Filter Results:
(797)
Show Results For
- All HBS Web
(797)
- People (2)
- News (251)
- Research (511)
- Multimedia (1)
- Faculty Publications (78)
Show Results For
- All HBS Web
(797)
- People (2)
- News (251)
- Research (511)
- Multimedia (1)
- Faculty Publications (78)
Page 1 of 797
Results →
- March 2021
- Teaching Note
Performance Improvement Consulting and Hi-R-Me: Making Sales Calls
Teaching Note for HBS Case No. 819-043. This case study focuses on concepts, tools, and behaviors relevant to making sales calls along a typical progression with a prospect: from an initial phone call thru more in-depth discovery to a go/no-go meeting. The teaching... View Details
- August 2018
- Case
Performance Improvement Consulting and Hi-R-Me: Making Sales Calls
By: Frank V. Cespedes and David Mattson
This case study focuses on a professional services firm (“Performance Improvement Consulting”) and its sales calls on Hi-R-Me, a potential client. The case is supplemented by videos showing the initial contact call, a follow-up discovery call, and a face-to-face... View Details
Cespedes, Frank V., and David Mattson. "Performance Improvement Consulting and Hi-R-Me: Making Sales Calls." Harvard Business School Case 819-043, August 2018.
- 08 Oct 2020
- News
Sales Calls Have Gone Virtual, and AI Is Listening In
- February 2019 (Revised July 2019)
- Case
Sales Force Management at Nobel Ilac
By: Doug J. Chung and Gamze Yucaoglu
Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details
Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey
Chung, Doug J., and Gamze Yucaoglu. "Sales Force Management at Nobel Ilac." Harvard Business School Case 519-067, February 2019. (Revised July 2019.)
- November 1981
- Supplement
Morris Alper & Sons, Inc.: Video 1, Sales Calls
Shapiro, Benson P. "Morris Alper & Sons, Inc.: Video 1, Sales Calls." Harvard Business School Video Supplement 882-507, November 1981.
- March 7, 2024
- Article
Integrating Digital Tools into Every Stage of Your Sales Strategy
By: Frank V. Cespedes and Georg Krentzel
In their growth and customer-acquisition activities, most companies now face twin challenges: understanding and responding to omni-channel buying behavior and doing that without inadvertently decreasing sales productivity. Thirty years ago, Peter Drucker noted that... View Details
Keywords: Sales Management; Digital Tools; Sales; Marketing Channels; Technology Adoption; Brands and Branding
Cespedes, Frank V., and Georg Krentzel. "Integrating Digital Tools into Every Stage of Your Sales Strategy." Harvard Business Review (website) (March 7, 2024).
- 16 Oct 2014
- News
Reframing Sales Effectiveness
- 11 Jan 2000
- Research & Ideas
Calling All Managers: How to Build a Better Call Center
they go beyond earlier research to look at the broad context of call center service delivery. "Although much literature has recently been written about various ways to steer customer interactions to View Details
- November 2019
- Article
How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework
By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details
Keywords: Nerlove-Arrow Framework; Stock-of-goodwill; Dynamic Panel Data; Serial Correlation; Instrumental Variables; Sales Effectiveness; Detailing; Analytics and Data Science; Sales; Analysis; Performance Effectiveness; Pharmaceutical Industry
Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework." Management Science 65, no. 11 (November 2019): 5197–5218.
- 12 PM – 1 PM EST, 11 Feb 2016
- Webinars: Career
Sales Skills Everyone Needs
Are you a sales professional looking to break through the noise? Could you use some insight into leveraging social dynamics and modern persuasion techniques? Whether you are a seasoned sales rep looking to sharpen your skills, or an entrepreneur looking to unravel... View Details
- Fast Answer
Entrepreneurial Sales
Suggested starting points for your research. Articles Business Source Complete: Access relevant academic journals, such as Journal of Personal Selling & View Details
- 01 Mar 2005
- News
Answering the Call
classes, and rank among the best-selling cases of all time. To try to understand why these cases are so successful, we spoke with the professors who originally wrote them (including James Heskett, at left), and with those who still teach them. In so doing, we sprang a... View Details
- 11 Jan 2013
- News
Unease at Facebook director's share sale
- Program
Aligning Strategy and Sales
Summary A company's sales organization is a core vehicle for implementing business strategy—yet there's often a big gap between the company's strategic objectives and the way its sales organization actually... View Details
- July 2020
- Technical Note
Digital Natives Growing Without a Sales Force
By: Das Narayandas, Michael Norris and Amram Migdal
This brief case describes the rise of so-called digital natives (also called born-in-digital) in the 2000s and 2010s that successfully grew without a sales force. The case highlights the emergence of business-to-business Internet and cloud-based companies and their... View Details
Keywords: Government Administration; Crisis Management; Health; Health Pandemics; Innovation and Invention; Innovation Leadership; Innovation Strategy; Technological Innovation; Social Issues; Information Technology; Mobile and Wireless Technology; Applications and Software; Technology Adoption; Information Technology Industry; Australia; North and Central America; United States; Illinois; Chicago; California; San Francisco
Narayandas, Das, Michael Norris, and Amram Migdal. "Digital Natives Growing Without a Sales Force." Harvard Business School Technical Note 521-019, July 2020.
- 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. "That's where we come in," says... View Details
Keywords: Judith A. Ross
- 01 Mar 2010
- News
Slum for Sale
but in July 2009, the government postponed the call for bids just a few hours before deadline.) The case elicited a broad range of student responses when HBS associate professor Gunnar Trumbull taught it for the first time last December... View Details
- 01 Mar 2023
- News
Action Plan: Casting Call
Bert Berkley (MBA 1950) calls it “the dumbest thing I’ve ever done in my life.” Having served in the US Army during World War II for three-and-a-half years, he was offered (and accepted) the chance to go home one day early if he signed up... View Details
Keywords: Julia Hanna; hobbies; balance; meaning; longevity; aging; Paper Manufacturing; Manufacturing
- 22 Oct 2014
- News
Aligning Strategy and Sales with Frank Cespedes
- Web
Entrepreneurial Sales 102: Building the First Sales Team - Course Catalog
and class participation are a requirement. We will cold call students to open each class. Every class is associated with a short assignment, and all students are required to be ready to discuss the assigned material. View Details