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  • January 1992
  • Background Note
  • HBS Case Collection

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.
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More from the Author

    • June 2025
    • Faculty Research

    TagHive: Edtech Pricing and Distributor Decisions

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    Getting Value from Digital Technologies

    By: Frank Cespedes and Georg Krentzel
    • March 27, 2025
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    How One Company Used AI to Broaden Its Customer Base

    By: Sunil Gupta and Frank V. Cespedes
More from the Author
  • TagHive: Edtech Pricing and Distributor Decisions By: Isamar Troncoso, Frank V. Cespedes and Stacy Straaberg
  • Getting Value from Digital Technologies By: Frank Cespedes and Georg Krentzel
  • How One Company Used AI to Broaden Its Customer Base By: Sunil Gupta and Frank V. Cespedes
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