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Entrepreneurial Sales

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Lecture Notes

Lecture 1: Introduction - "Diver's Delight" - 15.387 Spring 2015
Lecture 10: Scaling Inside Sales - Qualtrics - 15.387 Spring 2015
Lecture 11: Internal Expansion - 15.387 Spring 2015
Lecture 12: Expanding to the U.S. Market - CustomerGauge - 15.387 Spring 2015
Lecture 13: Sales Force Reorganization - Veritas - 15.387 Spring 2015
Lecture 14: OEM Sales - EMC and OuterBay - 15.387 Spring 2015
Lecture 15: Managing a Salesperson in a Large Company - Cabot Pharmaceuticals - 15.387 Spring 2015
Lecture 16: Complex Sales Situations - Edge Analytics - 15.387 Spring 2015
Lecture 17: Evolution of a Sales Model - Jive Software - 15.387 Spring 2015
Lecture 18: Freemium Sales Models - Dropbox - 15.387 Spring 2015

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