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- All HBS Web
(184)
- News (65)
- Research (28)
- Events (1)
- Multimedia (1)
- Faculty Publications (21)
- Web
2.3.1 Drug & Alcohol Policy | MBA
events (e.g., receptions) that take place in and adjacent to the flat floor classrooms in Batten Hall (the Hives) and the Chao Center. If alcohol is being served, food must also be served. Events with alcohol are limited to four (4) hours... View Details
- Web
2.3.4 Sexual & Gender Based Harassment & Other Sexual Misconduct | MBA
rcohen@hbs.edu MBA Student & Academic Services, Batten Hall Nicole Merhill, Director, Office for Gender Equity and University Title IX Coordinator (617) 496-2470 nicole_merhill@harvard.edu Smith Campus... View Details
- 01 Dec 2018
- News
What I Do: Lindsey Mead (MBA 2000), Vedica Qalbani and Jessica Wu (both MBA 2007)
partners and two other longtime colleagues talked through a list of aspirations and values that bubbled to the surface, like “curiosity,” “collaboration,” “fun,” and “honesty”—general qualities made granular through frank talk and close... View Details
- 22 Apr 2019
- Research & Ideas
Why Salespeople Struggle at Leading
says Harvard Business School’s Frank V. Cespedes, the MBA Class of 1973 Senior Lecturer of Business Administration. “Every company has examples of people who persist in their behaviors as salespeople, and as... View Details
Keywords: by Dina Gerdeman
Ayelet Israeli
Ayelet Israeli is the Marvin Bower Associate Professor of Business Administration at the Harvard Business School Marketing Unit. She is the co-founder of the Customer Intelligence Lab at the Digital Data Design (D^3) Institute at Harvard Business School. She teaches... View Details
- 12 Jun 2017
- Video
The Fusion of Management and Technology
- 21 Nov 2016
- Research & Ideas
It Matters That Your CEO Doesn't Know Much About Sales
senior executives specializing in everything except sales. “The number of executives reporting to the CEO in the average S&P 500 company has doubled in the last 20 years,” says Frank V. Cespedes, a senior lecturer in the... View Details
Keywords: by Michael Blanding
- 18 Feb 2013
- Research & Ideas
Breaking Through a Growth Stall
identify your core customers and build a scalable platform for growth around them. That's the message from Frank V. Cespedes, the MBA Class of 1973 Senior Lecturer of Business Administration at Harvard... View Details
Keywords: by Sean Silverthorne
David J. Collis
For the past thirty years David J. Collis has been a professor at the Harvard Business School, where he was only the second ever full-time Adjunct Professor appointed. Previously, he was the Thomas Henry Carroll Ford Foundation Adjunct Professor, the MBA Class... View Details
Eva Ascarza
Eva Ascarza is the Jakurski Family Associate Professor of Business Administration in the Marketing Unit. She is the co-founder of the Customer Intelligence Lab at the D^3 institute at Harvard Business School. She teaches the Marketing core in the MBA required... View Details
Scott Duke Kominers
Scott Duke Kominers is a Professor of Business Administration in the Entrepreneurial Management Unit; as well as a Faculty Affiliate of the
- 03 Mar 2009
- First Look
First Look: March 3, 2009
challenges involved in developing and executing the new service model and offers students opportunities to discuss the evolving challenges the company faces looking forward. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=809099... View Details
Keywords: Martha Lagace
Rajiv Lal
Rajiv Lal, is the Stanley Roth, Sr. Professor of Retailing at Harvard Business School. He is currently teaching an elective MBA course on the Business of Smart Connected Products/IOT. He has been responsible for the retailing curriculum and has served as the course... View Details
- 02 Mar 2012
- HBS Seminar
Joe Lassiter/Gordon Jones, Harvard Business School/Harvard University
- 26 Oct 2010
- First Look
First Look: October 26, 2010
PublicationsSelling to Many Countries—Within the U.S. Authors:Frank V. Cespedes and Michael Wong Publication:MIT Sloan Management Review 52, no. 1 (fall 2010) Abstract In pursuing growth, many companies have plans to sell to emerging markets like the so-called... View Details
Keywords: Sean Silverthorne
- October 1989 (Revised November 2006)
- Background Note
Deployment, Focus, and Measuring Effectiveness
Written for a module in the Marketing Implementation course (second-year MBA elective). Offers a framework for considering relevant factors that affect sales force deployment and criteria for measuring sales effectiveness and the conduct of field marketing efforts. View Details
Cespedes, Frank V. "Deployment, Focus, and Measuring Effectiveness." Harvard Business School Background Note 590-044, October 1989. (Revised November 2006.)
- October 1989 (Revised November 2006)
- Background Note
Managing Selling and the Salesperson
Written for a module in the Marketing Implementation course (a second-year elective in the MBA program). Provides a brief introduction to common issues involved in recruiting, training, compensating, and evaluating field salespeople. Also offers questions to consider... View Details
Keywords: Salesforce Management
Cespedes, Frank V. "Managing Selling and the Salesperson." Harvard Business School Background Note 590-043, October 1989. (Revised November 2006.)
- Teaching Interest
Overview
By: Frank Nagle
Prof. Nagle has taught a wide variety of topics to various types of students including everything from computer programming and e-commerce for undergraduates to cyber security for the FBI and HBS Executive Education participants to innovation and technology management... View Details
- Web
Organizational Behavior - Doctoral
coursework in organizational behavior at HBS, and complete two MBA elective curriculum courses. Students are required to teach for one full academic term in order to gain valuable teaching experience, and to work as an apprentice to a... View Details
- Web
Strategy - Doctoral
business management theory, economic theory, quantitative research methods, academic field seminars, and two MBA elective curriculum courses. In addition to HBS courses, students may take courses at other Harvard Schools and MIT. Research... View Details