The Sales Role Multinationals Need in Emerging Markets
Harvard Business Review
OCTOBER 31, 2016
Finance? For many executives battling through economic headwinds in emerging markets, the answer tends to be wherever they think someone will provide the strongest boost to top-line growth, which usually means hiring an additional sales or marketing manager to support the commercial front lines. First, managing distributors is an inherently tricky business, with much of a distributor’s behavior often outside the control of the manager responsible for that relationship.