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