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Bob was always hitting or exceeding quota and had a great relationship with his customers. They regarded him as one of the finest and most helpful career detailers. So why would a successful pharmaceutical sales rep like Bob Marsh be terminated from his job?
I think the main reason for Bob's termination was a lack of consistency in coaching and discipline Bob Marsh. The main theme throughout the case was that Bob was unorganized, did not do enough background research on his customers, and did not follow company protocol in promoting drugs. John Meredith, Marsh's first manager was great at evaluating Bob...
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