Maha Research Labs: Sales Force Effectiveness
商品編號：W27721
出版日期：2022/07/22
再版日期：
商品來源：
商品主題：General Management/Strategy; Marketing
商品類型：Case (Field)
涵蓋議題：Sales Force Effectiveness;Sales Force Management;Pharmaceutical Sales;SFE;SFE Drivers
難易度：4 - Undergraduate/MBA
內容長度：10 頁
地域：India
產業：Health Care Services
事件年度：2022
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 and selling expenses that were affecting the company’s profitability, and he had identified gaps in the company’s sales process, performance, and SFE. The managing director proposed investing ?40 million for the implementation of an SFE program, and he had one week to convince his team that this investment would create a smarter, more efficient sales force, restrain operating costs, and generate much-needed profitability for MRL.
教學手冊：Maha Research Labs: Sales Force Effectiveness - Teaching Note
補充材料：