Cabot Pharmaceuticals, Inc.

Case Solution

Frank V. Cespedes, John T. Gourville
Harvard Business School ()

Follow the 12-year career of pharmaceutical salesman Bob Marsh from his hire to his resignation. Marsh has had an uneven career at Cabot Pharmaceuticals and is eventually being asked to resign. After his resignation, some of Marsh’s former customers have complained energetically, and Cabot’s VP of Sales is being asked to do his research and decide what, if anything, to do. The case raises questions about the coordination of sales strategy and systems, performance evaluation criteria, and ongoing performance management processes in field service situations.

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