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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 15 of 4,067 Results →
  • 14 Oct 2020
  • Podcast

63. Understanding Demand-Side Sales with Bob Moesta

Why are there no sales professors at the Harvard Business School or anywhere else, for that matter? Given that selling products and services is such a fundamental aspect of business, it may surprise you to learn that "most MBA programs offer no sales-related courses at... View Details
  • 17 Feb 2023
  • News

Sales Management That Works with Frank Cespedes

  • September 2010
  • Article

Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers?

By: Saravanan Kesavan, Vishal Gaur and Ananth Raman
Firm-level sales forecasts for retailers can be improved if we incorporate cost of goods sold, inventory, and gross margin (defined here as the ratio of sales to cost of goods sold) as three endogenous variables. We construct a simultaneous equations model, estimated... View Details
Keywords: Sales; Forecasting and Prediction; Distribution; Goods and Commodities; Cost; Public Sector; Profit; Mathematical Methods; Analytics and Data Science; Retail Industry; United States
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Kesavan, Saravanan, Vishal Gaur, and Ananth Raman. "Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers?" Management Science 56, no. 9 (September 2010): 1519–1533.
  • 12 Sep 2017
  • News

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

  • November 1984
  • Supplement

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

Keywords: Strategy; Salesforce Management
Citation
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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
Citation
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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.

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

    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... View Details
    • October 7, 2014
    • Blog Post

    How to Select Sales Managers Who Can Actually Manage.

    By: Frank V. Cespedes
    Keywords: Sales
    Citation
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    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.
    • fall 1990
    • Article

    A Preface to Payment: Designing a Sales Compensation Plan

    By: Frank V. Cespedes
    Keywords: Sales; Compensation and Benefits; Design
    Citation
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    Cespedes, Frank V. "A Preface to Payment: Designing a Sales Compensation Plan." MIT Sloan Management Review 32, no. 1 (fall 1990): 59–69.
    • 01 Nov 1999
    • Research & Ideas

    John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922

    John H. Patterson created an intricate system of management to monitor and train company salesman. He gave them scripts to memorize and assigned them territory to cover. He held conventions and thematic sales contests, and pressured... View Details
    Keywords: by Walter A. Friedman
    • April 1991 (Revised March 2017)
    • Teaching Note

    Mary Kay Cosmetics: Sales Force Incentives (A) and (B)

    By: Robert Simons
    Teaching Note for (9-190-103) and (9-190-122). View Details
    Keywords: Motivation and Incentives; Salesforce Management; Beauty and Cosmetics Industry
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    Simons, Robert. "Mary Kay Cosmetics: Sales Force Incentives (A) and (B)." Harvard Business School Teaching Note 191-198, April 1991. (Revised March 2017.)
    • Other Unpublished Work

    A Technique to Estimate Retail Demand and Lost Sales

    By: A. Raman and Giulio Zotteri
    Keywords: Mathematical Methods; Demand and Consumers; Sales; Retail Industry
    Citation
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    Raman, A., and Giulio Zotteri. "A Technique to Estimate Retail Demand and Lost Sales."
    • Article

    Determining Segmentation in Sales Response Across Consumer Purchase Behaviors

    By: Randolph E. Bucklin, Sunil Gupta and S. Siddarth
    Keywords: Segmentation; Sales; Customers; Behavior
    Citation
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    Bucklin, Randolph E., Sunil Gupta, and S. Siddarth. "Determining Segmentation in Sales Response Across Consumer Purchase Behaviors." Journal of Marketing Research (JMR) 35, no. 2 (May 1998): 189–197.
    • November 2008 (Revised May 2009)
    • Supplement

    BMW's Project Switch (B): Importers vs. National Sales Companies

    By: Das Narayandas, Kerry Herman and Laura Winig
    BMW is faced with potential channel conflicts across several EU country markets. The case concludes the (A) case's exploration of BMW's approach to redesigning the channel in Greece. The case provides details on both headquarter and country head perspective on BMW's... View Details
    Keywords: Business Units; Business Headquarters; Marketing Strategy; Distribution Channels; Conflict and Resolution; Auto Industry; European Union
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    Narayandas, Das, Kerry Herman, and Laura Winig. "BMW's Project Switch (B): Importers vs. National Sales Companies." Harvard Business School Supplement 509-024, November 2008. (Revised May 2009.)
    • September 1955 (Revised January 1981)
    • Case

    Butcher Polish Co.: Sales Strategy for a Small Manufacturer

    Citation
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    Davis, Robert T., and Donald R. Sohn. "Butcher Polish Co.: Sales Strategy for a Small Manufacturer." Harvard Business School Case 501-032, September 1955. (Revised January 1981.)

      Brokers and Order Flow Leakage: Evidence from Fire Sales

      Using trade-level data, we study whether brokers play a role in spreading order flow information. We focus on large portfolio liquidations, which result in temporary drops in stock prices, and identify the brokers that intermediate these... View Details

      • June 2002
      • Article

      Control Implications of Worker Identification with Firm Sales Success

      By: M. G. Alles and S. Datar
      Keywords: Sales; Success; Employees
      Citation
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      Alles, M. G., and S. Datar. "Control Implications of Worker Identification with Firm Sales Success." Management Accounting Research 13, no. 2 (June 2002): 173–190.
      • 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
      Citation
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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.
      • February 2018
      • Supplement

      Qualtrics (C)

      By: Doug J. Chung and James M. Lattin
      Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details
      Keywords: Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation
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      Chung, Doug J., and James M. Lattin. "Qualtrics (C)." Harvard Business School Supplement 518-084, February 2018.
      • 12 Apr 2023
      • News

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

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