Publications
Publications
- September 1983 (Revised October 1984)
- HBS Case Collection
Syntex Laboratories (A)
Abstract
A consulting project involving a mathematical model of the sales force indicates that Syntex Labs should nearly double the size of their sales force and drastically alter their allocation of sales effort to the product line and physician specialties. The questions are whether the results are reliable and what action should be taken.
Keywords
Organizational Change and Adaptation; Strategic Planning; Salesforce Management; Pharmaceutical Industry
Citation
Clarke, Darral G. "Syntex Laboratories (A)." Harvard Business School Case 584-033, September 1983. (Revised October 1984.)