15.387 Entrepreneurial Sales
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 (Spring 2018). It is instructed by L. Shipley.
Lecture occurs 4:00 PM to 5:30 PM on Mondays and Wednesdays in E51-149.
This class counts for a total of 12 credits.
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