Cooper Pharmaceuticals

In: Business and Management

Submitted By arka1
Words 821
Pages 4
Cooper Pharmaceuticals, Inc. | SLMT – 1 | Group – 7 | 13109 | Ankita Murali | 13141 | Raja Yakkala | 13508 | Arka Sinha | 13605 | Ankit Khurana | |

The decision of Cooper Pharmaceuticals, Inc. (CPI) on terminating the services of Bob Marsh, a detailer who had twelve years of experience with their company and also had an unmatched rapport with many physicians and hospitals in the geographical territory assigned to him.
The Pharmaceutical industry witnesses a cut-throat competition with major brands having a hold over the industry. This industry utilized a sales force of detailers who played a major role in their sales. Their job was to persuade medical personnel to use and prescribe certain drugs. A typical CPI was responsible for about 200 physician and hospital accountants within an assigned geographic territory. CPI was a major manufacturer of prescription drugs for medical and dental professions. These products were channeled through drug wholesaler and then the drug stores for reselling to the general public.
1. Quick learner 2. Good people skills 3. Friendly nature with the customers
1. Poor organizing skills 2. Poor planning skills 3. Poor attitude 4. Lack of enthusiasm 5. Lack of sincerity 6. Low knowledge of technical and promotion literature 7. Low reliability
Bon Marsh had run successfully drug store and with the experience in CPI, he can restart the same business again.
There are many retailers in pharmacy and it may be difficult to sustain in the business.
CRITICAL FACTORS 1. Behavioral traits
Every company expects a good attitude, sincerity and very good organizing and planning skills from the employees. So, this became a critical factor. 2. Low reliability…...

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