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Show Results For
- All HBS Web
(4,066)
- People (5)
- News (810)
- Research (2,690)
- Events (20)
- Multimedia (48)
- Faculty Publications (1,851)
- August 1988 (Revised January 1992)
- Case
Hewlett-Packard (B): Organizing New Product Sales Channels--1987
Rangan, V. Kasturi. "Hewlett-Packard (B): Organizing New Product Sales Channels--1987." Harvard Business School Case 589-020, August 1988. (Revised January 1992.)
- Web
B2B Sales and Distribution - Course Catalog
HBS Course Catalog B2B Sales and Distribution Course Number 1985 Senior Lecturer Lou Shipley Spring; Q3; 1.5 credits Faculty Name(s) Lou Shipley, Senior Lecturer https://www.hbs.edu/faculty/Pages/profile.aspx?facId=936677 Dianne Ledingham... View Details
- September 2002
- Case
Align Technology, Inc.: Matching Manufacturing Capacity to Sales Demand
By: H. Kent Bowen and Jonathan P Groberg
Align Technology is a four-year-old medical products company that has invented a new product requiring new manufacturing processes. Demand for the new product has grown more slowly than initial forecasts predicted, and the cost structure is preventing the company from... View Details
Keywords: Health Care and Treatment; Collaborative Innovation and Invention; Problems and Challenges; Product; Forecasting and Prediction; Marketing Strategy; Sales; Demand and Consumers; Production; Health Industry
Bowen, H. Kent, and Jonathan P Groberg. "Align Technology, Inc.: Matching Manufacturing Capacity to Sales Demand." Harvard Business School Case 603-058, September 2002.
- 12 Feb 2013
- Working Paper Summaries
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
- 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
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).
- 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 1990 (Revised March 1992)
- Supplement
Mary Kay Cosmetics: Sales Force Incentives (B)
By: Robert L. Simons
Details the changes made to the VIP automobile plan. View Details
Simons, Robert L. "Mary Kay Cosmetics: Sales Force Incentives (B)." Harvard Business School Supplement 190-122, March 1990. (Revised March 1992.)
- March 2018
- Teaching Note
Sales Misconduct at Wells Fargo Community Bank
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
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
Keywords: Banking Industry
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
- Teaching Interest
MBA Elective Curriculum Personal Selling and Sales Force Management
Personal selling is the primary (and sometimes the only) form of marketing activity for many firms, especially in a business-to-business context. The course focuses on the tactical component of managing a salesforce and on the strategic element of linking sales... View Details