Background Note | HBS Case Collection | October 1988 (Revised November 2006)

Aspects of Sales Management: An Introduction

by Frank V. Cespedes


Discusses certain general issues that affect sales-management requirements in most companies: 1) the nature of the salesperson's "boundary role" in the organization, and 2) the relevance and limits of compensation policies as a key means of affecting the salesperson's effective performance of that role. Also presents concepts and perspectives useful in analyzing sales situations encountered in case studies and on the job.

Keywords: Salesforce Management;


Cespedes, Frank V. "Aspects of Sales Management: An Introduction." Harvard Business School Background Note 589-061, October 1988. (Revised November 2006.)