Pharmaceutical Marketing Questions (175 Words Marketing Plan

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More specifically, the new compensation scheme could still require a minimum number of sales to qualify for the base salary. In principle, the base salary would reduce discontentment among sales staff in connection with the complete dependence of their compensation on their sales success and reduce the perception that MedTech cares only about sales and not about its employees (Robbins & Judge, 2009).

However, the most important change that Harold should make is in connection with the reimbursement of sales personnel for their expenses incurred in promoting the product to prospective customers. In that regard, MedTech is actually in a fairly unique position because (based on the available information in the case) there are no contraindications associated with the product.

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Ordinarily, there are significant ethical issues associated with marketing pharmaceuticals to physicians (Halbert & Ingulli, 2008). Specifically, many medical products and pharmaceuticals can be used inappropriately (typically, in so-called "off-label" applications) and heavy marketing and incentivizing their use by physicians indiscriminately can increase the potential risks to patients (Halbert & Ingulli, 2008). Harold should at least establish an expense-reimbursement system that allows direct reimbursement for approved marketing expenses so that sales personnel can compete better for prospective business without having to incur un-reimbursed expenses to do so......

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