Case ID: 9B12AC041     Solution ID: 32094

Pharma Talent Paying Sales Force Bonuses Within a Fixed Budget Simplified Chinese version Case Solution


This case concerns the reward structure for an agent deals group. Pharma Talent, an agreement deals organization for pharmaceutical organizations crosswise over Canada, guaranteed its customers that its agents would drive deals at a lower expense than what the customer would cause on the off chance that it had its own business power. Verifiably, it had contracts with items that focused on doctors (e.g., physician recommended medications or medicinal gadgets); notwithstanding, another contract in Ontario included an over-the-counter (OTC) item. Pharma Talent right now had a pay-for-execution reward structure that had as of now been amended three times. By the by, because of the structure of the diverse regions in Ontario, numerous business colleagues thought the extra was uncalled for and extremely demoralizing, while its pay-for-execution structure did not address the customers' issues.

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