| SES # | TOPICS | KEY DATES | |
|---|---|---|---|
| 1 | Making a Sales Call | ||
| 2 | Making a Sales Call & Product Knowledge | ||
| 3 | Sales Prospecting |
Video 1 due (M-Z) Video 1 due (A-L) | |
| 4 | Setting Sales Quotas & Compensation | Video 2 due (M-Z) | |
| 5 | Team Selling |
Video 2 due (A-L) Teams of four submitted for team elevator pitch competition | |
| 6 | Sales Training & Forecasting | Video 3 due (M-Z) | |
| 7 |
Elevator Pitch Competition Channel Problems |
Elevator Pitch due Video 3 due (A-L) | |
| 8 | Life of a Regional Sales Manager | Video 4 due (M-Z) | |
| 9 | Merger Problems | Video 4 due (A-L) | |
| 10 | Managing an Inside Sales Organization | ||
| Start of Sales Module | |||
| 11 | Opening a Subsidiary | Take a Salesperson to Lunch due | |
| 12 | Expanding to the U.S. | ||
| 13 | Sales Force Reorganization | ||
| 14 | Negotiating an OEM Agreement | ||
| 15 | Managing a Salesperson in a Large Company | ||
| 16 | Complex Sales Situations | ||
| 17 | Evolution of a Sales Model | ||
| 18 | Freemium Business Models | ||
| 19 | Selling in the Age of Social Media | ||
| 20 | Using Customer Relationship Management Software | Take a Sales Manager to Lunch due | |
| 21 | Using Marketing Automation Software | ||
| 22 | Wrap Up | ||
