Sales Force Management - Publications - Faculty & Research

November 1997 (Revised February 1998)
Case

WESCO Distribution, Inc.

In 1996, WESCO, a national distributor of electrical equipment and supplies, charted out a growth of 6 to 8 percent in sales, and 12 to 16 percent in profitability over the next five years. The centerpiece of this growth strategy is the National Accounts (NA) program... View Details

Keywords: Restructuring; Customer Satisfaction; Growth and Development; Growth and Development Strategy; Distribution; Sales; Balance and Stability; Distribution Industry; Electronics Industry

Citation

Educators

Purchase

29 Oct 2014
Research & Ideas

Inventing Products is Less Valuable Than Inventing Ideas

ideas." With a level in the middle, R&D teams will both forced to look at current ideas and able to take them in new directions. Finally, says Ahuja, it's essential to put a knowledge management... View Details

Keywords: by Michael Blanding; Technology

Web

Expansion of the Case Method | Baker Library

1955, and women were admitted to the HBS MBA program in 1963. Advanced Management Program Brochure, 1946. Executive Education Brochures and Promotional Materials. HBS Archives (E25B.4). The Harvard-Radcliffe Program in Business... View Details

01 Sep 2005
News

Perfection’s Price

emphasize a shopping experience that includes spacious aisles, comfortable seating throughout the store, sophisticated climate control because their customers “tend to get warmer faster,” larger dressing rooms and mirrors, and a sales... View Details

Keywords: Margie Kelley; Clothing and Clothing Accessories Stores; Retail Trade

01 Jun 1998
News

Mark Tatum

vice president of the university's Black Alumni Association. Working at Procter & Gamble after graduation, he was promoted four times in four years, eventually becoming an award-winning corporate account executive. As a regional sales... View Details

Keywords: Susan Young; photograph by Webb Chappell

23 Aug 2010
Research & Ideas

The Drive to Acquire’s Impact on Globalization

and switching to Chinese firms. Wal-Mart has even hired the owners or managers of its abandoned U.S. suppliers to teach their efficient methods to the Chinese. As a result, many Americans have lost their manufacturing jobs and often have... View Details

Keywords: by Paul R. Lawrence

14 Jul 2003
Research & Ideas

Keeping Your Balance With Customers

knowledgeable account managers who could work, in their words, "seamlessly," with the customer because they understood the customer's business. Their measure: the percentage of sales requiring such... View Details

Keywords: by Robert S. Kaplan & David P. Norton

01 Jun 2012
News

Alumni Book Briefs

Kubacki (MBA 2000) (Wiley) The authors explain how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from a comprehensive sales... View Details

Keywords: News, Library, Internet, and Other Services; Information; Clothing and Clothing Accessories Stores; Retail Trade

21 Oct 2014
First Look

First Look: October 21

analyzing the relevant processes. Part 2 discusses strategic choices, what research tells us about selling effectiveness, and how to translate a strategy into customer-selection and sales-call criteria. Part 3 focuses on core sales View Details

Keywords: Sean Silverthorne

01 Dec 2016
News

Carving a Niche

(His long-term plan puts Faction brand sales somewhere in the middle of that first band of revenues.) User experience plays a key role in differentiating Faction’s product, with communication feeding directly into product design and... View Details

Keywords: Julia Hanna

Fast Answer

Pharmaceuticals: drug retail prices

begin with BI PHRMG) Micromedex - Average drug wholesale prices. (May search by individual drug name or multiple drug names using Tools > RED Book) Additional resources: Manufacturer reporting of Average Sales Price (ASP)... View Details

01 Dec 2001
News

Cable Gal

in cable and telecom equipment sales — a field where few women are found — it was a wake-up call. "My son basically said, 'You're not doing your job,'" McCollough told the Roanoke Times (September 23, 2001) in a lengthy article that... View Details

Keywords: Telecommunications; Information

01 Oct 2000
News

Mario A. Corti: Global Reconnaissance

Nestlé's sales of nearly $46 billion represented growth of 3.6 percent in real terms, with profits up 12 percent over 1998. Corti -- who has a doctorate in economics from the University of Lausanne -- speaks five languages, reads widely,... View Details

Keywords: Garry Emmons

29 Jun 2015
HBS Case

Consumer-centered Health Care Depends on Accessible Medical Records

what is clear is that the organization will have to be one that both consumers need and doctors trust, says John A. Quelch, the Charles Edward Wilson Professor of Business Administration at Harvard Business School and Professor in Health Policy and View Details

Keywords: by Dina Gerdeman; Health; Technology

18 Oct 2016
Op-Ed

Why Business Should Invest in Community Health

more pressing crisis management activities. Local sales organizations, which are often tasked with local-level implementation of community health activities, prioritize product sales, supply, and... View Details

Keywords: by John Quelch, Howard Koh, and Pamela Yatsko; Health

01 Jun 2001
News

Up Side Story: HBS Show a Sold-Out Success

With its usual flair and wit, this year’s HBS Show pitted the January and September cohorts against each other — think Jets, think Sharks — in a late March production of Up Side Story. The main characters, Tony and Maria, came from different sides of the calendar, but... View Details

Keywords: HBS Show; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment

Web

Buy Now, Pay Later: Research Links - Manuscript Collections

sent to a friend who owed him money—in this homemade account book from 1673 to 1693. The book, bound in rawhide and sewn with linen thread, chronicles the family’s activity in farming and household management as well as shoemaking. Jacob... View Details

01 Jun 2003
News

Alumni Bookshelf

profits. Investment Banking: Addressing the Management Issues by Steven I. Davis (MBA '58) (Palgrave Macmillan) In his eighth book, international banking consultant Davis offers a timely analysis of the global issues facing the View Details

Keywords: Publishing Industries (except Internet); Information

01 Feb 1997
News

Herzlinger on Health Care: Revolution in Evolution

conversation. What are the major market forces that are transforming the health-care system? First and foremost, it's consumers. They have already revolutionized the retailing and information industries because they are so busy working... View Details

26 May 2015
First Look

First Look: May 26

Publications March 2015 AFP Exchange Well Said: Why Articulating Your Strategy Can Set You Apart. By: Cespedes, Frank V. Abstract—Senior finance managers now operate in an altered c-suite landscape. The executives reporting to the CEO... View Details