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Promontory, Inc. (Brief Case)

By: Frank V. Cespedes and Amy Handlin
  • Format:Print
  • | Language:English
  • | Pages:12
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Abstract

Teaching Note for HBS No. 917-535. The Promontory teaching note covers a) how and why buying processes in Promontory’s market generate the array of selling approaches illustrated in the case; b) the impact of incremental sales increases on the firm’s cost structure and profit potential; c) options available to the case protagonist, including changes in recruitment criteria, deployment of sales resources, training and supervision, and use of alternative marketing vehicles.

Keywords

Sales; Salesforce Management; Marketing Strategy

Citation

Cespedes, Frank V., and Amy Handlin. "Promontory, Inc. (Brief Case)." Harvard Business School Teaching Note 917-536, May 2017.

About The Author

Frank V. Cespedes

Entrepreneurial Management
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