Pilgrim Drug Company

Problem Statement David Tomas announced possible territory reorganizations, but some of employees responded to negatively and some of employees not. He is concerned about productivity of the unit now. Analysis Hypothesis #1: The misunderstanding between David Tomas, Syracuse division sales manager, and Clifford Nelson, one of veteran sale reps, might have been caused by the differences of VABEs. The back ground of David is very splendid. He graduated Stanford University, and pursued an MBA at Northwestern University. He had work experienced for two years as a salesperson, and as an assistant to Richard Topping, the top sales executives. Finally he gets his position which is division sales manager. He is just 28 years old. A well-met his years, he has a passion to his working. He wants to improve the division’s performance better than before, even if the division makes profit so far. He might be able to double Pilgrim’s share of the Syracuse area wholesale drug business from 20% to 40% from territory reorganizations. However the problem is David has not much experience as a sales person even if he is sales manager. Especially Harry L. Schultz, David’s predecessor in Syracuse, had experience as a sales person about 30 years. Undoubtedly, he can understand his sales people and every sales people follow him. Compare to the Schultz, David’s leadership style is close to coercive to veteran sales people. To veteran sales people include Nelson, when David tries to change something for the division, and John Murray felt annoying when David had offered a few suggestions for improving Murray’s selling technique. It is natural that veteran sales people begin to doubt because of his short of experience. He doesn’t have any conclusion about changing of division. The lack of experience as a sales person, David always focuses on sales policy of company, sales calendar, and market analysis records. Especially, sales people are required experience and human moment, but David...