15.387 | Spring 2015 | Graduate

Entrepreneurial Sales

Course Description

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 …
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.
Learning Resource Types
Lecture Notes
Activity Assignments
Media Assignments
Presentation Assignments
Written Assignments
A drawing of a salesman holding a box marked "product."
Iconic vintage image of a salesman. Understanding both the process of the sale and the ability to sell are both critical to an entrepreneur. (Image is in the public domain.)