Product details

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Case
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Reference no. 9-584-033
Subject category: Marketing
Authors: Darrel G Clarke
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 18 October 1984

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

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

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