Publications

11 Jan 2022
News

Sales Management That Works with Frank Cespedes

2001
Case

Sprint Sell to Close Sales Quickly

By: Benson P. Shapiro

Keywords: Sales

March 1998 (Revised June 1999)
Case

DigitalThink: Building a Sales Force

By: Michael J. Roberts, Joseph B. Lassiter III and Christina L. Darwall

A broad set of issues faces a young company in the Internet-based training business as it begins to sell its product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of... View Details

Keywords: Internet and the Web; Salesforce Management; Business Startups; Service Industry

22 Oct 2014
News

Aligning Strategy and Sales with Frank Cespedes

January 2018
Case

Ak Gıda: IPO or Strategic Sale

By: Suraj Srinivasan and Eren Kuzucu

In 2015, Yıldiz Holding, one of the world’s largest producer of confections, biscuits and crackers, was at the end of its divestiture process from Ak Gida, one of the leading dairy companies in Turkey. The company had adopted a dual track process, pursuing an initial... View Details

Keywords: Valuation; Private Sector; For-Profit Firms; Business Model; Business Strategy; Competitive Advantage; Growth and Development Strategy; Value Creation; Decision Making; Growth Management; Mergers and Acquisitions; Initial Public Offering; Business Conglomerates; Business Exit or Shutdown; Family Business; Joint Ventures; Food and Beverage Industry; Turkey

22 Aug 2017
News

Find the Right Metrics for Your Sales Team

August 28, 2019
Article

How to Make Your Sales Forecasts More Accurate

By: Lou Shipley

Companies need consistently accurate sales forecasts — but unfortunately they are rare. That’s because many companies fail to align their sales and marketing departments, and that alignment is a prerequisite for forecast accuracy. Companies can achieve better alignment... View Details

Keywords: Sales; Forecasting and Prediction; Marketing; Alignment; Technology

Read Now

2022
Chapter

Coordinating Marketing and Sales in B2B Organizations

By: Frank V. Cespedes

This Handbook is targeted at academics and graduate students who want an overview of the academic state of the business-to-business marketing domain and at B2B practitioners who want to be aware of the current state of knowledge in their domains. This chapter examines... View Details

Keywords: B2B Marketing; Marketing

06 Jul 2015
Research & Ideas

Money and Quotas Motivate the Sales Force Best

It's well understood that cash bonuses often motivate a sales force to step up its game, but they don't work in every scenario and in some cases can backfire, a new study from Harvard Business School has found. The key variable? Whether... View Details

Keywords: by Roberta Holland; Retail

July 2010
Teaching Note

Chrysler's Sale to Fiat (TN)

By: C. Fritz Foley and Lena G. Goldberg

Teaching Note for 210022. View Details

Keywords: Mergers and Acquisitions; Restructuring; Financial Crisis; Assets; Policy; Cost vs Benefits; Sales; Government and Politics; Auto Industry; United States

August 1988
Background Note

Note on Sales Promotion Design

By: John A. Quelch

June 1987
Supplement

Sales Promotion Management, Video Index

By: John A. Quelch

Article

Can Sales Promotion Go Global?

By: Kamran Kashani and John A. Quelch

22 Mar 2017
News

What's the Ideal Frequency for a Sales Quota?

December 1994 (Revised December 1994)
Case

Physician Sales and Service, Inc. (A): June 1992

A medical products distribution company faces strategic opportunities and challenges in a rapidly changing market. Physician Sales and Service (PSS), founded by Patrick Kelly in 1983, operates in 20 states in the United States and intends to expand to 50 states by... View Details

Keywords: Entrepreneurship; Growth and Development Strategy; Medical Devices and Supplies Industry; Distribution Industry

August 1996 (Revised October 1996)
Case

Howard, Shea & Chan Asset Management (D): Sales Presentation

By: Benson P. Shapiro

Provides the context and hard copy material to accompany a video sales presentation. Participants are asked to develop criteria for evaluating a sales presentation and then to apply the criteria to the video presentation. View Details

Keywords: Sales; Presentations; Performance Evaluation