15 387 - Entrepreneurial Sales

Description
Prereq: None. 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.'.
Credits
12
Recent Professors
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Recent Semesters
Spring 2020, Fall 2019
Offered
MW, TuTh
Avg. Sections
1