Product details

The Parke-Davis Professional Health Group, the ethical pharmaceutical unit of Warner-Lambert Canada, Inc, had ambitious growth objectives for the 1985 to 1989 planning period. It planned to broaden its product line with the addition of some 15 new sophisticated pharmaceuticals during the first three years of the planning period. A major impediment was the lack of detailing capacity in the 60-person sales force. Alternative ways of alleviating this lack of capacity were under consideration, including the possible addition of a second sales force which would cause significant implementation issues.