Case | HBS Case Collection | August 1996 (Revised October 1996)

Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson

by Benson P. Shapiro

Abstract

Goes to the heart of the sales strategy issues by asking discussion participants to: 1) develop a salesperson recruiting process, 2) choose among four resumes, and 3) develop a sales compensation approach.

Keywords: Compensation and Benefits; Recruitment; Salesforce Management; Strategy;

Citation:

Shapiro, Benson P. "Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson." Harvard Business School Case 597-023, August 1996. (Revised October 1996.)