People Matters in Sales Force Management|Human Resource|Organization Behavior|Case Study|Case Studies

People Matters in Sales Force Management

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Please note:

This case study was compiled from generalized experience of the authors, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

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Case Details:


Case Code : HROB094 For delivery in electronic format: Rs. 200;
For delivery through courier (within India): Rs. 200 + Shipping & Handling Charges extra


Human Resource Management/ Organizational Behavior, Attraction/retention of talent, people management
Case Length : 8 Pages
Period : Not Applicable
Pub Date : 2007
Teaching Note : Not Available
Organization : Not Applicable
Industry : Pharmaceutical
Countries : India


This case is about a mid-sized company DrugPharmz which was in the process of re-launching its operations in West Bengal. The newly appointed regional manger, Barun was struggling with the high attrition rate in his region. During these tough times, Barun recruited Rohit as an area manger for Siliguri. There was a marked difference between the management style of Barun and Rohit. Barun soon realized that even though they did not see eye to eye on various issues, Rohit was effective in holding his team together and also delivered good results. Unfortunately, Rohit met with an accident and the company insisted that he resign as he was not entitled to long leave during the probation period. Rohit felt that Barun too failed to support him and puts in his papers.

Human Resource and Organization Behavior | Case Study in Management, Operations, Strategies, Human Resource and Organization Behavior, Case Studies

Soon Barun found himself in a difficult situation as more than half of Rohit's team resigned from the company. He was also unable to get suitable replacements. Barun was forced to go back to Rohit, but Rohit was no longer interested in rejoining the company. This case deals with the issue of people management in a sales team. It highlights the importance of attracting and retention of talent. The case also covers the conflict that may arise due to a difference in working styles and expectations between the boss and subordinates.


Appreciate the importance of HR (people skills) in attracting, retaining, and motivating employees

Understand the theories such as, employee motivation theory (McGregor's Theory X, Theory Y, etc.); skills required by managers at different levels (technical, people, conceptual); halo effect; management styles; values; conflict, etc

Understand the importance of the various sales force management functions with special emphasis on people management

Key Words:

Employee turnover, Motivation , Pharmaceutical Industry , Management style , Attrition , Management development program, Re-launch , Sales organization, Recruitment , Training , Sales force management, values, Work ethic, Boss subordinate relationship, Micromanagement

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