Amanda Ferraro:
Getting That Promotion
Amanda Ferraro, whose goal is to get a promotion, assembled
this portfolio in order to win out over her competitors, who
have all been with the company longer than her.CAREER SITUATION
Amanda Ferraro, who has been a sales representative at Rx Pharma-
ceutical Company for the past three and a half years, is applying for a
promotion. Her present job involves calling on the physicians who are
in private practice and the community (nonteaching) hospitals in her
territory. She has done an excellent job of developing existing accounts
and opening new ones, and she feels she is ready to take on a bigger
challenge. The job she has in her sights is that of institutional manag-
er, which recently became available in her territory and would involve
handling the large teaching hospitals in her district, known as institu-
tional accounts.
Institutional managers at Rx Pharmaceutical are more than just
sales representatives. They are also goodwill ambassadors for the com-
pany who, among other things, sponsor, and often present, continuing
education programs for the medical personnel at these hospitals.
Amanda feels that her teaching experience as an adjunct professor in a
local M.B.A. program has prepared her to do an excellent job of devel-
oping workshops on the business of medicine for medical residents. In
fact, soon after learning that the institutional manager’s position was
becoming available in her district, Amanda interviewed the director for223
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