Norm Halleman, Former VP Sales
- Date:
- 18 May 2001
- Reference:
- WF/M/AV/O/02/30
- Part of:
- Wellcome Foundation Ltd
- Archives and manuscripts
About this work
Description
Halleman began as sales representative in Iowa in 1961, and after various moves served under Charles Singler, VP of Sales before taking the position himself. After the merger with Glaxo he remainded for a year as VP of Business Integration. The interview focuses on sales procedure and focus.
Topics discussed include:
* sales representatives: working in a new territory
* sales and marketing function after Peter Howsan's reforms
* focus and procedure of sales function
* co-marketing arrangements with other companies [essentially sharing sales representatives]
* organisation of sales and marketing function
* management styles of Bill Creasy and Fred Coe
* rivalry with Roche
* Wellbutrin
* Wellcortin
* product launches/selling procedure
* Zovirax
* Retrovir [AZT], pricing and selling
* strategy behind marketing Sudafed
* other the counter products
* Lanoxin
* relationship with UK company
* Glaxo merger
Publication/Creation
18 May 2001
Physical description
2 audio tapes and transcript Tape 30B
Where to find it
Location Status Access Closed storesWF/M/AV/O/02/30:Box 3