Question: Cooper Pharmaceuticals, Inc. Case Study Please answer the following questions basing it on the case study mentioned above. 1. What is a good salesperson in

Cooper Pharmaceuticals, Inc. Case Study

Please answer the following questions basing it on the case study mentioned above.

1. What is a good salesperson in this situation?

2. How good or bad a salesperson was Bob Marsh?

3. What is a good district sales manager in this situation?

4. How well or poorly did each DSM encountered by Bob Marsh perform this crucial role?

5. How should we evaluate recruitment criteria, training procedures, compensation policies, and performance evaluation processes at CPI?

6. What are the behavioral implications of its sales management system?

What should be done about the Bob Marsh situation in the short term and long term?

Thank you so much Tutor.

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