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Category:	Business
Word Count:	1885
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	kramer pharamceuticals-case study
	KRAMER PHARMACEUTICALS CASE STUDY Juanita K. Beam November 26, 2001 Professor James Walsh FACTS • Kramer Pharmaceuticals was a major manufacturer of prescription drugs • Sales force of over 500 detailers (35 district managers, 6 zone managers) • Detailers were salaried employees • Evaluation methods meant to increase sales volume and improve customer relations • Bob Marsh hired June 1966 (starting salary

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