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Show Results For
- All HBS Web
(3,008)
- People (5)
- News (844)
- Research (1,901)
- Events (4)
- Multimedia (31)
- Faculty Publications (1,084)
- November 2005
- Background Note
Note on Personal Selling and Sales Management
By: Thomas J. Steenburgh and Das Narayandas
Provides the background materials for the Sales Module in the first-year marketing course taught at HBS. View Details
- 25 Aug 2014
- News
Selling County Music to New York City
- Research Summary
The Appropriability of Reputation in Franchises Selling Brands
We develop a multi-market model in which there are two kinds of firms: brands and small firms (or agents). Firms interact with short lived clients in the market for goods (or services) and with each other in the market for franchises. The model is one of adverse... View Details
- September–October 2022
- Article
Should Your Company Sell on Amazon?: Reach Comes at a Price
By: Ayelet Israeli, Leonard A. Schlesinger, Matt Higgins and Sabir Semerkant
Selling on Amazon allows brands to reach millions of consumers—but that exposure comes with costs. They include smaller margins, more competition, the risk of commoditization, and less knowledge about customers.
In this article, the authors present a scorecard to... View Details
Keywords: Retail; Retailing; Online Business; Ecommerce; E-commerce; E-Commerce Strategy; Omnichannel Retail; Omnichannel Retailing; Amazon; Amazon.com; Sales; Digital Marketing; Internet and the Web; Business Model; Retail Industry; Consumer Products Industry; Fashion Industry; Advertising Industry; Battery Industry; Apparel and Accessories Industry; Beauty and Cosmetics Industry; Distribution Industry; Electronics Industry; Food and Beverage Industry; United States
Israeli, Ayelet, Leonard A. Schlesinger, Matt Higgins, and Sabir Semerkant. "Should Your Company Sell on Amazon? Reach Comes at a Price." Harvard Business Review 100, no. 5 (September–October 2022): 38–46.
- November 2011 (Revised April 2012)
- Teaching Note
Quadriserv and the Short Selling Market (TN)
By: Lauren Cohen, Christopher Malloy and Timothy Gray
Keywords: Market Transactions
- October 1983 (Revised December 1984)
- Case
Manac Systems: Selling Legal Software Systems (A)
Bonoma, Thomas V. "Manac Systems: Selling Legal Software Systems (A)." Harvard Business School Case 584-037, October 1983. (Revised December 1984.)
- 20 Jan 2009
- News
Corporate America sells Obama, message of change
- 2003
- Other Unpublished Work
New Horizons in Selling and Sales Management
By: Frank V. Cespedes
Keywords: Salesforce Management
- 24 Jun 2010
- News
Treasury, Dodd Sell Out To Wall Street
- 02 Nov 2017
- News
Trump’s tax bill is one tough sell
- 08 Feb 2023
- News
Alumni-Cofounded Company Sells to CVS for $10.6 Billion
Photo via LinkedIn Photo via LinkedIn The Wall Street Journal reported this week that health care giant CVS has agreed to purchase Oak Street Health, a “network of value-based primary care centers for adults on Medicare” that was cofounded by Geoffrey Price (MBA 2010),... View Details
- 11 Jun 2013
- News
For companies to grow, they have to sell you more
- 29 Oct 2008
- Research & Ideas
The Next Marketing Challenge: Selling to ’Simplifiers’
Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge. Watch out for a new brand of consumer in 2008: the middle-aged Simplifier.... View Details
- 2003
- Other Unpublished Work
Short Selling in Practice--Intermediating Uncertain Share Availability
By: Gene M D'Avolio and André Perold
- 20 Jan 2009
- News
Corporate America sells Obama, message of change
- July 2005 (Revised February 2009)
- Case
Eureka Forbes Ltd.: Managing the Selling Effort (A)
By: Das Narayandas and Kerry Herman
The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance. View Details
Keywords: Compensation and Benefits; Management; Performance Improvement; Sales; Motivation and Incentives; India
Narayandas, Das, and Kerry Herman. "Eureka Forbes Ltd.: Managing the Selling Effort (A)." Harvard Business School Case 506-003, July 2005. (Revised February 2009.)
- 2004
- Book
Birth of a Salesman: The Transformation of Selling in America
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details
Friedman, Walter A. Birth of a Salesman: The Transformation of Selling in America. Cambridge: Harvard University Press, 2004.
- 2024
- Case
EPCorp: Sell on Amazon or Invest in Our Data?
By: Jacob M. Cook
Amidst a history of exponential growth, Electronic Products Company (EPCorp) finds itself at a crossroads as its once thriving retail presence faces a downturn, despite hefty investments into a promising new direct-to-consumer e-commerce platform. Shivani, EPCorp s... View Details
Keywords: E-commerce; Technology Adoption; Cost vs Benefits; Organizational Culture; Retail Industry
Cook, Jacob M. "EPCorp: Sell on Amazon or Invest in Our Data?" Harvard Business Publishing Case, 2024. (Quick Case.)
- 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
Narayandas, Das, and Robert C. Dudley. "Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers." Harvard Business School Case 500-064, March 2000. (Revised February 2005.)