The following case study presents a sales management challenge confronting a pharmaceutical company that currently has a sales force in place and sells a cancer drug through the same channels. However, the drug company is faced with the challenge of launching another cancer drug pending FDA approval with the interest to enter the market in advance of its competition.

Read the case and the key points for a full understanding of the challenge.

As a consultant, what recommendations would you make to the drug company? Consider all elements of the issue and provide a comprehensive recommendation based on the key points and assumptions listed.