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 4:00 PM to 5:30 PM on Tuesdays and Thursdays in E51-395.

This class counts for a total of 12 credits.

You can find more information at the http://www.google.com/search?&q=MIT+%2B+15.387&btnG=Google+Search&inurl=https site or on the 15.387 Stellar site.

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