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Show Results For
-
All HBS Web
(2,993)
- People (5)
- News (812)
- Research (1,872)
- Events (4)
- Multimedia (30)
- Faculty Publications (1,064)
- Article
Selling After the Crisis
Like perishable goods in grocery stores, sales models have a sell-by date. As product standards evolve and new entrants emerge, buyers have more choices and demand more in terms of quality and performance across vendors. Firms that fail to adjust to changing customer...
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Cespedes, Frank V. "Selling After the Crisis." Harvard Business Review 99, no. 2 (March–April 2021): 52–57.
- 01 Dec 2003
- News
Selling Digital Privacy
marketing companies to sell it. Consumers, he asserts, have much to gain — be it money, price discounts, better customer service, or products tailored specifically to their needs. In the current system, information that is gathered about...
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- 11 Mar 2019
- Research & Ideas
Branding Sells Cereal, Handbags, and Vacations. Can It Sell a Country?
The 70th anniversary of Israel’s founding last year stirred reflection about the country’s image, values, and position in the world among everyone from former diplomats to Hollywood actors. Despite efforts to portray Israel as modern and safe, the Israeli-Palestinian...
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- March 2021 (Revised August 2022)
- Case
Seeding and Selling Asana
By: Jeffrey F. Rayport, Susie Ma and Amram Migdal
In December 2019, Oliver Jay, Asana’s Chief Revenue Officer (CRO), was reconsidering his go-to-market (GTM) strategy. Asana was cloud-based work management software that enabled users to break up projects into discrete tasks that could be assigned, scheduled, and...
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Keywords:
SaaS;
Customer Journey;
Business Model;
Business Organization;
Change Management;
Growth and Development Strategy;
Growth Management;
Marketing Channels;
Marketing Strategy;
Product Marketing;
Organizational Change and Adaptation;
Organizational Design;
Organizational Structure;
Digital Platforms;
Internet and the Web;
Technology Industry;
United States
Rayport, Jeffrey F., Susie Ma, and Amram Migdal. "Seeding and Selling Asana." Harvard Business School Case 821-054, March 2021. (Revised August 2022.)
- October 1994 (Revised March 1998)
- Background Note
Selling as a Systematic Process
Describes a systematic approach to selling. The author, a former IBM salesman, believes that selling requires progressing through a series of stages, which culminate in "getting the order." Describes several techniques useful in managing this progression.
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Bhide, Amar, and Michael Alter. "Selling as a Systematic Process." Harvard Business School Background Note 395-091, October 1994. (Revised March 1998.)
- January 2005 (Revised March 2005)
- Case
Parisian: productivity and selling cost
By: Rajiv Lal and Arar Han
Presents the dilemma facing George Jones with respect to the high selling cost at Parisian Department Stores. The challenges to be considered reflect issues at different levels of the organization, including individual salespeople, the store itself, and the merchandise...
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Keywords:
Cost;
Executive Compensation;
Production;
Sales;
Salesforce Management;
Motivation and Incentives;
Retail Industry
Lal, Rajiv, and Arar Han. "Parisian: productivity and selling cost." Harvard Business School Case 505-052, January 2005. (Revised March 2005.)
- 27 Jul 2023
- Blog Post
Buy big, sell small
If you live in a rural village or small city in India and run low on toothpaste, rice, or cooking oil, you’ll likely visit your local kirana, the equivalent of a U.S. neighborhood variety store and a mainstay of the country’s $932 billion retail economy. The shops are...
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- Article
How to Shift from Selling Products to Selling Services
By: Doug J. Chung
Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for...
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Keywords:
SaaS Business Models;
Sales;
Management;
Business Model;
Salesforce Management;
Applications and Software;
Customer Relationship Management
Chung, Doug J. "How to Shift from Selling Products to Selling Services." Harvard Business Review 99, no. 2 (March–April 2021): 48–52.
- 6 Nov 2011
- Keynote Speech
Concurrent Sourcing and Selling
- March 2012 (Revised March 2012)
- Background Note
Introduction to Short Selling
By: Lauren Cohen and Christopher Malloy
Cohen, Lauren, and Christopher Malloy. "Introduction to Short Selling." Harvard Business School Background Note 212-079, March 2012. (Revised March 2012.)
- December 2001 (Revised March 2003)
- Case
Ben Fiorentino: Selling the Family Business
The caseescribes the challenges Ben Fiorentino, the second-generation head of a family-run equipment business, must deal with as he decides whether and how to sell the business. The business is encountering classic problems that confront family-owned firms: The third...
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Watkins, Michael D. "Ben Fiorentino: Selling the Family Business." Harvard Business School Case 902-052, December 2001. (Revised March 2003.)
School Specialty Inc. (HBS Case #214084)
(With Kristin Mugford) Set in 2013, School Specialty was a financially troubled supplier of educational products to primary and secondary schools in the United States. The company planned to file Chapter 11 in order to address its excessive debt load, but needed to... View Details
- July–August 1989
- Article
Teamwork for Today's Selling
By: Frank V. Cespedes, Stephen X. Doyle and Robert J. Freedman
Cespedes, Frank V., Stephen X. Doyle, and Robert J. Freedman. "Teamwork for Today's Selling." Harvard Business Review 67, no. 4 (July–August 1989): 44–59.
- Oct 01 2016
- Article
Resisting the Hard Sell
- Article
Selling to Many Countries Within the U.S.
By: Frank V. Cespedes and Michael Wong
In pursuing growth, many companies have plans to sell to emerging markets like the so-called B-R-I-C nations (Brazil, Russia, India, China), but they overlook significant ethnic markets within the United States. For example, the combined African-American and Hispanic...
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Keywords:
Management Style;
Ethnicity;
Sales;
Business Growth and Maturation;
Marketing Communications;
Business Plan;
Emerging Markets;
Debates;
Business Strategy;
Growth and Development;
Growth and Development Strategy;
United States
Cespedes, Frank V., and Michael Wong. "Selling to Many Countries Within the U.S." MIT Sloan Management Review 52, no. 1 (Fall 2010).
- 18 Apr 2005
- Research & Ideas
Selling Luxury to Everyone
Mercedes-Benz launched the super-premium auto brand after opting out of the bidding for Rolls Royce and Bentley in the 1990s. The company estimated there are 200,000 individuals in the United States with a net worth of $10 million or above—and Mercedes believed it...
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- October 2016 (Revised January 2018)
- Case
BlackRock (A): Selling the Systems?
By: Ranjay Gulati, Jan W. Rivkin and Kelly McNamara
As the case opens in 1999, several key leaders at BlackRock, Inc., then a relatively small asset management firm, are trying to convince CEO Larry Fink and others that the firm should begin to offer Aladdin—its proprietary analytics and trading platform—to other asset...
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Keywords:
Strategy;
Competition;
Information Technology;
Asset Management;
Competitive Strategy;
Financial Services Industry;
United States
Gulati, Ranjay, Jan W. Rivkin, and Kelly McNamara. "BlackRock (A): Selling the Systems?" Harvard Business School Case 717-404, October 2016. (Revised January 2018.)
- 30 Mar 2015
- Research & Ideas
Managing the Family Business: Preparing to Sell
the family business. The portrait of the business would also typically represent more than 90 percent of the owners' wealth. “If this transition is not managed well, the family has a higher risk of losing its wealth through bad investment decisions and overconsumption”...
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- November 2016 (Revised July 2018)
- Case
Selling on Amazon at Tower Paddle Boards
By: Thales S. Teixeira and David Lopez-Lengowski
By June 2012, Stephan Aarstol felt that he had successfully passed the first critical stage of his ecommerce business. As the founder and CEO of a standup paddleboard (SUP) business, he had built a strong relationship with Asian manufacturers, built a small warehouse...
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Keywords:
Tower Paddle Boards;
Amazon;
E-commerce;
Online Shopping;
Distribution;
Internet and the Web;
Business Growth and Maturation;
Marketing Channels;
Distribution Channels;
Decision Choices and Conditions;
Consumer Products Industry;
Retail Industry
Teixeira, Thales S., and David Lopez-Lengowski. "Selling on Amazon at Tower Paddle Boards." Harvard Business School Case 517-047, November 2016. (Revised July 2018.)
- 20 Mar 2008
- Working Paper Summaries