Abstract

This case (based on generalized experience) is about a mid-sized pharmaceutical company in India, DrugPharmz. Barun Sinha (Barun), was a successful first-line manager in the company who had developed a very good team that was high on team spirit and also very productive. But success brought along with it complacency. A discussion that Barun had with one of the senior members of his team made him realize that, of late, he had done precious little to take care of the developmental needs of his team members. Barun now had to develop individual development plans for each of his team members and also work out how he would go about providing coaching to them on an ongoing basis.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• The case will help the students to: Understand the issues and challenges in training the sales force Understand the concepts, of On-the-job training, particularly coaching, and how it could be used to develop the sales force Understand the issues and chal

Keywords

Sales Force Management, Training, Motivating, Control, Individual development plan, Coaching, Training needs, Sales organization, Team spirit