Cooper Pharmaceuticals, Inc

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Case

Reference no. 9-590-111

Subject category: Marketing

Authors: Frank V Cespedes (Harvard Business School)

Published by: Harvard Business Publishing

Originally published in: 1990

Version: 5 October 1993

Length: 10 pages

Data source: Field research

Topics: Sales; Marketing organization; Marketing management; Target markets; Marketing implementation

Share a link: https://casecent.re/p/46924

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Abstract

Traces the 12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Mr. Marsh has had an uneven career with Cooper Pharmaceuticals, Inc. (CPI) and, after a probationary period, is asked to resign. Following his termination, a number of Marsh's former customers complain vigorously, and CPI's vice president of sales is asked to investigate the matter and to decide what, if anything, to do about it. A rewritten version of an earlier case by DA Newton.

Location:

United States

Industry:

Pharmaceuticals

Size:

USD1 billion assets

Other setting(s):

1978-1990