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- Research (332)
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- Faculty Publications (306)
Show Results For
- All HBS Web
(378)
- News (26)
- Research (332)
- Multimedia (2)
- Faculty Publications (306)
- April–June 2015
- Article
It Doesn't Matter If Competitors Know Your Strategy
By: Frank V. Cespedes
It is difficult for people to implement what they don't understand. Yet, research indicates that, on average, more than 50% of employees in organizations say they do not understand their organization's strategy. Further, the percentage of people reporting ignorance of... View Details
Cespedes, Frank V. "It Doesn't Matter If Competitors Know Your Strategy." ThinkSales (April–June 2015), 10–11.
- Article
Well Said: Why Articulating Your Strategy Can Set You Apart
By: Frank V. Cespedes
Senior finance managers now operate in an altered c-suite landscape. The executives reporting to the CEO have doubled in the past 30 years, mostly an increase in functional specialists, not general managers responsible for cross-functional integration. Three decades... View Details
- Article
Why Reports of the Death of the Salesman Are Greatly Exaggerated
By: Frank V. Cespedes
Keywords: Sales
Cespedes, Frank V. "Why Reports of the Death of the Salesman Are Greatly Exaggerated." Reuters.com (November 6, 2014).
- October 7, 2014
- Blog Post
How to Select Sales Managers Who Can Actually Manage.
By: Frank V. Cespedes
Keywords: Sales
Cespedes, Frank V. "How to Select Sales Managers Who Can Actually Manage." HubSpot (October 7, 2014). http://blog.hubspot.com/sales/how-to-select-sales-managers-who-can-actually-manage.
- 2022
- Chapter
Coordinating Marketing and Sales in B2B Organizations
By: Frank V. Cespedes
This chapter focuses on the topic of coordinating marketing and sales in Business-to-Business (B2B) organizations. It provides an historical overview, indicating that this is not a new issue facing firms, that the business press has outlined a recurring set of... View Details
Cespedes, Frank V. "Coordinating Marketing and Sales in B2B Organizations." In Handbook of Business-to-Business Marketing, edited by Gary L. Lilien and Rajdeep Grewal. Edward Elgar Publishing, 2012.
- December 2008 (Revised October 2009)
- Case
Wal-Mart Stores in 2003 (Abridged Version)
By: Frank V. Cespedes
Examines Wal-Mart's development over three decades and provides financial and descriptive detail of its domestic operations. In 2003, Wal-Mart's Supercenter business has surpassed its domestic business as the largest generator of revenues. Its international operation... View Details
Keywords: Equality and Inequality; Business Growth and Maturation; Competitive Advantage; Labor Unions; Operations; Global Strategy; Problems and Challenges; Gender; Retail Industry; United States
Cespedes, Frank V. "Wal-Mart Stores in 2003 (Abridged Version)." Harvard Business School Case 709-423, December 2008. (Revised October 2009.)
- December 2008 (Revised September 2009)
- Case
Cola Wars: Going Global
By: Frank V. Cespedes
This case is meant to be used in conjunction with the extant "Cola Wars" case studies. It outlines the global positions of Pepsi and Coca-Cola as of 2008 in the soft drink market, and then provides an overview of their competitive situations in three markets: Mexico,... View Details
Keywords: Global Strategy; Globalized Firms and Management; Industry Structures; Competitive Strategy; Competitive Advantage; Food and Beverage Industry; China; India; Mexico
Cespedes, Frank V. "Cola Wars: Going Global." Harvard Business School Case 709-451, December 2008. (Revised September 2009.)
- 2007
- Other Unpublished Work
New Frontiers in Strategy: Ambrosetti Forum
By: Frank V. Cespedes
Keywords: Strategy
- 2005
- Other Unpublished Work
Coordinating Sales and Marketing: Why, Why Not, and Now What?
By: Frank V. Cespedes
Cespedes, Frank V. "Coordinating Sales and Marketing: Why, Why Not, and Now What?" 2005. (Presented and published by the Marketing Science Institute.)
- 1995
- Book
Concurrent Marketing: Integrating Product, Sales, and Service
By: Frank V. Cespedes
Cespedes, Frank V. Concurrent Marketing: Integrating Product, Sales, and Service. Boston: Harvard Business School Press, 1995.
- June 1993
- Teaching Note
MEM Company, Inc.: English Leather TN
By: Frank V. Cespedes
Teaching Note for (9-593-035). View Details
Keywords: Consumer Products Industry
- November 1992 (Revised November 1992)
- Teaching Note
IBM: Assistant General Manager of Marketing TN
By: Frank V. Cespedes
- October 1992
- Background Note
Managing Sales Interfaces: Developments in Practice
By: Frank V. Cespedes
Keywords: Salesforce Management
Cespedes, Frank V. "Managing Sales Interfaces: Developments in Practice." Harvard Business School Background Note 593-047, October 1992.
- November 1990
- Teaching Note
Cole National Corp.: Turnover, Teaching Note
By: Frank V. Cespedes
Keywords: Retention
- November 1989
- Background Note
Customer Service
By: Frank V. Cespedes
Keywords: Customers
Cespedes, Frank V. "Customer Service." Harvard Business School Background Note 590-055, November 1989.
- October 1989 (Revised November 2006)
- Background Note
Managing Selling and the Salesperson
By: Frank V. Cespedes
Written for a module in the Marketing Implementation course (a second-year elective in the MBA program). Provides a brief introduction to common issues involved in recruiting, training, compensating, and evaluating field salespeople. Also offers questions to consider... View Details
Keywords: Salesforce Management
Cespedes, Frank V. "Managing Selling and the Salesperson." Harvard Business School Background Note 590-043, October 1989. (Revised November 2006.)
- October 1988 (Revised October 1989)
- Background Note
Aspects of Marketing Organization: An Introduction
By: Frank V. Cespedes
Discusses the typical strengths, vulnerabilities, and key management skills associated with three common forms of marketing organization: a product-focused organization, a market-focused organization, and a functionally-focused organization. It considers how the nature... View Details
Keywords: Marketing Strategy
Cespedes, Frank V. "Aspects of Marketing Organization: An Introduction." Harvard Business School Background Note 589-062, October 1988. (Revised October 1989.)