Publications
Publications
- August 1996 (Revised October 1996)
- HBS Case Collection
Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson
Abstract
Goes to the heart of the sales strategy issues by asking discussion participants to: 1) develop a salesperson recruiting process, 2) choose among four resumes, and 3) develop a sales compensation approach.
Keywords
Citation
Shapiro, Benson P. "Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson." Harvard Business School Case 597-023, August 1996. (Revised October 1996.)