HBSP (USA)
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Sales Learning Curve (Spanish version)
Leslie, Mark; Holloway, ChuckArticle HBS-R0607JMarketingThe company--marketing, sales, product support, and product development--and its customers transfer knowledge and experience back and forth. As customers adopt the product, the firm modifies both the offering and the processes associated with making and selling it. The more a company learns about the sales process, the more efficient it becomes at selling, and the higher the sales yield. As the sales yield increases, the sales learning process u...Starting at €8.20
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Yale Investments Office: November 2020
Lerner, JoshCase HBS-821074MarketingDavid Swensen and the Investments Office staff must decide whether to continue to allocate the bulkof the university's endowment to illiquid investments-hedge funds, private equity, venture capital, real estate, natural resources-given the impact of the COVID-19 public health crisis on the financial markets. The case explores the risks and benefits of a different asset allocation strategy and considers how to create financial models to prepare fo...Starting at €8.20