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Managing Selling and the Salesperson

By: Frank V. Cespedes
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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.)

About The Author

Frank V. Cespedes

Entrepreneurial Management
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