Case | HBS Case Collection | May 1990 (Revised October 1993)

Cooper Pharmaceuticals, Inc.

by Frank V. Cespedes


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;


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