Publications
Publications
- November 1994 (Revised May 1998)
- HBS Case Collection
Strategic Sales Management: A Boardroom Issue
By: Benson P. Shapiro, Stephen X. Doyle and Adrian J. Slywotsky
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
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.)
