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  • February 2018
  • Supplement

Qualtrics (B)

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
Related
  • 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
Related
  • 01 Oct 2016
  • News

Why it's misguided for Wells Fargo to ban sales goals after its fraud scandal

  • 12 Feb 2007
  • Working Paper Summaries

Adding Bricks to Clicks: The Effects of Store Openings on Sales through Direct Channels

Keywords: by Jill Avery, Mary Caravella, John Deighton & Thomas Steenburgh; Retail
  • 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

  • 30 Jun 2019
  • Working Paper Summaries

The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

Keywords: by Doug J. Chung, Byungyeon Kim, and Byoung G. Park
  • 19 Aug 2019
  • News

Why “Tell Them Something They Don’t Know” Is Bad Advice in B2B Sales

  • 2005
  • Other Unpublished Work

Coordinating Sales and Marketing: Why, Why Not, and Now What?

By: Frank V. Cespedes
Keywords: Sales; Marketing; Strategy
Related

    How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework

    This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details
    • January 1994
    • Case

    ABC Sales and Service Division: A Case Study of Personal and Organizational Transformation

    By: D. Quinn Mills, Brock W. Orwig, Janet M. Pumo, Todd C. Stilson and Richard C. Wei
    In the midst of dramatic changes in the information systems industry and declining profits at the ABC Co., the vice president in charge of the sales and service division, Jeff, and his managers attempt to transform their division. The transformation gets off to a good... View Details
    Keywords: Organizational Change and Adaptation; Transformation; Motivation and Incentives; Resignation and Termination; Communication; Business or Company Management; Information Technology Industry
    Related
    • March 13, 2023
    • Article

    Sales Teams Need to Stop Focusing on the Customer Funnel

    By: Frank V. Cespedes
    Understanding where customers are, how they navigate streams in your market, and how to interact with them in a given stream is now central to crafting a good customer experience, and that has implications. Among other things, companies need to shift from thinking... View Details
    Keywords: Customer Experience; Customer Value and Value Chain; Customer Relationship Management; Consumer Behavior
    Related
    • October 2019 (Revised May 2021)
    • Supplement

    Gupta Media: Governors Ball Ad Spending and Ticket Sales Data

    By: V. Kasturi Rangan and Courtney Han
    Related
    • September 2019 (Revised March 2020)
    • Teaching Note

    Roush Performance: How to Design a Sales Force Compensation Plan

    By: Doug J. Chung
    Related
    • 17 Sep 2013
    • News

    How sales and coupons persuade consumers to spend more money

    • 07 Mar 2024
    • News

    Integrating Digital Tools into Every Stage of Your Sales Strategy

    • 1984
    • Chapter

    Structural Determinants of Ratios of Promotion and Advertising to Sales

    By: John A. Quelch, Cheri T. Marshall and Dae R. Chang
    Related
    • October 2013 (Revised December 2013)
    • Teaching Note

    Blackstone and the Sale of Citigroup's Loan Portfolio Teaching Note

    By: Victoria Ivashina and David Scharfstein
    Keywords: Derivatives; Bankruptcy; Credit Derivatives and Swaps; Private Equity; Restructuring; Insolvency and Bankruptcy; Banks and Banking; Banking Industry; Financial Services Industry
    Related
    • April 1987 (Revised July 1987)
    • Supplement

    Inland Steel Co. Product Policy, Video 2: Sales and Manufacturing

    By: Benson P. Shapiro and Lawrence B. Levine
    Related

      A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

      Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal... View Details