This course outlines the practical and tactical ins and outs of how to sell technical products to a sophisticated marketplace.
October 31, 2022
English
English [CC]
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 Curriculum
- 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
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- 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
About the instructor
5
5
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1
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1520
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Students
Massachusetts Institute of Technology
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