Authors: Lou Shipley, Kirk Arnold, and Dennis Hoffman
Publisher: MIT OpenCourseWare
Includes: Syllabus, readings and case assignments, lecture notes, assignments, and exams
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.