Sales and Bob Marsh - 1189 Words

http://www.slideshare.net/mkdas_ongc/group-7-sdm-kramer-pharmaceuticals * 1. Case Study Kramer Pharmaceuticals, Inc. Presented by Debi Prasad Bagria Kishor Chandwani Nandini Mudgil Mrinmoy Kanti Das Rahul Agarwal Ritesh Kumar Singh * 2. Case Background Company : Kramer Pharmaceuticals, Inc Business : Pharmaceuticals (Manufacturer of Prescription Drugs) Country : U.S. Year : 1978 Competitors: Abbott, Lilly, Merck, Upjohn amp; Schering * 3. Case Background Bob Marsh, a former detailer, worked at Kramer Pharmaceutical for 12 years and was considered a hard working, well established detailer (product specialist and sales associate). He possessed excellent references and credentials. Bob was fired because of failure to comply with†¦show more content†¦* 13. Bob Marsh – Performance over the years Rehabilitation blueprint of Marsh by Franlin amp; new Zone Manager Pete Mallick – Weekly reports, reading assignments, questionnaire forms. July’78 – At age 44 years, Marsh asked to resign which he accepted without resistance or comment ’ 78 Tom Franklin (Young – one year supervisory experience) No salary increase in Jan’78 But Probation status evaporated by default Sept’76 to ’78 Tom Wilkens (Background comparable to Reed) In ’77 : Initially recommended for salary hike, but later rated Complete unsatisfactory : Again put on probation of 90 days Aug’76 to Sept’77 Vince Reed (Young, Competent Detailer amp; Promising Manager - 1 st supervisory experience) No Salary Increase in Jan’75 : Put on probation of 90 days Probation removed : Performance found Satisfactory In Jan’76 : Salary Increased to $25k Sept’74 to Aug’76 Jim Rathbun (Bright, young, energetic with many new ideas) In ’71 – 73 : Performance Rating Satisfactory In ’74 : Performance : Well above average Attitude : Well above average March’71 to Sept’74 Bill Couch Ex perienced amp; Highly regarded supervisor) in ’67 amp; ’68 Work Performance : Below Standard Attitude : Standard In ’69 : Overall performance : Standard In ’70 : Rated Completely satisfactory From ‘66 to March’71 John Meredith (Took entry interview of Bob, highly recommended him) Observations Period Supervisor * 14. Bob Marsh – In the eyes of Supervisors Quickly grasped allShow MoreRelatedCooper Pharmaceuticals Case Analysis1660 Words   |  7 PagesAnalysis On the surface, the issue of Bob Marsh’s firing from Cooper Pharmaceuticals appears to be an open and shut case; he did not adhere to the repeated warnings by management to alter his performance and selling style, therefore he was fired. However, other considerations are in play when you analyze this case further. Bob was an employee of Cooper for twelve years at the time of his termination, and had seemingly improved his performance when prompted to do so. 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