Your Star Salesperson Lied. Should He Get a Second Chance? (Commentary for HBR Case Study)

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Your Star Salesperson Lied. Should He Get a Second Chance? (Commentary for HBR Case Study)

Publication Date:
September 01, 2019

The CEO of a fictional pharmaceutical marketing company in India has positioned the company as the ethical alternative to its competitors, going as far as to change the company’s tagline from “Health for everyone” to “Health with integrity.” So when he learns that the firm’s star salesperson fudged the numbers on a recent report, the CEO has to decide whether or not to sack him. Is firing the salesperson the right thing to do or should he be given a second chance? This fictional case study by Sandeep Puri features commentary by Faiza Hughell & Mohammed Isaquddin Kureshi.

For teaching purposes, this is the commentary-only version of the HBR case study. The case-only version is reprint R1905X. The complete case study and commentary is reprint R1905M.

Copyright © 2020 Harvard Business School Publishing. All rights reserved. Harvard Business Publishing is an affiliate of Harvard Business School.

Your Star Salesperson Lied. Should He Get a Second Chance? (Commentary for HBR Case Study)

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