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Managing Sales Interfaces: An Introduction

By: Frank V. Cespedes
  • Format:Print
  • | Pages:21
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Abstract

Concerns issues involved in coordinating sales efforts with product management and customer service activities. First, discusses environmental factors that increase integration requirements among these groups, and why these factors make the field sales force a crucial crossroad in organizing and implementing marketing efforts. Second, outlines some common roles, responsibilities, and interdependencies among product, sales, and service groups in the marketing organization.

Keywords

Product Marketing; Social Marketing; Multi-Sided Platforms; Groups and Teams; Salesforce Management

Citation

Cespedes, Frank V. "Managing Sales Interfaces: An Introduction." Harvard Business School Background Note 592-068, January 1992.

About The Author

Frank V. Cespedes

Entrepreneurial Management
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