| SES # | TOPICS | LECTURE NOTES | |
|---|---|---|---|
| 1 | Making a Sales Call | Lecture 1: Introduction (PDF) | |
| 2 | Making a Sales Call & Product Knowledge | Lecture 2: The Sale (PDF) | |
| 3 | Sales Prospecting | Lecture 3: Prospecting (PDF) | |
| 4 | Setting Sales Quotas & Compensation | Lecture 4: Sales Territories (PDF) | |
| 5 | Team Selling | Lecture 5: Team Selling (PDF) | |
| 6 | Sales Training & Forecasting | Lecture 6: Training and Forecasting (PDF) | |
| 7 |
Elevator Pitch Competition Channel Problems | Lecture 7: Channel Conflict (PDF) | |
| 8 | Life of a Regional Sales Manager | Lecture 8: Day-to-Day of a Manager (PDF) | |
| 9 | Merger Problems | Lecture 9: Combining Sales Forces (PDF) | |
| 10 | Managing an Inside Sales Organization | Lecture 10: Scaling Inside Sales (PDF) | |
| Start of Sales Module | |||
| 11 | Opening a Subsidiary | Lecture 11: Internal Expansion (PDF) | |
| 12 | Expanding to the U.S. | Lecture 12: U.S. Market (PDF) | |
| 13 | Sales Force Reorganization | Lecture 13: Reorganization (PDF) | |
| 14 | Negotiating an OEM Agreement | Lecture 14: OEM Sales (PDF) | |
| 15 | Managing a Salesperson in a Large Company | Lecture 15: Managing in a Large Company (PDF) | |
| 16 | Complex Sales Situations | Lecture 16: Complex Sales (PDF) | |
| 17 | Evolution of a Sales Model |
 Lecture 17: Sales Model Evolution (PDF - 3.3MB)
| |
| 18 | Freemium Business Models | Lecture 18: Freemium Models (PDF) | |
| 19 | Selling in the Age of Social Media | Lecture 19: Social Media (PDF) | |
| 20 | Using Customer Relationship Management Software |
Lecture 20: Selling Systems (PDF - 2.2MB)
| |
| 21 | Using Marketing Automation Software | Lecture 21: Marketing Automation Software (PDF) | |
| 22 | Wrap Up | Lecture 22: Wrap Up (PDF) | |
