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Background Note
| HBS Case Collection
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2006
(Revised from original version)
Managing Selling and the Salesperson
by
Frank V. Cespedes
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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;