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: 3
2020-2021 Winter
-
STRAMGT 351 |
3 units |
UG Reqs: None |
Class #
33304
|
Section 01 |
Grading: GSB Letter Graded |
CAS |
Session: 2020-2021 Winter GFQ
| Remote: Synchronous
| Students enrolled: 59 / 68
01/04/2021 - 03/12/2021 Tue, Thu 8:00 AM - 9:20 AM with Lattin, J. (PI); Bowman, K. (SI)
Instructors: Lattin, J. (PI); Bowman, K. (SI)
Notes: No Exam. Participation 50% Projects/Papers 50%. 1 Group 1 Individual Project/Paper. P/F Not Allowed. Open to MBA and MSx students. Mandatory attendance. Absences impact grade. Not Open to Non-GSB Students. Delivered via Zoom at published times.
-
STRAMGT 351 |
3 units |
UG Reqs: None |
Class #
33305
|
Section 02 |
Grading: GSB Letter Graded |
CAS |
Session: 2020-2021 Winter GFQ
| Remote: Synchronous
| Students enrolled: 49 / 68
01/04/2021 - 03/12/2021 Tue, Thu 9:50 AM - 11:10 AM with Lattin, J. (PI); Bowman, K. (SI)
Instructors: Lattin, J. (PI); Bowman, K. (SI)
Notes: No Exam. Participation 50% Projects/Papers 50%. 1 Group 1 Individual Project/Paper. P/F Not Allowed. Open to MBA and MSx students. Mandatory attendance. Absences impact grade. Not Open to Non-GSB Students. Delivered via Zoom at published times.
2020-2021 Spring
-
STRAMGT 351 |
3 units |
UG Reqs: None |
Class #
32985
|
Section 01 |
Grading: GSB Letter Graded |
CAS |
Session: 2020-2021 Spring GFQ
| Remote: Synchronous
| Students enrolled: 49 / 68
04/01/2021 - 06/02/2021 Tue, Thu 8:00 AM - 9:20 AM with Lattin, J. (PI); Levine, P. (SI)
Instructors: Lattin, J. (PI); Levine, P. (SI)
Notes: No Exam. Participation 50% Projects/Papers 50%. 1 Group 1 Individual Project/Paper. P/F Not Allowed. Open to MBA and MSx students. Mandatory attendance. Absences impact grade. Not Open to Non-GSB Students. Delivered via Zoom at published times.
-
STRAMGT 351 |
3 units |
UG Reqs: None |
Class #
32986
|
Section 02 |
Grading: GSB Letter Graded |
CAS |
Session: 2020-2021 Spring GFQ
| Remote: Synchronous
| Students enrolled: 34
04/01/2021 - 06/02/2021 Tue, Thu 9:50 AM - 11:10 AM with Lattin, J. (PI); Levine, P. (SI)
Instructors: Lattin, J. (PI); Levine, P. (SI)
Notes: No Exam. Participation 50% Projects/Papers 50%. 1 Group 1 Individual Project/Paper. P/F Not Allowed. Open to MBA and MSx students. Mandatory attendance. Absences impact grade. Not Open to Non-GSB Students. Delivered via Zoom at published times.