Course 5.docx - ARAPAHOE PHARMACEUTICAL COMPANY As he...

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ARAPAHOE PHARMACEUTICAL COMPANYAs he reread the annual report that he had prepared for Phil Jackson, his regional salesmanager, John Ziegler, shook his head and kept repeating to himself, “What a year!”He couldnot forget the surge of pride he felt when his district sales manager asked him to call PhilJackson to let him know whether or not he wanted to accept a promotion to district salesmanager for the Dallas area. As here membered, he couldn’t get to the telephone quicklyenough, and it was only after Phil had asked him how his wife had taken the news, that herealized that he had forgotten to ask her. He immediately telephoned Lynn and found thatshe was thrilled both with his promotion and the move to Dallas even though neither one ofthem had been there before. Lynn was particularly pleased that her company had a salesopening in Dallas and she felt that she could obtain a transfer to that city. John once againexpressed his appreciation to his sales manager, Betsy Warner, for all of the help that shehad given him so that he could qualify for the promotion. John had joined ArapahoePharmaceutical as a sales rep immediately after graduating from San Francisco StateUniversity. While he had been interested in science in high school, and he had taken onecourse in chemistry and another course in biology at San Francisco State, he was moreinterested in marketing communications. When Arapahoe Pharmaceuticals recruited at thecollege in his junior year and again in the spring of his senior year, John decided that hemight combine the interests in science and marketing communications as a salesrepresentative. He was interviewed, hired, and assigned to a territory near Omaha in BetsyWarner’s district. John’s willingness, personality, and communications skills, plus Betsy’sencouragement and guidance, helped him in quickly achieving above average productivityand allowed him to win a transfer to a territory in the greater metropolitan Denver area. Thenew territory offered him additional experience in working with food and drug chainheadquarters, large hospitals, and drug wholesalers. John reviewed these experiences withconsiderable pleasure as he recalled the events of the past year.Betsy worked regularly withhim, and delegated to him some of the training of new sales reps, which he found bothchallenging and rewarding, especially when the new sales trainee did well. His selling skillsflourished as did his income and the recognition of his achievements by Betsy and theregional sales manager. A year later he was selected to attend his company’s leadershiptraining program, which was a milestone in his career. Even before his first trip to Dallas,John was asked by Tom Boyle, the general sales manager, to spend a couple of days at thecorporate headquarters in Philadelphia with him and various department heads in marketing,legal and human resources. They were all very complimentary about his past performance

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Term
Spring
Professor
ngd
Tags
Sales, John Ziegler

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