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Strategic Sales Management: A Boardroom Issue

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

About The Author

Benson P. Shapiro

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