Course 5.docx - ARAPAHOE PHARMACEUTICAL COMPANY As he reread the annual report that he had prepared for Phil Jackson his regional sales manager John

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

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ARAPAHOE PHARMACEUTICAL COMPANY As he reread the annual report that he had prepared for Phil Jackson, his regional sales manager, John Ziegler, shook his head and kept repeating to himself, “What a year!”He could not forget the surge of pride he felt when his district sales manager asked him to call Phil Jackson to let him know whether or not he wanted to accept a promotion to district sales manager for the Dallas area. As here membered, he couldn’t get to the telephone quickly enough, and it was only after Phil had asked him how his wife had taken the news, that he realized that he had forgotten to ask her. He immediately telephoned Lynn and found that she was thrilled both with his promotion and the move to Dallas even though neither one of them had been there before. Lynn was particularly pleased that her company had a sales opening in Dallas and she felt that she could obtain a transfer to that city. John once again expressed his appreciation to his sales manager, Betsy Warner, for all of the help that she had given him so that he could qualify for the promotion. John had joined Arapahoe Pharmaceutical as a sales rep immediately after graduating from San Francisco State University. While he had been interested in science in high school, and he had taken one course in chemistry and another course in biology at San Francisco State, he was more interested in marketing communications. When Arapahoe Pharmaceuticals recruited at the college in his junior year and again in the spring of his senior year, John decided that he might combine the interests in science and marketing communications as a sales representative. He was interviewed, hired, and assigned to a territory near Omaha in Betsy Warner’s district. John’s willingness, personality, and communications skills, plus Betsy’s encouragement and guidance, helped him in quickly achieving above average productivity and allowed him to win a transfer to a territory in the greater metropolitan Denver area. The new territory offered him additional experience in working with food and drug chain headquarters, large hospitals, and drug wholesalers. John reviewed these experiences with considerable pleasure as he recalled the events of the past year.Betsy worked regularly with him, and delegated to him some of the training of new sales reps, which he found both challenging and rewarding, especially when the new sales trainee did well. His selling skills flourished as did his income and the recognition of his achievements by Betsy and the regional sales manager. A year later he was selected to attend his company’s leadership training 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 the corporate headquarters in Philadelphia with him and various department heads in marketing, legal and human resources. They were all very complimentary about his past performance and how much he deserved his promotion. However, each of the min a different way seemed

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