Publications

19 Jul 2013
News

Reinvigorate a Disengaged Sales Force

May 3, 2023
Article

What Top-Performing Sales Managers Do Differently

By: Mike Schultz and Frank V. Cespedes

Sales managers hire reps, influence their training, provide (we hope) feedback and so reinforce good selling behaviors, and are key in the execution of growth and change initiatives. In a study of more than 1,000 sales managers and sellers across industries, we found... View Details

Keywords: Management Practices and Processes; Sales; Performance Effectiveness

January 1982
Case

Unitrode Corp. (C): Sales Forecasting of Major Procurements

By: Arthur Schleifer Jr.

Keywords: Forecasting and Prediction; Sales

22 Mar 2022
News

Frank from Harvard Talks Sales

Fall 2010
Article

Government Adoption of Sales Promotions: An Initial Appraisal

By: John A. Quelch and Katherine E. Jocz

July 2012
Case

Barclays Capital and the Sale of Del Monte Foods

By: John Coates, Clayton Rose and David Lane

This case explores the reputational and legal issues that arise as Barclays Capital attempted to manage client conflicts by following established industry practice in the face of changing legal norms. In February 2011, Judge Travis Laster granted a preliminary... View Details

Keywords: Client Management; Fiduciary Duty; Mergers ＆ Acquisitions; Investment Banking; Private Equity; Ethics; Finance; Reputation; Banking Industry; United States

Educators

Purchase

Article

The Business of Medicine in the Era of COVID-19

By: David M. Cutler, Sayeh Nikpay and Robert S. Huckman

This Viewpoint discusses the shifting landscape of health care financing, regulation, and delivery as a result of the coronavirus pandemic, and discusses regulatory and other changes that need to be in place if telehealth and physician practice and hospital mergers... View Details

Keywords: Health Care; COVID-19; Telemedicine; Business; Health Pandemics; Health Care and Treatment; Change; Competition

04 Oct 2013
News

At Detroit Institute of Arts, fears of a fire sale

September 20, 2021
Article

The Puzzle of OpenSea Private Sale Fees

By: Scott Duke Kominers

July 2024
Article

AI, ROI, and Sales Productivity

By: Frank V. Cespedes

Artificial intelligence (AI) is now a loose term for many different things and at the peak of its hype curve. So managers hitch-their-pitch to the term in arguing for resources. But like any technology, its business value depends upon actionable use cases embraced by... View Details

Keywords: ROI; AI and Machine Learning; Sales; Investment Return

2014
Chapter

Business History and the Impact of MNEs on Host Economies

By: Geoffrey Jones

Business history has long been recognized as providing an important dimension in international business studies. Much of this historical work has focused on mapping historical growth patterns of multinationals and exploring the determinants of their growth. However,... View Details

Keywords: Multinational; International Business; Business History; Culture; Globalization; History; Africa; Asia; Europe; Latin America; North and Central America

Purchase

Fast Answer

Bankruptcy asset sales

Results. LSEG Workspace: Click on the Search Tools tab and select M&A. In the Quick Filters section, type Acquisition Techniques into the Add Filters text box, and select Bankruptcy Acquisition from the list of options. Click Done to... View Details

Fast Answer

Home sales (existing)

How do I find data on existing home sales and prices? Moody’s Analytics CRE allows you to search millions of real estate data points that cover every commercially zoned property in the U.S.... View Details

October 2005 (Revised February 2008)
Case

Sales Force Integration at FedEx (A)

By: David B. Godes

Federal Express' (FedEx) recent acquisition of RPS--a ground delivery firm--gave the firm the potential to offer a single source for a client's delivery needs. However, to deliver on this potential, the firm needed to deliver the integrated solution through a single... View Details

Keywords: Horizontal Integration; Salesforce Management; Transportation; Compensation and Benefits; Transportation Industry

Educators

Purchase

09 Dec 2011
News

Harvard program puts focus back on sales

1984
Chapter

Structural Determinants of Ratios of Promotion and Advertising to Sales

By: John A. Quelch, Cheri T. Marshall and Dae R. Chang

Article

Four Ways to Build a Productive Sales Culture

By: Frank V. Cespedes and Steven Maughan

This article distinguishes sales efficiency (SE) initiatives (e.g., CRM, training, and KPI dashboards) from sales optimization (SO) decisions (e.g., aligning sales tasks with business strategy, customer selection, and deployment of sales resources across... View Details

Keywords: Strategy; Sales