Sales - Publications - Faculty & Research

February 2011 (Revised May 2011)
Case

Marlin & Associates and the Sale of Riverview Technologies

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

Citation

Educators

Purchase

February 2025
Article

Sale of Private Equity–Owned Physician Practices and Physician Turnover

By: Victoria Berquist, Lev Klarnet and Leemore Dafny

Private equity (PE) ownership of physician practices is increasing, with owners targeting sales, or exits, in 3 to 7 years. Little is known about the association of exit with physician retention and subsequent employment. Using panel data over the period 2014-2020, we... View Details

Keywords: Private Equity; Retention; Health Industry

Citation

Register to Read

12 Feb 2013
Working Paper Summaries

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

Keywords: by Doug J. Chung, Thomas Steenburgh & K. Sudhir

April 2017
Article

Getting Your Money's Worth: Improving Sales Compensation

By: Frank V. Cespedes

Citation

Jun 2008
Conference Presentation

The Long Tail Phenomenon in Video Sales

By: Anita Elberse

Citation

12 Jun 2014
News

Sales Strategy: Stay Cool, Cute and Exclusive

25 Nov 2010
News

Apax in talks to buy Advantage Sales

26 Jan 2011
News

Home sales drop, prices rise in 2010

02 Sep 2024
News

Sales Management That Works with Frank Cespedes

March 2018
Teaching Note

Sales Misconduct at Wells Fargo Community Bank

By: Suraj Srinivasan, Dennis W. Campbell, Susanna Gallani and Amram Migdal

Teaching Note for HBS No. 118-009. View Details

Citation

Purchase

October 2004
Case

Sales Force Training at Arrow Electronics (C)

Supplements the (A) case. View Details

Citation

Educators

Purchase

March 1990 (Revised March 1990)
Supplement

Chase Manhattan Bank (G): International Institutional Sales

By: Benson P. Shapiro

Keywords: Banking Industry

Citation

Find at Harvard

27 May 2009
News

Home prices, sales plunge in Bay State

08 Apr 2010
News

Morning Report: March 2010 Retailer Sales Gains

16 Dec 2021
News

Avoid a One-Size-Fits-All Approach to Sales Coaching

04 Jun 2012
HBS Conference

Thought Leadership on the Sales Profession Conference

November 2019 (Revised April 2020)
Case

Purple Innovation, Inc.: The Online to Offline Marketing Challenge

By: Elie Ofek and Nakisha Williams

This case focuses on Purple Innovation Inc. (Purple), a company that started out in the Direct to Consumer (DTC) mattress space. In late 2018, after a successful launch and IPO with sales predominantly originating from its website, Purple was looking to sustain its... View Details

Keywords: Offline Sales; Marketing Strategy; Digital Marketing; Growth and Development Strategy; Consumer Products Industry; Retail Industry

Citation

Educators

Purchase

2002
Case

Creating the Customer-Centric Team: Coordinating Sales and Marketing

By: Benson P. Shapiro

Keywords: Marketing; Groups and Teams; Sales; Customer Focus and Relationships

Citation

Purchase

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