Followed the 12-year career of a pharmaceutical salesman, Bob Marsh, from recruitment to termination. Marsh has an uneven career with Cabot Pharmaceuticals and was finally asked to resign. After his dismissal sue a number of former customers Marsh energetic and Cabot vice president of sales is asked to investigate the matter and to decide what, if any, is to be done. The case raises questions of strategy alignment and distribution systems, performance evaluation criteria, and … Read more »

Followed the 12-year career of a pharmaceutical salesman, Bob Marsh, from recruitment to termination. Marsh has an uneven career with Cabot Pharmaceuticals and was finally asked to resign. After his dismissal sue a number of former customers Marsh energetic and Cabot vice president of sales is asked to investigate the matter and to decide what, if any, is to be done. The case raises questions of strategy alignment and distribution systems, performance evaluation criteria, and ongoing performance management processes in the area of ​​sales situations.
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from
Frank V. Cespedes,
John T. Gourville
Source: Harvard Business School
9 sides.
Release Date: 12 August 2009. Prod #: 510030-PDF-ENG
Cabot Pharmaceuticals, Inc. HBR case solution

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