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Entrepreneurial Sales-Setting Sales Territories, Compensation & Quotas_Lecture4 $2.60   Add to cart

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Entrepreneurial Sales-Setting Sales Territories, Compensation & Quotas_Lecture4

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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...

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  • March 29, 2023
  • 27
  • 2015/2016
  • Interview
  • Unknown
  • Unknown
  • Secondary school
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  • 5
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15.387 Technology Sales and Sales Management




Catherine Competitive
Corporation
(Charles Matrix Greylock)

Setting Sales Territories,
Compensation and Quotas




© 2014 MIT Entrepreneurship Center
1

,15.387 Technology Sales and Sales Management


Context
 Last Time: Pill Caddy
Sales Prospecting

 Today: CMG (Catherine Competitive)
Sales Management: Setting Compensation and
Quota

 Thursday: Microsoft
Team Selling

 In a Week: Catherine Competitive A&B
Sales Management: Forecasting and Training

© 2014 MIT Entrepreneurship Center
2

, Catherine Competitive
15.387 Technology Sales and Sales Management



Corporation
 What You Do
Analyze advanced computing apps
Put that information into monthly reports
Charge $25,000/yr for a single subscription

 Who You Think Wants It
Large U.S. manufacturing firms
Large financial institutions
Computing hardware and software
vendors
© 2014 MIT Entrepreneurship Center
3

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