Cabot Pharmaceuticals, Inc.

Posted: 10 Sep 2009

See all articles by Frank Cespedes

Frank Cespedes

affiliation not provided to SSRN

John T. Gourville

Harvard Business School

Date Written: August 12, 2009


Traces the 12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Marsh has had an uneven career with Cabot Pharmaceuticals and eventually is asked to resign. Following his termination, a number of Marsh's former customers complain vigorously, and Cabot's vice president of sales is asked to investigate the matter and to decide what, if anything, to do about it.

Suggested Citation

Cespedes, Frank and Gourville, John T., Cabot Pharmaceuticals, Inc. (August 12, 2009). HBS Case No. 510-030; Harvard Business School Entrepreneurial Management Unit; Harvard Business School Marketing Unit . Available at SSRN:

Frank Cespedes (Contact Author)

affiliation not provided to SSRN ( email )

John T. Gourville

Harvard Business School ( email )

Soldiers Field
Boston, MA 02163
United States
617-495-6133 (Phone)
617-496-5637 (Fax)

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