| HBS Case Collection
(Revised from original 2009 version)
Cooper Pharmaceuticals, Inc.
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;
Cespedes, Frank V. "Cooper Pharmaceuticals, Inc." Harvard Business School Case 590-111, October 1993. (Revised from original May 1990 version.)