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Show Results For
- All HBS Web
(390)
- News (33)
- Research (333)
- Multimedia (2)
- Faculty Publications (310)
- 2003
- Other Unpublished Work
New Horizons in Selling and Sales Management
Keywords: Salesforce Management
- June 2004
- Article
Succession and Failure
Keywords: Failure
Cespedes, Frank V. "Succession and Failure." Harvard Business Review 82, no. 6 (June 2004): 39–47.
- fall 1990
- Article
Agendas, Incubators, and Marketing Organization
Cespedes, Frank V. "Agendas, Incubators, and Marketing Organization." California Management Review 33, no. 1 (fall 1990): 27–53.
- fall 1990
- Article
A Preface to Payment: Designing a Sales Compensation Plan
Cespedes, Frank V. "A Preface to Payment: Designing a Sales Compensation Plan." MIT Sloan Management Review 32, no. 1 (fall 1990): 59–69.
- March 1993
- Teaching Note
Managing Sales Interfaces: Course Module, Instructor's Overview
- February 1992
- Supplement
MCI Vision (C)
Supplements the (A) case. Designed as an in-class handout. View Details
Cespedes, Frank V. "MCI Vision (C)." Harvard Business School Supplement 592-085, February 1992.
- February 1992 (Revised December 1992)
- Supplement
MCI Vision (B)
Supplements the (A) case. Designed as an in-class handout. View Details
Keywords: Telecommunications Industry
Cespedes, Frank V. "MCI Vision (B)." Harvard Business School Supplement 592-084, February 1992. (Revised December 1992.)
- March 1991
- Teaching Note
Procter & Gamble Co. (A), Teaching Note
Teaching Note for (9-584-047). View Details
- January 1991
- Teaching Note
MCI Telecommunications Corp.: VNET (A), (B), and (C), Teaching Note
Keywords: Telecommunications Industry
- October 1989
- Background Note
Managing Major Accounts
Written as an introduction to a module in the second-year MBA course, Marketing Implementation. Discusses issues encountered in the selling and management of major accounts. The topics covered include: 1) reasons for the increasing importance of major account... View Details
Keywords: Accounting Audits; Marketing; Marketing Strategy; Consumer Behavior; Market Participation; Relationships; Salesforce Management
Cespedes, Frank V. "Managing Major Accounts." Harvard Business School Background Note 590-046, October 1989.
- October 1989 (Revised November 2006)
- Background Note
Deployment, Focus, and Measuring Effectiveness
Written for a module in the Marketing Implementation course (second-year MBA elective). Offers a framework for considering relevant factors that affect sales force deployment and criteria for measuring sales effectiveness and the conduct of field marketing efforts. View Details
Cespedes, Frank V. "Deployment, Focus, and Measuring Effectiveness." Harvard Business School Background Note 590-044, October 1989. (Revised November 2006.)
- October 1989
- Background Note
Aspects of Sales Management: Key Themes
Keywords: Salesforce Management
Cespedes, Frank V. "Aspects of Sales Management: Key Themes." Harvard Business School Background Note 590-042, October 1989.
- February 1990
- Teaching Note
General Electric: Customer Service, Teaching Note
- December 1988
- Teaching Note
Marketing Organization Course Module, Instructor's Overview
Keywords: Marketing Strategy
- October 1988
- Case
Pepsi-Cola Fountain Beverage Division: Marketing Organization
Cespedes, Frank V. "Pepsi-Cola Fountain Beverage Division: Marketing Organization." Harvard Business School Case 589-045, October 1988.
- September 1988
- Case
Honeywell, Inc.: International Organization for Commercial Avionics (B)
Cespedes, Frank V. "Honeywell, Inc.: International Organization for Commercial Avionics (B)." Harvard Business School Case 589-043, September 1988.
- August 1988
- Background Note
Marketing Implementation, Course Overview
Keywords: Marketing
Cespedes, Frank V. "Marketing Implementation, Course Overview." Harvard Business School Background Note 589-018, August 1988.
- May 1989 (Revised October 1989)
- Teaching Note
Becton Dickinson & Co.: VACUTAINER Systems Division, Teaching Note
Teaching Note for (9-587-085). View Details
Keywords: Medical Devices and Supplies Industry
- April 1988
- Supplement
MCI Telecommunications Corp.: VNET (B)
Keywords: Telecommunications Industry
Cespedes, Frank V. "MCI Telecommunications Corp.: VNET (B)." Harvard Business School Supplement 588-069, April 1988.
- October 1987 (Revised June 1989)
- Case
Imperial Distributors, Inc. (B)
Cespedes, Frank V. "Imperial Distributors, Inc. (B)." Harvard Business School Case 588-024, October 1987. (Revised June 1989.)