Sales Force Management - Publications - Faculty & Research

17 Dec 2015
News

Acquiring Business Skills To Advance A Career Trajectory

technology is expanding rapidly as the industry is being reinvigorated with new competitors and advanced electronics, materials, and manufacturing processes,” says Sondecker. His interest in aerospace began in earnest when patriotism inspired Sondecker to enroll at the... View Details

Keywords: Machinery Manufacturing; Manufacturing

24 Jul 2018
News

How Amy Hood Won Back Wall Street and Helped Reboot Microsoft

Hood needed to correct missteps made on Ballmer’s watch. First up: the $9.5 billion Nokia deal. Less than a year after closing, it was foundering and had missed Hood’s initial forecast for sales and savings. “Once the forecast failed to... View Details

06 May 2008
First Look

First Look: May 6, 2008

deputies. Several months earlier, Swanborough, then vice-president of Marketing, had been named vice-president for Sales Effectiveness atop a transformed sales division. The previous week, the team had... View Details

Keywords: Martha Lagace

01 Jun 2002
News

In VMI Partnerships, the Devil is in the Data

The expression “letting the fox guard the henhouse” comes to mind when you first hear about Vendor Managed Inventory (VMI) systems, where a product manufacturer actually places orders for the retailer, determining quantities based upon... View Details

Keywords: Laura Singleton (MBA 1988)

January 2009
Supplement

Live Nation Faces the Music (B)

By: Stephen P. Bradley, Frank V. Cespedes and Kerry Herman

In 2008, concert producer and promoter Live Nation, faces a decision about its strategy in light of the tumultuous changes in the music industry and the increasing power of the major artists. As the music business once again recreates itself in response to new... View Details

Keywords: Arts; Transformation; Revenue; Framework; Five Forces Framework; Demand and Consumers; Industry Structures; Relationships; Opportunities; Power and Influence; Business Strategy; Music Industry

Citation

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 Sep 2012
News

Faculty Books

Assistant Professor Mukunda examines the forces involved when leaders really make a difference. He explains which leaders matter and what lessons can be learned from them. The book’s profiles of leaders, from Abraham Lincoln to Judah... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

01 Oct 2001
News

Lunch with Jack: Student Dines with GE's Welch

Few student exploits over the summer could match the power lunch enjoyed by Reginald Sanders (HBS '02), who broke bread and talked business with Jack Welch, the legendary force behind General Electric. Sanders earned the honor of dining... View Details

Keywords: Architectural, Engineering, and Related Services; Professional Services

01 Jun 2001
News

Q&A: Donna Dubinsky

with our partnership with Ed Colligan [Handspring’s cofounder and SVP of sales and marketing], one of the most rewarding aspects of the whole Palm/Handspring experience. Did you have any idea that the PalmPilot would become so ubiquitous... View Details

Keywords: Julia Hanna; PalmPilot; Apple; Telecommunications; Information

Profile

Rakhshan Zahid

that have some kind of hierarchy. But in the FIELD projects, you work in teams of six peers – a very different kind of experience. It forces you to be more mature because you learn how to manage conflicts,... View Details

Keywords: Financial Services

June 2006 (Revised October 2007)
Case

Takashimaya in Transition

By: Rajiv Lal, Masako Egawa and Chisato Toyama

Takashimaya, the largest department store in Japan, was suffering from declining sales. CEO Koji Suzuki had succeeded in instituting changes to cut costs. However, Suzuki needed to come up with a strategy to increase sales, particularly in apparel, which comprised the... View Details

Keywords: Growth and Development Strategy; Brands and Branding; Product Development; Sales; Apparel and Accessories Industry; Retail Industry; Japan

Citation

Find at Harvard

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

23 Jan 2006
Research & Ideas

Financial Reporting Goes Global

require it. Further, there has been a strong push back from European managers who feel the new IFRSs are too "ivory tower." This has forced members of the IASB to have meetings with these... View Details

Keywords: by Cynthia Churchwell; Accounting; Financial Services

Profile

Bruce Gago

to embrace Winston Churchill's famous quote: "Success is going from failure to failure without losing enthusiasm." How has HBS prepared you for your long term career? HBS has given me the ability to "see the big picture." Investment and View Details

Keywords: Entrepreneurship; Other Financial Services; Real Estate; Services

26 Jan 2017
News

Finding a Path out of Poverty

Witwatersrand and then earned a master’s degree in finance from the University of Pretoria. From there he took on a series of positions in financial services, including head of trading, head of sales and marketing, and vice president,... View Details

Keywords: Margie Kelley

17 Nov 2020
In Practice

How Retailers Can Thrive in a Shopping Season Like No Other

retailers rely on temporary workers during the holiday season, so training and managing frontline staff becomes essential. Finally, retail executives should be highly focused on customer service. Consumers who shop in person will likely... View Details

Keywords: by Danielle Kost; Retail

26 Oct 2017
News

Can Farming Save the Planet?

who have decades of experience in both organic and conventional farming, directly manage the farmland they convert. The organization uses a profit-sharing model, giving all participants––partners, operators, and View Details

Keywords: Constantine von Hoffman; Organic farming; Support Activities for Agriculture and Forestry; Agriculture

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

21 Jan 2009
First Look

First Look: January 21, 2009

distortions to gain insight into the forces driving these faulty perceptions and, noting how these misperceptions can lead to continued unethical behavior, we provide recommendations for how to reduce them. We also include a call for... View Details