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Searched for: "15.387" Subjects offered any term 1 subject found.
15.387 Entrepreneurial Sales
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Prereq: None
Units: 3-0-9
Lecture: TR4-5.30 (E51-395)
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.
L. Shipley
No required or recommended textbooks
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