Entrepreneurial Sales

Calendar

SES #	TOPICS	KEY DATES
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)
7	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