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(4,063)
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- News (810)
- Research (2,692)
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- Faculty Publications (1,852)
Show Results For
- All HBS Web
(4,063)
- People (5)
- News (810)
- Research (2,692)
- Events (20)
- Multimedia (48)
- Faculty Publications (1,852)
- 2007
- Working Paper
Incorporating Price and Inventory Endogeneity in Firm-Level Sales Forecasting
By: Saravanan Kesavan, Vishal Gaur and Ananth Raman
Kesavan, Saravanan, Vishal Gaur, and Ananth Raman. "Incorporating Price and Inventory Endogeneity in Firm-Level Sales Forecasting." Harvard Business School Working Paper, No. 07-056, March 2007.
- November 1980 (Revised June 1986)
- Case
Quaker Oats Co.: Field Sales Force Strategy and Management
Schubert, Lynda A. "Quaker Oats Co.: Field Sales Force Strategy and Management." Harvard Business School Case 581-061, November 1980. (Revised June 1986.)
- 15 Jul 2025
- News
How Sharing Smart Ideas on Social Can Boost Sales
- 17 Jun 2019
- Working Paper Summaries
The Comprehensive Effects of a Digital Paywall Sales Strategy
- September 2008 (Revised February 2009)
- Case
BMW's Project Switch (A): Importers vs. National Sales Companies
By: Das Narayandas and Kerry Herman
BMW is faced with potential channel conflicts across several EU country markets. The case highlights BMW's approach to redesigning its channel in Greece. The case provides details on both headquarter and country head perspective on BMW's channel strategy. View Details
Keywords: Marketing Strategy; Distribution Channels; Conflict and Resolution; Auto Industry; European Union; Greece
Narayandas, Das, and Kerry Herman. "BMW's Project Switch (A): Importers vs. National Sales Companies." Harvard Business School Case 509-023, September 2008. (Revised February 2009.)
- February 1990 (Revised March 1992)
- Teaching Note
Automobile Dealer Sales and Service: Critical Incidents, Teaching Note
Teaching Note for (9-690-061). View Details
- August 1978
- Exercise
Mediating in Negotiations for the Sale of a Firm
By: Howard Raiffa
Raiffa, Howard. "Mediating in Negotiations for the Sale of a Firm." Harvard Business School Exercise 179-025, August 1978.
- January 2021 (Revised February 2025)
- Teaching Note
Clear Link Technologies, LLC: Driving Sales with Peer Effects
By: Christopher Stanton, Richard Saouma and Olivia Hull
- 2014
- Other Teaching and Training Material
Marketing Reading: Sales Force Design and Management (Teaching Note)
By: Doug J. Chung and Das Narayandas
Chung, Doug J., and Das Narayandas. "Marketing Reading: Sales Force Design and Management (Teaching Note)." Core Curriculum Readings Series. Boston: Harvard Business Publishing 8216, 2014.
- 15 Dec 2015
- News
Don’t Turn Your Sales Team Loose Without a Strategy
- 10 Jun 2009
- News
What the sale of Chrysler means for Massachusetts dealers
- 04 Mar 2025
- News
Harvard Re-Enters Debt Market With $450 Million Bond Sale
- 19 Sep 2011
- News
How to grow your sales faster than the economy
- August 15, 2022
- Article
Preparing Sales for a Changing Economy: Part 2: Getting More from Your Training Spending
By: Frank V. Cespedes
A previous article discussed changing business development requirements and some implications. This article discusses three areas that are fundamental to getting ROI from training initiatives and how engagement between Sales and L&D professionals, completed by smart... View Details
Cespedes, Frank V. "Preparing Sales for a Changing Economy: Part 2: Getting More from Your Training Spending." TrainingIndustry.com (August 15, 2022).
- March 2023
- Supplement
Innovation at Google Ads: The Sales Acceleration and Innovation Labs (SAIL) (B)
By: Linda A. Hill and Emily Tedards
In 2018, Ana Owczarzak was appointed to lead Google Ads' new innovation and accelerator team - the Sales Acceleration and Innovation Labs (SAIL). The purpose of SAIL was to offer testing and incubation services for individuals within Google Ads who were developing new... View Details
Keywords: Innovation Leadership; Organizational Culture; Technology Industry; Information Technology Industry; Advertising Industry; United States
Hill, Linda A., and Emily Tedards. "Innovation at Google Ads: The Sales Acceleration and Innovation Labs (SAIL) (B)." Harvard Business School Supplement 423-077, March 2023.
- Article
Selling After the Crisis
By: Frank V. Cespedes
Like perishable goods in grocery stores, sales models have a sell-by date. As product standards evolve and new entrants emerge, buyers have more choices and demand more in terms of quality and performance across vendors. Firms that fail to adjust to changing customer... View Details
Cespedes, Frank V. "Selling After the Crisis." Harvard Business Review 99, no. 2 (March–April 2021): 52–57.
- February 2017
- Teaching Note
Oversight Systems
By: Frank Cespedes
This Teaching Note accompanies the case, set in May 2016, which discusses sales strategy and channel partnerships at Oversight Systems, an early stage software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational... View Details
- July 2022
- Supplement
Solution for E-Commerce Analytics for CPG Firms (A): Estimating Sales
By: Ayelet Israeli
Keywords: Data Analysis; Data Analytics; CPG; Consumer Packaged Goods (CPG); Estimation; Online Channel; Retail Analytics; Retail; Retailing Industry; Data; Data Sharing; Bricks And Mortar; Ecommerce; Analytics and Data Science; Analysis; Sales; Goods and Commodities; Retail Industry; Consumer Products Industry; United States