Publications

Educators

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

March 2011
Article

The Short Life of Online Sales Leads

By: James B. Oldroyd, Kristina McElheran and David Elkington

Keywords: Online Technology; Sales

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Other Unpublished Work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

Read Now

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

Educators

13 Apr 2012
News

Power Poses: Tweaking Your Body Language For Greater Sales Success

24 Mar 2009
News

February home sales rise as prices sink

16 Dec 2021
News

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

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

13 Apr 2012
News

Power Poses: Tweaking Your Body Language For Greater Sales Success

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

October 2004
Case

Sales Force Training at Arrow Electronics (C)

Supplements the (A) case. View Details

Educators

March 1990 (Revised March 1990)
Supplement

Chase Manhattan Bank (G): International Institutional Sales

By: Benson P. Shapiro

Keywords: Banking Industry

27 May 2009
News

Home prices, sales plunge in Bay State

08 Apr 2010
News

Morning Report: March 2010 Retailer Sales Gains

04 Jun 2012
HBS Conference

Thought Leadership on the Sales Profession Conference

September 20, 2021
Article

The Puzzle of OpenSea Private Sale Fees

By: Scott Duke Kominers

Read Now

December 2005 (Revised March 2007)
Supplement

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

By: Boris Groysberg

Keywords: Financial Services Industry