the ideal person for the job. According to Fallon & McConnell (2014), Out of the four candidates, only two of them were reasonably qualified for the position (p. 204). To refer to them as reasonably qualified indicates they may be lacking in experience to fill the job opening since she was let go within her 30day probationary period. In the future, Kathy and Sam should focus on individuals who have experience and a solid work history for the position to ensure
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