Publications
Publications
- April 1999 (Revised May 2000)
- HBS Case Collection
Pilgrim Drug Company
Abstract
David Thomas takes his first sales management assignment and is faced with a sales rep revolt because of a possible territory reorganization. In addition, his sales division is performing well below the national average. Rewritten version of an earlier case.
Keywords
Citation
Burton, M. Diane, and Jeffrey L. Bradach. "Pilgrim Drug Company." Harvard Business School Case 499-062, April 1999. (Revised May 2000.)