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  • All HBS Web  (4,067)
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  • All HBS Web  (4,067)
    • People  (5)
    • News  (810)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
  • Faculty Publications  (1,850)
← Page 12 of 4,067 Results →
  • August 2013
  • Teaching Note

Nutricia Middle East: Measuring Sales Force Effectiveness

By: F. Asis Martinez-Jerez
Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant milk formula most effectively in a region where the information environment is much less rich than in other... View Details
Keywords: Globalized Firms and Management; Customer Relationship Management; Commercialization; Management Practices and Processes; Salesforce Management; Nutrition; Performance Evaluation; Information Management; Health Industry; Africa; Middle East
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Martinez-Jerez, F. Asis. "Nutricia Middle East: Measuring Sales Force Effectiveness." Harvard Business School Teaching Note 114-011, August 2013.
  • 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  • Other Unpublished Work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
Keywords: Online Advertising; Sales; Marketing Strategy; Web Sites; Competition; Books
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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.)
  • August 1988 (Revised January 1992)
  • Case

Hewlett-Packard (A): Organizing New Product Sales Channels--1986

By: V. Kasturi Rangan and Joseph G. Finegold
Keywords: Sales; Product Launch; Marketing Channels; Computer Industry
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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.)
  • 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
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Chung, Doug J., and James M. Lattin. "Qualtrics (A)." Harvard Business School Case 518-082, February 2018.
  • 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
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Berquist, Victoria, Lev Klarnet, and Leemore Dafny. "Sale of Private Equity–Owned Physician Practices and Physician Turnover." JAMA Health Forum 6, no. 2 (February 2025).
  • 22 Sep 2014
  • News

How to Focus Your Sales Team on the Right Effectiveness Metrics

  • September 20, 2021
  • Article

The Puzzle of OpenSea Private Sale Fees

By: Scott Duke Kominers
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Kominers, Scott Duke. "The Puzzle of OpenSea Private Sale Fees." dGen Network (September 20, 2021).
  • December 2005 (Revised March 2007)
  • Supplement

Drexel Burnham Lambert (B): Kirsch's Talent Sale

By: Boris Groysberg
Keywords: Financial Services Industry
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Groysberg, Boris. "Drexel Burnham Lambert (B): Kirsch's Talent Sale." Harvard Business School Supplement 406-057, December 2005. (Revised March 2007.)
  • 14 Oct 2020
  • Podcast

63. Understanding Demand-Side Sales with Bob Moesta

Why are there no sales professors at the Harvard Business School or anywhere else, for that matter? Given that selling products and services is such a fundamental aspect of business, it may surprise you to learn that "most MBA programs offer no sales-related courses at... View Details
  • 17 Feb 2023
  • News

Sales Management That Works with Frank 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
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Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (B)." Harvard Business School Case 905-042, October 2004.
  • 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
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Srinivasan, Suraj, Dennis W. Campbell, Susanna Gallani, and Amram Migdal. "Sales Misconduct at Wells Fargo Community Bank." Harvard Business School Teaching Note 118-022, March 2018.
  • October 2004
  • Case

Sales Force Training at Arrow Electronics (C)

Supplements the (A) case. View Details
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Beaulieu, Nancy D., and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (C)." Harvard Business School Case 905-043, October 2004.
  • March 1990 (Revised March 1990)
  • Supplement

Chase Manhattan Bank (G): International Institutional Sales

By: Benson P. Shapiro
Keywords: Banking Industry
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Shapiro, Benson P. "Chase Manhattan Bank (G): International Institutional Sales." Harvard Business School Supplement 590-090, March 1990. (Revised March 1990.)
  • 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

  • Article

How Real Sales Learning Happens: In the Flow of Work

By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the... View Details
Keywords: Sales; Learning; Training; Performance
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Lee, Yuchun, Mark Magnacca, and Frank V. Cespedes. "How Real Sales Learning Happens: In the Flow of Work." Learning Solutions (February 15, 2021).
  • 04 Dec 2017
  • News

How a Fast-Growing Startup Built Its Sales Team for Long-Term Success

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