Background Note | HBS Case Collection | 2006 (Revised from original version)

Managing Selling and the Salesperson

by Frank V. Cespedes

Abstract

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;

Citation:

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