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Show Results For
- All HBS Web
(392)
- News (33)
- Research (333)
- Multimedia (2)
- Faculty Publications (310)
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- November 2003
- Article
The Customer Has Escaped
By: Frank V. Cespedes and Paul F. Nunes
Keywords: Customers
Cespedes, Frank V., and Paul F. Nunes. "The Customer Has Escaped." Harvard Business Review 81, no. 11 (November 2003): 106–115.
- Article
Managing Multiple Channels
By: Frank V. Cespedes and E. Raymond Corey
Cespedes, Frank V., and E. Raymond Corey. "Managing Multiple Channels." Business Horizons 33, no. 4 (July–August 1990): 66–77.
- 1989
- Book
Going to Market: Distribution Systems for Industrial Products
By: E. Raymond Corey, Frank V. Cespedes and V. Kasturi Rangan
Corey, E. Raymond, Frank V. Cespedes, and V. Kasturi Rangan. Going to Market: Distribution Systems for Industrial Products. Boston, MA: Harvard Business School Press, 1989.
- 1989
- Book
Going to Market: Case Studies in Industrial Distribution
By: E. Raymond Corey, Frank V. Cespedes and V. K. Rangan
Corey, E. Raymond, Frank V. Cespedes, and V. K. Rangan. Going to Market: Case Studies in Industrial Distribution. Boston, MA: Harvard Business School Publishing, 1989.
- 24 Apr 2012
- First Look
First Look: April 24
supplement:http://cb.hbsp.harvard.edu/cb/product/412066-PDF-ENG Customer Discovery and Validation for Entrepreneurs Frank V. Cespedes, Thomas R. Eisenmann, and Steven G. BlankHarvard Business School Note... View Details
Keywords: Carmen Nobel
- February 1, 2016
- Article
Hiring Star Salespeople Isn't the Best Way to Grow
By: Frank V. Cespedes and Jacco van der Kooij
Cespedes, Frank V., and Jacco van der Kooij. "Hiring Star Salespeople Isn't the Best Way to Grow." Harvard Business Review (website) (February 1, 2016).
- Article
How Real Sales Learning Happens: In the Flow of Work
By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the... View Details
Lee, Yuchun, Mark Magnacca, and Frank V. Cespedes. "How Real Sales Learning Happens: In the Flow of Work." Learning Solutions (February 15, 2021).
- September 2013
- Supplement
SafeBlend Fracturing, Spreadsheet for Instructors (Brief Case)
By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
- September 2013
- Supplement
SafeBlend Fracturing, Spreadsheet for Students (Brief Case)
By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
- 05 Sep 2012
- First Look
First Look: September 5
at the Switch? Frank V. Cespedes and Diane BadameHarvard Business School Case 913-505 PV Technologies, Inc. is an industry-leading manufacturer of photovoltaic inverters used... View Details
Keywords: Sean Silverthorne
- 19 Oct 2010
- First Look
First Look: October 19, 2010
increase the discount rate so that it includes the cost of capital plus the probability of a downside Download the paper: http://www.hbs.edu/research/pdf/11-036.pdf Cases & Course MaterialsPricing, Profits and Customer Value Frank... View Details
Keywords: Sean Silverthorne
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