Sales - Publications - Faculty & Research

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HBS Alumni Research Tips: Target list of companies

it can be broad (regions, countries, states) or narrow (cities or counties). 3. Click Size to specify parameters, e.g. sales ($millions) or employees. 4. Click Company Type to specify Ownership Type (public, private,... View Details

Web

Introduction - The Product - The Human Factor – Baker Library | Bloomberg Center, Historical Collections

fueled by confidence in the ability of businesses to ensure both the creation and the consumption of mass-produced goods. The companies with which Ayres and Davenport corresponded often sent advertising images along with production photographs to convey a complete... View Details

01 Mar 2007
News

HBS Issues Upbeat 2006 Annual Report

As a business, HBS had a banner year in fiscal 2006. Demand for the School’s Executive Education programs was up, sales of cases and other print products grew, the MBA Program attained a 91 percent admissions yield, and total revenue... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

01 Jun 2004
News

An Ethical Fitness Quiz for Negotiators

down to craft a deal or settle a dispute,” says Wheeler. “Your character is one thing you shouldn’t make up as you go along.” Wheeler presents three cases that test ethical negotiating behavior. The “steal deal” scenario involves an elderly couple offering their house... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

Career Coach

Carrie Goodrich

Carrie pivoted from Sales and Trading to Strategy and Operations at DoorDash and, more recently, a Product Management Internship at Amazon. Given this, Carrie can help students navigate industry transitions into technology, as well as... View Details

29 Aug 2006
First Look

First Look: August 29, 2006

variable using dispersion among experts' forecasts. We test this methodology using three datasets, demand data at item level, sales data at firm level for retailers, and sales data at firm level for... View Details

Keywords: Sean Silverthorne

August 2008 (Revised April 2012)
Case

Real Property Negotiation Game (A): Seller Case, Las Vegas Pines

By: Arthur I Segel and John H. Vogel, Jr.

The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. This is the seller... View Details

Keywords: Negotiation; Property; Sales; Price; Financing and Loans; Real Estate Industry; Las Vegas

Citation

Educators

Purchase

November 1994 (Revised January 1995)
Case

Wheeling and Dealing: The Zirconia GT

By: Howard Raiffa, James K. Sebenius, Craig Best and Scot Melland

A personal negotiation episode in purchasing a car is presented. Tactics and strategies commonly encountered by car buyers and car salespeople are illustrated. View Details

Keywords: Debates; Negotiation Tactics; Sales; Strategy

Citation

Educators

Purchase

Profile

Joe Khoury

Why was earning your MBA at HBS important to you? As an engineering school graduate, I felt that I needed to acquire new skills related to business, economics and management. Having worked in the Middle East and Asia, I also wanted to expand my geographic scope. HBS... View Details

Keywords: Entrepreneurship; Consulting; Investment Banking

22 Feb 2019
News

Empowering a New Generation of Business Leaders

assigned a product or service to turn into a business, and then the rest was up to them. That included raising money to start the business, creating a marketing plan, and developing some of the company’s operations, like banking, sales... View Details

Keywords: Margie Kelley; Arts, Entertainment

Thomas M. Siebel

Siebel founded his firm in 1993 as a provider of sales force automation systems. Though his firm quickly became a major player in sales force automation, Siebel Systems achieved tremendous growth when its... View Details

Keywords: Computers & Electronics

Clubs

Venture Capital & Private Equity Club

Keywords: Investment Banking / Sales & Trading; Investment Banking / Sales & Trading

01 Jul 2014
First Look

First Look: July 1

antecedent of successful problem solving may harm the other. Download working paper: https://www.hbs.edu/faculty/Pages/download.aspx?name=14-075.pdf Cases & Course Materials Harvard Business School Case 814-100 Clef Company: Turnover The Clef case focuses on the... View Details

Keywords: Carmen Nobel

January 1996 (Revised September 1997)
Case

Scott Paper Company

By: Stuart C. Gilson and Jeremy Cott

A professional turnaround manager attempts to implement a massive global downsizing program at the world's largest producer of consumer tissue products. The plan involves laying off almost one third of the company's 34,000 hourly and salaried employees and dramatically... View Details

Keywords: Assets; Global Strategy; Resignation and Termination; Goals and Objectives; Business and Stakeholder Relations; Sales; Value Creation; Pulp and Paper Industry

Citation

Educators

Purchase

18 Mar 2020
News

Leading Change

Feldman (MBA 1967), and Club President Higor Sales (MBA 2011). “Each event has been tailored to the specific focus of the alumni in each club. In D.C., policy is a central focus of the discussion around climate change.” Guided by Toffel,... View Details

01 Oct 2014
Blog Post

A Summer Internship: Sparking Curiosity

choose classes of interest. I discovered a newfound curiosity in healthcare this summer and decided to change my course selection to include Healthcare IT. Since my project at Danaher brought me in close working relations with the marketing and View Details

Keywords: Health Care; Technology

01 Dec 2022
News

3-Minute Briefing: Yla Eason (MBA 1977)

in June, when retailers had made their purchasing decisions in February. Sales is often about education. I asked chain retailers where they were selling dark pantyhose and makeup for brown skin, then cross-referenced that information with... View Details

Keywords: Julia Hanna; entrepreneurship; diversity; leadership; Miscellaneous Manufacturing; Manufacturing

01 Apr 2000
News

Award-Winning Article Urges Companies to Loosen Ties that Bind

expenses associated with everyday activities such as management meetings, conferences, phone conversations, sales calls, reports, and memos. Hagel and Singer maintain that by dramatically reducing interaction costs, the Internet and other... View Details

Mary Kay Ash

Ash created a successful cosmetics company by and for women by utilizing a direct sales force and creative motivational sales techniques. At the end of its first year, Mary Kay Cosmetics boasted $198,514 in... View Details

Keywords: Personal Care & Home Products