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January 2005 (Revised March 2005)
Case

Parisian: productivity and selling cost

By: Rajiv Lal and Arar Han

Presents the dilemma facing George Jones with respect to the high selling cost at Parisian Department Stores. The challenges to be considered reflect issues at different levels of the organization, including individual salespeople, the store itself, and the merchandise... View Details

Keywords: Cost; Executive Compensation; Production; Sales; Salesforce Management; Motivation and Incentives; Retail Industry

July–August 1989
Article

Teamwork for Today's Selling

By: Frank V. Cespedes, Stephen X. Doyle and Robert J. Freedman

Keywords: Groups and Teams; Sales

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December 2001 (Revised March 2003)
Case

Ben Fiorentino: Selling the Family Business

The caseescribes the challenges Ben Fiorentino, the second-generation head of a family-run equipment business, must deal with as he decides whether and how to sell the business. The business is encountering classic problems that confront family-owned firms: The third... View Details

Keywords: Family Business; Negotiation; Business Exit or Shutdown; Management Teams; Agency Theory

30 Mar 2015
Research & Ideas

Managing the Family Business: Preparing to Sell

the family business. The portrait of the business would also typically represent more than 90 percent of the owners' wealth. “If this transition is not managed well, the family has a higher risk of losing its wealth through bad investment decisions and overconsumption”... View Details

Keywords: by Jonathan Pellegrin; Food & Beverage; Retail

Article

Selling to Many Countries Within the U.S.

By: Frank V. Cespedes and Michael Wong

In pursuing growth, many companies have plans to sell to emerging markets like the so-called B-R-I-C nations (Brazil, Russia, India, China), but they overlook significant ethnic markets within the United States. For example, the combined African-American and Hispanic... View Details

Keywords: Management Style; Ethnicity; Sales; Business Growth and Maturation; Marketing Communications; Business Plan; Emerging Markets; Debates; Business Strategy; Growth and Development; Growth and Development Strategy; United States

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November 2016 (Revised July 2018)
Case

Selling on Amazon at Tower Paddle Boards

By: Thales S. Teixeira and David Lopez-Lengowski

By June 2012, Stephan Aarstol felt that he had successfully passed the first critical stage of his ecommerce business. As the founder and CEO of a standup paddleboard (SUP) business, he had built a strong relationship with Asian manufacturers, built a small warehouse... View Details

Keywords: Tower Paddle Boards; Amazon; E-commerce; Online Shopping; Distribution; Internet and the Web; Business Growth and Maturation; Marketing Channels; Distribution Channels; Decision Choices and Conditions; Consumer Products Industry; Retail Industry

Article

How to Shift from Selling Products to Selling Services

By: Doug J. Chung

Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for... View Details

Keywords: SaaS Business Models; Sales; Management; Business Model; Salesforce Management; Applications and Software; Customer Relationship Management

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April 2018
Teaching Note

Formlabs: Selling a New 3D Printer

By: Frank Cespedes

Teaching Note for HBS No. 817-001. Formlabs is a venture that manufactures and sells 3D printers used in a variety of industries and applications. As the young company prepares to ship its latest model, the head of Customer Development is tasked with developing a... View Details

October 2016 (Revised January 2018)
Case

BlackRock (A): Selling the Systems?

By: Ranjay Gulati, Jan W. Rivkin and Kelly McNamara

As the case opens in 1999, several key leaders at BlackRock, Inc., then a relatively small asset management firm, are trying to convince CEO Larry Fink and others that the firm should begin to offer Aladdin—its proprietary analytics and trading platform—to other asset... View Details

Keywords: Strategy; Competition; Information Technology; Asset Management; Competitive Strategy; Financial Services Industry; United States

02 Feb 2015
Research & Ideas

Disruptors Sell What Customers Want and Let Competitors Sell What They Don’t

Over the past two decades, entire industries have been disrupted by Internet competitors who "unbundled" their content and delivered it to consumers in new ways. Newspapers lost out to Google and Craigslist, record companies to iTunes and Spotify, and travel agencies... View Details

Keywords: by Michael Blanding

January 2010 (Revised March 2010)
Background Note

A Note on Direct Selling in Developing Economies

By: Michael Chu and Joel Emilio Bregman Segre

Informal and formal direct selling play a particularly important role in developing countries characterized by markets with limited retail sectors. This note explores the practice of direct selling for the company, the sales person, and the consumer, as well as the... View Details

Keywords: Customers; Developing Countries and Economies; Marketing Channels; Marketing Strategy; Emerging Markets; Sales

January 2016
Teaching Note

Groom Energy Solutions: Selling Efficiency

By: Michael W. Toffel, Kira Fabrizio and Stephanie van Sice

This case examines a start-up service provider that helps clients improve the energy efficiency of their factories, warehouses, and commercial and office spaces by integrating and installing lighting, heating, and cooling technologies. The company seeks to double... View Details

Keywords: Energy Efficiency; Energy Efficiency Paradox; Environment; Environmental Strategy; Growth; Energy; Energy Conservation; Entrepreneurship; Environmental Sustainability; Energy Industry

March 2008
Article

The Business of Selling Movies

By: F. Du, J. Gong, Tatiana Sandino, W. Van der Stede and M. Young

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October 1989 (Revised November 2006)
Background Note

Managing Selling and the Salesperson

By: Frank V. Cespedes

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

May 2025
Teaching Note

BlackRock (A): Selling the Systems?

Teaching Note for HBS Case Nos. 717-484 and 717-404. View Details

November 2006 (Revised December 2006)
Module Note

Personal Selling and Sales Management

Develop a better understanding of what salespeople do, what motivates them to succeed, and how to effectively manage their efforts. View Details

Keywords: Salesforce Management

18 Apr 2005
Research & Ideas

Selling Luxury to Everyone

Mercedes-Benz launched the super-premium auto brand after opting out of the bidding for Rolls Royce and Bentley in the 1990s. The company estimated there are 200,000 individuals in the United States with a net worth of $10 million or above—and Mercedes believed it... View Details

Keywords: by Julie Jette; Consumer Products

August 2003 (Revised August 2006)
Case

I've Got Rhythm: Selling Cardiac Rhythm Management Devices

By: Regina E. Herzlinger, William Lagor, Christopher Perry and Scott St. Germain

The head of sales and marketing in a large medical devices firm must decide how to assign his sales force. He compares selling in the pharma, specialty pharma, and device industries and analyzes the reasons for the differences. View Details

Keywords: Health Care and Treatment; Marketing Strategy; Industry Structures; Sales; Salesforce Management; Medical Devices and Supplies Industry

20 Mar 2008
Working Paper Summaries

Sell Side School Ties

Keywords: by Lauren H. Cohen, Andrea Frazzini & Christopher J. Malloy; Financial Services

April 2008 (Revised January 2012)
Teaching Note

Norway Sells Wal-Mart (TN)

By: Robert C. Pozen

Teaching Note for [308019]. View Details

Keywords: Retail Industry; Norway

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