Frank V. Cespedes
Harvard Business School (594057-PDF-ENG)
October 27, 1993
Refers to the development, introduction and sales performance in the first year of Vision, a telecommunications service for small and medium-sized businesses. Launched in 1990, Vision exceeded targets for that year, but fell far short of targets in the first quarter of 1991. A division vice president should analyze the situation and recommend appropriate action.
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