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Show Results For
- All HBS Web
(4,067)
- People (5)
- News (810)
- Research (2,689)
- Events (20)
- Multimedia (48)
- Faculty Publications (1,850)
- 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
Ruback, Richard S., and Royce Yudkoff. "Marlin & Associates and the Sale of Riverview Technologies." Harvard Business School Case 211-083, February 2011. (Revised May 2011.)
- May 1985 (Revised January 1986)
- Case
Cole National Corp. (D): Field Sales Organization
By: Frank V. Cespedes
Cespedes, Frank V. "Cole National Corp. (D): Field Sales Organization." Harvard Business School Case 585-174, May 1985. (Revised January 1986.)
- 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
- September 1996
- Supplement
Howard, Shea & Chan Asset Management (D): Sales Presentation, Video
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
Shapiro, Benson P. "Howard, Shea & Chan Asset Management (D): Sales Presentation, Video." Harvard Business School Video Supplement 597-501, September 1996.
- 2019
- Working Paper
The Comprehensive Effects of a Digital Paywall Sales Strategy
By: Doug J. Chung, Ho Kim and Reo Song
This paper explores the multiple and comprehensive effects of a digital paywall sales strategy, an increasingly common means of go-to-market for media firms. Specifically, we examine the effects of a digital paywall on a media firm’s two sources of income—subscription... View Details
Keywords: Digital Paywall; Demand Substitution; Spillover Effect; Synthetic Control; Sales; Strategy; Media; Newspapers; Publishing Industry
Chung, Doug J., Ho Kim, and Reo Song. "The Comprehensive Effects of a Digital Paywall Sales Strategy." Harvard Business School Working Paper, No. 19-118, May 2019.
- August 2016 (Revised June 2017)
- Case
Oversight Systems
By: Frank V. Cespedes and Amram Migdal
The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia–based software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies. Included... View Details
Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America; United States; Atlanta; Georgia (state, US)
Cespedes, Frank V., and Amram Migdal. "Oversight Systems." Harvard Business School Case 817-015, August 2016. (Revised June 2017.)
- 18 Oct 2022
- News
#TimTalk – Sales management that works with Frank Cespedes
- March 2011
- Article
The Short Life of Online Sales Leads
By: James B. Oldroyd, Kristina McElheran and David Elkington
Oldroyd, James B., Kristina McElheran, and David Elkington. "The Short Life of Online Sales Leads." Harvard Business Review 89, no. 3 (March 2011).
- 2002
- Other Unpublished Work
The Effect of Editorial Discretion Book Promotion on Sales at Amazon.com
By: Benjamin Edelman
A new dataset collected by the author allows estimation of the effect on book sales of promotional listing on Amazon's editorial discretion pages. Following Goolsbee and Chevalier (2001), sales quantities are inferred from sales rank data freely available on Amazon's... View Details
Edelman, Benjamin. "The Effect of Editorial Discretion Book Promotion on Sales at Amazon.com." 2002. (Winner of Seymour E. and Ruth B. Harris Prize for outstanding senior honors thesis in economics. Winner of Thomas T. Hoopes Prize awarded for outstanding scholarly work or research.)
- 19 Nov 2010
- Working Paper Summaries
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
- 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
- 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
Chung, Doug J., and James M. Lattin. "Qualtrics (A)." Harvard Business School Case 518-082, February 2018.
- August 1988 (Revised January 1992)
- Case
Hewlett-Packard (A): Organizing New Product Sales Channels--1986
By: V. Kasturi Rangan and Joseph G. Finegold
Rangan, V. Kasturi, and Joseph G. Finegold. "Hewlett-Packard (A): Organizing New Product Sales Channels--1986." Harvard Business School Case 589-019, August 1988. (Revised January 1992.)
- March 1990 (Revised March 1992)
- Supplement
Mary Kay Cosmetics: Sales Force Incentives (B)
By: Robert L. Simons
Details the changes made to the VIP automobile plan. View Details
Simons, Robert L. "Mary Kay Cosmetics: Sales Force Incentives (B)." Harvard Business School Supplement 190-122, March 1990. (Revised March 1992.)
- March 1993
- Teaching Note
Managing Sales Interfaces: Course Module, Instructor's Overview
By: Frank V. Cespedes
- October 2004
- Case
Sales Force Training at Arrow Electronics (B)
By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
Supplements the (A) case. A rewritten version of an earlier supplement. View Details
Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition
Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (B)." Harvard Business School Case 905-042, October 2004.
- 2003
- Other Unpublished Work
New Horizons in Selling and Sales Management
By: Frank V. Cespedes
Keywords: Salesforce Management