Sales Force Retention - Publications - Faculty & Research

01 Mar 2012
News

Shop Talk, Different Avenues

disruptive business model: an online site that requires customers to register, featuring flash sales of discounted luxury goods for men and women in categories including designer clothing, accessories, home goods, food and wine, and... View Details

Keywords: Julia Hanna; shopping; e-commerce; Clothing and Clothing Accessories Stores; Retail Trade

28 May 2008
First Look

First Look: May 28, 2008

confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best... View Details

Keywords: Martha Lagace

13 May 2008
First Look

First Look: May 13, 2008

These performance differences appear to be partially explained by the buy-side's higher retention of poor-performing analysts and by differences in performance benchmarks used to evaluate buy- and sell-side analysts. Cases & Course... View Details

Keywords: Martha Lagace

18 Feb 2013
Research & Ideas

Breaking Through a Growth Stall

both theory and practice. In the United States, for example, the amount invested in sales forces exceeds an estimated $800 billion a year. That's more than three times the money US firms spend annually on... View Details

Keywords: by Sean Silverthorne

28 Oct 2019
Research & Ideas

Brick-and-Mortar Stores Are Making a Comeback

customer acquisition, distribution, and retention channel is contributing in a different way. I think it’s interesting to look at where Amazon is taking us, which is into a frictionless buying process: How do I make it as fast and easy... View Details

Keywords: by Jen McFarland Flint; Retail

02 Jun 2011
What Do You Think?

Is it Time for a National Bankruptcy?

sought could include aid from one country to another, the sale of national assets, and the deferral of commitments to allow time for a work out. A sizeable minority, however, took the view that lenders, because they helped contribute to a... View Details

Keywords: by Jim Heskett

30 Aug 2016
First Look

August 30, 2016

forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas Abstract—We conduct a field experiment in which we vary the sales View Details

Keywords: Carmen Nobel

Profile

Michael O. Braimah

after graduating in 2007 and stayed for two years. "In an industry that's upside down," he says, "you're forced to draw on inner strengths." Teaching others, learning about himself After two years, "moving at... View Details

01 Mar 2016
News

Off Script

top posts at Schering-Plough and Wyeth. Are there structural reforms that could be implemented in the drug industry to lower the market-driven price of drugs? Forcing pharma firms to invest in R&D a minimum percentage of the View Details

Keywords: Insurance Carriers and Related Activities; Finance

01 Jan 2007
News

A. Malachi Mixon, III, MBA 1968

development cycle used to be 24 months; it's now 12." Complementing this, he adds, is a knowledgeable sales force that fosters relationships with home-care providers, nursing homes, and medical equipment... View Details

Profile

Vivian Scalfi

general management focus and its power to challenge. "The case method is different from the lecture-based education I knew in Brazil," says Vivian. "It forces me to participate, even when I’m not one hundred percent... View Details

Keywords: CPG

Profile

Margo Cramer

intellectually fulfilling, "it wasn't a degree that took me in any specific direction." Immediately after graduation, Margo worked as a merchandising team and sales account manager at Commando, a women's luxury apparel brand.... View Details

Keywords: Nonprofit/Government/Education; Retail/Hospitality

01 Oct 2000
News

Raymond A. Baxter: Sweet Smell of Success

cookies. Annual proceeds from the sale total close to $450 million, $300 million of which supports scouting activity. "If there's a more effective fundraiser in the world, I don't know what it is," Baxter remarks. "But it's also a... View Details

Keywords: Julia Hanna

29 Oct 2000
Research & Ideas

Building a Powerful Prestige Brand

committed. Even if they had wanted to sell in chain stores, the Lauders could not afford the large sales force necessary to service such outlets. Because she wanted to reach women who did not necessarily... View Details

Keywords: by Nancy F. Koehn; Beauty & Cosmetics; Consumer Products; Retail

Profile

Damali Brown

she applied and was accepted as a Fellow by Morgan Stanley, initiating a working relationship that began with a summer sales and training position and that led to five years of employment in various positions at the firm. Equated with... View Details

01 Dec 2018
News

Competencies and Credentials

Joseph Fuller (photo by Russ Campbell) Joseph Fuller (photo by Russ Campbell) American businesses can’t afford to ignore the reality: The nature of work is changing. If companies hope to hire and hold on to employees, they need to be ready to respond to the View Details

20 Dec 2016
Research & Ideas

The 10 Most Popular 'Cold Call' Podcasts

Madam C.J. Walker helped invent what have become staples of our modern country and economy: national sales forces, corporate social responsibility, and, yes, even basic haircare. Orphaned at age 8, married at 14, and widowed at 20 with a... View Details

Keywords: Re: Multiple Faculty

30 Jun 2015
First Look

First Look: June 30, 2015

that sales representatives, who were responsible for a large portfolio of imaging products, were not giving enough attention to Ultrasound. He was wondering if change in the size and compensation structure of the View Details