Course Description
This course outlines the practical and tactical ins and outs of how to sell technical products to a sophisticated marketplace. How to build and manage a sales force; building compensation systems for a sales force, assigning territories, resolving disputes, and dealing with channel conflicts. Focus on selling to …
This course outlines the practical and tactical ins and outs of how to sell technical products to a sophisticated marketplace. How to build and manage a sales force; building compensation systems for a sales force, assigning territories, resolving disputes, and dealing with channel conflicts. Focus on selling to customers, whether through a direct salesforce, a channel salesforce, or building an OEM relationship.
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![A drawing of a salesman holding a box marked "product."](/courses/15-387-entrepreneurial-sales-spring-2015/58d5f95e2eb28b102019e72b1a55d010_15-387s15.jpg)
Iconic vintage image of a salesman. Understanding both the process of the sale and the ability to sell are both critical to an entrepreneur. (Image is in the public domain.)