Publications

Publications

Filter Results: (378) Arrow Down

Show Results For

← Page 11 of 378 Results →
  • October 1989 (Revised November 2006)
  • Background Note

Deployment, Focus, and Measuring Effectiveness

By: Frank V. Cespedes
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
Keywords: Performance Effectiveness; Sales; Marketing
Related
  • October 1989
  • Background Note

Aspects of Sales Management: Key Themes

By: Frank V. Cespedes
Keywords: Salesforce Management
Related
  • February 1990
  • Teaching Note

General Electric: Customer Service, Teaching Note

By: Frank V. Cespedes
Keywords: Customers; Electronics Industry
Related
  • December 1988
  • Teaching Note

Marketing Organization Course Module, Instructor's Overview

By: Frank V. Cespedes
Keywords: Marketing Strategy
Related
  • October 1988
  • Case

Pepsi-Cola Fountain Beverage Division: Marketing Organization

By: Frank V. Cespedes
Keywords: Marketing; Marketing Channels; Food and Beverage Industry
Related
  • September 1988
  • Case

Honeywell, Inc.: International Organization for Commercial Avionics (B)

By: Frank V. Cespedes
Keywords: Change Management; Marketing; Global Range; Aerospace Industry
Related
  • August 1988
  • Background Note

Marketing Implementation, Course Overview

By: Frank V. Cespedes
Keywords: Marketing
Related
  • May 1989 (Revised October 1989)
  • Teaching Note

Becton Dickinson & Co.: VACUTAINER Systems Division, Teaching Note

By: Frank V. Cespedes
Teaching Note for (9-587-085). View Details
Keywords: Medical Devices and Supplies Industry
Related
  • April 1988
  • Supplement

MCI Telecommunications Corp.: VNET (B)

By: Frank V. Cespedes
Keywords: Telecommunications Industry
Related
  • October 1987 (Revised June 1989)
  • Case

Imperial Distributors, Inc. (B)

By: Frank V. Cespedes
Related
  • February 1987 (Revised January 1991)
  • Teaching Note

Peripheral Products Co.: The ""Gray Market"" for Disk Drives, Teaching Note

By: Frank V. Cespedes
Teaching Note for (9-586-124). View Details
Keywords: Computer Industry
Related
  • April 1986 (Revised June 1993)
  • Case

Cox Cable (A)

By: Frank V. Cespedes
Keywords: Telecommunications Industry
Related
  • August 1985
  • Background Note

Note on the Disk Drive Industry--1985

By: Frank V. Cespedes
Keywords: Computer Industry
Related
  • September 2018
  • Case

ProdEng: Services for Oil & Gas Extraction

By: Frank V. Cespedes, Maria Fernanda Miguel and Mariana Cal
ProdEng is a venture created as part of a PE fund and provides oil field services in Argentina. In 2016, an industry-wide unforeseen oil and gas demand slump drove ProdEng’s average service rates down by more than 37%, with EBITDA margins falling from 50% to 24% in the... View Details
Keywords: Pricing; Entrepreneurship; Sales; Marketing; Price; Strategy; Latin America; Argentina
Related
  • October 2024
  • Article

How to Use Sales Assessments

By: Frank V. Cespedes
Judging a person’s fit for a sales job is complex, and research shows that managers greatly overrate their ability to predict someone’s performance on the basis of interviews. Hence, using assessments is a growing trend in sales hiring and training. This article... View Details
Keywords: Forecasting and Prediction; Performance Evaluation; Sales
Related
  • September 2024
  • Article

Sales Coaching and Value Creation

By: Frank V. Cespedes
Despite the prevalence of “coachability” in firms’ stated hiring criteria, managers over-estimate the amount of time they actually devote to coaching their people. For example, research indicates that only 15% of sales managers even spend as much as 25% of their time... View Details
Keywords: Competency and Skills; Employee Relationship Management; Management Practices and Processes
Related
  • December 2023
  • Article

Looking Forward – To Better Strategy-Sales Coordination

By: Frank V. Cespedes
Business decisions are about tomorrow, not yesterday. A key to looking forward in most firms is the annual strategy meeting, where linking sales efforts with strategy is vital for implementation and profitable growth. But according to surveys, less than half of... View Details
Keywords: Sales; Growth and Development Strategy; Corporate Strategy
Related
  • July 2023
  • Teaching Note

Belden and Digital Transformation: From Product Sales to Solutions Sales

By: Frank V. Cespedes
Teaching Note for HBS Case No. 823-002. Belden manufactures devices such as switches, cables, adapters, and connectors. Faced with market changes, the firm initiated a new Enhanced Solutions Delivery (ESD) initiative. In November 2022 executives are evaluating the... View Details
Keywords: Change Management; Digital Transformation; Organizational Change and Adaptation; Sales; Marketing Channels; Manufacturing Industry
Related
  • March 2021
  • Teaching Note

Performance Improvement Consulting and Hi-R-Me: Making Sales Calls

By: Frank V. Cespedes
Teaching Note for HBS Case No. 819-043. This case study focuses on concepts, tools, and behaviors relevant to making sales calls along a typical progression with a prospect: from an initial phone call thru more in-depth discovery to a go/no-go meeting. The teaching... View Details
Keywords: Sales Calls; Sales; Competency and Skills
Related
  • September 2018
  • Article

Assembling the Sales Team

By: Frank V. Cespedes
Data and analytical tasks have lengthened productivity ramp-up times in many sales contexts, making each hire a bigger sunk cost for a longer time. Most companies adopt two common practices: They hire on the basis of “experience” and/or look at their best reps and try... View Details
Keywords: Sales; Selection and Staffing
Related