Background Note | HBS Case Collection | October 1989 (Revised November 2006)

Managing Selling and the Salesperson

by Frank V. Cespedes


Written for a module in the Marketing Implementation course (a second-year elective in the MBA program). Provides a brief introduction to common issues involved in recruiting, training, compensating, and evaluating field salespeople. Also offers questions to consider concerning these topics in case analysis.

Keywords: Salesforce Management;


Cespedes, Frank V. "Managing Selling and the Salesperson." Harvard Business School Background Note 590-043, October 1989. (Revised November 2006.)