Case: ZS Associates. answer the following questions to the best of your ability 1. What
Question:
Case: ZS Associates.
answer the following questions to the best of your ability
1. What was the challenge that faced Nick Thomas in terms of his dealings with his client Santoze Pharmaceuticals?
2. Explain what the role of ZS Associates is in terms of their clients.
3. What are the main challenges that a firm like ZS faces with clients in the pharmaceutical industry in terms of the basic complexity of the industry?
4. What are the main duties of a sales person working for drug companies?
5. Why is it important for drug industry sales people to have strong contact and access to physicians?
6. Please detail the methodology that Thomas used to determine the recommended sales force for Santoze as they attempt to market their new drug Obetor. Do you agree or disagree with his recommendations regarding the size of the force? Why do you feel this way?
Expert Answer:
1 Nick Thomas faced the challenge of determining the optimal size of the sales force for Santoze Pha... View the full answer
