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  • September 2008 (Revised June 2010)
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Hearts On Fire - Brand Development Manager

By: Frank V. Cespedes and Benson P. Shapiro
  • Format:Print
  • | Pages:23 
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Abstract

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

Citation

Cespedes, Frank V., and Benson P. Shapiro. "Hearts On Fire - Brand Development Manager." Harvard Business School Case 709-436, September 2008. (Revised June 2010.)
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About The Authors

Frank V. Cespedes

Entrepreneurial Management
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Benson P. Shapiro

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More from the Authors

    • January 2021
    • Top Sales Magazine

    Sales Hiring Is Hard To Do: (Don't Make It Harder)

    By: Frank V. Cespedes
    • Top Sales Magazine

    Get Ready to Sell

    By: Frank V. Cespedes and Bud Hyler
    • July 2020
    • Faculty Research

    Shindigz

    By: Frank Cespedes
More from the Authors
  • Sales Hiring Is Hard To Do: (Don't Make It Harder) By: Frank V. Cespedes
  • Get Ready to Sell By: Frank V. Cespedes and Bud Hyler
  • Shindigz By: Frank Cespedes
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