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  • All HBS Web  (4,067)
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    • News  (810)
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    • 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 14 of 4,067 Results →
  • 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.)
  • 14 Aug 2017
  • News

Study: More Frequent Sales Quotas Help Volume but Hurt Profits

  • July 2002
  • Article

The Sale of Ideas: Strategic Disclosure, Property Rights, and Contracting

By: James J. Anton and Dennis A. Yao
Ideas are difficult to sell when buyers cannot assess an idea's value before it is revealed and sellers cannot protect a revealed idea. These problems exist in a variety of intellectual property sales ranging from pure ideas to poorly protected inventions and reflect... View Details
Keywords: Intellectual Property; Contracts; Strategy; Valuation
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Anton, James J., and Dennis A. Yao. "The Sale of Ideas: Strategic Disclosure, Property Rights, and Contracting." Review of Economic Studies 69, no. 3 (July 2002): 513–531. (Harvard users click here for full text.)
  • January 1982
  • Case

Unitrode Corp. (C): Sales Forecasting of Major Procurements

By: Arthur Schleifer Jr.
Keywords: Forecasting and Prediction; Sales
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Schleifer, Arthur, Jr. "Unitrode Corp. (C): Sales Forecasting of Major Procurements." Harvard Business School Case 182-180, January 1982.
  • Web

Entrepreneurial Sales 101: Founder Selling - Course Catalog

HBS Course Catalog Entrepreneurial Sales 101: Founder Selling Course Number 1655 Senior Lecturer Mark Roberge Senior Lecturer Lou Shipley Fall; Q2; 1.5 credits 14 Sessions Paper/Project Senior Lecturer Mark Roberge Senior Lecturer Lou... View Details
  • Web

Field Course: Entrepreneurial Sales 103 - Course Catalog

HBS Course Catalog Field Course: Entrepreneurial Sales 103 Course Number 6665 Senior Lecturer Lou Shipley Spring; Q4; 1.5 credits Project/Paper To apply, please submit your CV and a paragraph of interest to this application form by... View Details
  • 25 Jan 2017
  • Working Paper Summaries

The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment

Keywords: by Doug J. Chung and Das Narayandas
  • April 12, 2023
  • Article

Using AI to Adjust Your Marketing and Sales in a Volatile World

By: Das Narayandas and Arijit Sengupta
Why are some firms better and faster than others at adapting their use of customer data to respond to changing or uncertain marketing conditions? A common thread across faster-acting firms is the use of AI models to predict outcomes at various stages of the customer... View Details
Keywords: Forecasting and Prediction; AI and Machine Learning; Consumer Behavior; Technology Adoption; Competitive Advantage
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Narayandas, Das, and Arijit Sengupta. "Using AI to Adjust Your Marketing and Sales in a Volatile World." Harvard Business Review Digital Articles (April 12, 2023).
  • Article

Your Sales Training Is Probably Lackluster. Here's How to Fix It

By: Frank V. Cespedes and Yuchun Lee
U.S. companies spend over $70 billion annually on training and an average of $1,459 per salesperson—almost 20% more than they spend on workers in all other functions. Yet, when it comes to equipping sales teams with relevant knowledge and skills, the ROI of sales... View Details
Keywords: Salesforce Management; Training
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Cespedes, Frank V., and Yuchun Lee. "Your Sales Training Is Probably Lackluster. Here's How to Fix It." Harvard Business Review (website) (June 12, 2017).
  • December 2021
  • Article

Employee Responses to Compensation Changes: Evidence from a Sales Firm

By: Jason Sandvik, Richard Saouma, Nathan Seegert and Christopher Stanton
What are the long-term consequences of compensation changes? Using data from an inbound sales call center, we study employee responses to a compensation change that ultimately reduced take-home pay by 7% for the average affected worker. The change caused a significant... View Details
Keywords: Employees; Wages; Compensation and Benefits; Change; Performance; Resignation and Termination; Retention; Analysis
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Sandvik, Jason, Richard Saouma, Nathan Seegert, and Christopher Stanton. "Employee Responses to Compensation Changes: Evidence from a Sales Firm." Management Science 67, no. 12 (December 2021): 7687–7707.
  • November 1986 (Revised June 1987)
  • Case

Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives

By: Frank V. Cespedes
Focuses on the compensation plan for Fieldcrest sales representatives. Management is reviewing the structure of the plan and must decide how to establish compensation goals and guidelines for the following year so that sales efforts are allocated among products and/or... View Details
Keywords: Markets; Competitive Strategy; Compensation and Benefits
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Cespedes, Frank V. "Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives." Harvard Business School Case 587-097, November 1986. (Revised June 1987.)
  • 13 Mar 2017
  • Research & Ideas

Hiding Products From Customers May Ultimately Boost Sales

copyright 2016 by Kris Johnson Ferreira and Joel Goh Ferreira and Goh launched the research after a conversation with an executive at flash sales boutique Rue La La, with whom Ferreira had conducted previous research on product pricing.... View Details
Keywords: by Carmen Nobel; Retail; Fashion
  • September 12, 2017
  • Article

What's the Right Kind of Bonus to Motivate Your Sales Force?

By: Doug J. Chung and Das Narayandas
Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure which incentives provide the best motivation. Should bonuses be tied to quotas or should they be given unconditionally? Is it... View Details
Keywords: Compensation and Benefits; Motivation and Incentives; Salesforce Management
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Chung, Doug J., and Das Narayandas. "What's the Right Kind of Bonus to Motivate Your Sales Force?" Harvard Business Review (website) (September 12, 2017).
  • November 1984
  • Supplement

Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model

Keywords: Strategy; Salesforce Management
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Clarke, Darral G. "Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model." Harvard Business School Supplement 585-131, November 1984.
  • January 1995
  • Background Note

The Mid-Sized Company President's Role in Marketing and Sales

By: Benson P. Shapiro
Keywords: Managerial Roles; Marketing; Sales
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Shapiro, Benson P. "The Mid-Sized Company President's Role in Marketing and Sales." Harvard Business School Background Note 595-056, January 1995.
  • August 1986 (Revised May 1989)
  • Case

Honeywell Information Systems (A): The Indirect Sales Operation

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Corey, E. Raymond. "Honeywell Information Systems (A): The Indirect Sales Operation." Harvard Business School Case 587-071, August 1986. (Revised May 1989.)
  • December 1994
  • Supplement

Physician Sales and Service, Inc. (B): March 1993

Supplements the (A) case. View Details
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Bhide, Amar. "Physician Sales and Service, Inc. (B): March 1993." Harvard Business School Supplement 395-077, December 1994.
  • 04 Jan 2022
  • News

Is Your Sales Team Struggling to Sell Solutions?

  • October 2017 (Revised March 2020)
  • Case

Medicetra Medtech Company, Inc.

By: Doug J. Chung
Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan... View Details
Keywords: Sales Compensation; Sales Force Retention; Employee Fairness; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retention; Fairness; Performance Improvement
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Chung, Doug J. "Medicetra Medtech Company, Inc." Harvard Business School Case 518-049, October 2017. (Revised March 2020.)
  • February 2018
  • Teaching Note

Rosslyn Resource: Monetization and Sales Strategy (Brief Case)

By: Robert J. Dolan and Sunru Yong
Teaching Note for HBS No. 918-509. View Details
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Dolan, Robert J., and Sunru Yong. "Rosslyn Resource: Monetization and Sales Strategy (Brief Case)." Harvard Business School Teaching Note 918-510, February 2018.
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