Publications

Article

Tesla's Online Selling Is a Big Bet on Millennials

By: Scott Duke Kominers

Read Now

June 2012
Teaching Plan

Eureka Forbes Ltd.: Managing the Selling Effort (A) (TP)

By: Das Narayandas, Kerry Herman and Matthew Preble

September 1980 (Revised July 1981)
Supplement

AT&T -- Long Lines Department National Account Selling (C)

By: Thomas V. Bonoma and Benson P. Shapiro

Keywords: Marketing; Telecommunications Industry

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Research Summary

Selling your Heritage: The Challenge of Legacy Divestitures

This paper studies companies that diversify away from and later divest their historical cores, or "legacy" businesses. There are many reasons a firm might undertake this strategy, including a concentration of the legacy business in a declining... View Details

February 2008
Case

Campbell Soup Company: Selling Channel Innovation to Customers

Campbell Soup, like most food manufacturers, faced grocery chain and wholesale demand for its goods driven by Campbell's own promotional pricing structure rather than retail consumer demand. Former policies to encourage overstock created huge swings in production and... View Details

Keywords: Information Technology; Distribution Channels; Order Taking and Fulfillment; Manufacturing Industry; Food and Beverage Industry

September 2022
Case

Selling for a Song: Valuing Robert Farrell’s Music Catalog

By: E. Scott Mayfield and Chijioke Orjiakor

September 1980 (Revised October 1983)
Supplement

AT&T -- Long Lines Department National Account Selling (D)

By: Thomas V. Bonoma and Benson P. Shapiro

Keywords: Marketing; Telecommunications Industry

Find at Harvard

09 Jan 2012
Working Paper Summaries

When to Sell Your Idea: Theory and Evidence from the Movie Industry

Keywords: by Hong Luo; Entertainment & Recreation

October 15, 2020
Article

Selling Value, Not Subscriptions, Is the Future of Business

By: Marco Bertini

Read Now

June 2002
Teaching Note

Hewlett Packard-Computer Systems Organization: Selling to Enterprise Customers, TN

By: Das Narayandas

Teaching Note for (9-500-064). View Details

Keywords: Computer Industry

17 Oct 2019
Research & Ideas

‘Chick Beer’ for Women? Why Gender Marketing Repels More Than Sells

Branding Sells Cereal, Handbags, and Vacations. Can It Sell a Country? What is the worst attempt at gender marketing that you've seen? Share your insights below. View Details

Keywords: by Dina Gerdeman; Consumer Products

May 2013
Case

Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version)

By: Das Narayandas, Kallol Das 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

September 1999 (Revised October 1999)
Case

Auto Collection: Ford's Better Idea for Selling Cars and Trucks

Ford encourages its independent dealers to consolidate, showing them the benefits size can bring both to themselves and their customers. Now, consolidated dealerships improve customer service and reduce costs. View Details

Keywords: Consolidation; Customer Focus and Relationships; Sales; Auto Industry; Retail Industry

2021
Book

Sales Management That Works: How to Sell in a World That Never Stops Changing

By: Frank V. Cespedes

Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive... View Details

Keywords: Sales; Strategy; Salesforce Management; Change; Adaptation