Publications
Publications
- August 2018
- HBS Case Collection
Performance Improvement Consulting and Hi-R-Me: Making Sales Calls
By: Frank V. Cespedes and David Mattson
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
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.