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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)
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.'
N. Shipley
No textbook information available
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