Course Page

Gaining Advantage through Sales

Course Number:

45808


Faculty

Adam Paulisick, paulad01@andrew.cmu.edu


Program

MBA


Concentrations

Entrepreneurship


Course Description

Ever wonder if you are or could be an effective salesperson? Curious what skills a salesperson has that you can benefit from learning? Debating what style of selling works best in a large company compared to an early stage one?  How do you incentivize a salesperson?  What are the most effective methods to deliver a product demonstration? We’ll explore these questions and more including how customers and market data shape commercial strategy and go-to-market activities. Please be prepared for a very interactive classroom experience and don't hesitate to bring your current job, startup, or future ideas to explore (no final exam, only a final presentation).  You'll be more effective at selling yourself, a product, and a vision after completing Advantage Through Sales.

 


Format

Lecture: 100min/wk and Recitation: 50min/wk


Pre-requisites

None