Pharma Talent: Paying Sales Force Bonuses Within a Fixed Budget Harvard Case Solution & Analysis

This case concerns the bonus structure for sales team that is representative. Pharma Talent, a contract sales corporation for pharmaceutical corporation across Canada, guaranteed its customers that its representatives would drive sales at a lower cost than that which the client would incur if it had its own sales force.

Historically, it had contracts with products that targeted physicians (e.g., prescription drugs or medical devices); nevertheless, a new contract in Ontario involved an over-the-counter (OTC) product. Pharma Talent now had a pay-for-performance bonus structure that had already been revised three times. Nevertheless, because of the arrangement of the different lands in Ontario, many sales team members thought the bonus was unjust and incredibly discouraging, while its pay-for-performance structure did not meet with the clients' needs.

Pharma Talent Paying Sales Force Bonuses Within a Fixed Budget case study solution

PUBLICATION DATE: October 17, 2012 PRODUCT #: W12268-HCB-ENG

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

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