Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • November 1994 (Revised May 1998)
  • Background Note
  • HBS Case Collection

Strategic Sales Management: A Boardroom Issue

By: Benson P. Shapiro, Stephen X. Doyle and Adrian J. Slywotsky
  • Format:Print
  • | Pages:23
ShareBar

Abstract

Explains why sales management has become an increasingly important and complex topic for top managers. Demonstrates the financial impact of a superior salesforce and then describes a way to gain superiority. The focus is on a salesforce that is responsive to customer needs and competing imperatives. Organization and management receive careful attention.

Keywords

Salesforce Management; Strategy

Citation

Shapiro, Benson P., Stephen X. Doyle, and Adrian J. Slywotsky. "Strategic Sales Management: A Boardroom Issue." Harvard Business School Background Note 595-018, November 1994. (Revised May 1998.)
  • Educators
  • Purchase

About The Author

Benson P. Shapiro

→More Publications

More from the Authors

    • June 2018
    • Faculty Research

    Macy's: Evolution in the Sunshine State

    By: Boris Groysberg, Das Narayandas, Benson P. Shapiro and Olivia Hull
    • February 2018
    • Faculty Research

    Wiikano Orchards, Spreadsheet for Instructors (Brief Case)

    By: Benson P. Shapiro and Katherine B. Hartman
    • February 2018
    • Faculty Research

    Wiikano Orchards, Spreadsheet for Students (Brief Case)

    By: Benson P. Shapiro and Katherine B. Hartman
More from the Authors
  • Macy's: Evolution in the Sunshine State By: Boris Groysberg, Das Narayandas, Benson P. Shapiro and Olivia Hull
  • Wiikano Orchards, Spreadsheet for Instructors (Brief Case) By: Benson P. Shapiro and Katherine B. Hartman
  • Wiikano Orchards, Spreadsheet for Students (Brief Case) By: Benson P. Shapiro and Katherine B. Hartman
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College