In 2024, the managing director of a pharma company faced an ethical dilemma after being informed that a senior manager had falsified her resume and manipulated the reference check process when she applied for her position three and a half years before. After first denying all allegations, the senior manager eventually confessed. However, her pregnancy may have complicated the situation for the company. Given that the company had planned to promote .....more

Teaching note for product W40080.

In January 2022, Maha Research Labs Private Limited (MRL) needed to boost its sales force effectiveness (SFE). Due to the COVID-19 pandemic, MRL experienced losses in sales revenue and saw dwindling profits through 2020 and 2021. The pandemic had changed the sales ecosystem of the pharmaceutical industry, with many physicians and retailers now preferring online sales presentations. MRL’s managing director was concerned about the increased marketing .....more

Teaching note for product W27721.

Teaching note for product 9B20A060.

In January 2020, Jai Prakash Chaubey, the managing director of Sarva Pharmaceuticals Private Limited (Sarva), needed to decide whether or not to accept a proposal from Gursim Pharmaceutical Limited (Gursim) to market some of Sarva’s products in Cambodia. Sarva had been performing well; however, the company’s profitability in Cambodia was minimal. Should Chaubey accept Gursim’s offer? Or should he hire a new country head who could drive the sales in .....more

Presentation to accompany product 8B20A060.

Teaching note for product 9B18A006.

In 2017, the director of Laurs & Bridz Pharmaceuticals Private Limited (an Indian pharmaceutical manufacturer) was working to expand the company throughout India and increase sales revenue by 2020. However, the director recognized two obstacles: the lack of employees and the absence of a dedicated human resources department. The company needed to create human resources systems and processes to manage a sales force. The director needed to quickly .....more