Pilgrim Drug Company

STRATEGY MANAGEMENT- GMBA 08PILGRIM DRUG COMPANY

 Propose a new territorial assignment for Pilgrim Drug Company

Pham Le Minh2008417060

*Executive summary:

David Thomas, new sales manager of Syracuse Division (SD) of Pilgrim Drug Company was facingthe issue of territorial assignment for salesperson; after Brooks’s retirement. However, the territorialreorganizing wasn’t easy because of 3 pressures: His boss Jackson wanted morale; Veteran Nelsonneeded to be deserved; Young promising Taylor asked for challenge and fair competition.

* Analysis:

These are brief analysis of each current Sales Reps at SD in order to assign new territories:(v: veteran; n: newer)

Rank Sales Rep Sales (000s) Evaluation

1 Murray (v) 3,780 Conservative, special relationship with Jackson2 Simpson(v) 3,670 Complaint-maker for trivial things3 Howard(n) 3,254 Increased sales through monthly4 Taylor(n) 3,190 Ambitious, hardworking, active and remarkable output5 Nelson(v) 3,168 Earnest, hard working, needs to update merchandising method6 Miller(v) 2,724 Even-tempered, cooperative7 Donnelly(n) 2,360 Too large territory to handle, needed proper guidance8 Harrington(n) 1,450 Promising salesperson

* Note:

- 3 trainees would beassigned to assist Nelson;Taylor and Miller.- Brooks’s territories wouldbe assigned for Nelson (2)and Taylor (1). Both of themneed to share jobs and train 2trainees as a condition for thenew accounts received.- Taylor would share 1territory with Donnelly toovercome Donnelly’sdifficulties of large territoryand accounts and provideguidance.- Miller would share jobswith 1 trainee.

* Take away:

In order to achieve harmonization inside different generations of staffs; a manager not only mustrespect veterans with large contribution, but also give opportunities and motivation for young andpromising newers. Fulfill this step will maintain the sale force morale at SD and overcomeshortcomings to enhance sales, as well as utilize territories’ accounts and available sales force.