Pilgrim Drug Case Study

685 Words3 Pages
Pilgrim Drug Company – Case Assignment Questions 1. What problems currently face Dave Thomas as sales manager of the Syracuse Division? Currently Dave Thomas has several issues that he is facing as the sales manager of the Syracuse division. The first issue is the fact that the sales force is extremely diverse. That is there is a large disparity of age between the older sales rep and the younger sales reps. There are many issues with seniority, especially when it comes to sales, a very results driven job. Also the older sales reps are more focused on building relationships, while the newer ones are more educated and driven. This has created a large gap between the younger and veteran reps. It has created a culture where it is difficult for both parties to work. The next problem was the discrepancies over the choice of territories. While the territories are meant to be divided by the Sales and Market Analysis Record System, the veterans were taking the better and more convenient territories. This put the younger sales people at a disadvantage. The veterans were taking the better clients giving themselves a better commission. This also left the territories under worked and not producing as many sales as possible. The final problem that Dave Thomas encountered was enforcing the strategy and policy with the older sales people. While the younger sales people are driven and respectful to new changes, the veteran sales reps are used to the old way and the enforcement of new changes is difficult. As far as strategy, there is consistently a discrepancy between selling high volume or selling only high margin items. Also as far as policy goes there was difficulty enforcing the sales calendar in order to set activities. 2. How will Thomas’ performance at the Syracuse Division be evaluated and by whom? Thomas’ performance is measured by his boss who

More about Pilgrim Drug Case Study

Open Document