Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • October 1988 (Revised November 2006)
  • Background Note
  • HBS Case Collection

Aspects of Sales Management: An Introduction

By: Frank V. Cespedes
  • Format:Print
  • | Pages:16
ShareBar

Abstract

Discusses certain general issues that affect sales-management requirements in most companies: 1) the nature of the salesperson's "boundary role" in the organization, and 2) the relevance and limits of compensation policies as a key means of affecting the salesperson's effective performance of that role. Also presents concepts and perspectives useful in analyzing sales situations encountered in case studies and on the job.

Keywords

Salesforce Management

Citation

Cespedes, Frank V. "Aspects of Sales Management: An Introduction." Harvard Business School Background Note 589-061, October 1988. (Revised November 2006.)
  • Educators
  • Purchase

About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • January 2023 (Revised January 2023)
    • Faculty Research

    Belden and Digital Transformation: From Product Sales to Solutions Sales

    By: Frank V. Cespedes and Amy Klopfenstein
    • November 15, 2022
    • Harvard Business Review (website)

    Using Simulations to Upskill Employees

    By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
    • October 2022 (Revised December 2022)
    • Faculty Research

    Aphro Beverages

    By: Frank V. Cespedes and Amram Migdal
More from the Author
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes and Amy Klopfenstein
  • Using Simulations to Upskill Employees By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
  • Aphro Beverages By: Frank V. Cespedes and Amram Migdal
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College