Teaching Note | HBS Case Collection | June 2018

Meridian Systems (Brief Case)

by Frank V. Cespedes and Michael J. Roberts

Abstract

Teaching Note for HBS No. 918-533. The key issues discussed in the Meridian teaching note concern sales force deployment: decisions about how to focus sales efforts with respect to territories, customers, and products. The teaching note explains the strengths and limitations of each deployment option. As the case highlights, moreover, deployment decisions require analysis of what makes for effective selling and what is required for profitable selling. Product pricing, target market selection, and sales compensation structure affect the choice and execution of deployment options, and the teaching note explains their interconnection in the Meridian case.

Keywords: Business Startups; Sales; Strategy; Salesforce Management; Organizational Structure; Technological Innovation; Marketing Strategy;

Language: English Format: Print 14 pages Purchase

Citation:

Cespedes, Frank V., and Michael J. Roberts. "Meridian Systems (Brief Case)." Harvard Business School Teaching Note 918-534, June 2018.

About the Author

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Frank V. Cespedes
MBA Class of 1973 Senior Lecturer of Business Administration
Entrepreneurial Management

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