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  • October 1989 (Revised November 2006)
  • Background Note
  • HBS Case Collection

Managing Selling and the Salesperson

By: Frank V. Cespedes
  • Format:Print
  • | Pages:5 
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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

Citation

Cespedes, Frank V. "Managing Selling and the Salesperson." Harvard Business School Background Note 590-043, October 1989. (Revised November 2006.)
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About The Author

Frank V. Cespedes

Entrepreneurial Management
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More from the Author

    • Top Sales Magazine

    Get Ready to Sell

    By: Frank V. Cespedes and Bud Hyler
    • July 2020
    • Faculty Research

    Shindigz

    By: Frank Cespedes
    • July 2020
    • Top Sales Magazine

    Reframing Value in a Crisis

    By: Frank V. Cespedes and David Hoffeld
More from the Author
  • Get Ready to Sell By: Frank V. Cespedes and Bud Hyler
  • Shindigz By: Frank Cespedes
  • Reframing Value in a Crisis By: Frank V. Cespedes and David Hoffeld
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