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Other Teaching and Training Material 2014 Marketing Reading: Sales Force Design and Management |
This Core Curriculum Reading introduces students to (1) the importance of sales force design in implementing organizational strategy, and (2) the role of sales force management in linking structures and processes to behaviors. The material combines theoretical perspectives with real-world examples, drawn from the business-to-business (B2B), business-to-consumer (B2C) and nonprofit sectors, to illustrate the range of challenges and opportunities in this field.
The Reading includes an interactive illustration enabling students to test varying levels and combinations of fixed and variable compensation components. Three videos address the topics of (1) aligning strategy and sales, (2) engaging employees, and (3) using customer-feedback metrics in evaluation systems.
Keywords: Sales budget; Sales compensation; Sales cycle; sales force management; Sales forces; sales management; Sales operations; Sales organization; Sales planning; Sales strategy;
Chung, Doug J., and Das Narayandas. "Marketing Reading: Sales Force Design and Management." Core Curriculum Readings Series. Boston: Harvard Business Publishing 8213, 2014.
