General Readings
Broughton, Philip Delves. “Hybrid Vigor.” Chapter 8 in The Art of the Sale: Learning from the Masters About the Business of Life. Penguin Books, 2013, pp. 208–14. ISBN: 9780143122760.
Poulos, Nic. “Bowery Capital Guide to Startup Sales Tools.” Bowery Capital.
| SES # | TOPICS | READINGS AND CASE ASSIGNMEnTS | |
|---|---|---|---|
| 1 | Making a Sales Call | ||
| 2 | Making a Sales Call & Product Knowledge |
Bill Breen. “The Big Score.” Fast Company Issue 74. September, 2003. |
|
| 3 | Sales Prospecting | Pill Caddy (PDF) | |
| 4 | Setting Sales Quotas & Compensation | Charles Matrix Greylock (PDF) | |
| 5 | Team Selling |
Barclay, Donald, and Ken Mark. Microsoft Canada: Sales & Product Management Working Together. Harvard Business Review 905A15, September 1, 2005. Cespedes, Frank V., Stephen X. Doyle et al. “Teamwork for Today’s Selling.” Harvard Business Review 89205, March 1, 1989. |
|
| 6 | Sales Training & Forecasting | Catherine Competitive Corporation A & B (PDF) | |
| 7 |
Elevator Pitch Competition Channel Problems |
Cespedes, Frank V., and Alisa Zalosh. FormPrint Ortho500. Harvard Business Review 915535, September 9, 2014. | |
| 8 | Life of a Regional Sales Manager | Leslie, Mark, James Lattin, et al. NetApp: The Day-to-Day of a District Manager. Harvard Business Review E263, August 6, 2007. | |
| 9 | Merger Problems | ||
| 10 | Managing an Inside Sales Organization |
Lattin, James M., Kirk Bowman, et al. Qualtrics: Scaling an Inside-Sales Organization. Harvard Business Review E503, January 13, 2014. Leslie, Mark, and Charles A. Holloway. Sales Learning Curve. Harvard Business Review, July-August, 2006. |
|
| Start of Sales Module | |||
| 11 | Opening a Subsidiary | Abido Tech (PDF) | |
| 12 | Expanding to the U.S. | Customer Gauge (not available) | |
| 13 | Sales Force Reorganization |
Leslie, Mark, James Lattin, et al. VERITAS 1999 (A): Integrating Sales Forces. Harvard Business Review SM120A, September 15, 2003. Leslie, Mark, and Tom Federico. VERITAS 1999 (B): Integrating Sales Forces. Harvard Business Review SM120B, June 23, 2005. Leslie, Mark, Erin Yurday, et al. VERITAS 1999 (C): Integrating Sales Forces. Harvard Business Review SM120C, June 23, 2005. |
|
| 14 | Negotiating an OEM Agreement | Leslie, Mark, James Lattin, et al. OuterBay and EMC. Harvard Business Review E177, February 1, 2005. | |
| 15 | Managing a Salesperson in a Large Company | Cespedes, Frank V., and John T. Gourville. Cabot Pharmaceuticals, Inc. Harvard Business Review 510030, August 12, 2009. | |
| 16 | Complex Sales Situations | Edge Analytics (PDF) | |
| 17 | Evolution of a Sales Model | Stevens, Mark A., Mark Leslie et al. Jive Software. Harvard Business Review E360, December 16, 2009. | |
| 18 | Freemium Business Models | Teixeira, Thales S., and Elizabeth Anne Watkins. Freemium Pricing at Dropbox. Harvard Business Review 514053, November 12, 2013. | |
| 19 | Selling in the Age of Social Media | LuLu Instruments (PDF) | |
| 20 | Using Customer Relationship Management Software | None | |
| 21 | Using Marketing Automation Software |
Steenburgh, Thomas. Personal Selling and Sales Management. Harvard Business Review 507039, November 07, 2006. |
|
| 22 | Wrap Up | None | |
