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Case Study Intro

Our client is a pharmaceutical company with two divisions. Each division has a separate sales force.

Division I manufactures a diagnostic test (like a blood sugar test) and Division II manufactures a pill or drug or treatment (say, Claritin).

  • Division I requires a sales force of 75 people. Division II requires a sales force of 50 people.
  • Each sales person is equally effective at selling. Each sales person makes a certain standard frequency of hospital visits each month to hospitals in their respective regions. The doctors and health professionals targeted by the sales forces currently in place are in totally separate parts of the hospitals and do not come into contact with one another.

Does it make sense for the divisions to combine the sales forces into a single sales force?

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