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  • All HBS Web  (4,143)
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Show Results For

  • All HBS Web  (4,143)
    • People  (11)
    • News  (942)
    • Research  (2,749)
    • Events  (7)
    • Multimedia  (21)
  • Faculty Publications  (1,499)
← Page 9 of 4,143 Results →
  • October 2023
  • Article

Finding New Business and Developing Relevant Sales Capabilities

By: Frank V. Cespedes
There are few alternatives to growth for most companies. It’s the rare firm whose goal involves getting smaller and, for employees, there is a strong correlation between their company’s growth rate, promotion opportunities, and job satisfaction. But a growth strategy... View Details
Keywords: Growth and Development Strategy; Sales
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Cespedes, Frank V. "Finding New Business and Developing Relevant Sales Capabilities." Top Sales Magazine (October 2023), 24–25.
  • October 1989
  • Background Note

Managing Major Accounts

By: Frank V. Cespedes
Written as an introduction to a module in the second-year MBA course, Marketing Implementation. Discusses issues encountered in the selling and management of major accounts. The topics covered include: 1) reasons for the increasing importance of major account... View Details
Keywords: Accounting Audits; Marketing; Marketing Strategy; Consumer Behavior; Market Participation; Relationships; Salesforce Management
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Cespedes, Frank V. "Managing Major Accounts." Harvard Business School Background Note 590-046, October 1989.
  • 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
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Srinivasan, Suraj, and Eren Kuzucu. "Ak Gıda: IPO or Strategic Sale." Harvard Business School Case 118-036, January 2018.
  • June 2013
  • Supplement

Walker Insurance: Paul Thomson (Video Supplement)

By: Jim Sharpe
This is the Video Supplement for Walker Insurance: Paul Thomson (HBS Case 813057). View Details
Keywords: Entrepreneurial Organizations; Entrepreneurs; Entrepreneurship; Search; Search Funds; Sales Force Management; Sales; Sales Channels; Insurance And Reinsurance; Insurance Companies; Acquisitions; Hiring; Service Management; Service; Insurance; Salesforce Management; Selection and Staffing; Insurance Industry; United States
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Sharpe, Jim. "Walker Insurance: Paul Thomson (Video Supplement)." Harvard Business School Video Supplement 813-717, June 2013.
  • 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
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Bhide, Amar, and Jay Dial. "Physician Sales and Service, Inc. (A): June 1992." Harvard Business School Case 395-066, December 1994. (Revised December 1994.)
  • May 2013
  • Supplement

Paul Thomson: Walker Insurance

This is the Spreadsheet Supplement for Walker Insurance: Paul Thomson (HBS Case 813057). Includes Exhibit 1a, Exhibit 1b, Exhibit 2, Exhibit 4, Exhibit 5, Exhibit 6, and Exhibit 7. View Details
Keywords: Entrepreneurial Organizations; Entrepreneurs; Entrepreneurship; Search; Search Funds; Sales Force Management; Sales; Sales Channels; Insurance And Reinsurance; Insurance Companies; Acquisitions; Hiring; Service Management; Service; Insurance; Salesforce Management; Selection and Staffing; Insurance Industry; United States
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Sharpe, Jim. "Paul Thomson: Walker Insurance." Harvard Business School Spreadsheet Supplement 813-708, May 2013.

    What's the Right Kind of Bonus to Motivate Your Sales Force?

    Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure which incentives provide the best motivation.  Should bonuses be tied to quotas or should they be given unconditionally?  Is... View Details
    • October 2013 (Revised November 2013)
    • Case

    Blackstone and the Sale of Citigroup's Loan Portfolio

    By: Victoria Ivashina and David Scharfstein
    The credit boom that preceded the 2007-2009 financial crisis led to several lending practices that exposed banks to large risks. In particular, when the financial crisis unraveled, there were several billion dollars' worth of leveraged buyout (LBO) loans that were... View Details
    Keywords: Restructuring; Private Equity; Insolvency and Bankruptcy; Credit Derivatives and Swaps; Financial Markets; Investment; Banking Industry; Financial Services Industry
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    Ivashina, Victoria, and David Scharfstein. "Blackstone and the Sale of Citigroup's Loan Portfolio." Harvard Business School Case 214-037, October 2013. (Revised November 2013.)
    • September 24, 2024
    • Article

    4 Steps That Can Optimize Your Sales Process

    By: Frank V. Cespedes, Scott Peterson and Daniel Weinfurter
    Sales is a performance art where outcomes matter, so most advice here focuses on closing the sale. But a close is the result of actions and choices that occur earlier in the process: how much time and effort to spend on customer discovery (understanding what and to... View Details
    Keywords: Sales; Customer Satisfaction; Growth and Development Strategy; Competitive Advantage
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    Cespedes, Frank V., Scott Peterson, and Daniel Weinfurter. "4 Steps That Can Optimize Your Sales Process." Harvard Business Review (website) (September 24, 2024).
    • January 1994
    • Case

    ABC Sales and Service Division: A Case Study of Personal and Organizational Transformation

    By: D. Quinn Mills, Brock W. Orwig, Janet M. Pumo, Todd C. Stilson and Richard C. Wei
    In the midst of dramatic changes in the information systems industry and declining profits at the ABC Co., the vice president in charge of the sales and service division, Jeff, and his managers attempt to transform their division. The transformation gets off to a good... View Details
    Keywords: Organizational Change and Adaptation; Transformation; Motivation and Incentives; Resignation and Termination; Communication; Business or Company Management; Information Technology Industry
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    Mills, D. Quinn, Brock W. Orwig, Janet M. Pumo, Todd C. Stilson, and Richard C. Wei. "ABC Sales and Service Division: A Case Study of Personal and Organizational Transformation." Harvard Business School Case 494-075, January 1994.
    • September 2022 (Revised November 2022)
    • Case

    The Uyghur Forced Labor Prevention Act: Trade and Genocide in U.S.-China Relations

    By: Jeremy Friedman and David Lane
    On June 21, 2022, the Uyghur Forced Labor Prevention Act (UFLPA) went into effect, requiring companies to prove that goods imported from the People’s Republic of China were not made with forced labor. The bill was a reaction to reports of products being made with... View Details
    Keywords: Ethics; Multinational Firms and Management; Globalized Markets and Industries; Governing Rules, Regulations, and Reforms; Policy; Government Legislation; International Relations; Labor; Wages; Law Enforcement; Law; Rights; Operations; Supply Chain Management; Business and Government Relations; Agriculture and Agribusiness Industry; Manufacturing Industry; Mining Industry; China; United States
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    Friedman, Jeremy, and David Lane. "The Uyghur Forced Labor Prevention Act: Trade and Genocide in U.S.-China Relations." Harvard Business School Case 723-001, September 2022. (Revised November 2022.)
    • April 2017
    • Teaching Note

    DoubleDutch

    By: Frank Cespedes
    This Teaching Note accompanies HBS No. 815-044 “DoubleDutch” in which the co-founders of the event management start-up, DoubleDutch, have to make a significant decision about their young company's sales function. The teaching note covers: Opportunity analysis,... View Details
    Keywords: Sales Management; Selling; Marketing Management; Strategy Implementation; Business Marketing; Salesforce Management; Marketing; Sales; Marketing Strategy; Strategy; Entrepreneurship; Business Startups; Technology Industry; United States; Europe; Asia
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    Cespedes, Frank. "DoubleDutch." Harvard Business School Teaching Note 817-132, April 2017.
    • February 2018
    • Case

    Qualtrics (A)

    By: Doug J. Chung and James M. Lattin
    Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details
    Keywords: Sales Strategy; Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation
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    Chung, Doug J., and James M. Lattin. "Qualtrics (A)." Harvard Business School Case 518-082, February 2018.
    • 2010
    • Working Paper

    Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

    By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
    We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent... View Details
    Keywords: Compensation and Benefits; Performance Productivity; Mathematical Methods; Salesforce Management; Motivation and Incentives
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    Chung, Doug J., Thomas J. Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Harvard Business School Working Paper, No. 11-041, October 2010.
    • November–December 2018
    • Article

    Online Network Revenue Management Using Thompson Sampling

    By: Kris J. Ferreira, David Simchi-Levi and He Wang
    We consider a network revenue management problem where an online retailer aims to maximize revenue from multiple products with limited inventory constraints. As common in practice, the retailer does not know the consumer's purchase probability at each price and must... View Details
    Keywords: Online Marketing; Revenue Management; Revenue; Management; Marketing; Internet and the Web; Price; Mathematical Methods
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    Ferreira, Kris J., David Simchi-Levi, and He Wang. "Online Network Revenue Management Using Thompson Sampling." Operations Research 66, no. 6 (November–December 2018): 1586–1602.
    • May 20, 2024
    • Article

    Porter’s Five Forces and Competitive Advantage in Web3

    By: Scott Duke Kominers and Liang Wu
    Competitive strategy — the art of crafting and executing plans to achieve an advantageous position in the market — is integral to any business, and especially relevant for platforms because it determines their ability to achieve network effects and scale. But web3... View Details
    Keywords: Five Forces Framework; Competitive Strategy; Business Strategy; Network Effects; Digital Transformation
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    Kominers, Scott Duke, and Liang Wu. "Porter’s Five Forces and Competitive Advantage in Web3." a16zcrypto.com (May 20, 2024).
    • April 2013
    • Case

    Managing with Analytics at Procter & Gamble

    By: Thomas H. Davenport, Marco Iansiti and Alain Serels
    Senior management at P&G has put a strong emphasis on using data to make "better, smarter, real-time business decisions." The Global Business Services (GBS) organization has developed tools, systems and processes to provide managers throughout P&G with direct access to... View Details
    Keywords: Analytics; Data Management; Forecasting; Shared Services; Procter & Gamble; Laundry Detergent; Information Management; Forecasting and Prediction; Information Technology; Mathematical Methods; Consumer Products Industry; North America
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    Davenport, Thomas H., Marco Iansiti, and Alain Serels. "Managing with Analytics at Procter & Gamble." Harvard Business School Case 613-045, April 2013.
    • October 1989
    • Background Note

    Aspects of Sales Management: Key Themes

    By: Frank V. Cespedes
    Keywords: Salesforce Management
    Citation
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    Cespedes, Frank V. "Aspects of Sales Management: Key Themes." Harvard Business School Background Note 590-042, October 1989.
    • November 2019 (Revised April 2020)
    • Case

    Purple Innovation, Inc.: The Online to Offline Marketing Challenge

    By: Elie Ofek and Nakisha Williams
    This case focuses on Purple Innovation Inc. (Purple), a company that started out in the Direct to Consumer (DTC) mattress space. In late 2018, after a successful launch and IPO with sales predominantly originating from its website, Purple was looking to sustain its... View Details
    Keywords: Offline Sales; Marketing Strategy; Digital Marketing; Growth and Development Strategy; Consumer Products Industry; Retail Industry
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    Ofek, Elie, and Nakisha Williams. "Purple Innovation, Inc.: The Online to Offline Marketing Challenge." Harvard Business School Case 520-040, November 2019. (Revised April 2020.)
    • June 1989 (Revised November 1991)
    • Supplement

    Ingersoll-Rand (B): Managing Multiple Channels--1986

    By: V. Kasturi Rangan
    Peter Baldwin takes over Clabough's job and is charged with the responsibility to improve sales force morale, control expenses, and improve market share. View Details
    Keywords: Salesforce Management; Supply and Industry; Management Teams; Industrial Products Industry
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    Rangan, V. Kasturi. "Ingersoll-Rand (B): Managing Multiple Channels--1986." Harvard Business School Supplement 589-122, June 1989. (Revised November 1991.)
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