Abstract

This caselet discusses the sales training program conducted by Novartis, the pharmaceutical company, for frontline salespeople as well as managers. It also talks about the compensation structure of Novartis and the innovative compensation plan followed by one of its distributors. Finally, it discusses the performance review of the salespersons and its measures to improve this.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Effect of training on sales force at all levels
• Impact of compensation plans on sales force
• and Issues in performance review.

Keywords

Novartis, Front Line Sales, Sales Managers, Training, Simulation, Compensation, Performance Review, Appraisal