Background

Company Collaborators Customers Competitors Context

• Cooper • Drug Stores • Doctors Competitors are: • Cooper is a

Pharmaceut • Detailers • Hospitals • Abbott manufactur
icals is a • Drug • Physicians • Lilly er of
major Distributors • General • Merck prescribed
distributor public with • Upjohn drugs.
of prescription • Schering • Bob Marsh
prescribed is
drugs. terminated
• CPI’s 1989 from his
sales services.
exceeded • Cooper has
$1 Billion. initiated a
• 60% of enquiry on
detailers this topic.
have more
than 10
years
experience.
 Decision Problem

Terminating Bob Marsh a detailer who had 12 years of

experience with Cooper Pharmaceuticals from his services
and also had a good relationship with physicians and
hospitals in the area assigned to him.
THANK
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