Memorandum

-->

TO:              Clinical Sales Specialist Team at Genentech

FROM:         Jessica Abbey, Sales Specialist Manager at Genentech

DATE:          October 26, 2012

SUBJECT:    Commercial YTD Sales Progress

The technique I used in the email was a deductive approach.  Since the email was a positive message regarding sales performance, it was best to give the news first then the details.  After telling the team about the 3^rd quarter sales has increased, the details come next.  The rest of the email explained other drugs that were approved and the specific sales percentage of each drug.  At the end of the email I gave the team a heads up on what everyone could look forward to and the goals for the next quarter. 

The communication channel used was a one way, not face to face, an email.  I believe this was the most effective way to portray the news because no response was really needed.  My sales team could email me back with ideas, comments, or questions if needed.

The outcomes of this communication method were very successful.  This was very effective because the first paragraph in the email I was talking about the main points and the good news.  I congratulated my employees on the increase of sales over the 3^rd quarter then followed that by the sales of each specific drug.  The sales team liked that I was sending them updates about the sales performance and motivation for next quarter.  At the end of the email I said that if anyone has any further questions, comments, or ideas please feel free to email me.  This made my team feel comfortable with asking questions about what was said. Overall the communication was very effective.

Abbey, Becky. Clinical Specialist. San Francisco, California. Personal Interview. 24 October 2012