Date of Award


Document Type

Applied Management Decision Report (AMDR)

Degree Name

Master Of Business Administration

Colleges & School

Cardinal Stritch College

Degree Granted By

Cardinal Stritch College

First Advisor

Steven K. Johnson

Library of Congress Subject Heading

Sales management--Automation; Pharmaceutical industry


The purpose of this paper was to evaluate the feasibility of undertaking an upgrade and expansion of the Anaquest Professional Services Program. This study has been designated the 1991 Sales Force Automation (SFA) Project. The Anaquest Sales Representative has been using a laptop computer as a selling aid to help promote the effectiveness of Anaquest's anesthetic products since 1985. Considering the 69% failure rate of the current computers, and the technology changes over the past six years, now may be the most opportune time to upgrade the field computers.


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