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Research Summary
Research Summary
  • Research Summary

Strategy Implementation: Role and Management of the Sales Force

By: Frank V. Cespedes
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    Description

    My research concerns the role and management of the sales force as agents of a firm's business strategy and not only as individual or team contributors to profitable growth. This work takes the form of course development, teaching and workshops in HBS executive programs, and research publications.

    Frank V. Cespedes

    Entrepreneurial Management
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