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Kramer Pharmaceuticals Case Study

Autor:   •  October 29, 2016  •  Case Study  •  2,340 Words (10 Pages)  •  1,299 Views

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October 29, 2016

Kramer Pharmaceuticals Case Study

Management 3120

Professor Walsh

By:

Simi Ragnauth

&

Arnaud Muamba

FACTS:

  • Company name: Kramer Pharmaceuticals, Inc.
  • Major manufacturer of prescription drugs.
  • Sales force of over 500 detailers
  • Detailers responsible for about 200 accounts
  • 35 District managers
  • Detailer: Bob Marsh
  • Worked for Kramer Pharmaceuticals for 12 years
  • Territory in Toledo, Ohio
  • District Supervisors:
  • John Meredith
  • Bill Couch
  • Jim Rathbun
  • Vince Reed
  • Tom Wilkens
  • Ted Franklin
  • Starting Salary $14,000
  • Ending Salary $25,000
  • Hired under John Meredith
  • Fired under Ted Franklin

ISSUES:

  1. Expectations
  2. Managing your boss
  3. Coaching
  4. Sales training

Issue 1:

Expectations

Although Bob was good in the field and communicating with others, his new supervisors had certain expectations as to how things should be done. Their expectations are one of the key issues in which caused the management failure in question.

Make Bob a Team Leader

PRO: 

  • Bob will be able to see the importance of planning and organizing
  • Sense of pride in his company
  • Bob can consider a leader’s point of view on his behavior

CON: 

  • Might feel too much of a sense of entitlement
  • Might influence others in his group to be disorganized
  • Cause him to have too much self-worth 

Orientation

PRO: 

  • Chance to learn what is expected of you
  • Get to know the company’s culture
  • Interact and learn more about other employee’s that he works with

CON: 

  • Too much information given in one day
  • Not all the information will be shared by the company
  • Not a lot of interaction 

Do not focus on his previous record with the company

PRO: 

  • Supervisors wont cast immediate judgement
  • Gives Bob a chance to change and not be judged on his previous mistakes
  • Gives Bob the opportunity to prove his worthiness

CON: 

  • Might fall back into his bad habits and show no improvements
  • Might not get any better  
  • Only chance to prove himself 

We have chosen the best decision to be: Do not focus on his previous record with the company.

...

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