Sales Representative for Mitleson Pharmaceutical Case Discussion Jim Donaldson was recently hired as a sales representative for Mitleson Pharmaceutical. In

Sales Representative for Mitleson Pharmaceutical Case Discussion Jim Donaldson was recently hired
as a sales representative for Mitleson Pharmaceutical. In his first week
on the job, he is calling on a medium-sized academic medical center.
His major focus is in Neurology. Upon approaching the neurology area, he
sees a sign posted in the reception area that reads “All pharmaceutical
representatives must call in advance. No walk-in visits are allowed. No
unannounced, unscheduled visits with doctors or other clinical staff
are accepted. Please check the Website for appointment requests. Do not
visit without your preauthorized form.” Jim calls his direct manager, who has been fielding an increasing
number of such reports from the field. At the division meeting the
following week, the district managers all raise this field sales
problem. The vice president of sales opens it up for discussion asking,
“What, should we do?”