Footprints in the 12-year career, pharmaceutical dealer, Bob Marsh, from recruitment to dismissal. Marsh has been uneven career with Cabot pharmaceuticals and eventually asked to resign. After its completion, a number of former customers complain vigorously Marsh, and Vice President of Sales Cabot asked to investigate the matter and decide what, if anything, to do about it. Case questions arise in the process of agreeing on a strategy and sales systems, performance evaluation criteria and the processes of performance management in sales situations. "Hide
by Frank V. Cespedes, John T. Gourville Source: Harvard Business School 9 pages. Publication Date: August 12, 2009. Prod. #: 510030-PDF-ENG
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