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.)
Instructor(s)
Lou Shipley
Kirk Arnold
Dennis Hoffman
MIT Course Number
15.387
As Taught In
Spring 2015
Level
Graduate
Course Description
Course Features
- Lecture notes
- Assignments: activity (no examples)
- Assignments: media (no examples)
- Assignments: presentations (no examples)
- Assignments: written (no examples)
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 customers, whether through a direct salesforce, a channel salesforce, or building an OEM relationship.