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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 (like Claritin).

Does it make sense for the divisions to combine the sales forces into a single sales force? More info is below.

  • Division I requires a sales force of 75 people. Division II requires a sales force of 50 people.
  • Each salesperson is equally effective at selling and makes a certain standard frequency of hospital visits each month to hospitals in their respective region.
  • 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.
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