GlaxoSmithKline's New Sales Force Compensation System in the US

            
 
Case Studies | Case Study in Business, Management, Operations, Strategies, Business Case Study

ICMR HOME | Case Studies Collection

To download GlaxoSmithKline's New Sales Force Compensation System in the US case study (Case Code: MKTG258) click on the button below, and select the case from the list of available cases:

Marketing Management Case Studies | Case Study in Management, Operations, Strategies, Marketing Management, Case Studies





» Marketing Case Studies
» Marketing Management Short Case Studies
» View Detailed Pricing Info
» How To Order This Case
» Business Case Studies
» Case Studies by Area
» Case Studies by Industry
» Case Studies by Company

Custom Search



Please note:

This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.



Chat with us

Strategic Management Formulation, Implementation, & Control, 12e

Please leave your feedback

Leave Your Feedback

ICMR India ICMR India ICMR India ICMR India RSS Feed

Case Details:

Price:

Case Code : MKTG258 For delivery in electronic format: Rs. 400;
For delivery through courier (within India): Rs. 400 + Shipping & Handling Charges extra

Themes

Product Design
Case Length : 10 Pages
Period : 2009-2010
Pub Date : 2010
Teaching Note : Not Available
Organization : GlaxoSmithKline Plc
Industry : Pharmaceutical
Countries : US

Abstract:

In July 2010, GlaxoSmithKline Plc (GSK), one of the world's leading pharmaceutical companies, announced that it would replace its existing system of evaluating and compensating its sales professionals in the US.

As part of the new system, the bonuses of the sales professionals would be based on customer feedback and adherence to company policy rather than the widely used practice of focusing on individual achievement of sales targets. Industry observers viewed GSK's new sales force compensation plan as a radical change and their opinion was divided regarding the effectiveness of the new sales force compensation system.

Marketing Management Case Studies | Case Study in Management, Operations, Strategies, Marketing Management, Case Studies

Issues:

» To understand the various issues and challenges associated with evaluating and compensating a sales force.
» To understand the pharma selling environment in the US.
» To analyze the new sales force compensation system of GSK in the US and discuss the pros and cons of the system.
» Explore ways in which the system can be improved further.

Contents:

  Page No.
Introduction 1
About GSK 1
Changing Dynamics in the Pharma Selling Environment 2
GSK's Sales Force in the US 3
Delinking Sales Force Compensation and Sales Targets 4
Reactions 4
Looking Ahead 5
Exhibits 6

Keywords:

Sales Force Compensation, Sales Force Evaluation, Sales compensation system, Pharma selling environment, Sales productivity, Sales force profitability, Base salaries, Bonuses, Incentives, Reward, Overtime pay, Sales targets, Transactional product-focused model, Dialogue focused model, The Fair Labor Standards Act (FLSA), GlaxoSmithKline

GlaxoSmithKline's New Sales Force Compensation System in the US - Next Page>>


Custom Search





Fundamentals of Marketing Management Workbook
Workbooks Collection

Case Studies in Marketing - Vol. II
Case Study Volumes Collection

Fundamentals of Marketing Management
ICMR Textbooks Collection
 

Case Studies Links:- Case Studies, Short Case Studies, Simplified Case Studies.

Other Case Studies:- Multimedia Case Studies, Cases in Other Languages.

Business Reports Link:- Business Reports.

Books:- Textbooks, Workbooks, Case Study Volumes.