Entrepreneurial Sales

Lecture Notes

SES #	TOPICS	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)
7	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)