MCI Communications Corp.: National Accounts Program (Condensed) Harvard Case Solution & Analysis

As for the early stages of major account program in MCI, telecom firms seeking to enter the market of corporate accounts. Among the questions are: 1) coordination of field sales efforts with national efforts through the sale and 2) sales strategies for large customers, and 3) the basic sales management solutions: select the account team, the demarcation of responsibilities expense, compensation plans, and training issues. "Hide
by Frank V. Cespedes Source: Harvard Business School 18 pages. Publication Date: October 16, 1992. Prod. #: 593044-PDF-ENG

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