Discusses some common issues that affect sales management requirements in most companies: 1) the nature of the seller’s “boundary role” in the organization, and 2) the meaning and limits of the remuneration policy as a key means of affecting the Seller, the effective performance this role. Also provides concepts and perspectives in the analysis of sales situations occur in case studies and in the labor market.

Discusses some common issues that affect sales management requirements in most companies: 1) the nature of the seller’s “boundary role” in the organization, and 2) the meaning and limits of the remuneration policy as a key means of affecting the Seller, the effective performance this role. Also provides concepts and perspectives in the analysis of sales situations occur in case studies and in the labor market.
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Frank V. Cespedes
16 pages.
Publication Date: Oct 21, 1988. Prod #: 589061-PDF-ENG
Aspects of Sales Management: An Introduction HBR case solution