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(390)
- News (33)
- Research (333)
- Multimedia (2)
- Faculty Publications (310)
Show Results For
- All HBS Web
(390)
- News (33)
- Research (333)
- Multimedia (2)
- Faculty Publications (310)
- March 1991 (Revised April 1995)
- Teaching Note
Pepsi-Cola Fountain Beverage Division: Marketing Organization, Teaching Note
- February 1991
- Teaching Note
Carolina Power & Light Co., Teaching Note
- February 1991
- Teaching Note
Imperial Distributors, Inc. (B), Teaching Note
Keywords: Distribution Industry
- October 1989
- Background Note
Key Interfaces
Cespedes, Frank V. "Key Interfaces." Harvard Business School Background Note 590-054, October 1989.
- October 1988 (Revised November 2006)
- Background Note
Aspects of Sales Management: An Introduction
Discusses certain general issues that affect sales-management requirements in most companies: 1) the nature of the salesperson's "boundary role" in the organization, and 2) the relevance and limits of compensation policies as a key means of affecting the salesperson's... View Details
Keywords: Salesforce Management
Cespedes, Frank V. "Aspects of Sales Management: An Introduction." Harvard Business School Background Note 589-061, October 1988. (Revised November 2006.)
- October 1988 (Revised November 1989)
- Case
Pepsi-Cola Fountain Beverage Division: Tea Breeze
Keywords: Food and Beverage Industry
Cespedes, Frank V. "Pepsi-Cola Fountain Beverage Division: Tea Breeze." Harvard Business School Case 589-060, October 1988. (Revised November 1989.)
- February 1988
- Case
IBM Marketing Organization (B): Process
Cespedes, Frank V. "IBM Marketing Organization (B): Process." Harvard Business School Case 588-061, February 1988.
- February 1988
- Case
General Electric: Customer Service
Keywords: Customer Focus and Relationships
Cespedes, Frank V. "General Electric: Customer Service." Harvard Business School Case 588-059, February 1988.
- June 1987 (Revised May 1992)
- Case
Carolina Power & Light Co.: Customer and Operating Services Group
Cespedes, Frank V. "Carolina Power & Light Co.: Customer and Operating Services Group." Harvard Business School Case 587-179, June 1987. (Revised May 1992.)
- July 1986 (Revised February 1993)
- Case
Amerisource
Cespedes, Frank V. "Amerisource." Harvard Business School Case 587-044, July 1986. (Revised February 1993.)
- January 1986 (Revised November 2006)
- Case
Peripheral Products Company: The 'Gray Market' for Disk Drives
In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing "gray market" for his company's products. The case provides good background material on the evolution of gray markets throughout the disk... View Details
Keywords: Price; Growth and Development; Code Law; Leadership; Marketing; Distribution; Production; Salesforce Management; Strategy; Distribution Industry
Cespedes, Frank V. "Peripheral Products Company: The 'Gray Market' for Disk Drives." Harvard Business School Case 586-124, January 1986. (Revised November 2006.)
- April 1984 (Revised July 1985)
- Case
Springs Industries: Apparel Fabrics Division
Keywords: Apparel and Accessories Industry
Cespedes, Frank V. "Springs Industries: Apparel Fabrics Division." Harvard Business School Case 584-143, April 1984. (Revised July 1985.)
- Research Summary
Performance Pricing and Business Strategy
This research focuses on companies that have sustained high willingness-to-pay over diverse market conditions, including economic slumps. It examines how firms identify, articulate, and communicate value to selected customer groups and the organizational implications,... View Details
- Research Summary
Strategy Implementation: Role and Management of the Sales Force
My research concerns the role and management of the sales force as agents of a firm's business strategy and not only as individual or team contributors to profitable growth. This work takes the form of course development, teaching and workshops in HBS executive... View Details
- November 2024
- Article
Leadership and Plumbing
Keywords: Leadership Development
Cespedes, Frank V. "Leadership and Plumbing." Top Sales Magazine (November 2024), 26–27.
- March, 2023
- Article
Linking Value and Price
Cespedes, Frank V. "Linking Value and Price." Top Sales Magazine (March, 2023), 26–27.
- 2022
- Chapter
Coordinating Marketing and Sales in B2B Organizations
This Handbook is targeted at academics and graduate students who want an overview of the academic state of the business-to-business marketing domain and at B2B practitioners who want to be aware of the current state of knowledge in their domains. This chapter examines... View Details
Cespedes, Frank V. "Coordinating Marketing and Sales in B2B Organizations." Chap. 7 in Handbook of Business-to-Business Marketing. 2nd ed. Edited by Gary L. Lilien, J. Andrew Petersen, and Stefan Wuyts, 117–137. Edward Elgar Publishing, 2022.
- July 2018
- Teaching Note
Cumplo.com
Teaching Note for HBS No. 818-039. Teaching Note for HBS No. 818-039. Cumplo is a Chilean-based fin-tech startup that provides investors and small businesses with opportunities to access loans and investments in ways distinct from traditional financial institutions in... View Details
- February 2017
- Article
Rethinking Sales Compensation
Compensation is probably the most discussed aspect of sales and the single biggest portion of the more than $900 billion that U.S. companies alone spend annually on sales efforts. But research indicates that less than 10% of companies believe that their sales incentive... View Details
Cespedes, Frank V. "Rethinking Sales Compensation." Top Sales Magazine (February 2017).
- February 6, 2015
- Other Article
The Myths Behind Pushy Salespeople
Keywords: Sales
Cespedes, Frank V. "The Myths Behind Pushy Salespeople." Fortune.com (February 6, 2015).