Global Network for Advanced Management

School Name: IE Business School
Topics: Sales Force, Pharma, Pharmaceutical, Promotional Activities, Marketing Plan, Commercial Plan, Launch, Launching, Novartis, Exforge, Diovan, Rasilez, Lescol, Galvus, Eucreas
Abstract: This interactive case study has been developed for students to apply their knowledge about how to develop a sales strategy and a commercial plan. It takes a practical approach and includes two interactive exercises that simulate the strategy set by students based on Novartis Spain challenges in 2008.

The first exercise is the Launch of Exforge in Spain, and the second one is the Launch of Rasilez, Galvus & Eucreas in Spain. In both exercises, students have to plan the commercial and promotional strategy for these new products, as well as for those already existing already in the market. In the end numerical and graphical results are obtained showing the sales obtained, the profitability of the strategy, share of voice per product among others.
Length: N/A
Case Number: MK1-138-M / MK1-138-I-M
Teaching Note Availability: No