Subject category:
Marketing
Published by:
Harvard Business Publishing
Version: 16 November 2006
Length: 16 pages
Data source: Published sources
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Abstract
Discusses certain general issues that affect sales-management requirements in most companies: (1) the nature of the salesperson's 'boundary role' in the organization, and (2) the relevance and limits of compensation policies as a key means of affecting the salesperson's effective performance of that role. Also presents concepts and perspectives useful in analyzing sales situations encountered in case studies and on the job.
About
Abstract
Discusses certain general issues that affect sales-management requirements in most companies: (1) the nature of the salesperson's 'boundary role' in the organization, and (2) the relevance and limits of compensation policies as a key means of affecting the salesperson's effective performance of that role. Also presents concepts and perspectives useful in analyzing sales situations encountered in case studies and on the job.