Subject category:
Marketing
Published by:
Lagos Business School
Length: 18 pages
Data source: Field research
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Abstract
This case presents opportunities to discuss issues of distribution strategies and sales force organisation. May and Baker was undergoing a business process re-engineering project geared at improving its financial performance and competitiveness in the Nigerian pharmaceutical industry. The case presents the major issues facing the project team and the management of the company in deciding what changes to make in the sales and marketing department and how to make them.
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Abstract
This case presents opportunities to discuss issues of distribution strategies and sales force organisation. May and Baker was undergoing a business process re-engineering project geared at improving its financial performance and competitiveness in the Nigerian pharmaceutical industry. The case presents the major issues facing the project team and the management of the company in deciding what changes to make in the sales and marketing department and how to make them.
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