15.387 | Spring 2015 | Graduate

Entrepreneurial Sales

Lecture Notes

1 Making a Sales Call Lecture 1: Introduction (PDF)
2 Making a Sales Call & Product Knowledge Lecture 2: The Sale (PDF)
3 Sales Prospecting Lecture 3: Prospecting (PDF)
4 Setting Sales Quotas & Compensation Lecture 4: Sales Territories (PDF)
5 Team Selling Lecture 5: Team Selling (PDF)
6 Sales Training & Forecasting Lecture 6: Training and Forecasting (PDF)

Elevator Pitch Competition

Channel Problems

Lecture 7: Channel Conflict (PDF)
8 Life of a Regional Sales Manager Lecture 8: Day-to-Day of a Manager (PDF)
9 Merger Problems Lecture 9: Combining Sales Forces (PDF)
10 Managing an Inside Sales Organization Lecture 10: Scaling Inside Sales (PDF)
Start of Sales Module
11 Opening a Subsidiary Lecture 11: Internal Expansion (PDF)
12 Expanding to the U.S. Lecture 12: U.S. Market (PDF)
13 Sales Force Reorganization Lecture 13: Reorganization (PDF)
14 Negotiating an OEM Agreement Lecture 14: OEM Sales (PDF)
15 Managing a Salesperson in a Large Company Lecture 15: Managing in a Large Company (PDF)
16 Complex Sales Situations Lecture 16: Complex Sales (PDF)
17 Evolution of a Sales Model Lecture 17: Sales Model Evolution (PDF - 3.3MB)
18 Freemium Business Models Lecture 18: Freemium Models (PDF)
19 Selling in the Age of Social Media Lecture 19: Social Media (PDF)
20 Using Customer Relationship Management Software Lecture 20: Selling Systems (PDF - 2.2MB)
21 Using Marketing Automation Software Lecture 21: Marketing Automation Software (PDF)
22 Wrap Up Lecture 22: Wrap Up (PDF)

Course Info

As Taught In
Spring 2015
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