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Case
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Reference no. 9-584-033
Subject category: Marketing
Authors: Darrel G Clarke (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 18 October 1984
Length: 25 pages
Data source: Field research
Topics: Market research; Marketing implementation; Pharmaceuticals; Quantitative analysis; Sales management; Strategic planning
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Abstract

A consulting project involving a mathematical model of the sales force indicates that Syntex Labs should nearly double the size of their sales force and drastically alter their allocation of sales effort to the product line and physician specialties. The questions are whether the results are reliable and what action should be taken.
Location:
California
Industry:
Pharmaceuticals
Size:
Large, USD700 million sales
Other setting(s):
1982
Supplement
-
Reference no. 9-584-034
Subject category: Marketing
Authors: Darrel G Clarke (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 17 November 1984
Length: 18 pages
Data source: Field research
Topics: Market research; Quantitative analysis; Sales; Strategic planning; Marketing implementation; Organizational change
View full details

About

Abstract

A consulting project involving a mathematical model of the sales force indicates that Syntex Labs should nearly double the size of their sales force and drastically alter their allocation of sales effort to the product line and physician specialties. The questions are whether the results are reliable and what action should be taken.

Settings

Location:
California
Industry:
Pharmaceuticals
Size:
Large, USD700 million sales
Other setting(s):
1982

Related

Supplement
-
Reference no. 9-584-034
Subject category: Marketing
Authors: Darrel G Clarke (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 17 November 1984
Length: 18 pages
Data source: Field research
Topics: Market research; Quantitative analysis; Sales; Strategic planning; Marketing implementation; Organizational change
View full details