Caselet Code : CLSDM016
Publication date : 2005
Subject : Sales and Distribution Management
Industry : Pharmaceuticals
Length :
 4 Pages
Price :  Rs. 100 (Detailed Pricing Info)

To download this short case study (No. CLSDM016) click on the link below, and select from the list:

» Sales and Distribution Management Caselets

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» ICMR Case Collection

 
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Abstract

This caselet discusses the sales training program conducted by Novartis, the pharmaceutical company, for frontline salespeople as well as managers. It also talks about the compensation structure of Novartis and the innovative compensation plan followed by one of its distributors. Finally, it discusses the performance review of the salespersons and its measures to improve this.

Issues:

» Effect of training on sales force at all levels
» Impact of compensation plans on sales force
» Issues in performance review

 
Key words:

Novartis, Front Line Sales, Sales Managers, Training, Simulation, Compensation, Performance Review, Appraisal.

Questions for Discussion:

1. Novartis used simulation techniques as part of its training program for frontline managers. What was the need for this program and what were the benefits derived from it?

2. Novartis conducted regular performance appraisals to measure the performance of its sales representatives. How did these appraisals help the organization? What are the hurdles in the way of a good performance appraisal?