Discusses some of the common issues that affect sales, requirements management in most companies: 1) the nature of the seller "boundary role" in the organization, and 2) the relevance and extent of the compensation policy as a key tool in influencing effective work of sales manager in this role. also presents concepts and perspectives useful for the analysis of sales situations encountered in the case studies and work. "Hide
by Frank V. Cespedes 16 pages. Publication Date: October 21, 1988. Prod. #: 589061-PDF-ENG
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