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  • August 2018
  • Case
  • HBS Case Collection

Performance Improvement Consulting and Hi-R-Me: Making Sales Calls

By: Frank V. Cespedes and David Mattson
  • Format:Print
  • | Language:English
  • | Pages:6
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Abstract

This case study focuses on a professional services firm (“Performance Improvement Consulting”) and its sales calls on Hi-R-Me, a potential client. The case is supplemented by videos showing the initial contact call, a follow-up discovery call, and a face-to-face meeting. Then, students view alternative ways of making each call. The materials are intended to build skills and awareness relevant to personal selling and, in particular, to the role and importance of “up-front contracts” in structuring productive sales calls.

Keywords

Sales Calls; Sales; Competency and Skills

Citation

Cespedes, Frank V., and David Mattson. "Performance Improvement Consulting and Hi-R-Me: Making Sales Calls." Harvard Business School Case 819-043, August 2018.
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About The Author

Frank V. Cespedes

Entrepreneurial Management
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Related Work

    • March 2021
    • Faculty Research

    Performance Improvement Consulting and Hi-R-Me: Making Sales Calls

    By: Frank V. Cespedes
Related Work
  • Performance Improvement Consulting and Hi-R-Me: Making Sales Calls By: Frank V. Cespedes
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