Publications
Publications
  • March 1998 (Revised June 1999)
  • Case
  • HBS Case Collection

DigitalThink: Building a Sales Force

By: Michael J. Roberts, Joseph B. Lassiter III and Christina L. Darwall
  • Format:Print
  • | Pages:32
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Abstract

A broad set of issues faces a young company in the Internet-based training business as it begins to sell its product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of regional management.

Keywords

Internet and the Web; Salesforce Management; Business Startups; Service Industry

Citation

Roberts, Michael J., Joseph B. Lassiter III, and Christina L. Darwall. "DigitalThink: Building a Sales Force." Harvard Business School Case 898-193, March 1998. (Revised June 1999.)

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