Publications

November 2003 (Revised March 2008)
Case

Caja España: Managing the Branches to Sell (A)

By: Francisco de Asis Martinez-Jerez and Rosario de Albornoz

Juan Luis Rojas, commercial planning manager of a Caja de Ahorros (savings bank), faces the challenge of motivating the branches to sell more long-term mortgages and ponders whether to use transfer prices to achieve his objective. View Details

Keywords: Business Divisions; Banks and Banking; Resource Allocation; Organizational Design; Performance Improvement; Sales; Motivation and Incentives; Banking Industry

13 Oct 2016
News

Salespeople Need a Strategy for Selling to CEOs

March 2001
Supplement

Francisco de Narvaez at TIA: Selling the Family Business

By: Linda A. Hill and Kristin Doughty

Francisco de Narvaez reflects on the process of selling his family's retail business. View Details

Keywords: Family Business; Business Exit or Shutdown

25 Aug 2003
Research & Ideas

Should You Sell Your Digital Privacy?

you by stores, researchers, and credit agencies belongs to those companies, not to you. They in turn resell that information to others. So if our personal information is such an asset, shouldn't we benefit from our asset as well? Why shouldn't intelligent consumers... View Details

Keywords: by Manda Salls & Sean Silverthorne; Advertising

2001
Case

Sprint Sell to Close Sales Quickly

By: Benson P. Shapiro

Keywords: Sales

02 Dec 2011
News

To Sell More, Answer These Questions

February 2021 (Revised May 2021)
Case

SafeGraph: Selling Data as a Service

By: Ramana Nanda, Abhishek Nagaraj and Allison Ciechanover

Set in January 2021, the CEO of SafeGraph, a four-year-old startup that sold Data as a Service, looked to the future. His aim was to become the most trusted source for data about a physical place. The company provided points of interest (POI) and foot traffic data on... View Details

Keywords: Data As A Service; Monetization; Pricing; Business Startups; Analytics and Data Science; Consumer Behavior; Analysis; Business Model; Health Pandemics; Information Industry; United States

November 2016 (Revised October 2018)
Case

Formlabs: Selling a New 3D Printer

By: Frank V. Cespedes, Olivia Hull and Amram Migdal

Headquartered in Somerville, Massachusetts, Formlabs manufactures 3D printers used to print everything from prototypes and models to jewelry, dental, and sculpture molds. As Formlabs prepares to ship its latest model, the Form 2, Head of Customer Development and... View Details