15.387 | Spring 2015 | Graduate

Entrepreneurial Sales


1 Making a Sales Call  
2 Making a Sales Call & Product Knowledge  
3 Sales Prospecting

Video 1 due (M-Z)

Video 1 due (A-L)

4 Setting Sales Quotas & Compensation Video 2 due (M-Z)
5 Team Selling

Video 2 due (A-L)

Teams of four submitted for team elevator pitch competition

6 Sales Training & Forecasting Video 3 due (M-Z)

Elevator Pitch Competition

Channel Problems

Elevator Pitch due

Video 3 due (A-L)

8 Life of a Regional Sales Manager Video 4 due (M-Z)
9 Merger Problems Video 4 due (A-L)
10 Managing an Inside Sales Organization  
Start of Sales Module
11 Opening a Subsidiary Take a Salesperson to Lunch due
12 Expanding to the U.S.  
13 Sales Force Reorganization  
14 Negotiating an OEM Agreement  
15 Managing a Salesperson in a Large Company  
16 Complex Sales Situations  
17 Evolution of a Sales Model  
18 Freemium Business Models  
19 Selling in the Age of Social Media  
20 Using Customer Relationship Management Software Take a Sales Manager to Lunch due
21 Using Marketing Automation Software  
22 Wrap Up  

Course Info

As Taught In
Spring 2015
Learning Resource Types
Lecture Notes
Activity Assignments
Media Assignments
Presentation Assignments
Written Assignments