Publications
Publications
- January 1992
- HBS Case Collection
Managing Sales Interfaces: An Introduction
By: Frank V. Cespedes
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
Citation
Cespedes, Frank V. "Managing Sales Interfaces: An Introduction." Harvard Business School Background Note 592-068, January 1992.