Process Flow
Case Analysis: Arapahoe Pharmaceutical Company
A PAPER SUBMITTED TO MSBMW
IN PARTIAL FULFILLMENT OF THE COURSE REQUIREMENT IN
PROFESSIONAL SALESMANSHIP
Submitted to:
Professor Ricardo Cruz
Submitted by: Sales, Ma. Shiela N.
Nolasco, Princess Ann R. March 7, 2013 I. Scenario:
The case describes the condition at the Arapahoe Pharmaceutical Company and its sales management structure. In the case, the Arapahoe Pharmaceutical Company has encountered important changes in the management structure of the sales division which has concerned the operations of the company. The change was started in order to beat the sales challenges that the company had been facing in relation to the low volume of sales and a retiring sales management.
John Ziegler was the one who replaced the management of the sales operations for the Arapahoe Pharmaceutical Company. His selection was made to make use of his expertise and capability in the field, dedicate his talent in the business and also to express new and unique view point into the management of sales at Arapahoe Pharmaceutical Company. Yet, the company faced important problems after John Zeigler was selected.
John Ziegler was not able to understand the difference between sales manager and a sales representative. He felt too much excitement about his new position that he did not mind Phil Jackson’s tips on how to be a successful sales manager. A sales manager is the one responsible for the success and failure of an organization. He is the one who does the most critical role in reaching the sales targets and sooner or later creates revenue for the organization. A sales manager must be very clear about his role in the organization; he should be able to know what his role is about at the workplace. While a salesperson must make sure that every customer receives a great service by providing a friendly environment which includes greeting and recognizing
A PAPER SUBMITTED TO MSBMW
IN PARTIAL FULFILLMENT OF THE COURSE REQUIREMENT IN
PROFESSIONAL SALESMANSHIP
Submitted to:
Professor Ricardo Cruz
Submitted by: Sales, Ma. Shiela N.
Nolasco, Princess Ann R. March 7, 2013 I. Scenario:
The case describes the condition at the Arapahoe Pharmaceutical Company and its sales management structure. In the case, the Arapahoe Pharmaceutical Company has encountered important changes in the management structure of the sales division which has concerned the operations of the company. The change was started in order to beat the sales challenges that the company had been facing in relation to the low volume of sales and a retiring sales management.
John Ziegler was the one who replaced the management of the sales operations for the Arapahoe Pharmaceutical Company. His selection was made to make use of his expertise and capability in the field, dedicate his talent in the business and also to express new and unique view point into the management of sales at Arapahoe Pharmaceutical Company. Yet, the company faced important problems after John Zeigler was selected.
John Ziegler was not able to understand the difference between sales manager and a sales representative. He felt too much excitement about his new position that he did not mind Phil Jackson’s tips on how to be a successful sales manager. A sales manager is the one responsible for the success and failure of an organization. He is the one who does the most critical role in reaching the sales targets and sooner or later creates revenue for the organization. A sales manager must be very clear about his role in the organization; he should be able to know what his role is about at the workplace. While a salesperson must make sure that every customer receives a great service by providing a friendly environment which includes greeting and recognizing