In January 2020, Jai Prakash Chaubey, the managing director of Sarva Pharmaceuticals Private Limited (Sarva), needed to decide whether or not to accept a proposal from Gursim Pharmaceutical Limited (Gursim) to market some of Sarva's products in Cambodia. Sarva had been performing well; however, the company's profitability in Cambodia was minimal. Should Chaubey accept Gursim's offer? Or should he hire a new country head who could drive the sales in the country and motivate the sales team for better results? Other options included restructuring Sarva's product portfolio or shutting down the company's marketing arm to focus solely on distribution. What strategies should he adopt to turn around his company's performance, strengthen its presence in Cambodia, and remain on course to achieve the company's target for 2020? Sandeep Puri is affiliated with Asian Institute of Management. Rakesh Singh is affiliated with Bennett University. Raj Agnihotri is affiliated with Iowa State University. Bindu Gupta is affiliated with Institute of Management Technology, Ghaziabad.

【書誌情報】

ページ数：10ページ

サイズ：A4

商品番号：HBSP-W20575

発行日：2020/7/8

登録日：2020/12/14