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

Managing Selling and the Salesperson

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

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.)
  • Educators
  • Purchase

About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • February 15, 2022
    • Harvard Business Review Digital Articles

    How Managers Can Build a Culture of Experimentation

    By: Frank V. Cespedes and Neil Hoyne
    • December 16, 2021
    • Harvard Business Review Digital Articles

    Avoid a One-Size-Fits-All Approach to Sales Coaching

    By: Frank V. Cespedes
    • August 2021
    • Top Sales Magazine

    Improving Sales Hiring

    By: Frank V. Cespedes
More from the Author
  • How Managers Can Build a Culture of Experimentation By: Frank V. Cespedes and Neil Hoyne
  • Avoid a One-Size-Fits-All Approach to Sales Coaching By: Frank V. Cespedes
  • Improving Sales Hiring By: Frank V. Cespedes
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
  • Digital Accessibility
Copyright © President & Fellows of Harvard College