Submitted by redhair1124 on February 21, 2008

• Category: Administration
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Kramer Pharmaceuticals, Inc.

Organizational Behavior
Kramer Pharmaceuticals, Inc.






Student: Chihlun, Chang
Professor: James Walsh
Mgmt.5522.82
Spring 2008

Facts
1. Kramer Pharmaceutical, Inc was a major of prescription drugs for medical and dental profession.
2. Kramer fielded a sales force of over 500 detailers who describe the product line and to persuade doctors to use and prescribe Kramer drugs.
3. Mr. Bob Marsh joined the Kramer sales force and was assigned to a territory in Toledo which is his hometown.
4. His initial field training went smoothly; however, he‘s seeming lack of attention...

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