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This course outlines the practical and tactical ins and outs of how to sell technical products to a sophisticated marketplace.

0

2

English

English [CC]

FREE

Description

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.

Course content

  • Introduction Unlimited
  • The Sale Unlimited
  • Prospecting Unlimited
  • Sales Territories Unlimited
  • Team Selling Unlimited
  • Training and Forecasting Unlimited
  • Channel Conflict Unlimited
  • Day-to-Day of a Manager Unlimited
  • Combining Sales Forces Unlimited
  • Scaling Inside Sales Unlimited
    • Internal Expansion Unlimited
    • U.S. Market Unlimited
    • Reorganization Unlimited
    • OEM Sales Unlimited
    • Managing in a Large Company Unlimited
    • Complex Sales Unlimited
    • Sales Model Evolution Unlimited
    • Freemium Models Unlimited
    • Social Media Unlimited
    • Selling Systems Unlimited
    • Marketing Automation Software Unlimited
    • Wrap Up Unlimited

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Instructor

Massachusetts Institute of Technology
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