STRAMGT 351:
Building and Managing Professional Sales Organizations
The focus of this class is on the challenges and key issues associated with the creation and management of a professional sales organization. Our emphasis is developing and managing the selling effort of business-to-business and business-to-consumer capital goods and services. There will be relatively little emphasis on sales technique (i.e., students should not expect a course on "How to be a Better Salesperson"). The course is organized to follow the development of the sales function from strategic inception through to execution and implementation: choosing a go-to-market model (e.g., direct sales, no/low touch, VARs, OEMs, hybrid models); building and structuring the sales organization (e.g., sales learning curve, organizational structure, allocating territories and quotas); and managing the sales force (e.g., hiring/firing, compensation, forecasting, culture). We will address these topics in the context of both early stage ventures and later stage enterprises.
Terms: Win, Spr
| Units: 4
2017-2018 Winter
-
STRAMGT 351 |
4 units |
Class #
1025
|
Section 01 |
Grading: GSB Letter Graded |
CAS
| Students enrolled: 60 / 68
01/08/2018 - 03/16/2018 Tue, Thu 8:00 AM - 9:45 AM at GSB McClelland 104 with Bowman, K. (PI); Speiser, M. (SI)
Instructors: Bowman, K. (PI); Speiser, M. (SI)
Notes: No Exam. GSB PhD students need instructor permission. Case and Problem Discussion. 1 Group 1 Individual Project/Paper. P/F Not Allowed. Participation 50% Proj/Papers 25% Exercises 25%. Open to MBA and MSx students. Mandatory attendance. Absences impact grade. Non-GSB students: See gsb.stanford.edu/NonGSBReg.
-
STRAMGT 351 |
4 units |
Class #
1026
|
Section 02 |
Grading: GSB Letter Graded |
CAS
| Students enrolled: 59 / 68
01/08/2018 - 03/16/2018 Tue, Thu 10:00 AM - 11:45 AM at GSB McClelland 104 with Bowman, K. (PI); Speiser, M. (SI)
Instructors: Bowman, K. (PI); Speiser, M. (SI)
Notes: No Exam. GSB PhD students need instructor permission. Case and Problem Discussion. 1 Group 1 Individual Project/Paper. P/F Not Allowed. Participation 50% Proj/Papers 25% Exercises 25%. Open to MBA and MSx students. Mandatory attendance. Absences impact grade. Non-GSB students: See gsb.stanford.edu/NonGSBReg.
2017-2018 Spring
-
STRAMGT 351 |
4 units |
Class #
1034
|
Section 01 |
Grading: GSB Letter Graded |
CAS
| Students enrolled: 65 / 68
04/05/2018 - 06/05/2018 Tue, Thu 8:00 AM - 9:45 AM at GSB McClelland 109 with Lattin, J. (PI); Levine, P. (SI)
Instructors: Lattin, J. (PI); Levine, P. (SI)
Notes: No Exam. Case and Problem Discussion. 1 Group 1 Individual Project/Paper. P/F Not Allowed. Participation 50% Proj/Papers 25% Exercises 25%. Open to MBA and MSx students. Mandatory attendance. Absences impact grade. Non-GSB students: See gsb.stanford.edu/NonGSBReg.
Additional Resources:
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-
STRAMGT 351 |
4 units |
Class #
1035
|
Section 02 |
Grading: GSB Letter Graded |
CAS
| Students enrolled: 54 / 68
04/05/2018 - 06/05/2018 Tue, Thu 10:00 AM - 11:45 AM at GSB McClelland 109 with Lattin, J. (PI); Levine, P. (SI)
Instructors: Lattin, J. (PI); Levine, P. (SI)
Notes: No Exam. Case and Problem Discussion. 1 Group 1 Individual Project/Paper. P/F Not Allowed. Participation 50% Proj/Papers 25% Exercises 25%. Open to MBA and MSx students. Mandatory attendance. Absences impact grade. Non-GSB students: See gsb.stanford.edu/NonGSBReg.
Additional Resources:
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