Keywords: Sales; Management Skills;
Citation:
Cespedes, Frank V. "Sales Managers Must Manage." Top Sales Magazine (February 2019). View Details
Case | HBS Case Collection | September 2008 (Revised June 2010) Hearts On Fire - Brand Development Manager |
Hearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After one year, the CEO, CFO and President must evaluate the impact of the BDM on retail customers, the type of person required to be successful in this position, internal coordination issues with the company's sales force, and the financial returns versus other uses of capital for the company. The case raises issues in aligning business strategy and sales management systems, motivating and managing resellers, people selection, and financial analysis of alternatives.
Keywords: Customer Focus and Relationships; Investment Return; Brands and Branding; Marketing Strategy; Business Processes; Salesforce Management; Business Strategy;
Cespedes, Frank V., and Benson P. Shapiro. "Hearts On Fire - Brand Development Manager." Harvard Business School Case 709-436, September 2008. (Revised June 2010.)
Article | Top Sales Magazine
Keywords: Sales; Management Skills;
Citation:
Cespedes, Frank V. "Sales Managers Must Manage." Top Sales Magazine (February 2019). View DetailsCase | HBS Case Collection | October 2018
BreezoMeter: Making Air Pollution Data Actionable
Frank V. Cespedes, Allison M. Ciechanover and Margot Eiran
Keywords: entrepreneurship; Sales; marketing; Startups; Business Startups; Pollution and Pollutants; Data and Data Sets; Sales; Marketing; Entrepreneurship; Decision Choices and Conditions; Technology Industry; Israel; United States;
Citation:
Cespedes, Frank V., Allison M. Ciechanover, and Margot Eiran. "BreezoMeter: Making Air Pollution Data Actionable." Harvard Business School Case 819-058, October 2018. View DetailsCase | HBS Case Collection | November 2016 (Revised October 2018)
Frank V. Cespedes and Alexandra N. Rachlin
Keywords: entrepreneurial management; sales management; marketing strategy; scaling; hiring; pricing; Entrepreneurship; Marketing; Marketing Strategy; Product Marketing; Sales; Technology; Health Industry; United States;
Citation:
Cespedes, Frank V., and Alexandra N. Rachlin. "Augmedix." Harvard Business School Case 817-048, November 2016. (Revised October 2018.) View Details