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Reference no. 9-595-018
Subject category: Marketing
Authors: Stephen X Doyle (Harvard Business School); Benson P Shapiro (Harvard Business School); Adrian J Slywotzky (Massachusetts Institute of Technology)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 6 May 1998
Length: 23 pages
Topics: Marketing implementation; Organizational design; Sales management; Sales organization; Sales strategy
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Abstract

Explains why sales management has become an increasingly important and complex topic for top managers. Demonstrates the financial impact of a superior salesforce and then describes a way to gain superiority. The focus is on a salesforce that is responsive to customer needs and competing imperatives. Organization and management receive careful attention.; Designed to help executives and MBAs understand the importance of a strategic sales management perspective and how to achieve superior salesforce performance.
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Reference no. 9-506-S21
Spanish language
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Adrian J Slywotzky (Harvard Business School); Stephen X Doyle (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2006
Version: 6 May 1998
Length: 25 pages
Data source: Generalised experience
Topics: Organizational design; Sales; Sales organization; Sales strategy; Marketing implementation
View full details

About

Abstract

Explains why sales management has become an increasingly important and complex topic for top managers. Demonstrates the financial impact of a superior salesforce and then describes a way to gain superiority. The focus is on a salesforce that is responsive to customer needs and competing imperatives. Organization and management receive careful attention.; Designed to help executives and MBAs understand the importance of a strategic sales management perspective and how to achieve superior salesforce performance.

Related

Note
-
Reference no. 9-506-S21
Spanish language
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Adrian J Slywotzky (Harvard Business School); Stephen X Doyle (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2006
Version: 6 May 1998
Length: 25 pages
Data source: Generalised experience
Topics: Organizational design; Sales; Sales organization; Sales strategy; Marketing implementation
View full details