Sales Management - Publications - Faculty & Research - Harvard Business School

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Das Narayandas

Das Narayandas is the Edsel Bryant Ford Professor of Business Administration at the Harvard Business School. His academic credentials include a Bachelor of Technology degree in Engineering from the Indian Institute of Technology, Bombay (IITB), a Post-Graduate... View Details

Keywords: management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting; management consulting

June 1989 (Revised July 1994)
Case

Ito Yokado

By: Walter J. Salmon

Describes the means by which management has empowered the sales clerks and part time employees of this chain of 131 department stores. They are responsible for all sales and inventory management. This empowerment has led to fewer stockouts, higher sales, lower... View Details

Keywords: Innovation and Management; Management; Distribution; Supply Chain Management; Sales; Japan

November 1999 (Revised July 2003)
Case

Pre-Paid Legal Services, Inc.

By: Paul M. Healy and Jacob Cohen

Pre-Paid Legal Services' business model reveals two key issues--managing the sales force and sales growth and managing claims. Students analyze the economics of the business and consider how to measure firm performance, how to evaluate and reward the sales force, and... View Details

Keywords: Financial Management; Financial Strategy; Salesforce Management; Marketing Strategy; Accrual Accounting; Business Cycles; Forecasting and Prediction; Insurance; Business Growth and Maturation; Insurance Industry

01 Apr 2002
News

Professorship Brings Brierley's HBS Connection Full Circle

Harold M. Brierley (MBA '68), chairman and CEO of Brierley & Partners, describes himself as "an accidental entrepreneur," having entered HBS as a chemical engineer planning to pursue a management career in the oil industry. "HBS... View Details

Keywords: Charles M. Williams; Epsilon Data Management; Computer Systems Design and Related Services; Professional Services

Career Coach

Nicola Pugliese

Nicola Pugliese (Wharton ’93) leverages her experience in global marketing and brand management to support students and alumni pursuing careers in marketing, product management, business development, general View Details

Keywords: Consumer Products; Entrepreneurship; Publishing / Communications / Advertising; Retail

21 May 2015
Working Paper Summaries

Incentives versus Reciprocity: Insights from a Field Experiment

Keywords: by Doug J. Chung & Das Narayandas

May 2015 (Revised May 2017)
Case

Colgate-Palmolive Company: Marketing Anti-Cavity Toothpaste

By: John A. Quelch and Margaret L. Rodriguez

In October 2013, Colgate-Palmolive Company, the world's leading oral care company, was about to launch its new Colgate® Maximum Cavity Protection™ plus Sugar Acid Neutralizer™ toothpaste in Brazil. Oral care category accounted for 46 percent of Colgate's $17.4 billion... View Details

Keywords: New Product Management; Consumer Segmentation; Global Marketing; Corporate Social Responsibility; Healthcare; Sustainability; Health Care and Treatment; Environmental Sustainability; Marketing; Segmentation; Product Development; Product Launch; Corporate Social Responsibility and Impact; Product Positioning; Consumer Products Industry; Brazil; United States

July–August 2023
Article

Demand Learning and Pricing for Varying Assortments

By: Kris Ferreira and Emily Mower

Problem Definition: We consider the problem of demand learning and pricing for retailers who offer assortments of substitutable products that change frequently, e.g., due to limited inventory, perishable or time-sensitive products, or the retailer’s desire to... View Details

Keywords: Experiments; Pricing And Revenue Management; Retailing; Demand Estimation; Pricing Algorithm; Marketing; Price; Demand and Consumers; Mathematical Methods

Find at Harvard

October 2010 (Revised June 2014)
Case

Volkswagen do Brasil: Driving Strategy with the Balanced Scorecard

By: Robert S. Kaplan and Ricardo Reisen de Pinho

A new management team at VW do Brazil develops and deploys a strategy map and Balanced Scorecard to accomplish a turnaround and cultural change after eight consecutive years of financial losses and market share declines. The team uses the strategy map to align... View Details

Keywords: Business Cycles; Developing Countries and Economies; Management Teams; Leadership; Balanced Scorecard; Strategic Planning; Balance and Stability; Motivation and Incentives; Communication Strategy; Competitive Advantage; Auto Industry; Brazil; Germany

December 2017 (Revised March 2018)
Case

Kellogg Company/eighteen94 capital

By: David Bell, Damien McLoughlin and Natalie Kindred

With 33,000 employees and revenues of $13 billion in 2016, Kellogg Company was the world’s largest producer of branded packaged cereal and a leader in branded convenience foods. Founded in 1906 and based in Michigan, the company had a proud history of product and... View Details

March 2000 (Revised February 2005)
Case

Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers

By: Das Narayandas and Robert C. Dudley

In late 1996, Manuel Diaz, head of Worldwide Sales for Hewlett-Packard's (HP) Computer Systems Organization (CSO), is reviewing the results of an audit of HP's enterprise customer management approach with the objective of identifying market and organizational... View Details

Keywords: Accounting Audits; Transformation; Customer Relationship Management; Cost vs Benefits; Marketing Strategy; Sales; Computer Industry

May 2013
Case

Wendy Peterson

By: Linda A. Hill and Alisa Zalosh

Wendy Peterson was recently promoted to Vice President of Sales at the Plano, Texas, office of AccountBack, an accounting software and services company. To penetrate a perceived market niche, Peterson hires Fred (Xing) Wu, whose familiarity with and access to Chinese... View Details

Keywords: Leadership; Conflict Management; Salesforce Management; Rank and Position; Performance Evaluation; Management Teams; Cross-Cultural and Cross-Border Issues; Accounting Industry; Texas

May 2017 (Revised August 2021)
Case

Mavi: Fashioning a Path to Brand Growth

By: Jill Avery and Gamze Yucaoglu

This case examines the strategic choices and business model with regards to branding at Mavi, a leading Turkish apparel retailer. The case is presented from the perspective of the company CEO and its global brand director who is also part owner. In 2015, Mavi had sales... View Details

February 2000 (Revised March 2000)
Case

Owens & Minor, Inc. (B)

By: V.G. Narayanan and Lisa Brem

After a manager at Owens & Minor, a national medical and surgical distribution company, proposes and develops a formalized activity-based pricing and activity-based management approach to sales and service provision, this case explore the outcome. View Details

Keywords: Activity Based Costing and Management; Logistics; Distribution; Price; Supply Chain Management; Sales; Outcome or Result; Management Style; Medical Devices and Supplies Industry; Distribution Industry

February 2008 (Revised August 2011)
Case

Olympia Machine Company, Inc.

By: Frank V. Cespedes and Benson P. Shapiro

The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered different alternatives to the current method of straight salary plus expenses. Each option has different implications... View Details

Keywords: Governance Controls; Compensation and Benefits; Mission and Purpose; Salesforce Management; Motivation and Incentives; Business Strategy; Industrial Products Industry

August 2002
Case

Siebel Systems: Anatomy of a Sale, Part 3

By: John A. Deighton and Das Narayandas

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details

Keywords: Sales; Decision Choices and Conditions; Competitive Strategy; Customer Relationship Management; Product Marketing; Information Technology Industry

February 1980 (Revised June 1984)
Case

Quaker Steel and Alloy Corp.

By: John J. Gabarro

Lower middle-level manager is faced with the need to bring about a change in the call patterns of the sales force selling her product. Based on an earlier case by P.R. Lawrence. View Details

Keywords: Change; Managerial Roles; Organizational Culture; Salesforce Management; Steel Industry

May 2017
Case

Promontory, Inc.

By: Frank V. Cespedes and Amy Handlin

Promontory, Inc. is a small, privately owned firm in the promotional products (specialty advertising) industry. After starting the firm two years ago with the intention of pursuing a high-quality/high-price strategy, the CEO is seeking methods of increasing sales... View Details

Keywords: Salesforce Management; Marketing Strategy; Customization and Personalization; Business Model; Sales; Advertising Industry

July 2013 (Revised August 2017)
Case

TaKaDu

By: Elie Ofek and Matthew Preble

In December 2012, Amir Peleg, founder and CEO of TaKaDu, reflected on how to position his young firm for the next fiscal year and beyond. The small Israeli startup had developed an innovative software system that used patented algorithms and statistical analysis to... View Details

September 1992 (Revised November 1997)
Case

DHL Worldwide Express

By: John A. Quelch

The worldwide sales and marketing manager must determine the degree to which pricing strategy and tactics should be standardized or left to the discretion of the DHL subsidiary in each country. View Details

Keywords: Governance; Business Subsidiaries; Price; Marketing Strategy; Multinational Firms and Management; Sales; Shipping Industry

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