15.387  Technology Sales and Sales Management

Case for Tuesday 5/8 -- Veritas

The case for Tuesday is Veritas (in your coursepacks). Stellar and syllabus have been updated.

Also, as a reminder, please have your sales manager simulations completed by then as well.

Announced on 02 May 2012  3:29  p.m. by Michael Shafrir

Case for Tuesday -- MERCADO

Hello, the case for Tuesday is MERCADO.

If you have a coursepack that you purchased this semester, you have the right case.

If you have any other versions of the coursepack, you may have the case for Mercadona -- this is NOT the right case and you will not receive any credit for doing a memo on Mercadona.

To repeat, the correct case is MERCADO. You can buy it here: http://hbr.org/product/mercado/an/E296-PDF-ENG

Michael

Announced on 29 April 2012  8:43  p.m. by Michael Shafrir

Memo Questions

Hi everyone --

As we move into the HBS/Stanford cases, please answer the following questions in your memos:

1) What is the real problem?
2) What are the key facts?
3) What are viable options?
4) What option(s) solves the problem?
5) What will it take to get to a better situation (meaning, what needs to happen for the option(s) to take hold?)

Announced on 06 April 2012  10:17  a.m. by Michael Shafrir

Clarification on new assignment

Hi --

The new case is Abido Tech for Thursday 3/8.

1) If that day is your memo assignment, please do your memo on the Abido case. If you have ALREADY done the memo for 3/8, that is fine, you can upload that.

2) If you have already used the old 3/8 case for the video, that is fine. Otherwise, if you are doing a video for 3/8, please do a video on the Abido case.

3) In general, with the videos going forward, the cases are not always a product-based sales situation. Some of them you need to present your sales plan to your manager. Some of them you need to decide who to fire. Anyway, be sure to play the "seller" -- that is, the person who has to do the convincing -- even if it isnt a direct sales situation.

Announced on 05 March 2012  7:51  p.m. by Michael Shafrir

Assignment Change & Bold Sell Teams

A few announcements:

- We have a new case for this Thursday (3/8/12). It is called Abido Tech and is uploaded on Stellar. There is also an updated syllabus.

- The deadline to submit your Bold Sell teams online is tomorrow (http://bit.ly/xEYiPR). Use the Google Doc! If you do not have a team, I will make an announcement at the end of class for people to form. Teams of 4.

- Another great sales related article for you to check out (http://www.bothsidesofthetable.com/2012/02/26/everybody-wants-their-pound-of-flesh-how-to-negotiate-with-buyers/)

Announced on 05 March 2012  10:51  a.m. by Damien Peters