Entrepreneurial Sales
15.387 · Sloan School of Management · Graduate · Spring 2015
Lou Shipley, Kirk Arnold, Dennis Hoffman
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.
The syllabus, on MIT OpenCourseWare
The full course — syllabus, assigned readings, problem sets, exams, and lecture notes — lives on OCW. These open the real thing:
Syllabus ↗
Course overview, grading, schedule
Readings ↗
The assigned reading list, session by session
Assignments ↗
Problem sets and projects
Full course on OCW ↗
Everything, including lecture materials
Attribution
Lou Shipley, Kirk Arnold, Dennis Hoffman. 15.387 Entrepreneurial Sales. Spring 2015. Massachusetts Institute of Technology: MIT OpenCourseWare, https://ocw.mit.edu. License: CC BY-NC-SA 4.0.
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