Sales Force Management - Publications - Faculty & Research - Harvard Business School

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September 2003 (Revised December 2003)
Case

Royal Caribbean Cruises Ltd.

By: F. Warren McFarlan and Valerie Massoni

Focuses on the current IT applications portfolio and plans for the world's second largest cruise line. An IT-intensive organization, it forces students to think through how IT resources should be allocated in this dynamic environment and what kind of management system... View Details

Keywords: Management Systems; Resource Allocation; Planning; Situation or Environment; Information Technology; Air Transportation Industry

March 1998 (Revised March 1999)
Case

NIKE, Inc. in the 1990s (C)

By: John A. Quelch

In 1998, Nike's earnings and sales growth slowed. Management faced new competition from Adidas. This case asks students to review the various strategies (including diversification into sports equipment) pursued by Nike to resuscitate corporate growth. View Details

Keywords: Diversification; Competition; Product Launch; Brands and Branding; Growth and Development Strategy; Apparel and Accessories Industry; Sports Industry

December 2013 (Revised November 2015)
Case

(Re)Building a Global Team: Tariq Khan at Tek

By: Tsedal Neeley

Tariq Khan arrived home after a nearly 16-hour meeting. He was grappling with whether to take the global sales and marketing team manager position that had been offered to him, and had spent the entire day with the senior leadership of his potential new team. He wanted... View Details

Keywords: Global Teams; Language; Personal Development and Career; Decision Making; Problems and Challenges

March 2006
Course Overview Note

International Finance: A Course Overview Note

By: Mihir A. Desai

Describes the International Finance course at Harvard Business School, which argues that the forces of globalization have fundamentally changed the scope and activities of firms, thereby altering the practice of finance within these firms. As a consequence of an... View Details

Keywords: Multinational Firms and Management; Business Ventures; Integration; Change Management; Decision Choices and Conditions; Investment; Risk Management; Competitive Advantage; Motivation and Incentives; International Finance; Capital Markets

Jacqueline Ng Lane

Jackie Lane is an Assistant Professor in the Technology and Operations Management Unit at Harvard Business School and a co-Principal Investigator of the Laboratory for Innovation Science at Harvard (LISH) at the Digital Data Design Institute (D^3) at Harvard. She... View Details

11 Jul 2006
First Look

First Look: July 11, 2006

closing the deal. Success in the first stage, for instance, depends on the salesperson acquiring precise and timely information about opportunities from contacts in the marketplace. Closing the deal requires the salesperson to mobilize contacts from prior View Details

Keywords: Sean Silverthorne

September 1999 (Revised October 2006)
Case

MarketSoft

By: Joseph B. Lassiter III and Diana S. Gardner

Greg Erman and Nancy Benovich-Gilby have assembled a team and selected a market for the launch of a high-potential venture based on using an Internet-based service to manage the flow of sales leads between principals and their distribution channel partners. Their... View Details

Keywords: Product Development; Planning; Sales; Management; Internet; Web Services Industry

August 2020 (Revised September 2020)
Case

Facelift at Olay (A)

By: Sunil Gupta, Rajiv Lal and Olivia Hull

By October 2017, Procter & Gamble’s skincare brand Olay has been struggling with declining sales for several years. The team has tried many remedies, but none has returned the brand to growth. As pressure grows from Olay’s competitors, including hundreds of new... View Details

Keywords: Advertising; Advertising Campaigns; Demographics; Age; Brands and Branding; Marketing Channels; Competitive Advantage; Competitive Strategy; Digital Marketing; Transformation; Marketing Strategy; Social Marketing; Beauty and Cosmetics Industry; United States; Ohio

September 2018
Case

Hunley, Inc.: Casting for Growth

By: John A. Quelch and James T. Kindley

Hunley, Inc. manufactures rods for the niche sport of fly fishing. It specializes in freshwater rods that are perceived as "middle-market" products, targeted at "avid" fly fishers. In the face of declining revenue and a decreasing price per unit sold, the company's... View Details

Keywords: Growth and Development Strategy; Marketing Strategy; Decision Choices and Conditions; Sports; Marketing Channels; Distribution Channels

May 2020
Teaching Note

Chem-Ecol

By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld

Dahra Allen acquired Chem-Ecol, a machine oil recycling business, for C$13.3 million in December of 2012. Allen decided to hire a sales director and the case discussion largely focuses on selecting the sales director from her short-list of five candidates. During the... View Details

Keywords: Salesforce Management; Selection and Staffing; Sales; Performance Improvement; Canada

Joshua D. Margolis

Joshua Margolis is James Dinan and Elizabeth Miller Professor of Business Administration and the Unit Head for the Organizational Behavior unit. He is also Faculty Chair of the Program for Leadership Development. His research and teaching revolve around leadership... View Details

Keywords: furniture; health care; insurance industry; nonprofit industry; pharmaceuticals

November 2001 (Revised September 2004)
Case

Evolution of Treatment, The: The Case of Diabetes

By: Richard M.J. Bohmer, Jeffrey D. Street and Laura Feldman

Scientific knowledge surrounding diabetes mellitus has grown over the last century to include its cause, treatment, and prevention strategies. However, the type and level of care that patients receive is suboptional. This case examines the forces in industry,... View Details

Keywords: Policy; Health Care and Treatment; Innovation and Management; Knowledge Use and Leverage; Management; Management Analysis, Tools, and Techniques; Health Industry

September 2002
Background Note

Note on WTO Disputes: Five Major Cases

By: David A. Moss and Nick Bartlett

Summarizes five major trade disputes before the World Trade Organization (WTO): (1) the Brazil-Canada aircraft dispute, (2) the European Union/United States foreign sales corporation dispute, (3) the Asian/United States shrimp and sea turtle dispute, (4) the United... View Details

Keywords: Trade; Conflict Management; Negotiation; Brazil; Canada; European Union; Asia; United States

September 2014
Case

FormPrint Ortho500

By: Frank V. Cespedes and Alisa Zalosh

The Senior Vice President of FormPrint's Medical Products business unit is considering issues raised by the upcoming introduction of a new 3D printing system, the Ortho500, which could print custom exoskeletal orthopedic splints, braces, and casts that conformed to a... View Details

Keywords: B2B Marketing; Technological Innovation; Market Entry and Exit; Marketing Strategy; Distribution Channels; Product Development; Medical Devices and Supplies Industry

May 2011
Article

The Growing Power of Non-financial Reports

By: Ioannis Ioannou and George Serafeim

We are exploring the value of forcing corporations to issue sustainability reports, which provide information about corporate performance in terms of social, environmental and governance issues. In a breakthrough study they asked, what is the effect of mandatory... View Details

Keywords: Value; Reports; Performance; Management Practices and Processes; Globalization; Power and Influence; Natural Environment; Governance; Social Issues

March 2008 (Revised March 2009)
Case

Purolator Courier Ltd.

By: Rajiv Lal and Catherine Ross

On a fall day in September 2003, Robert Swanborough made his way down a thickly carpeted hallway in Purolator's headquarters in Toronto, Canada, toward a meeting with his two deputies. Several months earlier, Swanborough, then vice-president of Marketing, had been... View Details

Keywords: Conferences; Customer Focus and Relationships; Leading Change; Marketing Strategy; Performance Effectiveness; Strategic Planning; Research; Segmentation; Canada

November 2004 (Revised September 2019)
Background Note

The U.S. Health Club Industry in 2004

By: John R. Wells, Gabriel Ellsworth and Benjamin Weinstock

In 2004, the $16.8 billion U.S. health club industry continued its strong record of growth. There were almost 27,000 health clubs in the United States, up from 6,700 two decades earlier, and these clubs claimed 41 million members, over 14% of the U.S. population.... View Details

Keywords: Health Clubs; Fitness; Gyms; Chain; Weight Loss; Obesity; Exercise; Personal Training; Bally Total Fitness; 24 Hour Fitness; YMCA; Gold's Gym; Curves; Franchise; Franchising; Subscription; Promotional Sales; Promotions; Fixed Costs; Body; Accrual Accounting; Revenue Recognition; Buildings and Facilities; Business Growth and Maturation; Business Model; For-Profit Firms; Trends; Customers; Demographics; Age; Income; Private Equity; Financing and Loans; Profit; Revenue; Geographic Scope; Multinational Firms and Management; Health; Nutrition; Business History; Employees; Retention; Human Capital; Working Conditions; Contracts; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Markets; Demand and Consumers; Supply and Industry; Industry Growth; Industry Structures; Operations; Service Operations; Franchise Ownership; Private Ownership; Public Ownership; Problems and Challenges; Sales; Salesforce Management; Situation or Environment; Opportunities; Nonprofit Organizations; Welfare; Sports; Strategy; Business Strategy; Competition; Competitive Strategy; Consolidation; Corporate Strategy; Customization and Personalization; Expansion; Segmentation; Hardware; Health Industry; United States

(Revised May 2024)
Teaching Note

Lyric Dinner Theater (A) and (B)

By: Richard G. Hamermesh, Jim Sharpe and Noah Fisher

This teaching note is associated with HBS cases 813-043 and 813-044. View Details

Keywords: Turnarounds; Turnaround; Operations Management; Family Business; Family-owned Business; Hiring; Careers; Sales; Operations; Entrepreneurship; Negotiation; Entertainment and Recreation Industry; Saint Louis

August 2015 (Revised June 2021)
Case

Amazon.com, 2021

By: John R. Wells, Benjamin Weinstock, Gabriel Ellsworth and Galen Danskin

In February 2021, Amazon announced 2020 operating profits of $22,899 million, up from $2,233 million in 2015, on sales of $386 billion, up from $107 billion five years earlier (see Exhibit 1). The shareholders expressed their satisfaction (see Exhibit 2), but not all... View Details

Keywords: Strategic Analysis; Retail; E-commerce; Amazon; Internet; Amazon.com; AmazonFresh; Jeff Bezos; Cloud Computing; Marketplaces; Streaming; E-reader Market; Digital Media; Mobile App; Online Retail; Shipping; Database; Tablet; Kindle; Kindle Fire; Smartphone; Delivery; Digital Platforms; Competition; Internet and the Web; Corporate Strategy; Digital Marketing; Business Growth and Maturation; Business Model; Business Organization; For-Profit Firms; Film Entertainment; Games, Gaming, and Gambling; Music Entertainment; Television Entertainment; Profit; Revenue; Global Strategy; Multinational Firms and Management; Taxation; Business History; Human Resources; Resignation and Termination; Books; Human Capital; Working Conditions; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Growth Management; Management Practices and Processes; Industry Growth; Industry Structures; Media; Distribution; Distribution Channels; Order Taking and Fulfillment; Infrastructure; Logistics; Product Development; Supply Chain; Supply Chain Management; Organizational Culture; Public Ownership; Work-Life Balance; Problems and Challenges; Labor and Management Relations; Strategy; Adaptation; Business Strategy; Competitive Strategy; Diversification; Expansion; Integration; Horizontal Integration; Vertical Integration; Information Infrastructure; Information Technology; Mobile and Wireless Technology; Price; Applications and Software; Marketing; Marketing Strategy; Working Capital; Customer Focus and Relationships; Customer Value and Value Chain; Retail Industry; Advertising Industry; Distribution Industry; Electronics Industry; Entertainment and Recreation Industry; Information Technology Industry; Manufacturing Industry; Motion Pictures and Video Industry; Music Industry; Publishing Industry; Shipping Industry; Technology Industry; Video Game Industry; Web Services Industry; United States; Washington (state, US); Seattle

July 1996 (Revised June 1998)
Case

Gillette Indonesia

By: John A. Quelch

The country manager of Gillette Indonesia is reviewing his 1996 marketing plan and considering whether the pace of market development and mix of product sales can be impacted by the level and type of Gillette expenditures in the market. View Details

Keywords: Marketing Strategy; Multinational Firms and Management; Emerging Markets; Forecasting and Prediction; Product Marketing; Manufacturing Industry; Consumer Products Industry; Indonesia

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