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Pilgrim Drug Company

Chitwan Singh 13P018


DivyaYadav 13P020
Tejaswi Kalisipudi 13P052
Vidushi Garg 13P055
Vikas Guleria 13P056
Context
The Syracuse division was performing below the
median and the mean from of other pilgrim divisions
Brooks was retiring giving Thomas the opportunity to
reassign individual accounts among the divisions Sales
Reps
Through reorganization, Thomas wanted to double
Pilgrims share of the Syracuse area wholesale drug
business from 20% to 40%
Robert Jackson had concerns about reassignments
damaging sales force morale
Thomas is faced with a possible sales rep revolt
because of his proposed territory reorganization

Problem
Reassigning Brooks Territories between Nelson
and the newer sales reps
Considerations :
Sales force morale
Selling expenses
Increase in sales
Sales Rep Analysis
SALES REP ABILITY
INDEX
EVALUATION
Nelson 0.36

Earnest, Conscientious and Hard working.
Needs to update merchandising method
Miller 0.092 Even tempered , Cooperative
Simpson 0.24 Continuous complaining about trivial matter
Murray 0.34 Excellent sales rep and relationship with Schultz
Not in alignment with Thomas
Taylor 0.424 Ambitious & aggressive ,Remarkable output (Generated
sales of $50,000 from revival of 6 hospital accounts)
Howard 0.244 Increased Sales each year using Thomass
merchandising techniques
Donnelly 0.115 Too large territory to handle, Needed proper guidance
Harrington 0.212 Potential to become an excellent sales person
V
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N
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Alternatives
The accounts requested by Nelson given to
him and the rest given to Taylor
Brooks accounts equally divided between
Nelson and Taylor
Geographic Distribution : Nelson gets St.
Lawrence, Jefferson and Oswego
Taylor gets Lewis, Onondaga and Oswego



Alternative 1
County Brooks Sale Market Potential Nelsons
Estimated Sales
Increase in Sales
Jefferson 610,600 2,269,888 817,160 206,560
Oswego 1,479,250 5,499,071 1,979,665 500,415
% Sales increase 34%
County Brooks Sale Market Potential Taylors
Estimated Sales
Increase in Sales
Jefferson 119,572 444,506 188,470 68,898
Oswego 370,054 1,375,665 583,282 213,228
Lewis 432,072 1,606,216 681,035 248,963
% Sales increase 58%
Combined Sales Increase : 41%
Alternative 2
Sales Rep Brooks Sales Market Potential Estimated Sales Increase in Sales
Nelson 1,505,774 5,597,673 2,015,162 509,388
Taylor 1,505,774 5,597,673 2,373,413 867,639
% Sales increase 46%
Total Territory Sales : 3,011,548 Market Potential: 11,195,346
Sales Increase : 46%
Alternative 3
County Brooks Sale Market Potential Nelsons
Estimated Sales
Increase in Sales
Jefferson 730,172 2,714,394 977,181 247,009
Oswego 1,479,250 5,499,071 1,979,665 500,415
% Sales increase 34%
County Brooks Sale Market Potential Taylors
Estimated Sales
Increase in Sales
Lewis 432,072 1,606,216 681,035 248,963
Oswego 370,054 1,375,665 583,282 213,228
% Sales increase 58%
Combined Sales Increase : 40%
Recommendation
Alternative Sales Growth (%) Morale Territory Clashes
1 41 N T Least
2 46 N T High
3 40 N T Medium
Geographic Distribution : Nelson gets St. Lawrence, Jefferson and Oswego
Taylor gets Lewis, Onondaga and Oswego