Sales Planning - Publications - Faculty & Research

01 Jun 2014
News

Alumni and Faculty Books for June 2014

Planning Process with Minimal Effort by Tracy Morgan (MBA 1990) (North Star Strategies) Supreme Commander: MacArthur's Triumph in Japan by Mike Morris (MBA 1971) (HarperCollins) Morris combines political history, military biography, and... View Details

01 Sep 2018
News

An SUV Built for African Roads—by African Workers

facility. Now Mobius is about to embark on an ambitious growth plan by opening a new factory. With $20 million in investments and loans to date, the company designed, built, and sold their proof of concept, then developed the Mobius II... View Details

Keywords: Amy Yee

06 Apr 2016
News

Raising a Glass to Life-Long Entrepreneurship

make a sales call. I didn’t know how to negotiate a real estate lease. I didn’t know how to set up a payroll. I had no idea how to interview and hire the right people. These are all really important business skills. Photo courtesy of... View Details

21 Jul 2008
Research & Ideas

Solving the Marketing Resources Allocation Puzzle

calculated so that directional recommendations can be made. 'What if' analysis or simulations: A small number of marketing plans are considered by simulating their effects on sales and profit. The best View Details

Keywords: by Sean Silverthorne

01 Sep 2009
News

E Ink’s Wild Ride

three MIT scientists founded E Ink in 1997. “I was the business guy,” says Wilcox, who over time has held senior leadership roles at the company in areas ranging from sales and marketing to finance to R&D. Twelve years later, the company... View Details

Keywords: Julia Hanna; e-books; e-reading; News, Library, Internet, and Other Services; Information; Computer and Electronic Product Manufacturing; Manufacturing

19 Jun 2017
News

Can Neuroscience Find You the Perfect Job?

high-performing salesmanship, right? And so then the theory behind that could be that we know that people that are somewhat inattentive tend to be more creative. So maybe that's why, because there's a creative element to the sales... View Details

01 Dec 2015
Research & Ideas

What to Do When Your Organization Has Dueling Missions

$3.94 billion in sales from its more than 3,000 retail stores and its online auction site. Even so, Goodwill’s core mission is to provide job training and placement to people with disabilities, criminal backgrounds, and other challenges... View Details

Keywords: by Carmen Nobel

01 Aug 2012
What Do You Think?

Should CEOs Worry About ‘Too Big to Succeed?’

several people have contacted me recently requesting introductions to leaders who have successfully taken their organizations through the size barrier of roughly a billion dollars in sales or several thousand employees without taking a... View Details

Keywords: by James Heskett; Manufacturing; Financial Services

01 Apr 1996
News

"Foundations" Paves the Way for Entering MBAs

assigned a function in production, research and development, sales and marketing, or administration. In a day-and-a-half of real time - comprising twenty-minute action rounds, planning rounds, and... View Details

01 Jan 2003
News

Daniel L. Vasella, M.D.

primarily based on a narrow definition of 'good business,'" says Vasella. "If you can improve the way medicine is practiced, I believe you will also make money." With sales up 21 percent to $5.7 billion in the first quarter of 2003,... View Details

06 Nov 2017
Research Event

Who is Responsible for the Future of Cities?

“In contrast to the past, the question is not so much whether cities can survive, but whether their growth can be managed and guided, by whom, and for what needs,” said Diane Davis, Charles Dyer Norton Professor of Regional Development and Urbanism, and Chair of the... View Details

Keywords: by Carmen Nobel

01 Mar 2018
News

March 2018 Alumni and Faculty Books

depends on the ability to deliver great service. The Low Cholesterol Cookbook and Action Plan by Karen Swanson (MBA 1990) (Rockridge Press) Getting serious about heart health can be overwhelming. That’s why cardiac dietitian Jennifer... View Details

10 Mar 2009
First Look

First Look: March 10, 2009

Chain Planning: A Case Study of Sales and Operations Planning (revised) Authors: Rogelio Oliva and Noel H. Watson Abstract In most organizations, supply chain planning is a... View Details

Keywords: Martha Lagace

01 Jun 1996
News

Class Acts

tireless student president also trained for and completed the Boston Marathon (a feat he repeated in this year's centennial anniversary of the race). How did he accomplish it all? "I got about three hours of sleep a night," smiles Dobron, who View Details

26 Jan 2016
First Look

January 26, 2016

American Economic Review: Papers and Proceedings Beyond Beta-Delta: The Emerging Economics of Personal Plans By: Beshears, John, Katherine L. Milkman, and Joshua Schwartzstein Abstract—People make personal View Details

Keywords: Sean Silverthorne

01 Mar 2011
News

Local Hero

and COO of the 2010 World Series–winning Giants, is on the air at a local sports radio station. He’s announcing plans to take the Series trophy on tour, not only throughout Northern California but also across the country to the site of... View Details

Keywords: Deborah Blagg; Amusement, Gambling, and Recreation Industries; Arts, Entertainment

06 Jan 2003
What Do You Think?

China: The Next Big Market Opportunity or the Next Big Bubble?

terms." On the other hand, those without patience should beware as well. As Herb Smith, who lives and teaches in China, puts it, "... invaders will do well to be forewarned to bring their lunch and plan to stay awhile." The... View Details

Keywords: by James Heskett

25 May 2010
First Look

First Look: May 25

pounds of production per year. The case describes how Johnson took charge of the plant and her action plan for implementing a new set of changes. During Johnson's tenure at Williamsport, the plant was nominated as a potential site for a... View Details