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Reference no. 9-589-061
Subject category: Marketing
Authors: Frank V Cespedes
Published by: Harvard Business Publishing
Originally published in: 1988
Version: 16 November 2006
Length: 16 pages
Data source: Published sources

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.

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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.

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