Carnegie Mellon University

Gaining Advantage through Sales

Course Number: 45808

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.

Degree: MBA
Concentration: Entrepreneurship
Academic Year: 2019-2020
Semester(s): Mini 3
Required/Elective: Elective
Units: 6

Format

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