Material Detail

15.387 Entrepreneurial Sales | Sloan School of Management

This course outlines the practical and tactical ins and outs of how to sell technical products to a sophisticated marketplace. How to build and manage a sales force; building compensation systems for a sales force, assigning territories, resolving disputes, and dealing with channel conflicts. Focus on selling to customers, whether through a direct salesforce, a channel salesforce, or building an OEM relationship.... Show More

Keywords:: ability to sell, inside sales organization, forecasting, freemium business models, Management, entrepreneurship, subsidiary, elevator pitch, marketing, toolkit, OEM, Entrepreneurship, compensation, customer relationship management software, quotas, sales, sales prospecting, training, team selling, Marketing, salesforce, closing, sales model, startup, regional sales manager, social media, product knowledge, merger problems, marketing automation software, sales call, reorganization

Disciplines:

Business / Management

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More about this material

Material Type:: Online Course
Date Added to MERLOT:: May 12, 2016
Date Modified in MERLOT:: March 14, 2025
Author:: Unknown (Know the author?)
Submitter:: Barbra Bied Sperling

Primary Audience:: Graduate School
Technical Format:: Website
Mobile Compatibility:: Not specified at this time
Language:: English
Cost Involved:: No
Source Code Available:: No
Creative Commons:: This work is licensed under a Attribution-NonCommercial-ShareAlike 3.0 United States