Cooper Pharmaceuticals Inc. Essay

Bob fen He was initi everyy rated as a highly sincere, aggressive, enthusiastic ready learner and his references were outstanding. He had been working in the retail pharmacy before joining cost-of-living index For assessing CPIs move of letting Bob Marsh go, we need to identify the reasons for this action and determine if those reasons burn be justified. John Meredith had rated Bob Marshs performance as Below Standard Marsh wasnt responsive to management directives He had a tendency to pre-judge customers and promotional programs Bill Couch (highly experienced supervisor who was held in high regard) rated Marsh as a well above average detailer and had withal assigned him an additional responsibility of overseeing a distributor Jim Rathbun who was a young energetic manager explicit his concern in Marshs inability in introducing new products to physicians, his poor penetration with dentists among other issues. He put Marsh on a 90 day probation where he was given peculiar( prenominal) goals to achieve failing which his service would be terminated By 1990, his then manager Ted Franklin asked him to improve upon all the qualities that he was once hired for The reason why Bob Marsh could deliver consistent results and kind such rapport despite being an organizational misfit has to be studied to know if the mistake was on the part of CPI of Bob. Marsh was operating in his home territory and very clearly he had built a very personal rapport with his customers. He was already a pharmacist and must(prenominal) contrive leveraged on his existing contacts so much so that irate customers called for him to the company. He was following a self imposed system of Sales matter, so let me get it howsoever rule, which cannot be accepted by a company like CPI whose sales force is held in high repute. The highly reputed sales force essentially implies a strong process of recruitment, training and incentives. Bob Marsh might have been leveraging on personal contacts to meet his targets regularly. Therefore, managers who valued outcome more found him more agreeable than those who valued behavior more. In fact he seems to have enough clout to get doctors and pharmacists to import to CPI and complain about his dismissal, even trying to arm-twist the company.