15.387 Entrepreneurial Sales

Class Info

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.

This class has no prerequisites.

15.387 will be offered this semester (Fall 2017). It is instructed by L. Shipley.

Lecture occurs 8:30 PM to 10:00 AM on Mondays and Wednesdays in E51-335.

This class counts for a total of 12 credits.

In the Spring 2016 Subject Evaluations, 15.387 was rated 6.1 out of 7.0. You can find more information on MIT OpenCourseWare at the Entrepreneurial Sales site or on the 15.387 Stellar site.

MIT 15.387 Entrepreneurial Sales Related Textbooks
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Entrepreneurial Sales
shipley by-nc-sa creative license lou shipley kirk arnold massachusetts institute of technology dennis hoffman

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