This case series focuses on marketing and sales on the vision, the new product is designed for small business telecommunications market. Vision is a significant opportunity, and the different requirements of the field of marketing, MCI. This case was the effort to improve the sales division of a vision in 1991. Options are considered in the range of the revised pricing policy for new customers and sales promotions. Illustrates the questions regarding the nature of competition between the product at the point of sale of time and attention, and coordination issues that arise between corporate and field marketing. In general, the cases are a good way to discuss 1) product-sales-service relationships in a rapidly changing business and in company with a few formal barriers between functions, and 2) issues related to the introduction of new products and new sales strategies, where development in the field is a key challenge. "Hide
by Frank V. Cespedes, Laura Goode Source: Harvard Business School 24 pages. Publication Date: February 10, 1992. Prod. #: 592083-PDF-ENG
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