Filter Results:
(34,591)
Show Results For
- All HBS Web
(34,591)
- People (85)
- News (12,013)
- Research (15,041)
- Events (475)
- Multimedia (1,606)
- Faculty Publications (12,360)
Show Results For
- All HBS Web
(34,591)
- People (85)
- News (12,013)
- Research (15,041)
- Events (475)
- Multimedia (1,606)
- Faculty Publications (12,360)
- 16 Nov 2010
- News
Seasonal prices are boosting retail sales
- 07 Jun 2022
- News
Navigating Sales Management with Frank Cespedes
- Research Summary
FOUNDATIONS OF BUSINESS STRATEGY
Pankaj Ghemawat is involved in an ongoing stream of research and course development on the foundations of business strategy. Recent work has included the application of game theory to business strategy, as reported in the book Games Businesses Play, and the... View Details
- 18 Feb 2015
- News
Reinvent Your Sales Process While Still Hitting Your Numbers
- 28 Nov 2012
- News
Timing Is Everything for Insider Sales
- 01 Dec 1996
- News
Intellectual Debate: The Business of Business
With Dean Clark and former Dean McArthur present, along with some fifty current and former faculty members, two back-to-back sessions at the McArthur symposium under-scored differing views within the HBS community on some fundamental View Details
- July 2017
- Article
The Four Stages to Becoming an Excellent Front-Line Sales Manager
By: Frank V. Cespedes
Sales occupations account for more than 10% of the total U.S. labor force, and that official estimate is almost certainly low: In an increasingly service economy, many people who do business development for a living are not listed as “sales” for reporting purposes.... View Details
Keywords: Salesforce Management
Cespedes, Frank V. "The Four Stages to Becoming an Excellent Front-Line Sales Manager." Quotable (July 2017).
- 11 Feb 2015
- Video
Words of Business Wisdom
- 02 Aug 2011
- News
The business of football
- January 1994
- Case
ABC Sales and Service Division: A Case Study of Personal and Organizational Transformation
By: D. Quinn Mills, Brock W. Orwig, Janet M. Pumo, Todd C. Stilson and Richard C. Wei
In the midst of dramatic changes in the information systems industry and declining profits at the ABC Co., the vice president in charge of the sales and service division, Jeff, and his managers attempt to transform their division. The transformation gets off to a good... View Details
Keywords: Organizational Change and Adaptation; Transformation; Motivation and Incentives; Resignation and Termination; Communication; Business or Company Management; Information Technology Industry
Mills, D. Quinn, Brock W. Orwig, Janet M. Pumo, Todd C. Stilson, and Richard C. Wei. "ABC Sales and Service Division: A Case Study of Personal and Organizational Transformation." Harvard Business School Case 494-075, January 1994.
- 18 Oct 2022
- News
#TimTalk – Sales management that works with Frank Cespedes
- December 1994 (Revised December 1994)
- Case
Physician Sales and Service, Inc. (A): June 1992
A medical products distribution company faces strategic opportunities and challenges in a rapidly changing market. Physician Sales and Service (PSS), founded by Patrick Kelly in 1983, operates in 20 states in the United States and intends to expand to 50 states by... View Details
Keywords: Entrepreneurship; Growth and Development Strategy; Medical Devices and Supplies Industry; Distribution Industry
Bhide, Amar, and Jay Dial. "Physician Sales and Service, Inc. (A): June 1992." Harvard Business School Case 395-066, December 1994. (Revised December 1994.)
- Research Summary
Science-Based Business and the Business of Science
By: H. Kent Bowen
Science and technology can provide strategic advantage to companies' through differentiated products and processes. The focus of our research is on unusually productive and creative labs that are the sources of breakthroughs that create platforms for sustained... View Details
- 11 Jan 2018
- Working Paper Summaries
Brokers and Order Flow Leakage: Evidence from Fire Sales
- 22 Mar 2017
- News
What's the Ideal Frequency for a Sales Quota?
- 21 Jun 2019
- News
The Business of Yoga
- 08 Sep 2014
- News
The Strategic Way To Hire a Sales Team
- December 15, 2015
- Article
Don't Turn Your Sales Team Loose Without a Strategy
By: Frank V. Cespedes and Steve Thompson
When formulating a strategy, markets and segments are typically important categories. But only customers buy. Hence, for most firms, de facto strategy and much resource allocation are the aggregate result of the deals their salespeople close. However, few firms clarify... View Details
Cespedes, Frank V., and Steve Thompson. "Don't Turn Your Sales Team Loose Without a Strategy." Harvard Business Review (website) (December 15, 2015).
- October 1988 (Revised December 1989)
- Case
Siemens Electric Motor Works (B): Pricing Interdivisional Sales
Examines Siemens' policy for pricing products transferred between the manufacturing and sales divisions of their Electric Motor Works, where both are profit centers. It is unique in that the organizational linkage between the product costing system and the transfer... View Details
Keywords: Production; Price; Organizational Structure; Profit; Business Processes; Manufacturing Industry
Wruck, Karen. "Siemens Electric Motor Works (B): Pricing Interdivisional Sales." Harvard Business School Case 189-090, October 1988. (Revised December 1989.)
- July 2017
- Article
What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?
By: Kenneth A. Froot, Namho Kang, Gideon Ozik and Ronnie Sadka
We develop real-time proxies of retail corporate sales from multiple sources, including approximately 50 million mobile devices. These measures contain information from both the earnings quarter (within quarter) and the period between that quarter's end and the... View Details
Froot, Kenneth A., Namho Kang, Gideon Ozik, and Ronnie Sadka. "What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?" Journal of Financial Economics 125, no. 1 (July 2017): 143–162. (Revised from NBER Working Paper No. 22366, June 2016, Harvard Business School Working Paper No. 16-123, April 2016.)