Entrepreneurial Sales
MIT Sloan School of Management's course on selling technical products into sophisticated markets. Covers building and managing a sales force, designing compensation systems, assigning territories, resolving disputes, and navigating channel conflicts. Examines different go-to-market structures, including direct sales forces, channel sales forces, and OEM relationships, with attention to the tradeoffs each creates for pricing, incentives, and customer control. Materials come from MIT OpenCourseWare and include the course's readings, assignments, and syllabus as used in the original Sloan classroom offering, free to access under MIT's open license. Suited to students or founders who need the practical mechanics of building a sales organization rather than general marketing theory.