Case | HBS Case Collection | 1993 (Revised from original 2009 version)

Cooper Pharmaceuticals, Inc.

by Frank V. Cespedes

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 D.A. Newton.

Keywords: Decision Making; Resignation and Termination; Personal Development and Career; Problems and Challenges; Core Relationships;

Citation:

Cespedes, Frank V. "Cooper Pharmaceuticals, Inc." Harvard Business School Case 590-111, October 1993. (Revised from original May 1990 version.)