Essay about Arapahoe Case Study
Case Study Project / Presentation
ARAPAHOE PHARMACEUTICAL COMPANY
Some of the key issues result from John’s inability to comprehend the difference between sales representative and a sales manager. He was overly enthusiastic about his position and disregarded Phil Jackson’s tips on how to be successful as a sales manager. Sales managers must be multi-taskers who plan, organize and lead the functions of all customer contact and ensures that these methods of contact maximize the profit and sales goals of the company which hires them. A salesperson is responsible only for his/her own territory – a sales manager is responsible for the entire sales force and their productivity and revenue that …show more content…
SOLUTION: John eventually caught up to speed and was able to hire a replacement, Peggy Doyle. She was doing everything right for her region and was extremely productive. On top of that, she was infecting the other sales reps with her enthusiasm. He still had to spend even more time checking references and processing Peggy, but he felt that he made the right choice hiring her as part of the team.
ISSUE #2: DICK MCCLURE
John handled the situation with