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Case
| HBS Case Collection
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1993
(Revised from original 2009 version)
Cooper Pharmaceuticals, Inc.
by
Frank V. Cespedes
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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 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.)