Parkin Laboratories: Sales Target Dilemma Harvard Case Solution & Analysis

At the end of the year's third quarter, the sales team at a generic-pharmaceutical company has realized just 91 per cent of its sales goal, and increase is less than what was expected. The general manager of sales must determine if he can revise the sales objectives for the last quarter of the year without compromising growth.He also has to address the effect of launching a new product when the sales team is striving to realize its budgets and devise strategies the sales team may utilize to achieve their sales targets during a selling downturn. Author Sandeep Puri is connected with Institute of Management Technology.

PUBLICATION DATE: July 03, 2013 PRODUCT #: W13262-HCB-ENG

This is just an excerpt. This case is about SALES & MARKETING

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Parkin Laboratories: Sales Target Dilemma

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