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    • News  (264)
    • Research  (451)
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Show Results For

  • All HBS Web  (775)
    • People  (4)
    • News  (264)
    • Research  (451)
    • Multimedia  (1)
  • Faculty Publications  (77)
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  • Research Summary

Personal Selling and Sales Management

By: Das Narayandas
Das is currently investigating benchmark practices in personal selling and sales management across a variety of industries.  He is also conducting field studies to understand how firms are leveraging interactive technologies to support their field sales efforts. View Details
  • November 2006 (Revised December 2006)
  • Module Note

Personal Selling and Sales Management

Develop a better understanding of what salespeople do, what motivates them to succeed, and how to effectively manage their efforts. View Details
Keywords: Salesforce Management
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"Personal Selling and Sales Management." Harvard Business School Module Note 507-039, November 2006. (Revised December 2006.)
  • November 2005
  • Background Note

Note on Personal Selling and Sales Management

By: Thomas J. Steenburgh and Das Narayandas
Provides the background materials for the Sales Module in the first-year marketing course taught at HBS. View Details
Keywords: Business Education; Management; Sales; Education Industry
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Steenburgh, Thomas J., and Das Narayandas. "Note on Personal Selling and Sales Management." Harvard Business School Background Note 506-038, November 2005.
  • Teaching Interest

MBA Elective Curriculum Personal Selling and Sales Force Management

Personal selling is the primary (and sometimes the only) form of marketing activity for many firms, especially in a business-to-business context. The course focuses on the tactical component of managing a salesforce and on the strategic element of linking sales... View Details

  • August 2021
  • Technical Note

Brand You: Crafting Your Personal Brand

By: Jill Avery and Rachel Greenwald
Selling oneself is something that we have to do every day in both professional and personal settings. We face it when we apply for a job, advocate for a promotion or a raise, vie for a leadership position, attempt to land a new client, write a dating profile, or meet a... View Details
Keywords: Personal Brand; Brand Management; Marketing; Brands and Branding; Identity; Opportunities; Talent and Talent Management; Jobs and Positions; Strength and Weakness; Communication
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Avery, Jill, and Rachel Greenwald. "Brand You: Crafting Your Personal Brand." Harvard Business School Technical Note 522-031, August 2021.
  • 2015
  • Working Paper

Selling to a Moving Target: Dynamic Marketing Effects in US Presidential Elections

By: Doug J. Chung and Lingling Zhang
We examine the effects of various political campaign activities on voter preferences in the domain of US Presidential elections. We construct a comprehensive data set that covers the three most recent elections, with detailed records of voter preferences at the... View Details
Keywords: Multi-channel Marketing; Personal Selling; Advertising; Political Campaigns; Dynamic Panel Data; Instrumental Variables; Marketing Communications; Political Elections; Advertising Campaigns; United States
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Chung, Doug J., and Lingling Zhang. "Selling to a Moving Target: Dynamic Marketing Effects in US Presidential Elections." Harvard Business School Working Paper, No. 15-095, June 2015. (Revised December 2015.)
  • 10 May 2018
  • News

Google sells the future, powered by your personal data

  • September 2008
  • Article

Effect of Personal Taxes on Managers' Decisions to Sell Their Stock

Keywords: Taxation; Management; Sales; Stocks
Citation
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Jin, Li, and S.P. Kothari. "Effect of Personal Taxes on Managers' Decisions to Sell Their Stock." Journal of Accounting & Economics 46, no. 1 (September 2008).
  • November 2006
  • Exercise

Sell Yourself!

By: Thomas J. Steenburgh and Michael I. Norton
Helps students develop an effective sales pitch for their greatest asset--themselves. Also, broadens their understanding of how salespeople sell products and services. Before class, students are asked to interview a potential employer and to develop a preliminary sales... View Details
Keywords: Marketing; Sales; Product; Service Operations; Interpersonal Communication; Personal Development and Career
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Steenburgh, Thomas J., and Michael I. Norton. "Sell Yourself!" Harvard Business School Exercise 507-045, November 2006.
  • 06 Aug 2019
  • Cold Call Podcast

Super Bowl Ads Sell Products, but Do They Sell Brands?

Apple's 1984 ad, which aired, not surprisingly, on the 1984 Super Bowl when they announced the launch of the Macintosh personal computer. That is still in the advertising Hall of Fame. It was directed by Ridley Scott, who is a well-known... View Details
Keywords: Advertising; Sports; Entertainment & Recreation; Media & Broadcasting
  • 01 Jun 2023
  • News

Buy Big, Sell Small

steps.” As the leader of a small but growing company, she is committed to instilling company-wide values, including respect for individuals, personal responsibility, and data-driven decision-making. “I want to make sure that even if... View Details
Keywords: Deborah Blagg; retail; supply chain management; entrepreneurship; leadership; innovation; Miscellaneous Store Retailers; Retail Trade
  • 01 Dec 2003
  • News

Selling Digital Privacy

that they set cunning against cunning and self-adjust to technological innovation.” Although he admits that selling personal information is a difficult idea to embrace, Deighton believes it is one whose time... View Details
Keywords: Colleges, Universities, and Professional Schools; Educational Services
  • 27 Jul 2023
  • Blog Post

Buy Big, Sell Small

current phase of her entrepreneurial journey to “being on a hike where you can’t see the summit but you’re confident about your next steps.” As the leader of a small but growing company, she is committed to instilling company-wide values, including respect for... View Details
  • 30 Mar 2015
  • Research & Ideas

Managing the Family Business: Preparing to Sell

the family business. The portrait of the business would also typically represent more than 90 percent of the owners' wealth. “If this transition is not managed well, the family has a higher risk of losing its wealth through bad investment decisions and overconsumption”... View Details
Keywords: by Jonathan Pellegrin; Food & Beverage; Retail
  • 02 Feb 2015
  • Research & Ideas

Disruptors Sell What Customers Want and Let Competitors Sell What They Don’t

forcing those who watch the show to watch the ad. Some of the hottest battles are being fought over showrooming—the practice whereby consumers visit a store to check out items in person before buying cheaper online (decoupling browsing... View Details
Keywords: by Michael Blanding
  • 01 Nov 2013
  • News

Selling Crafts with a Story

many key themes running throughout the online marketplace these days: the maker movement, which highlights handcrafted creativity; sustainable commerce (buying local and getting to know the person behind the piece); online branding ; and... View Details
Keywords: Maureen Harmon; crafts; hobbies; ecommerce; Miscellaneous Store Retailers; Retail Trade; Arts, Entertainment
  • 25 Aug 2003
  • Research & Ideas

Should You Sell Your Digital Privacy?

you by stores, researchers, and credit agencies belongs to those companies, not to you. They in turn resell that information to others. So if our personal information is such an asset, shouldn't we benefit from our asset as well? Why... View Details
Keywords: by Manda Salls & Sean Silverthorne; Advertising
  • 08 Aug 2013
  • News

Cause Marketing Gets Personal

says. A natural at fundraising and policy-making, Langer excelled at establishing cause-related marketing at NABCO. "I used to think I'd be terrible at marketing, until I realized how different it is to sell something your heart is in,... View Details
Keywords: Jill Radsken; Personal Services; Personal Services; Personal Services
  • 26 Jul 2016
  • Research & Ideas

Where will Pokémon Go with Your Personal Information?

the things they cleverly do is ask users to sign in using their Google account (or by establishing a new account). When you use something like Google Maps, Google keeps records and can mine that data to see where you’ve been and what you’ve been doing, and then View Details
Keywords: Re: Willy C. Shih; Video Game; Entertainment & Recreation
  • 01 Oct 2000
  • News

Edward D. Bullard: The Personal Touch

business. After graduating from UC-Berkeley and HBS and a short stint at Price Waterhouse, Bullard cut his teeth as an E.D. Bullard sales manager in Detroit, "trying to sell products during a horrible recession," he recalls with a... View Details
Keywords: Susan Young
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