Marketing & sales

Just as improvement in manufacturing processes began with articulation of those processes, advertising budget processes will only improve if managers become more willing to document them.

A territory is a salesperson’s battleground; it’s the turf that he or she defends. As one of the first decisions that many sales executives make, territory assignment can be quite a complex process, serving several goals — and stakeholders — at once.

As Professor Ron Wilcox explains, our perception of a dollar changes within the context of a specific purchase. If you understand the Weber-Fechner Law of Pricing, more of your money might stay in your wallet.

A marketing model formulated by Darden Professor Raj Venkatesan to measure attitude helps companies predict customer behavior and value.

What are the new best practices for selling innovative, hi-tech products? Researchers Tom Steenburgh, professor at the Darden School, and Michael Ahearne, professor at the University of Houston, share evidence-based best practices.

There is not a sector of the economy that does not rely on alliances to gain a competitive advantage. Alliances require soft skills that many managers with command-and-control backgrounds need to acquire in order to create successful partnerships.