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Show Results For
- All HBS Web
(4,066)
- People (5)
- News (810)
- Research (2,689)
- Events (20)
- Multimedia (48)
- Faculty Publications (1,849)
- 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.
- 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).
- 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.
- 12 Apr 2023
- News
Using AI to Adjust Your Marketing and Sales in a Volatile World
- Article
Determining Segmentation in Sales Response Across Consumer Purchase Behaviors
By: Randolph E. Bucklin, Sunil Gupta and S. Siddarth
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.
- 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
- June 2002
- Article
Control Implications of Worker Identification with Firm Sales Success
By: M. G. Alles and S. Datar
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.
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity... View Details
- 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.
- 19 Aug 2019
- News
Why “Tell Them Something They Don’t Know” Is Bad Advice in B2B Sales
- 12 Feb 2007
- Working Paper Summaries
Adding Bricks to Clicks: The Effects of Store Openings on Sales through Direct Channels
- November 2021
- Article
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that... View Details
Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis
Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training." Management Science 67, no. 11 (November 2021): 7046–7074.
- 02 Jan 2013
- News
Willy Loman Turns to Windows as Web Spurs Sales Changes
- 12 Feb 2018
- News
Sale to Scotiabank Marks End of Era for Stephen Jarislowsky
- 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.