15.387 Entrepreneurial Sales
Instruction provided in basics of technology sales - making a sales call, designing sales compensation plans, and hiring, managing, and firing sales representatives. Also discusses negotiating large sales transactions, managing international sales organizations, integrating sales teams in acquisitions, and selecting the best go to market model for a company. Considers what comprises a 'startup sales toolkit.'
This class has no prerequisites.
15.387 will be offered this semester (Fall 2018). It is instructed by L. Shipley.
Lecture occurs 4:00 PM to 5:30 PM on Tuesdays and Thursdays in E51-395.
This class counts for a total of 12 credits.
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