Upper Assessment Center Case study 3

Dr. Ashraf Morsy - Leadership & Coaching

Sales Management > DM Case & Assessment & Psychometric analysis

SWOT ANALYSIS Strength B Blocker Effective, good price NSAIDs: fast, good price Strong marketing support it (RTD, Special requests and commercial discounts) No Pain commercial plan (25% Free of charge goods to enhance OTC). Customer loyalty through “Specialty Clubs” (Card. Club / Int. Med. Club). Opportunity Customers of territory “Fayoum” are mainly price oriented Weakness These products are still struggling to get prescription base Total S1 ach 52% & there are gap Assiut Vacant from 6 months. Deficiency in KPIS ( call rate , coverage & frequency ) Nancy resigned within few day Threats Competitors of “B Blocker Plus” keep their high activities in territory “Elmina”. Competitor of “No Pain” in territory “Assiut” uses commercial plans for OTC.