Sale Of Business - Publications - Faculty & Research

February 2018
Case

Rosslyn Resource: Monetization and Sales Strategy

Rosslyn Resource identifies exploration targets (potential mineral deposits) in the mining industry and advances them until the project can be monetized, usually through sale to a larger mining company, in return for an upfront fee and a royalty on future revenues.... View Details

Keywords: Strategy; Decision Choices and Conditions; Business Model; Organizational Change and Adaptation; Mining Industry

Citation

Educators

Purchase

January 2021 (Revised March 2021)
Exercise

E-Commerce Analytics for CPG Firms (A): Estimating Sales

By: Ayelet Israeli and Fedor (Ted) Lisitsyn

The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for... View Details

Citation

Purchase

24 Sep 2013

MBA Admissions Panel: Wellesley College

This event will include a panel of Admissions Officers from Harvard Business School, The Wharton School at the University of Pennsylvania, and the Yale School of Management. The panel will discuss the MBA Programs at each school and how to apply. The session will begin... View Details

November 2006 (Revised December 2006)
Module Note

Personal Selling and Sales Management

Develop a better understanding of what salespeople do, what motivates them to succeed, and how to effectively manage their efforts. View Details

Keywords: Salesforce Management

Citation

Purchase

06 Jul 2015
Research & Ideas

Money and Quotas Motivate the Sales Force Best

It's well understood that cash bonuses often motivate a sales force to step up its game, but they don't work in every scenario and in some cases can backfire, a new study from Harvard Business School has... View Details

Keywords: by Roberta Holland; Retail

12 Feb 2007
Working Paper Summaries

Adding Bricks to Clicks: The Effects of Store Openings on Sales through Direct Channels

Keywords: by Jill Avery, Mary Caravella, John Deighton & Thomas Steenburgh; Retail

19 Apr 2016
News

Yahoo Considers Options for a Sale

September 1996 (Revised April 1998)
Case

Mobil USM&R (B): New England Sales and Distribution

By: Robert S. Kaplan

The general manager of a local gasoline/distillate sales and distribution business unit must communicate a new strategy to the unit's 300 employees. An initial strategic planning exercise identified a high-priority list of opportunities that blended the parent... View Details

Keywords: Balanced Scorecard; Adoption; Strategic Planning; Customization and Personalization; Management Practices and Processes; Growth and Development Strategy; Measurement and Metrics; Motivation and Incentives; Performance Evaluation; Energy Industry; Mining Industry; United States

Citation

Educators

Purchase

12 Feb 2018
News

Sale to Scotiabank Marks End of Era for Stephen Jarislowsky

August 28, 2019
Article

How to Make Your Sales Forecasts More Accurate

By: Lou Shipley

Companies need consistently accurate sales forecasts — but unfortunately they are rare. That’s because many companies fail to align their sales and marketing departments, and that alignment is a prerequisite for forecast accuracy. Companies can achieve better alignment... View Details

Keywords: Sales; Forecasting and Prediction; Marketing; Alignment; Technology

Citation

Find at Harvard

Read Now

18 Feb 2015
News

Reinvent Your Sales Process While Still Hitting Your Numbers

January 2021
Article

Sales Hiring Is Hard to Do (Don't Make It Harder)

By: Frank V. Cespedes

In the aggregate, hiring in sales is more expensive than many companies’ cap-ex decisions. But it rarely gets the same attention and companies fail to deal with challenges inherent in sales hiring. Unlike many other business functions, there is no easily identified... View Details

Keywords: Salesforce Management; Selection and Staffing; Human Resources

Citation

Read Now

15 Nov 2018
Working Paper Summaries

Do Fire Sales Create Externalities?

Keywords: by Sergey Chernenko and Adi Sunderam; Financial Services; Banking

16 Nov 2021
News

How to Develop a Sales Strategy That Actually Works with the Author and Harvard Business School Professor Frank Cespedes

2013
Book

Blockbusters: Hit-making, Risk-taking, and the Big Business of Entertainment

By: Anita Elberse

What's behind the phenomenal success of entertainment businesses such as Warner Bros., Marvel Enterprises, and the NFL—along with such stars as Jay-Z, Lady Gaga, and LeBron James? Which strategies give leaders in film, television, music, publishing, and sports an edge... View Details

Citation

Find at Harvard

Purchase

July 2010
Teaching Note

Chrysler's Sale to Fiat (TN)

By: C. Fritz Foley and Lena G. Goldberg

Teaching Note for 210022. View Details

Keywords: Mergers and Acquisitions; Restructuring; Financial Crisis; Assets; Policy; Cost vs Benefits; Sales; Government and Politics; Auto Industry; United States

Citation

Purchase

October 2004
Case

Sales Force Training at Arrow Electronics (A)

By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman

In the mid-1980s, Arrow, the world's largest electronics distributor, implemented a college recruiting program to hire salespeople. The program was part of an effort to increase the professionalism and skill set of the sales force in an industry where few salespeople... View Details

Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition

Citation

Educators

Purchase