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B2B Sales and Distribution - Course Catalog
large companies, you will need to understand how to manage your top line, your sales organization. This course draws heavily although not exclusively on technology companies and is essential if you plan to be a CEO, General 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 sales force costs averaging about 10 percent of sales View Details
Keywords: Re: Multiple Faculty
- 01 Dec 2009
- News
Online Entrepreneur
growth of social media as an important business tool, “Communispace offers the only social-networking model with a proven track record of providing real business value and competitive advantage to businesses.” The firm, based in Watertown, Massachusetts, has 210... View Details
- 01 Dec 2010
- News
Record Gift to HBS from India’s Tata Group
to me,” said Tata. “HBS is the preeminent place to learn about the world’s most innovative companies and to be exposed to the world’s best thinking on management and leadership. By supporting the Harvard Business School’s educational... View Details
Keywords: Tata Hall
- 26 Jan 2004
- Research & Ideas
What Developing-World Companies Teach Us About Innovation
countries generally lack a solid technology base of trained scientists and world-class research universities. 2. Companies in developing countries must manage to eke out a profit while serving customers with low disposable income; per... View Details
- 01 Oct 1998
- News
Value Added
Now in the midst of his second three-year term as managing director of McKinsey & Company, Rajat Gupta sits in a corner office on the 29th floor of a Chicago skyscraper, overlooking Lake Michigan and the Windy City's financial district.... View Details
Keywords: James E. Aisner
Harold S. Geneen
Geneen diversified International Telephone and Telegraph through acquiring shares of companies ranging from the Sheraton Hotel Chain to the Hartford Insurance Company. Geneen grew his firm from $765 million to $8.5 billion in revenues to... View Details
Keywords: Communications
- Profile
Jeremy Andrus
California-based gaming accessories company. Our office in southern China has grown significantly, and we’ve just opened a second office in China to manage sales and marketing. Our revenues have increased by... View Details
- Profile
Nikki Skovran
Africa. “I was impressed by the entrepreneurial energy there,” she says. “It was great to see that on the ground.” Her team worked with the Awethu Project, a startup incubator that exchanges business skills training for equity stakes in new ventures. Nikki and her team... View Details
- 30 Nov 2009
- Research & Ideas
Tracks of My Tears: Reconstructing Digital Music
Mushroom Pillow. So despite selling record numbers of individual songs on online services such as Apple's iTunes, the labels are in an era of declining revenues and consolidation. What happens next? “When consumers start buying music... View Details
- 01 Dec 2016
- News
HBS Alumni Contribute to Business and Society
and social impact of alumni founder activity, board service, and volunteerism. Here is a selection of results for HBS alumni. Entrepreneurship *In addition to the annual revenue generated by organizations founded by HBS alumni, graduates... View Details
- 01 Dec 1997
- News
Gregory Slayton (MBA '90)
software producer, ParaGraph International. In just sixteen months he secured stock options for all employees, increased overall revenues by 110 percent, and won over big clients such as Disney, Microsoft, and Apple. When ParaGraph was... View Details
- 30 Sep 2002
- Research & Ideas
Use the Psychology of Pricing To Keep Customers Returning
that such a manager has little hope of retaining this customer from year to year, there is little incentive to encourage consumption by billing in installments. Instead, he can minimize administrative hassles and maximize View Details
Keywords: by Manda Mahoney
Marty Blue
2019 Marty was engaged as an SVP of Business Development at CarGurus. CarGurus is the largest Automotive Digital Marketplace in the United States based on unique monthly visitors. At CarGurus she was an integral part of the management... View Details
- 02 May 2016
- Blog Post
Why We Recruit: Samsung Global Strategy Group
Junghyun Suh, Senior Manager, Samsung GSG Describe your organization in three to five sentences.Samsung Group is comprised of 25 affiliated companies spanning a wide range of industries, generating -in excess of $300B in annual revenues... View Details
Keywords: Technology
- 31 Oct 2006
- HBS Case
Governing Sumida Corporation
period. In 2005, Sumida reported revenues of 39 billion yen ($345 million) with 17,750 employees. Egawa, who holds a PhD in management with a focus on corporate governance, summarizes the macro changes that... View Details
- 10 Jan 2005
- Research & Ideas
The Knowledge Coach
organization viable. As they put it, "Deep smarts are the engine of your organization. You cannot progress without them, and you will manage more effectively if you understand what they are, how they are built and cultivated, and the... View Details
Keywords: by Dorothy Leonard & Walter Swap
- 15 Feb 2017
- Op-Ed
What Africa Can Teach the United States About Funding Infrastructure Projects
bankers’ preferred conditions exist there. Revenues are sketchy, exchange rate risk is real, political uncertainties abound, and expertise is thin. Yet projects get funded and built. Capital lessons What can be learned? First, direct... View Details
- 27 Sep 2004
- Research & Ideas
IBM Finds Profit in Diversity
excerpt, Thomas describes the key factors that made the initiative a success. Any major corporate change will succeed only if a few key factors are in place: strong support from company leaders, an employee base that is fully engaged with the initiative, View Details
Keywords: by David A. Thomas
- Fast Answer
Challenges and Opportunities in the Restaurant Industry
Resources Company Analysis and Financing Company profiles on project sponsors Financial fundamentals for valuation Executive bios Size of organization, i.e., number of employees, revenue View Details