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    • Faculty Publications  (268)

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    • All HBS Web  (120,094)
      • Faculty Publications  (268)

      Shapiro, Benson P.Remove Shapiro, Benson P. →

      ← Page 2 of 268 Results →
      • April 2008 (Revised May 2012)
      • Case

      Ti-Tech (A)

      By: Benson P. Shapiro, John T. Gourville and Craig E. Cline
      This case concerns the selection and scheduling of orders by a small industrial titanium fabricator that recently has been plagued by poor deliveries and a lack of capacity. At the time of the case, Ti-Tech must decide which of four orders to accept, with capacity... View Details
      Keywords: Decision Choices and Conditions; Metals and Minerals; Order Taking and Fulfillment; Supply Chain Management; Performance Capacity; Industrial Products Industry; Manufacturing Industry
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      Shapiro, Benson P., John T. Gourville, and Craig E. Cline. "Ti-Tech (A)." Harvard Business School Case 508-095, April 2008. (Revised May 2012.)
      • April 2008
      • Supplement

      Ti-Tech (B)

      By: Benson P. Shapiro and John T. Gourville
      This case concerns the selection and scheduling of orders by a small industrial titanium fabricator that recently has been plagued by poor deliveries and a lack of capacity. At the time of the case, Ti-Tech must decide which of four orders to accept, with capacity... View Details
      Keywords: Decisions; Order Taking and Fulfillment; Production; Performance Capacity; Marketing Strategy; Bids and Bidding; Manufacturing Industry; Industrial Products Industry; United States
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      Shapiro, Benson P., and John T. Gourville. "Ti-Tech (B)." Harvard Business School Supplement 508-096, April 2008.
      • February 2008 (Revised August 2011)
      • Case

      Olympia Machine Company, Inc.

      By: Frank V. Cespedes and Benson P. Shapiro
      The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered different alternatives to the current method of straight salary plus expenses. Each option has different implications... View Details
      Keywords: Governance Controls; Compensation and Benefits; Mission and Purpose; Salesforce Management; Motivation and Incentives; Business Strategy; Industrial Products Industry
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      Cespedes, Frank V., and Benson P. Shapiro. "Olympia Machine Company, Inc." Harvard Business School Case 708-490, February 2008. (Revised August 2011.)
      • 2003
      • Case

      Bridge the Gap Between Strategy and Tactics with the Magic Matrix

      By: Benson P. Shapiro
      Keywords: Management Analysis, Tools, and Techniques; Strategy
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      Shapiro, Benson P. "Bridge the Gap Between Strategy and Tactics with the Magic Matrix." Harvard Business School Publishing Case, 2003. (Note #9-999-008.)
      • 2003
      • Class Lecture

      Sprint Selling and Turbo-Charged Market Development

      By: Benson P. Shapiro
      Keywords: Marketing Strategy
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      Shapiro, Benson P. "Sprint Selling and Turbo-Charged Market Development." Boston: Harvard Business School Publishing Class Lecture, 2003. Electronic. (Faculty Lecture: HBSP Product Number 1504C.)
      • 2003
      • Case

      Sustainable Marketing Leadership

      By: Benson P. Shapiro
      Keywords: Leadership; Marketing
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      Shapiro, Benson P. "Sustainable Marketing Leadership." Harvard Business School Publishing Case, 2003. (Note #9-999-009.)
      • 2002
      • Case

      Commodities, Specialties and the Great In-Between

      By: Benson P. Shapiro
      Keywords: Profit; Goods and Commodities
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      Shapiro, Benson P. "Commodities, Specialties and the Great In-Between." Harvard Business School Publishing Case, 2002. (Note #9-999-005.)
      • 2002
      • Case

      Creating the Customer-Centric Team: Coordinating Sales and Marketing

      By: Benson P. Shapiro
      Keywords: Marketing; Groups and Teams; Sales; Customer Focus and Relationships
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      Shapiro, Benson P. "Creating the Customer-Centric Team: Coordinating Sales and Marketing." Harvard Business School Publishing Case, 2002. (Note #9-999-006.)
      • 2002
      • Case

      Performance-Based Pricing Is More Than Pricing

      By: Benson P. Shapiro
      Keywords: Price; Performance
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      Shapiro, Benson P. "Performance-Based Pricing Is More Than Pricing." Harvard Business School Publishing Case, 2002. (Note #9-999-007.)
      • 2001
      • Case

      Sprint Sell to Close Sales Quickly

      By: Benson P. Shapiro
      Keywords: Sales
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      Shapiro, Benson P. "Sprint Sell to Close Sales Quickly." Harvard Business School Publishing Case, 2001. (Note #9-999-004.)
      • April 1999 (Revised September 2000)
      • Case

      Interep National Radio Sales, Inc.

      By: Benson P. Shapiro, Stephen X. Doyle and Wade Myers
      Interep must mobilize sales information technology, organizational structures, and sales management processes to protect and enhance its strong position as a radio advertising sales firm. Opportunities and risks are high in this complex, rapidly changing sales agency... View Details
      Keywords: Management Practices and Processes; Sales; Strategy; Information Technology; Advertising; Risk and Uncertainty; Opportunities; Fluctuation; Media and Broadcasting Industry; Advertising Industry; New York (state, US)
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      Shapiro, Benson P., Stephen X. Doyle, and Wade Myers. "Interep National Radio Sales, Inc." Harvard Business School Case 999-011, April 1999. (Revised September 2000.)
      • 1998
      • Book

      Sales Management

      By: Benson P. Shapiro and Frank V. Cespedes
      Keywords: Sales; Management
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      Shapiro, Benson P., and Frank V. Cespedes. Sales Management. Business Fundamentals. Boston: Harvard Business School Publishing, 1998.
      • 1998
      • Case

      Commodity Busters

      By: Benson P. Shapiro
      Keywords: Price; Goods and Commodities
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      Shapiro, Benson P. "Commodity Busters." Harvard Business School Publishing Case, 1998. (Note #9-999-001.)
      • 1998
      • Case

      Precision Pricing for Profit in the New World Order

      By: Benson P. Shapiro
      Keywords: Price; Profit; Customers
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      Shapiro, Benson P. "Precision Pricing for Profit in the New World Order." 1998. (Note #9-999-003.)
      • 1998
      • Case

      The High Impact Salesforce

      By: Benson P. Shapiro
      Keywords: Salesforce Management
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      Shapiro, Benson P. "The High Impact Salesforce." Harvard Business School Publishing Case, 1998. (Note #9-999-002.)
      • January 1997
      • Background Note

      Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance

      By: Benson P. Shapiro
      Provides an integrated framework for creating customer value and managing the firm profitably. Focuses on the use of product/service line management and effective customer service to achieve customer satisfaction and high profitability. View Details
      Keywords: Customer Value and Value Chain; Framework; Performance Efficiency; Sales; Business Strategy; Customer Satisfaction; Profit; Product Marketing; Business or Company Management
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      Shapiro, Benson P. "Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance." Harvard Business School Background Note 597-071, January 1997.
      • September 1996
      • Supplement

      Howard, Shea & Chan Asset Management (D): Sales Presentation, Video

      By: Benson P. Shapiro
      Presents a sales presentation, allowing students and executive participants to develop a set of criteria for such a presentation and apply them to a real one. View Details
      Keywords: Presentations; Sales; Financial Services Industry
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      Shapiro, Benson P. "Howard, Shea & Chan Asset Management (D): Sales Presentation, Video." Harvard Business School Video Supplement 597-501, September 1996.
      • August 1996 (Revised October 1996)
      • Case

      Howard, Shea & Chan Asset Management (A)

      By: Benson P. Shapiro
      A medium-sized investment management firm is attempting to decide whether to try to grow, and if so, how. It is a complicated decision because the managing partner and her colleagues have significantly different views. This case provides the background on the industry,... View Details
      Keywords: Partners and Partnerships; Decision Making; Sales; Growth and Development Strategy; Financial Services Industry
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      Shapiro, Benson P. "Howard, Shea & Chan Asset Management (A)." Harvard Business School Case 597-021, August 1996. (Revised October 1996.)
      • August 1996
      • Case

      Howard, Shea & Chan Asset Management (B); The Partnership Meeting

      By: Benson P. Shapiro
      Continues the plot about growth and sales strategies, and adds interesting pricing and sales compensation elements. The partners' meeting sharpens the disagreements among the five partners, and forces Anne Howard, the managing partner, to develop a clear action plan. View Details
      Keywords: Growth and Development Strategy; Price; Sales; Strategy; Asset Management; Partners and Partnerships; Service Industry
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      Shapiro, Benson P. "Howard, Shea & Chan Asset Management (B); The Partnership Meeting." Harvard Business School Case 597-022, August 1996.
      • August 1996 (Revised October 1996)
      • Case

      Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson

      By: Benson P. Shapiro
      Goes to the heart of the sales strategy issues by asking discussion participants to: 1) develop a salesperson recruiting process, 2) choose among four resumes, and 3) develop a sales compensation approach. View Details
      Keywords: Compensation and Benefits; Recruitment; Salesforce Management; Strategy
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      Shapiro, Benson P. "Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson." Harvard Business School Case 597-023, August 1996. (Revised October 1996.)
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