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  • 15 Nov 2016
  • News

Field Course Helps Nascent Entrepreneurs Connect with Customers

Entrepreneurial Sales and Marketing (ESM), a field course that debuted in spring 2016. “To a greater degree than in established firms, marketing and selling in entrepreneurial ventures are linked to product development and strategy... View Details
  • September–October 2022
  • Article

Should Your Company Sell on Amazon?: Reach Comes at a Price

By: Ayelet Israeli, Leonard A. Schlesinger, Matt Higgins and Sabir Semerkant
Selling on Amazon allows brands to reach millions of consumers—but that exposure comes with costs. They include smaller margins, more competition, the risk of commoditization, and less knowledge about customers. In this article, the authors present a scorecard to... View Details
Keywords: Retail; Retailing; Online Business; Ecommerce; E-commerce; E-Commerce Strategy; Omnichannel Retail; Omnichannel Retailing; Amazon; Amazon.com; Sales; Digital Marketing; Internet and the Web; Business Model; Retail Industry; Consumer Products Industry; Fashion Industry; Advertising Industry; Battery Industry; Apparel and Accessories Industry; Beauty and Cosmetics Industry; Distribution Industry; Electronics Industry; Food and Beverage Industry; United States
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  • June 2006 (Revised October 2007)
  • Case

Takashimaya in Transition

By: Rajiv Lal, Masako Egawa and Chisato Toyama
Takashimaya, the largest department store in Japan, was suffering from declining sales. CEO Koji Suzuki had succeeded in instituting changes to cut costs. However, Suzuki needed to come up with a strategy to increase sales, particularly in apparel, which comprised the... View Details
Keywords: Growth and Development Strategy; Brands and Branding; Product Development; Sales; Apparel and Accessories Industry; Retail Industry; Japan
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  • August 1983 (Revised June 1985)
  • Supplement

Milford Industries (C)

By: Robert J. Dolan and Benson P. Shapiro
Supplements the (A) case. A rewritten version of part of an earlier series. View Details
Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
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  • December 1995 (Revised October 1996)
  • Case

Maureen Frye at Quaker Steel and Alloy Corporation

By: John J. Gabarro
Maureen Frye, assistant product manager at Quaker Steel and Alloy Corp., is asked to implement an action plan for changing the call pattern of the salesforce. Currently the salesforce is spending too much time on small accounts. Earlier Frye attempted to change their... View Details
Keywords: Management Teams; Managerial Roles; Organizational Culture; Planning; Salesforce Management; Strategy; Steel Industry
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  • April 2008
  • Teaching Note

Campbell and Bailyn's Boston Office: Managing The Reorganization (Brief Case)

Teaching Note for (2182) View Details
Keywords: Organizational Behavior; Fixed Costs; Group Dynamics; Human Resource Management; Compensation; Matrix Organization; Leading Teams; Leadership; Change Management; Organizational Design; Groups and Teams; Compensation and Benefits; Sales
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  • December 1993 (Revised November 1995)
  • Case

Wetherill Associates, Inc.

By: Lynn S. Paine
Top managers of Wetherill Associates, Inc., a small, privately held distributor of electrical parts to the automotive aftermarket, are considering whether to modify the company's compensation system for its salesforce. The management wants a compensation system that... View Details
Keywords: Ethics; Business or Company Management; Organizational Structure; Compensation and Benefits; Salesforce Management
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    Samuel M. Walton

    1987, Wal-Marts numbered over 1,000 and had sales of $14 billion. Gaining momentum from the success of Wal-Mart, Walton created the highly successful bulk food store chain, Sam’s Wholesale Club, which also earned revenues in the billions.... View Details
    Keywords: Retail

      Joseph M. Segel

      Home Shopping Network. Believing that he could do better than HSN, Segel introduced a softer sales approach and an expanded customer service function. Though HSN’s success spawned hundreds of “copy-cats,” QVC was its only formidable... View Details
      Keywords: Entertainment & Broadcast Media
      • Fast Answer

      Tax rates (by U.S. state)

      Where can I find U.S. state sales, income or excise tax rates? VitalLaw  From the list of Practice Areas click Tax - State & Local. Select the State of interest.  Click Smart Charts.  Select (1) Topics  e.g.,: Business Income Tax, Property Tax,... View Details
      • Web

      Working Knowledge | Harvard Business School

      on Social Can Boost Sales Featuring Tatiana Sandino . By Ben Rand on July 15, 2025 . Leadership What an Army Commander Learned About Using AI to Combat Cyberattacks Featuring Hise O. Gibson . By Hise O. Gibson on July 15, 2025 . Career... View Details

        David W. Mitchell

        Mitchell orchestrated the acquisition of Tiffany’s & Company – expanding Avon to a $3 billion+ operation with over 1 million direct sales representatives. Mitchell produced exceptional financial returns while expanding Avon’s global... View Details
        Keywords: Personal Care & Home Products

          Ralph Folz

          Ralph is a serial entrepreneur, board director and angel investor with deep experience building software companies. In his most recent role, he spent 7 years as WordStream's CEO through its sale to Gannett in 2018. The company achieved 6... View Details
          Keywords: Advertising;#20;#Ecommerce;#53;#Media & Publishing;#64;#Software/App;#60;#Services;#75;#Venture Capital

            Herbert P. Buetow

            Through selective acquisitions, significant investments in research and development, and international expansion, Buetow continued 3M’s growth path. Under his leadership, 3M’s sales increased from $220 million to $690 million and earnings... View Details
            Keywords: Fabricated Goods

              Frederick L. Maytag II

              As president, Maytag II directed a $40 million modernization program, setting up many subsidiary plants in the United States and abroad. He was instrumental in advancing the home laundry appliance field. During his tenure, sales were... View Details
              Keywords: Fabricated Goods

                Carol Bartz

                Bartz was Chairman, CEO and President of Autodesk, one of the world’s largest suppliers of computer-aided design (CAD) automation software. Bartz raised manufacturing standards at Autodesk, built a strong sales force, and invested heavily... View Details
                Keywords: Computers & Electronics
                • Portrait Project

                David Askaryan

                A few times every year in elementary school, a bunch of students would get suckered into selling candy for a school fundraiser. Each kid was aggressively encouraged to sell a minimum number of candies at fifty cents per piece. If students met their View Details
                • Web

                Finance Club | MBA

                finance-related activities and careers throughout the HBS community. As one of the largest clubs on campus, it caters to a wide variety of finance-related interests, particularly investment banking, sales and trading, private wealth... View Details

                  Naomi Sims

                  sales soon took off and reached a level of $5 million in the first year. A few years later, Sims branched out into the cosmetics industry, creating a product line specifically for black women that was also a huge success. She was credited... View Details
                  Keywords: Personal Care & Home Products

                    Garner A. Beckett

                    Through a series of four mergers, Beckett transformed his small Riverside Cement Company into the American Cement Corporation, one of the largest providers in the United States. During his tenure, the company’s revenues increased dramatically – from a few million in... View Details
                    Keywords: Construction & Real Estate