Sale - Publications - Faculty & Research

Forecasting firm-level sales is a key activity in top-down planning in most organizations. In the retailing industry, firms can use inventory and price to stimulate demand. Hence, standard time series methods for sales forecasting can be improved by incorporating... View Details

2003
Other Unpublished Work

New Horizons in Selling and Sales Management

By: Frank V. Cespedes

Keywords: Salesforce Management

Citation

February 2011 (Revised May 2011)
Case

Marlin & Associates and the Sale of Riverview Technologies

By: Richard S. Ruback and Royce Yudkoff

Riverview Technologies was a Stockholm, Sweden-based company that had developed software hedge funds. After spending more than a year in an organized sale process, the winning bidder had become increasingly difficult to work with and the closing had been substantially... View Details

Keywords: Mergers and Acquisitions; Entrepreneurship; Negotiation Deal; Negotiation Offer; Negotiation Process; Business and Shareholder Relations; Financial Services Industry

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B2B Sales and Distribution - Course Catalog

HBS Course Catalog B2B Sales and Distribution Course Number 1985 Senior Lecturer Lou Shipley Spring; Q3; 1.5 credits Faculty Name(s) Lou Shipley, Senior Lecturer https://www.hbs.edu/faculty/Pages/profile.aspx?facId=936677 Dianne Ledingham... View Details

August 1988 (Revised January 1992)
Case

Hewlett-Packard (B): Organizing New Product Sales Channels--1987

By: V. Kasturi Rangan

Keywords: Sales; Product Launch; Marketing Channels; Computer Industry

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September 2002
Case

Align Technology, Inc.: Matching Manufacturing Capacity to Sales Demand

By: H. Kent Bowen and Jonathan P Groberg

Align Technology is a four-year-old medical products company that has invented a new product requiring new manufacturing processes. Demand for the new product has grown more slowly than initial forecasts predicted, and the cost structure is preventing the company from... View Details

Keywords: Health Care and Treatment; Collaborative Innovation and Invention; Problems and Challenges; Product; Forecasting and Prediction; Marketing Strategy; Sales; Demand and Consumers; Production; Health Industry

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15 Jun 2009
News

Web Ad Sales Open Door to Viruses

21 Aug 2024
News

The Blurred Lines Between Sales and Marketing

07 Dec 2011
News

Shoppers say 'ho-hum' not 'ho-ho-ho' to sales

22 Sep 2014
News

How to Focus Your Sales Team on the Right Effectiveness Metrics

March 2011
Article

The Short Life of Online Sales Leads

By: James B. Oldroyd, Kristina McElheran and David Elkington

Keywords: Online Technology; Sales

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February 2018
Case

Qualtrics (A)

By: Doug J. Chung and James M. Lattin

Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details

Keywords: Sales Strategy; Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation

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