Laurs & Bridz: Human Resource Policies for Sales Personnel

Sandeep Puri; Bindu Gupta

商品編號：9B18A006
出版日期：2018/01/23
再版日期：
商品來源：
商品主題：Entrepreneurship; International Business; Marketing
商品類型：Case (Field)
涵蓋議題：Sales Personnel, Sales Training, Pharmaceutical Selling, Sales force management, Sales force recruitment, Sales performance
難易度：5 - MBA/Postgraduate
內容長度：6 頁
地域：India
產業：Manufacturing
事件年度：2017

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 decide on the selection recruitment policies, consider the best recruitment sources for sales personnel, and determine the competencies of the company’s sales force, while factoring in the various aspects of sales-performance evaluation, the sales-training processes, and the timing of regular sales training periods. What strategy should the CEO use to set up the company's human resources department?

教學手冊：Laurs & Bridz: Human Resource Policies for Sales Personnel - Teaching Note
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