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  • All HBS Web  (4,067)
    • People  (5)
    • News  (810)
    • Research  (2,689)
    • Events  (20)
    • Multimedia  (48)
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Show Results For

  • 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 →
  • April 2006
  • Case

Nutricia Middle East: Measuring Sales Force Effectiveness

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: Management Teams; Salesforce Management; Customer Relationship Management; Emerging Markets; Nutrition; Performance Effectiveness; Business Strategy; Commercialization; Health Industry; Middle East; Africa
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Martinez-Jerez, Francisco de Asis, and Rachel Sha. "Nutricia Middle East: Measuring Sales Force Effectiveness." Harvard Business School Case 106-063, April 2006.
  • 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.
  • March 2011
  • Article

The Short Life of Online Sales Leads

By: James B. Oldroyd, Kristina McElheran and David Elkington
Keywords: Online Technology; Sales
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Oldroyd, James B., Kristina McElheran, and David Elkington. "The Short Life of Online Sales Leads." Harvard Business Review 89, no. 3 (March 2011).
  • 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  • Other Unpublished Work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.)
  • 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
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Ofek, Elie, and Nakisha Williams. "Purple Innovation, Inc.: The Online to Offline Marketing Challenge." Harvard Business School Case 520-040, November 2019. (Revised April 2020.)
  • 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
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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.)
  • 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
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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

  • 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
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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

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