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Lecture 2: The Sale (PDF) | Entrepreneurial Sales
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Project Content
3 Sections 38 Items
Information
4 Items
Syllabus
Calendar
Readings
Assignments
Case Assignments
12 Items
Diver's Delight (PDF)
Grid Pro (PDF)
Power Miser (PDF)
Delphi Software (PDF)
Pill Caddy (PDF)
Charles Matrix Greylock (PDF)
Catherine Competitive Corporation A & B (PDF)
Bay Networks A (PDF)
Bay Networks B (PDF)
Abido Tech (PDF)
Edge Analytics (PDF)
LuLu Instruments (PDF)
Lecture Notes
22 Items
Lecture 1: Introduction (PDF)
Lecture 2: The Sale (PDF)
Lecture 3: Prospecting (PDF)
Lecture 4: Sales Territories (PDF)
Lecture 5: Team Selling (PDF)
Lecture 6: Training and Forecasting (PDF)
Lecture 7: Channel Conflict (PDF)
Lecture 8: Day-to-Day of a Manager (PDF)
Lecture 9: Combining Sales Forces (PDF)
Lecture 10: Scaling Inside Sales (PDF)
Lecture 11: Internal Expansion (PDF)
Lecture 12: U.S. Market (PDF)
Lecture 13: Reorganization (PDF)
Lecture 14: OEM Sales (PDF)
Lecture 15: Managing in a Large Company (PDF)
Lecture 16: Complex Sales (PDF)
Lecture 17: Sales Model Evolution (PDF - 3.3MB)
Lecture 18: Freemium Models (PDF)
Lecture 19: Social Media (PDF)
Lecture 20: Selling Systems (PDF - 2.2MB)
Lecture 21: Marketing Automation Software (PDF)
Lecture 22: Wrap Up (PDF)
Created by
Open Courseware
USA
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Information
4 Items
Syllabus
Calendar
Readings
Assignments
Case Assignments
12 Items
Diver's Delight (PDF)
Grid Pro (PDF)
Power Miser (PDF)
Delphi Software (PDF)
Pill Caddy (PDF)
Charles Matrix Greylock (PDF)
Catherine Competitive Corporation A & B (PDF)
Bay Networks A (PDF)
Bay Networks B (PDF)
Abido Tech (PDF)
Edge Analytics (PDF)
LuLu Instruments (PDF)
Lecture Notes
22 Items
Lecture 1: Introduction (PDF)
Lecture 2: The Sale (PDF)
Lecture 3: Prospecting (PDF)
Lecture 4: Sales Territories (PDF)
Lecture 5: Team Selling (PDF)
Lecture 6: Training and Forecasting (PDF)
Lecture 7: Channel Conflict (PDF)
Lecture 8: Day-to-Day of a Manager (PDF)
Lecture 9: Combining Sales Forces (PDF)
Lecture 10: Scaling Inside Sales (PDF)
Lecture 11: Internal Expansion (PDF)
Lecture 12: U.S. Market (PDF)
Lecture 13: Reorganization (PDF)
Lecture 14: OEM Sales (PDF)
Lecture 15: Managing in a Large Company (PDF)
Lecture 16: Complex Sales (PDF)
Lecture 17: Sales Model Evolution (PDF - 3.3MB)
Lecture 18: Freemium Models (PDF)
Lecture 19: Social Media (PDF)
Lecture 20: Selling Systems (PDF - 2.2MB)
Lecture 21: Marketing Automation Software (PDF)
Lecture 22: Wrap Up (PDF)
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