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Show Results For
- All HBS Web
(947)
- People (1)
- News (223)
- Research (632)
- Events (2)
- Multimedia (1)
- Faculty Publications (263)
- 01 Apr 2001
- News
New Ventures New Gains
and conducted customer research. “We learned that we needed to provide more than just services,” explains Rhyne, who added prestige cosmetics sales to the mix and wrote a solid business plan that was the... View Details
- 07 Aug 2000
- Research & Ideas
Rocket Science Retailing
sales data. Early product sales, appropriately adjusted for variations in price and availability, are an excellent predictor of overall sales (see the exhibit "No Need for a Crystal Ball"). In... View Details
- 22 Jun 2011
- Sharpening Your Skills
Sharpening Your Skills: Motivation
Dynamic Structural Analysis of Bonus-Based Compensation Plans Companies generally pay their sales staff with some combination of salary, commissions, and bonuses for meeting quotas—with View Details
Keywords: Re: Multiple Faculty
John D. Biggers
Biggers is recognized for strong labor-management relations. He was a key figure in bringing the Toledo Labor Peace Plan to nation-wide attention. In 1947, Biggers was head of one of the world’s largest manufacturers of flat glass with... View Details
Keywords: Fabricated Goods
- 01 Sep 2014
- News
Book Review: Getting Beyond Yes
Every company needs a strategy—a forward-looking plan for the future—and every company needs to keep that bottom line growing through sales. But all too often, the folks devising the grand plan and the folks... View Details
- 30 Mar 2015
- Research & Ideas
Managing the Family Business: Preparing to Sell
Even if the family quickly and collectively redeploys its assets in new business activities, after a sale family members will have more financial autonomy. This necessitates that individuals develop their own life View Details
Leonard Abramson
Abramson accurately predicted the need for prepaid medical plans to manage spiraling medical spending in the 60’s and 70’s and founded U. S. Healthcare to capitalize on this opportunity. Abramson built a fast-growing and extremely... View Details
Keywords: Healthcare
- 01 Oct 2014
- Blog Post
A Summer Internship: Sparking Curiosity
and sales operations. I plan to audit Business Marketing & Sales, one of the classes that focus on exactly that. In the Winter term, I will be taking Building and Sustaining a Successful Enterprise... View Details
Norton W. Simon
Capitalizing on his talents at restructuring, Simon gained control of Hunt Foods by force, accumulating shares in the company with proceeds earned from selling his previous enterprise, Val Vita Foods, to Hunt in 1942. At Hunt, Simon instituted extensive modernization... View Details
Keywords: Food & Tobacco
Harvey S. Firestone
By securing a large tire order from Henry Ford in 1906, and aggressively promoting his tires in automobile races, Firestone was able to grow his company’s sales from $100,000 in 1901 to $15 million in 1913, joining the ranks of the “Big... View Details
Keywords: Automotive & Aerospace
- 01 Dec 2006
- News
Over 50 and Job Hunting?
improving market share, for example, might target a company where sales have been stagnant for a couple of quarters. Demonstrated profitability is a key competitive asset for older MBAs. “You may be looking for a job after being laid off,... View Details
- 20 Aug 2024
- Book
Why Competing With Tech Giants Requires Finding Your Own Edge
potential participants in their ecosystems.” Leveraging the momentum and great reviews on Amazon, the company started selling through its direct-to-consumer websites as well as penetrating other sales channels. For example, Anker also... View Details
- 24 Jan 2025
- News
The Network Effect
recalls. Only later would they realize how well-matched their ambitions were: Model wanted to work in finance at a biotech firm, and Mathur wanted to become a health care investor. Today, Model is head of financial planning and analysis... View Details
- Portrait Project
Anh M. Nguyen
My mom travels with a frying pan. A fifty-cent yard sale purchase, the pan makes the world's best banh xeo, a Vietnamese dish. To most people, the grease-stained sides and wobbly handle suggest nothing more than an unexceptional piece of... View Details
- 09 Dec 2015
- Research Event
How Do You Predict Demand and Set Prices For Products Never Sold Before?
lost sales (demand of products that had sold out) and predict demand for new products that Rue La La was planning to sell in the future. As a part of the analysis, they realized that the demand for any given... View Details
- 01 Dec 2014
- News
In My Humble Opinion: Vittorio Colao (MBA 1990)
As CEO of the London-based telecom Vodafone Group, Vittorio Colao (MBA 1990) has led a series of headline-grabbing acquisitions and divestitures, from the company’s $1.7 billion purchase of British multinational telecom Cable & Wireless to its View Details
- 24 Jul 2018
- News
How Amy Hood Won Back Wall Street and Helped Reboot Microsoft
Hood needed to correct missteps made on Ballmer’s watch. First up: the $9.5 billion Nokia deal. Less than a year after closing, it was foundering and had missed Hood’s initial forecast for sales and savings. “Once the forecast failed to... View Details
- 10 Mar 2021
- News
Vision: A Unicorn Evolves
product sped up the process of creating and following up on sales pitches, which resulted in 10 times more meetings for GroupTalent’s two sales reps, Medina says. But the influx of interest overwhelmed the... View Details
- 13 Jun 2017
- Blog Post
Benefits of the MS/MBA: Engineering Sciences Program
Before matriculating at HBS, Damjan Korac (MBA 2017) had a plan to combine his interest in technology and management. Damjan interned as a product manager at Microsoft after his junior year at Princeton, and as a senior was accepted into... View Details
- Profile
Jamal Motlagh
had, Jamal went to Microsoft as a junior sales associate. "Selling is my focus," says Jamal. "Microsoft promised me a full sales position when I reached its performance targets." Jamal... View Details