Publications
Publications
  • August 1996 (Revised October 1996)
  • Case
  • HBS Case Collection

Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson

By: Benson P. Shapiro
  • Format:Print
  • | Pages:13
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Abstract

Goes to the heart of the sales strategy issues by asking discussion participants to: 1) develop a salesperson recruiting process, 2) choose among four resumes, and 3) develop a sales compensation approach.

Keywords

Compensation and Benefits; Recruitment; Salesforce Management; Strategy

Citation

Shapiro, Benson P. "Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson." Harvard Business School Case 597-023, August 1996. (Revised October 1996.)

About The Author

Benson P. Shapiro

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