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All HBS Web
(2,998)
- People (5)
- News (791)
- Research (1,835)
- Events (4)
- Multimedia (32)
- Faculty Publications (1,040)
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- 11 Mar 2019
- Research & Ideas
Branding Sells Cereal, Handbags, and Vacations. Can It Sell a Country?
The 70th anniversary of Israel’s founding last year stirred reflection about the country’s image, values, and position in the world among everyone from former diplomats to Hollywood actors. Despite efforts to portray Israel as modern and safe, the Israeli-Palestinian...
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- Article
How to Shift from Selling Products to Selling Services
By: Doug J. Chung
Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for...
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Keywords:
SaaS Business Models;
Sales;
Management;
Business Model;
Salesforce Management;
Applications and Software;
Customer Relationship Management
Chung, Doug J. "How to Shift from Selling Products to Selling Services." Harvard Business Review 99, no. 2 (March–April 2021): 48–52.
- December 2001 (Revised March 2003)
- Case
Ben Fiorentino: Selling the Family Business
The caseescribes the challenges Ben Fiorentino, the second-generation head of a family-run equipment business, must deal with as he decides whether and how to sell the business. The business is encountering classic problems that confront family-owned firms: The third...
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Watkins, Michael D. "Ben Fiorentino: Selling the Family Business." Harvard Business School Case 902-052, December 2001. (Revised March 2003.)
- July–August 1989
- Article
Teamwork for Today's Selling
By: Frank V. Cespedes, Stephen X. Doyle and Robert J. Freedman
Cespedes, Frank V., Stephen X. Doyle, and Robert J. Freedman. "Teamwork for Today's Selling." Harvard Business Review 67, no. 4 (July–August 1989): 44–59.
- Article
Selling to Many Countries Within the U.S.
By: Frank V. Cespedes and Michael Wong
In pursuing growth, many companies have plans to sell to emerging markets like the so-called B-R-I-C nations (Brazil, Russia, India, China), but they overlook significant ethnic markets within the United States. For example, the combined African-American and Hispanic...
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Keywords:
Management Style;
Ethnicity;
Sales;
Business Growth and Maturation;
Marketing Communications;
Business Plan;
Emerging Markets;
Debates;
Business Strategy;
Growth and Development;
Growth and Development Strategy;
United States
Cespedes, Frank V., and Michael Wong. "Selling to Many Countries Within the U.S." MIT Sloan Management Review 52, no. 1 (Fall 2010).
- 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”...
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- January 2010 (Revised March 2010)
- Background Note
A Note on Direct Selling in Developing Economies
By: Michael Chu and Joel Emilio Bregman Segre
Informal and formal direct selling play a particularly important role in developing countries characterized by markets with limited retail sectors. This note explores the practice of direct selling for the company, the sales person, and the consumer, as well as the...
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Keywords:
Customers;
Developing Countries and Economies;
Marketing Channels;
Marketing Strategy;
Emerging Markets;
Sales
Chu, Michael, and Joel Emilio Bregman Segre. "A Note on Direct Selling in Developing Economies." Harvard Business School Background Note 310-068, January 2010. (Revised March 2010.)
- November 2016 (Revised July 2018)
- Case
Selling on Amazon at Tower Paddle Boards
By: Thales S. Teixeira and David Lopez-Lengowski
By June 2012, Stephan Aarstol felt that he had successfully passed the first critical stage of his ecommerce business. As the founder and CEO of a standup paddleboard (SUP) business, he had built a strong relationship with Asian manufacturers, built a small warehouse...
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Keywords:
Tower Paddle Boards;
Amazon;
E-commerce;
Online Shopping;
Distribution;
Internet and the Web;
Business Growth and Maturation;
Marketing Channels;
Distribution Channels;
Decision Choices and Conditions;
Consumer Products Industry;
Retail Industry
Teixeira, Thales S., and David Lopez-Lengowski. "Selling on Amazon at Tower Paddle Boards." Harvard Business School Case 517-047, November 2016. (Revised July 2018.)
- January 2016
- Teaching Note
Groom Energy Solutions: Selling Efficiency
By: Michael W. Toffel, Kira Fabrizio and Stephanie van Sice
This case examines a start-up service provider that helps clients improve the energy efficiency of their factories, warehouses, and commercial and office spaces by integrating and installing lighting, heating, and cooling technologies. The company seeks to double...
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- March 2008
- Article
The Business of Selling Movies
By: F. Du, J. Gong, Tatiana Sandino, W. Van der Stede and M. Young
Du, F., J. Gong, Tatiana Sandino, W. Van der Stede, and M. Young. "The Business of Selling Movies." Strategic Finance 89, no. 9 (March 2008): 35–41.
- October 1989 (Revised November 2006)
- Background Note
Managing Selling and the Salesperson
Written for a module in the Marketing Implementation course (a second-year elective in the MBA program). Provides a brief introduction to common issues involved in recruiting, training, compensating, and evaluating field salespeople. Also offers questions to consider...
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Keywords:
Salesforce Management
Cespedes, Frank V. "Managing Selling and the Salesperson." Harvard Business School Background Note 590-043, October 1989. (Revised November 2006.)
- April 2018
- Teaching Note
Formlabs: Selling a New 3D Printer
By: Frank Cespedes
Teaching Note for HBS No. 817-001. Formlabs is a venture that manufactures and sells 3D printers used in a variety of industries and applications. As the young company prepares to ship its latest model, the head of Customer Development is tasked with developing a...
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Keywords:
3D Printing And Manufacturing;
Sales Channel Development;
Sales Strategy;
Entrepreneurial Management;
Product Engineering;
Prototype;
Prototyping;
Entrepreneurship;
Product Launch;
Information Infrastructure;
Business Startups;
Customers;
Technological Innovation;
Growth and Development Strategy;
Technology Adoption;
Marketing Channels;
Marketing Strategy;
Product Positioning;
Demand and Consumers;
Sales;
Salesforce Management;
Technology Industry;
Computer Industry;
Manufacturing Industry;
United States;
Massachusetts;
Europe;
Asia
- October 2016 (Revised January 2018)
- Case
BlackRock (A): Selling the Systems?
By: Ranjay Gulati, Jan W. Rivkin and Kelly McNamara
As the case opens in 1999, several key leaders at BlackRock, Inc., then a relatively small asset management firm, are trying to convince CEO Larry Fink and others that the firm should begin to offer Aladdin—its proprietary analytics and trading platform—to other asset...
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Keywords:
Strategy;
Competition;
Information Technology;
Asset Management;
Competitive Strategy;
Financial Services Industry;
United States
Gulati, Ranjay, Jan W. Rivkin, and Kelly McNamara. "BlackRock (A): Selling the Systems?" Harvard Business School Case 717-404, October 2016. (Revised January 2018.)
- 18 Apr 2005
- Research & Ideas
Selling Luxury to Everyone
Mercedes-Benz launched the super-premium auto brand after opting out of the bidding for Rolls Royce and Bentley in the 1990s. The company estimated there are 200,000 individuals in the United States with a net worth of $10 million or above—and Mercedes believed it...
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- 20 Mar 2008
- Working Paper Summaries
Sell Side School Ties
- April 2008 (Revised January 2012)
- Teaching Note
Norway Sells Wal-Mart (TN)
By: Robert C. Pozen
Teaching Note for [308019].
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- 02 Feb 2015
- Research & Ideas
Disruptors Sell What Customers Want and Let Competitors Sell What They Don’t
Over the past two decades, entire industries have been disrupted by Internet competitors who "unbundled" their content and delivered it to consumers in new ways. Newspapers lost out to Google and Craigslist, record companies to iTunes and Spotify, and travel agencies...
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Keywords:
by Michael Blanding
- August 2003 (Revised August 2006)
- Case
I've Got Rhythm: Selling Cardiac Rhythm Management Devices
By: Regina E. Herzlinger, William Lagor, Christopher Perry and Scott St. Germain
The head of sales and marketing in a large medical devices firm must decide how to assign his sales force. He compares selling in the pharma, specialty pharma, and device industries and analyzes the reasons for the differences.
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Keywords:
Health Care and Treatment;
Marketing Strategy;
Industry Structures;
Sales;
Salesforce Management;
Medical Devices and Supplies Industry
Herzlinger, Regina E., William Lagor, Christopher Perry, and Scott St. Germain. "I've Got Rhythm: Selling Cardiac Rhythm Management Devices." Harvard Business School Case 304-012, August 2003. (Revised August 2006.)
- 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.
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Keywords:
Salesforce Management
"Personal Selling and Sales Management." Harvard Business School Module Note 507-039, November 2006. (Revised December 2006.)
- 06 Nov 2008
- Op-Ed
Selling Out The American Dream
Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge. The current economic crisis has been blamed on the greed of Wall Street,...
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Keywords:
by John Quelch