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  • October 1992 (Revised October 1993)
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  • HBS Case Collection

MCI Communications Corporation: National Accounts Program (Condensed)

By: Frank V. Cespedes
  • Format:Print
  • | Pages:18 
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Abstract

Concerns the early stages of a major-account program at MCI, a telecommunications firm seeking to penetrate the corporate-account market. Among the issues are: 1) coordination of field sales efforts with national account selling efforts; 2) sales strategy for major accounts; and 3) core sales-management decisions: the selection of account teams, demarcation of account responsibilities, compensation plans, and training issues.

Keywords

Accounting; Decision Choices And Conditions; Training; Compensation And Benefits; Management Practices And Processes; Marketing Strategy; Groups And Teams; Sales

Citation

Cespedes, Frank V. "MCI Communications Corporation: National Accounts Program (Condensed)." Harvard Business School Case 593-044, October 1992. (Revised October 1993.)

About The Author

Frank V. Cespedes

Entrepreneurial Management
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