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    • All HBS Web  (4,325)
      • Faculty Publications  (914)

      Sales Force ManagementRemove Sales Force Management →

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      • September 2005
      • Supplement

      Eureka Forbes Ltd.: Managing the Selling Effort (DVD)

      By: Das Narayandas
      Keywords: Salesforce Management
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      Narayandas, Das. "Eureka Forbes Ltd.: Managing the Selling Effort (DVD)." Harvard Business School Video Supplement 506-705, September 2005.
      • August 2005 (Revised May 2006)
      • Case

      Cherkizovsky Group, The (A) (Abridged)

      By: Lynn S. Paine
      Describes the transformation of a formerly state-owned meat processing plant in Russia into a privately owned and operated food processing conglomerate under Russia's economic reforms of the 1990s. Among the challenges the CEO, Igor Babaev, and his top management team... View Details
      Keywords: History; Business Conglomerates; Privatization; Transformation; Management Teams; Sales; Brands and Branding; Business or Company Management; Marketing Strategy; Crisis Management; Food and Beverage Industry; Russia
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      Paine, Lynn S. "Cherkizovsky Group, The (A) (Abridged)." Harvard Business School Case 306-021, August 2005. (Revised May 2006.)
      • July 2005 (Revised February 2009)
      • Case

      Eureka Forbes Ltd.: Managing the Selling Effort (A)

      By: Das Narayandas and Kerry Herman
      The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance. View Details
      Keywords: Compensation and Benefits; Management; Performance Improvement; Sales; Motivation and Incentives; India
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      Narayandas, Das, and Kerry Herman. "Eureka Forbes Ltd.: Managing the Selling Effort (A)." Harvard Business School Case 506-003, July 2005. (Revised February 2009.)
      • July 2005
      • Teaching Note

      Globalizing Consumer Durables: Singer Sewing Machine before 1914 (TN)

      By: Geoffrey G. Jones
      Teaching Note to (9-804-001). View Details
      Keywords: Global Strategy; Multinational Firms and Management; Factories, Labs, and Plants; Investment; Sales; Entrepreneurship; Success; Production; Marketing; Manufacturing Industry; United States; Russia; Scotland
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      Jones, Geoffrey G. "Globalizing Consumer Durables: Singer Sewing Machine before 1914 (TN)." Harvard Business School Teaching Note 806-026, July 2005.
      • June 2005 (Revised October 2005)
      • Case

      Coach Roy Williams: What Next? (A)

      By: Thomas J. DeLong, Christoper Chang and Scott Schweitzer
      Roy Williams, head coach of the Kansas University Men's Basketball Team, was facing a major decision. The recent resignation of the coach at the University of North Carolina (UNC) had lead to speculation that Williams, a UNC alumnus, would be named as its new coach.... View Details
      Keywords: Decision Choices and Conditions; Resignation and Termination; Job Offer; Leading Change; Management Succession; Performance Improvement; Personal Development and Career; Sports; Kansas; North Carolina
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      DeLong, Thomas J., Christoper Chang, and Scott Schweitzer. "Coach Roy Williams: What Next? (A)." Harvard Business School Case 405-070, June 2005. (Revised October 2005.)
      • March 2005 (Revised August 2019)
      • Case

      Cisco Systems: Managing the Go-to-Market Evolution

      By: V. Kasturi Rangan
      With the collapse of the dot-com market and related shrinkage in the high-tech industry, Cisco took a dip in its sales and profits in 2001. Coming back from the recession, Cisco had to manage and evolve its go-to-market strategy and design in keeping with its new... View Details
      Keywords: Change Management; Design; Business Cycles; Growth and Development Strategy; Marketing Channels; Marketing Strategy; Market Entry and Exit; Business Strategy
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      Rangan, V. Kasturi. "Cisco Systems: Managing the Go-to-Market Evolution." Harvard Business School Case 505-006, March 2005. (Revised August 2019.)
      • March 2005 (Revised August 2007)
      • Case

      Brocade: Launching the Multiprotocol Router

      By: Elie Ofek and Mamoon Hamid
      Brocade management is preparing for the launch of a new technology for data storage. The multiprotocol router improves on existing technology and has the potential to change the way firms design their data storage networks. Students must determine the target market for... View Details
      Keywords: Customer Satisfaction; Price; Product Launch; Partners and Partnerships; Segmentation; Information Infrastructure; Technology Adoption; Information Technology Industry
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      Ofek, Elie, and Mamoon Hamid. "Brocade: Launching the Multiprotocol Router." Harvard Business School Case 505-064, March 2005. (Revised August 2007.)
      • March 2005 (Revised March 2006)
      • Case

      Foreign Exchange Hedging Strategies at General Motors: Competitive Exposures

      By: Mihir A. Desai and Mark Veblen
      How can a multinational firm analyze and manage currency risks that arise from competitive exposures? General Motors has a substantial competitive exposure to the Japanese yen. Although the risks GM faces from the depreciating yen are widely acknowledged, the company's... View Details
      Keywords: Multinational Firms and Management; Currency Exchange Rate; Competition; Credit Derivatives and Swaps; International Finance; Financial Management; Investment Funds; Risk and Uncertainty; Auto Industry
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      Desai, Mihir A., and Mark Veblen. "Foreign Exchange Hedging Strategies at General Motors: Competitive Exposures." Harvard Business School Case 205-096, March 2005. (Revised March 2006.)
      • March 2005 (Revised July 2007)
      • Case

      Capital Controls in Chile in the 1990s (A)

      By: Laura Alfaro, Rafael M. Di Tella and Ingrid Vogel
      In 1991, Chile adopted a framework of capital controls focused on reducing the massive flows of foreign investment coming into the country as international interest rates remained low. Capital inflows threatened the Central Bank's ability to manage the exchange rate... View Details
      Keywords: Developing Countries and Economies; Economic Growth; Financial Crisis; Capital; Governance Controls; Business and Government Relations; Chile
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      Alfaro, Laura, Rafael M. Di Tella, and Ingrid Vogel. "Capital Controls in Chile in the 1990s (A)." Harvard Business School Case 705-031, March 2005. (Revised July 2007.)
      • February 2005 (Revised November 2012)
      • Case

      Chuck's Wagon Inc.

      By: Paul W. Marshall and Derek Lewis
      This case describes the experiences of an HBS student as he takes on the challege of transitioning from an intern to a president at a small consumer packaged goods firm in Southern Texas. This HBS student is confronted with the opportunity to perform an operational and... View Details
      Keywords: Consumer Goods; Operations Strategy; Executive Development; Strategy; Small Business; Production; Transformation; Management Skills; Financial Strategy; Consumer Products Industry; Texas
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      Marshall, Paul W., and Derek Lewis. "Chuck's Wagon Inc." Harvard Business School Case 805-100, February 2005. (Revised November 2012.)
      • January 2005 (Revised August 2006)
      • Case

      Lean Forward Media

      By: Teresa M. Amabile and Victoria Winston
      Jeff Norton and Michelle Crames, the co-founders of Lean Forward Media, face several options for producing the world's first interactive DVD film for children. Their vision is to build a company whose products simultaneously entertain children, engage them actively in... View Details
      Keywords: Decision Choices and Conditions; Early Childhood Education; Games, Gaming, and Gambling; Entrepreneurship; Venture Capital; Management Practices and Processes; Risk Management; Partners and Partnerships; Opportunities; Creativity
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      Amabile, Teresa M., and Victoria Winston. "Lean Forward Media." Harvard Business School Case 805-063, January 2005. (Revised August 2006.)
      • January 2005 (Revised August 2014)
      • Exercise

      Hamilton Real Estate: Confidential Role Information for the CEO of Estate One (BUYER)

      By: Deepak Malhotra
      Presents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton. View Details
      Keywords: Ethics; Price; Information; Contracts; Managerial Roles; Agreements and Arrangements; Sales; Strategy; Value; Real Estate Industry
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      Malhotra, Deepak. "Hamilton Real Estate: Confidential Role Information for the CEO of Estate One (BUYER)." Harvard Business School Exercise 905-052, January 2005. (Revised August 2014.)
      • January 2005
      • Exercise

      Hamilton Real Estate: Confidential Role Information for the Executive VP of Pearl Investments (SELLER)

      By: Deepak Malhotra
      Presents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton. View Details
      Keywords: Ethics; Price; Information; Contracts; Managerial Roles; Agreements and Arrangements; Strategy; Value; Real Estate Industry
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      Malhotra, Deepak. "Hamilton Real Estate: Confidential Role Information for the Executive VP of Pearl Investments (SELLER)." Harvard Business School Exercise 905-053, January 2005.
      • 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... View Details
      Keywords: Cost; Executive Compensation; Production; Sales; Salesforce Management; Motivation and Incentives; Retail Industry
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      Lal, Rajiv, and Arar Han. "Parisian: productivity and selling cost." Harvard Business School Case 505-052, January 2005. (Revised March 2005.)
      • 2005
      • Article

      Increasing Exploration: Evidence from International Expansion

      By: Juan Alcacer, Heather Berry and Wilbur Chung
      While firms balance exploitation and exploration to maximize profits, specifics of how firms pursue this balance are scarce. We focus on how firms increase their exploration after obtaining greater capabilities and experience via sequential international expansion.... View Details
      Keywords: Price Bubble; Growth and Development Strategy; Growth Management; Industry Growth; Research and Development; Profit; Organizational Change and Adaptation; Knowledge Use and Leverage; Disruptive Innovation; Five Forces Framework; SWOT Analysis; Duopoly and Oligopoly; Manufacturing Industry; Japan; United States
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      Alcacer, Juan, Heather Berry, and Wilbur Chung. "Increasing Exploration: Evidence from International Expansion." Academy of Management Best Paper Proceedings (2005): D1–D6.
      • December 2004 (Revised April 2006)
      • Case

      Managing Diversity at Cityside Financial Services

      By: Robin J. Ely and Ingrid Vargas
      Cityside Financial Services, a disguised consumer bank, serves both a largely African-American urban community and a more affluent, predominantly white clientele. To match the gender and racial makeup of its staff to that of its customers, Cityside's sales division... View Details
      Keywords: Selection and Staffing; Situation or Environment; Race; Employees; Gender; Customer Satisfaction; Diversity; Cross-Cultural and Cross-Border Issues; Banks and Banking; Banking Industry
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      Ely, Robin J., and Ingrid Vargas. "Managing Diversity at Cityside Financial Services." Harvard Business School Case 405-047, December 2004. (Revised April 2006.)
      • November 2004 (Revised January 2006)
      • Case

      Martha Stewart (A)

      By: Lynn S. Paine and Christopher Bruner
      Explores Martha Stewart's December 2001 sale of ImClone Systems common stock, the ensuing federal investigations into possible insider trading, and Stewart's criminal prosecution and sentencing. Discusses the impact of publicity on Stewart's company, Martha Stewart... View Details
      Keywords: Capital Markets; Corporate Governance; Financial Markets; Management Teams; Law; Government and Politics
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      Paine, Lynn S., and Christopher Bruner. "Martha Stewart (A)." Harvard Business School Case 305-034, November 2004. (Revised January 2006.)
      • November 2004 (Revised July 2005)
      • Case

      Messier's Reign at Vivendi Universal

      By: Rakesh Khurana, Vincent Dessain and Daniela Beyersdorfer
      Focuses on a crisis in the board at Vivendi. Highlights the difficulties that arise when dramatic pressure from outside the boardroom affects boardroom dynamics. In this case, there are two events. The first is an unexpectedly large financial loss and a pending cash... View Details
      Keywords: Corporate Governance; Crisis Management; History; Cash Flow; Acquisition; Performance; Telecommunications Industry; Media and Broadcasting Industry
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      Khurana, Rakesh, Vincent Dessain, and Daniela Beyersdorfer. "Messier's Reign at Vivendi Universal." Harvard Business School Case 405-063, November 2004. (Revised July 2005.)
      • October 2004
      • Case

      Sales Force Training at Arrow Electronics (A)

      By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
      In the mid-1980s, Arrow, the world's largest electronics distributor, implemented a college recruiting program to hire salespeople. The program was part of an effort to increase the professionalism and skill set of the sales force in an industry where few salespeople... View Details
      Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition
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      Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (A)." Harvard Business School Case 905-041, October 2004.
      • October 2004
      • Case

      Sales Force Training at Arrow Electronics (B)

      By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
      Supplements the (A) case. A rewritten version of an earlier supplement. View Details
      Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition
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      Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (B)." Harvard Business School Case 905-042, October 2004.
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