Cooper Pharmaceuticals Inc. Essay

Bob fenland He was initially rated as a high uply sincere, aggressive, enthusiastic fast savant and his references were outstanding. He had been working in the retail pharmacy before connectedness CPI For assessing CPIs move of letting Bob marsh go, we need to identify the reasons for this action and determine if those reasons can be justified. bathroom Meredith had rated Bob Marshs performance as Below precedent Marsh wasnt responsive to management directives He had a aim to pre-judge customers and promotional programs Bill Couch (highly experienced supervisor who was held in high regard) rated Marsh as a well above average detailer and had in addition assigned him an additional responsibility of overseeing a distributor Jim Rathbun who was a youthful energetic manager expressed his c one timern in Marshs inability in introducing new products to physicians, his poor penetration with dentists among other issues. He put Marsh on a 90 day probation where he was given spe cific goals to achieve failing which his service would be alter By 1990, his then manager Ted Franklin asked him to improve upon all the qualities that he was once hired for The reason why Bob Marsh could deliver lucid results and build such rapport despite being an organizational misfit has to be studied to know if the mistake was on the part of CPI of Bob. Marsh was operating in his home territory and very clearly he had built a very personal rapport with his customers. He was already a pharmacist and must have leveraged on his existing contacts so much so that irate customers called for him to the company. He was following a self imposed system of Sales matter, so let me get it howsoever rule, which cannot be accepted by a company like CPI whose gross revenue force is held in high repute. The highly reputed sales force essentially implies a strong process of recruitment, training and incentives. Bob Marsh capacity have been leveraging on personal contacts to meet his target s regularly. Therefore, managers who valued effect more found him more agreeable than those who valued behavior more. In fact he seems to have enough clout to get doctors and pharmacists to save to CPI and complain about his dismissal, even trying to arm-twist the company.