• April 2017
• Article

How Sales Can Wield Its Most Effective Weapon: Pricing

By: Frank V. Cespedes

This article discusses certain core ways that sales people can use, but sometimes abuse, pricing authority and the implications for effective sales management. View Details

Keywords: Sales; Price; Salesforce Management

Citation

Read Now

Related

Cespedes, Frank V. "How Sales Can Wield Its Most Effective Weapon: Pricing." Quotable (April 2017).

• 17 Jun 2015
• News

Harvard Professor Bill George On Why 'Flex Hours' Are Critical

• 15 May 2014
• News

Taking Business Back from Wall Street

• 30 Sep 2019
• Book

Book Excerpt: Why a Volume on Race, Work, and Leadership

  Excerpt by Laura Morgan Roberts, Anthony J. Mayo, and Serenity Lee Blacks have been integral to the economic foundation of the United States since its inception, yet that foundation was forged on an institutionalized inequality, which continues to have debilitating... View Details

Keywords: Re: Andi Wang

• 10 Feb 2017
• Working Paper Summaries

The Persistent Effect of Initial Success: Evidence from Venture Capital

Keywords: by Ramana Nanda, Sampsa Samila, and Olav Sorenson; Financial Services

• 02 Jan 2019
• News

American Man Becomes First Person To Cross Antarctica Alone And Unaided

• 09 Jul 2015
• News

Shoppers with reusable bags buy more junk food

• 25 Apr 2016
• News

Rosabeth Moss Kanter On Fixing Our Commutes

David A. Moss

David Moss is the Paul Whiton Cherington Professor at Harvard Business School, where he teaches in the Business, Government, and the International Economy (BGIE) unit. He earned his B.A. from Cornell University and his Ph.D. from Yale.  In 1992-1993, he served as a... View Details

Keywords: banking; credit card; federal government; financial services; health care; insurance industry; state government

• September 2012
• Teaching Note

Stryker Corporation: Capital Budgeting (TN)

By: Timothy A. Luehrman

This case examines some parts of Stryker Corporation's systems and procedures for approving and authorizing capital spending of many different types, including buildings, machinery, and working capital for existing businesses, as well as transactions with third parties... View Details

Keywords: Capital Expenditures-equipment; Capital Expenditures-machinery; Internal Rate Of Return; Discounted Cash Flows; Net Present Value; Cost of Capital; Valuation; Cash Flow; System; Organizational Culture; Policy; Business Processes; Capital Budgeting

Citation

Purchase

Related

Luehrman, Timothy A. "Stryker Corporation: Capital Budgeting (TN)." Harvard Business School Teaching Note 213-039, September 2012.

• 23 Feb 2015
• Working Paper Summaries

The Challenges and Enhancing Opportunities of Global Project Management: Evidence from Chinese and Dutch Cross-Cultural Project Management

Keywords: by Ying Zhang, Christopher Marquis, Sergey Filippov, Henk-Jan Haasnoot & Martijn van der Steen