Sales Management - Publications - Faculty & Research - Harvard Business School

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August 2012 (Revised June 2013)
Case

Paul Thomson: Walker Insurance

By: Michael Roberts, Jim Sharpe and Sonia Nagala Change

Having just acquired Walker Insurance, Paul Thomson finds himself short of funds to support his original turnaround plan. He can request additional cash from his investor group, hunker down and grow at a slower rate or consider a proposal to buy his business. He has... View Details

Keywords: Crisis Management; Acquisitions; Search Funds; Entrepreneurial Management; Entrepreneurs; Insurance; Turnarounds; Boards Of Directors; Sales Force Management; Entrepreneurship; Insurance Industry; Florida

February 2013 (Revised September 2013)
Case

Elasto Therm: The Next Step

By: Jim Sharpe and James Weber

Julia and Nate Burstein were living their dream running their own business and balancing the demands between their work and family obligations while creating a company that was responsive to their employees' and their customers' needs. The Bursteins had joined a large... View Details

Keywords: Entrepreneurial Management; Entrepreneurs; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Sales Force Management; Acquisitions; Work/family Balance; Family-owned Business; Entrepreneurship; Growth and Development Strategy; Expansion; Work-Life Balance; Manufacturing Industry; Rubber Industry; United States

September 2005
Supplement

Eureka Forbes Ltd.: Managing the Selling Effort (DVD)

By: Das Narayandas

Keywords: Salesforce Management

August 2017
Article

Incentives versus Reciprocity: Insights from a Field Experiment

By: Doug J. Chung and Das Narayandas

We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details

Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits

Find at Harvard

June 2013
Teaching Note

Wayne Ferrari: iAutomation at a Crossroads

By: Jim Sharpe and Michael Norris

This is the teaching note associated with HBS Case #813120. View Details

Keywords: Entrepreneurial Management; Private Equity Exit; Pricing; Pricing Policies; Sales; Equity; Acquisitions; Roll-up; Entrepreneurship; Private Equity; Salesforce Management; Price; Distribution Industry; Industrial Products Industry; New England; United States

2012
Working Paper

Earnings Management from the Bottom Up: An Analysis of Managerial Incentives Below the CEO

By: Felix Oberholzer-Gee and Julie Wulf

Performance-based pay is an important instrument to align the interests of managers with the interests of shareholders. However, recent evidence suggests that high-powered incentives also provide managers with incentives to manipulate the firm's reported earnings. The... View Details

Keywords: Compensation and Benefits; Interests; Business and Shareholder Relations; Motivation and Incentives; Earnings Management; Performance Evaluation; Stock Options

February 2015 (Revised February 2017)
Case

Winnan Metal: Fulfilling the Dream

By: William R. Kerr, Jim Sharpe and James Weber

Neil Kashyap and Neil Lombardo (HBS '08) acquired Winnan Metal, Inc., a metal fabrication shop, after raising a search fund and an 11 month search to fulfill their dreams of becoming business owners. Two weeks after they took control of the company, Winnan's largest... View Details

Keywords: Entrepreneurs; Entrepreneurial Management; Turnarounds; Bank Loan; Crisis Management; Financial Analysis; Search Funds; Acquisitions; Financial Capital Needed; Management; Operations Management; Sales; Entrepreneurship; Decision Making; Change Management; Manufacturing Industry; United States; Indiana

News

Data Can Do for Change Management What It Did for Marketing

January 2021 (Revised March 2022)
Case

Arçelik: From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli and Fares Khrais

Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details

August 2004 (Revised September 2004)
Case

Caja Espana: Managing the Branches to Sell (B)

Supplements the (A) case. View Details

Keywords: Mortgages; Price; Sales; Problems and Challenges; Goals and Objectives

Web

Financial Management of Smaller Firms - Course Catalog

strategies including approaches to sales force management in the context of a smaller firm. We also learn about the special problems that confront smaller business such as customer concentration and... View Details

01 Feb 1997
News

Made, Not Born: HBS Courses and Entrepreneurial Management

skills, as HBS faculty and recent alumni explain in the following course profiles. Entrepreneurial Management Associate Professor Amar Bhide keeps a slide rule tacked above his office desk. "Although I don't use it anymore," he explains,... View Details

July 2009 (Revised January 2012)
Case

Risk Management at Wellfleet Bank: All That Glitters Is Not Gold

By: Anette Mikes

This case motivates a debate on the role of staff functions, such as risk management: what does it mean for them to be independent, and at the same time, to partner the business lines? The case describes the risk assessment process in the corporate banking arm of... View Details

Keywords: Decision Choices and Conditions; Judgments; Credit; Banks and Banking; Governance Controls; Risk Management; Mathematical Methods

June 2013
Supplement

Union Corrugating Co. (Video Supplement)

By: Jim Sharpe

This is the Video Supplement for Union Corrugating Company(A) and (B) (HBS Cases 803065 and 804003). View Details

May 2009 (Revised December 2009)
Case

Reliance Baking Soda: Optimizing Promotional Spending

By: John A. Quelch and Heather Beckham

Reliance Baking Soda is Stewart Corporation's oldest and most established product. The new Domestic Brand Director needs to create a 2008 marketing budget that delivers a profit increase of 10% over 2007 levels. She must first evaluate the effectiveness of past... View Details

Keywords: Communication Strategy; Quantitative Analysis; Consumer Marketing; Marketing Planning; Product Management; Sales Promotions; Program Budgeting; Marketing Strategy; Advertising; Product Marketing; Budgets and Budgeting; Sales; Consumer Products Industry

02 Nov 2006
Working Paper Summaries

Managing Functional Biases in Organizational Forecasts: A Case Study of Consensus Forecasting in Supply Chain Planning

Keywords: by Rogelio Oliva & Noel H. Watson

January 2025
Supplement

Go Mobile: Aligning District Managers and Store Teams (B)

By: Tatiana Sandino and Samuel Grad

In January 2025, Modi reflects on the past decade of Go Mobile and looks ahead to new growth strategies. View Details

Keywords: Employee Relationship Management; Mobile and Wireless Technology; Growth Management; Organizational Design; Organizational Structure; Salesforce Management; Motivation and Incentives; Management Practices and Processes; Telecommunications Industry; India

07 Feb 2012
Working Paper Summaries

Earnings Management from the Bottom Up: An Analysis of Managerial Incentives Below the CEO

Keywords: by Felix Oberholzer-Gee & Julie Wulf

May 2013
Supplement

Elasto Therm: The Next Step

This is the spreadsheet supplement for case ElastoTherm: The Next Step(813030). This contains the electronic copy of exhibits 1 and 2. View Details

Keywords: Entrepreneurial Management; Entrepreneurs; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Sales Force Management; Acquisitions; Work/family Balance; Family-owned Business; Entrepreneurship; Growth and Development Strategy; Expansion; Work-Life Balance; Manufacturing Industry; Rubber Industry; United States

June 2013 (Revised March 2014)
Case

Kvadrat: Leading for Innovation

By: Boris Groysberg and Sarah L. Abbott

In 2013, Anders Byriel, CEO of the family-owned Danish textiles company, Kvadrat, considered the firm's strategic plan. In 2000, Byriel and Mette Bendix, Kvadrat's Product Director, had taken over management of the company from their fathers, who had founded Kvadrat... View Details

Keywords: General Management; Organizational Behavior; Strategy; Performance Management; Leadership; Business or Company Management; Growth and Development Strategy; Management Practices and Processes; Human Resources; Denmark; Europe; Asia

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