You are newly hired as the national sales manager of a pharmaceutical company. Your predecessor was not a very efficient manager. Hence, anomalous transactions and practices were rampant during his time. This was the reason why he was removed from the post despite the good performance of the sales force as far as hitting sales quotas are concerned. As you take over, you assume command responsibility over the entire sales force. However, since there was no proper turnover, you face the danger of being questioned for anomalies that happened before your time. If you call for a sales force audit, you might lose more than half of your sales force due to possible termination as a result of the audit. But you need to immediately show satisfactory sales performance. What will you do?Important note: please follow the case tips C.A.S.E. Tips op1. You may start with a brief Introduction section.Use the perspective of the company or theperson from the company who is in chargeand/or in a position to address the problem(unless specified otherwise in the case situation).2. Identify and declare the MAIN PROBLEM (oropportunity) in the first sentence of the ProblemAnalysis section, not just the symptoms or thesurrounding problems.3. Analyze the main problem, its sub-problems, andtheir implications.Assess the importance, urgency, and potentialimpact of the problem and sub-problems.Discuss underlying assumptions that would laythe foundation for your solution.4.5.6.7.8.OFFROM Ontivero)C.A.S.E. Tips (downerState the summary of your proposed MAIN SOLUTIONdirect to the point in the first sentence of your ProposedSolution section before explaining the details.Make sure that your solution passes the ABCDE test:Answers the problem (short-term and long-term)Big-idea-ladenCo-satisfyingDoableEthicalDiscuss the implementation details of your proposedsolution.9. Pre-empt relevant possible implementation problemsand provide contingency steps.10. Project the probable results (impact and implications) ofyour proposed solution.PROBLEMDon Intivero)218

Note: "The answer has been framed in a generalized manner". The given case shows that the newly…

Answered: ou are newly hired as the national…

Understanding Business

12th Edition

ISBN:9781259929434

Author:William Nickels

Publisher:William Nickels

Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment

Section: Chapter Questions

Problem 1CE

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You are newly hired as the national sales manager of a pharmaceutical company. Your predecessor was not a very efficient manager. Hence, anomalous transactions and practices were rampant during his time. This was the reason why he was removed from the post despite the good performance of the sales force as far as hitting sales quotas are concerned. As you take over, you assume command responsibility over the entire sales force. However, since there was no proper turnover, you face the danger of being questioned for anomalies that happened before your time. If you call for a sales force audit, you might lose more than half of your sales force due to possible termination as a result of the audit. But you need to immediately show satisfactory sales performance. What will you do? Important note: please follow the case tips