Entrepreneurial Sales

A drawing of a salesman holding a box marked "product."

Iconic vintage image of a salesman. Understanding both the process of the sale and the ability to sell are both critical to an entrepreneur. (Image is in the public domain.) 


MIT Course Number


As Taught In

Spring 2015



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Course Description

Course Features

Course Description

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.

Related Content

Lou Shipley, Kirk Arnold, and Dennis Hoffman. 15.387 Entrepreneurial Sales. Spring 2015. Massachusetts Institute of Technology: MIT OpenCourseWare, https://ocw.mit.edu. License: Creative Commons BY-NC-SA.

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