Publications

September 2005
Supplement

Eureka Forbes Ltd.: Managing the Selling Effort (DVD)

By: Das Narayandas

Keywords: Salesforce Management

19 Dec 2016
News

The Four-Letter Code to Selling Just About Anything

25 Mar 2018
News

Uber Sells Southeast Asia Business to Rival Grab

August 2004 (Revised September 2004)
Case

Caja Espana: Managing the Branches to Sell (B)

Supplements the (A) case. View Details

Keywords: Mortgages; Price; Sales; Problems and Challenges; Goals and Objectives

April 2004 (Revised March 2006)
Teaching Note

Enron Corporation: May 6, 2001 Sell Recommendation (TN)

By: David F. Hawkins and Jacob Cohen

Teaching Note to (9-104-075). View Details

Keywords: Financial Services Industry

September 1984 (Revised November 1985)
Teaching Note

Computer Devices, Inc.: Selling Intelligent Terminals, Teaching Note

By: Robert J. Dolan

02 Jan 2014
News

Nancy Koehn on the Business of Selling Happiness

02 Jul 2014
News

Selling Through Storytelling: E-Commerce Site Celebrates American Crafts

Web

Entrepreneurial Sales 101: Founder Selling - Course Catalog

HBS Course Catalog Entrepreneurial Sales 101: Founder Selling Course Number 1655 Senior Lecturer Mark Roberge Senior Lecturer Lou Shipley Fall; Q2; 1.5 credits 14 Sessions Paper/Project Senior Lecturer Mark Roberge Senior Lecturer Lou... View Details

December 2014
Article

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

By: Hong Luo

I study a model of investment and sale of ideas and test its empirical implications using a novel data set from the market for original movie ideas. Consistent with the theoretical results, I find that buyers are reluctant to meet unproven sellers for early-stage... View Details

Keywords: Market For Ideas; Information Asymmetry; Expropriation Risk; Intermediary; Intellectual Property Protection; Strategy; Intellectual Property; Film Entertainment; Sales; Entertainment and Recreation Industry

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2014
Book

Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling

By: Frank V. Cespedes

There are many books that provide strategy advice and selling methodologies. But there is a gap in the management literature when it comes to linking sales efforts with strategy. Part 1 of this book provides data indicating how and why sales remain (by far) the biggest... View Details

Keywords: Strategy; Sales

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09 Jul 2018
Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

SeventyFour Few phrases in business are more seductive than the one attributed to Ralph Waldo Emerson in the 19th century: “Build a better mousetrap and the world will beat a path to your door.” Unless, of course, what you are selling is... View Details

Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail

March 2021 (Revised July 2021)
Case

The Gauthier Family: To Sell or Not to Sell?

By: Christina R. Wing

February 1978 (Revised September 1986)
Case

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

By: Benson P. Shapiro

Keywords: Marketing; Communication; Strategy; Telecommunications Industry

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15 Jun 2015
News

Target to sell its drugstores to CVS for $1.9b

20 Aug 2018
News

Why Everyone on Your Team Should Learn to Sell

13 Jun 2016
News

Selling by Storytelling: Secrets from Zameer Kassam Fine Jewelry

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