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Biolab pharmaceutical company


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MBA presentation for Sales class. Case study analysis exploring issues regarding sales force motivation.

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Biolab pharmaceutical company

  1. 1. Biolab Pharmaceutical Company<br />AleciaMuth<br />4/14/2010<br />Sales and Channel Mgmt<br />1<br />
  2. 2. BioLab Pharmaceuticals<br />International manufacturer of drugs<br />Biological products<br />Blood-related products<br />Known for ethical drugs<br />Very large company<br />2<br />
  3. 3. Stakeholders<br />Kathryn O’Brien<br />Senior sales rep<br />Team of 5 junior salespeople<br />Up for a managerial promotion<br />Ed Simpson<br />District manager<br />O’Brien’s direct boss<br />Company<br />Customers<br />3<br />
  4. 4. Situation<br />O’Brien did not get the promotion<br />Simpson cannot give O’Brien clear reasons<br />Junior team not performing up to his expectations<br />O’Brien not motivating team<br />O’Brien is infuriated <br />O’Brien is meeting with Simpson in the morning<br />Motivation in company is fixed—$<br />Senior salesperson=little power to motivate<br />Promotion or quit<br />4<br />
  5. 5. Problem<br />Neither Simpson nor O’Brien understand motivation and this issue is compounded by poor communication.<br />5<br />
  6. 6. Issue 1—No Promotion<br />Nonfinancial reward taken away<br />No recognition for her additional work outside of her current role<br />6<br />
  7. 7. Issue 2—Poor Communication<br />7<br />
  8. 8. Issue 3—Minimal Motivation<br />8<br />
  9. 9. Solutions to the Problem<br />Do nothing<br />Create motivational program for junior salespeople<br />Create motivational program for senior employees<br />Create both at the same time<br />Create program for senior employees then junior level<br />9<br />
  10. 10. Decision Criteria<br />Motivation<br />Communication<br />Improved Sales<br />10<br />
  11. 11. Alternative Analysis<br />11<br />
  12. 12. Recommendation<br />Create a program for senior employees then junior level<br />12<br />
  13. 13. Questions?<br />13<br />
  14. 14. Bibliography<br />Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a Sales Force. New York: McGraw-Hill Irwan<br />14<br />