15.387 | Spring 2015 | Graduate

Entrepreneurial Sales

Lecture Notes

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684 kB
Lecture 1: Introduction - "Diver's Delight" - 15.387 Spring 2015
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312 kB
Lecture 2: The Sale: Preparation, Approach, and Presentation/Demonstration - 15.387 Spring 2015
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784 kB
Lecture 3: Prospecting - Pill Caddy - 15.387 Spring 2015
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133 kB
Lecture 4: Setting Sales Territories, Compensation and Quotas - 15.387 Spring 2015
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146 kB
Lecture 5: Team Selling - 15.387 Spring 2015
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437 kB
Lecture 6: Sales Training and Forecasting - 15.387 Spring 2015
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328 kB
Lecture 7: Channel Conflict - Formprint - 15.387 Spring 2015
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328 kB
Lecture 8: The Day-to-Day of a District Manager - NetApp - 15.387 Spring 2015
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276 kB
Lecture 9: Combining Sales Forces - Bay Networks A & B - 15.387 Spring 2015
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275 kB
Lecture 10: Scaling Inside Sales - Qualtrics - 15.387 Spring 2015
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176 kB
Lecture 11: Internal Expansion - 15.387 Spring 2015
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527 kB
Lecture 12: Expanding to the U.S. Market - CustomerGauge - 15.387 Spring 2015
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123 kB
Lecture 13: Sales Force Reorganization - Veritas - 15.387 Spring 2015
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200 kB
Lecture 14: OEM Sales - EMC and OuterBay - 15.387 Spring 2015
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90 kB
Lecture 15: Managing a Salesperson in a Large Company - Cabot Pharmaceuticals - 15.387 Spring 2015
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308 kB
Lecture 16: Complex Sales Situations - Edge Analytics - 15.387 Spring 2015
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3 MB
Lecture 17: Evolution of a Sales Model - Jive Software - 15.387 Spring 2015
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321 kB
Lecture 18: Freemium Sales Models - Dropbox - 15.387 Spring 2015
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657 kB
Lecture 19: Selling in the Age of Social Media - 15.387 Spring 2015
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2 MB
Lecture 20: Selling Systems - 15.387 Spring 2015
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1 MB
Lecture 21: Marketing Automation Software - 15.387 Spring 2015
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150 kB
Lecture 22: Wrap Up - 15.387 Spring 2015

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Spring 2015
Level
Graduate
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