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  • 09 Jul 2019
  • News

Setting Better Sales Goals with Analytics

  • Fast Answer

Pharmaceuticals: Drug sales data

outline: 0px;">Statista – Provides quick facts on the topic. You may also notice the source cited  in the data record as a path for tracing further info.  Bloomberg -- Drug sales and revenue forecast... View Details
  • 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
  • Fall 2010
  • Article

Government Adoption of Sales Promotions: An Initial Appraisal

By: John A. Quelch and Katherine E. Jocz
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  • 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
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  • 26 Jun 2012
  • News

Aligning Strategy and Sales

  • 01 Mar 2010
  • News

Slum for Sale

area. Written with the assistance of Namrata Arora, a research associate at the HBS India Research Center, the case considers the potential risks and rewards of approaching an area like Dharavi with a new... View Details
Keywords: Julia Hanna; Administration of Housing Programs, Urban Planning, and Community Development; Administration of Housing Programs, Urban Planning, and Community Development; Administration of Housing Programs, Urban Planning, and Community Development; Administration of Housing Programs, Urban Planning, and Community Development
  • 04 Oct 2013
  • News

At Detroit Institute of Arts, fears of a fire sale

  • 01 Apr 1998
  • News

Deals For Sale

often become obsolete in as little as six months, a firm can seldom predict accurately how much of its inventory will actually sell. A company like Compaq, for example, may suddenly find itself with three thousand extra modems on hand.... View Details
Keywords: Judith A. Ross
  • September 2024
  • Article

Sales Coaching and Value Creation

By: Frank V. Cespedes
Despite the prevalence of “coachability” in firms’ stated hiring criteria, managers over-estimate the amount of time they actually devote to coaching their people. For example, research indicates that only 15% of sales managers even spend as much as 25% of their time... View Details
Keywords: Competency and Skills; Employee Relationship Management; Management Practices and Processes
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  • Web

Charting Tariff Pain: Small Businesses Brace for Job Cuts, Falling Sales | Working Knowledge

Economics and Global Commerce Charting Tariff Pain: Small Businesses Brace for Job Cuts, Falling Sales Featuring Zoe B. Cullen and Ebehi Iyoha . By Ana Elena Azpúrua on April 4, 2025 . Rising costs. Climbing inflation. Potential reshoring. A study by Zoe Cullen and... View Details
  • June 2013
  • Supplement

Novozymes/Henrik Meyer, V.P. of Marketing and Business Development, Novozymes

By: Krishna G. Palepu
Video Supplement to the case, "Novozymes: Cracking the Emerging Markets Code." View Details
Keywords: Business To Business Marketing; Emerging Markets; Strategy; Chemical Industry; Industrial Products Industry; China; Denmark
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  • 04 Aug 2014
  • News

Market Basket Shows the Best and Worst of Family Business

  • 2002
  • Other Unpublished Work

The Effect of Editorial Discretion Book Promotion on Sales at Amazon.com

By: Benjamin Edelman
A new dataset collected by the author allows estimation of the effect on book sales of promotional listing on Amazon's editorial discretion pages. Following Goolsbee and Chevalier (2001), sales quantities are inferred from sales rank data freely available on Amazon's... View Details
Keywords: Online Advertising; Sales; Marketing Strategy; Web Sites; Competition; Books
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  • January 1982
  • Case

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

By: Arthur Schleifer Jr.
Keywords: Forecasting and Prediction; Sales
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  • 17 Jun 2019
  • Working Paper Summaries

The Comprehensive Effects of a Digital Paywall Sales Strategy

Keywords: by Doug J. Chung, Ho Kim, and Reo Song; Media & Broadcasting
  • 09 Dec 2011
  • News

Harvard program puts focus back on sales

  • 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
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  • 02 Sep 2019
  • News

The A.I. of the Deal: These Data-Rich Startups Want to Automate Sales

  • 27 Oct 2002
  • Research & Ideas

Want a Happy Customer? Coordinate Sales and Marketing

technology, operations, finance, etc.), different levels in the customer's organizational hierarchy, and different customer regional and line of business organizations. Customers are reached through complex... View Details
Keywords: by Benson Shapiro