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15.387 Entrepreneurial Sales | Sloan School of Management

15.387 Entrepreneurial Sales | Sloan School of Management

This course outlines the 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.... Show More

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