October 1988 (Revised November 2006)
Background Note
HBS Case Collection

Aspects of Sales Management: An Introduction

Format:Print
| Pages:16

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.)