Background Note | HBS Case Collection | January 1992

Managing Sales Interfaces: An Introduction

by Frank V. Cespedes

Abstract

Concerns issues involved in coordinating sales efforts with product management and customer service activities. First, discusses environmental factors that increase integration requirements among these groups, and why these factors make the field sales force a crucial crossroad in organizing and implementing marketing efforts. Second, outlines some common roles, responsibilities, and interdependencies among product, sales, and service groups in the marketing organization.

Keywords: Product Marketing; Social Marketing; Multi-Sided Platforms; Groups and Teams; Salesforce Management;

Citation:

Cespedes, Frank V. "Managing Sales Interfaces: An Introduction." Harvard Business School Background Note 592-068, January 1992.