Filter Results:
(332)
Show Results For
- All HBS Web
(380)
- News (26)
- Research (332)
- Multimedia (2)
- Faculty Publications (306)
Show Results For
- All HBS Web
(380)
- News (26)
- Research (332)
- Multimedia (2)
- Faculty Publications (306)
Sort by
- April 1988
- Supplement
MCI Telecommunications Corp.: VNET (C)
By: Frank V. Cespedes
Keywords: Telecommunications Industry
Cespedes, Frank V. "MCI Telecommunications Corp.: VNET (C)." Harvard Business School Supplement 588-070, April 1988.
- April 1988 (Revised June 1993)
- Case
MCI Telecommunications Corp.: VNET (A)
By: Frank V. Cespedes
Keywords: Telecommunications Industry
Cespedes, Frank V. "MCI Telecommunications Corp.: VNET (A)." Harvard Business School Case 588-068, April 1988. (Revised June 1993.)
- February 1988
- Case
IBM Marketing Organization (A): Changes in Structure
By: Frank V. Cespedes
Cespedes, Frank V. "IBM Marketing Organization (A): Changes in Structure." Harvard Business School Case 588-060, February 1988.
- November 1987 (Revised August 1989)
- Case
Dorio Printing Co.
By: Frank V. Cespedes
Keywords: Publishing Industry
Cespedes, Frank V. "Dorio Printing Co." Harvard Business School Case 588-034, November 1987. (Revised August 1989.)
- May 1987 (Revised May 1989)
- Case
Westinghouse Electric Corp. (B): Control House
By: Frank V. Cespedes
Keywords: Electronics Industry
Cespedes, Frank V. "Westinghouse Electric Corp. (B): Control House." Harvard Business School Case 587-161, May 1987. (Revised May 1989.)
- August 1985
- Case
Peripheral Products Co.
By: Frank V. Cespedes
Cespedes, Frank V. "Peripheral Products Co." Harvard Business School Case 586-041, August 1985.
- May 1985 (Revised January 1986)
- Case
Cole National Corp. (D): Field Sales Organization
By: Frank V. Cespedes
Cespedes, Frank V. "Cole National Corp. (D): Field Sales Organization." Harvard Business School Case 585-174, May 1985. (Revised January 1986.)
- May 1985
- Case
Cole National Corp. (C): Consumer Products Division
By: Frank V. Cespedes
Keywords: Consumer Products Industry
Cespedes, Frank V. "Cole National Corp. (C): Consumer Products Division." Harvard Business School Case 585-173, May 1985.
- May 1984 (Revised July 1984)
- Teaching Note
Springs Industries: Apparel Fabrics Division, Teaching Note
By: Frank V. Cespedes
Keywords: Apparel and Accessories Industry
- October 1991 (Revised August 2000)
- Case
Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)
By: V. Kasturi Rangan and Frank V. Cespedes
Becton Dickinson, a phenomenally successful company with an 80% market share in the blood collection needles and syringes market faces a change in the customer buying environment (cost containment pressures at hospitals). This forces a reevaluation of the company's... View Details
Keywords: Business Divisions; Customer Satisfaction; Demand and Consumers; Market Participation; Distribution Channels; Success; Corporate Strategy; Value Creation; Health Industry
Rangan, V. Kasturi, and Frank V. Cespedes. "Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)." Harvard Business School Case 592-037, October 1991. (Revised August 2000.)
- February 15, 2022
- Article
How Managers Can Build a Culture of Experimentation
By: Frank V. Cespedes and Neil Hoyne
Testing in business presents qualitatively different challenges than those in clinical trials and most scientific research. There are very few opportunities for randomized control experiments in a changing, competitive market. Yet, change and competition make testing a... View Details
Cespedes, Frank V., and Neil Hoyne. "How Managers Can Build a Culture of Experimentation." Harvard Business Review Digital Articles (February 15, 2022).
- August 2018
- Teaching Note
IguanaFix
By: Frank V. Cespedes and Thomas Eisenmann
Teaching Note for HBS No. 817-056. IguanaFix, based in Argentina, is a platform business that connects consumers with home improvement contractors. The founders are evaluating growth options and an investment offer. The case focuses on scaling issues for a venture... View Details
- Article
How a Fast-Growing Startup Built Its Sales Team for Long-Term Success
By: Frank V. Cespedes and David Mattson
It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses—and it’s hard to fault them. The biggest problem with a... View Details
Cespedes, Frank V., and David Mattson. "How a Fast-Growing Startup Built Its Sales Team for Long-Term Success." Harvard Business Review (website) (December 4, 2017).
- May 2017
- Teaching Note
Promontory, Inc. (Brief Case)
By: Frank V. Cespedes and Amy Handlin
Teaching Note for HBS No. 917-535. The Promontory teaching note covers a) how and why buying processes in Promontory’s market generate the array of selling approaches illustrated in the case; b) the impact of incremental sales increases on the firm’s cost structure and... View Details
- December 15, 2015
- Article
Don't Turn Your Sales Team Loose Without a Strategy
By: Frank V. Cespedes and Steve Thompson
When formulating a strategy, markets and segments are typically important categories. But only customers buy. Hence, for most firms, de facto strategy and much resource allocation are the aggregate result of the deals their salespeople close. However, few firms clarify... View Details
Cespedes, Frank V., and Steve Thompson. "Don't Turn Your Sales Team Loose Without a Strategy." Harvard Business Review (website) (December 15, 2015).
- November 2, 2015
- Article
The Best Ways to Hire Salespeople
By: Frank V. Cespedes and Daniel Weinfurter
Companies typically spend more on hiring in sales than they do anywhere else in the firm. Average annual turnover in sales is 25% to 30%, while direct replacement costs for a telesales employee ranges from $75,000 to $90,000 and other sales positions cost as much as... View Details
Cespedes, Frank V., and Daniel Weinfurter. "The Best Ways to Hire Salespeople." Harvard Business Review (website) (November 2, 2015).
- August 2015
- Supplement
Cilkray Graphics, Spreadsheet for Instructors (Brief Case)
By: Frank V. Cespedes and Alisa Zalosh
- December 2013
- Teaching Note
Clique Pens: The Writing Implements Division of U.S. Home (Brief Case)
By: Frank V. Cespedes and James Kindley
- November 2012 (Revised July 2012)
- Supplement
Andrew Sullivan and Faraway Ltd (C): Anthony Pierce of John Lewis
By: Frank V. Cespedes and Alex Godden
The "Andrew Sullivan and Faraway Ltd" case series focuses on entrepreneurial selling, and is based on an older case study, "Deaver Brown and Cross River Inc." (9-394-042). It concerns two entrepreneurs, Andrew Sullivan and Hope Abasi, who have designed an innovative... View Details
Keywords: Entrepreneurship; Management; Sales; Marketing; Consumer Products Industry; United Kingdom
Cespedes, Frank V., and Alex Godden. "Andrew Sullivan and Faraway Ltd (C): Anthony Pierce of John Lewis." Harvard Business School Supplement 813-106, November 2012. (Revised July 2012.)
- October 1993 (Revised February 1995)
- Case
Dendrite International
By: Frank V. Cespedes and Marie Bell
Dendrite International is a $23 million (1992 revenues) supplier of sales automation software to pharmaceuticals companies in Europe, Japan, and the United States. The firm's strategy has depended on being a full-service supplier to multinational firms. Impending... View Details
Keywords: Accounting Audits; Cost vs Benefits; Forecasting and Prediction; Marketing Strategy; Risk and Uncertainty; Sales; Competitive Advantage; Information Technology Industry; Japan; Europe; United States
Cespedes, Frank V., and Marie Bell. "Dendrite International." Harvard Business School Case 594-048, October 1993. (Revised February 1995.)