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KHL: Consulting for Managing Sales Force Attrition (B)

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Title: KHL: Consulting for Managing Sales Force Attrition (B)

Authors: Unnikrishnan K Nair, Keyoor Purani

Journal: Asian Journal of Management Cases

HEC Recognition History
Category From To
Y 2024-10-01 2025-12-31
Y 2021-07-01 2022-06-30

Publisher: Lahore University of Management Sciences (LUMS), Lahore

Country: Pakistan

Year: 2018

Volume: 15

Issue: 2_suppl

Language: English

DOI: 10.1177/0972820118806434

Keywords: null

Categories
Human Resource Management (1404) Organizational Studies (668) Business Administration (6825) Sales Management (28) Consulting (5)

Abstract

Kalpak Healthcare Limited (KHL), a large pharmaceutical company in the southern part of India, was facing severe sales force turnover in its Life Branded Medications SBU, popularly called the Branded SBU (B-SBU). It became an issue of highest concern to ...

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