Pilgrim Drug Company - The Case Centre

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Case

Reference no. 9-499-062

Subject category: Human Resource Management / Organisational Behaviour

Authors: Jeffrey L Bradach; M. Diane Burton

Published by: Harvard Business Publishing

Originally published in: 1999

Version: 16 May 2000

Length: 15 pages

Data source: Field research

Topics: Organizational change; Pharmaceuticals; Sales management; Wholesaling

Share a link: https://casecent.re/p/43033

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Abstract

David Thomas takes his first sales management assignment and is faced with a sales rep revolt because of a possible territory reorganization. In addition, his sales division is performing well below the national average. Rewritten version of an earlier case.