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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.
- Subject:
- Business and Communication
- Management
- Marketing
- Material Type:
- Full Course
- Provider:
- MIT
- Provider Set:
- MIT OpenCourseWare
- Author:
- Arnold, Kirk
- Hoffman, Dennis
- Shipley, Lou
- Date Added:
- 02/01/2015
