B2B Sales and Distribution
Course Number 1985
Course Overview
B2B Sales and Distribution will focus on the primary components of managing a large company sales organization and focus on B2B businesses. The class will have three modules, people, go to market design and operations and analytics.
The course will be a combination of traditional cases and live cases with companies managing a variety of large organization sales and sales management challenges.
Cases will include hiring first line sales managers, defining a sales culture, managing sales compensation, integrating acquisitions, channel conflict, field vs inside sales, major account sales management, revenue/commercial operations and the SAAS and the role of AI in B2B sales. Students will also have conduct experiential assignments.
Grading
Grading will be 70% class participation and 30% experiential assignments.
This course will be offered in Q3.
Instructors will be Lou Shipley in combination with HBS alumni, including Dianne Ledingham and Ed Boyajian who are expert in large company sales and distribution.
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