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Case
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Reference no. 9-590-111
Subject category: Marketing
Authors: Frank V Cespedes
Published by: Harvard Business Publishing
Originally published in: 1990
Version: 5 October 1993
Length: 10 pages
Data source: Field research

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:
Industry:
Size:
USD1 billion assets
Other setting(s):
1978-1990

About

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.

Settings

Location:
Industry:
Size:
USD1 billion assets
Other setting(s):
1978-1990

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