Publications
Publications
Show Results For
- All HBS Web
(392)
- Faculty Publications (300)
- April 1993
- Teaching Note
Becton Dickinson Division: Marketing Organization TN
Teaching Note for (9-593-070). View Details
- March 1993
- Teaching Note
Managing Sales Interfaces: Course Module, Instructor's Overview
- February 1993 (Revised September 1994)
- Case
Hewlett-Packard Imaging Systems Division: Sonos 100 C/F Introduction
By: Frank V. Cespedes and Marie Bell
The marketing manager for the Imaging Systems business unit (ISY) at Hewlett-Packard Medical Products Group is considering channel strategy and channel management issues raised by the upcoming introduction of a new cardiac imaging product. Product marketing's plans... View Details
- December 1992 (Revised November 1994)
- Case
Becton Dickinson Division: Marketing Organization
The marketing director for the largest division of a health care products company is reviewing the structure and staffing of the division's marketing organization. The division has authorization to hire an additional marketing manager. Hence, the immediate case... View Details
- December 1992 (Revised November 1993)
- Teaching Note
MCI Vision (A) or (A) (Condensed), (B),(C) TN
Teaching Note for (9-592-083), (9-594-057), (9-592-084), and (9-592-085). View Details
Keywords: Telecommunications Industry
- November 1992 (Revised November 1992)
- Teaching Note
IBM: Assistant General Manager of Marketing TN
- November 1992 (Revised June 1994)
- Case
Packaged Products Company: Handy-Pak Introduction
By: Frank V. Cespedes and Laura Goode
The product manager and the market research director for a new line of snacking nuts are reviewing options concerning the upcoming roll-out of the product. These options include changes in pricing, promotional plans, and salesforce incentives intended to build support... View Details
- November 1992 (Revised May 1993)
- Case
American Mobile Satellite Corporation
By: Frank V. Cespedes and Laura Goode
American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details
- October 1992
- Background Note
Managing Sales Interfaces: Developments in Practice
Keywords: Salesforce Management
- October 1992 (Revised October 1993)
- Case
MCI Communications Corporation: National Accounts Program (Condensed)
Concerns the early stages of a major-account program at MCI, a telecommunications firm seeking to penetrate the corporate-account market. Among the issues are: 1) coordination of field sales efforts with national account selling efforts; 2) sales strategy for major... View Details
- September 1992 (Revised July 1994)
- Case
MEM Company, Inc.: English Leather
By: Frank V. Cespedes and Laura Goode
In 1992, the president of MEM (a producer of personal care products, including men's fragrances) considered a redeployment of field sales efforts and changes in sales compensation policies. Any changes, moreover, must consider the context of strategic decisions... View Details
- July 1992
- Background Note
Managing Sales Interfaces: Organizational Factors
Keywords: Salesforce Management
- 1992
- Chapter
Ethical Issues in Distribution
- February 1992 (Revised December 1992)
- Case
MCI Vision (A)
This case series focuses on divisional marketing and sales efforts concerning Vision, a new telecommunication product intended for the small business marketplace. Vision represents both a significant opportunity, and different field marketing requirements, for MCI.... View Details
- February 1992 (Revised December 1992)
- Supplement
MCI Vision (B)
Supplements the (A) case. Designed as an in-class handout. View Details
Keywords: Telecommunications Industry
- February 1992
- Supplement
MCI Vision (C)
Supplements the (A) case. Designed as an in-class handout. View Details
- 1991
- Chapter
Aspects of Sales Management: Key Themes
- January 1992 (Revised June 1994)
- Case