More from the Author

• Supplement | HBS Case Collection | December 2019

  Mãe Terra and Unilever (B)

  Lynn S. Paine, Ruth Costas and Mariana Cal

  Unilever is making strides to integrate the operations of Mae Terra—one of Brazil's leading brands for packaged organic foods—into its own structures, after acquiring the company in 2017. Mae Terra’s CEO, Alexandre Borges, must decide whether to implement his original plan as written into the purchase and sales agreement to create an advisory board to help ensure that the company maintain its mission, values and practices as part of a volume-driven multinational like Unilever—and, if so, how the board will operate and who its members will be. Some executives believe that such a board is not necessary given Unilever's own culture and commitments.

  Keywords: brand management; sustainability; Brazil; Mergers and Acquisitions; Mission and Purpose; Social Enterprise; Corporate Governance; Governing and Advisory Boards; Environmental Sustainability; Organizational Culture; Food and Beverage Industry; Agriculture and Agribusiness Industry; Brazil; Latin America;

  Citation:

  Paine, Lynn S., Ruth Costas, and Mariana Cal. "Mãe Terra and Unilever (B)." Harvard Business School Supplement 320-069, December 2019.  View Details

  CiteView Details

  Related

• Article | Top Sales Magazine

  Sales Methodologies and Selling

  Frank V. Cespedes

  Sales methodologies play an important role. A common approach in a sales force allows for consistency, dissemination of best practices, acceleration of learning, and it helps the firm to scale because management then has common metrics to monitor and evaluate. However, it’s rare that the same methodology is relevant across the buying situations encountered by salespeople in a market. This article discusses and provides examples of variables relevant to analyzing sales tasks and evaluating the relevance of a selling methodology: differences within an industry, within a category, and when target buyers change.

  Keywords: methodology; Sales; Analysis;

  Citation:

  Cespedes, Frank V. "Sales Methodologies and Selling." Top Sales Magazine (November 2019), 26–27.  View Details

  CiteView Details Read Now

  Related

• Case | HBS Case Collection | September 2019

  Engineering Company Culture at Zaimella Ecuador

  Francesca Gino, Gary Pisano and Mariana Cal

  Keywords: company culture; organization culture; culture; strategy; management;

  Citation:

  Gino, Francesca, Gary Pisano, and Mariana Cal. "Engineering Company Culture at Zaimella Ecuador." Harvard Business School Case 920-015, September 2019.  View Details

  CiteView DetailsEducators

  Related